• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • 858-456-0160
  • Member Login
  • Contact Us
The Accountability Coach

The Accountability Coach

Aim For What You Want!

  • Welcome!
  • My Podcasts
  • Business Success Resources
    • Business Success Tips and Resources Blog
    • Free Webinars
    • Free Articles
    • Coaching Options
      • One-on-One Accountability Coaching
      • Establish a Peer Coaching Team
      • Group Coaching
      • Hold Yourself Accountable
  • Success Store
    • Business Success Store
    • Join The Free Silver Membership
    • Audio Learning To Take With You
    • Books Store for Even Greater Success
    • Affiliates
  • Success Stories
  • About Us
    • Speakers & Trainers
    • Bill Bachrach, CSP, CPAE
    • Anne Bachrach

How to Quickly Get in Sync with Someone

June 4, 2009 by Anne Bachrach Leave a Comment

The Power of Pacing.

A skill required throughout the entire client development process is the skill to get in step, or get back into step, with prospects and clients, either on the phone or face-to-face throughout the life of the relationship.

The first step toward building trust.

As a successful business person we must get in step with our prospects and clients by being like them. This creates feelings of trust and rapport and actually helps us empathize.  Stephen Covey, in his book “7 Habits of Highly Effective People,” describes empathic listening as listening with the eyes, ears, and heart.  Empathic listening is listening for feeling and for meaning.  It is listening to understand, not just listening to respond. One way to accomplish this is with Pacing.  While this sounds very simple, developing this skill requires practice and a commitment to be truly client-focused.

You will find this strategy is much faster and more predictable than using the old “Personality Styles” approach  (ie: Driver, Sociable, Thinker, Amiable.).  It is a lot easier to remember to do also.

In its’ simplest form, the essence of pacing is to go at their pace: slow, medium or fast.  If the prospect goes slow, you go slow.  If they go fast, you go fast, etc.  When people operate at a much faster/slower  pace than us it tends to make us feel uncomfortable (even possibly anxious or stifled). 

One reason pacing is so powerful is because we tend to trust people who are like us.  Many studies have been conducted by psychologists and other scientists of human behavior which support this observation.   

There are 3 main ways to physically pace.
1. Mirroring = It looks like they are looking in a mirror.
2. Matching = Pacing exactly what they are doing.
3. Cross-over = Pacing with a different part of the body altogether.

What does it mean to “pace” someone physically?  It means we act like they act, move like they move and even talk like they talk!

Pacing is…

·         The ultimate courtesy.

·         Demonstrates that you care.

·         Proves that you are truly client-driven.

 

“Listen and go at their pace.”

____

Do you feel like your business has plateaued or you are sick and tired of being sick and tired? Could you use a shot in the arm to make even more progress on your goals? Consider working with The Accountability Coach. I’m here to help you accelerate your results, so you can enjoy your ideal business and ideal life! Reach out today for your complimentary consultation.

Want timely and relevant information to help you make more money and work less, so you can enjoy your ideal business and ideal life?  Subscribe to my business success tips blog by going to https://www.accountabilitycoach.com/blog/. Feel free to share this with others who you think would get value.  Let me know how else I can be of assistance to you on your goal achievement journey.

Filed Under: Blog Post, Effective and Efficient Behavior Tagged With: Accountability, accountability coach, achieve goals, anne bachrach, Be in Sync With Someone, business accelerator, business growth strategies, business owner training, business planning, business success principles, business success resources, effective communication, entrepreneur business success tips, entrepreneur coaching, entrepreneur training, entrepreneurial mindset, financial advisor accountability coach, financial advisor coaching, Financial Advisor Training, financial planners, Financial Professionals, financial services industry, goal achievement, Goal Setting, goal setting exercises, goal setting tips, high payoff activities, increase focus, limiting beliefs, Mirroring and Matching, Pacing, personal development, practice management, Productivity in business, professional development, Registered Investment Advisors, revenue generation, small business owner mindset, small business owner tips, small business training, stop procrastination, time management, work life balance

Reader Interactions

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Primary Sidebar

SUBSCRIBE TO BLOG

Enter your email address to subscribe to my blog for business success tips and resources.

Testimonials

I’ve sometimes thought of myself as not coachable – fits & starts on progress – but when I looked at where I’ve come, I can tell it works. This year, I’ve experienced over 50% growth – and with that growth came some confidence… confidence to finally go after what I know I should have done – we’ve added a flat-fee-only option to our offerings, and that’s ALL I’ll be targeting for 2014 and beyond. With that under our belts, I can foresee another 50% growth year for each of the next 2 years!

Louis Leyes, Trusted Wealth Advisors, LLP

Footer

Get In Touch

Loading

Contact Us

PHONE
858-456-0160

EMAIL
anne@accountabilitycoach.com

MEMBER LOGIN

Stay Connected

  • Facebook
  • Instagram
  • LinkedIn
  • Pinterest
  • Twitter
  • YouTube

Copyright © 2023 · A.M. Enterprises · Anne Bachrach · The Accountability Coach™ • All Rights Reserved

Download The Guide to Stopping Procrastination Now!

Mind over matter, right? Sometimes, that’s easier said than done. When we’re faced with a laundry list of to-dos and with not enough time in the day, it can be easier to distract ourselves and push things off to the next day. And when more items get added to our list, it becomes overwhelming, and we continue to procrastinate even more. A vicious cycle, but one that can be overcome. That’s the good news!

Click Here to Get Your Free Copy!