If you dominate the airspace in every conversation bear in mind that you are a sender of messages and not a receiver. Make up your mind to major in understanding before seeking to being understood.
I often wonder what would happen if we had someone put a clock on our conversations with clients. How much time do we allow them to talk versus how much do we dominate the airspace? Years ago I heard about this type of experiment and the result was advisors taking up over 80% of the dialogue space.
When clients are seeking to learn and we explain, it is a legitimate use of airtime. But when we neglect to bring inquiry and curiosity toward our clients’ situations and perspectives, we do so at our own risk. People want to feel understood. The only way that is possible is for them to be able to explain themselves to us and see that we are paying close attention. Understand before seeking to be understood.
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