Stop Delivering Value – Try This Instead
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Losing more prospects than when you started your practice is the problem that keeps even the most experienced advisors up at night.
Many advisors say to me, “Ari, I’m worried. The market is changing, potential clients who I would’ve easily signed in the past just don’t seem interested lately. It’s not that they’re going with another advisor, it’s that they’re not going with an advisor at all – they just keep shopping around. What’s going on and what can I change in my sales process to reverse this trend?”.
Here’s what I tell them.
The first and most important thing you need to figure out is what a potential high-net worth client is looking for when they come to see you.
What is the number one thing on their mind that compelled them to seek advice from a new advisor?