The best doctors (lawyers and service professionals/consultants) in the world don't just write a prescription to everyone that walks in the door.

They sit you down.

And for 5, 10, or 20 minutes, all they do is just ask questions and probe. Dig deeper.

Then finally after they have all of the information, they make a recommendation because they've earned it.

Usually, it's well received, sometimes it's not, but it's because they've earned that right.

You can't convince people to move, but you can find the people who will move now and then

1. Be (curious) enough to know their entire situation. Ask every question possible.
2. Have (empathy) and understand where they're at and actually care about what they care bout.
3. Then earn the right to make a recommendation and have the (courage) to simply ask.

That's the Phil M Jones magic cocktail to have better conversations with clients.

Phil M Jones - The Secret & Magic to Mastering Conversations

Here’s how + his follow-up strategy:

How Ryan Serhant is getting people to move in a recessionary environment.mov