When people meet with you for the first time, subconsciously they have four questions that need to be answered. They haven’t thought about these questions in advance but they cross their mind during that meeting. If they are answered, this will ensure that there is not only a second follow-up meeting, but also presents the immediate opportunity to develop a long-term relationship:
Do I like you?
Do I trust you?
Are you competent?
Are you the sort of person who will put my best interests before your own?
In addition to these four questions, I believe that a person would also have to be thinking to themselves “this adviser makes sense!” if there is going to be an ongoing relationship.
How to make every fact-finding meeting a success