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No one likes the feeling of chasing. It’s exhausting, demoralizing, and, let’s be honest, completely unnecessary.
Yet, so many advisors and business owners find themselves stuck in this endless cycle, believing it’s the only way to grow their business.
Here’s the truth: chasing leads doesn’t just waste your time, it actively damages your ability to build trust.
When you chase, you’re signaling desperation.
And desperation is the fastest way to erode authority and credibility in the eyes of your potential clients.
The problem is, traditional selling methods have conditioned us to believe that chasing is part of the process.
We’re told to follow up relentlessly, stay “top of mind,” and push for the close.
But what if I told you there’s a better way?
A way that doesn’t involve chasing, pressuring, or convincing anyone to work with you.
It starts with shifting your mindset from “selling” to “trust-building.”
When you focus on trust, everything changes.
Instead of trying to persuade someone to buy, you’re creating a safe space for them to share their challenges, concerns, and goals.
This is where the magic happens.
Because when people feel heard and understood, they naturally begin to trust you.
And trust is what leads to selling, not pressure, not persuasion, and definitely not chasing.
So, how do you stop chasing and start building trust?
First, let go of the idea that every lead is a good lead.
Not everyone is a fit for your services, and that’s okay.
Your job isn’t to convince everyone to work with you, it’s to find the right people who genuinely need your help.
Second, focus on creating meaningful conversations, not selling pitches.
Ask questions that show you’re genuinely interested in understanding their world.
For example, instead of asking, “What’s your budget?” try, “What’s been your biggest challenge in this area so far?”.
This simple shift in language can completely change the dynamic of the conversation.
Third, be willing to walk away.
This might sound counterintuitive, but it’s one of the most powerful trust-building moves you can make.
When you’re willing to say, “I’m not sure we’re the right fit,” you’re showing that your priority is their best interest, not your bottom line.
And finally, stop measuring success by how many leads you’re chasing.
Instead, measure it by the depth of trust you’re building with the people you’re speaking to.
Because at the end of the day, trust is what drives selling, not tactics, not scripts, and definitely not chasing.
So, if you’re tired of the chase, it’s time to make a change.
Focus on trust, and watch how everything else falls into place.
Related: How To Reinforce Trust After Every Meeting
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.