The thing I enjoy most at the end of a conversation with anyone is when they say; ‘You know what Dave, this is what I’m going to do…’
And it’s often nothing to do with anything I’ve said, but the questions I’ve asked, listening carefully for what’s most important to that person.
Sometimes it’s something their partner, accountant or other people have previously suggested. But until it’s generated from within – they own the idea – it can occur as being told what to do.
When people suddenly see the link between an action and their bigger picture, or what’s really in it for me, you can see it, and hear it in their language. Instead of saying this is what I have to, need to, or got to do, they say with emphasis, this is what I want to do.
I simply check the ‘by when’, and stand back.
