Should You Ignore Do-It-Yourselfers?

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I heard this recently from an advisor:?

“The do-it-yourselfers…sheez, they’re on a call with me to get free education, they really aren’t looking to hire anyone – they’re a waste of my time.”?

He’s wrong and that assumption is costing him a lot.?

Here’s why...?

If they really wanted to do it themselves, then they can research online to their hearts content to find the answers they’re looking for.?

Why should they bother scheduling a consultation??

The mere fact they scheduled a call, is because they have a problem they want to solve - but so far they haven’t found anyone they can trust to solve it for them.?

Here’s something every advisor needs to have pinned on their wall...??

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But the traditional discovery meeting model is completely ineffective in getting to the truth because it’s based on fact-finding and rapport-building, not pure trust-building.?

They won’t tell you upfront the complete truth of all their issues because they don’t trust you enough to be vulnerable with you.?

Your mission is to create deep trust on your first meeting, so you can uncover the truth of their situation.

How do you do that??

It’s called “going down the iceberg”.?

If they say to you: “I’m a do-it-yourself kind of person”... you’d say, “Not a problem. Tell me a bit about yourself and your situation, and we’ll go from there”.?

As soon as they start talking, you’re going down the iceberg with them.?

Going down the iceberg is efficient because it’s problem-centric.?

It focuses on diagnosing the prospect’s problem and showing them the “hidden gaps” in their situation they can’t see themselves.?

When you deliver clarity on their problems, there’s nothing subjective to think about and no need to shop for other advisors.?

Clarity = Trust.?

This approach requires a mindset shift.?

You’re the “doctor”, they’re the “patient”.?

A doctor doesn’t allow their patients to self-treat themselves if their situation is serious.?

Your office or your Zoom is your “clinic” and there’s a protocol to follow.?

Truth: they’re not qualified to assess their own situation, that’s your job.?

You’re the authority not them.?

This may be hard to accept, if you’ve only been told that the discovery meeting is a relationship-building meeting.?

It’s not.?

It’s a trust-building meeting.?

Your prospect is looking to see if you’re an authority on their problem, or to put it another way, if you’re the one they can trust to solve it.?

Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach