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Advisors often think they need multiple meetings to convince their prospect to hire them.
It’s a comforting belief system, but it’s not reality.
Here’s the truth: the decision to work with you happens in a single moment.
It’s internal, and it occurs during your first conversation.
If your sales process stretches into multiple meetings, then you’re unknowingly lowering your chances of onboarding new paying clients.
Why?
Because your prospects are in shopping mode.
They’re meeting with multiple advisors, gathering information, and planning to think about it later.
When your prospects go away to process everything on their own, they lose clarity.
Your opportunity to connect with them isn’t in a follow-up meeting.
It’s in that first moment when you bring them face-to-face with the real issues that are holding them back.
They’re not waiting for the best explanation of your value.
They’re waiting to feel a sense of certainty from you -- the trust they need to decide if you’re the one who can help them.
Traditional sales methods, focusing on providing extensive education and proving expertise, can often drag out the process -- forcing you into the dreaded “think it over” game.
If you can show prospects the truth of their situation in a single conversation, you eliminate that hesitation.
The sale is made or lost in that moment -- not in the back-and-forth of free consulting and detailed proposals.
This requires a major mindset shift.
It’s about moving away from offering more “runway” to focusing on what matters most: creating trust through clarity.
You’re not just another advisor offering solutions.
You’re the one helping them see what they couldn’t see before -- and that’s what transforms indecision into action.
If you’re tired of dragging out your sales process and want to build real trust with your prospects, order your complimentary books and consultation below.
Related: Have Your New Client Acquisitions Stalled?
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.