ࡱ>  ' !"#$%&B()*+,-./0123456789:;<=>?@ACDEFGHRoot Entry Fp=; @SummaryInformation(DocumentSummaryInformation8WordDocumentd Oh+'0( < L Xdlt|Unit 1  guoyaxin Normal.dotroot145@rvɝ-@HMicrosoft Office Word՜.+,D՜.+,t0   ( WWW.YlmF.CoM (\dlKSOProductBuildVer2052-9.1.0.52180TableData  P1KSKSd|e8){$#hP;@GL 00Modeling Builds Rapport 00HeNNNg^=msQ| 00Have you ever noticed how you are drawn to people with whom you share things in common? This is called the law of attraction and means that you will inevitably be attracted to people into your life that are similar to you. We don t need to look far beyond our close friends to understand that we are drawn to people with similar interests. So, how can you use this natural tendency to your advantage in all of your relationships? 00`O gl gla0R`OOT`O gqQ TpvN@b8T_?ُ1\/f@bv8T_QR `OO NSMQvT`Ovf0>N*NOP['T YgbTN*Ǹ`i PWvNPW(WNw b NOzsSُ7hZP bOI{*NQy-NQSHeNNNvL:N0 00I have been using this method of building rapport for more than 23 years and I am not aware of a time when someone picked up on the fact that I was modeling him or her. After all, why should people be suspicious? You are just like them. 00b(uُye_T gS^zǏ23t^v=msQ| gbN*gSɉNNɉ_b/f(W!jNNbyY0kz NN_Nl gt1uS`u@T0`ONNS/fU"kNN ]V0 00There will also be occasions when you will want to lead those you are modeling. For instance, if you are with a prospective client and you find yourselves both leaning back while engaging in small talk, a posture change would be appropriate when the conversation shifts to the business at hand. In that scenario, it may be appropriate to change your posture and lean forward to emphasize or show them something. In most cases they will follow your lead and lean forward. 00_NO g`OS_[`O`HeNvNveP0kY S_`OT\o(W[7bTT>PeJ Ygb݋ly0RKb4Y]\O Nُeg}Y9eS NPWY0ُy`Q Ng}YSOMR>PS:_b>f:yNNN~NN 'YYpe`Q NNNOO@w`Ovc[MR>PSOv0 00This past week a gentleman with enormous energy interviewed me. I had done my research prior to the interview and knew I would have to step up my energy to match his. When we were finished, he gave me a high five and said,  Todd, that turned out great! I am confident that modeling my energy with his created an instant bond. 00 NhTN:N|RASv~XbՋNb0(WdkKNMRbZPNxvz wSb_{>f:yTُy]\O9SMvRQeg0S_bՋ~_gT N[b_na 0R Todd,`O*YhN! b_ gO_bbvRTNv:P8R9SM(WNw0 00I first learned of the technique of the mirroring and modeling in Anthony Robbins s bestselling book Unlimited Power. If you would like to learn more about this powerful rapport building technique I would encourage you to read this book. It was one of the best books I have ever read. 00b!k,T\PN9SMt/f(W[N<\W[evEufN---ewzvRϑ0Yg`O`NfYg^TsQ|vb/g b^Sُ,gfN0[/fb0RǏvg}YvfN-NvN,g0 00One of the greatest benefits of mirroring and modeling is its ability to accelerate the rapport building process. In my real estate career modeling enabled me to quickly build rapport with my prospective clients, most of whom I had never met before our initial meeting. The end result was 92% of these residential sellers selected me to sell their homes. 00\P9SMg'YvN*N}YY/fǏRg^TsQ|vۏ z0(Wbv?b0WNNN-N zv9SMtbT\o(W[7b_^zTsQ| NN-Nv_YN/f,{N!k g~ g92%vVS[ begQ.UNNv?bK\0 00If you take the time to build rapport, you will establish an environment of trust and understanding. It is from this foundation that meaningful relationships are built. 00Yg`O(Wg^=msQ| N9e `O1\O% QN*NONNt㉄vsX0ُ/fg^ gaINvNEsQ|vW@x0 00Modeling requires a conscious effort. Choose a safe situation to practice-with a good friend or a family member. Mirror their voice tone, tempo and posture. It may be awkward at first but you will soon recognize its value. Just have fun with it. You have nothing to lose. 00HeN gaƋvvRR0 bN*N[hQv`Q (WN*N}Y gSb[^bXT̑[0S fNNv OYTYR0R_Y[S_+RmbFO`O__1\OƋ0R[vN*)@ux\O\$bt4 Char4B*`Jph3CJPJaJ5KHmH sH nHtH_HVOV Char Char*CJ,PJaJ,5KH,mH sH nHtH_H\"X@":_6]ROR'Y[Q*NXDNYDVD^WD8 ` CJaJe@ HTML e_f[`Ns^Swww.TingClass.net f[ ~,TR N,TRX00MQ9,TR N}0www.tingclass.net -  PAGE 1 -  24LN .0bdvx68 !!P$R$%%T'V'''**z+|+,,8-:-\/^/0 000000001&1CJOJPJo(5CJOJPJo(mHsHnHtHUaJ0J0J0J0J=&1@1D111111111111111ɿaJmHsHnHtHUo(KHKHUKHmHsHnHtHUKHKHKHUKHo(o(o( PJo(5CJPJo(54N 0dx8 )1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $ !R$%V''*|+,:-^/ 00000 " 9r 9r )1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $)1$$$ $00B1D1111111 " 9r 9r  & 9r 9r " 9r a$$  ,. A!#"$%S2P18Fe(ᆆ5lE/JFIFC    $.' 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