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We’re downsizing. We’re moving to a smaller home in a nearby community.
We found a mover who does local moves. They showed up on time and ready to go.
Here’s what I learned from this experience that will benefit you.
A simple question
The leader of the moving crew was a young man who spoke with a slight accent. He gave precise directions to the other two members of the crew and had the bearing of someone who clearly knew what he was doing.
The move entailed transferring some of our possessions to a storage facility, so we needed to accompany the truck to give them access.
When we arrived, as they were unloading, I asked him this question: “I can’t quite place your accent. Where are you from originally?”
I’m going to be intentionally vague about the details of his response, because I don’t want to cause his family any harm. You’ll soon see why this is a concern.
He told me he was a physician in his country and escaped to the U.S. while attending a medical convention abroad. He has been in the U.S. (legally) for several years. His family remains in his country. He is working to bring them here, while pursuing qualifications that will permit him to practice medicine in the U.S.
To fund his expenses, he has been working as a mover!
I was blown away by his story, courage, adaptability, tenacity and humility.
We continued our conversation. As he departed, he told me this: “I’ve done hundreds of moves. You are the only one who has ever shown an interest in me as a person. I’ve never told any of our clients I am a doctor. Thank you.”
The power of The Solin Process℠
The Solin Process℠ teaches the power of eliciting information instead of conveying it. Different personality types implement it in their own way.
I’m an introvert. I don’t like to talk about myself. Like most introverts, I prefer to listen rather than talk. I enjoy substantive conversations and eschew small talk.
Once I understood the research underlying The Solin Process℠, implementing it came naturally. I trained myself to ask questions whenever I interact anyone.
The questions don’t have to be deep or probing. They’re intended to show an interest in the other person and find out something about them.
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Ask
How to Relate to Anyone
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Extroverts find this challenging. They’re more comfortable “holding court,” dominating the conversation and being the center of attention.
Yet, when they implement The Solin Process℠, they report the results are transformational. One extroverted client told me never realized how much he missed by talking instead of eliciting information.
A collateral benefit
As an advisor, you want more AUM. Without making an emotional connection with prospects, you won’t be very successful. The best way to make this connection is by implementing The Solin Process℠ and asking questions.
But there’s a collateral benefit.
You can enhance the lives of others by being one of the few people who shows a genuine interest in them.
You can’t put a value on that.
Ask my mover, the doctor.
Dan trains executives and employees in the lessons based on the research of his latest book, Ask: How to Relate to Anyone. His online video course, Ask: Increase Your Sales. Deepen Your Relationships, is in production.
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Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
