HEART 1: Emotional insight. (Understanding Human Dynamics)
In a few minutes, you should be able to identify the personality of the prospect so you know how to relate with him or her.
The person could be a FIERCE Person who is an extrovert and concerned with results, this guy will need you to get to the discussion quickly and focus on the reason for sitting. The prospect could be a FUN based person who is also an extrovert and concerned with relationships; this prospect would like to discuss general things and know you a little more, this guy will expect you to be exciting. The prospect could be a FRIENDLY person who is calm and concerned with relationship, this person would expect you to be relationship focused; also take things easy. The prospect could also be a FACTUAL person who is calm but concerned with facts and quality, this guy would expect you to be calm and be tidy and give facts. When you are able to give your prospect their expectations by mirroring their personality whilst blending it with yours in the first few minutes of the discussion, then you would have started building rapport.