A while ago I posed this question for myself.

A while ago I posed this question for myself.
𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗸𝗻𝗼𝘄 𝘆𝗼𝘂𝗿 𝗰𝗼𝗮𝗰𝗵𝗶𝗻𝗴 𝗶𝘀 𝗲𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲?

I decided these two phrases let me know I’m on track.

After I ask a question. My client says:
“𝗜’𝘃𝗲 𝗻𝗲𝘃𝗲𝗿 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗮𝘁 𝗯𝗲𝗳𝗼𝗿𝗲.”

After I make a statement. My client says:
“𝗜’𝘃𝗲 𝗻𝗲𝘃𝗲𝗿 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝗼𝗳 𝗶𝘁 𝗹𝗶𝗸𝗲 𝘁𝗵𝗮𝘁 𝗯𝗲𝗳𝗼𝗿𝗲.”

I glow inside when I hear these.

They’re why I do the work.

But then I got to wondering—why these phrases mean so much to me.

“𝗜’𝘃𝗲 𝗻𝗲𝘃𝗲𝗿 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗮𝘁 𝗯𝗲𝗳𝗼𝗿𝗲”
Means my question disrupted a thinking pattern.
Like opening a door to new possibilities they didn’t know were there.

“𝗜’𝘃𝗲 𝗻𝗲𝘃𝗲𝗿 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝗼𝗳 𝗶𝘁 𝗹𝗶𝗸𝗲 𝘁𝗵𝗮𝘁 𝗯𝗲𝗳𝗼𝗿𝗲”
Suggest a reframing of a current perspective.
Like new light through old windows that someone has cleaned..

𝗔𝗻𝗱 𝘁𝗵𝗮𝘁 𝗹𝗲𝘃𝗲𝗹 𝗼𝗳 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻 𝗶𝘀 𝘂𝘀𝗲𝗳𝘂𝗹.

It's the purpose I set out to fulfil 30 years ago. To act as a conversational catalyst—elicit insight and shift perspective.

Only that’s a bit of a mouthful—let's say 𝗵𝗲𝗹𝗽 𝗼𝘁𝗵𝗲𝗿𝘀 𝘁𝗵𝗶𝗻𝗸 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁𝗹𝘆.

Now, like everyone, I need feedback on my progress. That shows me I’m succeeding. Making progress.

Up until now, I have relied on chance remarks for that.

But, for 2025, I’ve created some new questions to encourage immediate feedback.

⇥ 𝘞𝘩𝘢𝘵’𝘴 𝘴𝘰𝘮𝘦𝘵𝘩𝘪𝘯𝘨 𝘸𝘦 𝘵𝘢𝘭𝘬𝘦𝘥 𝘢𝘣𝘰𝘶𝘵 𝘵𝘰𝘥𝘢𝘺 𝘵𝘩𝘢𝘵 𝘺𝘰𝘶’𝘥 𝘯𝘦𝘷𝘦𝘳 𝘵𝘩𝘰𝘶𝘨𝘩𝘵 𝘰𝘧 𝘣𝘦𝘧𝘰𝘳𝘦?
⇥ 𝘞𝘩𝘢𝘵 𝘧𝘳𝘰𝘮 𝘰𝘶𝘳 𝘤𝘰𝘯𝘷𝘦𝘳𝘴𝘢𝘵𝘪𝘰𝘯 𝘵𝘰𝘥𝘢𝘺 𝘩𝘢𝘴 𝘤𝘩𝘢𝘯𝘨𝘦𝘥 𝘺𝘰𝘶𝘳 𝘱𝘦𝘳𝘴𝘱𝘦𝘤𝘵𝘪𝘷𝘦?

Are those useful?

-

Here's something to think differently about.

You'll see lots of talk about winning 𝗵𝗶𝗴𝗵-𝘁𝗶𝗰𝗸𝗲𝘁 consulting deals.

Beware, that's hypnotic language ... made to lead your brain into buying.

Here's the antidote.




The last time I asked someone this (a self proclaimed B2B consulting 'guru') his reply was his own high-ticket offer is $15,000.

Not so high-ticket then, really!

Try something similar next time you hear vague language.

-