Problem: You are meeting with Mr. and Mrs. Chan for the first time and hope to sign them as clients. You quickly realize they have very different personalities. Mr. Singh seems to be very quiet and reserved in nature while Mrs. Singh is very focused on the results and asks lots of questions. In order to improve your chances of signing them as clients you should: Focus on Mrs. Singh as she will likely be the decision maker Ask the client who will be making the financial and investment decisions once you start working together. Address both Mr. and Mrs. Singh equally as either could make the final decision Focus on Mr. Singh to ensure he agrees with your proposal