You routinely ask a bunch of standard questions at your initial consultations. I’d like you to add one.

Ask this –

When this is all finished, when the dust has settled and everything is over and done, lets say six months from now, what important things will have happened? What will be essential to you to have accomplished. Take a minute and think about it – 6 months from now is August, it will be hot, your kids will be out of school. What three things would you like to know happened so that you’ll feel good about the way things worked out?

She’ll ponder her answer for a minute. She’ll respond by telling you that she wants to be sure the kids have settled down and are doing okay, that she’s not worried about money, that she’s still in the house. Maybe her husband would say the same things or maybe he’ll say that he wants to be able to manage his obligations, see his kids and have some peace. The answer itself isn’t important. Every client will answer the question differently.

What’s important is that you listen, write down the answers and then respond.

When you respond, let the client know you heard what they said. Do that by repeating the answers back. Let the client know you’re going to do everything in your power to make those things happen, if possible (you’ll find the answers, usually, surprisingly realistic). Make it clear that you’ve heard and understand the client’s priorities. Let them know that you’re going to work like crazy to make sure their priorities are recognized.