Collaborating C LIENTS WITH
Perhaps the most rewarding collaborations Rick discusses, however, are those developed in the relationships with his clients. And, of course, you could consider any client-agent relationship a collaboration, but when we look closely at Rick’s process in connecting with his clients, we see collaboration working on a methodological level. In fact, we might call Rick’s tried-and-true method of identifying and understanding his clients’ needs and lifestyle a type of collaborative listening. “Collaborative listening” is a term used in cognitive studies to characterize communication that facilitates learning and empathy between people and within groups. Originally developed as a pedagogical tool for use in education sectors, collaborative listening practices have been adopted across industries, including sales, design, technology, and marketing. For entrepreneurs, collaborative listening is an especially useful framework for surfacing a client’s expectations and needs and then for identifying solutions that meet those needs.
SMART AGENTS | 10
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