Okay. So the next thing I want to cover is you've greeted them. Now it's sort of time to build the rapport. All right? So building rapport is all about mirror matching their body language. Okay? So say you've got the Ultra Eagle, so the lawyer who is coming in ready for a combat.

Okay? Okay. Right. They'll tend to walk in like this, all right? So what you need to do is match him exactly what you just did and then drop your arms. Okay. Match him and then drop your arms. And what will happen is subliminally.

He'll loosen up without you feeling threatened. So rather than going, I've got to deal with this person, let's build the rapport. If you offer him a drink, because he's here for a combat, he's probably not going to accept.

So it's really important to have at least water on the table set up before they come in, because as you build that rapport, he'll relax and he'll want to drink. Now, what do we tend to do with our friends and family when we go out?

We go out for drinks. Drinks? Or a meal or snacks. So if we can offer them something and they partake in that, then we're beginning to build rapport with them. Excellent. Okay, so the preference is we want them to drink with us.

Welcome to Steve Saporito Education pod cast channel to learn more about what I do head over to my website www.stevesaporitoeducation.com

www.stevesaportioeducation.com