100% about #1. I don't even mention price or anything until we're at the stage of "So, you ready to start?" I want to hear absolutely everything first. When the

100% about #1. I don't even mention price or anything until we're at the stage of "So, you ready to start?" I want to hear absolutely everything first. When they are ready to start, then you discuss price. I used to start off with my rate and found that it makes customers uneasy as they try to tailor their game plan to your rate. It's a looming overhead for them.