Curiosity Opens Doors That Pitches Can’t

When I think about the most impressive people I’ve known, my uncle is always at the top of the list. He spent his career in Major League Baseball—first as a player, then as a coach with the New York Mets for over 30 years. By all accounts, he had an illustrious career. But what struck me wasn’t the stories he could tell about the game, even though he was an incredible storyteller. It was how he showed up in conversations with me—both when I was younger and, even more so, in my adult years since starting my practice. Every time we talked, he wanted to hear about my world. How was my business going? What was I working on?

Here was someone who had every reason to lead with his accomplishments, and instead, he led with curiosity. He had nothing to prove. His genuine interest made me feel seen, valued, and connected.
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That same quality—intellectual curiosity—is one of the most underrated advantages in business development. Too often, professionals fall into the trap of thinking they need to showcase their expertise, credentials, or successes. But the people who win the trust and loyalty of clients are the ones who turn the spotlight around. They ask thoughtful questions, they listen closely, and they show real interest in what matters most to the other person.

Curiosity changes the dynamic. It shifts a conversation from “here’s what I do” to “tell me what you need.” It uncovers opportunities you’d never learn about if you were busy trying to impress. And it builds trust faster than any polished pitch ever could.
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My uncle’s stories were memorable, but his curiosity made him unforgettable. In business development, it’s the same. People won’t always remember your credentials or your slides, but they’ll always remember how you made them feel. If you made them feel heard, understood, and genuinely valued, that’s what creates connection, and that’s what opens doors.