This insightful quote I once heard stays with me: Tell me what gives you your sense of importance and I will tell you what you are. That is the most important thing about you. That is what determines...
Top sales professionals will confirm that nurturing their sphere of influence is essential to their success. When trust and rapport are well cultivated, it can yield tremendous bottom-line results.
Trust and rapport are essential for moving a positive first impression forward to create a meaningful and lasting connection. They are the heartbeat of business, the backbone for high performing teams...
Trust and rapport are listed in that order because without first building trust, healthy rapport is not possible.
Use Discretion & Good Judgment. Don't share your most embarrassing moments with public exposure. Doing what is right is not always easy and can require uncommon courage. Be brave my friends, living ri...
Use Fun & Humor. Humor lightens spirits, comforts through a challenge, brings people together, engages, and entertains. Bring delight and joy to others and you will leave them wanting more.
Use questions to find out where people are, where they want to be, and how you can help them cross the great divide. When I was in real estate, there were times when brand new clients would get into m...
Usually this kind of self-serving honesty will sabotage your success. If you can't say something nice, don't say anything at all. Realize that sometimes your own words can, and probably will, come bac...
We all know that person—the one who wakes up on the right side of the bed; the one who surely consumed a bowl of sunshine for breakfast; the one who asks how you’re doing and means it. How do they ema...
We can choose how we present ourselves to the world—and we should. From a sales perspective, who would you rather work with? Someone who is friendly and amiable or someone who is stiff and unyielding?
Well-crafted and open-ended questions typically begin with What, Why, When, Who, How, and Where, all of which can prompt the most delightful of conversations.
What About the Social Introvert?Perhaps you don’t want to talk! Maybe you prefer to speak only when responding to another person. If you tend to be more reserved and less gregarious, the expression on...
What are those behaviors that make us take pause to think twice about a person’s trustworthiness? Guarded body language, lack of eye contact, nervous fidgeting, interrupting, speaking ill of others, l...
What do you do? It’s amazing how people will qualify, quantify, judge, assess, and form complete opinions about you based on that one age-old question. It is a boring, uncreative default setting for a...
What gives you your sense of importance and makes you feel special? Who and what bring out the best in you? What does it take to make you feel like a million bucks and ready to take on the world? When...
When Humor Falls FlatHumor is not a one-size fits all guarantee. What is hilarious to one person may be offensive to another. By being emotionally intelligent and self-aware, you can discern how, when...
When a leader nurtures an environment of trust, respect, and honesty—business soars, creativity and problem-solving are inspired, and collaboration enables people get more done in less time.
When trust is broken, foundational cracks occur which weaken the entire relationship. As with concrete, no amount of filling and patching you apply with the hope of fortifying the fracture will ever r...
When you are genuinely interested, your authenticity reveals itself in your body language, attitude, facial gestures, eye contact, and overall responsiveness.
When you sincerely want to connect on deeper levels and encourage other people to talk about themselves, use open-ended questions to stimulate your conversation and get the ball rolling.
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