Exhibit: The Everyone Wins! Process

Source: Everyone Wins! How You Can Enhance and Optimize Business Relationships Just Like Ultra-Wealthy Entrepreneurs (2020)

Step #1: Your self-interests: The starting point is your own self-interests. For example, your self-interests will likely include building strong relationships and, over time, increasing your assets under management. Your self-interests probably include obtaining more business from current clients and getting more high-quality clients. Keeping your self-interests—whatever they are—top of mind will better enable you to go into each and every business interaction with a clear understanding of what you want to achieve. You need to be as precise as possible. Yes, you want more clients, but how many more?

Step #2: Their self-interests: You must now ascertain the self-interests of other people such as your clients and other professionals. The following are the interconnected methods you employ to help you learn about them:

• Tuning in: You need to convey by your presence—whether it’s in person or over the Internet—that you’re interested and concerned. You impactfully listen and you’re authentic.
• Discovery: You artfully use open-ended questions and probes to get the required insight into what really matters to your business relationships, as well as what causes them concern.
• Empathy: You need to sincerely understand other people from their vantage point and know what it’s like to “walk in their shoes.” You also need to make sure they understand that you possess this deep insight about them.

Step 3: Appeal to their self-interests: Direct alignment and adding value are the two approaches you can take to help other people achieve their self-interests.

With direct alignment, you concentrate on the overlap between your self-interests and their self-interests. The more overlap that exists, and the more it is that your respective actions further your shared goals, the easier it is to reach agreements and move forward to pursue mutual success by supporting each other.

With delivering added value, you’re using your capabilities, insights and connections to help other people achieve goals and agendas differing from yours or are not directly connected to yours. This regularly drives those people you helped to help you in return.

Delivering added value can be a little trickier to implement then direct alignment, but it is constantly very effective.