Nowadays, at the end of every one of my phone calls or meetings with a client, I ask, “Do you have any great books that you’ve read over the last couple of months? Have you watched any great movies or TV shows that you can recommend?” Because I’m running out of things to read or watch.
Then, all of a sudden, the conversation takes a completely different turn. It’s great to know what your clients like to read and what they’re interested in. At the same time, be prepared that they’re going to ask you the same question in return. “Have you read any great books?” Hopefully you have, and you can and help them out as well. Because I think we’ve all fallen into that trap of thinking we’ve read everything, so it’s nice to know other great authors. Plus, it’s another way to connect with your clients.
Brad J. Myers is an 18-year MDRT member from South Jordan, Utah. Hear more in the MDRT Podcast: