Vanessa Van Edwards Illustrates How to Captivate Your Prospect

<p>Vanessa Van Edwards shares the science of charisma and connection and talks about how to create deeper and more authentic relationships. Learn why the Golden Rule is not the best way to work with prospects and what you should be doing instead, how to understand and use the three levels of intimacy, and the one exercise you need to identify your most important business development efforts.</p> <p> </p> <p>Mo asks Vanessa Van Edwards: What’s your big idea on how people can grow their book of business, deepen their relationships, and enhance their career?</p> <ul> <li>Vanessa likes to joke that she’s a recovering awkward person. She used to believe that charisma was something you were born with, but the truth is that charisma can be taught.</li> <li>The research indicates that most charismatic people have honed their charisma and learned very specific interpersonal skills that help them create relationships. You don’t have to fake it until you make it to be charismatic.</li> <li>The most practical way to develop your own charisma</li> <li>Highly charismatic ranked off the charts compared to their peers in two very specific traits: warmth and competence. They need to be combined to be effective. Many professionals put too much emphasis on competence, which can actually make you intimidating, cold, or hard to talk to. Warmth alone can make you a pushover and encourage people to take advantage of you.</li> <li>The number thing to consider is where you fall on the balance between warmth and confidence. Over the next few weeks and months, pay attention to where you fall and if you need more of one trait or the other, that is your first step towards becoming more charismatic.</li> </ul> <p> </p> <p>Mo asks Vanessa Van Edwards: What can people do to create more opportunities and build their book of business?</p> <ul> <li>Vanessa was raised on the Golden Rule but that rule actually started getting her in trouble. When she switched over to the Platinum Rule “Treat others as they would like to be treated” the game changed