It’s not easy to do when around you everyone wants something.
They want what everyone else is doing and achieving.
They want the overnight success that others are achieving.
They want to reach their goals faster and sooner than the last guy.
But they aren’t ready for it because they haven’t quantified the need.
They haven’t figured out what they need to do before they can start wanting something.
These are the hardest conversations with new clients when they are so excited they start talking about all the things they want to do, want to accomplish and want to become.
Your job as the freelancer, consultant and leader is to convince them of the Need – what do they NEED to do to become a success. It’s a harder road because the client might not want to hear it, but at the end of the engagement, they’ll definitely be thanking you for it.