To effectively connect with people, it's important to ask questions that uncover their current situations and aspirations. Understanding where they are and where they want to go allows you to provide the necessary support for them to bridge the gap. This technique is essential in various fields, including real estate.

For instance, during my time as a real estate agent, I often met new clients for the first time while driving them around to viewproperties. My priority was to quickly establish rapport to ensure our day together was both enjoyable and productive. This initial connection set the foundation for a successful partnership in their home search.