Advisor Institute Worksheet - Become more empathic | Eaton Vance

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Instructions

Evaluate how you build stronger emotional connections with others. Based on your assessment, use the space provided to identify the approaches you want to master and how you plan to embrace them.

Before the meeting

Identify your goal for the meeting

Prepare a list of open-ended questions to lead a discussion with genuine interest

Shift your mindset to focus exclusively on the other person

List the approaches to master

Sample

Ask better questions to convey genuine interest.

Shift my mindset to focus exclusively on the prospect, client or team member before engaging with them.

Action items to embrace the approaches

Sample

Before each meeting prepare three to four open-ended questions that align with meeting goals and foster positive emotions.

Embrace daily meditation to help increase overall focus.

During the meeting

Avoid making assumptions without proper discovery

Validate what you hear even if you don’t agree

Avoid making judgmental comments

Listen more than you talk

List the approaches to master

Sample

Validate what I hear even if I don’t agree.

Talk less – spend more time listening.

Action items to embrace the approaches

Sample

Practice active listening – acknowledge what I heard the other person say.

Take breaks when speaking in order to ask the other person if he/she has questions. Allow others to express their points of view throughout the discussion.

After the meeting

Reflect on how you may have been perceived

Make note of ways you might refine your approach going forward

Send a note to client/prospect that details agreed-upon next steps

List the approaches to master

Sample

Reflect on how I may have been perceived.

Action items to embrace the approaches

Sample

Candidly assess what went well in the meeting while also identifying areas for improvement.

Specify ways to better engage based on areas identified for improvement.

Print a copy of your worksheet for your records

Well done! You’ve created a personalized plan to become more empathic.

You are on your way to chase positivity by:

Identifying ways to enhance how you build emotional connections with others
Establishing goals for personal development and growth
Creating an action plan to achieve results

We encourage you to periodically review your progress against the plan and fine-tune your activities as needed.

What's next?

If you're interested in digging deeper into this topic, you can go to the next resource. If not, we recommend continuing to the next subtopic.

Getting started

WATCH | 3 Dynamics to Overcome Client Inertia

LISTEN | An approach to learning the 3 Dynamics

LEARN | A road map to master the 3 Dynamics

LEARN | Prepare for success

Communicating empathically

WATCH | See the World Through Clients' Eyes

LISTEN | Practice leaving yourself behind

LEARN | Lead with genuine interest

LEARN | Three strategies to understand purpose

PLAN | Become more empathic

Collaborating consciously

WATCH | Engage Clients in the Decision-Making Process

LISTEN | Put away the black robe

LISTEN | Beware of painting with a broad brush

LISTEN | Don't take the bait

LEARN | Engage clients based on their coping style

PLAN | Become a better collaborator

Inspiring action

WATCH | Motivate Clients to Move Forward

LISTEN | A proven approach to increase engagement

LISTEN | Align by deploying the joining technique

LEARN | Words and phrases to inspire action

PLAN | Inspire action in others

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