Be Politely Skeptical with Prospects

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

When a prospect meets with you for the first time and tells you about their situation, it’s easy to interpret that as a new client coming on board with you.

A prospect who seems to know what they want? That’s music to your ears.

While they’re sharing their challenges with you, and as you listen and nod, in your mind, your instinct is to start solving their problem... right? It’s not like it’s the first time that someone says to you: “I need help planning my retirement.”

As soon as they’re done talking, your instinct most likely will be to ask fact-finding questions and then share with them the path to work with you to solve their problem.

Everything is smooth so far, zero friction, “looking good” (you say to yourself).

They even say to you they’re “definitely interested” (and they’re high-net worth) and ask you to send information that will help them decide if they want to take the next step.

It’s an intoxicating experience, having years of knowledge and expertise validated and appreciated right in the first meeting.

But that beautiful experience then tapers quickly when they don’t get back in touch with you, or don’t upload their documents you asked for, to continue with your process.

You give it a week or two, still nothing.

You fire off an email to “follow up” but they don’t reply.