The power of connection
Ted leaned across the table and with a pleasant and eager smile, explained to his would-be client that he had a lot of experience and that he was passionate about this work. He talked about all the things that can go wrong in a family business and assured the client that he was there to help. He also showed the client a list of potential references and provided details about the types of projects he had worked on and the results he had been able to achieve.
The client, polite and thoughtful, listened patiently. He asked a few questions and talked sparingly about his business. He never mentioned his family. He never told his story or shared more than the most cursory aspects of life. An opportunity just passed us by…
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