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Have you ever noticed how we tend to make the most difficult conversation too flowery, too long, and too convoluted? It’s because it’s hard to honestly express our feelings and concerns, so fear and discomfort keeps us silent. Instead, there is a tendency to brag about how wonderful something is, so we can feel good. However, this can be counterproductive. Using the following approach will facilitate an open and honest conversation that gets to the real issues fast.
HOW TO GET THE MOST OUT OF AN ADVISING SESSIONDocument
*Describe in a sentence or two what you perceive to be the current situation.
*Express how that makes you feel.
*State what you want.
*Ask a question or state the consequences.
I recently had a client who had been high up in a company that was bought out, and then he was downsized out of a job. He had looked at a franchise opportunity, and wanted to discuss how to finance it. At his request, we spent an hour going over financing options, until finally the real issue came out. It turns out the market he was going to buy would not support the business, no matter how much money he threw at it.
After we had brought this issue to light, his wife, who had come with him, stated that I was most wise and wonderful. They left with peace of mind, and comfort that the franchise was not for them. They were re-energized and able to move forward in a new direction by having this burdensome decision off their shoulders. They were also infinitely relieved that they had not squandered their life savings (mid six figures) on a non-workable business venture.
What had happened? Entrepreneurs want so badly for their business idea to work, that they can get blinded to reality. I have had clients who dismiss the market, not realizing that the market is finite and demand is finite. Fortunately, with my help, they have discovered that the market will not support their business as they have envisioned it, and I have saved them a lot of grief, time, effort and money. They are then able to move forward in another profitable direction.
Yes, we think we can solve all problems, or we think none exist. Sorry, but that is not real life. My job is to keep honest people honest in their appraisals of their prospects for success. May I help you too?
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