How to "Talk Business" Without Talking About Your Business

Summary: Most advisors know they should build social rapport when networking. It’s “Social Prospecting 101” and the foundation for any new relationship. You ask people about themselves, their family, hobbies, interests, etc. You uncover commonalities and take a genuine interest in them personally. But if your ultimate goal is to add this person to your pipeline, what’s the next step in the process? It’s building what we call “business rapport.”