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HABIT 5: Seek first to understand, then to be understood

These effective advisors are great listeners. As they interact with students and prospects they truly listen and empathize seeking to understand a prospects true motivations and challenges what is important to them about their choice of a university. They listen before they prescribe a solution. Perhaps the university is not the right fit but they have the courage and the compassion to guide them to the right solution.

You have to build the skills of empathic listening on a base of character that inspires openness and trust.

Greg Swinhart
Senior Vice President