Be the doctor, not the pharmacist
Your job is to build deep trust with prospects, and that comes from their feeling you understand their issues at a deep level.
In the medical industry, prescribing a treatment without first thoroughly diagnosing the illness with the patient opens up the risk of a malpractice suit. But in the advisory profession, it often feels easier to dispense the “medicine,” because you know instinctively how to solve the illness, gi
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