Last week, one of the leaders I coach revealed he has 11 viable prospects on his warm list that were reluctant to move forward.

I’ve met with each of these individuals at least once, and several of them more than once.

I’ve uncovered each of their pain points, and I’ve earned their trust through consistent, value-based follow-up.

But everyone seems reluctant to move.  How do I get them unstuck?

I frequently hear similar versions of this conversation, and it’s something that most hiring managers struggle to solve.

So, why do prospects resist taking the final step in the process so much?

Because agents hate change.

And the pain of what they’re experiencing at the moment does not outweigh the pain they’ll experience from changing brokerages.

To fix the problem, you’ll need to do two things:

Get permission to say something difficult. If you’ve earned the trust of a prospect on your Warm List, during your next conversation try using this phrase:

Would you let me be your coach for the next 5 minutes?

Most people will say yes, and it opens the door to hearing something outside the norm.

Help them to experience their future pain now. It’s easy for a prospect to put off tomorrow’s problem until tomorrow. It’s your job to help them experience it today.

If you have another year like you just had, how will this affect your family and your financial goals?

Does it frustrate you to see others succeed while you continue to tread water.

Until a prospect feels some significant acute pain, they will not move.

You can wait for this to happen naturally (their life blows up), or you can move up the timeline.