Yup. There's an art to working with clients like this. I'll sometimes offer a base cost and what it entails and let them talk themselves into the upgrades. The "it is what it is" strategy (which is what it is). Keep the pressure where it belongs, letting them know its their choices/decisions that determine the price. The materials, number of shelves, everything. Play it nice, but play it cool. I'm way past sharing in the "excitement" of the project before I have an idea of numbers and expectations.
When I hear "money is tight", I just laugh and agree. Don't we know it! Shows that we empathize, yet often has little do with the actual numbers. They want us on their side, which is understandable. It's similar to how a good auto mechanic gains out trust.
