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A Never-Ending Sales Cycle!

This prospect came to me in the fall of 2010 looking for advice on his 401k and his wife’s 403b. His brother, who is a client, referred him. He called me. Husband is 55 and was a welder with a local company. Wife is also 55 and is a RN. They both had recently switched jobs. She switched to a different hospital and he lost his job when the local company closed its doors. This company was bought by a competitor and is now open again. He is now working for the new company with similar position.

1st Meeting
November 2010… previewed my services and they agreed to go through the planning processes with me

2nd Meeting
One week after the first meeting… filled out financial fact finder and discovered His old 401k total $176,000. Her old 403b total $133,000. In the planning process I also discovered IRA’s totaling $168,000. They also expressed interest in Long Term Care.

3rd Meeting
December 2010… Recommended 401k rollovers and IRA Transfer to Managed Accounts with me and LTC insurance proposed. They liked the plan and we did some initial paperwork and agreed to meet after x-mas to finish the paper work.

January 2011
Another meeting set and they canceled. Husband indicated he wanted to “think on it” and get back to me. Contacted numerous times in 2011 and cannot get meeting set.

January 2012
Talked to husband and indicated he would meet with me again and would check with his wife’s schedule to see when they would be free. I called about once a month and left message and have received no return call.

I last left a message in May 2012. I do see him face to face periodically. He tells me he has been busy and we need to get together soon… how can I end this never-ending sales cycle?

How would YOU handle this sales challenge?
YOU Be The Sales Coach and Respond Below!


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