Rachel Greenwald · Think Fast Talk Smart: Communication Techniques · 331. Matchmaker Mindset: How to Make Yourself Memorable in Any Conversation
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Identify three personal-brand traits and craft a bridge from a basic small-talk question to a story that showcases one of those traits
“While you're at it, do the same exercise in reverse with your two or three most draining clients, and notice how often the same traits show up on both lists just flipped.”
“Aaron Beattie here is with his group, they're probably screening for seven or eight traits at once.”
“After asking a couple of small talk questions, we just say, so tell me. What can I do for you? And we just listen… for the next 10 minutes, they’ll describe whatever pain point…”
“About three quarters of our borrowers are repeat borrowers… they’re identifying opportunities that fit the box on paper.”
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