By Dr Dave Schalow, PhD, CLU, ChFC, CFA, CFP

Career Success | February 19, 2026

Being likeable can smooth your path in your career, your business, and everyday life. Technical ability matters, but so does the experience other people have when they work with you.

In sales, you often hear the phrase “know, like, and trust.” It is a useful reminder that relationships don't develop from a résumé or a product description alone. They develop through ordinary conversations and repeated behavior.

Dale Carnegie's classic advice offers a practical place to start. Here are six habits worth practicing.

1. BE INTERESTED IN THE OTHER PERSON

Pay attention to what they are saying instead of planning your next impressive comment. Ask a relevant question. Find out what matters to them. Interest is easier to recognize when it is sincere.

2. USE A FRIENDLY EXPRESSION

A natural smile can make you more approachable. That doesn't mean grinning through a serious conversation. Match the situation, and let your expression show that you are glad to be there.

3. REMEMBER THEIR NAME

Names matter. Listen when someone introduces themselves, use the name naturally, and check the pronunciation if you aren't sure. If you forget, ask politely. That is better than pretending.

4. ENCOURAGE THEM TO TALK

You don't have to carry every conversation. Give the other person room to explain an idea, describe an experience, or tell you what they are working on. “Tell me more about that” can be a useful invitation when you actually want to hear the answer.

5. TALK IN TERMS OF THEIR INTERESTS

Connect the discussion to something the other person values. At work, that may be a project, a customer problem, or a goal. In a casual conversation, it might be a hobby or a shared experience. Let their responses guide you.

6. MAKE THEM FEEL IMPORTANT—SINCERELY

Recognize a contribution. Thank them for their time. Give credit where it belongs. Empty flattery isn't the point. Respect is.

A SIMPLE CONVERSATION STARTER

I have used the acronym FORM as a reminder: Family, Occupation, Recreation, and Message. It can help you think of possible topics, but it shouldn't become an interrogation. Start with something comfortable, respect privacy, and move on if a person doesn't want to discuss a subject.

Ask, listen, and respond to what you actually hear. A conversation is more than a checklist.

MAKE IT A HABIT

People skills improve with practice. Choose one of these six habits for your next meeting or conversation. Notice whether you interrupted, whether you remembered a name, and whether you learned something about the other person.

​You don't need to become the loudest person in the room. You can become someone others enjoy working with by showing consistent interest, warmth, and respect.