Articles by Ari Galper
- Practice Growth
The Conversation That Starts Before Hello
The first sales conversation with a prospect begins before the first words are exchanged.
- Practice Growth
The Advisor Clients Never Leave
The clients who have it, who experience it from the beginning and continue to experience it across years and sometimes decades, do not leave.
- Practice Growth
Advisors Who Talk Less Win More First Meetings
The first version can cover more ground. The second version almost always reaches more depth.
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Iceberg Questions: What Lives Beneath What the Prospect Is Telling You
Every prospect who sits down for a first sales conversation with a financial advisor arrives with two versions of their story.
- Practice Growth
The Follow-Up That Wins Clients Without Chasing Them
There is a quality that is easy to understand intuitively but difficult to hold onto in the follow-up phase of a sales relationship.
- Practice Growth
How To Reach the Truth After a Prospect Steps Back
When a prospect steps back after a first sales conversation, something is available in that moment that is rarely taken advantage of.
