Remember you only have so much time and can only see so many people. It is important that you do not squander the time you have on those who seek only to waste it.  It is important that very quickly you determine if the clients you are talking to are serious about their money or not.  -- From my mentor's lips to my ears. 

In my third year working with families on college & retirement planning nothing has surprised me more than the fact that some people seem determined to spend as much as possible on college, foregoing those savings for retirement.  How is, "We'll think about it." an appropriate response to, "Do this and you'll save thousands; or do that and it will cost you unnecessary thousands?"

The comfort I take is that, according to "Coach Don", it is a common phenomenon.  Some people are poor by circumstances, others by choice.