The Myth Of The Multi-Step Sales Process

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

The idea that you need multiple meetings to build trust with a qualified prospect is a myth driven by old-timers who say: “This is how I built my practice. Do as I do.”

The reason your advisory practice exists is to get paid for your financial knowledge and expertise.

Most advisors tiptoe around that fact and unnecessarily elongate their sales process.

Instead of building trust with their prospect and holding their authority, many lose both by doing free consulting and follow up.

“Isn’t that just the selling game?”


It’s what happens when a profession commoditizes itself by adopting flawed ideas around selling.

Think about it.