Trending
Trust isn’t built on what you know. It’s built on how you make someone feel in a single moment. And often, that moment comes down to the words you choose.
The problem is, most advisors focus on saying the “right” thing.
They try to impress with their expertise or convince with their solutions.
But here’s the truth.
Trust isn’t earned by proving yourself.
It’s earned by showing your client that you understand them better than anyone else.
So, what should you say to create that kind of trust?
It’s not about delivering a polished pitch or a clever line.
It’s about asking the one question that makes them stop and think, “This person really gets me.”
Here’s an example.
Instead of jumping into solutions, ask this:
“What’s the one thing you’re most worried about right now that no one seems to be addressing?”
This question does something powerful.
It shifts the focus away from you and onto them.
It shows that you’re not here to sell, but to understand.
And when they answer, don’t rush to respond.
Pause.
Let them feel the weight of their own words.
That silence creates space for trust to grow.
Another phrase that builds trust instantly is this:
“If it’s alright with you, I’d love to hear more about what’s brought you to this point.”
This isn’t just a question.
It’s an invitation.
An invitation for them to share their story, their struggles, and their truth.
And when they do, your job isn’t to fix or solve.
It’s to listen deeply and reflect back what you’ve heard.
For example, you might say:
“It sounds like you’ve been carrying a lot of this on your own. That can’t be easy.”
These words show empathy, not judgment.
They create a safe space where your client feels seen and understood.
And that’s where trust begins.
The key is to let go of the need to impress or persuade.
Instead, focus on creating moments of connection.
Because trust isn’t about what you say to prove yourself.
It’s about what you say to prove you care.
So the next time you’re in a conversation, remember this.
Say less.
Ask more.
And watch how trust takes root in ways you never thought possible.
Related: How To Build Trust Before You Even Speak
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.