By the Ocean
Sunny 74 Degrees
8:39 a.m.
When you discover that selling slowly is actually better, everything changes. When you realize it is a necessity if you want to be an advisor, everything about your business shifts.
Your mind moves from thinking “conversion” to thinking demonstration. You loosen your grip on the actions of any one prospect and set your sights on the journey on which you take clients. Instead of acting like a hunter, you act like a farmer.
By definition, advisors DON’T sell. They can’t sell. If they do, they’re salespeople not advisors.
Most of what you see out there are salespeople wearing an advisor costume. No one is fooled. And once you step into their world and get to experience the “let’s just have a strategy call” funnel, the truth becomes really clear.
Advisors (experts) demonstrate, they do not sell. They choose an elevated path of conduct because they are earning, in advance, the honor of receiving what are truly the most valuable assets on the planet: attention and trust.
This isn’t because advisors don’t know how to sell, it’s because selling means you start already knowing how you want it to end.
Making what you want a priority is a dumb thing to do when you’re dealing with humans.
Engineering your ecosystem so that what you have can naturally become what your buyer wants is the more strategic way to succeed.
How do you do that?
You do it slowly.