EASY tip to build rapport.
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Transcript:
This is the fastest way to build rapport. And I learned this during my time at Goldman Sachs. Most people especially the sales profession, will do some pretty cool tactics like mirroring and matching. They will try to connect and build rapport with connection to artifacts around saying, Oh, you ski and Aspen ice ski and Aspen to they'll try personal connections. But as an advisor at Goldman, we were taught this idea that if there's any way you can get to the money conversation, and what I mean with a money conversation is what is the heart of the conversation? Is it money? Is it relationships? Is it vulnerability? What is the deep truth around it when you're talking? Mostly if you get to the money conversation first, you instantly become the adviser. The fastest way to build rapport is to get to the heart get to the truth first, and in most cases is getting to the money conversation first and putting that aside because it makes everybody relaxed and makes everybody trust you in the relationship.
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