Persuasion Mastery | Mind Favor | Skillshare

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Persuasion Mastery

teacher avatar Mind Favor

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

36 Lessons (2h 19m)
    • 1. Section 1: Introduction

    • 2. Section 1: About me

    • 3. Section 2: Social Proof

    • 4. Section 2: Fear

    • 5. Section 2: Us vs Them

    • 6. Section 2: Scarcity

    • 7. Section 2: Law of Reciprocity

    • 8. Section 2: The Ikea Effect

    • 9. Section 2: The Hot Hand Fallacy

    • 10. Section 2: Warm Cup Effect

    • 11. Section 2: Paradox of Choice

    • 12. Section 3: Words to use

    • 13. Section 3: Words NOT to use

    • 14. Section 3: Probing questions

    • 15. Section 3: Metaphors

    • 16. Section 3: Zeigarnik Effect

    • 17. Section 3: Repetition

    • 18. Section 3: Pattern Interrupt

    • 19. Section 3: Yes Ladder

    • 20. Section 4: Cognitive biases

    • 21. Section 4: Some of the biases

    • 22. Section 4: Milgram Experiement

    • 23. Section 5: Pre-suasion

    • 24. Section 5: Job interview

    • 25. Section 5: Case study (Kony 2012)

    • 26. Section 5: Everyday use

    • 27. Section 6: What NOT to do

    • 28. Section 6: Point legs

    • 29. Section 6: Smiling

    • 30. Section 6: Eye Contact

    • 31. Section 6: Body Positioning

    • 32. Section 6: Open Body Language

    • 33. Section 6: Matching and Mirroring

    • 34. Section 7: Neuro Linguistic Programming

    • 35. Section 7: Pacing and Leading

    • 36. Section 8: Final Thoughts

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About This Class

Imagine being awkward when making small talk


being nervous to give presentations


have a less than perfect relationship because of bad communication

All of these scenarios paint the picture of who I was just a couple years ago. One day I realized I NEED to IMPROVE my skills and abilities to IMPROVE my life.

Pretty basic insight, huh?

Within a couple years, I've gone from having terrible, awkward social skills to mastering the principals of persuasion and generating tens of millions of views on the internet and being featured on some of the top websites.

How was I able to do this?

I changed by following 2 simple steps:

1) Finding the right information

2) Putting that information into practice

There's a TON of information on the internet, but sifting through it is the tough part.

Knowing information isn't valuable unless it's EASY to follow and you can use it RIGHT AWAY.

I've done the work for you and condensed what works.

Becoming a great communicator is one of the most important skills. It's heartbreaking that schools never teach this and most people don't learn about it on their own.

But you're different.

You deserve a better CAREER

You deserve better RELATIONSHIPS

You deserve a better LIFE

Imagine your life when you can communicate better at work. Imagine communicating better with your spouse or partner. Or by communicating better with your children or your friends.

Take CONTROL of your life again and improve your skills. In this course I'll show you STEP BY STEP, the persuasive techniques that actually work and how you can use them in your life IMMEDIATELY.

You'll learn the techniques and principals that bypass human thought and connect with human biology. 

Say goodbye to your old life and get ready to level up in life. I'll see you inside.

Meet Your Teacher

Teacher Profile Image

Mind Favor


MindFavor is dedicated to teaching you skills that will help you thrive and succeed in the 21st century. Most of the information taught in the current school system is outdated and irrelevant to how daily life really is. Our mission is to empower you with the RIGHT information to help you live your best life. 


And if you're looking to get started with 2 FREE months of Skillshare Premium, use this link to take advantage of this offer now:

See full profile

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1. Section 1: Introduction: welcome to the course. I'm really excited that you decided to take this journey and learn more about persuasion and influence and how to just better your communication. And before you get into it, I want to give you an or view off the course and sort of what to expect and set expectations. And so the first thing I want to say is, if throughout any time throughout this course, if you have any types of questions follow up or there's any types of problems with the videos, please reach out to me through the contact information on the website. Uh, respond right away. And I just want o establish that right from the get go that I'm here to answer any questions and concerns. And please don't have state to reach out or provide any type of feedback. But the whole goal of this course here is to give you a solid foundation off what persuasion is and how to use it. And when people hear persuasion, they may think of it just one facet, right? So you know how when I'm talking with somebody, how can I be more persuasive? But there's a lot of different elements to it. You know how you you talk ideas and concepts to be aware of different techniques to use when you're actually talking, How do best set environment So that way, when you are being persuasive, people recognize it talking about different, unconscious biases that people hold understanding those and how do push shirt buttons. So that way, your message comes across more effective and then even more advanced concepts and ideas, you know, like body language, neural own linguistic programming and diagnosis. And so, you know, with this the main goal here is to give you a baseline solid foundation and then moving forward. I do have plans on on some of these topics, which are Maurin depth and more deep, creating additional horses to go more deep on those like the body language or there are appropriate. But that being said again, I'm very excited. You've decided to take this journey, and I will see you next. Videos 2. Section 1: About me: before we get into the videos and the actual course, I do want to take a moment to introduce you to myself, give you some background about my history, me and my experience with this whole persuasion influence in communication and give you some context for where this message that giving you and where my experiences coming from. So that way you can best apply it. Teoh, your life moving forward. So for those who don't know, my name is Steven and I'm pretty average dude, you know, went to college, got a finance degree, moves my life. I've been a very type A personality, so, you know, very analytical on that side of the spectrum. But my social skills and just communication with humans in general was like, you know, I would be that person when you have a small talk and making it awkward or drain going upto present in front of a class of students or something like that, So t kind of just paint the picture. But basically, when I graduated college, I had a great job lined up. Am I really didn't know what I wanted to do with my life, But the whole idea of jumping right into the corporate world and accepting that as my destiny, especially with the advent of social media and technology coming out around that time. I just I didn't want to accept that, and I wanted to try something else and, you know, take some risks knowing that that's the time in your life when you can take it most risks. And so around that time I knew that to achieve certain goals that I wanted because around this time to a started reading a lot of self help books and, you know, business, entrepreneur books and I adopted this growth mindset and knowing that, always taking a look at where I am in how I tend improve upon it and just become the best version myself. And so during that time frame, I acknowledge that if there's certain Bolzano accomplish in certain things I want to do, I need to get better at this communication side of myself. And that led me on a journey which I economy even predicted to give you the condensed version. Basically, I decided I needed to study it, but also put it into practice in the best way to force myself to put it into practice was to create a YouTube channel. Use that as a proxy as serving excuse toe, force me to go out and practice these ideas. So that means to traveling halfway across country starting YouTube channel and for the next couple of years, behind the scenes, studying the ideas and concepts of influence, persuasion, communication but then also on a daily and weekly basis, going out and approaching strangers and using the techniques. And I was reading about researching into practice in using those as a way to create entertaining, engaging videos. And what happened through the course of that was ended up generating tens of millions of views ended up hanging out and with some of the top YouTube creators out there and ultimately in living toe. Ah, really important realization, which is you can get really good at anything if you just know the right thing to study, and then you put it into practice and so bringing it full circle at you know what's bringing us here right now is this course is something I wish would have existed a couple of years ago. So all the information uncovering is already on the Internet. But what this course is doing is condensing it and putting it together and easy to follow a format where you don't have to waste the time searching through hours and hours of content . We're reading through pages and pages of books. I've condensed everything that I've learned but also tested in the real world and condensed it down and too easy to follow format. So that way you know exactly what to use, what to start implementing, what's to start practicing, and they move on to the next area of whatever you want to do to improve your lives. So again, that's kind of just a brief overview. But at the end of the day, you know, this is something I wish existed, and I want to help out and, you know, give back, you know, give back this information because it's been extremely helpful for me. It's all transformed my life tremendously. I wish I had videos or do something to show you back, you know, years ago. But, uh, yeah, that's that's, um, details about me. I hope they give us more context, and I get really excited that you've joined this journey with me and let's jump right into the car 3. Section 2: Social Proof: So in this section we're talking about social proof, what it is and how you can use it to B'more influential in your communication. But before we get into that, there's one thing. Meat shakes even mind, and that is all throughout life. Humans make a lot of judgments and assumptions about people and face, and the reason for that is we need to make judgments to understand people. In a lot of times, we don't have all the facts, so imagine you meet somebody for the first time. Right away you're making a first. They're making a first impression with you, and you're making a judgment about who they are, whether that's right or wrong, you're making a judgment based on the way they're communicating their body language, the way they're dressing, who they're with all those factors. So taking that back to social proof social proof is just science that you're showing off for omitting to the rest of world that show your place within society. So there's let's consider a couple different examples to better understand this concept. Let's consider your out and a bar or a restaurant with a bunch of friends having a good time somebody across the bar looks at you and thinks you're attractive right away. Based on the fact that you're out with a bunch of friends, they were gonna consider you to be friendly and perfect. And the reason for that is they're not gonna perceive you as a threat because all these people that you're with, they've already done the hard work of determining whether you're a decent human being or not. But let's consider a second scenario where you're at the bar or restaurant by yourself. In that same person looks a frost. They think you're attractive. However, they're gonna be more skeptical to talk to you in approach. And the reason for that is you don't have the social proof of the other people around, right for all this person knows, you could be a serial killer where you could be a regular person, but because that social proof isn't there, they don't have that proof that other people have done the hard work to determine whether you're a decent human. Let's consider another example in a sales or consulting context. So let's say you're a sales person and you're meeting with a potential client. You want them to purchase package, but there shows no hesitation. They're not sure it's a good value, and the price might be a little bit too high than what they're comfortable with. This is where using social proof could help to lower their resistance. You could use phrases like we've sold hundreds or thousands of these before two other satisfied customers. If those numbers are accurate in this context, something else that is pretty powerful is using testimonials from past customers. This is why a lot of times, if you go on some website, it's gonna be listening out testimonials off of happy customers. And this is really powerful because think about it from potential buyers. Perspective. There were sitting there thinking, Is this the right move? But then when they see these testimonials, they say, Oh, wow, these people were in my shoes before they risk their own money and they're happy with it. And by seeing the proof that other people have already taken at risk, that lowers their resistance and make some more to the idea. Another example of how you can use social proof to b'more, influential and persuade others is in situations where you're you want to be thought of as a thought leader or established dominance or authority on a certain subject. So let's say you're talking to a group of people, but you're making comments about some type of less subject that's controversial. One thing you could dio whenever you either take a position on something that's controversial is back it up with social proof. A great example of this was, if you're taking a look at the 2016 US presidential debates in the Republican primary, whenever Donald Trump would be talking, discussing his policies, say about a war, or what does he think about position most the time? You wouldn't explicitly say what he believes in what he thinks. What he would do is, he would say, Well, in regards to the war, I believe what this respected war general says, which is this? Or they would say, What's your thoughts on health care? Well, for health care, I believe that we should do this, which is what disrespected person agrees with. So any time he was taking some type of ah, a controversial position on something in that same statement are very close to it. He's using social proof to say that. Hey, this is not an original thought of my own. I'm simply aligning it with somebody else who is well respected within society. Uh, something else you could do if you're trying to persuade others to, Let's say, read more books instead of suggesting that really, books is a good idea simply from yourself. Where you could say is, Hey, guys, we need you to be, you know, I want you guys to be read more books. Bill Gates, the richest man in the world for a number of years. He would read books for five hours a day or whatever the number. Waas. But you see what I did there when it the idea of reading books instantly has more validity because I'm linking it to, uh, it coming from somebody who is massively successful, the richest person in the world. Well, the richest person in the world reads five hours a day. The this is must have this must hold up, wrapping it all up. How you use this for yourself is, let's say you're in the digital on space and you're tryingto be more persuasive to sell stuff online. Some ways, some practical ways you can use this in your own life Right away is let's say you have a website and you're featured on some major publications like CNN, TechCrunch, MSN on your website. This thing, the fact that you've been all those websites, gives you social proof. It shows a potential buyer that, hey, this person is credible because they were on these major publications. Or let's say you're in sales and consulting something you could do is, you know, making sure your appearance is is well kept, whether you sued or a nice car being very aware off the meth, the simple political message teenager putting it across to your potential clients, you know, also using testimonials and facts and figures, uh, something else that could be helpful to whether you're in that sales role or if your motor or some type of a public, uh, I taking pictures with successful people going to events where other successful people are like celebrities at these networking events. You know, if you have ah instagram feed where your lots of pictures with celebrities, people are gonna be associating the fact that while this guy is credible in some sense, because he's got pictures with these people. Now, again, I'm not saying getting a picture with, uh, Robert De Niro. That's actually awful celebrity choice. But you see what I'm saying here, All right? I'm not saying just by getting a picture alone is gonna help you close the sale or accomplish whatever. All I'm saying is being aware of the small social cues that you're giving off to the rest of world are the middle Sprinkles and a cherry on top off all the hard work that you've already done, right, You have to have basic selling skills. You have to have ah, passion for the product that you're selling. You have to have a belief in it. So, you know, after learning how to overcome objections, there is the base of stuff you already have to know. But being aware of the social proof, how that works, how people perceive that and adding that on give you that extra level of, uh, it gives you extra level and a lot of times that maybe all you need to to get somebody tough, make that decision in your favor. 4. Section 2: Fear: and this after we're talking about fear, how it's one of the most powerful emotions. When it comes to persuading, influencing somebody. Teoh either make a decision or not. So there's an interesting study that came out where there was 150 schoolteachers and we took the teachers the vitamin Welcome to two groups. The first group. They gave this the teachers $4000 upfront and say your if your students do well on tests at the end of the semester will give you an extra $4000. But if they don't, you're gonna lose that four grand, which we're giving you right now. The second group, they said they didn't give him any money upfront, but then they just said at the end of the semester, if your students do well on these tests, you'll get $8000 the results of the tests were pretty interesting because what they found Waas, the students in this first group did much better than the students in the senator. And what the study found was that people would much rather not lose something once they only have it versus striving for something more so that the fear of losing something in this first group was far greater than the motivation, where the excitement to get something else so something you find quite often when you're taking a look at a lot of websites nowadays is this whole fear mentality where you'll see an offer. But it says a limited time offer. And be sure to get yours before you lose out. And a lot of language talking about act now because you're gonna lose it. You're gonna lose this great opportunity if you don't act fast Now there's a couple factors in there. We're talking about fear. There's also a scarcity element in there, which we have another section where we'll talk more about that. But in terms of fear, a lot of times, if if you convince somebody that they're gonna lose something, they're gonna lose this great deal that motivates them to act right away, whereas if that fear wasn't there, they wouldn't be out. So as you can see, it's not a really complex idea. Yes, humans are motivated by fear, and if we go back thousands or millions of years, we're cavemen walking around here is ah, very important biological Rashed. So if the caveman were walking around. They see a lion protein that fear kicks in. I need to act now to keep you safe. But nowadays, in the modern world, we don't have a lot of these life and death situations. But we still have that any fear, chemical witch in causes, toe attacked, sometimes in irrational ways. And so I didn't going back Teoh what I mentioned there just being aware that this is out there, that this exists. A lot of marketers will use this to try and persuade you. And this is something that you can use when you're trying persuasive with somebody. So there's no client. You can advise that if they don't take action, they're gonna be losing out. Or you take a different approach, depending on the product or service that you're selling where if they don't purchase this product there, their standard of living or something in their life is gonna be lost. So whether that's health insurance or some health related thing, that's an angle you could take a swell. Runners still always be respectful with the people in come out of from a few more really weird ankle. But yeah, I mean not a whole lot to talk about here with fear. The main thing is just being aware that it's there, being aware of how marketers use it against you. So, you know, the next time you're on a website and watching an infomercial or talking sales person, just be aware that your concept see how other people are using it, and then reverse engineer that. Then you could start into my that you're practice your business move for. 5. Section 2: Us vs Them: So now let's talk about us versus them mentality and how you can use this to influence people. The US versus them mentality is prevalent all throughout society. In a lot of times we were not even aware of it. A great example of this heated sports teams you did is you really take a step back. What are sports? You know what is a faulty football team is a bunch shows grown man, four strangers to you or playing against another group of strangers and you're on the sideline cheering for these strangers. But what's really interesting and what happens throughout sports is you whatever team you like. What, however, you decide that you tend to associate yourself as part of the tea as as part of the culture , and you're you're excited about their performance. You have an emotional investment in how they do, and so what? Let's say you go to a sporting event where you're watching your favorite sports team. There's this us versus them mentality which has been created where it's you in the teenage you like versus that other team and all those other people that like that, taking a step at the end of the day. You're just there in a stadium full of a bunch of other strangers watching some other strangers playing a sport. But because of this us versus them mentality, you, you're forming this commode aree with all your other with all the other fans of your state team and you're taking a look at the fans of the opposite team and feeling resentment, or at least some competitiveness. Right? So being aware of this really interesting psychological construct where, uh, if you can position some type of a situation where it's you versus somebody else or you and a group of people for something else in the extreme, I mean, that's exactly what happened when it came to Hitler in World War Two, he Hitler came out convinced all these disenfranchised Germans that it was these other groups of people that were that were bringing them down. It was them versus veggies, was them versus the Catholics. It was then versus these other marginalized groups of society. It's what he did was by using this. It's us versus human talent. He was able to, in influence tons of people to do some pretty unimaginable things. So taking this forward to today's world. How can you use this idea of us versus them to be more persuasive? So one thing you could do is let's say you're a leader in the teeth and you're trying to lead and inspire a T. If you can find some type of oh third party out there which you guys are rounding together against, that's what was likely gonna help galvanize the people you're trying to influence. That's gonna get them excited to rally around a cause. So that way we as a collective group can be whatever we're talking about. Ah ah, really interesting concept is within the U. S. Politics right now. So as a film in this, it's end of 2018 moving into 2019. And by now the whole phrase fake news right has been a coin term. And if you think about it, that wasn't really a concept or a term before President Trump came into office. Boy did Waas. He created this us versus them mentality to help galvanize and keep his, his fans and his supporters truly engaged and behind him, whatever he whatever he does and the way he did this Waas, he said. it to me and my supporters versus this media This this evil media whose fused fake news. And so I created this us versus them mentality in that got them more energized. Now I'm only bringing up the perp the politics aspect to discuss the situation. Okay, in a weird way, politics can can get a lot of people emotionally riled up. So, politics aside, I'm using that only as an example to discuss the persuasion aspect of it. But another example from recent politics is right Now there's talk about a caravan off immigrants coming from South America trying to come into the United States. And so again, Trump has been using this whole. It's it's us versus this caravan, this caravan off off people that are coming into our country. But what a lot of Americans don't realize is this was happening in the previous presidency , but it just wasn't talked about. So people, it's not top of mind, right? So, again, that's another example of using that us versus them, which gets people more riled up and convinced that this is a real issue and convinced that we're going to support this regardless whether we have to shut down the government blasting touched on this before getting into how you can actually use this in your real life. Moving forward is there's been some studies and research come out where one of the things that actually bonds two people together the strongest. He's gossip. So if you're let's suppose your work and you are trying toe contact with your co workers, whenever you in this coworker are gossiping about somebody else neurological Lee that that's actually forming a stronger bond between you two. No, I want to take a step back and just say I personally don't just gossipy. I think it's, Ah, disgusting characteristic trade. I don't think it helps you out in the long run, but dealers are bringing that up is to understand first wise, when I am got spit about something else, why's that? Were to be satisfied. Why? Why do I feel like I'm not forming this kinship ins? So the first and first use toe, you know, like that's not incorrect, that there's absolutely something going on between you guys neurologically you are gossiping about something so it does bring you closer together. However, if if you can understand that concept but use it in a different way too build or with somebody else. So, for instance, if it's you and co worker instead of, say, talking shit, boss, who's somebody interacting with the basis create some type of, ah, big bad uh, she that you guys can talk in connect with over. So whether that say, your HR department ohr and then awful and they're not they're not helping us out or whatever the case may be, but creating some sort of far off entity, which has been still talk about to connect. But it's not somebody who's actually immediate, um, circle or somebody who's it was actually a real person, because at the end of the day, if you're being two faced to somebody talking bad about somebody, that's what And again I would suggest. Even with this third party, that thing in the sky talking about I would always try and shy away from making talk. But if you do, just be aware that this whole us versus them mentality is a concept which can psychologically be 6. Section 2: Scarcity : So this section we're talking about another concept which you're probably really familiar with, have encountered a lot of your daily life. But we want to break it down so that you know how to apply it and be more persuasive moving forward. So what we're talking about these scarcity in scarcity is simply the idea that something that is limited in quantity becomes more so. This is why I don't see a lot of designer brands such as Gucci are, I believe, a time. Why why don't these brands called it? Why? Why are they more expensive? Well, they're they're confident because they're eliminated, implying not every single person has ah Louis Vuitton handbag. Not every single person has a Gucci belt or Gucci shoes. And so the fact that not everybody has it makes it more valuable, which allows them to demand a premium for it. Now I want to make the argument that part of their entire business model is creating this full scarcity so they can charge more for it. That's more so another discussion, but still it still plays on the idea of not everybody has this, and so because not everybody has it, it instantly becomes more valuable. Another example is any time you're online and you're taking a look at websites and you're thinking about buying something, a lot of companies and marketers will use the whole of limited time offer and act now before it runs out. Or and sometimes, though, the play around at the timing of it, say this offer is only available for X number of minutes. So it'll either play around with almost creates scarcity with the time that is available, or the quantity say, there's five left act now before you before you miss out. And so both of these ideas of scarcity can be extremely powerful because that can motivate you to take action when you know, normally you would maybe preferred to think about it. Wait a day or so, but if you know there's only five left, you have to almost make that split decision. Am I gonna pull the trigger? And I could get this or am I simply gonna lose and miss out? So another example out of this whole scarcity idea impact Our daily life is when it comes to relationships, you know, how often have you heard of a woman either being turned off or completely rejecting a guy or breaking up with a guy simply because the guys too meaty because the guy is demanding too much attention. Well, really, what, what? What's happening at play here is the reason the woman doesn't like this. Meeting. NOUs is because the guy isn't showing enough scarcity. He is too available. She knows that she can even talk with him or hang out with him or have him whenever she wants in. The fact that she can have him whenever she wants instantly makes him less deserve. Whereas he set boundaries if he didn't respond right away, if he had other things going on, if he didn't always respond toe when she she message called him, he's creating scarcity because he has scarcity. He's instantly making himself more desirable to her. So that's why a lot of times in these relationships, if somebody is too needy or two available in a weird way, in a weird sort of counterintuitive way that makes them less attractive to the other person . So use this idea of scarcity to be more persuasive in your daily life. Well, the first thing I would suggest is to practice scarcity when it comes to your time, So going back to that example of their relationship. If you're in a relationship with somebody, whether it be a friendship family, girlfriend, boyfriend, whatever the case may be, you need to set boundaries with your time. You can be too available for somebody all the time because as a holy person, you have to have no a long time if you're sacrificing your alone time to be back and call for somebody else, your sub communicating to that person that you respect them more than you respect yourself . And so you have to establish those boundaries with your time and really respect yourself. Something else you could do is if you're selling something, use those ideas off. You know, limited time offer limited quantity. But one caveat with this is only use that if that's actually the case, if you actually only have 10 units left, then it's appropriate to use it. But if you get into that whole area of using fake scarcity, a lot of times people can see through that and when they see through that, you start to lose your trust and all the other stuff that you're doing to build up your persuasion starts to crumble. So I would use that. But as a sign of caution, No, First proceed slowly with that, but just do it in a truthful manner. If there really is a limited time on sale, then let him know about they would want to know because you don't want them to miss out. 7. Section 2: Law of Reciprocity: So now we're gonna talk about the law of reciprocity and how you can use this to B'more effective with your communication with others. So this law simply states that any time that we do something nice for somebody else, they haven't made desire to reciprocate that nice after back to us. A great example of this waas in the 19 eighties, the Hare Krishna movement was basically some religious folks who would go around and ask for donations for their religion. And what they noticed Waas you could think about is two groups, so one they would try to just straight up ask for donations, and the other they would hand out flowers people for free. And then shortly after that, I asked for a donation and what they found Waas, the group of people who asked who provided a flower first and then ask for donations received significantly more than the people who just asked. And this is the law of reciprocity in play. At the end of the day, the folks who were donating and got the flower really didn't care about the flower. In a lot of times, the flower would just end up in the garbage right down the road. But because they receive something for free, they receive this. Get first, they felt some sense of obligation to donate back, so it's pretty powerful. It's almost a forced obligation. Some other examples of this in the world, a world. Let's say you're going out and meeting, eating dinner with a potential client. And when the check comes, you can offer to pick up the check. And when you do that, that's going to create a sense of obligation on the other client to either pick up the tab the next time you guys air out. Or maybe the next time you guys are interacting, it's with some type of a deal or contract. And so because you're building up that goodwill in the beginning by doing something nice for them immediately, they have some type of desire to reciprocate. Nice feelings and gestures to you. So another way that you can use this in your business or moving forward is we're doing anything online, a great way that this is actually really common tax. It is if you want to get people to opt into your email lists or opt into provided some type of contact information to you and generate some type of a lead. What you can do is give them a free something, so give him a fruit e book, give them a free consultation, give them a free business analysis. So if you're doing something like social Media Marketing, you could give them a free consultation and review for their website and provide feedback. But this whole idea providing something for free or getting a gift upfront increases the likelihood that somebody's gonna comply with you and reciprocate that back to you. 8. Section 2: The Ikea Effect: The next idea we're gonna talk about is what's called the key effect. Now. Most of you watching have probably either heard of or been to the furniture store called Kia. The premise with that is a lot of the furniture you buy. You assemble yourself. And there was a study that was conducted back in 2011 by Harvard, Yale and Duke professors, where they determined that if there's any type of a project or something that we assess humans create, we tend to place higher value on that versus something that was are already made and that we didn't have any involvement with. And so a couple examples of how you can use this concept to be more persuasive with other people is, Let's say, for example, you're a leader or some type of a trainer, and you want to motivate people to follow a set of rules. So if you're having saying orientation with the group of people and it's in a classroom training, one thing you could do is ask for the people's input into what rules in what the expectations for the classroom should be. Right, so in the back of your mind, you obviously have parameters of wit of where they can take it if it's too far extreme, one way or the other. But allowing the participants to provide their input into rules of the clashes follow. Right. So if the participants say, yeah, we shall be respectful of other people, we should listen. We should participate. You know, if they're providing that feedback and if they're almost creek creating the rules, that class is gonna follow, they're gonna take more ownership, and they're gonna be much more likely. Follow it versus some random strangers saying you've got a tough to follow these rules. So with this, I do want to encourage you to think a little bit outside the box and think of how you can use the key effect your own industry. Let's say you're in software. A great example of a company using this is can va c. A N d a dot com And for those of you don't know, can Va is a website that allows users to edit photos. But one cool thing they do is right. When you log on to the website, one of the most prominent features you're gonna see right away is an option that allows users to upload their arms photos. And what can be understands is by providing this option in encouraging users to create their own photos and art, the user is gonna place more value. And by placing more value on it, we're gonna have more positive associations with the software that allowed us to create something that we value. But even if you're not in software and save more traditional business, so like a dentist, doctor, chiropractor, something where you're seeing clients, this can still be really effective. There was a study that came out where, basically would say, for a dentist after the dentist met with the client, they were about to leave, and they were setting up an appointment for the next time they were gonna have their teeth cleaned, a way to increase the rate, which, which people are gonna come back, is instead of after you guys determined when they're gonna come back instead of providing a card, then that list, the time on it will you to do is give them a card, give them a pen and have them write that time down themselves, and then they can either take that with them or we could do is want to get closer. You could actually take that part with their their 100 signature on it and mailed to them. And what they found through the study was the people who wrote that themselves the compliance rate of the return rate with much higher than if they were given it. If they then if a carpet simply given to that. And this is the I. T. F act at play here, even something as simple as returning to your dentist appointment because we on that card we wrote it ourselves were placing more value to it. We're placing more importance to it versus somebody else doing that. So again I would highly encourage you to think a little bit outside the box and think of how you can use this subtle but effective tactic in your own industry. 9. Section 2: The Hot Hand Fallacy: The next thing you know we're gonna talk about is what's called the hot hand fallacy. And we're gonna explore how this influences the psychology of people in general. And then how you to use this to be more influential and persuasive with people or people? The hot hand fallacy states any time something is going well for somebody, they tend to believe that that good fortune is gonna continue onward. Think about it like this. Let's say somebody is invested in the stock market in the stock market, starts generating crazy returns for 2 to 3 years consecutively. Humans tend to believe that because of the great performance of the portfolio and let's say they've had 15 or 20% turns over the short time frame, they tend to believe that they're smarter than the market. They're smarter than other people. They figure out the system, they've cracked the code and they believe that. And this is where greed and ego starts to come into play to which is more so for another discussion. But they start to believe that this good fortune is gonna continue onward forever. A great example of how this manifested itself in very ugly ways is the 2008 financial crisis. So the years leading up to that, you know, 2000 for 567 housing prices were increasing like crazy, and what this did was drive a lot of speculation. And so a lot of people were buying new houses refinance E simply because the housing prices kept increasing. And so people adopted this whole hot hand fallacy thinking. Well, housing prices have been going up like this. They're gonna keep going up. It's not going to stop. And then, as we all know, ultimately, a lot of people ended up getting burned and a lot of people ruin their lives. Air lost their homes that they love because they fell into this whole idea of thinking that this success is gonna continue on forever and didn't hedge their bets. If you've seen the movie The Big Short, which is a movie talking about those main financial crisis, there is a section of that where they actually talk about the hot hand fallacy. It's more so from the perspective off the investors, but it does also touch a little bit arm everyday Person was involved with that too, so I know what the hot hand fallacy is. Let's take a look at how to be using this in your everyday life and your business. So let's say you're in the digital online space and you want to get more people to buy your product or service. What you could do is throw our sales funnel, you know? So at the top, where you're generating leads and eventually you're trying to get those leads down to the final where they actually make a purchase, something could do along that sales funnel is create little challenges for tasks or something that you can set up. Where do you know the person is gonna be able to accomplish it? Let's say you could set up something from a quiz. And after they finished that they feel that sense of accomplishment, release of dopamine, and then you let him to something else they completed. The only sense of accomplishment releases dopamine, and what you're doing is by generating these small winds that they're gonna accomplish, they start to feel good about themselves. They start to with this to this is something we're gonna talk about a little bit later, of course, But there is a bias that people have, where, by and large people tend to believe that they're smarter than they are. They believe that better looking than they actually are, they believe they're funnier than they actually are. And so with this you are sort of playing upon innate bias that people have. Where if you're creative, small winds, you're generating devilment. They're starting to feel like they're better or greater. Or maybe they're just They can get better results than most people. And then you're also playing into this whole hot hand fallacy where they think this success is going to continue. And then let's say you run on the momentum. You lead him down the sales final to the eventual sales page, where the pitching on ah course on being the best painter ever. And so because they have this momentum leading into it, they're more likely to buy that course because they're thinking, you know, Yeah, I they're they're running on the momentum off this success that had before, and they think you know what? Even though the results are typical, I'm better than most. I tend to get better results than most people, and so that's gonna increase the likelihood off making that purchase. Another example in the real world is let's say you're some type of ah, facilitator leader and you're creating some type of ah workshop, you know, in person workshops or sales presentation. Something you could do throughout the course of it is strategically plan, maybe group activities or something that people can work on and accomplishing, achieve and again build up that momentum sort of leading into either the final pitch for the final presentation. So that way they're gonna be more likely and more receptive to the message at your point across. Now, with this, I do want to give a little disclaimer. You know, be be mindful of how you're using this. Don't be using this for deceptive purposes at the end of the day. Still be a nice person and use this for ethical means. But being aware off this whole hot hand fallacy in playing upon this whole psychology that people can fall into if things were going well is important to understand. So first off, you don't fall into that. Don't make massive mistakes like the 2008 financial crisis, but also knowing how you can tailor this and play upon it. So that way you could beam or persuasive with people 10. Section 2: Warm Cup Effect: Now we're gonna talk about a simple but pretty cool techniques that you can use, which is called the hot Cup effect. This idea came out of a research study back in 2008 from the University of Colorado. If you want to find the study yourself, it's called experiencing Physical War promotes interpersonal war and basically what the study concluded. Waas. They broke people up into a couple of groups. One, They gave people a warm beverage so say, like a coffee and tea and had them put that in there. And the other group of people. They give him a colder beverage. So say, like a cold coffee and iced coffee, something like that. And while they were holding the cup of coffee shortly after that, they were asked to judge complete strangers and rate them on their level of approach, fullness and how friendly they looked. And what this study found was that people who are holding the cup of war liquid coffee, tea, whatever it waas, the people who are holding the warm beverage judged these strangers to B'more, approachable and friendly, versus this other group who held the cold beverage. And so with this It's pretty straightforward. Something you could do is if you're meeting with a potential client, somebody you want to be more persuasive with, have a cup of coffee around. Have a coffee pot, have nothing a teeth. Have something. So when you're getting sitting down with somebody establishing that report, give them a couple of a warm beverage, and this should increase the likelihood that they view you in a positive light. 11. Section 2: Paradox of Choice: The next thing you want to talk about is how choices and the way you present choices, that people impacts people, psychology, and then how you can best frame or present say your offer so that people are gonna be most likely to comply. So what I'm talking about here is the paradox of choice and a lot of information. Getting for this section comes from a great boat called The Paradox of Choice, but highly recommend you picking it up toe dive deeper into this concept. But basically what it talks about is the more options that people are given, the less likely that somebody's gonna move forward with it. So a great example of this from the book is there's a grocery store and there was two different tables. One table had 24 different jams that somebody could test taste. And then there was another table with only six jams. And so about the same number of people trying jams from both of these. But when it came to actually purchasing Onley, about 3% of people purchased jams from this selection. 24 however, went when it came to this table of six jams about 30% of people purchased from here. And so what study shows was that when you're presented with less options, people are more likely to purchase. And I mean, think about it in your everyday life, right? How often have you been to a new restaurant with family or friends? You're taking a look over the menu, and there's 1000 days you don't You're overwhelmed with all the choices. You don't need to know what to get. And so oftentimes, what do you resort doing? You either, ask the waitress of what's the most popular thing here? Do you have any specials? So that way it limits your options down to, say 56 And then you can decide among those five horses Or, you know, let's say you go Teoh Fast Food Place, Save McDonald's or Burger King and your go there often, and you're just overwhelmed by all the options you're not sure to get. There's people behind in line waiting for you. You feel anxious, you feel rush so out of desperation, you just choose the number one because the number one is No. One for a reason. So it must be good, and I'll just choose that move on. And so when there's too much choice when we give me too many options, people don't make a decision and they feel overwhelmed. And this whole idea of keeping choice simple is a deep, fundamental thing within our country. Why is it in the political arena? Why're we only given two choices? Why is the only Republican or Democrat why aren't third parties allowed to participate in these debates? Well, when it comes to the presidential race, you know, at the end of the day, when you simplifying choices, people are more likely to make a decision. And so how do you use this in your own business? Is if you're meeting with a potential client or somebody instead of giving them a range of 10 or 15 different packages. What you do is you give him a sheet of paper that clearly breaks down maybe three options that you offer. And actually, if you go on a lot of websites nowadays, this is a pretty common model, especially when it comes to software programs where you sign up for the license. A lot of times you're gonna see they're gonna break down with three different options you know, lower tier one, the middle tier in the higher tier. Then a lot of times will put on the top for maybe the middle or higher tier, most most popular. Trying to give further proof that most people like this trying to encourage you to purchase that. But so at the end of the day, if you want more persuasive when you're dealing with people, I would highly recommend for you to just give a couple of options. It doesn't put them into that analysis paralysis state of mind. It makes it much easier for them to make a choice and also to If you're trying to be persuasive, a lot of times that choices you can you can present can be beneficial to you. So, you know, if both of the outcomes are something that would be happy or okay with at the end of the day, you're gonna win because they're gonna choose something. Where is if you leave it open, ended or presents a 10 or 12 options Were a couple of these options, you wouldn't be very favorable with so again to keep it simple. The more choices you give somebody, the more likely they're gonna be over. Well, so keep it simple. Give him a couple of choices and you should see results go up. 12. Section 3: Words to use: But now we're going to talk about something which is pretty straightforward but really important, which is what words are most persuasive. And what words should you be implemented into your daily vocabulary to become a more persuasive person. The first word we're gonna talk about is a match. Imagine is such a powerful word because whenever you use that, what you're doing is you're asking the person to Orpik Group of people toe open up their mind, and it helps pay a visual picture of what you're talking about. Let's say you're a sales person. You're talking with a potential client and you're trying to sell it on a car, asking them to imagine themselves in this car, driving down the highway with a group of friends or their wife really enjoyed the car. And as you're explaining that, you can't describe other positive emotions they have with that. But because you started that off when asking them to imagine it in Durham line, they're not listening just to the facts and information. They're actually paying that picture in their mind and whether painting that picture in their mind and their visualizing what you're talking about, it makes them more open to see the benefits of the product, and it makes them. It almost makes the product, or so the next one we're talking about here is the word, but cuts because it is a very powerful, persuasive work. And there was a very interesting study which was conducted. It's pretty popular within the whole psychology or now, and it's called the Xerox Copy study. Basically, there was three group people were divided into three groups. The first group there was people waiting in line to make a copy machine. So many cuts in line says, Hey, guys can cut in line, you make a copy. 60% of the people said, Yeah, that's fine. The second group, Same deal. People wait in line. Somebody comes cutting it, saying, Hey, chemical copy Because I'm in a hurry of 94% of these people, let that this less in. Third group, same deal. People wait in mind. Somebody cuts in front, but this person says connect. Please make a copy because I have to make a copy and 93% of people let them cut. Nearly identical to this second group, which is super fascinating because from a logical standpoint, That doesn't make a lot of sense, right? Why would somebody who has a valid reason Hey, I'm in a hurry. Please, Please cut in line versus I need to make a copy because I need to make a copy which everybody else needed to two. So that is not a lot. However, we saw much higher compliance rates with these two groups. All because they said the word. Because where is this first group did not use the word because So we're looking at almost a 20% or more increasing compliance simply due to using one word. And this is really important for you to understand in your daily communication. So if you're asking somebody for something, say you're working, asking for assistance with something, let him know the reason why. Hey, can I get help with this? Because, you know, a lot of times I think it's so easy for us to We're also caught up in our own life, right? We have context or the frame of mind that were coming from We we know why we want to do something. We know I were asking somebody something but a lot of times, something they get lost in translation or were not properly communicating the full picture or they just don't have all the details. And so when you are asking me to do something, use the word because those are two of the major persuasive orders that should be using right now. But there are a lot of other ones, which you should also be incorporating your daily speech patterns to make it easy. And that way you have something to reference later on. I have created a guide in the notes below, which he can view and look at to have a list of these words. But to cover some of them pretty quickly here, way got free. You know, everybody loves free stuff. It's pretty interesting if you take a look at online shopping, how it's almost become the norm nowadays that a company is gonna provide free shipping, you know it's almost heard off, or it creates a pain point for in the end consumer, if you have to pay for shipping. If you're describing something, something that persuasive is using different superlatives adjectives to make it seem more grandiose, er more better than it actually is. So, for instance, if you're describing Ah, car, you could say this. Incredible, wonderful, beautiful, Magnificent. You see where I'm going with that right? Though those adjectives which make it seem better and described him in a better life, they're just saying, Yeah, this is a good car. No, it's not a good car. It's an incredible car. Some other ideas are using somebody's name. Now, this one, it could be a little bit tricky, but if you use it enough in the right way, it can be really influential. So think about it like this. Whenever you're working with people where you're in a saying, you're minding our business. Did you hear your name? What happens? Your ears instantly perk up, your attention is drawn and you look over to see if that person is talking you or if they're talking to, uh, somebody else, right? So that's a very interesting concept where when you use somebody's name, you get their attention. Now, this is most effective when you use it in the beginning part of an interaction and at the very end, interaction. If you use the remain too much throughout the middle of it, it can come off pretty weird. So let's say hi, Bob. How are you doing today? Oh, that's a great question, Bob. So, Bob, looking into this, you see how that gets kind of weird when user name too much. But when you start the interaction with these in their names and you conclude the interaction is intimate, that could be very powerful to keeping their attention and at that little personal touch to it and show that, you know, hey, he does remember, Or he does care about me enough as a person to personalize message to meet versus just Mr Smith. But overall, when it comes to using these words kind of like social proof, whether you do or don't use the word is not gonna bake Operator, Actually, But knowing the right words in just naturally using them is gonna give you that little step a little advantage. And so when we do take in peace all these things together that can end up creating a significant 13. Section 3: Words NOT to use: So you know what words you should be using to be more persuasive. I would say it's only appropriate that we talk about words, that you should be a wake. And the me I deal with this section is to be aware off the words. And as you're talking through our daily life, whether the family, friends or colleagues just being more mindful of the word choice that you're using and when you're using it, catching yourself and that self correct in overtime, your language patterns are naturally gonna not include some of these words that we're talking about. So the first word I would suggest for you to not use is the word. But so let's imagine you're having a conversation with somebody and you're in a sales presentation and the potential client has an objection, and you guys are disagreeing back and forth and you want to make them aware you want them to see the idea that you're putting across. They let's imagine. They say there's their statement, and at your core, you disagree when you respond instead of saying, Yeah, I see what you're saying. But then going into what you're saying, a better way to say that would be They said what they're saying. You respond. I see what you're saying, and that's the reason why our product is so much because it's higher quality. So you see what I did there It was very so. But instead of saying the word, but I replaced it with the word and and the reason it did that is because whenever you used the word of immediately in the other person's mind, subconsciously they're shutting that they're acknowledging. Okay, this person doesn't agree with me. They're not open to what I have to say, and they're they're shutting down to the rest of what you're saying, which is important, right? If you're product costs more because it's higher quality, that's a key feature that they their subconscious should be listening to and resonate with . And so by replacing the word but with an is a great way to have a smooth transition encounter, some type of disagreement. Another word that you can replace is the word just, and I would suggest moving this altera your vocabulary, whether you want to be persuasive or not, and the reason why I just should be removed is it's a limiting word. Imagine you're at work and you're asking somebody for help. You say, Could I just have help on this project, or could I just have help on this question, or could you just give me access to this? Listen, at any time you're saying that we're just you're minimalize ing the request, your trivialising what it is that you're asking and what that dude, What that's doing on a subconscious level, is your your son communicated to the other person that you don't have as much confidence in yourself. You don't believe what you're asking for is really that important. And another great example of this is if you're in a job interview and somebody asks about something on your resume and say, You know, what did you do at this job? A lot of the human tendency with people, especially if you're not aware of this to say, Let's say it's the one of the first job right in the first start. Now, your mind it wasn't that important. Chop. Some people may say, Oh, there I was just the secretary and I just answered the phone calls. You never want to say that, because again you're portraying and projecting that you don't have confidence in yourself. So I would always recommend removing the word just from your vocabulary and some other words that you should be removing. You know anything with negative connotation. So I would say, I can't do that. I won't You know just anything with a negative connotation. I would highly work on removing that from your vocabulary, especially when you're in a negotiation with somebody or trying to persuade them. Because let's say they ask for Can you do this instead of saying No, I can't do that. You could say, Well, I can take a look or we could revisit that work you see there There's other ways to approach something of an argument or conversation in a way that's less confrontational, because once you start using those negative words subconsciously in their mind, they're starting to shut down. And they're starting to build at that competitiveness and that animosity with you. And so again, with this, the main idea is to just be aware off what you're using and how you're speaking in your everyday conversations, and the more you are aware of it or you can catch it and the more you can catch it, the more you can start to slowly replace it with more positive powering words, and that will ultimately help change right core and be more three spaces. 14. Section 3: Probing questions: The next idea we're talking about is pretty basic idea when it comes to sales and human communication in general. But I do think it is worth noting and covering, and what I'm talking about is when you're talking with somebody, a great skill. Tohave is toe listen and ask probing questions. So when you're meeting somebody and you're trying to figure out how Teoh sell to them or persuade them what they should job a lot easier is having information about, you know, understanding what it is that they want out of the conversation, having them understand why their at your store or at your business, talking with you guys, understanding what they want to accomplish, understanding their dreams and goals and understanding the context of where their life is at now. And the only way that you are gonna get all the information is by first asking open ended. Yet when I say open, I did not yes or no questions but questions that prompted to explain themselves and get out a lot of detail. And this is gonna be effective for two reasons. One and a core people love talking about themselves. Yeah, if you're that person who presents an opportunity. You're actively listening. You're engaged in what they have to say. That's gonna help with building report because you're there listening and you're building that trust with that. And then the second thing is they give out valuable information. So that way, when it does come to you, structure your message and presenting it back to them, you can tailor your message in a way that's gonna best president with that. So, for example, let's say you're selling cars and you're sitting down talking with somebody, and you know that they are going to school, right? And let's say from Europe, you know, you have $5000 e discounts to work with, well, the way you could Fraser position, that is, you could say, Well, hey, that that's great, You're you're in school right now. We have a new school discount, and I could give you $2000 off due to this new school disco. Or let's say you're selling life insurance and you're talking with somebody who just had a new kid. Well, in your pitch, you could present that say, You know, I know you just had a kid and protecting your family is extremely important. And, you know, imagine what would happen in the unfortunate event at something where to happen to your family you want, make sure to protect it, right? And so you soon I'm doing there. If I didn't ask those open ended questions and I didn't know that they had a family or a newborn or details about their life, I couldn't effectively approach it from that angle and provide details away that's gonna best resonate with their situation. So again, with this I mean, it's a pretty basic idea to build a report, get information about somebody when they're talking list, but actually list and be engaged in what they're saying. By doing this, you're going to get better information. So when you are presenting your message and speaking to them, you can present it in the most effective persuasively 15. Section 3: Metaphors: So So now that we talked about the words that you shouldn't shouldn't be using, we're gonna get a little bit more extract, and we're gonna talk about different concepts and principles that you can use wall your action. Talking to be more persuasive, is the person that comes to mind right away is the use of metaphors and stories. So if you know this throughout this entire course, up to this point, whenever trying to make a point, all the use stories because human come the human mind, give us an idea and connects with a concept so much easier when we're using stories and metaphors to relate an idea if you go back throughout ancient texts and history metaphors have been used for centuries and centuries. You know, if you take a look at the Bible, it's littered with metaphors for explaining concepts on life. Something else to be aware of is if you want to be persuasive with somebody top visual terms, and this relates to metaphors but also goes on to its own separate idea. So going back to the whole concept of politics, where we're currently at 2018 beginning of 2019 ever since Donald Trump took the presidency , he's made a big point of contention to talk about. We're gonna build a law, uh, divide in the United States and Mexico. Now, this is a very powerful, persuasive technique for him to get people to rally around a pretty abstract idea, which is immigration reform. You know, it's a politician were to go on stage and talk about pop immigration reform and throw around a bunch of facts and figures. Naturally, the human mind is gonna drift, and it's very hard for the human mind to resonate in, connect with what somebody's talking about. But if someone continues to push the message off, there's gonna be a wall. We're gonna build a wall. That's a very visual thing. That's something people connect with right away. And whether you agree with it or disagree with it, you can't deny the fact that it's a very polarising technique. And by using that visual term, it's a very front of mind concept. It's something that, with your agree with it or disapprove that you're thinking about it, you're talking about it. It's seemingly out of nowhere. It's become an issue because of how the framing of the concept has been framed in such a visual way. So how can you use the this visual imagery concept to be more successful and persuasive in your life? So let's say your urine sales and you're trying to sell somebody on an abstract concept like health insurance or life insurance. What you could do is based on the information you have about your potential client. Build some visual images that resonate with the person. So, for instance, if you're trying to sell health insurance, you know, paint a picture of a happy, healthy family who's enjoying life together. Or let's say you're in sales and you're tryingto sell Internet packages to somebody again. Another pretty abstract concept. But let's say when talking with the person you understand that there are student in school and they need fast Internet so they can complete all their homework. So during the communication you can vision, you can paint this picture off, Ah, student who is able to complete the work quickly or ah, happy home or ah, stress free home because they're able to get their worked up completed quickly due to having fast Internet or, you know, paint that picture however, is best appropriate. But you see where I'm going with this right, taking the information that the person that you're working with and painting a picture which conveys whatever message you want to them and elicits emotion. 16. Section 3: Zeigarnik Effect : Another concept that you can use and putting your tool belt of persuasion is what's called the zeitgeist effect. This originated from a researcher, Blue Masai Danek, back in the 19 twenties. Basically, she conducted a study and wanted to figure out how waiters were able to remember a lot of different borders at once. And what they determined through these studies is that basically humans have what's called an open leap. So let's say you are trying to do something throughout the day. You start doing the dishes, but then something interrupts you, and you can complete that in your mind. Almost in the background of your mind. There's an open loop. Humans have a desire to complete something that they start. So let's say you're going back that Washington issues. You're only 30% of the way down, then your kids are running down the hallway and you've got to get them dressed and ready for school. You get them half dress and then somebody's at the door, so there's an open loop for the dishes. There's an open loop to get the kids dress. There's an open loop to talk to the person at the door after you finished talking with a person at the door, you closed the door. Don't with the interaction that closes Now, you still have this desire to go back to these other open loops, putting clothes on the kids and finishing the dishes. You have this desire to close these open loops. Now this is iconic effect is actually all around us, and it's something we experience all the time where we're probably not even aware. One of the most common examples of this is with TV shows or Netflix series. A lot of times when we sit down watch episode of, say, a new season, the natural inclination isn't to just watch one episode and say, OK, yeah, I'm good. I'm very happy with that. You know that the natural reaction is once we started that season, once we started that episode, we want to complete it all the way through, and we don't really feel a sense of completion or a sense of fulfillment in two weeks completed that loop that started and with this iconic effect also talks about is the more involved that we are with this task, the more desire we have to return to that room and get it closed at. So knowing all this information, how is this related persuasion and how to use this? Well, there's a couple ways. One. If you're doing anything with online marketing or if you're trying Teoh, convince people and say, a commercial or advertisement. Something you could do is in the beginning part of that commercial or advertisement. Open up a loop. Talk about some type of ah story that is compelling and when you could do is basically open up that group and get the person engaged. But don't finish that story right away. Go through the other parts of your persuasive commercial message or sales pitch that you're trying to get through and then at the end of it, were at the middle. You know, at the middle of that the end. We've this almost we've this story in and out throughout your whole presentation, and why this is powerful is if you get somebody hooked right away. But with this persuasive story captivated story. But you don't close it out right away. Somebody's warned. Likely to stay through your entire message, Teoh here the end of that story to close that, to see how the this story ends so you can increase your you know, whether you call watch time, attention, time engagement from the person that you're in that sales or consulting meeting with. But I think, you know, think of you and think a little bit outside the box to How can I take this idea to create some type of a little loop to get something engaged and then keep it open and then close it out? 17. Section 3: Repetition: The last major persuasive technique that you can use when you're actually talking with people is the use of repetition. Repetition is really valuable when you're there's a specific idea or message that you're trying to instill in somebody. Let's say, for example, you're in a sales presentation, and you believe that this one key feature, this one piece of information set yourself apart from the competitors. And this one feature is really what's going to sway the sale and have the person agree. Well, what you could do is structure your sales presentation and be sure to highlight that point 5 10 more times than some of the other features. And what's happening is the morning emphasized these points on a subconscious level, the more we begin to believe it. That's why, with advertising, they will constantly hound the consumer with commercials. Until eventually, we've heard a message so much times we've heard that Coke is a great product. We've heard that Coke is tasty, and that's we've heard that message so many times that it's been implanted in her subconscious mind. It's when we go to a restaurant food. It only feels natural for us to have a Coke when in reality, if you were to take a step back and take a look at a a rational view of what Coke is it simply a beverage, which has 2 to 3 times the amount of her daily recommended sugar? And it's not actually a great choice for you because of the repetition of the persuasive communication. It's been implanted in us that, Hey, this is a great choice and un actually deciding this on my own. The last example with repetition, which you can see is a lot off famous political figures have used this technique. For instance, if you take a look at the Martin Luther King Jr. I have a dream speech. What are some of the most famous lines of that? You know, I have a dream that I have a dream that one day I have a dream that he that use of repetition. Where's he's emphasizing he has a dream? If you take a look at the major speech at the believe is the Democratic convention that Obama gave, I want to say in 2000 for which really put him on the map. Politically, there's elements of there where he is using persuasive elements similar to that. I have a dream where you would begin the speech or the beginning part of that sentence, similar to eventually he would repeat that certain phrase, you know, take a look, go to YouTube and find some clips up typing Donald Trump repetition all throughout the debates and even an interviews. Today, he'll use the use of repetition where in some cases he'll be talking. And in the course of two sentences, he'll say we went or were the best. Whatever certain concepts that he wants to emphasize Killer P a ton of times in a shorter short timeframe in a game. What What will these people understand is maybe on face value. If somebody hears that, they'll say That's not very eloquent. That's not presidential. But what these people understand is on the subconscious level. They are getting that message through to us, and that is reaching us, which is ultimately influencing our decisions down 18. Section 3: Pattern Interrupt: the next time you were talking about is what's called a pattern interrupt, and this is exactly what it sounds like. The whole goal of a pattern interrupt is to break up your speech when you're talking with somebody to help keep them or engage, because when you're talking to somebody or a group of people for any length of time, unless you're talking about something that's extremely captivating and interesting, people are gonna lose attention and their mind is going to start to drift. And so, by using a pattern interrupt, this is a great tactic to basically break of your speech, keep them engaged and keep their attention focused on what you're actually talking about. So a great example of how you to use this is, let's say you're a manager or a team lead at some company, but you have to talk about some idea or concept, which is pretty boring to folks. Let's say new HR policy. And so you're starting to talk about this stuff, and after a couple of minutes, you've noticed people's attention is starting to drift. One thing you could do throughout the course of that is create what's called a pattern interrupt and how you would do that is cool. Okay, so where was I? And so you see what I just did there was created, a pattern, abrupt. Now how simple or complex you want to make it? It doesn't really matter. But what I did was I broke up our speech patterns and I did something to cause your mind to drift out of that subconscious area where your mind start to drift away. And by creating that pattern interrupt of this under the phone, it brought your attention back to where we were. And then I can continue on with what I'm talking about. Now that's that's kind of a brazen example, because if you're in a meeting, you probably don't want your phone going off. People got negative connotations with that, right? You're not responsible. You're not your devices on silent. But there are ways of being more tactical about this. For instance, let's say you're talking to somebody in that same instance, but you have pre planned little tangents that go on that are somewhat related. But not really so. For instance, let's say you're going through the new HR policy and then all of a sudden use. You take a moment to say before going, acknowledged all the hard work that you guys were doing, and then you go around and maybe you. You acknowledge one person for the great job they've done over the past quarter, and then you switch back into the HR policy. That's still another effective pattern. Interrupt. You start the main message of getting through that HR content, but throughout the way you have little tangents that you'll take, which will bring up your speech patterns, which will help keep them engaged and more president with the information that you're trying to relate. So with this, I would suggest for you to just practice it. Maybe not even in print, in a professional context. But what happened? Conference it. But when having conversations with family or friends, you know, try talent, some type of ah, a story or something which is intentionally boring. But then practice with using these pattern interrupts and see how they could be effective with keeping people's attention to what you're talking about. 19. Section 3: Yes Ladder: Another cool technique that you can use is what's called the foot in the door or, yes, ladder concept. And this idea originally came from a study conducted back in the 19 fifties, where a couple of researchers trying to see how likely strangers would let them put a sign in their front yard so they broke you can think of it. They broke it up into two different groups. The first group, they ask people. About 20% of the people agreed to put a sign in your yard. The second group, they first asked if they could put a very small side. And then after that, the person agreed to put this small sign. They then asked if they could put a bigger sign, which is the same size as the one in the first and ultimately the second group. About 76%. People agreed to put a sign in their yard, so the difference between 20% 76% was simply by getting that small Yes, first, before asking for the bigger guess and just couldn't really be effective in different areas of of life. So let's say you're in sales and your meeting with potential client and you're under your pitch. But they raise an objection instead of letting that conversation going off the rails. A great way to keep control. That conversation is to say. Okay, well, let me ask you this. What is it about you, like comfort? You like being comfortable right in. Keep in mind that the question of bringing here serves off the top of my head. So when you're not making most sense but simply what you could do is just asked him a simple question where you know they're gonna say yes for sure. Then after they agree to that, asked him another question. You you want this for sure. You let me ask you this, you would prefer a product that is more affordable than not afford. Is that right? Yes. Let me ask you this. You if you're purchasing a product, want to make sure you're getting the most value out of it. Is that right? Yes. So you see what I'm doing here? The way of phrasing, the questions. There are obviously gonna be saying yes to what I ask. And that's a great way. Especially if the conversation is going sideways or it's not going in the way that you wanted to. It's a great way to slow down the interaction, gain control of it again and then start to steer him in a more positive direction. But this is also why any time you're online, the whole idea up cells work tremendously. So let's see it. Another example of how you to use this in your everyday life is, let's say you have an online store, you know you have the sales finally eventually lead him down, and they purchase the product well instead of them just purchasing a product going on their way. What you could also do on the check out age, which you'll see pretty often across online stores, is you suggested upset, you say Okay, well, you bought this. How would you also like to buy this other product? And because they already agreed to buy the one thing there and enduring that buying there in that yes ladder there. In that yes state of mind, they're more likely to agree to buy this other part of that. You're suggesting, right, because at the end of the day, worst case scenario, they say no. Teoh, this product, you're suggesting, but they still agreed to that initial product. A really great example, like a real world example of someone heavy on yes, ladder and up sells is if you go toe this to print dot com, I would suggest you don't need toe actually buy anything. But just you don't put something in your car and then proceeded Check out and taking no off the number off suggested products that they give you. It's It's almost an absurd amount off recommended products that they give you before they allow you to actually check out with your product. But that means said, there's science behind it, and I'm sure the numbers justifying the reason why there, including all these Upsell suggestions so again to wrap it up here. Just understand the idea that when you if you want your big ass from somebody, a great way to approach it is to first get a small yes, ask them to agree to something small and then gradually to work their way up, and they're more likely to agree that bigger. Asked if you if you work your way up to it with many yeses through this yes ladder versus going directly at it 20. Section 4: Cognitive biases: in this section, we're gonna talk about underlying force that really influences a lot of the ways that you see the world, act with it and treat other people and first make you aware that this exists s so that way , when you are communicating with other people, you can be aware of this and learn which buttons to press to make your communication and influence that much more effective. And so what I'm talking about here is what's called 25 uncut, unconscious biases. And basically, what this theory and idea lists is that there's 25 unconscious biases that humans have that dictate how we see the world in how we tree and interact with other people. I originally came across this idea and concept by watching one of, in my opinion, the most effective marketers. You know, our world today. His name is time Lopez. You may have seen the famous advertising he put up where he was in his garage, basically talking about he got Lamborghinis from reading a bunch of books. Now, whether you like him or hate him, there's one thing you can't dispute, which is his ability to market and influence people and also captivated attention. Right now, he's easily the most successful person I've ever met. A couple of years ago, when I was out in L. A. I met in that a video career creator party, so I was fortunate enough to meet him. But I was able to find a video from honestly around 2014 or so before he actually hit the scene as the image that he puts out today. And in this interview, he was talking about the use of the 25 unconscious biases that people have. And if you can play upon those, you could be extremely effective in your marketing techniques. He actually credits a lot of that references that to Charlie Longer, who's, ah, massively successful investor. 21. Section 4: Some of the biases: and so because there is 25 of them, I'm not gonna go through all of them to make it easy. I have created a guide in the notes section, which you can download. And you can take a look through, however, to cover some of the biases that people all have, uh, like bias. Basically, what that means is, let's say you're receiving advice from two different people. One is your best friend or your mom are so do you really like? And somebody else is a complete stranger. The liking, Biased says that you're more likely to give away to the advice from your best friend or your mom or somebody you already like versus a complete stranger. Another bias is the social proof, so going back to that earlier module that we talked about. But basically, if there's, too, if there's a piece of information and if there's a lot of social proof around it, you're more likely to believe it or agree that go along with it Versace. If there's no sofa proof around it, Another bias people have is what's called the availability, misinformation, bias, and what this means is people tend to believe that if information is readily available is more true than if something. It's not really a. There's also the bias of the authority, miss influence and basically what that states is your mole most likely to believe. Somebody who's in a position of authority and power. So this is something you may have seen. Where tingling infomercials. Where there's, ah, company who's selling some type of a drug or supplement and you see an advertisement where there's a doctor in a lab coat. Uh, when you see that almost as corny and as planned is that seems where you're thinking, Wow, this is probably not a real doctor. This is an actor, and a lot of times, even on the bottom of the screen, you can see it's a doctor. Betrayal was not a real doctor, however. What they're doing through that advertisement is there still playing upon that authority. Miss Influence Bias were basically these still understand that if they put an authority figure associated with the message of product that they're putting out there, you're more likely to believe it and go along. There's also the Conte in fairest tendency. This is a bias where humans, by and large believe that things should be fair and so a way you can implement this is if you're structuring your message for advertisement using the concept of Hey, things should be fair. 22. Section 4: Milgram Experiement: So where this could get really powerful is when you're able to push several of these unconscious biases at the same time and free what's called a lot of clues. A great real world example of how this Lola Plews effect manifested itself is through the infamous Milgrom experience. For those who are not aware, Milgram experiment was basically a study conducted years ago where a researcher would bring somebody in. And they told them to that this whole thing is for the live, for the sake of research and that they were gonna press a button in a different room where this person couldn't see on. They were administering an electric shock which would shock this person. And what happened throughout the course of the study is the researcher who is here with the personally brought in with Ted keep turning up the voltage on the electricity which they were administering to this piece. Now, in the real world, this person wasn't actually the minister electricity. They won't be hurt. However, when they when the for just spent press the button to administer the electricity, this person would screw and yellow make noises. So the person proving from infamous studying believe there's actually and what happened was some pretty interesting results where the person brought and they were actually continue to administer the shock. And even though the electricity was increased to the maximum amount and there was even a point to study where somebody basically this we convinced the person that this person passed out and they were unconscious due to that this person gave to this other person. And if there is a lot of interesting questions, right, because what would drive somebody to basically continue to shock somebody to the point of where There. And I think this plays a lot on the whole idea of, you know, going back to World War Two and the Nazis and a lot of people ask Well, how Hitler prevents all these people to do this, these insanely disgusting things to other human B. How could these people? Well, if that love lose affect is out play, people can be persuaded Berries going back to the noble experiment. Let's break down some of the influences that were at play. And so the first bias that was that play was the authority bias. So we talked about this a little bit before, but again, if you're in a position and there's somebody else in a position of authority, you tend to believe what they telling you. You tend to be more compliant with what they're suggesting because they're in a position of authority and power, another bias, that playing with social proof. So within this study, there was other people standing in the room around that, And so even though they were ministering the electricity and they may be felt comfortable hurrying this other person, the fact that there was other people around them made them believe, Well, this this has to be okay because there's other people around, and if it really was that bad, they would be stepping in. Another bias at play is the stress influence. What this biased says is, any time that you're under a state of extreme stress, your ability to resist orders and compliance is that goes down quite a bit. So think about it like this. Why is it let's say you're on a diet. You're tryingto be very strict about it in here to it. However, when you're under a lot of stress to the family or work wise that you tend to give in to eating the junk food and strain from the diet. You're under a lot more stress, and when you're under a lot more stress, it's harder to resist the temptations. It's a lot harder to resist any orders or something alluring that's that's coming across to you. So in the case of this experiment, these these people were being studied. They were under a lot of stress because they were uncomfortable administering that amount of electricity. But because you wonder that much stress, it was that much harder for them to resist the orders given by this person in charge. Another vice that was at play was the excessive self regard vice. The easiest way explain this is by and large people think they're greater than they actually are. People think they're smarter than they actually are. They think they're better looking than they actually are. They think they're better drivers than they actually are. And so with this experiment, people, they don't think of themselves as bad people. I don't do you know when they think of themselves as I'm a good person, I'm simply helping out with this study. I'm not the type of person to hurt somebody else. And so that was another bias. Have play. There was the excessive self regard. Another bias at play within this experiment is that inconsistency bias. So all these folks were brought into this study. They believed that they were helping out with research. They were hoping I was science. They believed in this situation that was their role. And so once administering the electricity got toe uncomfortable point, even though they felt uncomfortable and didn't want to do it. They didn't want to break this bias off, doing something that's inconsistent to what they believe they should be doing. No, this goes back to a point made earlier in the Siri's, where one of the things humans hate the most is being a hypocrite. And so a lot of times people will act irrationally. Another bias have play was the contrast Miss Reaction, tendency and what this bias states is. Basically, you believe that something isn't as bad because you compare it to something else extreme. So before we get into the experiment and explain how that worked, great real world. Practical example of this is whenever you see something listed for sale, let's say in list one price and then right next to it. Says so. For example, let's say something was is listed for $50 in right next to it says this used to be $250. That's this bias at play there, where the fact that you're seeing these two numbers side by side when you see $50 it immediately doesn't seem like that much when it's right next to $250. However, if we saw $50 just by itself, that still may seem like a locked. And so how this bias worked within the Milgram experiment. Waas. Because the way it worked, Waas the researcher, would tell them to apply the electricity. They would then gradually turn it up, applied the electricity turning up. And so it was a gradual process. And so by the time the person reached the highest level, it didn't seem like that much because they were gradually working their way up to it. Whereas if they immediately came right into it and said, you administer the most crazy amount of electricity there, there might have been more resistance to that 23. Section 5: Pre-suasion: now that you're aware of some of the principles of persuasion in how you can use these to B'more influential when you're communicating with people, there's another element to it which many people overlook and don't take into consideration . And what that is is setting the environment properly before you go into the interaction to increase your likelihood of being more persuasive. So for this whole section, a lot of information getting here is from a book called Pre Suasion I Robert cld any and what persuasion is is exactly what I said setting the environment and you could think of it as setting the soil, making the soil as fertile as possible. So that way, when you are implanting those those seeds of persuasion and influence, you have the best likelihood that it's it's gonna be effective. So there's a couple exit, great examples that Robert uses from the book, and I would highly suggest, if you're interested in this type of stuff to go get the boat read through it. Hey actually has about 100 pages of references of different studies that the heat references, so this is a very in depth, well documented 24. Section 5: Job interview: a great example from the book that Robert uses is the use off is in the context of ah, job with you and let's say you're in a job interview. You meet the person you're interviewing with, you guys walk into the room. You know, it's pretty normal to make small talk start to build that rapport, that sense of good feeling with them before you actually start the interview. But when Roberts just is when you're doing that to set the environment so that we could meet most persuasive in one way you can do that is before the interview starts say, Hey, can I ask you a question? And they say, Yeah, you say, What is it about my resume that made you want to bring me or What was it about my skills that made you wanna interview and by asking that simple question? What you're doing is in the mind of the interview where your cultivated you're getting her mind to start thinking they're start anything. Okay, well, realistically from the Render probably interviewing lots of other people, and they don't know exactly why. But what you're doing is you're getting their mind to start searching for reasons as to why you were called high person. Because whatever the reason, they be your there for a reason. There is some skill set that you have that major get at least that far and process. And so also you're playing on the idea that a lot of times one of the things that humans dislike the most is being a hypocrite. You know, we want to make sure that our words and actions are consistent. And so, by suggesting that question, what you're doing is you're opening up their mind. They're started to search for Why Why is this guy here? He must have some type of a good skill, and now they want to make sure that their actions match up with their works. And so you're basically right before the interview is starting opening up their mind to the idea that wow, this person is qualified. They were here for a reason. And then the fact that their mind is now open to that idea once you actually get to the questions and you start interacting with them and explaining why I qualify for this position, those ideas were gonna resident much more because they have that open mind 25. Section 5: Case study (Kony 2012): Another example of how persuasion has been very effective in today's world is three example of Kony 2012. Now, for those you who are not aware of what I'm talking about April 20th of 2012 there was a viral video that came out and now back in 2012 this was the videos were pipe, but they certainly weren't to the extent that they are today, where your Facebook feed is completely full off viral videos, viral videos back in 2012 were much more of an anomaly, right? And what happened? Waas There was basically what Kony 2012 less for those you don't know it was ah, charity. They made some video talking about Joseph Kony, who was a warlord in Uganda, was killing a bunch of innocent people and they were talking about how we needed to show this video, raise bunch money and spread the message so that we can stop this warlord and you gotta right? And so certainly sounds like a terrible thing. But what was really interesting with this example was it was a 20 minute video in nearly every single person was sharing this video. This was the number one talked about thing on the Internet for a couple days. It is really interesting, because what is it that gets some apathetic 20 year olds to become interested in a socioeconomic problem halfway across a war? This is certainly not the first example off some dictator in the Third World country being impressive to their people and killing right. As bad as it is, this is not the first time. So what is it about this video that really struck a chord with people in really cause people to share the video and take out well and you can go to you tube right now type in Comey ko and why 2012 it should pop up is one of the first search results. There should be at least 60 million views on it, possibly more. And but if you take a look at that, what they do very well in that video is they They set the stage for their message to be persuasive. So the first couple minutes or so, what they're doing is they're basically talking about how changing the world is done through sharing videos so they show a bunch of ideas of sharing videos, click share by share, share, share. And so, by doing that, first of Prime in the mind say Okay, get in that frame of mind where you're okay with sharing videos. And then the next thing the director of that video does is he shows a little biography. Or if he shows some clips of his little two year old son who's Q and adorable. And by showing those clips of, Ah, a little child. What that's doing is putting the viewer in a state of mind of compassion, right? The any time that a human is seen, videos of a little child were instantly more compassionate. It's releasing a bunch of oxytocin in our brain where we're more or naturally more compassionate, carry people. And so, like prime ing the viewer to the in the state of mind to share the video but also be more compassionate. The message resonated a lot more versus if they came straight in and said, This person is a bad guy. We have to stop, and so ultimately the movement died out. But there's a lot to be taken from that example in just understanding how you do it right if you structure in the right way and create that pre suasion before your message, that could be extremely effective and really help with persuading people with weather message that you're trying to get. 26. Section 5: Everyday use: So how can you use pre suasion in your everyday life? Teoh. Be more persuasive. A lot of it would depend on the specific details. But some great examples that Robert provides from the book is, Let's say you're selling something online and you have a landing page where, when customers come to your home page, what's the first image that they see? So if let's say you're selling a mattress right and the main feature that you're trying to illustrate or sell on is comfort, well, the landing page could have a bunch of clouds to the moment they see that that's putting them in the state of mind of comfort. So then, when they actually end up shopping, that's gonna be the main thing that the A minus geared towards. Another simple tactic that Rotter suggests from the book is if you see the image of a man who's standing on a mountain with his arms raised up, you know, in in a state of victory what you could do is set your phone background or computer background to display that image. So whenever you see that, that's prime in your mind to be in a state of accomplishment. And then you're actually more likely to be successful and achieve what you want simply by seeing that little prime ing image off up success. So again, with persuasion, it's it's kind of an abstract idea. You're gonna do some Taylor into it specifically on what you're trying to accomplish, but I would highly recommend for you to get that book against called Pre Suasion by Robert C. L. Dany and go through it. There's tons of great information and see how you can take that and applying a tier two of us. 27. Section 6: What NOT to do: So now we want to talk about body language and how you can use this and change your body language to be more persuasive when talking with people. Now, before we get into this, one thing I want to preface this whole section by saying, is that the majority of the communication that we do with other people is not, and so keeping that in mind, the majority of the way we communicate the messages that were sending off it's through our nonverbal cues or through our body language. And so keeping that in mind with this section on on legally scratching the surface. Eventually, I'd like to make a completely separate course dedicated on body language, because there's so much information Teoh actually cover. But that being said, getting into some tips that you to use to be more persuasive with your body language, the first thing is, when you're talking, be aware of what you're doing with your hands, and so the first thing is you want to be aware of what not to do with your hands when you're talking. You don't want to be touching her face in any way, because if you do that, those are credibility reducing signs. So, you know, if I were to look for example sake, let's compare to two examples here. The 1st 1 I say, Wow, you You know, you're really beautiful. That is That is amazing. In the second, when I say you know what, you're really beautiful. That's awesome. So you see what happened there now? Granted, In the 2nd 1 I did change the pitch of the way I spoke, but also just noticed the difference off. Really? I said the same thing, but in the 2nd 1 I touched my face when I was saying it, which is gonna in their mind reduce the the idea that are being truthful in that statement . So in addition to not touching your face, you also want to keep your hands above your waist. You don't want to be touching your legs. You don't wanna have their hands in your pocket, which is a pretty obvious one. You don't want to be playing with your shoes or time or shoes because you know, understanding to if you're playing around your shoes or tying your shoes. These are the same hands that you're gonna be chicken hands with. Somebody So it's always best to keep your hands within your torso here. You know, keep, um, in front of your body. 28. Section 6: Point legs: Another subtle thing you should be aware of is when you're talking with somebody, make sure that your legs are pointed. A small Q is whenever you're talking with somebody. If if their legs air pointed or their toes are pointed away from you, that typically means that subconsciously, their attention is in a different direction. So when you're communicating with somebody, especially one on one, it's best to make sure that you're pointing your legs and your toes directly at somebody to some communicate to them that they on here on present, and I'm fully invested in this interaction. 29. Section 6: Smiling : now the next couple things are recorded, but you wanna be sure. Use them wisely and don't take it to the extreme one way or the other. The first thing I'm talking about smile so that way see another human smiling naturally. Well, when it's a genuine smile that elicits emotion, positive emotions within us. But at the same time, we can also recognize fake smiles. And so what you want to do is when you're talking to somebody building that before, Whenever there is an opportunity for genuine smile, let it let it shine out. But just be aware off your facial structures. Throughout the course of a conversation, you guys were talking and there's a joke, and you genuinely feel that these should express that. But at the same time, don't be smiling like Oh, yeah, that's that's great. I totally agree with that E. It's a very, very fine line, and you know something you could do. It is if you if there's a sales presentation or a speech that you're gonna be giving, you can practice that mirror and be Maura. Wear off the facial expressions that giving off when you're talking or, you know, even if you will. Ever. Nowadays, everybody has a smartphone, right? So you could even practice having it. Set up your smartphone and you have a conversation with a friend or a spouse and let that run. And then what you could do is after the conversation is done, review the footage of your conversation. Teoh, get a better idea of how your facial expressions are throughout the course of ah, really Congress. 30. Section 6: Eye Contact : Another thing which is really important is thes of eye contact. Now, I contact is really important to show that you're invested in person. But you wanna be tactical about how we're using it. So if you're having a conversation with somebody, you don't want to be staring directly at them the entire time, right? That's gonna creep them out, and they're gonna after a while. Start. Feel uncomfortable. So what you want to do is shift your attention. Three eye contact back and forth, right. So you wanna, you know, look them in the eyes. Maybe look at their head, you be engaged, but then shift your days away and then always haven't going back and forth and then similar when you're talking to right, if you're having a conversation with somebody, you want to be looking at them when you're speaking, but not directly, you know, looking into their soul, creep them out. So again, going back with smiling, it's It's a very subtle thing, and you want to be very careful about implemented. But this, you know, this should go back to just basic human communication, not even persuasion. But the really the reason I'm bringing up eye contact and smiling here in this section of body language about persuasion is mostly to be aware of how we're using them. Because if you're somebody who learned that I kind act is super important. But you're spending way too much time staring directly at somebody that would be counterproductive and actually working against. So really, for these two more subtle ones, really, the main take away I want you to have is just to be aware of how you're using them. Indeed, Mawr conscious. So that way you're not taking it overboard one way. 31. Section 6: Body Positioning : Another cool trip that you can use is being aware of how your position when you're having a conversation with somebody else. So this typically works best. If it's a one on one situation, say you're in a meeting with somebody. But there's research that has come out and studies, which has determined that if you're having a conversation with somebody one on one like this right in, the person you're speaking with is right handed, which most of the population is. They were gonna perceive you in a better light if you're sitting off to their slightly to the right. So forehead on here. If I'm head on right now, I would be over here because from your vantage point, I'm slightly to the right. Whereas if I was slightly to the left, like over here, they would feel more uncomfortable and not as trusting. And so that's a nice little trick that you can experiment with and even just having conversations, say, with family members, friends, try this out and notice the the difference in the way that you feel when you're communicated. When somebody, if their position off to the right or to the left 32. Section 6: Open Body Language: Another important thing to make sure that you're building report with somebody and be more persuasive is making sure by and large, your body language is open and it's showing that you're open to communication and that you're vulnerable versus being closed off or skeptical. And the main where you want to do this is by getting keeping your hands out front, not crossing your arms, not creating any type of barriers between you and the person you're speaking with. So if you're if you're sitting down in a conference room with somebody and there's something in the middle of you guys, save your water bottle, Sebi your notebook or something else that's obstructing or in the way of you and the other person simply moved it off the side. So that way there is a direct, open line of communication between the two of you and by not putting any barriers or obstructions between you and the people that you're talking with, this is really gonna help with building that report again, showing that you're open, you're vulnerable and you're being authentic, and by doing that, they're gonna be more likely to fall into that report with you, and then you can more quickly influence them 33. Section 6: Matching and Mirroring : Now, the last thing we're gonna talk about is something that's a little bit more advanced. But it could be extremely effective. And this is what's called matching and mirroring. So when you're having a conversation with somebody, a great way to build her poor is by mirror their body. Which when I say this, I don't mean to copy their body language. I mean to near it. So a great example of this is your sitting across the the dass for the table from somebody having a conversation, and then they're suddenly going. Oh, yeah. So I was thinking about this. What you can do is mirror that which so let a little bit of time pass, and then after a while, you mirror you, you create his body language yourself in mirror back to that, or if you you guys are sitting down and they decide to cross their legs and then, uh, put their hands on me like this, surely afterwards you to do that, too. And really, what's happening when you're married? Their body language is on a subconscious level. You are getting Maurin to report and the reason why I'm saying this gets into the more advanced areas is because once you start matching and mirroring their their body language, once you get good enough at it, what you can actually do is start to lead them. So once you, you've matched them enough, you're in that state or a poor. What you can do yourself is start to leave the interaction, and instead of you following their body language, you start to dictate their language. And so let's say you guys are in that state of report, and then all of a sudden you start to do small cues, and soon they will be following your lead. And that's a great subconscious trip, which, basically, if if you're able to lead them, that's a great sign that they're being influenced in that you're being effective in the way that your community 34. Section 7: Neuro Linguistic Programming : So in this section I'm gonna give you a brief overview, an introduction. Teoh a completely different topic, but it's also still related to persuasion and influence. And so I think it's worth talking about. And he's making you aware that this other field of study and communication exists and to really do it justice I would have toe, I'm thinking right now, creating a separate course just dedicated on this other topic, which is called neuro linguistic programming or commonly referred with NLP. This is a an insanely in depth field off. Really. What it covers is it's a more complex way of being aware of sub communicating with other people. And if you're aware, Tony Robbins, he's one of the most influential motivational speakers are also performance coaches throughout the world. I would say he's up there, maybe wanted to with Jim Wrong. And if you go through a lot of Tony's earliest videos online, he was actually a student of this NLP. And if you take a look, a lot of the techniques in the way that he communicates and influences other people are actually derived from this NLP. So a lot of other stuff that we talked about prior in this course. You know, like scarcity, social prove the, uh the unconscious biases. All that stuff you could think about, sort of the base line, persuasion, information and techniques that you need to be aware of where an O. P. Is going on. A much more technical advance. Abstract level. And so that's why I'm not gonna go too far into it, because I want if I do cover it on the next room doing justice. 35. Section 7: Pacing and Leading : to give you an idea of what I'm talking about here will cover one key technique within NLP . And that technique I'm talking about is what's called pacing and leading. And this is something that you can use when you're talking with somebody and you're in a state of rapport. Things were going well. What you could do is first start to pace them. And what this means is you basically list statements that are true. And so you say in an example of this right would be you were watching this video. That's a pacing statement. You are watching this video as a true correct statement. That's something you agree with. The next thing I could say is you're listening to every word I say again. That is another pacing statement. That's true. You're listening to what I'm saying. The third thing you could say is your thinking about how you could use this in your life. Now what that is is that's a leading statement, because at the end of the day, I want you to be using the information giving you to better your life. But I don't know if that's a true statement or not at best. That's a suggestive statement. If you take a look at it, that's a subtle way of me suggesting that you use this information in your life. So let's go back through it again. You're watching this video. True statement. You're listening to every work. True statement. You're thinking about how you can use this into your life. That's a suggestion, or that is a leading state. But if you say it threw up now, we put it all together. It's a very quickly. You're watching this video. You're listening to every word I say. You're thinking about how you can implement this into your life. You notice when you package that all together, say it very quickly. That is a very subtle statement, which in a very subtle way I'm leading you in a specific direction. And then it could get more advanced, where you then throwing more pacing statements again. So you're most sandwiching that one leading statement with all this other. And then there's different ways of basically adjusting to the situation. So let's say if you're talking to somebody and you, you start to lead him one way off purchasing your product, but they're raising objections and the report is starting to decline. Then what you could do is you take a step back, work on rebuilding that we're poor again, using the body language techniques that we talked about. Onley use pacing statements. And then once you determine that you guys are closer to a state of report again, you can start trying with leading statements again to see if they have any effect or not. So that's a really brief overview off one of the tactics or techniques of NLP. But as you can see, that's, Ah very a lot more complex, a lot more on a deeper level. But that is something that can be effective when you're trying to communicate with people and persuade them. 36. Section 8: Final Thoughts : our eyes that wraps it up for this video course. I want to first take a moment to thank you so much for Revenant to this information with me . I really do hope it was helpful. And if you have any follow up questions or anything else, you'd like me to go more into detail with you. Please don't hesitate to reach out to me at the contact information through this website. And before we do go, I do have a couple of asks. The 1st 1 is even though knowing all this information is great and it's it's a great start . Where the real transformation happens is when you start to actually practice it implemented . That's where you start to take on these characters to subconsciously, and that's where you naturally become a more persuasive person. Practice isn't the most sexy element off persuasion, but it's just a fundamental truth. Whether it doesn't matter whether it's persuasion or sports, whatever to get good at something, you have to practice it. So I want you guys have a real fundamental change and have really results. But to do that you do have to practice it, so that's the first ask I would have. And the 2nd 1 is, If you did find this information help cold. I would ask for you to consider providing some type of a testimonial, whether it be written video, audio, whatever the case may be, you know, going back, that whole idea of social proof, these reviews do help. It does provide validation that the information you're getting, it's good. And that helps us spread the message to more people and help change more lives. So again, thank you so much for your time intention here, this course and I wish you the best of luck.