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Larry Jacobson – Proven Trust-Building Process to Create Instant Rapport


Episode Overview:

Trust is the foundation of all relationships. My guest today will share his proven trust-building process to help you create instant rapport quickly and establish long-lasting relationships personally and professionally. 

You’ll learn practical strategies and insights that you can apply immediately to build trust and confidence in any relationship. So, get ready to take notes and learn from one of the best in the business. Join me for my conversation with Larry Jacobson.

Guest Bio: 

Since his professional training at the MBA Program at the Booth School at the University of Chicago and the Georgetown University Law Center, Larry has been engaging in trust building, conflict resolution, negotiation and change management techniques for over 40 years. First as a partner in a large Chicago-based law firm and for the last seven years as a consultant who negotiates the sale of dental specialty practices with OMS Exclusively

Both as an attorney and as a consultant, Larry has over 100,000 hours of representing clients and negotiating deals with people around the world. Larry has mastered the techniques of how to build trust, rapport and successful negotiation outcomes in a wide array of situations and with a wide variety of personality types.

Larry has extensive training at Harvard Law School in the areas of complex negotiations and conflict resolution. Larry coaches and consults with professionals on the interpersonal aspects of their job; building trust with clients and colleagues, resolving conflicts successfully, selling to prospective clients, referrals and other important constituents, and managing relationships with those they work with.

Resource Links:

Insight Gold Timestamps:

03:34 You take them as you find them

06:15 If you start the process by saying, how can I help?

08:12 Rapport is incredibly important

08:52 Listen, follow up and show empathy

11:46 Are you willing to go to war with me? 

14:01 Something as simple as, thanks for coming in

16:32 Trust has to be earned

19:01 How do we monitor how we’re coming across?

20:12 The nonverbal cues can be as important, if not more important than the verbal cues,

22:43 One of the things that shows quiet confidence

26:08 We show the vulnerability

30:49 Patience is generally not something that most professionals or senior managers have

31:52 Four key elements of Insta-Trust

36:50 Find the gap

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Next Episode: Entrepreneurship, Marketing, and Real Estate with Jessica Zeitz!

About the Host, Michael

Michael Vickers inspires enduring success, redefining the possible for today’s sales professionals, leaders, and managers. Whatever the sales or business opportunity, Michael will greatly enhance your odds of success. Every person who has an idea to promote, an employee to motivate, or a deal to negotiate, will attain a new level of success after an event with Michael.

Michael is also the best-selling author of Becoming Preferred: How to Outsell Your Competition, and Dance of the Rainmaker: Creating Authentic Differentiation in Today's Competitive Marketplace, where he shares his secrets to achieving the very highest level of sales mastery.

Whatever the result you’re striving for, if it involves influencing others or achieving success through others, Michael will build your confidence and accelerate your performance.

Michael is the Executive Director of Summit Learning Systems, a company that offers customized in-house training programs to many of today’s leading companies. He teaches thousands of business professionals throughout North America the skills required to achieve optimum performance.

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