Why Advisors Should Never Use the Words “Follow-Up”

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When a potential client ends your initial conversation with, “I’ll think about it,” you will be disappointed that they didn’t commit.

You tell yourself: “At least they didn’t say no, there’s still hope.” Then you add them to your “follow-up” list.

A week of anticipation goes by. You call them and say: “Hi, hope you’re well, I’m just giving you a call to follow-up on our initial conversation…”

But what you hear next sends an ice cold shiver down your spine: “We haven’t made a decision, but will let you know when we do.”

That’s the last thing you want to hear.

It's tempting to cling to hope. But deep down, you knew it was over before you called them.

What’s going on here?