Page 36 - EarthAngelsMatos

EARTH ANGELS & MAGIC MOMENTS
deck?”—anything to get them going. Another rapport-
creating question is “How did you end up here?” This
is a story that everybody has to tell, and it’s almost
guaranteed to get a conversation started.
As you converse and work on finding that common
ground, make sure to keep your conversation light and
stay away from anything political, religious, or sexual.
Make sure the other person does at least half of the
talking. Remember to shut up and listen. Listen with
your eyes and your ears.
Simply pay attention to what’s being said and
when the opportunity arises jump in and say it - so
long as it is the truth. For example, if someone says, “I
love the Caribbean.” You can simply say, “wow, what a
coincidence,” “no kidding, I totally agree,” and “I love
it there too.” And of course, you can add to the
conversation by asking follow-up questions like
“what’s your favorite island?” and “do you snorkel?”
Once you find common ground, you find direction
and momentum, the comfort level expands, and you
can start to relax a little. However, skip the step of
finding common ground and you’re playing with fire.
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