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Many advisors struggle with the idea of “leading with trust,” but it’s the key to long-term success.
Trust can't be built anymore through traditional sales techniques.
In fact, your prospects can sense when they’re being sold to, which creates immediate resistance.
Instead, ask yourself: how can you approach a potential client with the goal of building trust rather than simply making a sale?
Leading with trust is about positioning yourself as a Trusted Authority.
This subtle shift changes the entire dynamic.
You’re no longer seen as someone looking to “make the sale”, but as someone
Trust takes time and requires you to be consistent, transparent, and genuinely invested in your prospect’s well-being.
Instead of moving to quickly in your sales conversations, ask questions that help you understand their deepest needs.
People can sense when you’re truly listening and working in their best interests.
That’s when trust starts to form.
But here's the thing -- leading with trust is also a reflection of your own self-belief.
It shows that you don’t have a hidden agenda.
You know your value and are confident that, should your prospect be a good fit, they will want to work with you.
This is the mindset that separates the “salesy” approach from the trusted authority approach.
It’s a big shift, but it works.
Ask the right questions, listen, and remember that you don’t need to “sell” anything. When you focus on your prospects deepest concerns, rest will follow naturally.
If you're ready to lead with trust and transform how you approach your sales meetings, order your complimentary books and consultation below.
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.