Has your prospect gone dark?

The Silence Every Advisor Knows

You have a great initial consultation with a prospective client. They seem engaged, interested, maybe even ready to move forward.

You send a follow-up with your proposal, engagement letter, or next step, and then… nothing.

Days pass. Your inbox stays quiet.

If you’ve been an advisor for any length of time, you know this moment. It’s tempting to label it “ghosting” and move on. But in many cases, silence after a promising meeting is something more nuanced: mixed feelings about moving forward.

How Ambivalence Shows Up Before the Silence

Ambivalence rarely appears out of nowhere. In fact, you can often spot the signs before the prospect stops responding:

• They share stories about other people’s challenges instead of their own.

• They avoid specifics about their situation, keeping the conversation at arm’s length.

• They highlight how other advisors “got it wrong” in the past.

• They seem enthusiastic in the meeting but slow to commit to a follow-up.

These are the markers of a “questionable” prospect — not a lost cause, but not a sure thing either.

Why Your Response Matters

When you’re dealing with an ambivalent prospect:

• Chasing too hard can erode trust and confirm their fears about losing control of the process.

• Dropping them too quickly may cause you to miss someone who simply needs more time to commit.

The key is managing the uncertainty deliberately, so you remain the trusted choice when they’re ready.

A Two-Step Follow-Up Framework for Advisors

This approach keeps the door open without putting pressure on the prospect and protects your time.

Step 1: Light-Touch Check-In

Wait about a week after your last message. Keep it professional, warm, and pressure-free.

Example:

Subject: Following up

Hi [Name],

Just wanted to check in to see if you had any questions about the [proposal/engagement letter] I sent over last week.

There's no rush. If you’re still considering, that’s completely fine. If you’d like to move ahead, we can get our first meeting on the calendar whenever it works for you.

Best,

[Your Name]

Step 2: One-and-Done Nudge

If you still haven’t heard back after another week, close the loop politely while leaving the door open.

Example:

Subject: Final follow-up

Hi [Name],

I haven’t heard back since I sent the [proposal/engagement letter], so I’ll assume you’ve decided not to move forward at this time.

If your priorities or timing change, I’d be glad to revisit our conversation. Just reach out when you’re ready.

Best regards,

[Your Name]

The Mindset Shift for Advisors

Think of ambivalent prospects as “slow burns,” not “lost causes.”

Your role isn’t to push them over the line. It’s to give them safe opportunities to say “yes” when they’re ready, while protecting your own time and focus.

Handled with patience, professionalism, and clarity, these situations can turn into strong client relationships (sometimes months or even years down the road).

Want to Convert More Prospects into Clients?

I help advisors navigate prospect hesitancy without chasing so you can win trust, protect your time, and increase conversion.

Let’s have a conversation →