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Why do prospects keep saying, “I need to think about it?”.
It’s not because they don’t see the value of what you’re offering.
It’s because your process isn’t creating urgency.
When you focus too much on long-term benefits, you leave them stuck in the future -- where decisions can always wait.
Instead, bring the conversation back to the present.
What challenges are they facing right now?
What’s happening in their life today that’s causing stress, frustration, or missed opportunities?
People act when they feel today’s problem -- not tomorrow’s potential.
Your job is to help them understand the cost of in action.
What are they losing by delaying action?
It could be financial security, peace of mind, or even valuable time they can’t get back.
Ask questions that make the impact of their current situation real:
“What’s stopping you from feeling secure today?”
“How is this stress affecting your daily life?”
“What would change for you if we fixed this now?”
These aren’t just surface-level questions -- they get to the heart of what’s keeping them stuck.
When you focus on their present and deepest issues, you help them see the urgency to act now.
This isn’t about pressuring them.
It’s about helping them understand what’s really at stake.
If they don’t act, they’re not just delaying the benefits -- they’re prolonging the problems they’re already facing.
When prospects see the true cost of waiting, decisions become easier.
They’ll stop “thinking about it” and start doing something about it.
Solve their present problems, and the future will take care of itself.
If you’re ready to shift your approach and become the Trusted Authority to your prospects, order your complimentary books and consultation below.
Related: The Case for (or Against) Engaging Do-It-Yourself Investors
Get Ari’s 6 best-selling books for FREE here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.