Relationship Building is Not Required to Make the Sale

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

Are you an experiencing a decline in the acquisition of new clients?

It could be that your sales process is based on a fundamentally flawed idea, and that correcting that idea is the one thing you haven’t considered to give you the breakthrough you’re looking for.

At the heart of the traditional advisor sales model is the idea of attempting to build a relationship with your prospect before the sale.

The thinking goes like this:

For your prospect to hire you, they first need to like you.

Before they can like you, they need to get to know you and you need to get to know them.