when I am first approached by a client over the phone and I have never seen this person, I first ask about their reasons for contacting me to get a feel for the scope of personal training they are looking for. I quickly move onto logistics of where and when to train and how much it costs. There is no reason to talk to a potential client at length only to find out at the end that the only time he can train is when I cannot.
After that, I let the client talk as much as possible. I want to know about the source of the referral, why they chose to contact me and not another trainer, and I definitely ask about their medical history.That is usually the longest part of the conversation. Often the goals of training are found in their medical history, but the client’s expectations also need to be discussed.
It is really all about building rapport and finding out whether it will be a good match. It not always is. I have told clients at times that I did not think that I would be a good trainer for them and referred them to somebody more suitable.