Kalia and I had the pleasure of hosting my parents, sister Sue, and brother-in-law Rick for a few days after the wedding.

When people visit us on Marco Island, we become unofficial tour guides. Boat rides. Fancy dinners. Sunset drinks. All the stuff you “should” do when people come to paradise.

But this time, we asked, “What do you guys want to do?”

And they said, almost in unison:

“Nothing. Just hang out, relax, and go to the beach.”

So that’s what we did.

No jam-packed itinerary. No overthinking.

Just conversations around the kitchen island, sitting by the pool, and a lazy beach day.

And you know what?

It was perfect.

Because we didn’t assume, we asked. And then we listened.

Now, here’s the pivot (you knew it was coming):

Most professionals prepare more for what they’ll say in a consultation than for how they’ll listen.

And yet, one of the most powerful things you can do before a call with a prospective client is to think through a few simple questions:

• What do they actually want?
• What assumptions might I be making?
• How can I create space for them to tell me instead of me “telling” them?

Doing this creates trust. It positions you as someone who’s paying attention—not just trying to cram your offer down someone’s throat.

Want better conversion rates?

Talk less. Ask more. Listen harder.

Tomorrow, we’ll discuss a “pre-call mistake” I see even smart professionals make and how to fix it quickly. Stay tuned.

Kick butt, make mucho DEEnero!

Dave “Just Chillin’ On Marco” Dee