Do Your Prospects Trust You?

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What are the psychological tripwires in the minds of your prospects, who clearly need your insight and advice, that makes them back out and “think about it,” after which they slip through your grasp?

It turns out the typical advisory approach to selling is no longer a safe and effective way to build trust.

You see, prospects are bombarded with so much information about investing and working with advisors that they’ve become skeptical of advisors themselves.

As a result, their decision-making process has become more subjective and emotional than objective and rational.

They’ve become resistant to trust.

What does this mean?

Your prospects now regard information you may share with them as persuasion.