Have you ever met a potential new client representative and really “hit if off” right away? I know that I have and those experiences ended up in the very best client relationships for me. There was just great chemistry between us.

When you have that experience you have established rapport with the client representative. The

In 1996, I met a potential client that was a joint venture of three large companies. I knew one company client representative and I was meeting the other two for the first time. It was interesting. Within five minutes, I knew I would not enjoy working with the one company representative and immediately “connected” with