Trust Threshold Flashcards
(15 cards)
“What’s your incentive?”
Trust Threshold: Skeptical
What It Really Means: “I don’t know if you’re here for me—or for you.”
Your Response:
“Great question. Let’s talk about how I’m compensated and how I stay aligned with your long-term success—not just the sale.”
“This seems like a lot.”
Trust Threshold: Complexity
What It Really Means: “I’m afraid I won’t understand this—and I’ll feel overwhelmed.”
Your Response:
“Let’s simplify. If we can’t make this clear, it’s not your fault—it’s mine. Let’s start with just one piece.”
I’ll think about it.
Trust Threshold: Clarity
What It Really Means: “I’m not sure what I even want yet, so I can’t commit.”
Your Response:
“Totally fair. Let’s clarify what success would look like for you—before we ever talk next steps.”
I’ve been doing this myself for years.
Trust Threshold: Control
What It Really Means: “I’m afraid of losing autonomy or being boxed into something.”
Your Response:
“Absolutely. You’ve built a solid foundation. My role isn’t to replace your control—but to support it with a coordinated framework that works the way you want it to.”
I’ve made mistakes before.
Trust Threshold: Vulnerability
What It Really Means: “I’m scared of being judged or making another bad call.”
Your Response:
“We all bring past experiences to the table. I’m not here to audit you—I’m here to help you move forward without regret.”
This feels like too many moving parts.
Trust Threshold: Complexity
What It Really Means: “I’m overwhelmed and not sure how to organize it all.”
Your Response:
“What if we built a single map first—so every moving part works together instead of pulling in different directions?”
I already have someone I work with.”
Trust Threshold: Skeptical / Control
What It Really Means: “I’m not sure you offer anything different—or better.”
Your Response:
“Totally makes sense. I’m not here to replace good people—I help connect the dots between them. Want to see how I add structure, not redundancy?”
I’ve never worked with a financial advisor before.
Trust Threshold: Vulnerability
What It Really Means: “I’m afraid I won’t know what to expect or what I’m supposed to do.”
Your Response:
“That’s completely okay. My job is to walk you through this without jargon or pressure. We move at your pace—on your terms.”
I don’t want to lose control of my finances.
Trust Threshold: Control
What It Really Means: “I fear being misled or made dependent.”
Your Response:
“This is your strategy—I’m just the architect. Nothing happens without your clarity or permission. My role is to protect your autonomy.”
I’m just not sure now is the right time.
Trust Threshold: Clarity / Vulnerability
What It Really Means: “I’m feeling internal hesitation and not ready to reveal it.”
Your Response:
“That’s completely fair. Would it help if we focused on what would feel like the right time—and how to prepare for it now, without pressure?”
This is all just really confusing.
Trust Threshold: Complexity
What It Really Means: “I don’t feel safe admitting I’m lost.”
Your Response:
“Let’s pause and reset. You deserve a plan you actually understand. Want to simplify this one step at a time?”
I’ve had a bad experience before.
Trust Threshold: Vulnerability
What It Really Means: “I’m afraid of being disappointed or taken advantage of again.”
Your Response:
“I hear you. I’m not here to sell you anything—I’m here to rebuild the experience around your needs this time. Let’s take it slow and build trust together.”
What’s the catch?
Trust Threshold: Skeptical
What It Really Means: “This sounds too good to be true—I don’t trust easy wins.”
Your Response:
“Smart instinct. Let’s walk through everything transparently. If there’s a downside, I’ll tell you. That’s how trust works.”
I’m not ready to make a decision yet.
Trust Threshold: Clarity / Control
What It Really Means: “I feel pressure, and I’m not sure what I’d be saying yes to.”
Your Response:
“You don’t have to be. My job is to clarify, not push. Let’s define what would need to be true for you to feel confident saying yes—later.”
Why should I trust you?
Trust Threshold: Skeptical
What It Really Means: “I need proof that you’re not just another advisor.”
Your Response:
“Fair question. I don’t expect blind trust. What I can offer is clarity—about how I work, what I believe, and how I help people like you protect what they’ve built.”
