I need more time

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Oct 29, 2006 8:42 am

Ho long do you typically allow someone to keep saying " I need more time to think about it" after you've made a recommendation, sent a follow up than you card, called them and they're still saying I need more time to think about it.


I'm running into that a lot and trying to find ways to improve my success. Often it's because I offer my clients a very thourough and comprehensive plan, and I understand it's hard for them to dive in all at once. Do any of you fidn it easier to start with something small- make them a client, then build from there?


For clients that I wouldn't mind missing out on, i don't have a problem giving them a timeframe in which i expect a decision, but for some of my bigger cases, I'm still looking for the right way to develop a sense of urgency.

Oct 29, 2006 9:41 am

Ahhh, do you mean when they come back six months later and expect you to know every detail of your conversation with them.



I try to transfer the assets and get them to buy into me being their advisor before I recommend anything specific.

Oct 29, 2006 10:24 am
Pants:

Ho long do you typically allow someone to keep saying " I need more time to think about it" after you've made a recommendation, sent a follow up than you card, called them and they're still saying I need more time to think about it.


I'm running into that a lot and trying to find ways to improve my success. Often it's because I offer my clients a very thourough and comprehensive plan, and I understand it's hard for them to dive in all at once. Do any of you fidn it easier to start with something small- make them a client, then build from there?


For clients that I wouldn't mind missing out on, i don't have a problem giving them a timeframe in which i expect a decision, but for some of my bigger cases, I'm still looking for the right way to develop a sense of urgency.



Don't let it happen in the first place. Agree up front when you expect the decision to be made. Do this before you spend ANY time preparing or presenting a damned thing. "Joe, I'm gonna put some thought into what we need to do and when we get back together, I'm going to spell it out so clearly that all you need to do is decide whether or not your going to transfer your accounts. In the meantime, you need to be thinking about whether or not you even want to have me handle your money."


Now he knows that a decision is expected when he comes back and that the time to "think about it" starts now and ends when he comes back. If he can't agree, don't spend a moment of your time doing anything.

Oct 30, 2006 2:54 pm

If they request more time to think about it - tell them that you know of a great investment into a window cleaning service.  They can make fast money in an easy fasion.