You have to be careful providing people what they need. At a certain point, meeting needs requires a certain level of you imposing your thoughts on another person. Sometimes this works, such as when a person actually has a need that they are completely unaware of, like the need for life insurance. But many times, you make judgments about where they are and where they should go, and how they should get there. Best case is you are perceived as mildly helpful. Worst case, you are seen as arrogant. more about you that them.
On the other hand, focusing your effort of discovering what they value puts you in their world, and follows the path of least resistance to get them to a better place for them. I’ve seen the interaction between and advisor who values a simple and straight-forward approach with a wholesaler who believes everyone has to look at the complexity and learn certain things before acting. Clash of value and need, and never ends pretty.
Take a look at how you approach people you are trying to help. think about what they might need, find out what they value, and close the gap between them.
