You had a good call. The prospect seemed interested. You explained everything clearly. They even nodded along and said it made sense. Then you heard the words every advisor dreads—“Let me think about it.”
And then silence.
No follow-up. No feedback. Just another maybe that quietly turns into a no.
This is one of the most common objections financial advisors hear, and it is also one of the most misunderstood. Because “let me think about it” almost never means what it sounds like. It is not really about thinking. It is about avoiding.
Here is what to say instead of accepting it and hoping they come back.
What they actually mean when they say “let me think about it”
Most of the time, the prospect is unsure. Maybe they are nervous about money. Maybe they do not fully trust the process yet. Maybe the offer was too vague. Or maybe they are just not ready to commit and do not want to say no out loud.
“Let me think about it” is a polite exit. It is how people buy time. And if you do not respond the right way, the conversation ends there.
The worst thing you can do is say “no problem, take your time”
That reply feels respectful, but it kills momentum. It puts the burden back on the prospect to follow up. And they rarely do. Not because they are rude, but because life gets busy. Other decisions take priority. And since you did not help them process what is holding them back, they move on.
What you need is a way to keep the conversation going without pushing. A way to open up the real hesitation and reframe the decision.
What to say instead
Try this.
“Of course. Can I ask—when people say that, it usually means one of two things. Either they like what we talked about but still have questions, or they are not sure this is the right time. Which one is closer to where you are?”
This does a few important things. First, it gives them permission to be honest. Second, it lowers the pressure by offering two simple options. Third, it gives you a chance to address the real objection instead of leaving with a maybe.
If they say “I like it but I’m just not sure,” you can say, “Totally fair. Would it help to see an example of how this plays out for someone in a similar position?”
Now you are leading. You are guiding. You are not pushing. You are helping them get clarity.
Bring it back to outcomes not options
A big reason people hesitate is because they do not see the cost of waiting. They hear your offer and file it under something to revisit later. Your job is to bring the future forward.
That does not mean pressure. It means perspective.
Try this.
“I’ve found that waiting rarely makes the decision easier. It just delays the result. If this were something you wanted to move forward with in the next ninety days, what would need to feel true for you today?”
Now you are helping them think clearly. You are giving them space but also direction. And that is exactly what they need in the moment.
The follow-up matters more than the close
Even if they do decide to think about it, what you do after matters more than what you say on the call. Most advisors drop the ball here. They send a generic follow-up. Maybe a PDF. Maybe a polite nudge.
But what works better is insight.
Instead of sending a “just checking in” message, send something that moves the conversation forward.
“I was thinking about our conversation and remembered a client in a similar spot—he was unsure about making changes, but we ran a few projections and found a way to reduce his tax bill by forty thousand last year alone. If seeing a quick version of that kind of model would help, I’d be happy to build it.”
That kind of follow-up creates curiosity. It shows value. It makes the next step feel like progress instead of pressure.
Show that others have faced the same decision
You do not need a hard sell. You need a simple story. Show that other people in their shoes have worked with you and seen results. That makes the decision feel safer.
For example, if you are a sales advisor who works with practice owners looking to sell, consider creating a value calculator for veterinarians who are unsure whether it is the right time to exit. Before using it, most hesitate. But once they see the numbers clearly, they understand what is at stake and begin serious conversations. If you want to see how that kind of clarity shifts mindset, here is a real-world example of how practice value is calculated. What moves people from delay to action is not pressure—it is clarity and proof.
Final thoughts
When a prospect says “let me think about it,” do not hear that as a no. Hear it as a flag that they need something more from you—clarity, safety, or structure.
Give them space but guide the process. Do not agree to wait. Agree to help. And always follow up with something that makes the next step feel easier.
You do not need better closing skills. You need better questions and more intentional follow-up.
If you want help building messaging that makes prospects say yes without needing time to think about it, reach out at Inbound Marketer. We help financial advisors turn conversations into conversions by leading with clarity and value.
Want me to turn this into a sales objection playbook next? Let me know.