Have you ever spoken to a friend about a problem you were having and had an “insight” that created a breakthrough?
Then with the same you, the same brain, the same body, you started doing things differently and presto! You got a brand new result.
The typical person opts for the “if it’s not broke don’t fix it” approach to dealing with their challenges. They delay getting the modification training they need because they don’t know what they don’t know. Instead, they wait until their behaviors cause them, and those they love, a great deal of inner pain and outer turmoil.
Every conversation has nuances and every person is always giving off more information then they are aware of. These hints and clues help you to know the best way to reach them whether it is to close a sale or to avoid escalating a situation before it gets out of hand.
Everyone has habitual thinking, behaving and communication patterns. Some of these thinking patterns serve our lives in amazing ways. They make our families strong. They build trust with others. They make us great employees and great with loved ones and friends.
In my work with corporation executives, attorneys and CPA’s, a significant part of my practice has been helping Wealth Management professionals navigate the unpredictable world of client relationships by identifying and strategizing critical conversations. In that landscape, language and communication style are key: so is understanding the client’s motivations and concerns.
Let’s go forward 2 generations. In a fairly typical scenario, you are the trustee for 5 grown grandchildren of a 100 million dollar estate. Your job is to carry out the “original intent” of the benefactor who passed away several years ago, yet the “original intent” has gotten lost in a tangle of needs, narrow goals, entitlements, and irrelevancies.
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