Once the client has been qualified, you should move to scheduling as quickly as possible. Don't get deeply into the details of the matter. Don't give legal advice on the phone. Don't quote fees. The stickiest topic for most lawyers is the fee topic.
Most lawyers are self conscious about their fee.
Many are deathly afraid that their fee will scare the prospect away if it seems to high, and lose the prospect's respect if it is too low. For some reason, though, they always feel compelled to give their fees over the phone when asked. The biggest reason they do this is that they fear the prospect will not come in unless the lawyer quotes the fee. This is exactly the opposite of the conventional wisdom of the telemarketing industry. In a service business, the prospect is more likely NOT to come in if you DO give prices on the phone.