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Too many financial advisors still cling to traditional sales scripting, thinking that what worked in the past, will continue working in the future.
If you’ve been in the industry for any length of time, you’ve likely been taught the formula: qualify the lead, present your solution, and convert them into a paying client.
But here’s the kicker: if this method was truly foolproof, everyone whose your ideal profile would become a client.
So what’s missing?
The answer lies in trust-building -- an essential step often overlooked in the rush to qualify potential clients.
When you dive into qualification without first establishing trust, it’s easy for your prospects to feel like your conversation with them is “transactional”.
To avoid that perception, it’s important to focus on helping them see the bigger picture of their financial situation -- what I call “going down the iceberg.”
It’s not just about being friendly, it’s about being their personal guide who helps them understand the deeper implications of their financial choices.
Think of it as being a doctor discussing a diagnosis.
You wouldn’t just rush in with a prescription pre-maturely, you’d explain their condition, the implications of it, the cost-of-inaction and why it matters.
When you truly connect and help them grasp the weight of their situation, they’ll respond with, “How can you help me?”
That’s the moment you know you’ve built a strong foundation of trust.
Here’s how to navigate this process:
Start by asking a single open-ended question like this: “If it’s ok with you, can you take a step back for a moment and walk me through a bit about your background, your story/situation, up to your current financial concerns, and we’ll go from there…would that be ok with you?”
Please don’t say what every other advisor says: “What brings you in today?” (That has no clear direction of intention).
Then, dive deeper -- ask about their worries, the actions they’ve taken, and how these issues affect their life.
Make sure your tone is warm and empathetic, lowering your voice like a doctor would.
These aren’t just questions, they’re the keys to building genuine trust.
Here are some questions to guide you in this process:
“Can you tell me a little about your background and your biggest financial concerns?”
“You mentioned xxx is a concern, can you elaborate on that?”
“How long have you been worried about this issue?”
“What steps have you taken so far to address it?”
“How has not resolving these concerns impacted your life?”
“Is this something you’d like to tackle sooner rather than later?”
Surprisingly, many advisors overlook these critical steps, focusing instead on showcasing their expertise.
By prioritizing trust and going beyond surface-level interactions, you’ll find that ideal clients are eager to engage with you and even willing to pay for your initial fees.
Concentrate on building trust by going down the iceberg with your potential clients, rather than falling back on traditional industry accepted scripts.
You’ll be amazed at how many new clients are ready to jump on board with you simply because your approach is refreshingly different.
If you’re ready to be the trusted guide who helps your prospects understand the deeper implications of their financial choices, order your complimentary book and consultation below.
Related: The Silent Treatment Sucks!
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.