The key lesson to learn in this program is that intake needs to build trust. Trust drives prospective clients to hire you – no matter what the price – and trust drives prospective clients to follow your advice.
Trust drives prospective clients to refer others to you, and at the intake stage of the process, trust comes from one thing:
Listening.
The more you listen, the more trust you earn. That’s the secret. No matter the practice area, no matter the type of client or the type of problem, people want to tell their story. They want you to listen. Some clients need a little listening, some need a lot. If you give them the opportunity to tell their story, they’ll appreciate it.
Today’s lesson is up in your podcast feed, and it’s about how to approach the problem of listening. Listening isn’t hard, but it requires time, and that’s the one thing most of us don’t have.