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Listening isn’t just about hearing someone talk -- it’s about understanding what they’re really saying.
Many advisors, are often focused on what they’re going to say next in their sales conversation, but how often do you stop and focus on what your prospect is actually saying?
When you truly listen, you’re not just hearing words -- you’re understanding their needs, their emotions, and the underlying concerns they might not have even voiced to you yet.
The key is to listen not just to their words but to their pauses, hesitations, body language, and tone.
These unspoken cues are just as important as what’s said.
If you’re paying attention, you’ll start to understand what your prospect truly needs -- and that’s the real magic lies.
Your prospects don’t want to feel like they’re just another conversation for you.
They want to know that you’re genuinely engaged, that you care, and that you’re focused on them as a person -- not as another sale or opportunity.
That is where trust is built.
When your clients feel heard, they feel valued, and that’s what creates long-lasting relationships.
So how do you make sure you’re truly listening?
Start by slowing down and being fully present.
Put aside the thoughts of your next step.
Focus entirely on them, and ask questions that show you’re truly interested in their story.
When you do this, something remarkable happens -- you begin to see solutions that you wouldn’t have seen otherwise.
And that’s the difference between being a good advisor and a trusted one.
If you’re ready to start listening at a deeper level and build stronger connections with your clients, order your complimentary book and consultation below.
Related: Why Selling With Emotion Outperforms Logic Every Time
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.