Getting realtors emotional

I'm on the RE niche, and my biggest issue is getting them to feel any urgency on getting a new system in place, they want to work on pay per close and not paying anything upfront (not even the adspend) and I'm almost sure that it's because I haven't learn how to get them on a emotional stage where they see why they should get a system in place, they acknowledge they need more leads coming in or higher quality and I show them how we qualify and nurture the leads, but they don't seem to feel any urgency about it.

I'm working on pay per qualified appointment, tried retainers on the past but same objections came in, they don't want to pay either for adspend, setup fees or for anything besides a referral, so how can I make them get in that buying state?

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