Ari Galper

Moment when the entire conversation seems to slip away, and no matter how hard you try, the trust you hoped to create seems to dissipate. #growth

More importantly, a sense that there’s something they aren’t telling you. It’s difficult to wrap your head around it. #advisors

When you engage with your prospects, think of this as a chance for growth rather than a potential setback, in the event things don’t work out #growth

It’s not your numbers or facts that went wrong, what really derailed the conversation is something deeper: emotional resistance. #growth

However, how many times have you found yourself making that assumption, only to eventually be ghosted. #growth #advisors

Too many financial advisors still cling to traditional sales scripting, thinking that what worked in the past, will continue working in the future. #growth

Many advisors make the mistake of sticking to a fixed industry sales approach, thinking what worked in the past, will always work in the future. #growth

This often happens because you haven’t delved deeply enough into their root issues, what I call going down the iceberg. #growth

To succeed today, they need to emotionally trust you, without you have to talk  about yourself. #advisors #sales #success

Instead of fighting against sales resistance, why not re-direct your efforts to your advantage? Enter the roadmap. #growth #sale

As an advisor with years of experience, there’s nothing more frustrating than feeling like your authority has been challenged. #growth

In a commoditized market, simply being good at what you do isn’t going to cut it anymore. You need to stand out #growth

You’re suddenly in a never-ending cycle of them throwing up barriers and you scrambling to knock them down. #growth

The misconception is, that when they resist your offer, it’s because you haven’t done a good enough job persuading them. #growth

Not only does this process weaken your positioning, but it wastes your valuable time before even knowing if they’re a fit or not. #growth

Truth is, you can’t save the world by yourself, you can only save the world of those you can help the most, preferably high net worth clients #growth

Doing traditional rapport building can lead to multiple meetings and long sales cycles as you try to feel out if they like you enough to hire you. #growth

Many advisors, after asking some fact-finding questions in their first prospect meeting, react in their mind with I can solve that! #growth

Aren’t those conversion rates the norm what’s the big deal if some of them don’t convert? Sales is supposed to be a numbers game, right?

Your goal is not to make the sale, but to get to the truth of whether you can help them or not. #sales #prospects #advisors

Potential clients looking to get an upper hand can present a real problem if they don’t have a way of handling it in a trust-based way. #growth

One thing that’s hard for many advisors to let go of, it’s the idea that a multi-step sales process is required to make the sale. #growth

Your prospects may like you, but they probably don’t trust you. The truth is, relationship-building and trust-building are mutually exclusive #growth

You’ve probably used the term follow-up more times that you care to remember. But what if that phrase is actually working against you? #growth

If you find yourself chasing after prospects who keep ignoring you, it might be time to consider falling on your sword. #growth

It’s a race against the clock to squeeze in as much information about you and your firm as possible. #growth #advisors

While people like to think humans are rational creatures, the history of our species challenges this theory. #growth

It might sound counterintuitive, but the truth is, them liking you, is completely different from them trusting you. #growth

Essentially, you’ve arrived at a crossroads – either push past your limits to grow, or think small to retain your sanity. #growth

At this point in your career, onboarding new clients should be getting easier -- not harder. #growth #advisors

Always been a belief in the advisory industry that to separate yourself from other advisors, there must be something special about what you do. #growth

To be a superstar at prospecting, it requires a hunter mindset to pursue cold leads for a chance to get their attention and show them your value. #growth

You’ve come to the end of a meeting with a potential client, after an awkward pause, you hear: I’d like to think about it. #growth

It’s true that you’ve successfully proven your value, it clearly wasn’t enough for them to commit and choose to work with you. #growth

You may have experienced the stark reality reflected in the dramatic increase in indecisiveness when attempting to get prospects to commit to you. #growth

Your attempts to move your prospects forward towards a sale may be losing you the sale. #growth #sales #advisors

Your biggest challenge in the new year is expanding your practice to handle all the new client growth you’re bringing in. #growth #advisors

The notion that people only buy from those they know and like, is one that the traditional sales gurus have taught for decades. #growth

Waiting for your phone to ring for a referral is no longer the safe zone as it once was, unless you are happy depending on an unpredictable #growth

Can you see why your potential client’s hiring decision is not a rational assessment of what you actually do? #growth

Here are seven mindset shifts to stretch your thinking to generate only ideal clients this year #growth #advisors

Of the hundreds of advisors I’ve coached and mentored, the first thing we start with is, “who is your ideal client?”.

When I saw this for the first time, I was immediately struck by the parallel to my own sales and marketing engine. #growth

Many of the advisors I coach and mentor are familiar with how I refer to doctor model as the ideal business model. #advisors #growth

Towards the end of the talk, Denzel said something so profound I almost fell out of my chair. #growth #advisors

Instead of fishing in the open sea where you catch mostly minnows and junk, you need to start fishing in pre-determined ponds #growth

Presence marketing or brand awareness marketing is a concept that hails from around the mid-20th century, Madison Avenue New York to be precise. #marketing

How do you stop the revolving door from spinning, where prospects come in and go out? #advisors #growth

I want to challenge this idea of free planning and the entire process itself. #advisors #growth

So you have no way of tackling the underlying cause of resistance, which is usually subtle pressure from within your sales process. #growth