Are You Being Shopped?

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

In the past, being friendly and knowledgeable during your sales conversation was all it took to build trust with a prospect and make the sale.

It was relatively easy to impress prospects and have them feel they had discovered a true authority who cared (which was all they needed to decide).

If only those days still existed, life would be wonderful. Now, your prospect won’t assign you that authority and trust.

They expect you to impress them. They are shopping you against other advisors.

Here’s what your prospects are doing: They’re shopping for their advisor by speaking to as many as they can, and then comparing them against each other, deciding whom to choose.