Every advisor has a list of prospects who went quiet. They filled out a form, answered a call, maybe even booked a meeting… and then disappeared.
No response. No progress. Just silence.
And over time, those quiet prospects get shuffled to the bottom of the list or dropped from follow-up altogether. After all, if they were serious, wouldn’t they have replied?
Not necessarily.
Some of the most valuable clients don’t convert right away. They’re not ignoring you—they’re just not ready yet. Life got busy. Priorities shifted. Or they weren’t quite sure if you were the real deal.
But that doesn’t mean the opportunity is gone.
Let’s explore why it’s worth reconnecting with older prospects, how to re-engage them effectively, and how Planswell helps turn long-forgotten contacts into meaningful client relationships.
We all love a fast “yes.” A new prospect fills out the form, picks up your call, and books a meeting right then and there. It’s exciting. It feels like momentum.
But the truth is, the majority of prospects need more time.
They might be:
\Whatever the reason, that initial silence doesn't always mean "no." It often means "not right now." And when you treat “not right now” prospects as still valuable, you give yourself a much better shot at future conversions.
Recently, a Planswell advisor shared this:
Back in August 2023, a couple filled out the Planswell questionnaire using fake names and a burner email. The advisor followed up diligently—over ten calls and several follow-ups—but never heard back. Eventually, they were added to a long-term drip campaign.
Fast forward to this year. The Planswell call center reached out and—this is the key—booked the meeting.
When the advisor got on the call, the client admitted the original names were fake and the email wasn’t monitored. They didn’t want to get flooded with calls or sales pitches, but when the timing was right and they heard from a friendly voice at the call center, they decided to talk.
The result? A fantastic first conversation, and a follow-up already on the calendar.
This isn’t rare. It’s just what happens when you stay consistent—and when you have support working behind the scenes.
Understanding why prospects go cold helps you build better follow-up strategies. Here are a few of the most common reasons:
Maybe they were in the middle of a move, a career change, or dealing with a family issue. Financial planning got pushed to the back burner—but it didn’t disappear.
Some people need more time to decide if they’re ready to open up about their finances. They might’ve been burned by a previous advisor, or they just need to see your name a few more times to feel comfortable.
The idea of sitting down to talk about money can feel overwhelming. If they’re unsure what to expect, they might avoid responding altogether.
Yes, really. Some prospects genuinely forget they filled out a form. A well-timed re-engagement can jog their memory and rekindle interest.
The key takeaway? People come back when the moment feels right—and when someone gives them a reason to re-engage.
Here are some simple but effective ways to reconnect with prospects who went quiet:
Skip the formal templates and write like a human. Something as simple as “Hey, we connected a while back and I just wanted to check in” goes a long way. No pressure—just a gentle reminder that you’re still here if they’re ready.
Try questions like:
These are soft openers that show you’re there to help, not sell.
Even if you’ve left messages before, try again. Voices are powerful, and sometimes hearing a calm, confident tone is what builds the trust a prospect needs to take the next step.
Use your CRM to space out non-intrusive follow-ups every few months. A quick “thinking of you” note with a helpful resource or update keeps you top of mind.
At Planswell, we know not every opportunity lands on the first call. That’s why we designed our system to support advisors at every stage of the sales cycle—including the quiet ones.
Here’s how we help:
When our team reaches out on your behalf, we’re not just booking meetings with new households—we’re also reconnecting with past prospects who might have gone dark. This second touchpoint often hits at just the right time, and we’ve seen it lead to real, meaningful conversations.
Prospects receive reminders, helpful prompts, and personalized content tied to their financial goals. Even if you’re not actively reaching out, Planswell helps maintain soft contact so your name doesn’t fade into the background.
When a prospect comes back to life, you can see their updated activity and re-engage with context. That means you don’t have to guess who’s ready—you’ll see the signals and have the tools to act on them.
As one of our partners put it: “There’s a system for success, and that system works if you work it.” Add in a little patience, and the results speak for themselves.
In a fast-paced world, it’s easy to chase new leads and forget about the quiet ones. But if you slow down and stay consistent, you’ll find that some of your best clients are the ones who needed just a little more time.
Keep calling. Keep checking in. And trust the system. Because cold doesn’t mean closed—it just means not yet.
And if you’ve seen this happen in your own practice, share your story in the next Plancraft session. Your experience could be the encouragement another advisor needs to keep showing up.