Ari Galper

Beautiful experience can then taper quickly, when they don’t get back in touch with you, or don’t upload their documents you asked for. #growth

Is giving value and educating your prospect in your sales process, really in your best interest? #advisors #growth

Most advisors don’t consider do-it-yourselfers as serious potential clients. That’s a big, incorrect and very costly assumption. #growth #DIY

Are you being hired based on the facts you collect and provide, or based on how your prospects feel about you? #facts #emotions #growth

In a saturated and commoditized industry like advisory, trust is the final differentiating factor that you can still control. #growth

Now, free information is everywhere and when you dispense it in your sales process, it is perceived as persuasion for the purpose to get them to hire you.

Trust isn’t automatically built into your initial prospect conversation just because you have multiple designations next to your name. #advisors

So when you shared your expertise, they couldn’t help but be impressed with your depth of knowledge. Fast forward to today. #growth #advisors

Reality check: your prospects don’t care about you, and they aren’t selecting you based on what you believe. #growth #advisors

Having your prospect commit to a paid client relationship at the end of your first meeting requires decisiveness. #growth #sales

Here’s a sobering truth you’re probably seeing more every day: your unique status, as an advisor, is declining at a rapid pace.

Many advisors fall into this trap of adapting to what their prospects want, instead of taking the bolder and higher ground.

Time to call out the elephant in the room. You’re not there to make friends, you’re there to create trust by diagnosing their issues. #growth

Any sales momentum you create, directly or indirectly, can be perceived as persuasion and can kill the trust building process. #advisors #growth

Your point of view, it must be them, not you, causing them not to reach out to you. Regardless of whose fault it is, what are your options at this point?

Attempting to build a relationship in that meeting will often times lead to a long sales cycle, ending in them dropping out of sales process. #growth

If you’re losing 5, 6, or even 7 out of every 10 prospect each month, that’s a lot of value slipping through your fingers. #advisors #growth

Your products and solutions can no longer be relied on as your differentiation strategy. The last mile in your differentiation is how you sell. #growth

Unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale. #growth

Your job is to build deep trust with them, and that comes from them feeling you understand their issues at a deep level – you get them. #growth

No matter how artfully you can pull this off, in the end, it’s about promoting your point of view on to them. #growth

His number one struggle was in his own words, too many tire kickers. He had leads coming in, but not enough were becoming new paying clients. #growth

It’s as if you both were two ships that passed each other, destined to never pass each other again. #growth #advisors

Prospect lives in a problem-centric emotional world, and in that world a problem cannot be addressed until specific emotional hurdles are overcome. #growth

Often don’t make their decision based on the information you give them -- they make their decision based on whether they trust you or not. #growth

Curse of mastery also comes with this belief: solving problems for your prospects up front, is how you prove your value by showing them you know your stuff

What is the missing piece of this puzzle, that causes you to lose people who check all the boxes of what your ideal client looks like? #growth #advisors

One powerful and easy solution so that on your next follow-up call, you get to the truth, rather than the typical shut down response. #growth #advisors

Funnel marketing worked reasonably well up until about two to three years ago, but it’s been failing as a successful model ever since. #growth

It’s important to realize that you’re not in the financial advice business. First and foremost, you’re in the problem-solving business.

What shifts their thinking like this, and how do you as an advisor, prevent your sales process from being derailed by it? #growth #advisors

if you allow yourself to become commoditized in this way, you open yourself up to being shopped against other advisors. #growth #advisors

Allowing non-ideal clients into your sales process forces you to spend more money to attract more non-ideal clients. #advisors #clients

Advisors are running into this roadblock every day: We’re talking to other advisors, we’ll get back to you when we’ve made our decision.

Does educating your prospect by giving them your time, knowledge and expertise for free, convert them into paying clients? Some yes, many no. #growth

Conditioned many advisors to believe, they must deliver significant value in their sales process, to acquire a new paying client. #growth #advisors

You just handed them a solid financial plan for their future, based on their own data – what is there to think about? #advisors #growth

Tempting to keep clinging to hope, but deep down, you probably knew it was over before you called them. What’s going on here? #growth #advisors

New potential client is referred to you or comes inbound from another source. Something triggers inside you when that meeting approaches, I call it hopeium

Marketing yourself (or your brand) enters you into a competition against other advisors who are all doing the same thing.

You can complain and defend yourself all you want, but it’s no use, as your value-status has been put into question. #advisors #growth

There’s a mismatch of mindsets and a lack of understanding of your prospect’s buying psychology in relation to your sales approach. #growth

Many advisors jump to the conclusion that their leads who back out of the sale simply weren’t ready or qualified.

Get paid for your financial knowledge and expertise. Most advisors tip-toe around that fact and unnecessarily elongate their sales process. #growth

It’s time for you to make a shift, pre-sale, from financial advisor to financial doctor. #growth #advisors

When you have a sales system, converting your prospect into a paying client is an efficient routine with a predictable outcome. #growth #advisors

How can you be genuinely selfless, when you must convert your prospect into a paid client before you can truly help them?
#advisors #growth

Selling was never meant to be a game. It was always meant to be a collaborative partnership where one person trusts the other to help them. #sales #growth

Here’s the irony, your prospects are not qualified to judge and assess your expertise in one meeting, or even in multiple meetings, pre-sale. #growth

If your primary focus is talking about their future goals, which they have a hard time imagining, then you’ll probably hear this.