The Power of 'Tell Me About It'
Your new expression is a vehicle to draw them out in a social setting. Another lesson I learned when growing up is: "Every time someone opens their mouth, they are giving you information." Get enough and you can identify interests in common. This forms the basis for starting a personal relationship.
So how are you going to use your newfound "superpower?" Where does "Tell me about it" fit into the conversation?
- Jewelry. The woman across for you is wearing an interesting brooch. You admire it, mindful that at the high end of the range, antique diamond broaches can go for $500,000 to $1 million at auction. You comment: "That's a beautiful brooch. Is it a family piece?" They explain: "No, I'm a collector. Bought it at auction recently." You reply: "Tell me about it." You stop talking.
- Watch. The man across from you has a very impressive watch. You remember reading somewhere that watches can be the most expensive manufactured item in the world, when calculated on a cost per square inch basis. You admire the watch. He explains it's a Rolex Submariner. It belonged to his father. You vaguely recall seeing a 1961 Rolex Submariner for sale on the internet for $59,000. You've seen them at $35,000 and $10,000 too. You add: "Tell me about it." You stop talking.
- Hat. If you watch period dramas on PBS or streaming services, one of the things many have in common is the characters wear great hats! Many people put a lot of thought into the hats they wear. Hats make a statement. Swaine Adeney Brigg, a London-based firm, supplied the original Indiana Jones hat from "Raiders of the Lost Ark." These Herbert Johnson hats (the Poet) start at about $470. You comment on their distinctive hat. Where did they get it? They say: "There's a story behind the hat," You say: "Tell me about it." You stop talking.
- Shoes. Women's shoes can be spectacular as well as expensive. I recall the story of a financial planner who went with a friend on a weekend shopping trip to New York. The friend bought a pair of designer shoes, then asked her hotel to store the pair in their safe until she headed back home! People put a lot of thought into the shoes they wear to events. You remark: "Those are spectacular shoes!" They remark: "It took me forever to find the exact pair I wanted." You reply: "Tell me about it." You stop talking.
- Vacation. Travel is a universal subject. Wealthy people are always going or returning from somewhere. In conversation you learn the couple across from you has booked a seven-night transatlantic crossing on Cunard's Queen Mary 2. You vaguely recall the Queens Grill suites can start around $5,000 per person, maybe more. You ask some questions: "Have they done a crossing before?" After they answer you follow with "Tell me about it."
- The bargain. Although these examples point to expensive tastes, the wealthy love a bargain. They often know where to get the best price on something. Although they might not lead with "I got a great deal" it might come up later in conversation. They bought a new car. The parking valet just drove it away. You remark on its beauty. They mention they just got it. "I got a great deal!" You follow with: "Tell me about it."
There's an art to drawing people out. They will volunteer plenty of information if you take a sincere interest. People love to talk. You are starting to develop a relationship.
