Stump The Guru Podcast Ari Galper

As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”.But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into “free consulting” mode.You’re a fiduciary, you have their best interest at heart, but they keep you at bay shopping around, seeing other advisors.In this month’s Stump The Guru show, I spoke about “Is The Hard Sell Obsolete?”I've made it my life’s mission to create the clarity t...

Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale.How do you reconcile this paradox?In this month’s Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through ...

Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client.If you eavesdropped inside a typical initial conversationbetween an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges.The problem with rapport-building on its own is that your prospects can sense you may have a hidden agenda behind it.In this month’s Stump The Guru show, I spoke ...

When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales process), out of fear you might lose a new client opportunity.But if you allow yourself to become commoditized in this way, you open yourself up to being “shopped” against other advisors.In this month’s Stump The Guru show, I spoke about “How To Know If ...

The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you?You’ve done everything “by the book”. You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they’re gone.In this episode of Stump The Guru Podcast, I spoke about How Can You Recover Lost Prospective Clients. I've made it my life...

Are you overcompensating by going heavy on relationship-building in your sales process?Building deep trust with your prospects in your sales process does not require you to build a relationship with them.That's a BOMB in the entire traditional selling industry.If you have a very clear process on how to create trust in your sales process, based on their deep issues, then you don't have to spend your energy getting them to like you and become their friend first.Real relationships happen AFTER t...