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Let’s talk about one of the most frustrating moments in your business. You’ve had a great conversation with a prospect. They seemed interested, engaged, and ready to move forward.
But then -- silence.
You follow up once, maybe twice, and still… nothing.
No returned calls. No emails. No explanation.
It’s like they’ve vanished into thin air.
And if you’re like most advisors, your first instinct is to keep following up.
You leave messages like, “Just checking in to see if you’ve had a chance to think about our conversation.”
Or, “Wanted to follow up and see if you’re ready to move forward.”
But here’s the problem.
Every time you leave a message like that, you’re unintentionally creating more resistance.
Why?
Because those messages are all about you.
They’re focused on your agenda, your timeline, and your need to move things forward.
And when prospects sense that pressure, they pull away.
So, how do you get them to call you back without chasing or pushing?
It starts with a mindset shift.
Instead of focusing on closing the deal, focus on uncovering the truth.
The truth about why they’re not responding.
The truth about what’s really holding them back.
Because here’s the thing.
When a prospect doesn’t return your call, it’s not always a “no.”
Sometimes, it’s a “not yet.”
Sometimes, it’s a sign they’re unsure, overwhelmed, or even afraid.
Your job is to create a safe space where they feel comfortable sharing what’s really going on.
And that begins with how you follow up.
Instead of leaving a generic “just checking in” message, try this:
“Hi [Name], I just wanted to apologize if I may have dropped the ball or missed something in our last conversation. If there’s anything I can do to make things easier for you, feel free to let me know. No pressure either way.”
Notice the difference?
This message does three things.
First, it removes the pressure.
You’re not pushing them to respond -- you’re giving them permission to take their time.
Second, it shows humility.
By apologizing, you’re signaling that you’re open to feedback and genuinely care about their experience.
Third, it invites honesty.
You’re creating a space where they can share their concerns without fear of being sold to.
And when prospects feel safe, they’re far more likely to open up.
Another powerful approach is to shift the focus entirely.
Instead of following up about your offer, follow up about them.
For example, you might say:
“Hi [Name], I was thinking about our conversation and remembered you mentioned [specific challenge or goal]. I came across something that might be helpful and wanted to share it with you. Let me know if you’d like me to send it over.”
This kind of message does two things.
It shows that you were listening and genuinely care about their situation.
And it positions you as a trusted resource, not just another advisor trying to close a deal.
Finally, remember this.
Not every prospect will call you back.
And that’s okay.
Your goal isn’t to chase every lead -- it’s to build trust with the right ones.
Because when you focus on trust, the right prospects will come back to you.
Not because you pressured them.
But because they feel safe, understood, and ready to move forward on their terms.
So, the next time your call isn’t returned, don’t panic.
Don’t chase.
And don’t take it personally.
Instead, focus on uncovering the truth, creating safety, and building trust.
Because that’s how you turn silence into opportunity.
Related: Is Your Sales Approach Commoditized?
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.