Don't Be a Bore
One of the best ways to develop rapport with a prospect or existing client is to connect with that person on a human level. By definition, that means foraying into conversation areas that have nothing to do with insurance—like sports, cars, pets, weather patterns, etc.
But even if you have the gift of gab, that won't guarantee rapport. The test is not whether you can talk about things besides insurance. It’s whether you can be both interesting and engaging.
In practice, this means conversing about things the other person is interested in. It doesn’t mean talking ad naseum about your cat—unless you detect that the person is keen on felines.
The key, of course, is to be attuned to the person and look for telltale body language. (Actually, unless you’re a first-rate storyteller, an even better option is to ask questions instead of hogging the mike.) When you start to detect that he’s not into Nascar—glazed eyes, fidgeting, pained look—switch gears, and quickly.
And some topics are non-starters in almost every situation. Blogger Gretchen Rubin has done us all a favor by listing the subject areas to avoid:
Unless you get a truly enthusiastic response from your interlocutor—which is possible—be very wary of recounting…1. A dream.
2. The recent changes in your child’s nap schedule.
3. The route you took to get here.
4. An excellent meal you once had at a restaurant.
5. The latest additions to your wine cellar.
6. An account your last golf game.
7. The plot of a movie, play, or movie—in particular, the funny parts.
These subjects, Rubin says, are common in that “the listener has nothing to add. He or she must just hear you describe your experience.”
