Kalia and I are officially in heaven.

Here at The Inside House, we’ve discovered the ultimate luxury—a private pool. And let me tell you, there’s something magical about stepping out of your villa and sinking into your own oasis of calm. No crowds. No noise. Just peace.

Add to that the traditional Thai massage we had yesterday, and we’re as relaxed as two humans can possibly be. There’s a rhythm to a Thai massage that’s unlike anything else—it’s not just about the soothing stretches or the perfect pressure. It’s about the connection the therapist builds with you, understanding your body’s needs and responding to them.

And that, my friend, got me thinking about sales. (Yes, I am the king of transitions.)

When you’re meeting with a prospect, the first thing you need to do is build rapport. But just as important—if not more so—is maintaining that rapport throughout the conversation.

Think about it: if my massage therapist had started yanking me into positions without checking in or if the pool had been surrounded by chaos, the experience would’ve been ruined. It’s the same with sales.

Here’s the secret:

It’s not just about breaking the ice at the beginning. It’s about consistently reading the prospect’s body language, listening to their concerns, and adjusting your approach to match their energy and needs.

Here’s a quick NLP technique to instantly develop rapport: mirroring.

Mirroring is all about subtly reflecting the prospect’s body language, tone of voice, or even choice of words. When done correctly (and naturally—this isn’t a magic trick), it creates a subconscious connection, making the other person feel comfortable and aligned with you.

For example, if they’re leaning slightly forward while talking, lean in just a touch yourself. If they’re speaking slowly and thoughtfully, match their pace. This shows them, without words, that you’re on the same wavelength.

Developing rapport is what gets you in the door, but maintaining rapport is what keeps the door open. It’s what makes your prospect feel seen, heard, and understood. And people buy from those they trust, not from someone who bulldozes through a pitch.

So, as you go into your next consultation, think about that private pool or that perfect massage. The key isn’t just in the first impression; it’s in sustaining the connection all the way through.

Because when you do, closing the sale becomes as natural as slipping into the calm, clear water of your very own oasis.

Kick butt, make mucho DEEnero!

Dave “Poolside Pro” Dee

P.S. To learn more about how to get more meetings with high-quality leads, close more sales, and make more money without working harder, go here: www.davedee.com/vip.