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Recently I received a phone call from an advisor on the other side of a transaction (someone who will probably read this). The point of the call was that he was very impressed with my client, especially given how he had pre-judged my client based on email exchanges.In the age of Twitter, LinkedIn, Facebook, email and text messages it still comes down to personal relationships to make something happen. It’s hard to build a relationship on a computer or via a smart phone.It doesn’t matter if it’s a buy-sell transaction, a customer-vendor relationship or a banker relationship, good things happen faster when people get together and build rapport.

I preach this to my clients and always remind them of what past client Jim Bernard said to me a dozen years ago (after selling and buying a business), “I would never buy from or sell to someone I didn’t like.” The bottom line is people like to do business with people they like.

[And when it comes to relationships between a man and a woman] “A man who correctly guesses a woman’s age my be smart, but he’s not very bright.

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