By Michael Wallace, Title Advisory Group

In today’s fast-paced world, the art of meaningful conversation is often lost amidst the noise of our own thoughts and the drive to make an impression. How often have you found yourself in a conversation—with a client, a coworker, or an employee—and thought, Why am I still talking? What’s the point? They’re not even listening anymore.

This scenario is all too familiar. Fifteen years ago, I had a breakthrough moment during a session with a mentor who introduced me to a simple yet transformative acronym: WAIT—Why Am I Talking?

The Power of WAIT

The essence of WAIT is self-awareness. It prompts us to pause and evaluate our contributions to a conversation. Are we speaking to genuinely add value, or are we simply satisfying our ego?

For example, when I meet with new corporate clients, my primary goal is to understand their challenges, aspirations, and pain points. This requires asking thoughtful questions and actively listening. However, as the client speaks, my mind often races. I’m reminded of similar situations with other clients, and I feel the urge to interject with examples, solutions, or anecdotes.

It’s a natural instinct, especially for those of us in sales or advisory roles. We’ve been conditioned to believe our job is to talk, to persuade, and to establish credibility. But effective communication is not about dominating the dialogue; it’s about fostering understanding and connection.

The 80/20 Rule of Communication

We’ve all heard the adage that sales—and really, any meaningful interaction—is 80% listening and 20% talking. In practice, though, it often feels like 60/40, or worse. When we’re in a discovery phase with a client, we might feel compelled to fill the silence, share our expertise, or prove our value.

This is where WAIT becomes invaluable. By asking ourselves, Why am I talking? we can shift our focus from our need to speak to the needs of the person in front of us. Are we sharing something that genuinely serves them, or are we speaking to boost our own confidence or credibility?

Cultivating Presence Through WAIT

Being present in a conversation means being fully engaged and attuned to the other person. It’s about creating a space where they feel heard, understood, and valued. To do this, we must:

1. Ask Insightful Questions: Instead of rushing to share your thoughts, focus on asking questions that encourage the other person to reflect and share more deeply.
2. Listen Actively: Pay attention not just to their words, but to their tone, body language, and underlying emotions.
3. Pause Before Speaking: Before you respond, take a moment to consider whether your contribution is truly necessary and beneficial.
4. Let Go of Ego: Recognize when your urge to speak is driven by a desire to impress rather than to serve.

Why WAIT Matters

The real power of WAIT lies in its simplicity and its ability to create meaningful connections. By practicing WAIT, we can:

• Build deeper, more authentic relationships.
• Gain a clearer understanding of others’ needs and perspectives.
• Foster trust and collaboration.
• Enhance our own self-awareness and communication skills.

So, the next time you’re in a conversation, remember to WAIT: Why Am I Talking? Are you speaking to help the other person grow? Are you contributing to the relationship in a meaningful way? Or are you merely satisfying your own need to be heard?

Let’s Keep the Conversation Going

Thank you for taking the time to explore the concept of WAIT with me. I hope it inspires you to bring more presence and purpose to your conversations. If this resonates with you, I’d love to hear your thoughts. Feel free to comment and share your experiences. Let’s continue this dialogue and create more opportunities to grow together.

Michael Wallace Title Advisory Group