Listen for context

- [Instructor] When I talk about listening for context, this is really critical. Most of us don't understand the backstory to any conversation. We turn up, like we walk into a movie theater, 35 minutes into the movie, and we're trying to figure out who are these characters and what's the plot, and when they're all laughing, what am I missing out on? And most of us don't take the time to simply say, can we get back to the beginning? When did this all start? And slowly, by putting those pieces of the context into place, it's not important for you. Yes, you'll make sense of it, but it's more important for them. So one of the powerful questions that you'll always want to ask is, when did this start? So for a lot of people, whether you're in sales, or professional consulting, and all of that, most of the time you'll take a brief, but you only take the brief at that point in time. What we're looking to do in the future is…