Discovery Calls: Addressing Timing Concerns

When a prospect says they're not ready to engage yet during a discovery call, it's rarely a rejection—it's a signal about their decision-making process and what they need before moving forward. The advisors who convert these conversations understand that timing objections are opportunities to offer value now and position themselves as the advisor prospects will choose when they are ready.

Why This Happens

Discovery calls reveal gaps in readiness. Prospects bring up timing concerns because they're coordinating with a spouse or business partner, they need to reach a financial milestone first, or they're still evaluating whether professional advice is necessary. The objection signals they see potential value in your services but aren't yet confident in the timing or their ability to commit.

The Psychology Behind the Objection

Present bias drives timing objections—prospects prioritize immediate concerns over long-term financial planning, even when delaying has real costs. Decision paralysis sets in when they feel overwhelmed by the complexity of financial planning or uncertain about where to start. Your role isn't to create false urgency, but to reduce cognitive load by showing how you'll support them through the process and offering value that's relevant to their current stage, not just their future commitment.

How to Handle It

Don't push for immediate engagement or use pressure tactics—that erodes trust. Instead, explore what's driving the timing concern: what needs to happen before they'd feel ready? Are there specific milestones like a bonus, a job change, or coordinating with a partner? Listen for the real timeline beneath the surface objection. Then offer value now—whether that's a financial health check, resources to help them evaluate their situation, or a clear roadmap of what working together would look like. Establish a follow-up cadence they control, positioning yourself as a trusted resource, not a pushy salesperson.

Example Script You Can Use

Key Takeaway

Timing objections during discovery calls aren't rejections—they're invitations to support the prospect's process on their timeline. When you shift from pushing for engagement to offering value and staying top-of-mind, you build trust that converts when they are ready. The best advisors don't create urgency—they earn the right to be the first call when the timing is right.