There’s a lot of good advice here. My first question to a potential client is usually about scheduling – times they need, days they’re available to train, etc. I ask this first because I don’t want to waste my (or their) time talking when our schedules are not close to matching. In the past, I’ve gotten into some very long conversations on the phone only to find out that they needed training days and times that didn’t work for me. But if there is a potential scheduling match, I’ll ask about their exercise history, goals, whether or not they ever had a trainer before – keeping it casual. I then try to arrange a “no obligation” consultation (I go to homes) so we can meet & talk in greater detail. Most people are very receptive to that. You want to meet as soon as you can – strike while the iron is hot!
I hope that helps,