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Waiting for prospects to circle back isn’t a reliable way to build a consistent business.
Chasing them when they don’t respond only pushes them further away.
Many potential clients think that solving their financial issues means comparing different advisors. They often don’t realise that if they really understood their problems, they wouldn’t need to shop around for help in the first place.
And let’s be honest, shopping around often serves as a distraction from facing their financial challenges head-on.
When they say they’ll get back to you after checking out other options, it’s usually not about you -- it’s about their own uncertainty.
Now, when your market is flooded with financial advisors, it can feel nearly impossible to stand out.
This pressure might tempt you to lower your fees or pile on more pre-sale meetings just to win clients.
But here’s the catch, doing that can lead to being commoditised.
Once you let yourself be seen as just another option, you risk being “shopped” against other advisors.
So, what can you do instead?
Focus on guiding the conversation to get to the heart of their situation.
When a potential client mentions they’re looking at other advisors, try responding with: “Can I ask you, what’s the most important criteria you are going to use to decided which advisor is best for you?”
This shifts the conversation from shopping to understanding what really matters to them. If they truly need to compare advisors, they should be able to tell you what they’re looking for.
But you might find they haven’t even thought about it that deeply.
By asking this question, you’ll either confirm that solving their issue isn’t a priority for them -- so you can gracefully bow out -- or you’ll steer their focus back to the importance of tackling their problem with your help.
Remember, your potential client isn’t just interested in how you solve their problem; they want to know if they can trust you to help them.
When you genuinely understand their needs and concerns, you help them see that shopping around isn’t necessary.
Shift your mindset from making the sale to getting to the truth.
By doing this, you’ll build deeper trust that leads to long-term clients who truly value your expertise. If you're ready to build deeper trust and steer clear of being shopped by potential clients, order your complimentary books and consultation below.
Related: Why Polished Sales Conversations Might Not Build Client Trust
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.