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Does giving away your time, knowledge, and expertise truly convert prospects into paying clients?
It’s an idea many advisors swear by -- give value first, and the universe will give back.
But let’s face it, for most advisors, that’s not happening.
You pour your heart into helping prospects during a discovery meeting.
Yet at the end, you hear:
“I’ll think about it.”
“This was great, but I need to discuss it with my partner.”
“Can you send me some more information?”
Sound familiar?
You’ve delivered immense value, but instead of gaining a client, you’re left waiting, hoping the universe rewards you later.
Why is that?
Because giving value first isn’t solving the real question your prospects are asking:
“Who can I trust to solve my problem?”
That’s the question keeping them up at night.
And your free advice isn’t answering it.
The Trap of the “Value First” Approach
It’s tempting to believe that by showing your expertise, you’ll naturally earn your prospect’s trust.
But here’s the truth: Giving value first has become so common, it’s now expected. It doesn’t make you stand out, it makes you blend in.
Your prospects don’t need proof of your value.
They need proof that they can trust you.
How Do You Build Trust?
Think about how doctors work.
They don’t spend time trying to prove their expertise.
Instead, they focus on diagnosing the problem and creating clarity.
When a patient leaves their office, they don’t question the doctor’s expertise.
They trust the diagnosis and the plan.
You can do the same.
By shifting from “giving value” to creating clarity, you help your prospects see the real cost of their problem--and the urgency of solving it.
Clarity creates trust.
And trust drives decisions.
Your New Approach
Next time you meet with a prospect, resist the urge to showcase your expertise.
Instead, focus on diagnosing their real issue.
Ask deeper questions.
Bring the problem to the surface.
Show them what’s at stake if they don’t address it.
When you do this, you won’t just be another advisor offering free advice--you’ll become someone they trust to solve their problems.
If you’re ready to stop giving free value and start creating trust with your prospects, order your complimentary books and consultation below.
Related: Stop Selling: The Power of Listening to Close Deals
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.