Your prospect would rather spend money on other frivolous things which please them in the here and now, rather than solve their own problems. Why? Chalk it up to selfish reasons. Who wants to think about pouring money into life insurance, investments, etc they won't benefit from (in their lifetime such as with life insurance or for many years as with retirement) when they could be putting that same money into a selfish thing like a better house/car/boat, etc.
So, how do you combat this natural tendency of selfishness on the part of your customer to break through sales resistance to complete the sale?