Stop "Selling" To High-Net-Worth Prospects
A high-net-worth prospect gets a meeting with you and asks: “What can you do for me?”.
It would be surprising if the voice in the back of your mind doesn’t instantly say: “I need to show him I can add more value than he is getting from his current advisor”, which then manifests itself into explaining your approach, philosophy, team make up, and the strategies you’d deploy if you had him as a client.
Your high-net-worth prospect listens intently, then says, “Great, let me think about the information you provided to me today and I’ll get back to you”, the meeting ends.
You get zip, zero, not one ounce of a commitment out of the meeting.
But he gets your latest ideas and strategies for free to share with his current advisor.
Is this the outcome that should have happened?
It’s human nature to want to prove yourself when a person of substantial means walks through your door and offers you a chance to impress them.
But failure to resist this impulse, invariably results in you doing “free consulting”.
You go from accomplished expert, to an information provider, trying to prove your competence.
It’s nothing short of a demoralizing experience, to say nothing of what it costs you in time and lost revenue.
It’s a common misconception that during the pre-sale stage of an opportunity, a high-net-worth prospect is judging you on your competence – but they can’t judge your competence in reality, until after they’re a paying client – when the actual work begins.
The truth is that your competence is expected, by the very fact that you’re a credentialed advisor, and trying to over-prove that perception works against you.
It actually does the opposite, it calls your credibility into question.
To Confirm Your Expertise, Never Discuss Your Competence
When a high-net-worth prospect, asks what you can do for them, here’s how you turn the tables to establish yourself as the “doctor” in the relationship…
“Probably nothing right now… [pause]… because I need to have a thorough understanding of the context of your situation to diagnose the issues that you are concerned about. If you’d be open to it, please take a step back and walk me through your background, your situation and the financial concerns that brought you in today, and we’ll go from there…”
That’s flipping the power dynamic — they’re no longer assessing you, you’re assessing them.
There’s iron in your words and confidence in your approach.
This Is About Them Not You
High-net-worth prospects aren’t looking for you to prove your competence in terms of your knowledge or skill — they’re subconsciously looking to see if you’re the one who can stop them from needing to see anyone else.
By resisting the temptation to prove yourself, or “sell” yourself, you shift the conversation away from a competence track to a trust track, where your authority status is preserved and your value proven, without ever needing to talk about it.
Your sales opportunities, high net worth or otherwise, will unfold naturally and effortlessly once you learn how to make that shift.
To learn more about this trust-based authority approach to selling, order your complimentary book and consultation below.
If you're an ambitious advisor, with a defiant streak (following the crowd isn't your thing), who is overly reliant on referrals, with limited time and resources, but willing to grow and challenge your own thinking -- and you'd be happy with 1 – 2 new high-net-worth clients per month...
Get Your Free Book & Free "Get New Clients" Sales & Lead Generation Consultation ASAP!
Order your complimentary new book "Trust In A Split Second" (with free bonus book "Trusted Authority") below and get a free “Get New Clients” sales & lead generation consultation (value $995.00).
In this ground-breaking new book, you’ll discover:
- Why does the sale hinge on a split-second decision!
- "Fit or No Fit" -- does it still work?
- Should you be skeptical of your prospect's agenda?
- Why do fact-finding questions break trust?
- How to differentiate yourself from other advisors
- Why "follow-up" should be banned!
- "We're talking to other advisors"
- Why you should be a financial "doctor" instead of advisor
Meet The Author
Ari Galper is the world’s number one authority on trust-based selling and is one the most sought-after sales conversion experts for advisors and business owners.
He is the creator of Unlock The Game®, a completely new revolutionary sales approach that overturns the notion of selling as we know it today.
Ari has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and Financial Advisor Magazine – and has been a featured speaker at the Financial Planning Association’s national conference.
His newest book, “TRUST In A Split Second!”, has become an instant best-seller among high-trust advisors worldwide.
With clients in over 35 countries, his global sales systems have become the most successful Trust-Based Selling systems of our time.
In a day and age where technology rules the selling world, for many growth-oriented advisors, deep trust has taken a “back seat” to the sales process.
Ari’s personal insights on how to build trust between buyers and sellers continue to break new ground in virtually every industry.
Ari has been on a mission for the last two decades to change the business world through trust as a foundational principle.
Through his sold-out talks all over the world and his in-house trainings for high-producing advisors, Ari has become the global ambassador to businesses all over the world.
He regularly connects with global business icons and leaders of industries seeking his counsel on how to infuse trust in their organisations and across their teams.
His work in the trust-based selling field, focusing on reversing control of the sales process, from buyer to seller, is considered category-of-one thinking, with over a two decades of proven execution and results.
