Key Takeaways
- "Too busy" usually means "not a priority"
- Busy people make time for what matters to them
- The question is: why doesn't this matter enough yet?
Decoding "I'm Too Busy"
"Everyone has the same 24 hours. 'Busy' is a choice about priorities."
When someone says they're too busy, they're not lying—they genuinely feel busy. But here's the truth: busy people make time for what matters to them.
The person who's "too busy" to meet about life insurance somehow finds time for:
- Their kid's soccer games
- Dinner with friends
- Netflix after work
- Scrolling social media
So "I'm too busy" really means: "This isn't a priority."
Your job isn't to find a gap in their calendar. It's to understand why this isn't a priority—and whether it should be.
Questions That Uncover the Real Issue
| Instead of... | Ask... |
|---|---|
| "When would be a better time?" | "What's taking up most of your time right now?" |
| "Can we just do 15 minutes?" | "I hear you—what would need to happen for this to move up on your priority list?" |
| "This is really important." | "Where does getting your finances organized rank on your priority list?" |
| "Let's schedule for next month." | "What would make this feel worth your time right now?" |
The Priority Conversation
Sometimes you need to have a direct conversation about priorities:
"I completely understand you're busy—everyone is. Here's what I'm curious about: a lot of people tell me finances are important to them, but when it comes to actually taking action, other things take priority. Is that what's happening here, or is there something else going on?"
This gives them permission to be honest. Maybe they:
- Don't see the value in meeting with you
- Are afraid of what they'll learn
- Have been burned before
- Genuinely have a crisis and need to wait
All of those are useful information. "I'm busy" tells you nothing.
The Overwhelmed Professional
A high-earning professional who keeps rescheduling
Setup
A referral from your best client has cancelled or rescheduled your meeting three times. Each time, something came up—a work emergency, a sick kid, a business trip. You finally get them on the phone to reschedule again.
Client says:
“I'm so sorry I keep doing this to you. It's just been absolutely crazy at work. We're in the middle of a major project and I'm working 60-hour weeks. Can we try again next month? I promise things should calm down by then.”
Practice Objectives
- 1Do NOT just schedule another meeting that will likely be cancelled
- 2Acknowledge their situation with empathy (not frustration)
- 3Get curious about whether this is temporary or their normal life
- 4Help them see the pattern (without being preachy)
- 5Explore whether there's a way to make this work despite being busy
The Passive Avoider
An existing client who won't schedule their annual review
Setup
You have a client who's been with you for three years. For the past eight months, they've been "too busy" to schedule their annual review. You suspect something else is going on.
Client says:
“Oh, hey. Yeah, I got your messages. Sorry I haven't called back—things have just been nuts. The annual review... yeah, we should do that. Let me check my calendar and get back to you. How about I call you next week to set something up?”
Practice Objectives
- 1Notice the pattern: they're avoiding, not just busy
- 2Gently name the pattern without accusation
- 3Get curious about whether something has changed
- 4Find out if there's a concern about the portfolio or relationship
- 5Don't let them escape with "I'll call you next week"
A prospect keeps rescheduling meetings citing work conflicts. What's the most likely reality?