Different brokers have different way of building rapport with clients.  One things I’ve concluded recently is that taking a client out for the occasional lunch or coffee may not be that effective.  I guess a business lunch or coffee somehow has a very “arm’s length” feel to it.  As such, people tend to be more guarded and less willing to open up.

Catching up over drinks after work, on the other hand, may be more effective.  I think it’s a combination of the alcohol (which relaxes people) and the fact that people may be less uptight after work.  I’m not suggesting drinking copious amounts of alcohol like how entertainment is done in Korea & PRC.  But just 1-2 pints of beer, having a chit chat about family, hobbies, etc – it goes a long way in building rapport, and your client’s loyalty to you.

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