imagine if I told you that there was a topic of conversation that every single person on the planet shares and could chat about endlessly without force and once understood you can Bid Farewell to struggling with small tool no more tedious weather chitchat and the best part you don't even have to say a word in this video I'll show you precisely how to interact with high net worth clients build relationships and ultimately increase sales I'm Paul Russell co-founder of luxury Academy as a training partner for renowned luxury brands worldwide one of the most common challenges that I'm asked to address is the difficulty in effectively engaging with high n worth clients and luxury consumers people often express concerns such as I never know what to say or what are some good conversation starters or I feel awkward in social situations these are normal concerns and the good news is there actually a simple method anyone can use to feel more at ease the reason that people struggle with small talk is simply not knowing what to say or how to say it we then resort to boring boring topics like the weather instead you should encourage clients to talk about themselves there is one topic of conversation that we all adore and that's ourselves we absolutely believe without exception that we are the most captivating most interesting subject on the planet research shows that when talking about yourself the same brain area areas as indulging in good food talking about taking drugs or even having sex is used it's a neurological high that you can leverage to your own advantage in small talk as a luxury professional the less you speak the better a client can leave a 45-minute conversation having talked about nothing but themselves and think wow I really liked them and you've hardly said word and I can make this even easier for you with a simple formula and it's called a formula anchor reveal encourage typical sales 101 encourages open-ended questions like how's the weather in Paris to which you likely get a l luster reply it's mundane and people see through it boring as well using the a formula it goes something like this first anchor the conversation by connecting it to your Mutual shared reality for instance oh you've just returned from Paris next reveal something about yourself related to the Anchor that you've thrown up like I was there last August and it was scorching hot I didn't get to enjoy the city as much as I hoped finally encourage by asking a question and letting them take the lead in the conversation for example you might say I imagine it's far more pleasant this time of year do you usually stay in the center of Paris mastering this technique takes practice but it's not rocket science do be careful most people Overlook the reveal element in small talk turning their conversations into interrogations focus on offering follow-up comments and questions to keep the conversation flowing so there you have it use the a formula to engage with high not worth individuals and I guarantee you that they'll find you more intriguing and less boring