People don’t want advice, they want to be heard.
Once they’ve been heard, they may be open to perspective, guidance, and even suggestion.
But before? People just want someone to listen.
There’s value in things that are scarce. How often does someone really listen? How often do they tell, sell, or ignore?
Before our professional opinion is heard, the client’s thoughts, feelings, and opinions have to be heard.
Our first job is to listen.
h/t Carl Richards