Actually no. What it does do is open that door to start the conversation. That conversation leads to a potential relationship and that’s where the deals are really closed.
I was just reminded of this on the spot interview I did at Inman Connect back in 2009
I think it’s worth watching again…
He's an avid hockey fan, rides a mountain bike, sometimes rides a road bike, has a few motorcycles (he had a really fast one, bought a cool orange one, rode a really slow one, and wants a really small one). If that isn't enough, he makes cheese and sourdough bread, loves strong beer and good red wine, and poorly plays the Mandolin.