“I have an extensive network,” the prospective client shared.

“I don’t need any help with opportunities through my network. I only want help finding new leads.”

“I see,” I replied. “There’s no doubt we can help you grow your network, start conversations and help you uncover new leads. However, I’m a bit confused.”

“About what?” he asked.

“You mentioned you have been looking for something new for over six months,” I said. “If your network is so extensive and you have it under control, why are we visiting today?”

It’s a challenge question. There’s no doubt it can cause those on the receiving end some consternation. It’s meant to cut through the smoke screen to get to the truth.

‘I have over 8,000 connections on LinkedIn. They know of my work,” he said defensively.

“Absolutely,” I agreed. “I can see that on your profile. I’m not trying to be a hard nose. I just have to help people see the truth or nothing will change with their outcomes. If I didn’t care about helping you I just wouldn’t engage.”

“I see,” he said with a heavy sigh. “What can you do to help?”

We helped him face the truth. That’s the hardest part for most accomplished leaders. Something wasn’t going right. Then, we helped him fix it.

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