If you’re a financial professional, chances are you’ve had prospects just drop off the radar. You know how it goes—with prospects, maybe they booked a meeting or even showed up to one. They seemed engaged, giving you all the signs they were interested, and then… nothing. Total silence.

It’s frustrating, right? You’re working hard to grow your business, so you don’t want to miss out on a good lead—but you also don’t want to waste time chasing people who vanish on you. Good news: I’ve got a proven way to handle those who leave you hanging.

First, Ditching the Salesy Vibes

Most people can spot a sales pitch a mile away—and they’re usually not thrilled about it. We’ve all gotten so good at tuning out anything that even hints at someone trying to sell us something. So, when a financial professional drops a “Just checking in” or “Haven’t heard from you,” it might seem casual enough. But to a prospect already on guard, it can still trip that internal alarm: Here comes the pitch.

That’s when “sales resistance” kicks in—where prospects think, “Wait, are we being sold to, or guided toward something that actually fits our needs?” It can make even the most well-meaning financial pro sound a bit desperate when they’re trying to project “sought-after” confidence.

The catch: those phrases—like “Just checking in” or “Haven’t heard from you”—can accidentally paint you as the stereotypical salesperson. And some prospects, fair or not, start out half-expecting a hidden agenda, ready to bolt at the first whiff of it.

The good news? You can dodge that salesy trap with the right approach. But there’s another mistake pros often make that’s just as easy to trip over—giving up too soon.

Second, Don’t Bail Too Early

Here’s the thing: when a prospect goes quiet, it’s tempting to assume they’re just not interested—and we give up way too soon. But check this out: 50% of salespeople quit after one follow-up. That jumps to 65% after two, and nearly 80% after three.¹ Meanwhile, studies show it takes an average of four follow-ups before a prospect takes action.¹

If we’re tapping out after one or two tries, we’re missing the mark.

It’s like a farmer who plants seeds, waters them once or twice, and says, “Guess they’re not growing.” That’s not how it works. No farmer expects a harvest without effort. Same goes for us. Plants—and clients—need attention, consistency, and patience. If we want results, we’ve got to stick with it—but in a way that feels sharp and intentional, not desperate.

So why do so many of us bail early?

It’s our brains. As humans, we’re wired to protect ourselves, and rejection is an ugly feeling. When we follow up with a prospect and get nothing back, that silence stings like a “no”—and our instinct is to dodge that discomfort. That’s why 50% of salespeople give up right after that first unanswered try. But here’s the reality: the prospect might not be rejecting us at all. They could just be busy, distracted, or juggling life’s chaos.

Bottom line: Most financial professionals tap out after one or two follow-ups. But if it takes four touchpoints to spark interest, bailing early won’t cut it. Now that we’ve nailed the two big pitfalls—triggering sales resistance and giving up too soon—let’s unpack a tested way to reconnect with prospects who’ve gone quiet.

Third, a 4-Step Fix for Ghosted Prospects

What does smart follow-up actually look like? Here’s a four-step process that keeps your confidence intact while still showing up for the people who might just need a little nudge.

Why four steps? Because we’re not here to arm-twist anyone. We want clients who want to be here—not ones we’re dragging along. This approach has a built-in exit ramp. It’s structured but flexible, so tweak it to fit your style. Here’s how it works:

Step 1: The Gentle Nudge (7–10 Days After Last Contact)

A week or so after they’ve gone quiet, it’s time to kick things off. Anything sooner than 7-10 days can feel pushy. I recommend starting with an email—it’s nonintrusive but still gives them a chance to respond. The key here is to leave it open-ended—you want to invite them to a conversation about next steps without pressuring them.

Example:

“Hi Mary, I really enjoyed our chat about your pension options—especially with that April 5th deadline coming up. You mentioned wanting to make sure you and Jim are set for retirement, with a smart tax strategy to match. I’ve attached a quick guide with four questions to consider when planning for pensions—hope it helps! What do you see as the next steps from here?”

The magic here is in the open-ended question—you’re asking, “How do you want us to proceed?” or “What’s the next step for you?” This puts the ball in their court and makes the follow-up feel more like a collaborative process than a sales push.

A pro tip: I like to include something of value in this first email—a helpful resource or educational piece related to the topic. It could be a guide, a checklist, or a brief article that speaks to their interests. It’s a way to reinforce that you’re here to provide value and build trust, not just close a deal.

Avoid: “Hey, haven’t heard from you—here’s my calendar link.” This is a fast track to the trash bin. It’s all about creating a dialogue, not sending them a one-sided invitation to schedule a meeting.

The best case when you use the gentle nudge? They reply, saying “Yes, let’s schedule,” or “Life’s crazy—check back in three months.” And if you don’t hear back? No worries. That’s your cue to move on to Step 2. After all, smart follow-up is a process—not a one-and-done.

Step 2: The Casual Call (2 Weeks After Step 1)

Two weeks after that email—about 3–3.5 weeks since you first connected—give them a call. Keep it laid-back: “Hey Mary, had a sec between meetings and thought of our chat about your pension options. We talked about locking in that retirement security for you and Jim. What’s the next step for you?”

Don’t do this: “Mary, it’s Libby from XYZ Financial. Sent you an email last week, just following up.” That’s a snooze—and reeks of desperation. Nobody wants a guilt trip about their inbox.

Here’s the deal: You’re fishing for a real answer, and prospects might respond in a few ways:

• “Too expensive, can’t swing it.” Perfect—now you can address that, refine the offer, or decide they’re not a fit. Your call.
• “Oh my gosh, sorry! Didn’t mean to ghost—let’s keep going.” Sweet. They’re still in, just got swamped. Pick up where you left off.
• “No thanks, we’re out.” Even better. A hard “no” is closure—you’re free to drop it and move on, no more guessing games.

The point? Get a yes or a no. Hanging out in “maybe” land drains your time. A “no” means you’re done—no baggage, no wasted energy. And if they don’t pick up or reply? No sweat—Step 3’s got you covered.

Step 3: The Text Check-In (2 Weeks After Step 2)

People’s communication habits are all over the map. Don’t just assume prospects are ghosting you—maybe your calls or emails just aren’t their thing.

Now we’re about six weeks in from that first contact—time for a text. Keep it short, warm, and real: “Hey Mary, was thinking about our chat a while back. I know life is hectic. I’d love to keep rolling on that pension conversation if you’re up for it. Totally respect your time—and mine. What’s the best way to move forward?”

This hits the sweet spot—empathy with a side of boundaries. It shows you get their chaos, but you’re not here to chase endlessly or waste anyone’s energy, including your own.

Step 4: The Lost Cause Letter (3–6 Months From Last Contact)

Final step—go old-school. Snail mail cuts through the noise. It hits different. I’d wait six months, but three works if you’re ready to close the book. Keep it clear and kind.

Example:

“Hi Mary, we’ve reached out a few times over the past few months and haven’t heard back. We’re all about working with clients who are ready to dive in—and we’d still love to help you. But we value our time, just like you do. If you want to pick this back up, we’re here. If not, no hard feelings.”

That’s it. Four touchpoints, and you’re done. No lingering maybes, no wasted energy. This process sifts out the fence-sitters, freeing you up for the people who are ready to roll.

“Yeah, But I Like to Follow Up Weekly With Prospects I Haven’t Heard From” I get it—tons of financial pros swear by this routine. “Every Monday at 8 a.m., I’m blasting through my list, hitting up everyone who’s gone quiet.” It feels proactive, like you’re owning it.

Here’s the rub: that weekly barrage can quietly backfire.

It might start feeling clingy, like you’re crowding them out. Especially if you’re tossing out “Hey, just checking in,” “Following up here,” or “Haven’t heard from you.” That’s the salesy static that flips their resistance switch—the exact trap we’ve been sidestepping all along. It makes the client feel like they did something wrong and can trigger shame or embarrassment. That’s not going to motivate them to take action.

Flip it around with the 4-step process. It’s intentional, respectful, and cuts the fat without making you look needy. You’re not chasing; you’re steering—giving prospects room to step up on their terms while you keep your cool. That’s how you turn a maybe into a yes—or a crisp no—without burning out or weirding them out.

To Summarize

First, we ditch the desperate sales chase and go for a sought-after vibe. Second, we don’t quit early—four follow-ups is the magic number. Third, we stretch it out over time, mixing up emails, calls, and texts to get our message through.

Closing the Loop

Here’s the secret sauce to nailing this ghosting game: Walk that tightrope between chasing forever and bailing too soon. It’s easy to get stuck in that “maybe they’ll come around” headspace—you know, “They might be ready any day, I just need to wait for their timeline.” Nope. Don’t fall for it. Set a clear window—like those 7-10 days, then two weeks, another two, and a final 3-6-month cap—and hit them with different communication methods: emails, calls, texts, even a letter. All while keeping that sought-after swagger. That’s how you stay in the driver’s seat, respect the process, and let the right clients rise to the top.

Your Next Move

Ready to roll? By the end of this week, pull up your list of prospects who’ve gone silent—yep, the ghosters. Pick one or two and plug them into this 4-step process. Start with that first email, and let it ride. You’ve got the blueprint—now test it out.