Doing Things Right Or Doing The Right Thing

In an article by Wilfred Ling, he talked about a mother who would like to leave her estate to an adopted child.

So, in her Will, the lawyers probably did things right by fact finding the number of children and drafting the Will the typical legal way. However, they did not do the right thing by seeking the client's wishes and listening to their actual circumstances.

I think in sales, one can get caught up in making sure all the compliance and regulatory requirements are done properly. But it is actually more important to do the right thing as well, by listening to the actual needs that need to be addressed.