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Have you ever left a meeting with a prospect feeling uneasy, despite the friendly conversation?
Many advisors make the mistake of thinking that a smooth conversation equals success.
But what if I told you that just because they nod and say, "Yes, this makes sense," doesn’t mean they’re on board with you.
Behind those polite words could be doubts, fears, or misunderstandings they’re too hesitant to express to you…because they don’t fully trust you to be 100% vulnerable with you.
They’re not rejecting your expertise, they’re simply holding back because they don’t feel 100% understood by you.
It's crucial to realize that your prospect might not even know why they’re holding back from telling you the truth.
They may be unsure or uncomfortable expressing their deepest concerns.
This hesitation can turn what could be a promising discussion into a missed opportunity.
So, how do you change this?
To earn their trust, you need to go beyond surface-level agreement - shifting your focus from just solving their immediate problem to understanding the deeper emotions behind it.
By going deeper with them, you can invite them to share their real concerns, even those they may not have voiced to you yet.
When they feel truly understood by you (and they say to themselves “This guy really gets me”), they’ll be far more likely to trust your advice and move forward based on how they feel about you.
So, how do you create that safe space?
Slow down and listen.
Guide them toward clarity -- helping them see the wider implications and gaps of their issues they never saw before they met you.
When you can express deep empathy for their situation rather than just fact-finding, you become their trusted authority.
When they truly feel heard from you, you’ll know they’ll trust your recommendations.
You won’t ever have to bear the pain of hearing “I need to think about it” ever again.
If you’re ready to start building real trust with your prospects, order your complimentary books and consultation below.
Related: Why Prospects Hold Back the Truth and What You Can Do About It
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.