Legendary investor Bernard Baruch said the secret to getting rich is to “Find out what people want and show them how to get it”.
Ah, you thought you were supposed to “help them” get it. No, you’re busy. You can’t help everyone do everything (unless they hire you). You have a practice to run.
Show them what to do. Showing is easier than helping and nearly as valuable.
Give them direction and feedback. Point to resources. Refer them to experts. Show them what to do. When push comes to shove, they don’t really expect you to drive them to their destination. They will appreciate you for giving them a map.
On the other hand, don’t just “tell them what to do”. Anyone can do that. Anyone can post a list of recommended resources on their website. No, show them.
Talk to them and make sure you understand exactly what they want and why. Then, provide suggestions and recommendations specific to their needs so they can get what they want as quickly and efficiently as possible.
Explain why you recommend A instead of B. Give examples so they understand your rationale. Make sure they are ready to move forward before you turn them loose but let them know they can come back to you if they run into a snag.
Showing is less than helping but more than telling. Find out what people want and show them how to get it.
This is me, showing you how to get more referrals
