I talk a lot about us being professional communicators, that it is our job to understand the

client and have the client feel that we understand them, that we get them. And today's guest

has a unique background in growing up in this type of situation where he was

kind of forced into empathy, slow down the communication.

I don't want to spoil the suspense here, but it's a great example, probably not repeatable by most people. But if you

kind of get it, if you kind of say, okay, why don't I just slow down my communication?

Why don't I really check in with my client during the conversation to ask, did I get that right?

Let me repeat that back to you. What I heard was these little moments of clarity, because often it's the first time we're speaking to that person or it might

have been a while since we spoke with that person we have to get on to the same wavelength

the same bandwidth so that we understand and can build trust because that's why we have salespeople.

You know, because if it's just passing information, we can have videos and content to do that,

but we still need salespeople. Why? Because the client doesn't want to read all the content, wants to talk with somebody, wants to be

interactive. And even I have this challenge with the courses. Everybody wants to talk about their

situation before they buy the course. I get it but the courses are the

kind of priced for self-selection so I try and give you as much content as

possible and I do have somebody on the team available for calls and people

rarely show up with questions they really want to talk with somebody.

And I get it.

But I've tried to find a solution for it that, you know, can I charge for that just to cover the cost?

Do I build it into the cost of the course?

Is that fair to everybody?

Does that, you know, push other people out who are more decisive?

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