And once understood, you can bid farewell to struggling with small talk.

No more tedious weather chit-chat.

And the best part, you don't even have to say a word.

In this video, I'll show you precisely how to interact with high-net-worth clients, build relationships, and ultimately increase sales.

I'm Paul Russell, co-founder of Luxury Academy.

As a training partner for renowned luxury brands worldwide, one of the most common challenges that I'm asked to address is the difficulty in effectively engaging with high-net-worth clients and luxury consumers.

People often express concerns such as, "I never know what to say," or "What are some good conversation starters?" or "I feel awkward in social situations." These are normal concerns.

And the good news is there's actually a simple method anyone can use to feel more at ease.

The reason that people struggle with small talk is simply not knowing what to say or how to say it.

We then resort to boring, boring topics like the weather.

Instead, you should encourage clients to talk about themselves.

There is one topic of conversation that we all adore, and that's ourselves. We absolutely believe, without exception, that we are the most captivating, most interesting subject on the planet.

Research shows that when talking about yourself, the same brain areas as indulging in good food, talking about taking drugs, or even having sex is used.

It's a neurological high that you can leverage to your own advantage. In small talk, as a luxury professional, the less you speak, the better.

A client can leave a 45-minute conversation having talked about nothing but themselves and think, "Wow, I really liked them," and you've hardly said a word.

And I can make this even easier for you with a simple formula, and it's called the ARE formula.

Anchor, reveal, encourage.

Typical Sales 101 encourages open-ended questions like, "How's the weather in Paris?" To which, you likely get a lackluster reply.

It's mundane, and people see through it.

It's boring as well.

Using the ARE formula, it goes something like this.

First, anchor the conversation by connecting it to your mutual shared reality.

For instance, "Oh, you've just returned from Paris."

Next, reveal something about yourself related to the anchor that you've thrown out.

Like, "I was there last August, and it was scorching hot. I didn't get to enjoy the city as much as I hoped."

Finally, encourage by asking a question and letting them take the lead in the conversation.

For example, you might say, "I imagine it's far more pleasant this time of year. Do you usually stay in the center of Paris?"

Mastering this technique takes practice, but it's not rocket science.

Do be careful:

Most people overlook the reveal element in small talk, turning their conversations into interrogations.

Focus on offering follow-up comments and questions to keep the conversation flowing. So there you have it.

Use the ARE formula to engage with high-net-worth individuals, and I guarantee you that they'll find you more intriguing and less boring.