I think I had reasonably good phone consult yesterday. When asking the question, “What would the benefit be for you and your partner to complete a full Financial Road Map® together?” The client said, “I don’t have an answer for that.” So I kept quiet for a little while and he finally said, “It could be valuable, however, not at this stage.” He had the sale of his main residence that was going to realize a large piece of capital and wanted to wait until after the sale to look at something. I had no problems with this. How would you have responded to this?

I appreciate your commitment to implement. This is an opportunity to ask clarifying and expanding questions:

Client: "... not at this stage."
Advisor options: "Tell me more about that." (Expanding)
"When you say 'not at this stage,' what do you mean by that?" (Clarifying)
"Tell me more about the sale of your main residence." (Expanding)

After using clarifying and expanding questions and listening well;
Advisor: "I think I've heard everything you've said. Can I make a suggestion?"
Client: "Sure."
Advisor: "The best time to have a completed Financial Road Map® is in advance of significant life events, like selling your main residence. The reason is because the Financial Road Map® is a powerful tool for putting your most important goals and your most deeply held values in perspective and on one piece of paper. It will give you and your wife an opportunity to really listen to each other and collaborate on your plans for the future, which is important and valuable, regardless of the outcome of selling your main residence. There truly are no strings attached to coming in to complete your Financial Road Map® and it only takes about an hour. What do you think?"

Manage the response, possibly using clarifying and expanding and impact questions.

My impression is that he's seeing you as a Financial Advisor, which is why he thinks he should wait until he has the money from the sale of the residence to meet with you, rather than someone who is offering something of value (the Financial Road Map®) that he can benefit from immediately. The latter is preferable.