Advice That Sticks. Moira Somers

needs right from the outset of your involvement. You do this by determining what the client (or potential client) wants to experience or achieve as a result of meeting with you. It is vital that you ask what that desired experience or goal is, every time you meet, even if you’re pretty certain you already know the answer. Here’s why asking is important:

      It’s courteous.

      It encourages efficient use of meeting time. (Remember that these questions were initially developed for health care practitioners. If neurosurgeons are convinced of the ultimate time savings these kinds of questions confer, you, too, can trust that they will offer efficiencies for you.)

      It zeroes in on the issues of primary concern to the client, thus signalling your commitment to being a Thinking Partner.

      It facilitates the emergence of concerns that clients might otherwise be reluctant to bring forward.

      When working with couples, it helps ensure you meet the needs of both parties.

      Summary

      The fundamental reason that people seek advice in any domain of life is because they want help in solving a problem. They are experiencing some level of uncertainty or reluctance at the prospect of dealing with the problem on their own. Even when a given problem seems entirely cerebral or purely factual in terms of its content and/or its solution, there is always an emotional aspect to advice-seeking. That’s because uncertainty causes a certain degree of discomfort or suffering, ranging from the miniscule to the alarming. When that cognitive uncertainty is resolved, that internal tension is eased and emotional settling occurs.

      People seek advice to solve a problem, so that they can feel more settled as a result. The more you can contribute to this settling, the more trusted and valuable an advisor you will be to them.

      Adherence Boosters

      1. Make a point of establishing a clear agenda at the outset of every meeting. Ask:

      What would make our time together today the best use of your time, energy and money?

      What are you hoping will happen as a result of our meeting?

      2. Sometimes the answers will seem self-evident by virtue of the service you provide. A tax preparer, for example, can be reasonably sure that most clients would just like their taxes done. If this is the case for you, then modify the questions as you see fit, but do make a point both of determining the objectives and of ensuring you have met them. For example:

      Aside from the obvious, is there anything else that brings you here today?