A relaxed client is a receptive client; a tense client is in a defensive state. Humor is unmatched in its ability to topple defenses.

Not everyone operates at the same RPM when it comes to wit and a sense of humor but there is no questioning one dynamic … We like to laugh. Self-deprecation is just one example of how a sense of humor can melt away resistance and/or distrust. There is no scientific formula for this but, for some reason, we find people to be more trustworthy and genuine when they’re willing to laugh at themselves first.

It starts with being able to smile easily. Broadly speaking, there are three kinds of smiles: smiles of reward (this is paying off), smiles of affiliation (good to be here with you), and smiles of dominance (I own this situation). It’s been said that a smile may be among the most instinctive and simple of expressions.

You’ll go miles with smiles that indicate warmth and a playfulness with life.

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