What can a bank's historian teach me about building rapport with patients? A lot, and it is one of my favorite examples of liking at work. Wells Fargo put a staff historian on the payroll to chase high net worth clients. Instead of a sales pitch, the historian researched the family, often generational wealth, and uncovered stories the family itself never knew. Then they simply said, we found some things about your family we would love to share. People love their own history, so they listened. The result, by the time that article ran, they had targeted roughly four billion dollars [...]