The individual I'm contemplating would be someone that I've observed on multiple occasions, or if on one occasion, I would need to have a mini conversation to see if they'd be a good fit.  Not all business owners are comfortable / disciplined with time management / organization / giving presentations: some are eager for the opportunity, and others (for various reasons) cannot make the commitment.

This would be a flag becuase our meetings are also a training ground for "excellence", and these are key factors to keep in mind - especially since when we give a referral, we are insuring our client that the person we're referring them too is a true professional.

Words I use to peek their interest are actually open ended questions that allow me to answer more specifically to their needs:

• Do you currently have any business challenges?
• Are you comfortable with your business as it is now?
• Would you be interested in meeting other business owners, like yourself, who can assist you in reaching your goals?