Listening for Gaps

"The most important thing in communication is hearing what isn't said." - Peter Drucker

The best exit advisors aren't the ones with the most answers — they're the ones who know which questions to sit with. An owner who says "I just want a fair price" is often really saying "I want to know my life's work meant something," and those are two very different conversations requiring two very different plans. The gap between what an owner says and what they actually need is precisely where the critical work lives.

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