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Most advisors make the mistake of focusing on their own world during conversations with prospects. They’re eager to showcase their expertise, explain their solutions, and prove their value.
But here’s the truth: your world doesn’t matter to your prospect.
What matters is their world, their challenges, and their perspective.
If you want to build trust, you need to step out of your world and into theirs.
This begins with a mindset shift.
Instead of thinking about what you want to say, focus entirely on what they need to share.
Your goal isn’t to impress them, it’s to understand them.
Ask yourself: What’s really going on in their world?
What challenges are they facing that they might not even fully understand themselves?
And how can you create a space where they feel safe enough to open up?
The key is to approach the conversation with genuine curiosity.
For example, instead of starting with, “Let me tell you how I can help,” try asking, “Would you be open to sharing what’s been your biggest challenge in this area so far?”
This shifts the focus from you to them.
And when the focus is on them, something remarkable happens.
They feel heard, understood, and valued.
But here’s the catch: you can’t just ask questions, you have to listen deeply.
This means not just hearing their words, but understanding the emotions behind them.
For instance, if they share a challenge, don’t immediately jump in with a solution.
Instead, say something like, “That sounds frustrating. Can you tell me more about how that’s impacting you?”
This shows that you’re not just trying to solve their problem, but truly understanding it.
And when they feel understood, they’ll naturally start to trust you.
Another important aspect of focusing on their world is letting go of your agenda.
If you’re secretly trying to guide the conversation toward a sale, they’ll feel it.
And the trust you’re trying to build will evaporate.
Instead, approach the conversation with no expectations.
Your only goal is to uncover the truth about their situation and determine if you’re the right fit to help them.
This might mean walking away if it’s not a good match, and that’s okay.
Because trust isn’t built by trying to force a fit, it’s built by being honest and authentic.
When you focus on their world, you also uncover insights they might not even be aware of.
For example, they might think their problem is one thing, but as you dig deeper, you help them see the bigger picture.
This is where your expertise comes in, not to sell, but to provide clarity.
When you can articulate their problem better than they can, they’ll see you as someone who truly understands them.
And that’s when trust is solidified.
Focusing on their world isn’t just a technique, it’s a philosophy.
It’s about showing up with empathy, curiosity, and a genuine desire to help.
Related: How To Shorten Your Sales Cycle
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.