From Andrew Sobel: You don’t have to become good friends with clients or colleagues. But you do need to get to know them as people. That means under­standing their back­ground, family situ­a­tion, likes and dislikes, preferred means of commu­ni­ca­tions, how they make deci­sions, their risk toler­ance, and so on. · Go to Rela­tion­ship break­throughs #2: Connect person­ally →