Ever notice that people who are good at something seem pretty relaxed when they’re doing it? Business tends to be a very serious game for most folks but that doesn’t mean you have to be so serious.
Yes, take your business seriously, but don’t take yourself too seriously. Put people at ease. It’s easier to communicate and work with people when they’re relaxed. Just for fun you may want to play a game with yourself called “How relaxed can I make this person feel?”
As my good friend, Bob Burg, taught me years ago, “All things being equal, people do business with and refer business to people they know, like, and trust.” Usually they know, like, and trust you because they feel relaxed with you. What can you do to make people feel more relaxed today?