The late Zig Ziglar—a renowned author, motivational speaker, and salesman—had many valuable lessons about sales.
One of his lessons that still stands out to me was to be a “co-buyer” with your prospects during the sales process.
That means sitting on their side of the table. To think about all the angles from their perspective. And ultimately, to help them make a purchase only if it’s right for them.
When you act as a co-buyer, it shows prospects you’re already acting in their best interest, not yours. And that’s what a fiduciary advisor does.
Your clients feel this intention when you genuinely have it. It sets a precedent of trust that lasts throughout the entire engagement.
Be your clients biggest advocate—before, during, and after the sale.
That’s the kind of advisor you want to be.