You have to be present with your clients. Acknowledge, ask, acknowledge, ask. Follow the breadcrumbs your clients are leaving in their words and actions, and ask questions to find out more. Maybe you think you're bothering them, but you aren't. You will find out exactly where they're at and what they need AND it shows you're interested in their point of view. There's a lot of superficial information out there. Follow the clues and dig deeper. Uncover things that others can't or won't uncover and become a super sleuth. It could be the difference between closing a deal and helping someone achieve their goals.
