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Most advisors fall into the trap of trying to “sell” in their meetings with prospects.
But pushing for the sale often does more harm than good.
Your prospects don’t want to feel like sold to -- they want to feel understood and supported by you.
So how can you move away from selling and start building trust?
It’s simple: lead with trust.
What does that mean exactly?
It means positioning yourself as a trusted authority, not a salesperson.
When you make that shift, everything changes. Instead of looking for ways to convince them, you focus on being genuinely curious about them as a human being.
Ask the questions that matter.
Find out what’s really going on in their life or business.
Trust isn’t built through slick selling skills and techniques.
It’s built through time, transparency, and genuine interest.
When your prospect feels you have their best interest at heart, they’ll open up to you in ways that are quite revealing and vulnerable.
Trust is a long-term game, and it’s not about rushing in with a sales pitch.
It’s about showing up with the mindset of serving first.
Sometimes the best thing to do is wait, listen, and build trust until your prospects is ready to engage.
This is how trust is built -- not through sales pressure, but through real conversations that show you’re a trusted authority.
The shift is in your mindset -- when you lead with trust and truly listen, the sale happens naturally.
If you're ready to start leading with trust and instead of selling the traditional way, order your complimentary books 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.