Listen to What They Say
A focus on getting the right answers should be more important to clients then the fees, or else they’ll never be satisfied. --Martin Shenkman
It's important to listen to everything that prospects say. One red flag is if they complain about fees and costs before you’ve even describe your services. "If they harp on fees and money and costs before you’ve addressed whether you can help them, they should not be shopping for a professional advisor," says Shenkman. "A focus on getting the right answers should be more important to clients then the fees, or else they’ll never be satisfied."
-Martin Shenkman, PC, an estate and tax planner in Tenafly, New Jersey, in Building Your Practice: 9 Questions to Ask a Potential Client
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