Here’s a rule I swear by: The 15-minute rule. It’s simple but powerful. The first 15 minutes of any conversation, don’t talk about yourself.
I can’t tell you how many times I’ve had someone start off by telling me all about their business, their service, how great they are. People love to talk about what they do, but here’s the reality: it doesn’t build trust or relationships.
Listen First
Instead, focus on them. Ask questions. Find out what they’re struggling with, what they’re working toward, what they need help with. What are their goals? What’s holding them back? Listen to the answers—really listen.
This is where the magic happens. People feel like they’re finally being heard, and that’s when the walls come down. They’ll trust you more because you’re showing you care about their needs, not just your sale.
Why This Works
It’s simple—most people don’t feel truly heard. They’re used to getting pitched at or ignored. But when someone listens and understands, it’s a game-changer. You’re not just building rapport, you’re showing that you can solve their problems.
The 15-Minute Rule Bottom Line
So, next time you’re talking to a potential client, follow the 15-minute rule. Don’t start with yourself. Start with them—what are they trying to do? What’s stopping them? The more you listen, the more trust you build. That’s when the real connections happen.✌️
Justin Hubbard
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