Trending
The belief that trust takes multiple meetings to build is an outdated myth.
Old-school advisors say, “This is how I built my practice, so you should do the same.”
But those methods rely on outdated thinking.
Your advisory practice exists to help others with your expertise.
Yet many advisors tip-toe around that fact.
They add unnecessary steps to their process.
Instead of building trust, they lose it.
Free advice and follow-up calls erode authority.
Isn’t that just how sales works?
No.
That’s what happens when advisors adopt flawed ideas about selling.
Free Advice Hurts More Than It Helps
Think about your discovery meetings.
You share time, knowledge, and expertise.
What happens next?
The prospect “wants to think about it” and disappears.
You gave them value, but you didn’t get paid.
This is free consulting.
It’s the trap of traditional sales steps.
Now is the time to move away from this outdated model.
You don’t need multiple meetings.
You’re either onboarding the client in the first conversation or not at all.
What Works Instead?
Look at how doctors handle patients.
They diagnose the problem.
They prescribe a solution.
The patient doesn’t “think about it” or question the medicine.
They trust the doctor and act immediately.
Your sales process should follow this model.
Your prospects need clarity about their financial issues.
They must feel the urgency to solve them.
Free advice and elongated meetings create hesitation.
Urgency builds trust.
To learn how to shift your approach and build trust-based urgency, order your complimentary books and consultation below.
Related: More Leads or Better Sales Strategies: What Does Your Advisory Need?
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.