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Many advisors have been conditioned to view the initial meeting with a prospect as a high-pressure performance.
Scripts are memorized, stories are polished, and every detail is rehearsed -- all in the hope that this will impress enough to get the sale.
In the moment, it feels like this approach puts you in complete control.
However, as soon as the performance ends and the “music” stops playing, your audience -- the potential client -- takes center stage.
The control you thought you had suddenly disappears, as you sense their reluctance to take the next step.
Where is this hesitation coming from?
And how much more effective could you be if you could remove it completely?
Many advisors don’t yet realize that their approach is the very reason for the indecision holding their business back.
The truth is, in today’s new economy, the performance-driven sales approach has been commoditized.
Prospects have seen it all, more than once.
They’ve been through the same polished presentations, heard the same carefully crafted stories, and experienced the same attempts to “build rapport” from so many others.
What once felt impressive, now feels rehearsed, inauthentic, and even manipulative.
When you position yourself as the dancing bear who tries to impress and win approval, you’re pigeonholed into a role that’s impossible to break out of.
The only chance you have of gaining their business, is to one-up your past performance in additional meetings.
However, even if you do manage to get another crack at this, the odds are still stacked against you.
Why?
Because being liked or impressive, doesn’t translate to the one feeling they need in order to take the next step.
That feeling is trust -- the certainty that you’re the right one for them.
It’s the only thing your prospects are searching for.
They’re asking themselves the entire time, are you the one they can trust to solve their problem?
Trust isn’t built by shining a light on yourself, your expertise or client stories.
It’s built by providing clarity on their challenges and guiding them through their emotions so they can make a decision to fix their problem once and for all.
When trust flows, prospects will naturally take the next step with you -- without pressure and the need to perform.
You’ll then step confidently into your role as the trusted authority, like a doctor expertly diagnosing a patient in their office.
The next time you’re about to meet with a potential client:
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Focus on their challenges, not yourself
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Listen deeply to their concerns, and
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Guide them toward clarity with empathy
With trust guiding your process, you’ll not only onboard more clients, but also enjoy a sales approach that feels natural and fulfilling.
If you’re ready to learn more about trust-based selling, and how you can onboard more clients with less stress, get your complimentary books and consultation below.
Related: Gracefully Letting Go: How to Fire Unqualified Prospects
Get Ari’s 6 best-selling books for FREE here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.