Let’s talk about active listening—the one skill that’s both incredibly simple and ridiculously underused. We’ve all been there, nodding along in a conversation, mentally drafting our grocery list, or wondering if we left the stove on. But in business coaching, this won’t cut it. If you want to genuinely understand your client’s needs (and, let’s be real, get to the root of their issues), active listening is your secret weapon.
Now, active listening isn’t just about hearing the words coming out of your client’s mouth. It’s about really tuning in—like, “I’m so focused right now I could win a staring contest with a statue” level of attention. And yeah, I get it, in today’s world of endless notifications and short attention spans, that’s asking a lot. But trust me, it’s worth it.
When you actively listen, you’re not just picking up on what’s being said—you’re catching the stuff that’s not being said, too. The pauses, the hesitations, the changes in tone—these are all clues to what your client is really struggling with.
(Pro tip: Sometimes it’s the thing they dance around the most that’s the real issue.)
But here’s the kicker: Active listening also involves resisting the urge to jump in with advice the second you think you’ve got the answer. I know, you’re a coach, you want to help. But sometimes, the most powerful thing you can do is just…wait. Let the silence hang there for a beat. You’d be surprised what people will say when you give them a little space.
And let’s not forget about the magic of mirroring. No, I don’t mean copying their every move like a mime but reflecting back on what you’ve heard. It’s like holding up a mirror so your client can see their own thoughts more clearly. A simple, “What I’m hearing is…” can do wonders. It shows you’re really paying attention, and it gives them a chance to clarify or dive deeper.
Active listening turns your coaching sessions into a space where your clients feel truly understood. And when people feel understood, they’re more open, more honest, and more likely to dig into the hard work of change. So, next time you’re in a session, put down your mental grocery list and really listen. It’s a small shift with a massive payoff.
And who knows? You might just learn something about yourself in the process.
Scott Lippitt has over 25 years of experience in marketing and advertising for some of the biggest brands in the US, such as Progressive Insurance, Black & Decker, Hallmark, Hershey’s, Arby’s, Dunkin’ Donuts, and Old Spice.
Fifteen years ago, he and his wife Pam got tired of turning millionaires into billionaires (or at the bare minimum, multi-millionaires)… ‘they weren’t that grateful nor were they that generous!” So, they turned their attention from helping Wall Street to helping Main Street.
Now, Scott Lippitt works with small business owners to help them double and even triple their profit while spending little to no additional monies on marketing to do so. He also offers a program that provides advisors, consultants, and coaches with the tools, training, and support to generate a consistent flow of qualified leads and predictably convert those leads into high-paying clients ($440-$1,180 per hour!) To learn more or to contact Scott, go to www.businessgrowthology.com or email info@businessresultants.com.