Interview with Ronnie McClure, CPA, PhD.
Listening for buying signals, listening for a chance to talk, listening to win a debate - yes. But listening so we can hear client aspirations and the emerging story of a life wending towards a distant goal? Why listen when what the client says might only get us off track.
My sense is that since we don't listen, and since it is not in our best interest to listen (we are persuaders and managers of a track process) donors should make it a point to clarify their objectives before meeting with us. They should bring a little memo stating their objectives. They might then slide it across the desk for us to initial. "By initialling, you indicate that the plan you create will support these objectives." What do you think of that, my fellow advisers? Crazy! Are you qualified to diagnose that? Who you calling insane?
very interesting video. as an entrepeneur i find it hard to move on to the next business becuase i feel so trapped in my current industry.
Posted by: State Tax | June 06, 2012 at 12:12 PM