You have had the consultation, you have done the research and presented your recommendation to your client only to hear the words, “that looks fine, but I need to think about it”.
How frustrating, especially when you know this investment will make a long term positive difference in their lives.
If you don’t know what to say next, you will not only lose an income, but you know your client will lose out too.
You need to explain that ‘thinking about it’ will not change the fact that an investment is needed and at some point they are going have to do it anyway; they need to put aside money at some point to retire, so sooner is better than later and they should act now .
Have them understand that ‘getting stuff done’ will allow them to think clearer about all the other things that need their attention.