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Most advisors still cling to the old “know, like & trust” model.
The goal?
To build a relationship with prospects, hoping they'll eventually choose to work with you.
This approach often leads to long sales cycles -- countless meetings and quite a few lunches.
But let’s get real: there’s a big difference between building a relationship and establishing genuine trust.
Creating real relationships takes time, after they are a paying client.
But when it comes to prospects?
It’s a different story.
Trust can be built in just one meeting if you ditch the idea that your prospect needs to like you first.
That doesn’t mean you should be anything less than your warm self.
It just means you can ease up on the overly friendly vibe that can feel fake.
Here’s a crucial point: Your prospects aren’t looking for another friend.
They don’t even have to like you to work with you.
Think about the advisors you trust --your doctor, dentist or lawyer.
You respect their expertise, not their friendship.
This might challenge everything you’ve learned up until now.
So, how do you create the trust that positions you as the right advisor?
Here are four key strategies:
1. Dive Deep Into Their Issues
Get to the heart of what’s really going on for them.
2. Hold Back on Solutions in the First Meeting
Stop trying to prove yourself right away.
3. Use a Road Map
Provide a simple visual aid that outlines your onboarding process from start to finish -- the easier it is to understand, the better.
4. Let them take ownership of their issues
When they feel ready to take action, they’ll be more inclined to work with you.
By simplifying your pre-sale process and removing the relationship aspect, you take away a layer that might make them think you're just being friendly to win them over.
Focus on building real trust, because that’s what leads to lasting partnerships.
If you're ready to transform your strategy and build genuine trust with prospects, order your complimentary books and consultation below.
Related: Why Prospects Ghost You — and How to Rebuild 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.