I've always prospected locally and when I had a qualified lead I was always able to go and see the prospect and found that when i was in front of someone my chances of closing were pretty good. Recently i have been calling in non local areas and have a few qualified leads. But having a harder time to close. For example i had a guy about 6 hours away by car who i cold called on munis. He has a few hundred K sitting in a money market at Schwab. He, like everybody else thinks rates are going up and doesn't want to tie up money for low yields. I told him I could create a 10 year 100K bond ladder by going out every 2 years with 20K and that his blended return would be mid 3% tax free. I told him he would still have oodles of cash around with his other money plus every 2 years he would have 20K. I could tell i made some sense to him, he then asks where i was located and i told him and he was clearly bothered by how far i was. I told him i would get him info on the bond ladder after thanksgiving and we'll take from there. For those of you who prospect all over the place how do you overcome the objection of location.