Sometimes you meet another person, and the two of you instantly click. You hit it off and keeping a conversation going becomes natural and effortless.

Other times, you meet someone and they either don’t leave an impression at all, or you can’t stand them from the start. The big question is what makes the difference? Why do we click with some people and not others?

The answer is rapport, which is defined as  a harmonious relationship… people understand each other’s feelings or ideas and communicate well.

When we click with someone, we’re building rapport. We find some common ground, and that instantly connects us. Maybe we have kids the same age or enjoy gardening. Once you establish that connection, it is hard to break. Establishing rapport helps you be better at forging relationships with new clients or neighbors. You let your winning personality shine. This ensures you have that rapport with whoever you meet as often as possible.

Rapport actually starts by paying attention and listening intently. Play Sherlock Holmes and see what you can find out or deduce about the person across from you. Take a genuine interest in their passion and purpose. That’s all it takes to create that initial rapport, and your conversations and interactions will go that much smoother.

Then, you can choose to make the most of this initial connection and rapport. While this strategy may help you get your foot in the door, it’s up to you to treat a client or friend with honesty and respect and make sure that their needs are met. To continue a mutually beneficially relationship, keep in mind what value you provide for them going forward. In other words, clicking with another person is only the first step. It’s important because it gets the two of you off to a great start, but it’s not everything.