Of course, there is a stage setting before you blurt out this question. Any B.S. artist can tell a good story, but only competent people know the right questions. Competent professionals discover all the necessary information in the first interview. Prescription before diagnosis is malpractice. Your prospects and clients can tell you are competent by the questions you ask and because you expect them to tell you the truth.
Competent professionals have a system for helping their clients.
We recommend and teach the Success Road Map system. This system creates a visually compelling picture to help clients make intelligent choices. You don t have to use our Success Road Map system, but I encourage you to have a system and use it. The client interview is a repetitive motion exercise like a golf swing or a tennis stroke. I used to hit a one iron 260 yards through a doorway.