The objective of the first five minutes of the interview is to get people into the process for making intelligent financial choices or get them out of your office so you can find someone who will make a good client. They are either in or out . Single-needs selling is not acceptable. Clients are sincere about wanting to take charge of their finances. Clients do what you tell them.
Clients are fun and rewarding to work with.
Clients refer others so you keep your appointment pipeline full. There is an intelligent process to financial planning and making smart financial choices. While people's personalities and situations are different, the process is not. The objective, regardless of the personality , is to move the prospect into and through the process for creating a financial plan and making intelligent financial decisions. They come out the other end as clients.