Kitces and Carl - Real Talk for Real Financial Advisors When Prospects Say No Because They're Not Ready To Break Up With Their Current Advisor: Kitces & Carl Ep 173
Sep 18, 2025
Navigating client relationships can be tricky, especially when faced with a 'soft no.' The hosts explore how to respond positively to prospects who aren’t ready to leave their current advisors. They emphasize the importance of staying generous with follow-ups and using helpful resources instead of pushy tactics. Tips on assessing readiness to switch and easing the transition with thoughtful communication are practical strategies discussed. It’s about guiding clients through their decision-making process with empathy and support.
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The Polite 'Give Them A Chance' Email
- An advisor received a polite email saying the prospect would 'give our current team a chance.'
- The message praised the meeting but left the door open while citing satisfaction with the current firm's options.
Respond With Generosity Not Desperation
- Believe the prospect's decision and respond with generosity rather than desperation.
- Offer brief, useful follow-up thoughts and stay helpful without pressuring them to switch now.
Out-Respond The Current Advisor
- Out-serve the current advisor by proactively demonstrating responsiveness.
- Send tailored articles, market commentary, or invitations so they can see your service in action.