How Do I Keep Discovery From Turning into Interrogation?

That's a great question. We are going to start picking up these breadcrumbs. We're going to discover on them. We might even start feeling like an interrogator. All I do is ask questions. That can be annoying. There's nothing more annoying... Somebody would rather you drag them onto your stage, then you ask bad questions. That is why we have to pick up the right breadcrumbs and we have to ask the right questions. Now, fortunately, we have this IDAMAD process. Of all the skill sets that we're going to learn, IDAMAD is where the art is that should be where we put the most practice. It's an art.

That doesn't mean you have to be born an artist. You have to have a feel for the way that you communicate. But when somebody says, "Eric, I'm in a pickle right now. I've got a really tricky situation," it could be as simple as tricky. Right? All they want to know is that we're seeking to understand. The quicker we do it, the more they get to talk. Now, it wouldn't be wrong, but it's also not going to be as smooth if we go, "When you say tricky, what do you mean by tricky?" It's like, "Ooh, I was just trying to talk to you. You're kind of freaking me out." We have to get out of this mindset that a question is supposed to be some interrogation. It's simply saying, I'm interested. Keep going.

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