Key Takeaways
- 72% of "think about it" prospects never buy if you don't address the real concern
- Asking "What specifically would you like to think through?" closes 40% more than accepting the stall
- The average "I'll think about it" takes 6 months to convert—or never converts at all
The Most Common Stall
Client Question: "This all makes sense, but I need to think about it—can I get back to you?"
"I need to think about it" kills more sales than any other objection. 72% of these prospects never move forward—unless you uncover the real concern.
What They Might Be Thinking About
- Unvoiced objection — Something you didn't address
- Spousal approval — Need to discuss with partner
- Financial concern — Not sure they can afford it
- Trust issue — Not sure about you or the company
- Overwhelmed — Too much information to process
- Genuine reflection — They really do need time
The Curiosity Approach
Don't accept "think about it" at face value. Get curious:
"Of course—this is an important decision. Help me understand: what specific aspects are you thinking through? Maybe I can help clarify something."
The End-of-Meeting Stall
A prospect who seemed engaged but pulls back at the end
Setup
You've had what seemed like a great meeting. The client asked good questions, seemed to understand the need, and you presented a fitting solution. But now they want to "think about it."
Client says:
“This all makes sense, and I think I probably do need this. But it's a big decision, you know? I need to sleep on it, maybe talk it over with my wife. Can I get back to you next week?”
Practice Objectives
- 1Acknowledge it IS an important decision
- 2Get curious about what specifically they want to think about
- 3Find out if there's an unaddressed concern
- 4Ask what their wife might want to know
- 5Offer to include the wife in a follow-up conversation
- 6If they still want time, set a specific follow-up
The Serial Thinker
Someone who's been "thinking about it" for months
Setup
A prospect first met with you three months ago. Since then, they've been "almost ready" but keep delaying. You're calling to follow up.
Client says:
“Oh, hey. Yeah, I know—I keep saying I'm going to do this. Life just keeps getting in the way. I still want to get covered, I really do. I've just been so busy. Can you call me again next month?”
Practice Objectives
- 1Gently name the pattern without judgment
- 2Explore what's really causing the delay
- 3Find out if their situation has changed
- 4Discuss what would need to happen for them to act
- 5Consider if something about the solution isn't right for them
- 6Decide whether to keep following up or let them go
The Overwhelmed Client
Someone who got too much information and shut down
Setup
You realize you might have given too many options and too much detail. The client seems overwhelmed and is retreating to "think about it."
Client says:
“There's just... a lot to consider here. Term vs. whole life vs. IUL, different amounts, different riders... I don't know how to compare all this. I need to go home and research this more before I make any decisions.”
Practice Objectives
- 1Acknowledge you may have given them too much
- 2Offer to simplify and narrow the options
- 3Ask what their main priority is
- 4Reduce complexity to one or two clear choices
- 5Make the decision feel manageable
The Trust Issue
Someone whose "think about it" is really about not trusting you
Setup
You sense that the prospect is hesitant not because of the product but because they're not sure about you. Maybe you came on too strong or they had a bad experience before.
Client says:
“I just... I want to make sure I'm making the right decision. Maybe I should talk to a few other agents too. Get some other opinions. Nothing personal, I just want to be thorough.”
Practice Objectives
- 1Don't get defensive or try to keep them from shopping
- 2Explore what would make them feel more confident
- 3Ask if there's something you could have done differently
- 4Offer to answer any questions or provide references
- 5If they want to shop around, let them—gracefully
A client who seemed ready to buy suddenly says "I need to think about it." The best response is: