Understanding the "Think About It" Challenge
When prospects end meetings with "I need time to think about it," it creates two significant problems for financial advisors:
- You remain unclear about their actual concerns
- You lose control of the next steps in the relationship
This common scenario requires a strategic approach rather than accepting an ambiguous conclusion.
The Rip Current Strategy
Understanding the Concept
Just as swimmers shouldn't fight a rip current head-on, advisors shouldn't directly confront this objection. Instead, take an indirect approach that guides the conversation naturally to shore.
Implementation Approach
When faced with "I need time to think about it," respond with:
"I'm happy to hear that. I actually still have a couple questions as well. Since we still have a few minutes together, why don't you tell me what questions or concerns you're still wrestling with?"
This response accomplishes several objectives:
- Validates their need for consideration
- Maintains engagement in the conversation
- Creates an opening for deeper discussion
- Keeps the dialogue collaborative
- Uncovers hidden objections
The Power of Strategic Silence
Leveraging Uncomfortable Moments
After asking about their concerns, employ strategic silence:
- Maintain eye contact
- Stay completely quiet
- Allow the silence to extend
- Resist the urge to fill the void
- Wait for their response
Why Silence Works
- Creates natural pressure to respond
- Encourages deeper reflection
- Prompts honest answers
- Breaks through surface-level responses
- Demonstrates confidence and patience
Combined Strategy Implementation
Step-by-Step Approach
- Acknowledge their need for time
- Express your own ongoing questions
- Request specific concerns
- Maintain strategic silence
- Listen carefully to response
Key Phrases to Use
- "I'm glad you want to think this through"
- "I have some questions myself"
- "What specific aspects are you wrestling with?"
- "Which parts need more clarification?"
- "What concerns are top of mind?"
Professional Relationship Management
Building Trust Through Process
- Show respect for their decision-making process
- Demonstrate genuine interest in concerns
- Maintain professional composure
- Guide conversation productively
- Focus on understanding, not closing
Meeting Management
- Never end meetings with ambiguity
- Always identify specific concerns
- Address issues in real-time
- Schedule concrete next steps
- Maintain momentum in the relationship
Practice Implementation
Do's:
- Use indirect approach
- Employ strategic silence
- Listen actively
- Show patience
- Maintain control
Don'ts:
- Rush to fill silence
- Accept vague responses
- End with uncertainty
- Push for immediate decisions
- Lose meeting control
Measuring Success
Track key metrics such as:
- Resolution rate of "think about it" responses
- Conversion rate after implementing strategy
- Average time to decision
- Client satisfaction scores
- Relationship progression rates
