Developing An Unfair Advantage In Human Communication: Truly Listening

One of the most knowledgeable financial advisors I’ve ever observed had one of the worst communication tendencies one could have in such a role: He constantly interrupted when clients were talking.

But it was worse than you think. Although I’m fairly sure it was subconscious, it was almost as though he was gamifying client communication—seeing how quickly he could diagnose the dilemma with the least amount of information, and then deliver a show-stopping recommendation.