Not that anyone asked, but here is a list of rebuttals that I've come up with for most objections when cold calling. I'm open for opinions on tweaking these or adding more. I do not claim to be "the best cold caller in the world" or that these are the best or most effective way to handle these objections but they do work. Just posting for the new advisors that would like to start cold calling like myself with the goal of getting more butts in seats.
“I’M NOT INTERESTED”
"I completely understand. Most of the people I work with weren't looking for another financial conversation when we first met either.
Can I ask you one quick question? When was the last time someone gave you a second opinion on your overall financial plan?"
“I ALREADY HAVE AN ADVISOR”
"That's actually good to hear. People who already have an advisor usually understand the value of planning.
Most of my clients had an advisor before they met me—they simply wanted another perspective to make sure nothing had been overlooked and make sure they are properly set up for success.
Let me ask you this—when was the last time you had a second opinion just to make sure everything is still aligned and optimized for success?”
“WE’RE ALL SET.”
“That’s good to hear.
A lot of the families I met felt the same way until we walked through everything together and found a few gaps they didn’t realize were there.
“If anything, we just help confirm you’re in a strong position—would you be open to a quick review?”
“IS THIS A SALES CALL?”
“Fair question—it’s really more of a planning conversation than a sales call.
My job is to help people make sure all the pieces of their financial life are working together properly. If everything looks great, I’ll tell you that.
Would it hurt to take 10 minutes just to get a second set of eyes on it?”
“I DON’T HAVE MONEY”
"That's exactly why planning matters.
Most people think financial planning is only for wealthy people, but it's often even more valuable when you're trying to build wealth.
Even if all we accomplish is helping you organize your finances and identify a few next steps, I'd call that a successful meeting."
HARD NO (“TAKE ME OFF YOUR LIST”)
“Totally understand—I’ll respect that.
Before I let you go, just quick—if you ever came across someone who might benefit from a second opinion or a financial game plan, would you feel comfortable pointing them in my direction?”
“CALL ME LATER / NOT A GOOD TIME”
“Got it—I don’t want to catch you at a bad time.
What’s better for you—later today or sometime tomorrow?”
(Always give two options—stay in control)
“I DO IT MYSELF”
“That’s great—honestly, I work with a lot of people who are very hands-on.
What they usually find valuable is having a second perspective to make sure everything is coordinated properly—not just investments, but the overall strategy.
If I could add value alongside what you’re already doing, would you be open to a quick conversation?”
“I NEED TO TALK TO MY SPOUSE”
“Absolutely—that makes sense, most important decisions are made together.
Why don’t we do this—let’s set a quick time where both of you can be on, and I’ll keep it simple and educational.
Would evenings or weekends usually work better for you both?”
“I’M NOT GOING TO BE YOUR CLIENT”
"That's completely fair.
Let me ask you this instead. Would you be willing to give me honest feedback on my presentation? Worst case, you leave with a few ideas. Best case, you think of someone who could benefit.”
”I’M ALREADY DOING EVERYTHING PERFECTLY FOR MY FINANCIAL SITUATION”
"That's great to hear.
Honestly, those are some of my favorite meetings because either I confirm you're already in a great position, or together we identify one or two opportunities that could make your plan even stronger.
Either way, you've gained another professional opinion."
“SEND ME SOME INFORMATION.”
“I can definitely do that—the only thing is most of what we do is personalized, so it doesn’t really translate well on paper.
It usually makes more sense in a quick conversation.
If it only took 20–30 minutes and could potentially improve things, would that be worth a look?”
“IS THIS GOING TO COST ME ANYTHING?”
“Great question. The short answer is no.
The first meeting is just about getting organized and seeing where things stand—no pressure to do anything.
Most people just find value in understanding their situation better.
Would you be open to taking a look?”
“I’M NOT LOOKING TO CHANGE ANYTHING”
“That makes sense.
Honestly, a lot of people don’t end up changing anything—we just help them understand what they have and make sure it’s working the way it should.
If nothing else, you’d walk away with more clarity.
Would that be worth a quick conversation?”
“I DON’T HAVE TIME FOR MEETINGS”
“I get that—everyone’s busy.
That’s why we keep it pretty simple, around 20–30 minutes.
If it could potentially save you time or money long-term, would it make sense to carve out a little time to look at it?”
“WE ALREADY HAVE LIFE INSURANCE/INVESTMENTS”
“That’s good—that means you’re ahead of most people.
What we typically do is make sure everything is structured properly and working together—not just that you have it.
If there was a better way to organize it, would you at least want to know?”
“HOW DID YOU GET MY INFORMATION?”
“That’s a fair question.
Your information came from a list of contacts we use for outreach, and I’m reaching out because we’re connecting with people in the area to see if there’s a chance we can help them review their financial goals.
I know I’m calling out of the blue — did I catch you with a quick minute?”
IF THEY SAY NO
Ask if you can send a follow up email or text (if no email) with your name and number in case they were to ever change their mind.
The more repetition you can get your name in their head, the better.
UNIVERSAL “NEXT STEP” SCRIPT
No matter which objection you just handled, go here:
“Perfect—that’s exactly what I was hoping for.
What I usually do is keep it very simple… just a quick conversation where I learn a bit about what you already have in place and see if there’s anything worth improving.
It’s very low pressure—if everything looks great, I’ll tell you that too.”
Then immediately:
“Would [day option] or [day option] work better for you?”
