When I start talking with a new client/lead, I try my best to have them define their goals. With investors, it is typically a number of doors, COCROI they want to hit, or a monthly cashflow number. That is easier to understand for me as a fellow investor. With retail clients, often the goals are less objective and more emotionally driven. But still, with retail clients, I try and narrow down the location first. Thanks for posting this forum thread, I find this conversation very interesting!