Seen, Heard, Understood

How your clients' words reveal the channel their brain trustsFor two years, a client told her adviser she needed to "sit with it." He filed it under caution. He was wrong. She was telling him, in almost every sentence, exactly how her brain took in information, and he never heard it. Every client has a dominant channel: they take in the world by seeing it, hearing it, or feeling it. This episode adds the sensory layer on top of the four styles, so you can tune not just what you say but how it enters the client's nervous system. The clue is sitting in their own words.In this episode:The client who said "I need to sit with this" for two years.Visual, auditory, kinaesthetic, the three channels.The vocabulary tells you everything: see, hear, and feel words.Why "seen, heard, understood" are three distinct things, not one.Combining the styles and the channels: why a visual Commander is a different experience from a kinaesthetic Guardian.Links:Read the book: The Words That Change EverythingJoin the waitlist: psycfin.comRead the companion blog post: Seen, Heard, UnderstoodSponsor: The Psychology Edge for Financial Advisers is sponsored by PsycFin, the communication intelligence platform for financial advisers. Learn more at psycfin.com.About PsycFin: PsycFin is the communication intelligence platform for financial advisers. It profiles each client's behavioural style and sensory preferences, then shows you what to say and how to say it, in language each client can interpret and trust.