The above phrase is a respectful way to uncover the truth of any resistance that they may be holding back from sharing with you.

The black hole is the empty space where they haven’t committed to move forward, and you’re forced to chase them to find out where they stand.

Free consulting is when you provide information and education to prove you know your stuff.

When a patient is told they have six months to live unless they get a safe, recommended treatment, they don’t tell their doctor, “Let me think about it.”

Many advisors have potential clients who slip through their fingers because they believe their goal is to build a relationship pre-sale. But that’s not your potential clients’ goal.

No one likes being sold and advisors don’t like selling.

How do you re-engage your un-engaged clients to see if you can offer them expanded advisory services?

Unless you create deep trust first, any qualification process will make your potential client feel you only want to know if they’ll buy your services.

When you say: “Hi, I’m just ‘following-up…” it sends the message that you care about making the sale more than solving their problem.

When a potential client says to you the dreaded phrase, “We’ll get back to you,” understand... it’s not about you, it’s about them.

When prospects don’t return your calls, you feel betrayed ….because you gave them everything they needed to convince them to choose you. Is there a way to prevent being “ghosted” like this?