When you walk into a room as a presenter, it’s easy to feel as if you’re in a position of power: You’re up front, perhaps even elevated on a stage, and people came to hear you speak. In reality, though, you’re not the star of the show. The audience is. Why? The people you’re addressing will determine whether your idea spreads or dies, simply by

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What?

The best leaders don't push to be understood—they work to understand.

So What?

Most leaders think they need to be understood. But the ones who make the most significant impact flip the script—they focus on understanding first.

When you don't understand someone, you fill in the blanks with assumptions. You misread silence.

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Part of the work involves leaving the safety of our own perfectly correct narrative and intentionally entering someone else’s. And so, there’s the challenge of embracing the gulf between what you see or want or believe and what those you’re serving see, want, or believe. Because they’re never the same. And the only way to engage with this gap is to

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