Jonathan Stark guests on the podcast again, this time to tell us how to have a conversation that will uncover the real reason the client has called you in.

Jonathan outlines the three specific questions to ask, plus why it’s so important to just sit there for a bit and let the client do the “brain dump.” Also, the value of trying to talk them out of hiring you, and why they’re unlikely to think, “Well, now that you mention it, actually, we don’t need you.”