When I visited the Reagan Library in California, I walked through a replicated version of his Oval Office. I noticed a plaque on his desk that read: There is no limit to what a man can do or where he can go if he doesn’t mind who gets the credit."

What this means: share your ideas and concepts with others. Let them digest it for themselves. Be open as they pass those thoughts and concepts back to you as their own ideas. People who share their ideas and give others credit create a positive connection in these relationships.

#1 Need: to be accepted and loved.

#1 Fear: rejection and loss.

Compassion in the workplace is a key ingredient. You must develop an understanding that people are doing the best they can with what they know. It’s the same at home. For example, you would not approach your teenage daughter regarding your retirement investments and what might be the best way to secure those investments. She likely does not have the capability to make such decisions.

The same with your prospects and customers: most of them do not have enough understanding of your subject matter or product. To make matters worse, they probably do not want to admit it. A great way to connect with people is to educate them with a compassionate tone: ‘Would it be helpful if I took time to explain some options to you?"

Adding compassion to your presentation brings positive energy into any discussion. It helps create a safe environment for customers to express their concerns. With the New Consumer, and given recent world events, people are rethinking what is important to them, how they want to spend their money and what truly represents value. They are looking for professionals who understand who they are. Take time to understand your customer. It represents a magnificent opportunity for you.