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One of the greatest flaws we have as people is thinking we can size up another person quickly – analyze their personality, their mindset, their objectives, and their needs in a matter of seconds or minutes. In fact, nothing is further from the truth. The reality is, you don’t truly know the person you are about to engage on a video chat or meet in person; even if you know them slightly, you don’t know their mindset with respect to the conversation at hand. As importantly, they probably know little or nothing about you. Thus, your first task in any initial meeting is to build trust. Not to show off genius, not to hard sell, and definitely not to come off as though your time is so valuable that the person you are speaking with is a commodity.
Before you can gain their trust, you need to win the confidence of potential clients. You must develop what attorney Larry Jacobson calls “an insta-trust mindset” – a groundbreaking approach to trust-building that offers clear-cut strategies for personalizing your outreach to potential clients and generating successful negotiation outcomes. His client-centric method primes you to quickly assess the personal and professional needs of the person with whom you would like to do business.
Tune in and hear Larry's answers to questions such as: