Why Your Prospects Are Stuck in Limbo

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You’ve met with a qualified prospect, and everything seems to go well during your conversation. They express their interest and ask you to check back with them in a few weeks, which feels promising and gives you hope for a future opportunity with them.

They might not be ready to make a decision right now, but it’s easy to assume that, with a little gentle nudging, they’ll ultimately commit to coming on board with you.

However, how many times have you found yourself making that assumption, only to eventually be “ghosted”? For many advisors, the answer is, far too many.

It begs the question: Is giving value and educating your prospect really in your best interest?

Many highly skilled advisors, despite providing immense value during their initial conversations, still average only one to three new clients out of every 10 qualified prospects they engage with.

The process often begins with an initial discovery meeting, followed by a thorough analysis of their financial documents. You go the extra mile by creating a free financial plan tailored to their needs, and then they meet with you to discuss that plan in detail. Instead of walking away convinced of the value you’ve provided, they often respond by saying they need more time to think about it. Then, just like that, they ghost you.

All that time and effort you invested, all that “value” you gave without any return, result in lost time and money on your part, which can be incredibly frustrating.

There’s something fundamentally wrong with this value-based approach. Otherwise, you would be at the top of your game, given the expertise you bring to the table.

For many advisors, it’s easier to avoid confronting this issue head-on.