How to Ensure Your Team Gets It
It had been a long night…and morning…and afternoon at the airport.
The kind where cancellations and delays compound into a complex verb of frustration that includes four letters. The kind where you start to notice the characters around you and make up their stories.
I had pegged the guy next to me for a Baptist preacher. Among other signs, it was HOW he earnestly offered to watch my stuff as I went to the bathroom, “Ma’am I’ve been watching ladies purses for decades. I watch my wife’s purse. I watch my girl’s purses. I watch my wife’s friend’s friends purses. So whatever you need. I’m your purse watching man.”
And I trusted him.
He was on the phone when I came back from the bathroom. He silently nodded and grinned toward my big red purse which also serves as a computer bag, dongle carrier, journal holder, with nooks and crannies for light snacks and kombucha.
Nope, definitely not Baptist preacher–bankruptcy lawyer. Now I’m intrigued and can’t help but overhear his conversation occurring in such a beautiful Southern drawl it would have been fun to hear, even if I couldn’t understand the words.
“Now my wife says I hear okay, but I doooon’t listen tooooo gooood. Let me repeat back what I’m hearing you say you want to do.”
Silence as the caller responds. Then…
“You see sir, my wife is right. That is just NOT one of the options. Let me be clear. You CAAAAN’T do THAAAT. How about this? Let me share with you your three options again.”
Gives three options. Then…
“You sleep on it. Call your Momma or talk to your wife…and then we’ll talk again tomorrow.”
I’m beside myself. This is the most remarkable Winning Well check for understanding I’ve ever heard. Full-on confident humility.
“Sir, Thank so much for watching my bag, and indeed you are a remarkable purse watcher. AND I couldn’t help but to overhear…What you did there was brilliant.
You see I wrote this book… and my co-author (now fiance, but that’s another story) and I had this remarkable disagreement about whether the ‘check for understanding’ should be included. I thought it was too simple. He swore it was a vital concept. As we’ve been doing workshops, guess what’s one of the top 10 take-aways?
The funny part is, the higher the managers are in the organization, the more they love it.
It’s so easy.
‘Do a simple check to understand…are they picking up what you’re putting down?’
Instead of ‘Any questions?’ or ‘Are you with me?’ You ask… ‘Okay, so I just want to check to ensure we’re all on the same page…’ and then get them to repeat back. ‘What are we going to do first? And then? By when?’ “
He shared, “Karin, I’ve been doing this for years. When people are going through bankruptcy they hear what they want to–not necessary what’s true. I give them a way to hear it again.”
There’s real power in hearing what your team hears.
Most Read IRIS Articles of the Week: March 19-23
Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, March 19-23, 2018
Click the headline to read the full article. Enjoy!
Let’s pretend you are a US investor that wants to deploy some of your money overseas. You think international developed market stocks are attractive relative to US stocks, and you also think the US dollar will decline over the period you intend to hold your investment. — Chris Shuba
I had a chat with The Financial Times the other day, and provided lots of background as to why I don’t think cryptocurrencies are the choice of criminals. The comment that was reported was the following ... — Chris Skinner
During the tumultuous red and green gyrations of the capital markets this year have your clients anxiously called to ask: “What’s going on with my portfolio?” What do you do when the usually smooth ride in your luxury automobile becomes as bumpy as Mr. Toad’s Wild Ride in the Happiest Place on Earth? What does the average investor do? — Ted Parker
Inflation is a bad thing, right? It make things more expensive, right? For those of us of, let’s say, a certain vintage, we recall the runaway inflation of the late 1970’s and early 1980’s. So why does the Federal Reserve – in charge of managing the country’s currency and value thereof – actually try to create inflation? It’s called the inflation targeting and it matters to your money. — Bill Acheson
As you near your 60’s, your prime earning and saving years will transition into a period of time where you get to enjoy the “fruits of your labor,” a.k.a retirement. We call this segueing from accumulation to decumulation, the period when you will be drawing from your accumulated nest egg. — Dana Anspach
Exchange traded funds (ETFs) are popular vehicles for market participants looking to engage in thematic investing. Thematic investing looks to take advantage of future growth trends, including disruptive technologies. Given that forward-looking approach, stock-picking in the thematic universe is equally as hard, if not harder, than in traditional market segments. — Tom Lydon
It’s not enough for your salespeople to be product experts, they also need to be capable of having the kind of conversations that position them as business experts and even strategic resources. — Lisa Rose
Business growth doesn’t come from wishful thinking. As you know, it takes a lot of hard work. The growth of your business is not an option – it is a necessity. Coordinating the right mix of strategies to gain market share and improve client acquisition rates is essential to advance your firm in today’s economy. — Michelle Mosher
It’s undoubtedly true that investors’ financial security is no laughing matter, and this is reflected in the stolid, dour, reliable imagery and branding that is, by and large, the industry standard. This is hardly surprising—investors need to believe they’re placing their hard-earned money in the hands of experienced, trustworthy professionals. — Alexandra Levis
The number one question advisors ask when exploring a move to independence is how the economics compare to accepting a recruiting package from a major firm. It’s certainly a valid concern, because while the recruiting deals being offered by the wirehouses are down, it is still very possible for a top advisor to get a really attractive hard-to-pass-up offer. — Mindy Diamond
Municipal bonds might not be the first thing that comes to mind when you think of a sexy investment. They don’t typically command news headlines like the stock market or bitcoin. — Frank Holmes
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