Nick provides the solution to the question – ‘What if the prospect wasn’t expecting an ask?’
What if you sit down for a visit and the prospect was not expecting you to make an ask? Sometimes this happens as a result of miscommunication while setting up the visit, but this doesn’t need to be a hindrance to the visit.
Acknowledge that although it may have not been their intention, you would like to continue, and if it is a fit, the prospect will often offer to help without you even asking. Present the financial plan and continue to pursue if it is a good fit, whether now or in the future.