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Listen For The Need
By Jon Marshall, Owner of Suncoast NPI
Every week in Suncoast NPI, we do a lot of talking. Thirty second infomercials, feature
presentations, testimonials, guest introductions, referral reports, announcements, conversations before the meeting, conversations after the meeting, and sometimes a few conversations happening at the same time because apparently we are all very passionate about coffee and business cards.
But one of the most valuable things we do in this organization has nothing to do with talking.
We learn to listen.
That is one of the reasons we participate in Suncoast NPI. We improve our listening skills. And that matters because strong listening creates trust.
Every meeting gives you a chance to hear what people need and recognize how you can help. When someone gives their thirty second infomercial, you hear who they serve. When someone gives a feature presentation, you learn how their business works, what problems they solve, and what kind of referral is actually helpful. When you sit down for a one to one, you hear the story behind the business. You learn what drives them, what they are looking for, what challenges they face, and how you might be able to support them.
That kind of listening changes the way you participate.
You start to hear referral opportunities faster. You remember details that make introductions stronger. You become more confident when you pass a referral because you understand why the connection makes sense. You also become more trusted because people can tell when you are actually paying attention.
We have all felt the difference between being heard and being politely waited on until it is the other person’s turn to speak. One feels like respect. The other feels like standing in line at the DMV with a name tag on. Technically, you are present. Emotionally, you are somewhere else entirely.
In a strong chapter, people listen for a reason. They listen for the moment when they can help, refer, encourage, introduce, or follow up. That kind of attention builds relationships in a way casual conversation never can.
This connects directly to purpose. If part of your purpose is to serve your clients, support your chapter, and help people around you succeed, listening is one of the most practical ways you live that out. You cannot help people well when you rush past what they are saying. You help people well when you slow down long enough to understand the situation and recognize the right way to respond.
Strong listening also improves our culture. It makes 1:1s more useful. It makes referrals more accurate. It makes meetings more meaningful. It helps guests feel welcomed and members feel valued. Over time, a chapter full of strong listeners becomes a chapter full of people who trust each other.
So here is my challenge for this month. At your next meeting, choose one person and really listen. Listen for who they help. Listen for what they need. Listen for one detail you can remember. Then use what you heard to help them through a referral, introduction, testimonial, encouragement, or follow up conversation.
Suncoast NPI helps you improve your listening skills by training you every week to hear what people need and recognize how you can help, because strong listening creates trust.
And trust is where the best business relationships begin.
In abundance, Jon
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