Advisor Institute Worksheet - Become a better collaborator | Eaton Vance

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Instructions

Evaluate how you build stronger emotional connections with others. Based on your assessment, use the space provided to identify the approaches you want to master and how you plan to embrace them.

Before the meeting

Commit to becoming completely “in the moment” during the conversation

Prepare a list of open-ended questions to lead a discussion with genuine interest

Shift your mindset to focus exclusively on the other person

List the approaches to master

Sample:

Commit to becoming “in the moment.”

Action items to embrace the approaches

Sample

Improve how I engage by:

Increasing direct eye contact in meetings
Calling each person by name in our discussion
Offering genuine compliments in meetings to foster positive emotions

During the meeting

Use powerful phrases to set a collaborative tone.

For example:

I welcome your comments and questions.
I view our relationship as a partnership.
What would have to happen for you to consider our relationship a success?

Lead discussions with questions to gain insights about the purpose of their wealth beyond goals and objectives

Solicit feedback on your recommendations

When you disagree with someone’s point of view, probe to understand the reasoning behind his/her position

List the approaches to master

Sample:

Solicit feedback on my ideas.

Learn more about the reasoning behind someone’s views when they don’t align with mine.

Action items to embrace the approaches

Sample:

After sharing an idea or opinion, pause and ask the other person to offer his/her views on what he/she heard.

Instead of simply disagreeing with someone’s opinion, ask, “Can you share with me what led to you to feel that way?”

After the meeting

Reflect on how you may have been perceived

Make note of ways you might refine your approach going forward

Send a note to client/prospect that details agreed-upon next steps

List the approaches to master

Sample:

Reflect on how I may have been perceived.

Action items to embrace the approaches

Sample:

Candidly assess what went well in the meeting while also identifying areas for improvement.

Identify ways to better engage based on areas identified for improvement.

Print a copy of your worksheet for your records

Well done! You’ve created a personalized plan to become a better collaborator.

You are on your way to chase positivity by:

Identifying ways to enhance how you collaborate consciously with others
Establishing goals for personal development and growth
Creating an action plan to achieve results

We encourage you to periodically review your progress against the plan and fine-tune your activities as needed.

What's next?

If you're interested in digging deeper into this topic, you can go to the next resource. If not, we recommend continuing to the next subtopic.

Getting started

LISTEN | An approach to learning the 3 Dynamics

WATCH | Why the 3 Dynamics matter

LEARN | A road map to master the 3 Dynamics

LEARN | Prepare for success

Communicating empathically

LISTEN | Practice leaving yourself behind

LEARN | Lead with genuine interest

LEARN | Three strategies to understand purpose

PLAN | Become more empathic

Collaborating consciously

LISTEN | Put away the black robe

LISTEN | Beware of painting with a broad brush

LISTEN | Don't take the bait

WATCH | Why intentionality matters

LEARN | Engage clients based on their coping style

PLAN | Become a better collaborator

Inspiring action

LISTEN | A proven approach to increase engagement

LISTEN | Align by deploying the joining technique

LEARN | Words and phrases to inspire action

PLAN | Inspire action in others

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