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As an advisor, you’ve probably felt the pressure to chase prospects. It’s what the industry has conditioned you to believe is necessary for success. But chasing doesn’t just feel uncomfortable, it undermines your authority.
When you’re the one pursuing, you’re signaling that you need them more than they need you.
And that dynamic creates resistance.
Think about it, when someone approaches you with an agenda, what’s your first instinct?
You question their motives.
You wonder, “What’s the catch?”.
That’s exactly what happens when you chase prospects.
They put up walls, and you’re left trying to break through.
But what if there was another way?
What if, instead of chasing, you could create a system where prospects come to you?
Not because you’re pushing your services, but because they see you as the solution to their problems.
This isn’t about doing less work, it’s about doing the right work.
It starts with understanding your ideal client.
Who are they?
What are their deepest, most urgent problems?
Where do they spend their time?
These are the “ponds” where your ideal clients swim.
Your job isn’t to chase them down, it’s to cast the right bait.
That bait is your ability to articulate their problems better than they can themselves.
When you do this, something remarkable happens.
They feel understood.
And when someone feels understood, they trust you.
Trust is the foundation of authority.
It’s what allows you to guide the conversation without resistance.
Imagine this, a prospect reaches out to you, not because you convinced them, but because they believe you understand them.
The conversation shifts from “Why should I work with you?” to “How can you help me?”.
This is the power of positioning.
It’s about creating an environment where prospects see you as the trusted authority.
Not because of your credentials or your pitch, but because of your empathy and insight.
This approach eliminates the need for traditional prospecting.
No more cold calls.
No more chasing leads.
Instead, you’re building relationships based on trust and mutual respect.
And the best part?
It feels natural.
You’re no longer trying to prove your value.
You’re simply showing up as the solution to their problems.
This is how you attract high-quality clients who are ready to work with you. Not because you chased them, but because they chose you.
Related: Unlocking Your Selling Superpower: The Ability to Create Instant Trust
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.