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For most advisors, a lead is defined as an inbound contact that you have to call back in order to schedule a meeting.
The idea is that by them giving you their contact information, it’s now your job to move them forward to a next step.
The problem with that process is that it requires you to “chase” them from the get go.
Without any regard for your time, you’re now “following-up” with them (which is what sales people do) in the hopes of squeezing yourself into their schedule.
If you don’t get them on the first call, or catch them at a bad time, you may find yourself playing “cat and mouse” games, just to speak with them.
Not only does this process weaken your positioning, but it wastes your valuable time before even knowing if they’re a fit or not.
This repeated process creates a “numbers game” mentality that forces you into the vicious cycle of constantly searching for more and more leads, since the one’s you do reach, are still hard to pin down.
The reality is: if you’re chasing leads, you’re acting like the typical sales person stereotype -- not a trusted authority.
Doctors don’t chase patients or “follow up” to arrange a consultation.
They know those behaviors would take away from time spent treating patients, which is why they have strict rules to work by-appointment-only -- so they can focus on those who are serious and value their time.
You need to shift your process from a lead chasing model, to a medical model, where your prospects automatically schedule with you on your calendar.
By condensing the process into one seamless action, you eliminate the need for chasing, follow up, and wasting our time chasing “ghosts”.
To do this, you need to shift your mindset from “financial advisor” to “financial doctor”.
To learn how to stop chasing leads and become the trusted authority in your market, order your complimentary book and consultation below.
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Get your Free copy of Ari’s best-selling book "Trust In A Split Second!" 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 book, “Trust In A Split Second!” has become an instant best-seller among financial advisors worldwide.