During the initial consultation with a prospect, we have a brief conversation so I can get to know them on a personal level. I also ask numerous questions about their specific situation so I can determine how best to serve them.
Our first meeting together is longer than the others to give time to dive deep into their finances, but also to start to get a sense of why they want to change their current habits, what goals they have, etc. This becomes very personal because it involves things that they care deeply about. We can then use this to fuel their momentum to make progress on those goals they want.
With every successive meeting, I always start with what's been going on in their life since we last met. By the end of our time together, I get to know my clients pretty well.