Learn how conversations are the structures that form meaningful relationships with this week’s guest Ivan Farber. Mike and Ivan discuss how developing good conversation skills are essential for forming business relationships at all experience levels.
Ivan Farber’s Biography
Ivan Farber is the author of Conversations: How to Manage Your Relationships One Conversation at a Time and host of the podcast Conversations About Conversations, who knows how to “walk the talk.” Ivan is a relationship manager at a privately held financial services company with over 30 years of experience in marketing, sales, training, and relationship management in the financial services industry.
In This Episode, You’ll Learn…
Why conversations are so important for building relationships
What a relationship manager is and how everyone is a relationship manager
What is rapport
Why rapport is critical to have conversations with people
Strategies for building rapport when having conversations remotely
Why three rapport questions at the beginning of a conversation build the foundation for rapport
Why listening is essential to rapport
How self-control is required for building and keeping rapport, as well as for being an effective listener
Why questions are fundamental to good conversations
CLEAR RULES to follow during conversations
Why managing our self-talk is vital to being able to have good relationships
Why it’s important to develop yourself constantly
What self-actualization is and why you need to be self-actualized to have successful conversations
Quotables
After closely observing 10,000 conversations, I’ve concluded that the major problem relationship managers have in working effectively with their clients is that very few of them have a system, a process, method, or formula for managing their conversations. —Ivan Farber
Relationship management and relationships themselves all occur in conversations. —Ivan Farber
When we talk about helping people get unstuck and on target, like what you do, you can’t do that without a conversation because our conversations are where our relationships live. —Ivan Farber
Memos and emails only go so far, like if you’re trying to effect true change in your organization or improve people or help people self-actualize, you can’t do that without a conversation. —Ivan Farber
In order to have power in a conversation, you have to be listening. —Ivan Farber
Questions are the paddles for the conversation canoe. —Ivan Farber
Until you get unstuck, you cannot get on target. —Ivan Farber
Links & Resources Mentioned…
Ivan’s Website: https://conversations.biz/ 
Ivan’s Email: [email protected] 
Ivan’s LinkedIn – https://www.linkedin.com/in/ivan-farber-823314/
Ivan’s podcast – https://podcasts.apple.com/us/podcast/conversations-about-conversations/id1491639706
Ivan’s Book: “Conversations: How to Manage Your Relationships One Conversation at a Time.” – https://www.amazon.com/Conversations-Manage-Business-Relationships-Conversation/dp/B08WPYQVJS/ref=sr_1_1?keywords=ivan+farber&qid=1639262851&sr=8-1
Ivan’s Book Blurb – https://drive.google.com/file/d/1Bsm6pSgGf8DT8NvyxWiSHDtzMJaDV47x/view?usp=sharing
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