Let’s clear up a common misconception. Trust isn’t built on how much you know. It’s built on how someone feels when they’re with you.
You could have all the expertise in the world, but if your potential clients don’t feel safe, understood, and valued in your presence, they won’t trust you.
And without trust, nothing moves forward.
Here’s the truth.
People don’t decide to work with you because of your credentials, your years of experience, or even the results you’ve achieved for others.
They decide to work with you because of how you make them feel.
Do they feel heard?
Do they feel understood?
Do they feel like you genuinely care about their success?
These are the questions running through their mind, whether they realize it or not.
And the answers to those questions determine whether trust is established.
So, how do you create that feeling of trust?
It starts with shifting your focus.
Instead of trying to impress them with what you know, focus on creating a space where they feel comfortable sharing their truth.
Ask questions that go beyond the surface.
“What’s been the biggest challenge for you in this area? ”
“How has this problem impacted you personally? ”
“What would it mean to you if this was finally resolved? ”
“Is this a priority for you to finally have this addressed? ”
Then, listen.
Really listen.
Not just to their words, but to the emotions behind them.
When they feel heard, something powerful happens.
They start to relax.
They start to open up.
And they start to trust you.
But here’s the catch.
You can’t fake it.
Trust isn’t a tactic.
It’s a way of being.
It’s about showing up with no agenda other than to uncover the truth.
Even if that truth means they’re not ready to move forward with you.
Because when you prioritize their truth over your goals, something remarkable happens.
They feel safe.
And when they feel safe, they trust you.
And when they trust you, they buy.
So, the next time you’re in a conversation with a potential client, ask yourself this:
“Am I here to impress them, or am I here to connect with them? ”
Because trust isn’t about what you know.
It’s about how they feel with you.
And when they feel safe, understood, and valued, trust becomes inevitable.
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.
