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As an advisor, your personal story is one of the most powerful tools you have. It’s not just about sharing where you’ve been, it’s about creating a connection. When prospects hear your story, they see themselves in you.
And that’s where trust begins.
Let me explain.
Imagine you’re meeting a potential client for the first time.
Instead of diving into your credentials or pitching your services, you share a moment from your life.
Maybe it’s about a time when you faced a challenge similar to theirs.
Or a turning point that shaped your values and approach.
For example, you might say:
“There was a time when I felt completely overwhelmed by financial decisions. I didn’t know who to trust or where to turn. That experience taught me the importance of having someone who truly listens and understands.”
What happens next is subtle but powerful.
They start to feel safe.
They realize you’re not just another advisor trying to sell them something.
You’re someone who’s been where they are.
Someone who gets it.
This isn’t about oversharing or making the conversation about you.
It’s about creating a bridge.
A way for them to see that you’re human too.
Here’s the key: your story doesn’t need to be dramatic or extraordinary.
It just needs to be real.
Authenticity is what resonates.
When you share your story, focus on these three things:
Be Vulnerable
Share a moment of struggle or uncertainty.
It’s not about being perfect, it’s about being relatable.
Highlight the Lesson
What did you learn from that experience?
How does it shape the way you help others today?
Connect It to Them
Show how your story aligns with their challenges or goals.
Help them see themselves in your journey.
When done right, your story becomes more than just words.
It becomes a trust-building asset.
It shows prospects that you’re not just here to sell, you’re here to understand.
And that’s what sets you apart.
So, the next time you’re in a conversation with a prospect, don’t be afraid to share a piece of your story.
It might just be the thing that turns a stranger into a lifelong client.
Because trust isn’t built through pitches or presentations.
It’s built through connection.
And your story is the perfect place to start.
Related: Why Your Sales Pitch Is Like a Bad First Date
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.