Pre-Sale: Be The Financial “Doctor”

Ari GalperAdvisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

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.