The famous TV detective, Columbo, always has something to talk about, and so can you! If a prospect isn't interested in continuing the present discussion, use the "Columbo Method" to pivot to another topic.

Try this! Let's say your prospect isn't ready for your full planning services. Here's how to pivot to a "product" or "priority" sale, as you're leaving:

Agent: "By the way, what kind of mortgage insurance do you have? The kind that pays the bank or mortgage company, or the kind that pays your family?" (Wait for a response. Then say...)

"If I could show you a way to pay your mortgage off early, or keep up with the payments if you should die prematurely, or become disabled, would you have any objection to looking at it?"

"Great! Let me put some figures together and get back to you next week. Is this same time good for you?"

"What's your approximate balance, interest rate, and how many more years of mortgage payments do you owe?"

Columbo's "By the way..." technique can also be used to get x-dates for follow-up contacts or to feed names to create on-profile referrals.