Over the weekend, I dropped by Home Depot to pick up a few items. While I was searching 
for a specific tool in the heavenly tool department, I noticed a dad and a little girl. She was around 4-5. She had on a leprechaun hat and a cute little green dress, and to top it off, she and her dad both had red hair. They looked like the stereotypical Irish family, and it was St Patrick's Day.
Having a four year-old granddaughter, I notice little kids more than in years past and I admit, I enjoy them more too. The dad and little girl were walking along the tool isle chatting about something unintelligible, but it was obvious, there was a great connection there. Her eyes were sparkling and she seemed to be having a great day. Then, she looked up and saw me straight ahead. She shut down, looked down, grabbed her dad's hand tight and clammed up. It was sad. It made my heart break.
When they passed me, she started talking again and everything went back to what it was. When I left Home Depot, I passed what looked like another dad with two little boys. One looked to be around 5-6 and the other one was around 2-3. They were out for a walk on a beautiful day.
The younger boy was staring up into the sky with a great big smile and eyes full of awe at the clouds rolling by, the birds flying overhead and the wind stirring the trees around him. He was clueless to my presence and the cars passing by or the fact that he was about to drift off into the street. Fortunately, dad was nearby and fully aware of his awe-struck son who was loving the moment.
As I drove along, I thought about those two images. I don't know anything about either family or how the children are being raised, but one thing stood out. The little red-headed girl seemed to be aware of a world that has danger and bad people and the little boy was living in a world full of wonder and awe-inspiring moments that were there for his enjoyment.
Think about that for a moment, that is the challenge you have with every client you come in contact with. Some have been scared by life, and others have been freed by life. Some have been taught things they should probably unlearn, and others were never taught much of anything. Some of your clients will be explorers who are ready to take on the mountains, and others will be those who cower at any challenge that elicits danger.
Because we don't know where our clients are coming from, it is necessary for everyone of us to be patient with every client until they reveal their level of risk and enjoyment. No two clients are the same, and every scenario should be approached with a wise sense of caution that allows clients to reveal who they are.
Not all personalities will mesh in a deal, and sometimes, you may want to pass a potential client on to someone else, but I think most clients can be an asset if each of us is willing to learn who they are before we make any judgments about how to work with them. Some of my favorite clients were some of the hardest to get to know. But, a little effort made us friends for life.
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