Competent professionals are obsessively thorough. Competent professionals are familiar and comfortable with all the necessary documents. Your clients will be impressed by how well you handle the necessary documents. Rather than fumble and look foolish in front of the client, be prepared to handle the documents effectively. It increases their confidence and yours.
Competent professionals know how to handle the documents.
Competent professionals are totally present. This means asking a question during the initial interview and being completely present for the answer, not thinking about the next question or the next comment. Dan Sullivan talks about being totally present and in the moment with your client and prospect. The competent professional does. In summary, you have to be competent.