Ari Galper

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. 

You need to stop attempting building relationships pre-sale, there just isn’t enough time. #advisors #growth

Your openness, cordiality, and generosity can often feel like a slap in the face when they break the so-called relationship you have invested in. #growth

They’re shopping for their advisor by speaking to as many as they can, and then comparing them against each other, deciding who to choose. #growth

An advisor’s chance of making the sale does not increase with more time invested with their prospect. #time #advisors

The truth is there’s more than logic required here – most importantly, your prospect needs to trust you first. #advisors #growth

It’s nothing short of a demoralizing experience, to say nothing of what it costs you in time and lost revenue. #growth #advisors

What’s the first thing that comes to your mind when your referrals have slowed down and you need new clients? #growth #advisors

For your qualified prospects to feel so confident after an initial meeting with you, that they felt it wasn’t necessary to see any other #advisors

If you’re an advisor that is 3 - 7 years out from retirement, three realizations may start beginning to come into sharp focus. #advisors #growth

The major problem is referrals are random you can’t trigger them at will, and your source of referrals can easily change their mind.

The prevailing norm in advisory of attempting to cement a real relationship pre-sale, and the generally low conversion rate among advisors #growth #advisor

Chit-chat, small talk, going with the flow to see where the conversation leads that unpredictability has to end if you want to be successful. #advisors

Turns out the typical advisory approach to selling, is no longer a safe and effective way to build trust. #advisors #trust #growth

Here are some of the biggest accepted norms that may holding you back from profitable growth. #advisors #growth

Everyone incestuously follows them, those methods decline over time. It’s not a race to the bottom, it’s a race to the middle. #growth #advisor

Difference between cold calling and LinkedIn, is that in LinkedIn, you don’t feel the emotional punch or sting of being personally rejected #LinkedIn

Why aren’t advisors given the same instant respect, trust and authority as doctors? Doctors don’t do discovery meetings. #advisors #growth

The problem is, this approach turns your sales conversations into social conversations, which shifts your sales meeting in the wrong direction.

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

You’ll need to be open to a new client acquisition model that starts with a business context, not a social context. #advisors #growth

You did what you’ve always done, yet your prospect’s conclusion remains being indecisive about you. #advisors #growth

Now denied the opportunity to strike while the iron’s hot and as each day passes, they go cold on you. It’s frustrating. #advisors #growth

That proposition has probably been good to you over the years, it was and still is the foundation of your current book of business. #growth #advisors