Understanding the person first makes expertise land

During a recent trip through Puglia, my wife, Amy, and I arranged to meet Cristina for an evening walk through Ostuni's White City.

Her instructions were simple: Look for the woman in the blue dress.

We found her near a historic church, ready to introduce us to the city she knows so well.
What interested me most was how she began.

Cristina had a deep knowledge of Ostuni's history, but before sharing it, she asked questions about us. She wanted to understand our interests and what we hoped to experience.
That curiosity changed the conversation.

As we walked through the narrow stone streets, she connected the city's history to stories of the people who live there. We talked about local traditions, the changes she had witnessed growing up in the region, and how Ostuni continues to evolve while preserving its identity.
I kept thinking about her approach.

In leadership, we often enter conversations with considerable experience and a point of view. The temptation is to begin sharing what we know.

Cristina demonstrated the value of understanding the people in front of us first.

Her knowledge became more relevant because she took the time to understand what interested us.

It's an approach worth remembering in any important conversation.

How often do we ask enough questions before offering our perspective?

I want to thank my friends at @Carolina Santarelli leader of Affresco Event Group who creates bespoke journeys and events in Italy. There longstanding local relationships, a discerning eye and a personal approach open the door to an Italy experienced through its culture, its landscapes and the warmth of its hospitality.
Lia Lacirignola, Event Manager at Affresco Event Group was instumental in helping us find our way.