If you ask an elite Advisor, what one skill contributed most to his or her success, most likely the Advisor will tell you it was his or her ability to listen. Average Advisors ask questions. Elite Advisors listen. Clients want to be heard. They want to know that you get what they are telling you. Listening is hard because concentrating is hard. We all have a lot going on and we live in a sound bite world. It takes work to be a professional listener. The payback is huge.
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