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As a financial advisor, the last thing you want is to be seen as just another “salesperson.”
But when your prospects aren’t giving you enough information in the initial conversation, it’s easy to fall into the trap of “free consulting.”
You’re a fiduciary with their best interests at heart.
But instead of taking action, your prospects can often keep you at arm’s length, shopping around and seeing other advisors.
Why does this happen?
Many advisors lose potential clients because they mistakenly think their goal is to build a relationship pre-sale.
But that’s not your prospects’ main concern.
What’s burning in their mind isn’t, “Is his knowledge impressive?”
It’s: “Can I trust this person?”
Competence is a given.
Your knowledge isn’t what will make them decide to hire you.
So, what is?
Think about how a doctor interacts with a patient.
When you visit a doctor, you don’t expect a lecture about treatments.
They don’t start by offering solutions.
Instead, they carefully examine your symptoms, run tests, and ensure a thorough diagnosis.
They don’t make assumptions.
How often has a potential client told you what they think their problem is, only for you to discover it’s far more complex than they initially realized?
Your goal isn’t to build a relationship pre-sale.
It’s to help your prospect recognize the full depth of their own situation.
By helping them see it clearly, they’ll feel that you truly understand them.
That’s how you create deep trust.
I call it “going down the iceberg.”
Your potential clients can only see what’s above the surface.
It’s your job to help them dive deep, exploring the bigger issues that they can’t yet see on their own.
Only then will they truly feel you’re the one to trust.
To learn how to systematize this trust-based approach and differentiate yourself from others, order your complimentary books and consultation below.
Related: Focus On Fixing, Not Fostering: A New Sales Approach
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.