After two visits and a total of six hours, advisor Marianne had gotten an enthusiastic thumbs up from her new "almost clients." The young professional couple with small children were interested in a financial plan and some much-needed life insurance. There seemed to be no doubt the mission was going forward.
But a few days later, just before Marianne was due to return with her proposal, the couple called to tell her they had decided to hold off.
"I needed that sale," Marianne complained to me during our coaching session.
"And that's probably why you lost it," I explained.
