THEY DIDN'T MAKE A DECISION. WHAT DO I DO NOW?
Not every Family Legacy Review™ ends with a decision that day. And that's okay.
Sometimes a family needs time. Sometimes they need to talk with a spouse, child, attorney, or someone else they trust. Sometimes they simply have another question that needs to be answered.
Your job isn't to chase them. Your job is to understand what they need and make the next step clear.
WHAT I WANT YOU TO REMEMBER
Don't turn hesitation into a debate. Don't assume you know why they need time. Understand what they need before deciding what happens next.
PRIMARY RESOURCE FOR YOU
Family Legacy Review™ Follow-Up System | V1.1
Your practical guide for what to do when a Family Legacy Review™ doesn’t end with an immediate decision. It helps you understand why the family needs more time, agree on a clear next step, involve a spouse or trusted family member when appropriate, and follow up without pressure or chasing.
Includes ready-to-use conversational examples, follow-up messages, common scenarios, and a completion checklist to help you continue the conversation naturally and professionally.
Follow-up isn’t chasing. It’s completing a conversation the family asked to continue.
HOW I WOULD APPROACH IT
When someone tells you they need time, don't immediately start trying to figure out what to say to change their mind.
Get curious.
What do they need time for?
Is there a question they haven't asked?
Is someone else involved in the decision?
Is there something they don't understand?
Or do they really just need some time?
You won't know unless you ask.
You might simply say:
“That makes sense. What do you feel like you still need to think through?”
Then listen.
Their answer will usually tell you what the next step should be.
WHAT DID THEY SAY?
Start with what the family actually told you.
“I need to think about it.”
“I need to talk to my spouse.”
“I want to talk to my daughter or son.”
“I want to talk to my attorney.”
“Can you send me something?”
“I'm not ready yet.”
HOW I WOULD SAY IT
You don't need the perfect words.
Listen to what the family actually said, acknowledge it, and help them decide what the next step should be.
Example 1 — “I need to think about it.”
Family:
“I think we just need some time to think about it.”
You:
“Absolutely. When you say you want to think about it, what part do you feel like you need a little more time with?”
Then listen.
If they simply need time:
You:
“That makes sense. I don't want you to feel pressured. At the same time, I don't want us to leave this hanging. Why don't we reconnect next week after you've had some time to talk it through? What day would work for you?”
Example 2 — “I need to talk to my spouse.”
Family:
“I really need to talk to my husband before I do anything.”
You:
“I agree. This is something both of you should be comfortable with.”
Then make the next step easier:
You:
“Rather than having you go home and try to explain everything we talked about today, why don't we find a time when the three of us can sit down together? I can show him what we discovered, he can ask his questions, and then the two of you can decide what makes sense.”
Then stop.
Notice what you didn't do.
You didn't argue.
You didn't try to “overcome” anything.
You didn't start another presentation.
And you didn't say, “Okay, call me when you're ready.”
You understood what they needed and helped make the next step clear.
That's follow-up.
You don't need to memorize these words. Understand the conversation, then say it your way.
PUT IT INTO PRACTICE
Before your next Family Legacy Review™, practice these two situations out loud:
Someone tells you:
“I need to think about it.”
What would you ask next?
Then try:
“I need to talk to my spouse.”
What would you say without trying to convince them or turn the spouse into an obstacle?
Don't memorize the examples above.
Practice listening to what was actually said, asking one good question, and helping make the next step clear.
After your next follow-up conversation, ask yourself:
Did I understand why they weren't ready?
Did we agree on what happens next?
Did the family feel respected?
If the answer to all three is yes, you did your job.
USE CURRENT APPROVED MATERIALS
Always use the current version available in the Legacy Specialist Resources™ center rather than previously saved or downloaded versions.