Listening and talking

Kinder and Benedict have much in common when it comes to listening and talking. As most of us know the opening words of the Rule are "Listen carefully... with the ear of your heart." Later, in his powerful section on humility (Chapter 7), Benedict reserves the three penultimate degrees of humilty for the way we speak - "refrain from unecessary speech", "don't be given to empty laughter" and "speak gently and seriously with words that are weighty and restrained".

How wonderful to apply those parts of the rule to financial planning, as George Kinder has done. Kinder pays great attention to the importance of listening deeply, not only to our clients but to ourselves also. In the first few meetings, life planners sit with their clients, letting them talk, listening not just with their ears, but their whole heart and mind, asking nothing more than a few open questions where necessary.

More, these listening sessions are conducted in a spirit of compassion; they are absolutley non-judgemental, and for the client are the start of the process of healing from pain and suffering felt by so many in the world today.

In the same way, Benedict encourages us to listen deeply, be aware and be understanding. We should not tell others how to run their lives, shame them, laugh at them, denigrate them.

In the end, our clients usually come forward with their own plan for life; their planners don't impose it upon them, but simply guide, challenge and suggest solutions for the obstacle that prevent the client getting where they want to be.

For so many in financial services, whose work is about presenting, selling, persuading, these parts of Benedict's Rule make a superb teaching text.