I was speaking to a senior adjuster for the first time, taking a moment to get to know him before we talked about the case. He happened to mention the name of a defense attorney who had handled some of his big cases. “I knew Mike,” I said, and we started swapping stories about him.

Before we knew it, forty minutes had gone by.

Granted, we were getting along fine before that, but having something in common helped us connect on a deeper level. I’m sure it also helped me settle the case.

Whenever you speak to someone new, one of the best ways to “make a new friend” is to find something you have in common.

Ask questions and get them to tell you their story. Find out who they know, where they went to school, or what they do for fun.

When you find you have something in common, it changes the dynamics of the conversation and you can bond over that commonality.

You were a stranger a moment ago; suddenly, you’re friends.

Many people bond over sports. “Did you see the game last night?” is a great conversation starter for many people. Others bond over their shared experiences of raising kids.

Listen for clues. If the other person has an accent you recognize, you might ask where they’re from. If they talk about the mess their dog left for them last night, you might ask them the breed.

Anything can help you instantly connect with someone, and start you down the path to a new relationship. It might even help you settle your case.

Marketing is easy when you know The Formula