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As an advisor, you’re gifted in knowing and understanding things about the world of money that most people don’t.
When you meet a new prospect, you share your gift earnestly through a courting process, hoping they’ll like you and be impressed enough to engage you as their advisor.
Although that used to happen more often, it’s increasingly on the decline.
Why? Because your prospect often takes the valuable information you shared, goes away and “thinks about it.”
Or they want to see other advisors to compare their knowledge and information to yours (inauthentically promising to get back to you).
This is a demeaning experience, to say the least, and below your paygrade at this stage of your career.
It’s becoming more and more difficult to convince your prospect to choose you. It’s time for you to make a shift, pre-sale, from financial advisor to financial doctor.
Up until now, you’ve been trained to become your prospect’s advisor, by providing value and demonstrating your expertise.
The problem is every other advisor is doing the same thing, creating a commoditized profession.
The truth is your prospects are not going to use your advice to select you. They’re judging you on whether they trust you based on how much you understand them.
If you shift your mindset to become a financial doctor to your prospects, you no longer have to dispense information or advice pre-sale to prove yourself.
You diagnose only your prospect’s problem.
By diagnosing their problem, you shift their focus from yours to their problem and its impact on them.
The result?
You become the doctor; they become the patient.
Through your diagnostic process, you impress them with clarity on the deepest causes of their financial pains.
When you help them see the gravity and urgency of their situation, they can’t help but ask: “How can you help me?”
Calmly, you prescribe the “treatment plan” and its simplicity instills a sense of confidence and assurance they’ve never experienced with anyone else.
There’s nothing left for them to think about, process or consider. They pay you up-front, giving you the go-ahead to proceed.
No overcoming objections.
No multiple meetings.
No free advice.
You’re a financial doctor:
Problem –> diagnosis –> prescription –> sale.
To learn more about this surprisingly simple and powerful approach to selling, order your complimentary book and consultation below.
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, “Trusted Authority” 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 Australian 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.
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Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
