Over the last year, I’ve learned that the most valuable information comes from deeply listening to my clients. I came to know their unique stories—some of them overcoming incredible obstacles and transcending cultural barriers to build their version of the American Dream. I’ve always been inspired by the underdog’s success.

I’ve had so many calls that started with, “Can I run something past you?” My clients needed a trusted advisor to act as a sanity check or to help identify a strategic blind-spot. My deep listening didn’t just allow me to zero-in on the critical nuances of their strategic problems; it allowed me to truly understand why any of this mattered in the first place. That understanding is the great foundation for building trust. Noticing my client’s relief and confidence emerging in those moments of clarity was the feedback I needed to assure me I was on the right path.

What about you? Have you ever found that by deeply listening and mirroring your customer’s feedback to ensure understanding, you can actually feel that lightbulb moment? You know, the one where they realize that you truly GET them. Understanding, empathy, and trust are potent components of a relationship, and after all – business is about relationships.