Episodes 36 - 40

• In this episode, Will and Tom talk about all the nuances between strong and weak words and how to intentionally work to get better about the words we are using.
• Tom shares a technique that has helped him improve his use of words and how we can all implement this new technique as a way to improve.

• Will and Tom explore a mindset of how to uncover where the case is.
• Will and Tom discuss specific ways to think through the fact pattern in a way to make recommendations that are congruent with a client’s way of thinking and help the client have a bigger vision for what we are recommending and how it makes sense for them in the context of their world and their planning up to this point.

• Will and Tom talk about if you have a case and how finding out sooner is better.

• Will and Tom talk about going from the mindset of “What’s required?” to “Where’s the opportunity here?”

• Will and Tom talk about how to help reps think differently about how to bring value and in turn get clients to think differently.