Guest: Kate Murphy, a journalist who has written for The New York Times, The Wall Street Journal, and The Economist. She’s also the author of You’re Not Listening: What You’re Missing and Why It Matters.

In a Nutshell: You probably keep a few golden discovery questions in your back pocket that help you collect clients’ stories and form meaningful connections. But how good are you at really listening to how people answer? Master the art and science of listening with your whole body and you’ll start picking up on tones, nuances, and hidden meanings in both what’s said and what’s left unsaid that you can incorporate into your personalized planning process.


.Kate Murphy and I discuss:

  • How to prepare yourself to be a good listener.
  • Carl Rogers and Richard Farson’s study of active listening.
  • The advantages and disadvantages of video chat.
  • Listening as a full-body experience.
  • The importance of past experience to our present perceptions.
  • Shift responses versus support responses.
  • Using “third things” to bring out commonalities and mutual understanding.
  • Kate’s critique of … my listening skills after hosting this podcast. I was shocked by her feedback!

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