You: What do you mean by "involved?" (Clarifying question.)

Them: Well, some of our involvement is as simple as writing checks for donations and some of it is more personal.

You: Hmmmm, interesting. Tell me more about the things that are more personal. (Expanding question.)

Them: One of our favorite things to do is drive the van to pick up families who have transportation issues to get to their treatment.

You: What makes that one of your favorite things? (Clarifying question.)

Them: A couple of things. We get a lot more gratification from doing something hands-on. And we get to know the people we're helping on a more personal level.

You: What kind of impact has getting to know these people on a more personal level had on your life? (Impact question.)

Them: We are so much more grateful for what we have! All the little crap that most of us complain about is so insignificant. When you meet people who are battling for their lives, it really puts things in perspective. We always bring one of our children along, and I think this is having as much impact on their lifetime value system as anything we could teach them at home. And the inspiration! I could go on and on.

You: Wow, that's really powerful. Thank you for telling me about that. (Pause to reflect, and then make an offer.) Some of the work that I do as a financial advisor helps people free up time, both physical and mental, to do more of the kinds of meaningful things in their lives that you have described here. It would be premature to presume that you might be a good client for me or that I would be the right financial advisor for you, but based on what you just told me, I believe you would get some value from a book that describes some ideas that could be relevant for you. I'd be happy to drop a copy of this book in the mail to you, with my compliments (free), and follow up on the phone to discuss how some of the concepts in the book could make a difference for you (easy). Would you like that?

Them: That's very generous of you. Thank you.