What you can do is help them find a good enough reason, on their own, to take the last two steps. The only way you can do that is by asking them specific questions about themselves, their finances, their goals, etc. Remember, you're the doctor, and you can't help the patient unless you know exactly what's wrong. Now, let's extend this analogy a bit further. The patient complains of a pain in the back and abdomen.
Further examination reveals a gall bladder riddled with stones.
You tell the patient that an operation is indicated. The patient says that she doesn't want to undergo an operation out of fear. You can't force her to believe that an operation is the only course, and you can't pull her out of her fears. But, here's what you can do. I know how you feel about an operation.