Podcasts about cialdini

On se retrouve pour la deuxième partie du 100e épisode de l'art du mentaliste où Taha et Alexis répondent à vos questions !Au programme, nous allons parler de l'emerveillement au quotidien, des messages subliminaux, de l'intuition et bien d'autre encore. Et à la fin, il y aura une annonce exceptionnelle que vous ne voulez pas louper.Merci encore pour votre écoute et votre fidélité à ce podcast !!!Reservez dès maintenant MENTALISTE DE VOTRE VIE : https://www.fnac.com/a22907558/Taha-Mansour-Mentaliste-de-votre-vieRéférences : - Cialdini, R. B. (2017). Pre-suasion. First.- Sheehy, G. (2006). Passages: Predictable crises of adult life. Ballantine Books.- Masterclass Cold Reading de Taha Mansour : https://www.virtualmagie.com/boutique/videos-magie/conferences-ateliers-videos-magie/masterclass-cold-reading-taha-mansour/L'art du mentaliste, un podcast animé par Taha Mansour et Alexis Dieux, musique par Antoine Piolé.Retrouvez Taha Mansour :- Son site : www.tahamansour.com- Instagram / Facebook : @TahaMentalismeRetrouvez Alexis Dieux :- Son site : https://www.alexisdieux.com/- Instagram : @alexisdieuxhypnose

John Bejakovic is a business copywriter who writes a daily newsletter at bejakovic.com, an online journal and wrote a book about influence techniques that he has learned. He acknowledges the work of Robert Cialdini and then builds on Cialdini's work. His book, with the shortened title "The 10 Commandments of Con Men..." gives 10 different influence techniques along with stories, research and John's own experience in learning and using these techniques. These are all areas that any social engineer can use to enhance their own skills.

Some books explain how the world works.Influence explains why people move.Why someone takes the meeting.Why an investor leans in.Why a customer trusts.Why a team follows.Why a board stays stuck.Why a founder keeps defending a decision that stopped making sense months ago.Robert Cialdini's Influence: The Psychology of Persuasion is one of those books that becomes more valuable the longer you build, invest, sell, negotiate, hire, and lead.Because at some point, you realize something uncomfortable:Most decisions are not made after perfect analysis.They are made under pressure.With incomplete information.With too many options.Too little time.And a nervous system looking for shortcuts.That is where Cialdini's work becomes powerful.He shows that human beings rely on recurring decision triggers: reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity.These are not tricks.They are part of the operating system of human behavior.And if you build or invest in companies from Series A to IPO and beyond, these forces are everywhere.They show up in fundraising.In sales.In hiring.In pricing.In board meetings.In investor updates.In partnerships.In leadership.And in the quiet signals people read before they ever say yes or no.A founder can have the better product and still lose because nobody trusts the signal.A CEO can have the right strategy and still fail because the team never feels real unity.An investor can see the data and still follow the crowd because social proof feels safer than independent judgment.A service provider can have rare expertise and destroy their own value by being too available.A board can keep supporting a flawed decision because everyone wants to stay consistent with what they already said.That is why this book matters.Not because it teaches manipulation.But because it teaches respect for human nature.The best builders do not work against psychology.They work with it.They understand that a small act of generosity can open a door.That people need to like you before they seriously negotiate with you.That visible proof often matters before deep proof gets examined.That authority begins before you speak.That scarcity protects value.That commitment can create momentum — or trap you.And that the strongest companies often feel less like transactions and more like “we.”In this episode, I translate Cialdini's seven principles into practical lessons for founders, CEOs, investors, and operators building companies in the real world.Not as abstract psychology.As boardroom practice.As fundraising practice.As sales practice.As leadership practice.As reputation practice.And as a defense system against being influenced by people who understand these principles better than you do.What We CoverReciprocation Why small, right-sized generosity works better than aggressive asking.Liking Why manners, presence, and positive repeated contact still matter more than most people admit.Social Proof Why people judge you by the company you keep — and why markets often follow visible signals before they examine fundamentals.Authority Why titles, suits, posture, calmness, and credibility shape decisions before logic enters the room.Scarcity Why unlimited availability destroys value — and why thoughtful limits can increase demand.Commitment and Consistency Why small yeses become large decisions, and why founders must learn to ask: “Knowing what I know now, would I still choose this?”Unity Why the deepest form of influence is not persuasion, but the feeling that “we are in this together.”Timestamps(00:00) Introduction(02:05) Big Idea – Instant Influence: Primitive Consent for an Automatic Age(05:35) Author's Background(07:38) Reciprocation – The Old Give and Take… and Take(13:34) Liking – The Friendly Thief(18:55) Social Proof – Truths Are Us(24:41) Authority(32:10) Scarcity – The Rule of the Few(38:00) Commitment and Consistency – Hobgoblins of the Mind(45:00) Unity – We-Ness and the Power of Shared Identity(51:19) Key Takeaways(53:53) Personal Reflection(56:18) Final WordsWhy This Episode MattersIf you raise capital, this episode helps you understand why investors lean in before they fully understand the deck.If you sell, it helps you see why trust is often built before the formal pitch begins.If you lead, it helps you design cultures where people commit because they identify with the mission, not because they were told to comply.If you invest, it helps you protect yourself against false signals: fake authority, fake scarcity, fake social proof, and beautifully packaged nonsense.And if you build companies, it reminds you of something simple:Human nature is not a side issue.It is the terrain.The best founders, investors, and leaders learn to read it.Because capital does not move only toward logic.People do.Send us Fan Mail Join Christian Soschner for expert coaching. 50% Off - With 35+ years in deep tech, startups/scaleups, and public companies, Christian offers power video sessions. Elevate strategy, execution, and leadership. Book Now.Support the showJoin the Podcast Newsletter: Link

Get the free Core Drives in the Wild guide, behavioral design applied to real products: professorgame.com/WildCD Episode Summary Tetiana Kobzar, product designer with 18 years of experience and creator of the Comportance Framework, joins Rob to share how behavioral design turns clinical and educational software into products people actually want to use. She walks through the seven steps of Comportance (goal, baseline, emotion, hypothesis, minimum validation, cadence, and iteration) and shows how it shaped a gamified speech therapy app for Alder Hey Children's Hospital and a mini-game replacement for 27 cognitive assessment tests. The conversation covers why founders overload products with functionality, why Duolingo's Black Hat motivation works for some users and burns out others, and how Octalysis fits inside a wider behavioral design practice. Listeners leave with a practical structure for designing engagement and a sharper read on when game-based beats gamified. About the Host Rob Alvarez is Head of Engagement Strategy, Europe at The Octalysis Group (TOG), a leading gamification and behavioral design consultancy. A globally recognized gamification strategist and TEDx speaker, he founded and hosts Professor Game, the #1 gamification podcast, and has interviewed hundreds of global experts. He designs evidence-based engagement systems that drive motivation, loyalty, and results, and teaches LEGO® SERIOUS PLAY® and gamification at top institutions including IE Business School, EFMD, and EBS University across Europe, the Americas, and Asia. Key Takeaways The Comportance Framework runs seven steps in order: define the goal, set the baseline metrics, design the emotion (motivation and positioning), state one hypothesis, build the minimum validation, set the measurement cadence, and iterate. Most founders skip the goal and emotion steps and jump straight to functionality. Tetiana's team at Alder Hey Children's Hospital replaced weekly-only speech therapy with a gamified app where clinicians set tasks as mini games, letting kids practice pronunciation between sessions while the therapist tracks progress. A separate Tetiana project replaced 27 pen-and-paper cognitive assessment tests with mini games on tablets, capturing extra signal (timestamps, finger tremor, voice recordings) that paper tests cannot measure. Most products fail not because users are irrational but because founders treat them as rational agents. Behavioral biases and cognitive overload kill engagement faster than missing features. The Pareto trap in client work: founders spend 80% of their attention on the 20% of clients who complain, while the 80% of healthy clients who quietly bring most of the revenue get under-served. Reverse the ratio to protect recurring revenue. Duolingo's streak mechanic is heavy Black Hat motivation. It drives high retention but creates rage-quit risk: a user who loses a 4,000-day streak rarely returns. The near-miss has to threaten loss without delivering it. Game-based design (where the experience itself feels like a game) opens more creative options than gamification (points, badges, leaderboards bolted onto a non-game product), but both belong inside a wider behavioral design practice. Topics Covered 0:00 — Why Duolingo's Black Hat motivation backfires 0:24 — Rob's intro and the Core Drives in the Wild guide 2:47 — Daily life after the acquisition 4:14 — Favorite fail: design for the end game 8:16 — Alder Hey speech therapy app and 27 cognitive tests as games 11:26 — Game-based versus gamified, and where the line blurs 15:44 — Where Octalysis fits inside the Comportance Framework 17:11 — The seven steps of Comportance, walked end to end 23:50 — Cognitive overload and treating users as humans 27:24 — Duolingo streaks, near-miss design, and rage-quit risk 31:42 — Book picks: Cialdini, Yu-kai Chou, Don Norman 33:29 — Civilization, board games with the kids, final advice Get the free Core Drives in the Wild guide, behavioral design applied to real products: professorgame.com/WildCD About Tetiana Kobzar Tetiana Kobzar is a product strategist and behavioral designer with 18 years of experience building software for healthcare, wellness, and education. She is the creator of the Comportance Framework, a seven-step methodology that brings behavioral science structure to product design. Her recent work includes a gamified speech therapy app for Alder Hey Children's Hospital and a tablet-based replacement for 27 cognitive assessment tests, and she shares behavioral design ideas through her #BehaviouralDesignThursday LinkedIn series and industry talks. Find the Guest Online LinkedIn Tetiana-kobzar.com Instagram TikTok Mentioned in This Episode Proposed guest: someone from Duolingo Recommended book: Actionable Gamification by Yu-kai Chou Recommended book: Influence by Robert B. Cialdini Recommended book: The Design of Everyday Things by Don Norman Favorite game: Civilization series Duolingo Is Not A Free Language Learning App, It Is... (The Octalysis Group) Alder Hey Children's Hospital speech therapy app (Tetiana's project) Comportance Framework (Tetiana's seven-step methodology) Octalysis Framework by Yu-kai Chou Free Resources and Get in Touch Core Drives in the Wild: Professor Game Free Guide Get Daily Value on Your Email Let's chat about your gamification project YouTube LinkedIn Instagram Facebook Start Your Community on Skool for Free Ask a question

Forty Colombian farmers sat looking at her, completely unimpressed, when the cartel boss in the back of the room opened a case and a drone flew up out of it. In this episode, I sit down with Attia Qureshi, the negotiation teacher who learned her craft running State Department conflict-resolution work in cartel-controlled coca regions of Colombia, and who now teaches at the University of Michigan after a stint at MIT Sloan. Her new book Never Settle, with a foreword by Sheila Heen and endorsements from Daniel Pink, Robert Cialdini, and Chris Voss, hits shelves next week. The thing I love about her work is that she does not treat negotiation as a boardroom sport. She treats it as a daily relationship skill, the kind you practice with your barista so it is already in your hands when something hard comes up at home. In This Episode The four-step sequence Attia used to reset a room of 40 unimpressed farmers and a cartel boss with a drone, and how the same four steps work in your kitchen tonight Why "take out the trash" is the position and not the actual ask, and the one-sentence reframe that changes how you fight about household chores The fifth-grade bullying story that produced the hard shell most of us are still wearing into adulthood The seven-word test that tells you whether you are influencing someone or manipulating them Why the freeze you feel when you try to speak up is physiology, not personality, and what to do about it in real time How to know when you are giving too much to a taker, and the experiment Attia recommends before you decide to cut losses The literal glass of lemonade that turned a hostile next-door neighbor into a friendly one, and the Cialdini-backed science underneath it Why This Matters This episode is for anyone who knows what they want and goes quiet when it is time to ask. For anyone stuck in a loop with a difficult coworker or in-law that has been the same loop for three years. For anyone who has tried the assertive thing once and the people-pleasing thing once and is exhausted by both, and who wants a path that does not require a personality transplant. Episode Breakdown 0:30 How to Get What You Want: Without Fighting or Folding 2:52 Bethany and the Exoskeleton: Where the People-Pleaser-or-Hardener Split Begins 7:18 Why You Freeze When You Try to Ask for What You Want 14:19 A Drone, a Drug Cartel, and How to Negotiate Without Being Aggressive 28:39 Self-Negotiation: Emotional Regulation Before the Conversation Starts 33:22 Positions vs Interests: What You Are Really Asking For 36:01 The Lemonade Story: Reciprocity, Reset, and the Long Game 46:21 Givers, Takers, Matchers, and the Difference Between Influence and Manipulation Resources Free Communication Training (workbook plus two-part video) Schedule a free consultation with our team Relationship coaching at Growing Self If something in this conversation landed somewhere specific for you, the most generous thing you can do is share it with the friend who came to mind while you were listening. And if you are ready to stop having this same conversation in your head and start having a different one out loud, my free Communication Training is at growingself.com/communication. It is the workbook and video series I built for exactly the kind of conversation Attia and I were just having. xoxo, Dr. Lisa Marie Bobby Growing Self Special thanks to this month's sponsors of the podcast Upwork — When you need specialized talent fast, Upwork gives you access to vetted professionals across 125+ categories, from marketing to web development to operations support. No long recruiting cycles. No guesswork. Just the right person, when you need them. Check it out at upwork.com — posting a job is free. Shopify — The all-in-one platform for building and growing your online business. Visit shopify.com/lhs to explore their tools and access exclusive listener discounts. OSEA — Amazing, clean, science-backed skincare made with the power of the sea. Use code LHS at oseamalibu.com for 10% off your first order. Quince — Quality products you'll actually use that feel like luxury without the price tag. Get free shipping and 365-day returns at quince.com/lhs. LNutra Prolon — A science-backed, plant-based nutrition program that supports fat loss, metabolism, cellular rejuvenation, and overall longevity. Head to ProlonLife.com/LHS for 15% off your first order + a bonus gift.

Who is Patrick?Patrick Van der Burght's journey began over 25 years ago, when he first discovered the transformative power of understanding human behaviour and research. Awed by how empowering and effective these insights were—without the need to lie or cheat—he quickly became passionate about sharing them. Today, as a sought-after keynote speaker, Patrick relishes witnessing audiences experience their own “aha” moments, just as he did decades ago. His mission is to help others unlock their potential by waking up to the profound impact of his teaching, sparking realization, growth, and change wherever he speaks.Key TakeawaysThe Secret Science Behind Getting a YES—Without Being Manipulative1/ Ever felt “icky” trying to get someone to say yes? Turns out, ethical persuasion isn't about tricking—it's about understanding human behavior. Patrick Van der Burght dropped some serious knowledge on this in his chat with Stuart Webb on “It's Not Rocket Science.”

He got conned so often, he decided to study the con. The result: over seven million copies sold, a persuasion framework taught worldwide, and a thank-you check from Charlie Munger. In this episode, Igor talks with Dr. Robert Cialdini about fake scarcity, the tiny welcome line that can beat your best headline, why “what you'll lose” outperforms “what you'll gain,” and how the same principles that move people can nudge AI past its own guardrails. Plus, Cialdini's seventh principle, his environment trick for clearer writing, and the two books he still turns to on influence.

He got conned so often, he decided to study the con. The result: over seven million copies sold, a persuasion framework taught worldwide, and a thank-you check from Charlie Munger. In this episode, Igor talks with Dr. Robert Cialdini about fake scarcity, the tiny welcome line that can beat your best headline, why “what you'll lose” outperforms “what you'll gain,” and how the same principles that move people can nudge AI past its own guardrails. Plus, Cialdini's seventh principle, his environment trick for clearer writing, and the two books he still turns to on influence.

Perché le persone si fidano ciecamente di ChatGPT, anche quando sbaglia clamorosamente?La risposta viene dalla psicologia: si chiama principio di autorità, e Cialdini ne parla nel suo famoso libro Le Armi della Persuasione.In questo video spiego come questo principio si applica anche all'AI, anche se in modo leggermente diverso.L'AI non manifesta mai dubbi, stanchezza o contraddizioni e, paradossalmente, questo la rende più "autorevole" agli occhi del nostro cervello rispetto a un esperto umano vero.La soluzione non è smettere di usare l'AI, ma usarla in modo critico: come punto di partenza per la riflessione, mai come punto di arrivo.Buon ascolto

"Ce n'est pas l'espèce la plus adaptée qui survit, c'est celle qui occupe le terrain émotionnel."Pour conclure cette saga passionnante, je retrouve Sandie Giacobi (cofondatrice de My Marketing Experience et autrice de Homo Entrepreneurus ). Un épisode final dédié à la conquête de votre marché par la puissance de votre voix.Pour une femme leader, la "part de voix" est indissociable de la part de marché. Sandi nous livre les leçons brutales de l'évolution humaine appliquées au business : pourquoi les géants s'effondrent et comment les "nouveaux arrivants" prennent le pouvoir.Nous décortiquons la fine frontière entre convaincre (le rationnel) et persuader (l'émotionnel) pour abaisser le niveau de méfiance de vos interlocuteurs et asseoir votre autorité naturelle.AU PROGRAMME :Le Mythe du "Too Big to Fail" : Pourquoi l'ancienneté ne garantit plus la survie et comment l'occupation du terrain émotionnel fait la différence.Convaincre vs Persuader : Pourquoi la conviction seule crée de la "réactance" (résistance) et comment la persuasion éthique libère l'action.Le Stratagème du Verre d'Eau : Les biais cognitifs (Cialdini, Kahneman) au service de vos rendez-vous clients.La Part de Voix : Utiliser la simple exposition pour devenir "Top of Mind" dans l'esprit de vos prospects.La Technique Vocale du Leader : Ma démonstration en direct pour passer d'une voix de conversation à une voix publique qui impose l'autorité dès la première seconde.L'EXPERTISE REBOND-S Je suis Pierre Fournier , coach en prise de parole. Ma mission : transformer votre voix en un instrument de conquête. Dans cet épisode, je vous montre comment la technique vocale et la maîtrise des biais psychologiques sont les piliers de votre charisme et de votre sécurité intérieure en public.Occupez votre territoire : Prête à ne plus laisser votre place à la concurrence ? Développons ensemble votre signature oratoire : [LIEN]

The Tao of Fundraising karya John Kim mendefinisikan ulang penggalangan dana bukan sekadar taktik bisnis untuk mencari profit, melainkan sebuah disiplin filosofis dan psikologis untuk menguasai arus modal demi kemandirian pribadi. Menggunakan analogi feodalisme Jepang, Kim menggambarkan penggalang dana sebagai "Rōnin" modern—individu yang menguasai seni menarik kapital agar tidak terjebak dalam hierarki korporat yang kaku dan pasif. Filosofi ini beranjak dari realitas bahwa dalam sistem kapitalis, ide-ide hebat sekalipun membutuhkan nutrisi berupa modal untuk dapat tumbuh dan berdampak. Dengan demikian, kemampuan mempengaruhi aliran sumber daya bukan hanya soal uang, melainkan kunci untuk menentukan nasib sendiri serta mewujudkan visi yang dapat mengubah tatanan masyarakat. Inti dari "Tao" ini terletak pada penerapan sains persuasi yang terstruktur melalui pemahaman mendalam terhadap cara kerja otak manusia. Kim memperkenalkan teori "Copernican" dalam persuasi, di mana investor diposisikan sebagai pusat semesta (matahari) dan penggalang dana harus berputar mengelilingi kebutuhan, ketakutan, serta pengalaman investor tersebut. Melalui keseimbangan antara logos (logika), ethos (etika), dan pathos (emosi), seorang penggalang dana berusaha memicu "reaksi atomik" yang menggabungkan elemen kepercayaan, permintaan, dan perhatian. Dengan menguasai teknik untuk meredakan rasa takut melalui prinsip-prinsip Cialdini dan menyeimbangkan variabel dalam hukum penggalangan dana, proses ini bertransformasi dari sekadar meminta menjadi sebuah seni halus dalam menyelaraskan kepentingan antarmanusia. Pada tingkat yang paling dalam, praktik penggalangan dana ini menuntut integritas moral dan "deprivasi ego" untuk mencapai kehidupan yang berdampak luas. Kim mengajak praktisi Tao untuk keluar dari "Segitiga Drama" (Pahlawan, Penjahat, Korban) menuju proses "Penciptaan Bersama" (Co-creation), di mana solusi finansial dibangun atas dasar kemitraan yang transparan dan tulus. Tao penggalangan dana akhirnya melampaui dunia finansial karena melatih empati, kewaspadaan diri, dan kemampuan untuk melihat "apa yang benar" dari sudut pandang orang lain. Dengan fokus pada tujuan yang mulia, penggalangan dana menjadi sebuah instrumen etis untuk menyalurkan sumber daya kepada orang-orang baik agar mereka memiliki kekuatan untuk melakukan hal-hal luar biasa bagi kemanusiaan.

BIO: David Siegel is a Silicon Valley entrepreneur who has founded more than a dozen companies. He has written five books on technology and business, was once a candidate for the dean of Stanford Business School, and is now an AI thought leader leading an AI startup he hopes will pave the way for the agentic economy.STORY: Nine months after David's last appearance on the podcast, the conversation has shifted from "what are LLMs?" to agents that act. 60-65% of NYSE trades are already fully machine-to-machine—a preview of where all commerce is headed.LEARNING: You don't need to know exactly how AI works, but you need to get in the game. "The biggest investment mistake everyone is making right now is not appreciating the exponential nature of what we're in and what is coming. The next 12 months will be nothing like any 12 months that have ever happened in human history."David Siegel David Siegel is a Silicon Valley entrepreneur who has founded more than a dozen companies. He has written five books on technology and business, was once a candidate for the dean of Stanford Business School, and is now an AI thought leader leading an AI startup he hopes will pave the way for the agentic economy.David joins the podcast for the fourth time and discusses his latest progress in AI with Andrew.The health reset before we beginBefore diving into AI, David opened with an invitation that even Andrew found surprising: a free online water-fasting event starting on April 20, 2026, with a preliminary strategy session on April 12.What is a water fast? David explains that it's not a diet or a weight-loss tool; it's a physiological reset. For three to six days, your body enters ketosis and "cleans house," activating suppressed systems and energizing you. David does this three to four times per year, emphasizing it's not a monthly practice but a strategic reset aligned with your health journey.The coaching program makes fasting easier and more fun through group accountability, with no obligation, just information to help anyone at any point in their health journey. Learn about fasting, or just join a group of people doing the same thing at the same time. It's designed for people from the West Coast to Europe. Please register for the event and feel free to invite anyone: https://us02web.zoom.us/meeting/register/Tk-zp9ZERomWb0643Sypmw.The agentic economy: what's coming in 20 yearsDavid's core message centers on a profound shift: we're entering the agentic economy, where machine-to-machine communication replaces human-to-website interaction. He notes that in 20 years, you won't shop on Amazon. There won't be advertising or marketing for humans. All those "Cialdini mind tricks" of urgency, storytelling, and Russell Brunson funnels will vanish. Everything will be machine-to-machine, just like the stock market today, where 65% of NYSE trades open and close in less than one second.Even driving will be prohibited because human reaction times cannot match the frequency of machine communication. We're in an awkward transitional period where humans and machines must coexist. Nobody likes it, but it's taking us toward a future where drudge work is automated.What is an AI agent?David clarified a critical distinction that many miss: LLMs (Large Language Models) talk back, type responses, and generate images and videos—but don't do anything outside your interaction.AI Agent, on the other hand, is an LLM connected to APIs that can actually take action: send emails, order meals, book travel, make purchases, and run ads. Think of it as a virtual remote assistant working 24/7 while you sleep.OpenClaw: The framework powering the revolutionOpenClaw (CLAW = agents, inspired by lobsters from a forward-thinking fiction book) is an open-source framework created by Peter Steinberger on GitHub. It connects LLMs (the thinking entities) to APIs (the conduits for doing).This is revolutionary because it allows AI to take real-world actions. Previously, AI was confined to conversation. It can now execute tasks across systems. David strongly warns that OpenClaw is highly technical and requires API configuration. It's not designed for humans to use directly. It's for engineers building agent infrastructure.The security risks nobody is talking aboutDavid explains that agents introduce entirely new cybersecurity vulnerabilities that differ from traditional threats, such as social-engineering attacks against agents. For instance, impersonation via spoofed emails: "David wants a trip to Phoenix, book a flight," or multi-day, persistent attacks in which bots repeatedly try to extract secrets.David's approach with Claw Studio is to use APIs rather than scraping. Wherever possible, he attaches LLMs to official APIs with guardrails. This is safer and more sustainable than screen scraping, which violates Terms of Service and risks a shutdown.How to get started (without blowing yourself up)David's advice is clear: Don't do it yourself. That's suicide. With great power comes great responsibility. An agent can do almost anything, including deleting its own installation, wiping your disk clean, or draining your bank account. You want it to do almost nothing initially, then gradually widen the guardrails.The Redshift Labs/Claw Studio approach:Done-for-you setup like Red Hat for LinuxDedicated Chief of Staff agent with its own phone numberOnboarding period of 1-2 weeks, where you download your life into the agent:Birthday, family members' emails, and daily routinesIt can research you online to build context.Separate setups for personal and businessForever memory, unlike standard LLM context windows that forget:Every Zoom call transcript gets piped in word-for-word.Searchable memory: "Who was I talking to about Tahoe skiing in November?"Agent retrieves exact conversations and can follow up.Reverse prompting—the paradigm shift:Instead of you telling the agent what to do, it tells you.Morning briefing: what happened overnight, what's coming up, what's changedManages your calendar, project management, and prioritiesBreaks long-term goals into daily deliverablesYou're no longer the to-do list keeper.Security architecture:Virtual Private Server (VPS) hosting, not local machinesTwo-account system: one for operations, one for immutable backupsAll logs are piped to a one-way backup account."Go back six hours" restore button, in case things go wrong.Humans in the loop for critical actions (e.g., agent queues payments, human approves)The biggest investment mistake everyone is makingTo conclude, David talked about the biggest investment mistake everyone is making right now: not appreciating the exponential nature of what we're in and what is coming. He noted that the next 12 months will be unlike any 12 months in business history. He stated that we're entering a recursive self-improvement phase, in which software will write the next generation of itself. The singularity isn't theoretical; it's happening now.David's advice is to stop thinking six months ahead. The pace is too fast. Instead:Take baby steps to position yourself.Prepare to accelerate like never beforeInvest in agent infrastructure now, while it "doesn't suck too bad", it will...

Patrick van der Burght is a business partner of Dr Robert Cialdini, who wrote the book 'INFLUENCE – The Psychology of Persuasion', which is considered by many top CEOs to be the best business book of all time. Patrick, is a Founding Member of the Cialdini Institute, the only active Cialdini Institute Licensed Trainer in Australia and New Zealand, and a Certified Online Influence Specialist. He has been teaching ethical persuasion to professionals and teams since 2000, which helps them accelerate towards goals, and build strong relationships, whether it be in sales, advertising, leadership or team management. Patrick also co-authored the book 'How to Hear YES More Often' in 2024, and has his own podcast show 'Ethical Persuasion Unlocked'. In this conversation, Patrick Van Der Burght, a leading expert in ethical persuasion and a partner of Dr. Cialdini, shares insights on the principles of persuasion, the importance of ethical practices in influencing others, and the science behind decision-making. He discusses his journey into the field, his connection with Dr. Cialdini, and the practical applications of persuasion techniques in various contexts, including digital environments. The conversation emphasizes the distinction between ethical persuasion and manipulation, the significance of building relationships, and the impact of decision fatigue on sales processes. Takeaways You can be productive without lying or cheating. Authority is a powerful principle of persuasion. Liking influences decisions more than we realize. Forceful sales tactics can damage credibility. Building relationships is key to successful persuasion. Ethical persuasion leads to long-term success. Decision-making is often driven by unconscious processes. Understanding your audience's decision-making system is crucial. Too many options can lead to decision fatigue. Simple changes can significantly improve persuasion outcomes.   "If you want to hear yes more often." "I can get lost editing videos." "I was faced with this challenge." Chapters 00:00 Introduction to Ethical Persuasion 06:14 Patrick's Journey into Persuasion 12:04 Connecting with Dr. Cialdini 15:25 Understanding Ethical vs. Manipulative Persuasion 20:16 Core Principles of Hearing Yes More Often 23:05 Understanding Decision-Making: System One vs. System Two 25:03 The Challenge of Selling: Navigating Indecision 27:25 Sales Cycles: Adapting Strategies for Success 31:16 The Power of Relationships in Persuasion 32:56 Persuasion in the Digital Age: Tips for Online Influence 39:37 Common Pitfalls: What Kills Influence Before It Starts 43:52 Practical Applications: Enhancing Persuasion Skills   https://ethicalpersuasion.com.au/

16 years ago a chain of Chinese restaurants wanted to increase sales without changing the price.  They didn't change the product.  The service.  The chef.  The food.  Instead, they changed two words on their menu and increased sales by 18%.  The restaurants used the advice of today's guest on Nudge, Robert Cialdini.  Today, Cialdini explains the social proof principle, sharing how changing just two words could increase your sales. ---  Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults Read Cialdini's bestseller Influence: https://amzn.to/4prHb7Y Read the new and expanded Influence: https://amzn.to/43TY0jI Read Pre-Suasion: https://amzn.to/48hA6Qr  Read Yes! (Containing 60 Psyc-Marketing Tips): https://amzn.to/48ddNNf  Join 10,428 readers of my newsletter: https://www.nudgepodcast.com/mailing-list  Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/  ---  Today's sources:  Aune, R. K., & Basil, M. D. (1994). A relational-obligations approach to fund-raising: The effects of guilt and credibility appeals on compliance. Communication Research, 21(4), 486–498. Binning, K. R., Kaufmann, N., McGreevy, E. M., Fotuhi, O., Chen, S., Marshman, E., Kalender, Z. Y., Limeri, L. B., Betancur, L., & Singh, C. (2020). Changing social contexts to foster equity in college science courses: An ecological-belonging intervention. Psychological Science, 31(9), 1059–1070. Boh, W. F., & Wong, S.-S. (2015). Managers versus co-workers as referents: Comparing social influence effects on within- and outside-subsidiary knowledge sharing. Organizational Behavior and Human Decision Processes, 126, 1–17. Borman, G. D., Rozek, C. S., Hanselman, P., & Destin, M. (2019). Reappraising academic and social adversity improves middle school students' academic achievement, behavior, and well-being. Proceedings of the National Academy of Sciences of the United States of America, 116(33), 16286–16291. Cai, H., Chen, Y., & Fang, H. (2009). Observational learning: Evidence from a randomized natural field experiment. American Economic Review, 99(3), 864–882. Frank, R. H. (2020). Under the influence: Putting peer pressure to work. Princeton University Press. Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008). A room with a viewpoint: Using social norms to motivate environmental conservation in hotels. Journal of Consumer Research, 35(3), 472–482. Hallsworth, M., List, J. A., Metcalfe, R. D., & Vlaev, I. (2017). The behavioralist as tax collector: Using natural field experiments to enhance tax compliance. Journal of Public Economics, 148, 14–31. Jung, J., Busching, R., & Krahé, B. (2019). Catching aggression from one's peers: A longitudinal and multilevel analysis. Social and Personality Psychology Compass, 13(4), e12440. Linder, J. A., Meeker, D., Fox, C. R., Friedberg, M. W., Persell, S. D., Goldstein, N. J., Knight, T. K., Hay, J. W., & Doctor, J. N. (2017). Durability of benefits of behavioral interventions on inappropriate antibiotic prescribing in primary care: Follow-up from a cluster randomized clinical trial. JAMA, 318(14), 1391–1392. Meeker, D., Linder, J. A., Fox, C. R., Friedberg, M. W., Persell, S. D., Goldstein, N. J., Knight, T. K., Hay, J. W., & Doctor, J. N. (2016). Effect of behavioral interventions on inappropriate antibiotic prescribing among primary care practices: A randomized clinical trial. JAMA, 315(6), 562–570. Murrar, S., Campbell, M. R., & Brauer, M. (2020). Exposure to peers' pro-diversity attitudes increases inclusion and reduces the achievement gap. Nature Human Behaviour, 4(9), 889–897. Nolan, J. M. (2021). Social norm interventions as a tool for pro-climate change. Current Opinion in Psychology, 42, 120–125. Peterson, R. A., Kim, Y., & Jeong, J. (2020). Out-of-stock, sold out, or unavailable? Framing a product outage in online retailing. Psychology & Marketing, 37(4), 535–547.

How good are you at persuasion, my friend? Have you heard of Dr. Cialdini's book "Influence: The Psychology of Persuasion"? I bet you have. I've read it twice and never stop recommending it. Here's a real treat for you.Tune in to my conversation with Patrick van der Burght, Dr. Cialdini's business partner and learn:The difference between persuasion and ethical persuasionThe dangers of unethical persuasionWhy it's important to talk about persuasion nowadaysHow we make decisions and choices in life7 Universal Principles of PersuasionHow to practically apply persuasionPatrick van der Burght is a business partner of Dr Robert Cialdini, who wrote the book ‘INFLUENCE – The Psychology of Persuasion', which is considered by many top CEOs to be the best business book of all time. Patrick, as a Founding Member of the Cialdini Institute, and Cialdini Institute Licensed Trainer, has been teaching ethical persuasion to professionals and teams since 2000. Patrick also co-authored the book ‘How to Hear YES More Often' in 2024, and has his own podcast ‘Ethical Persuasion Unlocked'.Get Patrick's FREE Give-Away: Downloadable e-book (no email required, just download), and/or 7-day Influence Challenge: https://ethicalpersuasion.com.au/free-influence-persuasion/Connect with Patrick:Website: https://ethicalpersuasion.com.au/Podcast: https://ethicalpersuasion.com.au/podcast/Youtube: https://www.youtube.com/@ethicalpersuasionLinkedin: https://www.linkedin.com/in/patrick-van-der-burght/Facebook: https://www.facebook.com/ethicalpersuasion/Instagram: https://www.instagram.com/ethical_persuasion/Twitter: https://x.com/yesmoreoftenTikTok: https://www.tiktok.com/@ethicalpersuasionBook: https://yesmoreoften.com/

This is episode 810. Read the complete transcript on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! On today's show, Fred discussed influence in the sales process with Cialdini-trained expert Brian Ahearn, author of "Influencing People: Powerful Everyday Opportunities to Persuade hat are Lasting and Ethical." He was joined by Veit Albert, VP of Sales at hearing aid company hear.com. Find Veit on LinkedIn.  Find Brian on LinkedIn. VEIT'S TIP: "Influence is responsibility. You can use it to push people or to lift them up." BRIAN'S TIP: "Customers won't buy from you just because they like you, but they'll probably never buy from you if they don't."  

In this pair of talks, Fr. Anthony examines why discernment so often fails in the Church—not because of bad faith or lack of intelligence, but because discernment is a matter of formation before it is a matter of decision. Drawing on insights from intelligence analysis, psychology, and Orthodox anthropology, he shows how authority, moral seriousness, and modern systems of manipulation quietly exploit predictable habits of perception, producing confidence without clarity. True discernment, he argues, is neither technical nor private, but ecclesial: formed through humility, ascetic practice, and participation in the Church's communal rhythms, where judgment matures over time through accountability, repentance, and shared life in Christ. --- Talk One: Why Discernment Fails Expertise, Authority, Manipulation, and the Formation of Perception Fr. Anthony Perkins Introduction Brothers, I want to begin today not with Scripture or a Father of the Church, but with a warning—from someone who spent his life studying failure in complex systems. Nassim Nicholas Taleb, in The Black Swan, writes this: "You cannot ignore self-delusion. The problem with experts is that they do not know what they do not know. Lack of knowledge and delusion about the quality of your knowledge come together—the same process that makes you know less also makes you satisfied with your knowledge." (pause) Taleb is talking about intelligence analysts, economists, and technical experts—people who are trained, credentialed, experienced, and entrusted with judgment under uncertainty. But if, just for a moment, you change one word in your mind—from expert to priest—the danger becomes uncomfortably familiar. We wear cassocks instead of suits, but the temptation is the same. Not arrogance. Not bad intentions. But unintentional self-delusion born of taking our calling to serve well seriously. A Necessary Pastoral Safeguard Before we go any further, I want to be very clear—because this matters. Taleb is not accusing experts of pride. He is not describing a moral failure. He is describing what happens to the human mind under complexity. And clergy live permanently in complex systems: human souls suffering families conflicted parishes incomplete information real consequences The danger is not that we don't care. The danger is that experience can quietly convince us that we are seeing clearly—especially when we are not. A Lesson from Intelligence Work When I worked in military intelligence, there was a saying—half joking, half deadly serious: The most dangerous person in the world is an intelligence analyst in a suit. At first, that sounds like gallows humor. But it isn't. The danger wasn't that analysts were malicious. The danger was that analysts don't just possess information—they interpret reality for others. And here's where psychology matters. Robert Cialdini has shown that one of the strongest and most reliable human biases is deference to authority. People are far more likely to accept judgments when they come from someone who looks like an authority—someone in a suit, a lab coat, or standing behind an official desk. Jonathan Haidt adds something crucial: people formed in conservative moral cultures—cultures that value order, continuity, and tradition—are especially inclined to defer to legitimate authority. That's not a flaw. It's one of the strengths of such cultures. It's one of the strengths of our Orthodox culture. But it carries a cost. Because when authority speaks, critical perception often relaxes. And when authority speaks with confidence, coherence, and moral seriousness, people don't just listen. They trust.  And they trust in a way that they, like us - the ones who guide them - feel connected with the truth and the Source of all truth. But in our fallenness our sense of certainty may be driven by something other than a noetic connection with the deeper ontological of truth.  Scripture about the devil appearing as angel of light (2 Cor 11:14-15) and wolves going around in sheep's clothing (Mat 7:15) are not just designed to keep us from trusting everyone who offers to speak a good work; a spiritual meaning is that our own thoughts can be deceptive, appearing as angelic and meek but lacking true virtue. All of this, combined with the seriousness of our calling, should reinforce our commitment to pastor humbly and patiently, erring on the side of gentleness … and trusting in the iterative process of repentance to bring discernment and healing to those we serve. From Suit to Cassock In intelligence work, the suit mattered. In science, it's the lab coat. In the Church, it's the cassock. When a priest speaks—especially confidently, decisively, and with moral gravity—people don't just hear an opinion. They receive guidance. And that means any blind spot—any overconfidence, any unexamined habit of thought—does not remain private. It spreads. Why This Is Dangerous (and Why It Is Not an Accusation) This is where Taleb's insight comes sharply back into focus. The most dangerous situation is not ignorance. It is: incomplete knowledge combined with confidence amplified by authority received by people disposed to trust Taleb is not accusing experts of arrogance. Cialdini is not accusing people of gullibility. Haidt is not accusing conservative cultures of naïveté. They are describing how human beings actually function. And clergy live precisely at the intersection of all three forces: complexity authority moral trust Which means discernment failures in the Church are rarely loud or obvious. They are usually calm, confident, sincere—and despite this, still wrong.  And unfortunately, still dangerous. We are susceptible to the same temptations as everyone else.  In order to serve well, we  need to cultivate a combination of humility and confidence:  confidence because we are called and trained to do this work; humility because we are not experts in everything, are still incompletely formed, and the problems in our communities and in this world are incredibly complex. Another Lesson from Intelligence: this time, counterintelligence The challenge of being right all the time is not just that we can't know everything, but that there are powers of the earth and what I call the marketers of the air that are trying to manipulate us.  And, alas, not matter how serious or smart or well-educated we are, we are still vulnerable to their wiles. During the Cold War, American intelligence analysts and operatives were taught to keep everything they could about themselves private.  This was because we knew that the spy agencies of the Soviet Union were actively collecting information – what we called dossiers - on everyone they could so that they could develop and exploit opportunities to use us. The Soviets didn't need to convert us. They didn't need to convince us. They needed: our habits our reactions our trusted assumptions our unguarded patterns Their dossiers were less about facts than they were about about leverage.  And it worked.  My first assignment in the Army was as an interrogator.  It was a similar deal there.  The work of getting information out of someone gets a lot easier when you have information about them, about their histories, about their fears, about their motivations. And here's the unavoidable turn. Today, advertisers, platforms, and political actors possess dossiers that would have made Cold War intelligence officers and interrogators weep with envy. They know: what angers us what comforts us what affirms us when we are tired when we are lonely what makes us feel righteous And clergy are NOT exempt from their data collection or their use of that data. In fact, we may be especially vulnerable, because we are tempted to mistake moral seriousness for immunity. And advertisers, platforms, and political actors with all their algorithms do not do this alone.  The fallen powers of the air have been studying us and our weakness even longer than Facebook.  More committed men than us – here I think of St. Silouon when he was young – have fallen victim to their machinations.  And now they have more allies and useful idiots working with them than ever. Porn addiction and religious polarization – even within Orthodoxy – show that these allies (BIG DATA and the DEMONS) are having their desired effect. Discernment Is Not Being Bypassed—It Is Being Used Here is the hard truth. Most modern manipulation does not bypass discernment. It uses malformed discernment. It works because: our instincts are trained elsewhere our attention is fragmented our emotional reactions are predictable our confidence exceeds our perception This is not a technology problem. It is not a political problem. It is a formation problem. Psychological Bias Is Not a Moral Failure At this point, I could list all the biases that set us up for failure: confirmation bias availability bias motivated reasoning affect heuristics But that would miss the deeper point. Biases are not bugs. They are features of an untrained mind. And the Church has never believed that the mind heals itself through information alone. Which brings us to the Orthodox diagnosis. Discernment Is Formational, Not Technical In the Orthodox tradition, discernment is not a technique for making decisions. It is the fruit of a formed person. And that formation involves the whole human being and all three parts of the human mind: the gut, the brain, and the heart. The Gut / The Passions This is the fastest part of the mind.  In our default state, it is the real decision-maker. It reacts. It protects. It simplifies. It is trained by repetition, not arguments. If this part of the mind is shaped by: urgency outrage novelty exhaustion Then discernment will always feel obvious—and often be wrong. Orthopraxis trains our gut through the repetition of godly habits: fasting silence patience submission to the deeper rhythms The Brain/Intellect This is where narratives are built. Where reasons are assembled. Where Scripture and Fathers are cited. In our default state, it justifies the decisions and instincts of the gut. It is vulnerable not to ignorance, but to selectivity. This is where proof-texting lives. This is where outliers become weapons. This is where cleverness masquerades as wisdom. And here St. Paul gives us a crucial criterion: "All things are lawful," but not all things are helpful. "All things are lawful," but not all things build up." (1 Cor 10:23) The danger is not that clergy cannot justify what they do. We have big brains and have learned a lot of words. Wecan justify almost anything. The danger is mistaking justifiability for discernment. Orthopraxis here looks like: immersion rather than scanning repetition rather than novelty mastering the middle of the bell curve of tradition rather than its extremes making the perfect words of our worship, prayer books, and Bibles the main texts that we rely on to know what is beautiful, good, and true The Heart / The Nous The nous cannot be controlled. It cannot be optimized. It cannot be forced. It is healed, opened, and attenuated only by grace. In our default setting, our connection with God through the nous is narrow or closed, and we are prone to mistaking the movements of our passions – often called our conscience – for revelation and divine inspiration. Orthopraxis here is simple, but takes time to gain traction: the quieting of the gut and of the brain immersion in worship immersion in prayer time spent in silent awe of God The Quiet Conclusion of Talk One So here is the point I want to leave you with now: Discernment is not something we do when the need to make a decision appears. It is a facility we are developing long before the decision arrives. Taleb helps us see the danger. Intelligence work helps us see the mechanics. Orthodox praxis shows us the cure. But none of this happens alone. Which brings us to the second talk— because discernment is not merely personal. It is ecclesial.   Talk Two: Discernment Is Ecclesial Communion, Authority, and the Social Formation of Perception Introduction Brothers, Earlier, I spoke about why discernment fails. Not because priests are careless. Not because we lack sincerity. Not because we haven't read enough. But because discernment is formational, and formation always happens somewhere—whether we are paying attention or not. Now I want to take the next step. If discernment is not merely a personal skill, then the question becomes unavoidable: Where does discernment actually happen? And the Church's answer has always been the same. Not in isolation. Not in private certainty. But in communion. The Myth of the Independent Discerner Earlier we spoke about discernment as formation—about how perception is trained long before decisions appear. Now I want to push that insight one step further. Because even if a person is well-formed, the Church has never believed that discernment belongs to individual insight alone. And here it is helpful—perhaps unexpectedly—to look at how knowledge actually works in the modern world. A Brief Detour: How We Actually Know Things Some people imagine the scientific method as the triumph of the lone genius. But that is not how science works. Individual scientists propose hypotheses. They run experiments. They notice patterns. But no discovery becomes knowledge until it is: tested by others challenged by peers replicated over time corrected when necessary When science works, it only does so when individual insight is embedded within a community of accountability. Without that community, science collapses into speculation, ideology, or manipulation.  We have seen that very thing happen right before our eyes.  I still hope that the system can be reformed.  But it can't without individual and systematic repentance.  I hope that happens. The Ecclesial Parallel Even at its best, the scientific community is a pale shadow of The Church and its system of both individual and communal discernment. Individual Christians—clergy included—receive insights, intuitions, and perceptions. But those perceptions only become discernment when they are tested: liturgically pastorally communally over time This is why discernment in the Church is never merely private, even when it feels personal. We know this about the Ecumenical Councils, but it needs to be built into the way we live our lives and govern our parishes. Why the Independent Discerner Is a Myth Isolation does not produce wisdom. It produces clarity without the possibility of correction. And clarity without correction feels an awful lot like discernment—especially to the one experiencing it. And surrounding ourselves with people who always agree with us is not better than isolation.  We saw how that affected science when came to the climate and COVID; we can't be so proud as to think we aren't susceptible to the same sort of self-rightous group-think. Authority Does Not Cancel Accountability Earlier we spoke about authority and trust. That deference is part of the deeper harmony. But it creates an asymmetry: the more people trust us, the less likely they are to correct us. All of us need to develop relationships with people who both think differently than we do and whom we can trust to correct us in love and in a way that we can hear.  Ideally this council of advisors includes our wives, confessors, and a cohort of brother priests. Discernment Does Not Reside in a Brain Discernment does not primarily reside in an individual mind. It resides in a body. The Church does not possess discernment as a technique. The Church is the place where discernment occurs. Clergy as Hosts of Discernment When it comes to leadership, clergy are not just decision-makers and teachers. We are witnesses, hosts, and facilitators of discernment. We shape environments. We normalize rhythms. We form what should be said—and what should not. Who are we to have such control?  No one.  We do it in the Name of the one who deserves such power, this must be done humbly and sacrificially – and by sacrificially, I don't just mean the sacrifice of our time but of our ego and sometimes even the sacrifice of our justifiable preferences and opinions.  To paraphrase St. Paul once again, all things may be justifiable, but not all things are useful.  And in another place he makes the same point, saying; "though I speak in the tongues of men and angels, but have not love" it's all just just noise.  And the world doesn't need more noise: it needs signal.  I believe that the fact that we are not smart enough or consistent enough to get everything right all the time is a feature, not a bug.  The people we serve need to see us make mistakes; not so they can see that we are only human (that's pretty obvious), but so that we can truly witness to them what discernment and repentance look like. We shouldn't make a lot of mistakes, and we should certainly avoid making the same one twice, but a zero-defect culture is a cult, not a community.  And cults are neither healthy nor sustainable. The Liturgical Ecology of Discernment Discernment is not trained by intensity. It is trained by ecology.  By immersion into the communal rhythms of orthopraxis. By: developing a relationship with a spiritual father repetition over novelty calendar over urgency fasting over reaction worship over commentary stability over constant motion accepting and sharing the spirit and not just the letter of the guidance given to us by our bishops The Quiet Conclusion of Talk Two The Church does not promise us freedom from error. She promises us a way of life in which error can be healed. Discernment is not a tool for avoiding mistakes. It is a way of learning how to dwell truthfully with God and one another. And that dwelling—like Eden, like the Temple, like the Church itself—is always shared.  

Send us a textWant to stop pushing people and start pulling results? We brought in Tara Landes, a certified Cialdini influence trainer who's advised 300+ leaders, to unpack why most managers overestimate their people skills—and what to do differently when the stakes are high. From the moment you hear the 15.5% lift that a single authority sentence can create, you'll see why intros, handoffs, and meeting setups are the hidden levers in sales, fundraising, and recruiting.We dig into ethical influence—persuasion that benefits both sides—and show how small, honest shifts create outsized outcomes. You'll learn how to build quick, real rapport that improves negotiation results, how to pre-frame price with smart anchoring, and why endowed progress keeps momentum alive in long buying cycles. Tara connects these to motivation that lasts: belonging, autonomy, mastery, and purpose. Expect pragmatic tactics like scripting third-party credibility in your inbound flow, adding “you're free to choose” autonomy cues, and designing strengths-first performance systems that compound talent.We also tackle the fastest way leaders tank morale: inconsistency. Your team can handle tough goals, but they won't follow a moving target. We share simple ways to be predictably you, even in hybrid and AI-heavy environments where communication shifts channels but human drivers don't. If you lead people, sell ideas, or negotiate complex decisions, this is your field guide to influence without manipulation and motivation without gimmicks.If the playbook helps, follow the show, share it with a founder or manager who needs it, and drop your biggest takeaway in a review—what tactic will you try first?Support the show

What do cult recruitment tactics and a high-end kitchen gadget have in common? More than you might expect. In this episode, we unpack Cialdini's Seven Principles of Influence, using Liz's enthusiastic love of her new Thermomix (and some playful attempts to persuade Lindy to buy one) as a light-hearted case study. We then turn the lens to how these same persuasion techniques are deliberately used in cult recruitment and control, revealing how influence works, why it's so powerful, and where it crosses the line into manipulation.

“Say you've calculated your price and it comes out at £120,121.  Most would round it down to £120,000.  That's completely wrong.”  That's what Robert Cialdini told me on the latest episode of Nudge.  He also explained why the Prime energy drink first succeeded and then flopped.  How Disney kept us hooked on classic movies.  And how he applies the authority bias to sell his own products.  ---  Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults See Agent Spark in action at ⁠gwi.com/spark⁠ Read Cialdini's bestseller Influence: https://amzn.to/4prHb7Y Read the new and expanded Influence: https://amzn.to/43TY0jI Read Pre-Suasion: https://amzn.to/48hA6Qr  Read Yes! (Containing 60 Psyc-Marketing Tips): https://amzn.to/48ddNNf  Join 10,226 readers of my newsletter: https://www.nudgepodcast.com/mailing-list  Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/  --- Today's sources:  Cialdini, R. B. (2021). Influence: The psychology of persuasion (New & expanded ed.). Harper Business. Dunn, E. W., & Norton, M. I. (2013). Happy money: The science of happier spending. Simon & Schuster. Nelissen, R. M. A., & Meijers, M. H. C. (2011). Social benefits of luxury brands as costly signals of wealth and status. Evolution and Human Behavior, 32(5), 343–355. West, S. G. (1975). Increasing the attractiveness of college cafeteria food: A reactance theory perspective. Journal of Applied Psychology, 60(5), 656–658. Wilson, P. R. (1968). Perceptual distortion of height as a function of ascribed academic status. Journal of Social Psychology, 74(1), 97–102. Worchel, S., Lee, J., & Adewole, A. (1975). Effects of scarcity on value perception: The cookie-jar study. Journal of Personality and Social Psychology, 31(5), 791–799.

About Patrick Van der Burght: Patrick van der Burght is an international expert in ethical persuasion, influence, and decision-making. He is a business partner of Dr. Robert Cialdini—author of Influence: The Psychology of Persuasion—and a founding member of the Cialdini Institute, the only active, licensed Cialdini Institute worldwide.A certified influence specialist and trainer across Australia and New Zealand, Patrick has spent over two decades teaching professionals how to persuade ethically, accelerate results, and build stronger relationships across sales, leadership, marketing, and team environments. He is also the co-author of How to Hear “Yes” More Often (2024) and host of the podcast Ethical Persuasion Unlocked.In this episode, Jennie and Patrick Van der Burght discuss:The seven universal principles of persuasion derived from Cialdini's researchThe distinction between genuine reciprocity and gated lead magnets as rewardsThe roles of liking and unity in building rapport and a sense of shared identityThe use of social proof and authority to enhance credibility and influenceThe impact of consistency and scarcity on ethical decision-making and behavior Key Takeaways:Ethical persuasion is not about clever wording; it is about aligning your message with how people naturally make decisions.Clarity reduces friction. When buyers clearly understand what happens next, they feel safer saying yes.Trust is built not through volume or urgency but through consistency, credibility, and honesty over time.Authority works best when it is demonstrated rather than declared, especially in relationship-based sales models like direct selling.When persuasion principles are applied with integrity, decisions feel easier, faster, and more empowering for everyone involved.“Information is not really power. Application skill is power, and I would argue that you need confidence to go along with it.” —  Patrick Van der Burght Connect with Patrick Van der Burght:LinkedIn: linkedin.com/in/patrick-van-der-burghtFacebook: https://www.facebook.com/patrick.burght/ CONNECT WITH JENNIE:Facebook: https://www.facebook.com/badassdirectsalesmasteryInstagram: https://www.instagram.com/badassdirectsalesmastery/Website: https://badassdirectsalesmastery.com/Show: https://badassdirectsalesmastery.com/blog/YouTube: COMING SOON!LinkedIn: https://www.linkedin.com/in/badassdirectsalesmastery/Email: jennie@badassdirectsalesmastery.com  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

"Persuasion is about your intent. If your intent is solely to win at the other person's expense, that's manipulation. If you want the other party to also benefit from the conversation, then that's collaborative, and that's ethical persuasion." - Martin John Procurement leaders know that success often depends on more than just negotiating skills or cost models; it demands the ability to influence people at every level.  But what does it take to move from presenting facts to truly persuading suppliers, stakeholders, and executives to take action? This is a question that's more urgent than ever in today's complex business environment. In this episode of Art of Procurement, Philip Ideson speaks with Martin John, a seasoned procurement pro and licensed ethical persuasion trainer. Martin shares tools and science-backed frameworks that chief procurement officers and their teams can use right away. He pulls back the curtain on Cialdini's principles, real-world negotiation stories, and how to avoid crossing the line into manipulation. In this episode, Martin discusses how to: Recognize the thin line between ethical persuasion and manipulation Build trust and rapport faster using evidence, not guesswork Move beyond data to engage the emotions and subconscious drivers of decision-makers Translate behavioral science into everyday procurement Links: Martin John on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

About Patrick Van der Burght: Patrick van der Burght is an international expert in ethical persuasion, influence, and decision-making. He is a business partner of Dr. Robert Cialdini—author of Influence: The Psychology of Persuasion—and a founding member of the Cialdini Institute, the only active, licensed Cialdini Institute worldwide.A certified influence specialist and trainer across Australia and New Zealand, Patrick has spent over two decades teaching professionals how to persuade ethically, accelerate results, and build stronger relationships across sales, leadership, marketing, and team environments. He is also the co-author of How to Hear “Yes” More Often (2024) and host of the podcast Ethical Persuasion Unlocked.In this episode, Jennie and Patrick Van der Burght discuss:Why persuasion is not manipulation—and how ethical influence creates lasting behavior changeThe science of decision-making through Daniel Kahneman's System One and System Two thinkingWhy selling feels harder today as attention spans continue to shrinkHow logical arguments often fail to move people toward actionWhy Dr. Cialdini's principles of persuasion act as decision triggers rather than sales tactics Key Takeaways:Persuasion isn't about pushing—it's about prompting. The most powerful influence happens when people feel, “I chose this,” not “I was sold this.”Your brain's autopilot (System One) makes most decisions. If your message is 100% logic and data, it's speaking to the 5% that decides the least.Attention is today's scarcest resource. In a world of pings, pop-ups, and endless scroll, there's rarely enough focus left to run deep, analytical thinking.When sales conversations rely only on rational explanations, they often create indecision rather than clarity.Ethical persuasion activates the right mental shortcuts so people can decide faster, with confidence, and without regret.“I would argue that a lot of those no's aren't actually no's. They're indecision.” —  Patrick Van der Burght Connect with Patrick Van der Burght:LinkedIn: linkedin.com/in/patrick-van-der-burghtFacebook: https://www.facebook.com/patrick.burght/ CONNECT WITH JENNIE:Facebook: https://www.facebook.com/badassdirectsalesmasteryInstagram: https://www.instagram.com/badassdirectsalesmastery/Website: https://badassdirectsalesmastery.com/Show: https://badassdirectsalesmastery.com/blog/YouTube: COMING SOON!LinkedIn: https://www.linkedin.com/in/badassdirectsalesmastery/Email: jennie@badassdirectsalesmastery.com  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

How would you encourage Australians to drive slower? That's what today's guest on Nudge, Adam Ferrier, had to do.  Being an applied behavioural scientist, he tackled this challenge in a novel way.  Listen to hear about his interesting campaign, how Jaws killed surfing and the secret behind Derren Brown's “hypnosis” trick.  --- Watch the bonus episode: https://nudge.kit.com/66dcb18641 Adam's agency: https://thinkerbell.com/ Adam's books: https://amzn.to/431eYfD Sign up for my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Today's sources: Cialdini, R. B. (1984). Influence: The psychology of persuasion. William Morrow. Shotton, R. (2023). The illusion of choice: 16½ psychological biases that influence what we buy. Harriman House. Sutherland, S. (1992). Irrationality: The enemy within. Constable.

Watch the YouTube version of this episode HEREAre you a firm owner struggling with hiring top talent? In this episode, Tyson shares a personal story about hiring and professionalism. Tyson encourages listeners to look beyond surface-level traits and trust their intuition, highlighting that true professionalism is revealed in small, everyday actions.After buying a new car, Tyson provides some insights on first impressions for the hiring process. When Tyson called the dealership, he encountered an individual who had amazing phone training. This individual asked him all the right questions, anticipated his answers and overall showed Tyson what smooth, client interactions can look like. After receiving a text from this person asking about a job at his firm, Tyson reflects on professionalism and what to look for when hiring good talent.When it comes to hiring for a firm, it is important to assess fit and look at certain qualities in a candidate. When looking to hire, sometimes you might find someone that checks all of your boxes and might actually be a really good fit. But, it is important to find someone that takes it to the next level. To determine this, you look at those deeper qualities. Do they have the character needed to do well and represent your firm well? This might be the most important quality, so if someone does not have it, you need to re-evaluate.Take a listen!4:12 Reflection on First Impressions and Hiring Process5:42 Cialdini's Principle and Breach of Professionalism10:21 Employer-Employee Relationship and Professional Courtesy12:29 Timing and Judgment in Professional Interactions15:43 Assessing Fit and Deeper Qualities in HiringTune in to today's episode and checkout the full show notes here. 

Join CCL's VP of Field Operations for a training that will preview CCL's new “BRIDGE” program - Building Relationships in Dialogue, Growth, and Engagement. Brett will preview the framework that offer practical insights for having more effective, empathetic climate conversations that build understanding and momentum for change. A relational advocacy program based on behavioral and social science from Drs. Haidt, Willer, Cialdini; Amanda Ripley; and more. The program will serve as one of the foundational building blocks for Citizens' Climate's advocacy. Understand people's underlying moral foundations, and learn to practice moral reframing across political perspectives. The program will also teach participants to apply practical dialogue techniques to bridge divides and engage effectively with people holding different views.

Many leaders focus on what to say, but overlook something even more powerful. Before words are spoken, the mind is already forming impressions and preparing its response. The moments before communication begins is where influence truly starts. Dr. Robert Cialdini, our guest in Episode 247 of The Mindset Game® podcast, is the world's leading authority on ethical persuasion and author of two best-selling books, Influence: The Psychology of Persuasion and Pre-Suasion: A Revolutionary Way to Influence and Persuade. His research shows that people do not just respond to messages — they respond to the cues, emotions and expectations already in play before a message arrives. In this episode, Dr. Cialdini reveals powerful principles that amplify influence: Why most persuasion fails before the message is ever delivered A single word that increases collaboration and buy-in The counterintuitive way leaders build trust and credibility faster How subtle cues shape creativity, openness and decision-making To learn more about Dr. Robert Cialdini and programs offered through The Cialdini Institute, visit cialdini.com. To subscribe to The Mindset Game® podcast or leave a review, visit TheMindsetGame.com or click HERE. 

Robert Cialdini is a world-leading psychologist and bestselling author whose groundbreaking research on the science of influence has shaped modern understanding of persuasion and decision-making. Often called the godfather of influence, he introduced the now-classic principles of persuasion that guide leaders, marketers, and communicators around the globe. He is the author of the seminal books Influence and Pre-Suasion, which have sold millions of copies and been translated into dozens of languages. Cialdini's work continues to define best practices in ethical persuasion, earning him recognition as one of the most influential behavioral scientists of our time. 00:00 Introduction to Dr. Robert Cialdini 03:00 Principles of Ethical Influence 09:00 The Power of Reciprocity 15:00 Commitment and Consistency 21:00 Social Proof and Authority 27:00 Unity: The New Principle 33:00 Personal Insights and Anecdotes 39:00 Practical Applications of Influence

His book Influence sold 5 million times.  He's known as the Godfather of Influence.  He's arguably the best-known behavioural science practitioner.  And he's finally (after years of pestering) joining me on Nudge.  Ladies and gentlemen, today I present:  Robert Cialdini and the persuasion principles that EVERYONE should memorise. ---  Cialdini's Influence Unleashed Event: https://cialdini.com/decevent Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults Read Cialdini's bestseller Influence: https://amzn.to/4prHb7Y Read the new and expanded Influence: https://amzn.to/43TY0jI Read Pre-Suasion: https://amzn.to/48hA6Qr  Read Yes! (Containing 60 Psyc-Marketing Tips): https://amzn.to/48ddNNf  Join 10,142 readers of my newsletter: https://www.nudgepodcast.com/mailing-list  Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/  ---  Today's sources: Agnew, P. (Host). (2021, November 22). #69: Reciprocity | How one nudge saved 246,184 lives [Audio podcast episode]. In Nudge – Marketing Science Simplified. YouTube. https://youtu.be/0QxcahCnoCs Cialdini, R. B. (1984). Influence: The psychology of persuasion. HarperCollins. Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. (1978). Low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36(5), 463–476. Deutsch, M., & Gerard, H. B. (1955). A study of normative and informational social influences upon individual judgment. The Journal of Abnormal and Social Psychology, 51(3), 629–636. Friedman, H. H., & Rahman, A. (2011). The effect of a gift-upon-entry on sales: Reciprocity in a retailing context. International Journal of Business and Social Science, 2(15), 155–162. Regan, D. T. (1971). Effects of a favor and liking on compliance. Journal of Experimental Social Psychology, 7(6), 627–639.

Ethical Persuasion   Ethical Persuasion: The Fastest Path from "Maybe" to "Yes" (Without Being Pushy)   Most decisions aren't made by logic—they're made by fast, intuitive shortcuts.   That's why great offers often stall: we speak to System 2 logic while the listener's System 1 is steering the wheel. In this episode, Patrick Van Der Burght—ethical persuasion expert and business partner of Dr. Robert Cialdini—shows how to align with how people actually decide using Cialdini's seven principles of influence. The result? Communication that feels natural, honest, and effective whether you're leading, selling, or simply asking for change.   7 Key Insights You Can Apply Today: Reciprocity ≠ "freebie-for-email." A true gift has no strings attached. If you require an email, it's a reward—not a gift—so it won't trigger reciprocity. Action: Offer one no-opt-in resource purely to serve. Liking > "be likable." It's more persuasive that you genuinely like them than that they like you. Action: Express authentic appreciation before making an ask. Unity creates momentum. When people feel part of a shared identity, they move faster and farther together. Action: Involve your audience, team, or clients in co-creating outcomes. Social Proof must match the buyer. People follow others like them. Action: Use case studies or testimonials that mirror your ideal client's stage or values. Authority: let others announce your credibility. Self-promotion weakens authority and liking; third-party validation strengthens both. Action: Add a professional intro or testimonial that speaks your credibility for you. Credibility lives in precision. Rounded numbers signal estimates; decimals signal truth. Action: Use exact figures—"75.4%" sounds real, "75%" sounds guessed. Loss beats gain. People act faster to avoid loss than to gain reward. Action: Reframe offers by showing what's lost through inaction.   Money Learning from Patrick's Upbringing: Patrick grew up in a home where money was tight and every decision had to stretch the family's limited resources. That environment taught him that real wealth isn't about how much you have—it's about how much value you create. Instead of chasing easy wins or cutting corners, he learned to lead with integrity and influence through trust. Persuasion, used ethically, opens doors that money alone never could. It's not manipulation—it's a tool for mutual success.   Key Takeaway: Ethical persuasion is the art of aligning truth with trust. When your words honor both, "yes" becomes the natural next step.   Bio: Before 2000, he was a sales rep, looking after a large part of Australia, selling Scuba Diving equipment to retailers. He was frustrated with the level of time and effort he was putting in, wanted to be better at selling, but he didn't want to lie or cheat either.   It was then that he discovered the work of Dr Robert Cialdini, and he has had a passion for educating others about this because he knows how much time, resources, and success they are wasting without it.   Circumstances enabled him to start teaching this science to professionals with Dr Cialdini's permission since 2000. In 2023, he was invited to become a Founding Member of the Cialdini Institute and was the first Cialdini Certified Professional and Coach to be accepted in the Cialdini Institute Licensed Trainer program.   Sales is other when Ethical Persuasion is first introduced, but it is not exclusively for sales. It is about creating behaviour in others and so that applies to any situation where a goal gets reached through the agreement or compliance of others.   Ethical Persuasion is NOT manipulation A common mistake is to think that persuasion is making people do things they don't want to. Research shows that unethical use of persuasion science leads to long-term disaster, and ethical use leads to both short- and long-term success. This is why teams (and your audience) really embrace this way of communicating and use it.   Research-based Nothing you get from him is based on Patrick's gut feelings or unfounded personal experience. What we as Cialdini Certified Trainers teach is grounded in research and scientifically sound.   Also for young adults He loves sharing this with professionals, but he also has a passion to teach this to young adults before they attempt to 'convince' an employer with a predictably inefficient job application and go to an interview 'unarmed' when it comes to persuasion skills. Persuasion is a much in-demand soft skill that should be mastered early in life, rather than late in life.   When the penny drops It is engraved in his mind that eye-opening feeling he got when it sank in how easy, ethical, and powerful this science is to learn and practice. To this day, he loves seeing that in the eyes of my audience. He hopes to give your audience this same experience.   Links: Website: https://ethicalpersuasion.com.au/ Podcast 'Ethical Persuasion Unlocked' : https://ethicalpersuasion.com.au/podcast/ Youtube: https://www.youtube.com/@ethicalpersuasion Linkedin: https://www.linkedin.com/in/patrick-van-der-burght/ Facebook: https://www.facebook.com/ethicalpersuasion/ Instagram: https://www.instagram.com/ethical_persuasion/ Twitter: https://x.com/yesmoreoften TikTok: https://www.tiktok.com/@ethicalpersuasion Book: https://yesmoreoften.com/ FREE Give-Away: Downloadable e-book (no email required, just download), and/or 7-day Influence Challenge: https://ethicalpersuasion.com.au/free-influence-persuasion/   Which of the seven principles do you naturally embody—and which one could transform your results if practiced intentionally?   #RicherSoul #EthicalPersuasion #Cialdini #Leadership #Influence #Integrity #DecisionMaking #Trust   Watch the full episode on YouTube: https://www.youtube.com/@richersoul Richer Soul Life Beyond Money. You got rich, now what? Let's talk about your journey to more a purposeful, intentional, amazing life. Where are you going to go and how are you going to get there? Let's figure that out together. At the core is the financial well-being to be able to do what you want, when you want, how you want. It's about personal freedom! Thanks for listening!   Show Sponsor: http://profitcomesfirst.com/   Schedule your free no obligation call: https://bookme.name/rockyl/lite/intro-appointment-15-minutes   If you like the show please leave a review on iTunes: http://bit.do/richersoul   https://www.facebook.com/richersoul http://richersoul.com/ rocky@richersoul.com   Some music provided by Junan from Junan Podcast   Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

In this episode of the podcast, I interview persuasion expert Patrick van der Burght. Patrick shares his journey from snorkel sales to teaching the science of persuasion, emphasizing its importance in both business and daily life. He explains Dr. Robert Cialdini's seven universal principles of persuasion—reciprocity, liking, unity, social proof, authority, consistency, and scarcity—and offers practical examples for each. Patrick highlights how understanding and ethically applying these principles can improve relationships, communication, and motivation.Patrick is one of the few Cialdini Certified Trainers in the world. He enjoys a personal recommendation by his business partner, Dr. Robert Cialdini, who wrote the book ‘Influence - The Psychology of Persuasion', which is considered by many top CEOs to be the best business book of all time. Patrick has been teaching professionals Dr Cialdini's science of persuasion since 2000. Enabling them to make small ethical changes in communication to hear YES more often. What he teaches is science-based, ethical, and effective. He co-authored the book ‘How to Hear YES More Often' in 2024. Patrick enjoys helping teams to stop wasting time and resources on predictably inefficient communication, and helps them to the successes that were always theirs to have. He also has a passion for educating young adults about this crucial and high-in-demand business and life skill before they attempt to persuade themselves into their first job or business venture. Connect with Patrick!Website: https://ethicalpersuasion.com.au/ YouTube, LinkedIn, Facebook, Instagram, Twitter, TikTok, Book FREE Give-Away: Downloadable e-book (no email required, just download), and/or 7-day Influence Challenge: https://ethicalpersuasion.com.au/free-influence-persuasion/

Are inspiring leaders born or are they made?  That's what Adam Galinsky, the Columbia Business School professor, has spent the past two decades studying inspiring leaders.  On today's episode of Nudge, he shares his groundbreaking research into inspiration, reciprocity, repetition and visionary statements that reshaped how I saw leadership.  ---  Read Adam's book: https://amzn.to/4htZCGc⁠ Sign up for my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Today's sources:  Begg, I. (1972). Recall of meaningful phrases. Journal of Verbal Learning and Verbal Behavior, 11(4), 431–439. Cabinet Office & Behavioural Insights Team. (2013, May 28). Applying behavioural insights to charitable giving. Behavioural Insights Team. https://www.gov.uk/government/publications/applying-behavioural-insights-to-charitable-giving Carton, A. M., Murphy, C., & Clark, J. R. (2014). A (blurry) vision of the future: How leader rhetoric about ultimate goals influences performance. Academy of Management Journal, 57(6), 1544–1570. Cialdini, R. B. (1984). Influence: The psychology of persuasion. William Morrow & Company. Liu, J., Hong, X., Zheng, Z., & Zhong, J. (2023). When consumers have difficulty understanding ads: How technical language lowers purchase intention. Journal of Consumer Behaviour, 22(6), 1550–1563.

Our guest in this episode is Patrick van der Burght, one of the world's leading experts in the science of ethical persuasion. After a challenging start as a sales rep for a product with a terrible reputation, Patrick discovered the powerful work of Dr. Robert Cialdini, using its principles to turn that product into a market leader. He now dedicates his work to teaching business owners a proven framework for building stronger connections and achieving their most important outcomes with complete integrity.In our fascinating chat, we explored the science of human decision-making and the critical difference between honest influence and dishonest manipulation. Key points discussed include:* Ethical persuasion builds long-term success; manipulation is a short-term win that ultimately leads to disaster.* True influence comes from highlighting genuine facts, not inventing falsehoods to create artificial pressure.* Understanding the seven universal principles of persuasion helps you build genuine trust and guide decisions ethically.Listen to the podcast to find out more.Innovabiz Substack is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Show Notes from this episode with Patrick van der BurghtIt was an absolute honour to welcome Patrick van der Burght, one of the world's leading experts in the science of ethical persuasion, to the InnovaBuzz podcast. As business owners, we pour so much of ourselves into our work, yet often feel like we're guessing when it comes to getting the cooperation and compliance we need to succeed. Patrick pulled back the curtain on this exact challenge, revealing that influence isn't an art form reserved for a select few; it's a science that any of us can learn to apply, ethically and effectively.Our conversation illuminated a powerful truth: you can significantly increase the number of "yeses" you receive without twisting arms or compromising your integrity. It's about understanding the psychology of human decision-making and learning how to formulate your requests in a way that makes it easier for people to agree. Patrick's passion for this topic is infectious, born from a deep-seated compassion for hardworking entrepreneurs who are leaving success on the table simply because they don't yet know this proven framework.The Dry Suit Epiphany: From Being Laughed At to Market LeaderI was fascinated by Patrick's own origin story in persuasion science. As a young sales rep in the scuba diving industry, he took on a brand of dry suits that had a disastrous reputation; the year before, they had all leaked. When he presented the new, improved product to his retailers, they literally laughed at him. He had a great product, but a total lack of trust in the market. It was a classic business nightmare.Facing this challenge, he dove into the work of Dr. Robert Cialdini and began applying the universal principles of persuasion. By strategically and ethically bringing the right facts to the surface, he was able to rebuild trust and reframe the conversation. The result? In just 18 months, that once-mocked dry suit became the market leader. That experience converted Patrick for life, proving that this science had the power to turn even the most difficult situations around.Walking the Ethical Tightrope: Persuasion vs. ManipulationPatrick was crystal clear on a point that I know concerns many of us: the fine line between ethical persuasion and outright manipulation. He offered a brilliant litmus test. Unethical persuasion, like the shoe salesperson lying about having the "last pair," involves importing falsehoods into a situation to pressure a decision. It might create a short-term win, but it inevitably leads to long-term disaster once the deceit is discovered.Ethical persuasion, on the other hand, is about bringing naturally occurring truths to the surface. If the TV you want truly is the last one in stock, you as the customer want to be told that information to make an informed choice. The key is honesty. Ethical influence is not about creating false scarcity or pressure; it's about highlighting genuine facts that help someone make a better, easier decision that serves their own interests.The Three 'Cancers' of Unethical InfluenceGoing a step further, Patrick shared the devastating long-term costs of fostering a dishonest culture, which he powerfully described as "three cancers." The first is the stress it places on employees, most of whom dislike being asked to lie, leading to more sick days. The second is a much higher staff turnover, as good people will seek employment elsewhere, creating a huge cost in hiring and training.The third cancer is perhaps the most insidious: the only people who don't mind being unethical are, well, unethical people. These are not the employees you want, as their dishonesty won't be limited to your customers; it will extend to side deals and stealing office supplies. Patrick's point is stark and clear: a business built on deceit will ultimately rot from the inside out.A Quick Tour of the Seven Universal Principles of InfluenceAt the heart of Patrick's work are the seven universal principles that work across all cultures: Reciprocity (we feel obliged to give back), Liking (we say yes to people we like), and the new principle of Unity (we are influenced by those we share an identity with). These first three are all about building relationships.The next principles help reduce uncertainty: Social Proof (we follow the lead of similar others) and Authority (we defer to experts). Finally, to motivate action, we have Consistency (we stick with our commitments) and Scarcity (we want more of what we can have less of). Understanding these fundamental drivers is the first step to applying them.Turning a Bad Review into a Trust-Building MomentSo how does this work in the real world? Patrick gave a masterful example of handling a negative online review. The wrong move is to ignore it or get defensive. Instead, you can respond by first acknowledging the person's bad experience. This simple act of honesty immediately establishes you as a trustworthy source of information because you're acting against your own immediate self-interest.Then, you can gently pivot to social proof by saying something like, "As you can see from our 128 other positive reviews, your experience is not what normally happens here." This validates the complaint while reassuring any future customers that the issue was an exception, not the rule. It's a brilliant way to turn a negative into a powerful display of credibility.Your First Step into the Science of InfluenceUltimately, what I took away from my chat with Patrick is that we don't have to operate on guesswork. Whether we're in sales, marketing, HR, or even just trying to get our kids to do their homework, we are constantly in situations where we need to be persuasive. There is a science to it, one that is ethical, available, and incredibly potent.As Patrick advised, the easiest first step for anyone is to simply become aware that this science exists. A great way to start is by picking up Dr. Cialdini's foundational book, Influence. By learning the principles, you can start to spot opportunities to ethically and effectively build stronger connections and achieve the outcomes you're working so hard for.In Summary: Patrick van der Burght provides a compelling and ethical framework for influence. His message is a game-changer: stop guessing and start learning the science of human decision-making. By applying these proven principles with honesty and integrity, you can not only achieve greater success but also build deeper, more trusting, and more enduring relationships in every area of your life.ActionRealize there is a science to how people make decisions that is available for you to learn. As a first practical step, follow Patrick's recommendation and get Dr. Cialdini's foundational book, Influence, to begin understanding these powerful principles.Reach OutYou can reach out and thank Patrick on his website, or connect with him on LinkedIn. Patrick has also generously provided a Free Influence & Persuasion Guide which includes a downloadable ebook.Links:* Website – Ethical Pursuasion* LinkedIn* Facebook* X (formerly Twitter) – @yesmoreoften* Instagram – @ethical_persuasion* YouTube* TikTok* Free Influence & Persuasion GuideBooks:* Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini* How to Hear YES More Often: Harnessing the Power of Influence and Ethical Persuasion in Business by Patrick Van Der Burght, Leopold Ajami, and John DoorbarCool Things About Patrick* He's a land, sea, and air adventurer who found his calling on cassette tapes. There's a fantastic juxtaposition between his adventurous, hands-on life as a commercial pilot, scuba diver, and Harley rider, and the old-school, analogue way he discovered his passion: listening to Dr. Cialdini's work on cassette tapes in the late 90s.* He had the courage to cold-email his hero. After being inspired by the tapes, he didn't just become a fan; he took the initiative to email Dr. Cialdini directly for permission to teach the material. That single act of proactive courage fundamentally shaped his professional journey.* His Harley adventures are a shared passion. The image of a Harley rider often evokes a solo journey, but Patrick's spouse also enjoys riding, making it a shared activity. This adds a wonderful layer of warmth and partnership to his adventurous side.* He's on a mission to equip the next generation with a "crucial life skill." His strong desire isn't just to coach professionals, but to teach ethical persuasion to young people in schools, preparing them for a future where social influence is a top-ranked skill needed for success.Ready to move beyond just creating content and start creating real connection?In the Age of AI, the future belongs to those who can amplify human wisdom. Flywheel Nation is MORE than a community; it's a movement for creators and visionaries dedicated to shaping a more human future.Join us as we co-create that future for ethical AI. Here you will tap into the collective wisdom of leaders who prioritize connection over automation, find powerful collaborations that elevate your impact, and help illuminate the path forward.This is your invitation to not only grow your business but to become a lighthouse for others.Join the movement. Visit innovabiz.co/flywheel to be a part of the conversation.VideoThanks for reading Innovabiz Substack! This post is public so feel free to share it. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit innovabiz.substack.com/subscribe

What determines who you vote for?  You probably think it's due to rational reasons. Economy. Sustainability. Immigration. Growth.  But research shows that your choice of vote isn't as logical as you might expect.  In fact, all of our votes can be swayed by a largely irrelevant factor.  And this factor can be used to change what we eat, wear, drink and buy.  Hear how, on today's episode of Nudge with Phil Graves. ---  Phil's book: https://shorturl.at/kzAta Phil's consultancy: https://www.philipgraves.net/consultancy/ Subscribe to the (free) Nudge Newsletter: https://nudge.ck.page/profile  Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/  Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Today's sources: Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, 58(6), 1015–1026. Davis, C. J., Bowers, J. S., & Memon, A. (2011). Social influence in televised election debates: A potential distortion of democracy. PLoS ONE, 6(3), e18154. Latané, B., & Darley, J. M. (1968). Group inhibition of bystander intervention in emergencies. Journal of Personality and Social Psychology, 10(3), 215–221. Martin, S. J. (2024). Influence at work: Capture attention, connect with others, convince people to act. The Economist Books (Pegasus Books). Tanner, R. J., Ferraro, R., Chartrand, T. L., Bettman, J. R., & Van Bagren, R. (2008). Of chameleons and consumption: The impact of mimicry on choice and preferences. Journal of Consumer Research, April. Trott, D. (2023). Crossover creativity: Real-life stories about where creativity comes from. Harriman House.

Discover how to ethically influence clients and team members using Robert Cialdini's seven principles of persuasion. Guest Tara Landes, a certified Cialdini trainer and business systems expert, breaks down these powerful psychological triggers that can transform your sales process, pricing strategy, and company culture. Learn how small, strategic changes in your communication can lead to significant improvements in customer acquisition and team engagement.What You'll LearnThe seven principles of persuasion and how they apply to your contracting businessHow to ethically influence clients without manipulationPractical ways to raise prices without losing customersStrategies to retain valuable employees who might otherwise leaveSimple techniques to differentiate yourself from competitorsTime Stamps01:14 - Episode Intro01:42 - Guest Intro03:13 - The Basics of Influence and Persuasion06:21 - Ethical Persuasion Defined07:08 - Principle 1: Reciprocity11:31 - Principle 2: Liking13:53 - Principle 3: Unity17:24 - Principle 4: Social Proof20:05 - Principle 5: Authority21:53 - Principle 6: Consistency28:15 - Principle 7: Scarcity30:50 - Applying Scarcity in Sales33:32 - Core Motives in Persuasion35:44 - Implementing Foundational Systems with Bellrock39:53 - Addressing Toxic A-Players41:54 - Retaining Sales Talent45:16 - Raising Prices and Customer Retention48:42 - The Power of Personalized Gifts52:43 - Engaging with Bell Rock Consulting54:39 - Conclusion and Final ThoughtsSnippets from the EpisodeIf you're trying to get someone to do something that isn't in their best interest, I'd call that manipulation. If it's good for you and it's good for me, then it's ethical persuasion.— Tara LandesInstead of asking for people's opinions or feedback, ask them for advice. When you ask for an opinion, you're creating a critic. When you ask for advice, you're co-creating, and you're both wanting to win.— Tara LandesKey TakeawaysThe relationship principlesThe uncertainty principlesThe motivational principlesMaking gifts personal and meaningfulCreating paths to ownership for employee retentionActivating scarcity by showing what customers stand to loseUsing authority in customer introductionsResourcesInfluence by Robert CialdiniPre-Suasion by Robert CialdiniThinking, Fast and Slow by Daniel KahnemanThe Essential Guide to One-On-One Meetings24 Things Construction Business Owners Need to Successfully Hire & Train an Executive AssistantSchedule a 15-Minute Roadblock CallCheck out OpenPhoneBuild a Business that Runs without you. Explore our GrowthKits Need Marketing Help? We Recommend BenaliNeed Help with podcast production? We recommend DemandcastMore from Tara LandesWebsite: bellrock.caTara on LinkedInMore from Martin Holland⁠⁠⁠⁠⁠⁠⁠theprofitproblem.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠annealbc.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠More from Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠More from The Cash Flow ContractorSubscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠YouTube channel⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow On Social: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠,⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠X(formerly Twitter)⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Visit our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ The Cashflow ContractorConnect With UsReady to apply these principles in your contracting business? Visit cashflowcontractor.com to learn more about our coaching programs and resources. Don't forget to subscribe, leave a review, and share this episode with fellow contractors who want to improve their sales process and team management.

Send us a textIn this powerful talk recorded live at a Family Office Club Investor Day, Richard C. Wilson shares timeless principles of influence and persuasion that have helped raise billions in capital and build one of the largest investor networks in the world.

IN EPISODE 238:Dr. Christopher Phelps discusses the art and science of ethical persuasion, emphasizing the importance of understanding Cialdini's principles of influence. He highlights common mistakes people make in persuasion, such as failing to secure commitments and the significance of the order of information presented. We also explore the ethical implications of persuasion versus manipulation, how to defend against manipulative practices and why the most persuasive people look for mutual wins. ABOUT CHRISTOPHER PHELPS:Dr. Christopher Phelps is the US CEO of the Cialdini Institute, which trains leaders and organizations around the world in the art and science of ethical persuasion. Chris is general dentist and entrepreneur who built multiple companies focused on dental products and solutions, and is the bestselling author of two books.

97% of independent films fail. Boiling Point did not. Today, I chat with executive producer Paul Mellor to learn how this movie applied psychological principles to outperform its peers and compete against blockbusters like James Bond.  --- Join the Nudge Vaults waiting list: https://www.nudgepodcast.com/vaults Paul's 13.5 ways to grow an underdog: https://www.mellorandsmith.com/13-ways-to-grow-your-underdog-brand Paul's agency: https://www.mellorandsmith.com/ Subscribe to the (free) Nudge Newsletter: https://nudge.ck.page/profile  Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/  Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Binet, L., & Carter, S. (2018). How Not to Plan: 66 ways to screw it up. APG/Matador. Cialdini, R. B. (2016). Pre‑suasion: A revolutionary way to influence and persuade. Simon & Schuster. Ryan, J. D., & Cohen, N. J. (2004). The nature of change detection and online representations of scenes. Journal of Experimental Psychology: Human Perception and Performance, 30(5), 988–1015. Trott, D. (2019). Creative Blindness (and How to Cure It): Real‑life stories of remarkable creative vision. Harriman House. van den Broek, E., & den Heijer, T. (2024). The Housefly Effect: How nudge psychology steers your everyday behaviour. Bedford Square Publishers.

Robert Cialdini⁠ is one of the world's leading experts on influence and persuasion. He is an award-winning behavioral scientist and the president and CEO of ⁠Influence at Work⁠. He is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University, and a New York Times bestselling author who has sold 7 million books in 44 languages in his career. He is frequently referred to as the “Godfather of Influence,” and coaches clients such as Google, Microsoft, Cisco and Coca Cola. In this classic episode, Cialdini joined host Robert Glazer on ⁠the Elevate Podcast⁠ to talk about influence in leadership and much more. This episode of the Elevate Podcast is sponsored by: Shopify: ⁠⁠⁠⁠⁠⁠⁠shopify.com/elevate⁠⁠⁠⁠⁠⁠⁠ Indeed: ⁠⁠indeed.com/elevate⁠⁠ Framer: ⁠⁠framer.com⁠⁠ BambooHR: ⁠⁠⁠⁠⁠⁠⁠bamboohr.com/freedemo⁠⁠ IDEO U: ⁠⁠ideou.com/elevate⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode Highlights:Referral Insights: Clinicians share why asking outright—or subtly—for referrals is crucial, and how patient follow-up (calls/emails) prompts results. Role-playing helps staff find comfortable scripts.Therapist Conviction: Healing effectiveness increases when clinicians genuinely believe in interventions—conviction influences patient decisions.GPT‑Generated Scripts: Leverage AI tools (like ChatGPT) using persuasive frameworks (Hormozi, Cialdini) to generate patient-friendly referral prompts.Product Sales & TikTok Shop: Therapists explore new income via affiliate marketing. Understanding affiliate structures (TikTok cut vs direct deals) and how “creator communities” amplify reach.Collective Strategy: Imagine a collaborative PT content network—sharing product/tech videos to grow collective influence and income.Patient-Centric Authenticity: Overcoming ego, prioritizing patient benefit, and celebrating small wins (“peak of happiness”) with reviews and referrals.Challenge from Jimmy: Who's up for a Bigfoot plantar fasciitis evaluation video?

Mastering Reciprocity: Elevate Your Speaking Career EthicallySummaryIn this episode, the speaker delves into the psychology of reciprocity, one of Robert Cialdini's key principles of influence, and how it can be leveraged ethically by speakers to gain more gigs, referrals, and rebookings without rewriting presentations or begging for business. The discussion includes practical strategies like maintaining active communication with bookers, providing added value during and after talks, and avoiding manipulative tactics. Illustrative examples from Cialdini's book and real-life scenarios are shared to highlight both ethical and unethical applications of reciprocity. The episode concludes with tips on maintaining long-term relationships and ensuring that giving remains genuine and not purely transactional.Chapters00:00 Introduction to Reciprocity02:06 Real World Example: Street Vendor Story03:30 Practical Ways to Use Reciprocity as a Speaker12:45 When Reciprocity Goes Wrong15:47 Avoiding Manipulative Uses of Reciprocity20:29 Give Because You Care, Not to Get22:06 Cal l to Action and Wrap-upGo to presentinfluence.com to take the Speaker StrengthsFinder Quiz and discover your greatest strengths as a speaker as well as where to focus for growth. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedInYou can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluenceThanks for listening, and please give the show a 5* review if you enjoyed it.

Show Notes: The Power of Liking for SpeakersWelcome back! In this solo episode, John dives into one of Robert Cialdini's most underrated principles of influence—liking. If you've ever wondered why some speakers seem to get booked again and again, or how you can turn your audience into true fans without changing a word of your keynote, this episode is for you.Introduction: Why Liking MattersJohn kicks things off by sharing why understanding the principle of liking is a game-changer for anyone who wants to get booked, rebooked, or simply make a bigger impact as a speaker. It's not just about what you say on stage—it's about how you connect with people, both on and off the mic.The Science Behind LikingDrawing on Cialdini's research, John explains that we're all more likely to say “yes” to people we genuinely like. He shares his own journey, from starting out with a small audience to building a platform and podcast, all by focusing on curiosity, generosity, and authentic relationships.Real Connections vs. Transactional InteractionsJohn gets real about the difference between building genuine connections and falling into the trap of being transactional. He shares stories from his own experience—how being easy to work with and showing appreciation opened doors to new opportunities, referrals, and collaborations.How to Be More Likeable (and Why It Matters)This chapter is packed with practical advice. John talks about the importance of using audience-relevant language, sharing stories (especially the ones where things didn't go perfectly), and being open about your own quirks and mistakes. He reminds us that being likeable isn't about flattery or people-pleasing—it's about being real, approachable, and easy to work with.Likability Killers to AvoidNot everything is sunshine and roses—John also covers the behaviours that can quickly destroy likability. From being overly self-focused or inauthentic, to lacking emotional presence or coming across as rigid, he explains why these habits can hold you back as a speaker.Authenticity Over PerfectionOne of the big takeaways from this episode is that you don't need to win everyone over. In fact, trying to please everyone is a losing game. Instead, focus on showing up as someone who's trustworthy, warm, and competent. Likability can't make up for a bad talk, but it can turn a good one into something unforgettable.Wrapping Up & What's NextJohn closes the episode by encouraging you to be the speaker people want to work with and invite back. If you found this valuable, don't forget to like, subscribe, and check out the links in the show notes for free tools to help you build ethical influence. And stay tuned—the next episode will explore another of Cialdini's heavy hitters: reciprocity.Thanks for listening! Until next time, stay present, stay likeable, and stay influential.Chapters00:00 Introduction: The Power of Liking00:38 Exploring Cialdini's Principle of Liking01:50 Personal Journey: Building Connections04:13 Ethical Application of Liking05:52 Practical Tips for Speakers07:31 Common Pitfalls to Avoid10:58 Conclusion: Elevate Your Speaking GameGo to presentinfluence.com to take the Speaker StrengthsFinder Quiz and discover your greatest strengths as a speaker as well as where to focus for growth. For speaking enquiries or to connect with me, you can email

If you think dentistry and persuasion have nothing in common, think again. This week on BizNinja Entrepreneur Radio, Tyler Jorgenson sits down with the wildly insightful and endlessly entertaining Dr. Chris Phelps—a dentist who not only scaled from one to four practices but also happens to run the legendary Cialdini Institute (yes, that Cialdini!). From test-cramming in dental school to building a student note empire, Dr. Phelps reveals how his entrepreneurial mindset first kicked in—and how it's shaped every business move since.In this episode, Dr. Phelps unpacks the psychology of why most dentists struggle with running their practices like actual businesses. You'll learn why intelligence and technical skill aren't enough to build a thriving practice—and how mindset, instinct, and yes, marketing, all play pivotal roles. He dives into the three root reasons dentists crash as entrepreneurs and reveals how applying Cialdini's Seven Principles of Persuasion changed the entire trajectory of his business (and can do the same for yours).But it's not just theory—Dr. Phelps drops real, jaw-dropping examples: like how a small tweak to a direct mail flyer doubled his response rate after 10 years of the same campaign. Whether you're a practice owner, marketer, or just someone who wants to ethically persuade people better (without being a sleazeball), this episode is an absolute gem. Plus—he's still a wet-finger dentist. Street cred intact.------Top TakeawaysEntrepreneurial instincts can be sparked anywhere—even in dental school.Most dentists are trained to be solo wolves, not leaders—entrepreneurship requires a total mindset shift.Cialdini's principles aren't just theory—they're battle-tested business tools.Persuasion isn't manipulation—it's a skill every leader should master (ethically!).Small tweaks (aka “small bigs”) can lead to massive ROI jumps in marketing. 

How to Use Social Proof to Boost Your Speaking Career (Without Faking It)If you've ever felt invisible as a speaker, like you're great on stage but not getting the referrals, rebookings, or conversions you deserve, this episode is for you.We're diving into Cialdini's principle of social proof and how it applies specifically to public and professional speakers. You'll learn how to use testimonials, case studies, audience reactions, and endorsements to build real trust and credibility—without hype or manipulation.I also share a strange little story about the time I almost got off the wrong bus… even though I knew it wasn't my stop. Why? Because everyone else did. It's a perfect real-world example of how powerful social proof is, and how it influences our behaviour, even when we know better.In this episode, you'll learn:What social proof is and why it matters for speakersHow to use testimonials and case studies inside your talks to seed future salesWhy social proof is one of the most effective tools when selling from the stageThe right (and ethical) way to ask for testimonials and case study permissionsHow to turn LinkedIn referrals and recommendations into your speaking growth engineWhat fake social proof looks like—and how it damages your credibilityWhether you're selling books, coaching, consulting, or just building your speaking brand, social proof can make or break your next opportunity. Let's make sure it works for you—not against you.

Mastering Scarcity: Unlocking Cialdini's Principles for SpeakersThis episode dives into the psychology behind the principle of scarcity from Cialdini's persuasion techniques and its impact on audience behavior. The speaker highlights how scarcity can create urgency and increase value perception, sharing personal anecdotes and practical tips for speakers, coaches, and consultants to use this principle ethically. Emphasizing integrity, the episode provides strategies to encourage audience action without compromising trust. Subscribe to follow the series and learn about the next principle, authority.00:00 Introduction to Persuasion for Speakers00:11 Overview of Cialdini's Principles00:45 Deep Dive into Scarcity04:01 Applying Scarcity Ethically05:39 Conclusion and Next StepsGo to presentinfluence.com to take the Speaker StrengthsFinder Quiz and discover your greatest strengths as a speaker as well as where to focus for growth. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedInThanks for listening, and please give the show a 5* review if you enjoyed it.

Mastering Influence: Dr. Cialdini's Seven Principles for Speakers (part 1)SummaryThis episode introduces Dr. Robert Cialdini's seven key principles of influence and persuasion, which are crucial for anyone looking to enhance their persuasive abilities, especially as public speakers. The principles covered include scarcity, authority, social proof, liking, reciprocity, consistency, and the added principle of unity. The episode specifically focuses on the principle of scarcity, its application, and how to use it effectively and ethically in public speaking scenarios. The host discusses practical examples and warns against the misuse of these principles, emphasising the importance of integrity in maintaining audience trust.Chapters00:00 Introduction to Influence and Persuasion01:30 Overview of Dr. Cialdini's Seven Principles06:14 Deep Dive into Scarcity09:03 Effective Use of Scarcity in Speaking09:44 Maintaining Integrity with Scarcity12:03 Practical Tips for Speakers14:39 Conclusion and Next StepsGo to presentinfluence.com to take the Speaker StrengthsFinder Quiz and discover your greatest strengths as a speaker and where to focus for growth. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedInThanks for listening, and please give the show a 5* review if you enjoyed it.

How did a marketing campaign lead to one of the worst public health disasters in American history?  In this episode, I investigate the rise and fall of the Sackler family, the pharmaceutical empire they built, and the marketing tactics that got millions addicted to opioids. You'll learn: How reframing turned OxyContin from a last resort into a “safe” everyday drug. Why a vague letter (not a study) became the foundation for Purdue's 1% addiction claim. How the Sacklers used doctors, pain groups, and celebrities to exploit authority bias. Why repeating a false claim makes it more believable (feat. the mere exposure effect). How behavioural science helped sell a deadly drug—and what we can learn from it. --- Shatterproof non-profit: https://shatterproof.org/ Empire of Pain:  https://www.penguinrandomhouse.com/books/612861/empire-of-pain-by-patrick-radden-keefe/ Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Sources: ABC News. (2025). Purdue Pharma, Sackler family to pay $7.4 billion opioid settlement [Video]. YouTube. https://www.youtube.com/watch?v=1n2uuX1NaQo LastWeekTonight. (2016). Opioids: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=5pdPrQFjo2o CBS News. (2019). OxyContin maker facing over 2,000 opioid death-related lawsuits [Video]. YouTube. https://www.youtube.com/watch?v=mwGGlEFKrSs ABC News. (2019). Local governments file lawsuit against the family behind OxyContin [Video]. YouTube. https://www.youtube.com/watch?v=AlSDhuhLedg CBS News. (2022). Trump Organization's accounting firm cuts ties over financial statements [Video]. YouTube. https://www.youtube.com/watch?v=csAS4WLvMao BBC News. (2013). Serpentine Sackler Gallery Opening [Video]. YouTube. https://www.youtube.com/watch?v=YThcpSZIN0c CBS New York. (2021). Metropolitan Museum Of Art Will Remove Sackler Name From Galleries [Video]. YouTube. https://www.youtube.com/watch?v=p_u29BL2CQE CBC News. (2019). Dozens Storm The Guggenheim Museum In Protest Of Donor [Video]. YouTube. https://www.youtube.com/watch?v=ci_yOI3Wyto CBS News. (2019). Protestors stage a “Die In” at the Guggenheim Museum in New York [Video]. YouTube. https://www.youtube.com/watch?v=zYVvIwbxX2I CNBC Television. (2020). Would have done ‘nothing' differently in opioid crisis: Kathe Sackler says [Video]. YouTube. https://www.youtube.com/watch?v=dRl-Zjyf2UE STAT. (2017). 1998 Purdue Pharma marketing video [Video]. YouTube. https://www.youtube.com/watch?v=LaxlJXpwkzs GoLocal LIVE. (2019). Purdue Pharmaceutical Commercial 1998-Oxycontin [Video]. YouTube. https://www.youtube.com/watch?v=FCOl1exq3IM CBS News. (2017). Behind Purdue Pharma's marketing of OxyContin [Video]. YouTube. https://www.youtube.com/watch?v=V-jxKPpMvmA LastWeekTonight. (2019). Opioids III: The Sacklers: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=uaCaIhfETsM LastWeekTonight. (2021). McKinsey: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=AiOUojVd6xQ CBS News. (2018). Whistleblower: Purdue Pharma continued deceptive sales practices after guilty plea [Video]. YouTube. https://www.youtube.com/watch?v=o5qQf3Po31M Washington Post. (2019). Inside the opioid industry's marketing machine [Video]. YouTube. https://www.youtube.com/watch?v=gIlpd40CpT0 CBC News. (2018). How One Man Made The Opioid Crisis Possible [Video]. YouTube. https://www.youtube.com/watch?v=X2AUIBB34nI CBC News. (2019). Nan Goldin ‘Blizzard of Prescriptions' Sackler Pain Guggenheim Protest & Die-In 2/9/19 [Video]. YouTube. https://www.youtube.com/watch?v=q2A4Tb8cOxE Keefe, P. R. (2021). Empire of Pain: The Secret History of the Sackler Dynasty. Doubleday.  Cialdini, R. B. (2006). Influence: The Psychology of Persuasion (Revised ed.). Harper Business.

Join the Waste No Day! Facebook group: https://bit.ly/3xbqEj0 Follow Waste No Day on YouTube: https://bit.ly/3xlDLhD Dr. Robert Cialdini is a renowned psychologist, researcher, and author widely recognized as the leading authority on the science of influence and persuasion. With decades of research in behavioral science, Dr. Cialdini has distilled his findings into actionable insights through his best-selling books, including Influence: The Psychology of Persuasion and Pre-Suasion: A Revolutionary Way to Influence and Persuade. In this episode, we talked about principles of influence, ethical application, behavioral science in marketing and sales...