In this episode of The Purpose Focused Advisor, Rob Brown and Phil Calandra welcome Ari Galper, the world’s leading authority on trust-based selling. Ari brings a radically different approach to sales, shifting away from traditional tactics and instead focusing on building trust. For financial advisors looking to shorten sales cycles and eliminate chasing, Ari’s insights are a game-changer. Advisors who embrace this mindset will stop being seen as commodities and instead become the trusted experts clients turn to with confidence.
Key Takeaways:
- Trust Comes Before Relationships (03:20) – Building trust must happen first; without it, the sales cycle is unnecessarily long, and prospects remain skeptical.
- The biggest mistake advisors make: Selling too soon (07:00) – Many advisors jump into solutions too quickly, thinking their expertise alone will win clients. Instead, they must diagnose before they prescribe, just like a doctor.
- The power of the right questions (18:00) – The best advisors don’t focus on facts first, they uncover concerns and priorities by asking deeper questions. Instead of asking, “What are your goals?”, try “What are your biggest financial concerns right now?”
- “Doctors don’t do coffee.” (28:00) – Advisors should stop treating potential clients like social connections and instead position themselves as professionals with a structured, proven process—just like a doctor wouldn’t grab coffee before diagnosing an illness.
- Ditch the Follow-Up—Ask for Feedback Instead (31:14) – The traditional follow-up approach feels like chasing; instead, advisors should ask for feedback to keep the conversation open without pressure.
Ari Galper: “Your job as an advisor is not to show value—which I know sounds so contrarian to what we’ve been taught all these years… Your only job is to provide clarity—clarity on the depths of their problem and the impact of it.”
Rob Brown: “Truth speaking is a huge part of trust. If you’re beating around the bush, you’re not helping your clients. Be direct, be honest, and guide them to clarity.”
About Ari Galper: Ari Galper is the world’s #1 authority on trust-based selling and the founder of Unlock The Sales Game. Ari has revolutionized the sales world with his innovative “One Call Sale” system, helping businesses shift from a “selling” mindset to a “doctor” mindset so they can create deep trust in every conversation. He’s the author of seven best-selling books, including Trust In A Split Second!, and his work has been featured in Forbes, CEO Magazine, and other prestigious publications. Get ready to learn how to thrive in the “Trust Recession”!
Connect with Ari Galper:
Get 3 free books: http://thetrustbook.com/
LinkedIn: https://www.linkedin.com/in/arigalper/
Episode References:
Connect with Rob Brown & Phil Calandra:
Website: http://truestfan.com/
LinkedIn: https://www.linkedin.com/in/truestfan/