Brad Beeler

How do you serve as a pimp?

And it's amazing that even though these are criminal acts,

When you engage in tactical curiosity, Mike, and you ask people, what is it about?

They want to teach you.

And when people feel like they're teaching you, they don't feel like they're being interrogated.

They don't feel like they're being judged.

And whatever it is, they yearn to get that information out there.

Everybody wants to be the hero of their own adventure.

And these were some of the most amazing conversations I ever had.

And that kind of something I kept with me over the next 25 years is that, you know, in show those signals of interest,

You got to nod that head when people are talking.

You got to have that subtle smile.

And what you really got to avoid is that contempt, that furwing of the brow.

When somebody mentions something that grits your teeth, I've had that early on in my career.

Somebody would say they did that bad thing.

And I would just show that little subtle down push of the...

you know, of the brow and that shuts people up like nothing else.

So those are little things, you know, summarizing what they said, you know, mirroring back the last three or four words of what they say many, many times they're going to clarify.

And then also just following up with, I see, okay, tell me more.

Something as simple as that is going to make them go deeper and you'll get the underside of the iceberg in whatever they're talking about.