Recently I was able to watch Dr. Brene Brown, the foremost “shame researcher” in the country, give an in person 60-minute keynote talk. (“Shame researcher”…strange title, huh?)
Dr. Brown has incredible insight, evidenced by her TED Talk, “The Power of Vulnerability” that’s the fourth most popular all time, with over 21 million views! She speaks to the power YOU possess in your own vulnerability and how becoming “real” to other people, including your prospects, breaks down barriers. (Have you done work with Bo Eason through Advisors Excel? If so, you’ll hear a lot of similarities).
Another point that’s brought up through shame, vulnerability and being “real” is that of empathy. Dr. Brown asserts the only people not capable of feeling shame are those who lack empathy. Empathy, the ability to understand and share the feelings of others. Some also look at this as “walking a mile in someone else’s shoes”.
All this had me thinking about you; and your client meeting process.
- As you’re visiting with someone in the office, what questions are you asking? And why are you asking those questions?
- Are they manipulative and self-serving? Are they part of making “a sale”?
- Or when someone comes into your office (remember THEY are in a very vulnerable situation too) are you genuinely empathetic?
Because I’ve found the most elite, most successful producers I consult are also the most caring. The very best are walking a mile in their client’s shoes. The elite are figuring out ways to provide their clients a sense of certainty and confidence that lasts the rest of their lives.
If you’re reading this, you’re already successful. You don’t need to make “a sale”. But the clients you’re meeting absolutely do need your attention, your empathy and your pinpoint focus on them. They need you to walk in their shoes now more than ever.