Within every conversation had with our clients, we move either towards trust or away from it. You know by now that building trust with your clients is the single-most important thing you can do to make the biggest impact on their lives, and every conversation brings an opportunity to make your clients feel seen and understood. Every conversation has 2 sets of frames, and as leaders, it's on us to get to the underlying depth beyond what's being said. If you take the time to understand, manage your own impulses, explore your clients' own frames, it'll pay dividends of respect, trust, and credibility.

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