When asked, I respond. “I work with entrepreneurs, professional money managers, traders, and career people who feel stuck, frustrated, and conflicted about their financial results and success.” LISTEN….LISTEN…LISTEN…I then reflect back the essence of what I heard. Once they feel heard, they talk more freely and I pay more attention to the process of what they are doing than the content. “It sounds like…… Did I understand correctly?
LISTEN…LISTEN…LISTEN. More often than not, this elicits their personal story and concerns. The “pitch” is the process itself, not the sales words.