January 01, 2026

Did you ever meet someone and just click with them? Chances are they were actively listening to you. Active listening is a fast track to building trust and clearing up misunderstandings. When you hone your active listening skills, you can connect with clients quicker and better identify their priorities and potential roadblocks.

Say less. You have great information to share, and it’s tempting to fill any silence with proof that you know what you’re talking about. The trouble is that when you’re talking, you aren’t listening.

Show that you hear. Let your clients know you’re taking in what they say. Attentive body language—like eye contact—signals that you are listening. You can also show you’re processing what they say by asking if you have it right: “What I hear you saying is… .”

Go with the flow. Don’t assume you know where the conversation is headed. Ask open-ended questions and be ready to be surprised. Let your follow-up questions be guided by what your clients say, not what is next on your list.

Listen for what they’re not saying. Great listening includes more than just the things you can hear. Pay close attention to non-verbal cues. Note any hesitation by the other person when certain subjects come up. Maybe there are concerns your clients haven’t yet put into words, even to themselves.

Thoughtful listening leaves space in the conversation for your clients to express what is most important to them. And that can help you help them more effectively, from your first conversation to closing day and beyond.