Module 2: Key concepts review

All of the following contribute to a clients' likeability of us:

1) Positive body language,

2) Not judging others,

3) Asking questions
_____ is not a natural characteristic. It is not fixed and can be developed.

'Likeable'
In order to bridge the gap with your client, Dr. Elko encourages you to ask them for a favor. All of the following apply:

1) A favor translates to 'I believe in you. You are a friend.'

2) A favor, due to cognitive dissonance, is a barrier for disliking you.
SIMPLE is ____ than COMPLICATED.

Harder
The three steps to The Candy Apple Effect (become likeable, credible, easily recalled) are the following:

1) F.O.R.M.,

2) Asking for Favors,

3) Decide you like them
All of the following apply regarding your relationship with the clients:

1) Clients would rather you show up as a 'friend' rather than an 'authority'.

2) Clients say 'yes' when they feel understood
The following are ways to move from trusted to credible:

1) Exposure [finding ways to connect often with client]

2) Boldness [responding quickly to a client's question]
In communicating with clients, _____ offers a greater connection than [encouragement] alone?

Asking for advice
According to Dr. Elko, there is a higher level of connection than 'trusted advisor'. The level is called:

Credible advisor
Referencing the Pygmalion Effect, your client will ____ the model you have of them.

become (act out)