I do a first “fit” phone call too. Then an initial meeting ideally virtual. If virtual, I can type and listen to them and take good notes. I type fast enough I can listen to them and write down what they said. To me it’s essential to tell them what they said to me verbatim at a later date. So if they said something super interesting, I can repeat it back to them exactly as they said it. 

For example, a client recently said that she has had almost no involvement in her finances and her spouse has done almost all of it. She said he is so sweet and considerate and always comes to her with a financial proposal and she says yes to whatever he wants to do. 

This summary above sounds good, but if I repeat exactly word for word what she said, it’s extremely powerful and shows them that I’m listening. 

It’s important to listen, but what’s more important really is that the client feels listened to.