Ed Mylett

The reason it's so important is because to really influence somebody,

They have to trust you.

And the way you do that is by building rapport with them.

So one of the things I used to do incorrectly is I brought all this massive energy.

You ever heard people say, you gotta bring the most energy.

The highest energy person does win.

But the way that you really influence somebody is by connecting with them and listening and then matching them physically and their tonality as well.

So when I talk back with somebody, I listen for their tonality.

I listen to the volume of their voice, the pace of their voice, how they speak.

I begin to try to match by listening to them the words they use, the tonality they use, and the volume they use.

If they use a certain set of words from time to time, if you were listening closely, if you then use some of those same words back to them, you connect.

So this is a form of influence.

If this person sort of repeatedly used the words

Literally, literally, literally.

You've heard that word three or four times.

When I'm then gonna be saying my stuff back then to influence them, I'm gonna use the word literally.

This is a connection word.

It's part of the words they love.

When I use words they love, I can influence them.

This is a huge thing in influence, in closing, in moving people to make decisions that are best for themselves.