1. What do I listen for?

I listen for friction points in performance and life - not just problems, but where something is slowing someone down.

Things like:

- inefficiency ("this takes me forever...")

- stress or overwhelm ("I've been meaning to handle this...")

- avoidance ("I know I should, but...")

I'm not trying to match services - I'm listening for where someone's capacity is being limited in any area, whether that's financial, legal, home, or business.

2. How do I capture it?

I keep a simple running not in my phone organized by category or profession.

I'll write:

- Name

- Friction Point

- Possible category (who on the team this connects to)

For example:

"Sarah - overwhelmed with bookkeeping- CPA"

It's quick, clean, and easy to revisit before I reach out or make a connection.

3. Why does that method work for me?

Because it allows me to connect people based on real needs, not forced referrals.

When I follow up, it's specific and intentional:

"Hey, you mentioned you've been overwhelmed with bookkeeping - would it help to connect with someone I trust who specializes in that?"

That approch works because if feels natural, relevant, and helpful - not like a sales pitch.

I don't listen for what people do - I listen for where they're stuck.