The way your clients see the world is being shaped by someone. The question is: who? Before I challenge someone’s view of the market, I want to understand where that view came from. Who are they listening to? Who are their advisors? What podcasts are shaping their thinking? What narrative have they been given? Because influence starts with understanding the frame someone is already looking through. And when someone says, “I don’t know. I’m learning. Can you help me understand this?” That is a powerful moment. They’re trusting you with the narrative. They’re asking you, in essence, “How should I see this?” Handle that trust carefully. You may only get one chance to shape the way someone sees the opportunity in front of them.
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