THE CONSTRUCTION SOURCE CANADA Additionally, Lester says he and his team have the ability to truly listen to their clients and intrinsically understand their needs – and believes that also sets them apart. “When we meet a client, we’re not really trying to sell them a design. We’re trying to solve their problems. I think that’s what resonates with people – our process and our approach is all solving the client’s problems, rather than trying to sell them something.” Lester also possesses a rare ability to truly hear what a client wants – even when the client themselves struggles to articulate it. He believes that ability is difficult to teach or learn. “It’s a gift,” he says. “It’s not something I studied for. It’s just something I have – the ability to visualize something when somebody is talking.” Lester describes a recurring scenario in client meetings where an associate might paraphrase a client’s wishes one way, and Lester will offer a different interpretation. Nine times out of ten, he says, the client responds with: “That’s exactly what I want.” Combined with his builder’s instinct for practical, cost-effective solutions, this ability gives Imagine a distinctive edge in translating a client’s vision into a finished design that actually works.
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