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For many advisors, getting commitment in an initial meeting with a prospect, is like playing the slots at a casino.
You close your eyes, pull the lever, and hope for the best.
After all, you can’t force anyone to commit to you.
If they’re not ready, they’re not ready, right?
Here’s the issue…
In the world we live in today, your potential clients have more options, and shorter attention spans, than ever before.
Once the initial meeting ends, your chances of securing a paying client takes a nose dive.
When you gamble on a game where the odds are stacked against you, you’re leaving the success of your business to chance -- instead of strategy.
The reality is, whether a prospect commits to a next step in the first meeting with you, reflects more on your process, than on their readiness.
With the right approach, a qualified lead should convert into a paying client 100% of the time.
The only reason this claim seems outlandish, is because the traditional sales mindset you’ve been taught, has convinced you sales is a numbers game.
But think about it, when a potential client meets with you, they’re coming to you for help.
Which means:
They’re not qualified, or…
You’re the problem
When you accept that it could be you, and not them, you take back your power and control -- allowing you to break free from the limiting beliefs bottlenecking your business, and holding you back from achieving your full potential.
The entire game changes, when you understand the why behind a qualified lead's hesitation to take the next step.
When they tell you “they’re not ready”, “they’re talking to other advisors”, it’s simply code for: I don’t trust you yet.
It’s all about trust. Nothing else.
A lack of trust on their end, means they don’t feel comfortable enough committing to working with you to fix their problem.
Why?
It’s likely a result of the conversation being focused too much on you, instead of them.
Here’s the hard truth: Your solution has been commoditized, and is no longer the core consideration in their decision to hire you.
To get a commitment, they need to feel their situation and challenges have been heard and understood at a deep level (emotional), before ever hearing about what you have to offer (logical).
This doesn’t mean you become a therapist.
It simply means you fully immerse yourself into their world with empathy and care, without an agenda to move them forward.
When they sense you’re present in the moment, the truth begins to flow and trust is built naturally and in a short period of time.
Hesitancy and resistance melt away, and a yearning desire for your help takes its place.
They will happily commit to you, once they know they can trust you.
When you master the skill of trust building, instead of selling, you won’t have to hope for a commitment ever again.
You’ll be like a doctor, who diagnoses the problem -- once there’s heightened awareness of the issue, the treatment plan becomes obvious, and the patient agrees to move forward.
To learn more about trust-based selling, and how you can start converting 100% of your qualified leads, order your complimentary books and consultation below.
Related: Are You Being Compared To Other Advisors?
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.