The Parable of the Coconut and Why the Lessons Learned are Key to Your Practice

In this download, I reflect on why the lessons learned from this Indian parable are key to implementing growth behaviours in your practice.

“Every prospect you go and see on a proactive basis will likely be this coconut, a hard shell that when you try and knock at it, it just hurts your knuckles and it seems to be impenetrable. The job of the skilled adviser is to be able, in a gentle way, to smash it wide open and find out what’s going on because when you ask empathetic questions and employ effective language it is very powerful”.