An Agent told me today that she has learned to call her past Clients and open with the statement, “This is a business call.”  Please, don’t say that.  Believe me, I understand the logic behind it and I’ll show you now, how to accomplish the same thing without that rapport breaking statement.

By the way, that’s the problem with, “This is a business call.”  Right at the outset when every sales theory on earth tells you that you want to be establishing rapport, this statement breaks it.  At least, it would for me, and probably for you.
So, please, instead check in on how the person is doing.  If you have a headache, are in a fight with your spouse, have just lost a deal, your dog pooped on the rug or whatever else might be a distraction and you get that call, it’s a rude opening.  Versus, how are you? 

Remember that they don’t care how much you know until they know how much you care.  Once they sense that you care they will ask you about how your business is which is your opening to share a positive spin on the market.  And there always is one (nearly always).  And, if it is appropriate ask for business in the most comfortable and appropriate way.  (Listen in to our Free Daily Coaching Webinars and your hear the way many times.)