Standard cold outreach is ignored. To stand out, use a humorous or cheeky opening line that grabs attention and starts a relationship, not just a sales process. A line like, 'Hey, Chris, you know, I was thinking about you last night,' can be far more effective than a generic value proposition.

When a prospect gives a nasty or absurd objection (e.g., "I'm in a meeting"), don't be defensive. Counter with a ridiculously hilarious response that breaks the tension, calls out the absurdity, and reveals the human behind the phone.

When a prospect gives a knee-jerk objection like "not interested," respond with self-deprecating humor ("Wow, is my voice that bad?"). This shatters the typical salesperson-prospect dynamic and forces a more authentic, human-to-human interaction.

Attempting a joke is high-risk and often fails to connect. Instead, build immediate rapport by sharing a simple, humanizing, and relatable anecdote about something mundane that just happened. This creates a genuine connection much faster than a forced punchline, making the audience feel instantly comfortable.

In response to Corina in Newport Beach, who fears saying the wrong thing, the hosts say excessive formality can make people feel disconnected. They recommend starting small and trying humor with existing clients who will forgive a misstep. Her fear, they add, suggests she is focused too much on her own performance.

A warning against making humor at somebody else's expense is paired with the rule that the best humor attacks the salesperson personally. The hosts warn that jokes can land wrong because salespeople do not know what is happening in a customer's mind. If a line slips, they say to own it quickly.

The hosts say humor plays differently depending on the country. One says he avoids jokes with German clients but can use humor with South American clients, so salespeople must know the environment before trying a line. They tie this directly to adjusting style rather than assuming a joke travels.

Instead of passively accepting lateness or using fake rapport, a lighthearted jab like, "Well, I guess I can forgive you," makes the prospect laugh. This releases dopamine, calming their nervous system and making them more receptive, while also positioning you as a confident peer.

Effective humor is collaborative ('jamming'), where you build on what others say and create space for them to participate. In contrast, self-centered humor ('joking') focuses only on your own punchline, shutting down connection. True engagement comes from co-creating the moment, not being the sole spotlight.