You finally get the in-person appointment. You enter the customer’s home or office and they welcome you immediately. You supply all the paperwork and give the best in-house presentation of your life.

Then, crickets. The client gives you the dreaded, “We have to think about it, but we’ll get back to you”—and then the phone never rings.

This situation is all too common for insurance agents. Here are three simple approaches for getting the most out of your in-person sales visits.

Turn a small “yes” into a big one. Securing agreements early in your visit is integral to closing the deal. Accomplish this by asking questions like, “Isn’t that right?” or “Wouldn’t you agree?”—these help the client check in mentally right away.

Spend a little time asking questions and listening. Find out what your prospect wants, and then cater your suggestions to those goals. You need to prove you have the solution to their needs and assure them that the features of your product or service will suit them. Create a rapport by fully explaining how this insurance policy fits into their larger financial plan.

Help prospects understand the whole process by asking other small “yes” or “no” questions, like, “Do you think this insurance policy will benefit you and your family?” These questions help you navigate through all requirements without objection. Never start with big questions, such as, “Do you want to buy this policy?”

Mirror their mannerisms. People like people who are like them. Studies suggest people are more likely to respond to those who mirror their behavior, which means mirroring body language is ideal for creating a great kinship with prospects.

As an agent, I used the same gestures as my customers, which helped me create a rapport and build trust. Just don’t go overboard, or you risk looking like you’re mocking them.

Avoid option overload. Never give clients more than three choices. It overwhelms them, and they don’t know how to weigh every option. Inevitably, they’ll respond by saying, “I need to think about it.”

Setting up a callback with this overwhelmed client is never successful because they never call back. In one scenario, I gave my client several options and highlighted both the pros and cons. He wanted to consult someone else for an informed opinion and call back later, but it never happened.

If a prospect invites you into their personal spaces, it usually means they’re looking for a reason to buy. But you can un-sell them without even realizing it. These techniques can lead to an easier, less stressful and more prosperous sales process.

Isadore Barefield is a motivational speaker and insurance agent in Houston, Texas.