How to Stop the “Let Me Think About it” Stall

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives

A prospective client said, “Let me think about it.” You agreed and later spent several hours chasing them to re-connect. They went radio silent.

But you were so sure they wanted to use you to roll over their 401(k) that you already planned on buying that new Lexus.

A HNW referral seemed totally committed to using you for retirement planning. She said, “Let me think about it and I will call you next week.”

You were so excited that you thought about hiring a new staff member.

The problem is that for every hour you chase someone, they have robbed you of about $500 in green cash. Do the math. Your time is worth $400 an hour and you left five voice-mail messages. By the time you reached them a month later, they said, “I meant to call you. I decided to work with XYZ financial instead.”

Think of this as just dumping $500 into the trashcan.

Wouldn’t it be better if they just told you up front they wouldn’t implement your suggestions? A TV commercial showed what a first date would be like if the couple were bluntly honest. Instead of saying at the end of the date, “I will call you,” the man says, “I will never call you,” to which the woman says, “If you call, I won’t answer.”

Wouldn’t you save a lot of time if they just said no?

Isn’t bad breath better than no breath at all?

One of my coaching clients said he never gets objections. I asked why his closing ratio wasn’t 100%. He didn’t know but told me he gets a lot of “Let me think about it.”

The problem is that if they say, “Let me think about it,” you are left in limbo – no question that you can answer, no concerns to overcome, just limbo. The answer is what I call the “Up-Front Close”. The essence is a phrase you should say right before the presentation stage that will stop you from wasting your time.