Podcasts about Loss aversion

Marino joins the podcast to discuss decision-making psychology for MSPs, emphasising that B2B buying differs from B2C because decisions require justification to others and are shaped by different goals. He describes common friction caused by misalignment between what MSPs pitch as "gains" and what business owners perceive as "losses," highlighting loss aversion, status quo bias, and sunk cost effects (including attachment to existing tools and the implied threat of admitting past mistakes). Using a probability-and-reward example, he explains biases in cognitive decision-making and how statistics can be misread without context. The conversation covers how asking too many questions increases cognitive load, why multi-quote requests often signal weak differentiation of the MSP (not just price), and why prescriptive sales scripts can feel inauthentic; trust, fit, and practice through more conversations are stressed. Marino recommends Kahneman's "Thinking, Fast and Slow" and Phil Agnew's "Nudge"   00:00 Welcome and Topic Setup 01:13 B2B vs B2C Decisions 02:26 Client Utility and Friction 06:11 Cognitive Biases Explained 10:39 Loss Aversion and Framing 14:26 Status Quo and Sunk Costs 17:47 Winning Quotes and Differentiation 20:31 Qualification and Buyer Psychology 23:38 Cognitive Load in Sales 25:44 Authenticity and Bounded Rationality 29:21 Resources and Closing   Connect with Marino Vigliotti on LinkedIn by clicking here – https://www.linkedin.com/in/marinovigliotti/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

"This is why insurance is such a beautiful problem... there is no solution. There are only psychological or philosophical answers to it."What if the rising cost of health insurance is a deeply ingrained philosophical problem?My guest this week is Tom Stein, CEO of American Trust Administrators (ATA). But this episode isn't just a tactical breakdown of stop-loss and aggregate underwriting; it is a masterclass in the history, psychology, and economics of the U.S. healthcare system.Tom and I explore the deeply embedded Machiavellian forces that drive insurance carrier monopolies, and why small business owners often choose the "safe" option of a 97% fully-insured renewal simply out of a psychological fear of loss. We trace the origins of employer-sponsored care back to Henry Kaiser and WWII, discuss the ethics of "compulsion vs. choice" in taxation and single-payer models, and analyze whether the U.S. is currently in a "Fourth Turning" crisis phase of our healthcare delivery system.This is one of the most fascinating conversations you will hear all year. Tune in.Thank you to our 2026 sponsors!ParetoHealth: ParetoHealth empowers midsize employers with a long-term solution to reduce volatility and lower overall health benefits costs. Visit https://www.paretohealth.com/fully-insured-vs-self-funding-with-paretohealth-spencer-podcast/?utm_source=youtube&utm_medium=referral&utm_campaign=SelfFundedwSpencer to learn more.Samaritan Fund: A program that connects those who need help to the support they need. We are proud to offer the Samaritan Fund Program. Visit SamaritanFundProgram.com to learn more.Vālenz Health: We're Vālenz Health, your partner in improving health literacy, reducing plan spend, and delivering high-value healthcare. Visit ValenzHealth.com to learn more.Imagine360: Imagine360 helps self-funded employers save on healthcare with smarter health plans. Cut expenses by 20-30% with custom solutions. Contact us today at Imagine360.com.Chapters:(00:00:00) Intro: The Philosophy of the Insurance Problem (00:01:35) The Illusion of Comfort: Why Employers Flee Responsibility (00:05:17) Breaking the System: When "Decent Men" Say Enough (00:08:05) The Psychology of Loss Aversion in Benefits Consulting (00:10:24) Are You a Serf or a Landlord? The Risk of Self-Funding (00:13:08) The "Marshmallow Test" and Delayed Gratification in Business (00:19:42) Tom's Background and the Origins of Level-Funding (00:23:39) Level-Funding a 5-Life Group: The Hard Way to Underwrite (00:30:56) The Fascinating History of U.S. Employer-Sponsored Healthcare (00:35:13) Machiavelli, Trust, and the "Brother Rule" of Business (00:41:09) Are We in the "Fourth Turning" of Healthcare? (00:45:54) How AI Will Bring Deeper Value to Client Relationships (00:49:40) Subsidizing Medicare: The Hidden Tax on Commercial Plans (00:53:35) Milton Friedman's Four Types of Money and the State (01:00:01) The Morality of Healthcare Bankruptcies (01:04:27) The Crisis of Meaning and "Earned Leisure" (01:08:23) Closing Thoughts: The Optimism of the Next GenerationKey Links for Social:@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFundedListen/watch on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

"This is why insurance is such a beautiful problem... there is no solution. There are only psychological or philosophical answers to it."What if the rising cost of health insurance is a deeply ingrained philosophical problem?My guest this week is Tom Stein, CEO of American Trust Administrators (ATA). But this episode isn't just a tactical breakdown of stop-loss and aggregate underwriting; it is a masterclass in the history, psychology, and economics of the U.S. healthcare system.Tom and I explore the deeply embedded Machiavellian forces that drive insurance carrier monopolies, and why small business owners often choose the "safe" option of a 97% fully-insured renewal simply out of a psychological fear of loss. We trace the origins of employer-sponsored care back to Henry Kaiser and WWII, discuss the ethics of "compulsion vs. choice" in taxation and single-payer models, and analyze whether the U.S. is currently in a "Fourth Turning" crisis phase of our healthcare delivery system.This is one of the most fascinating conversations you will hear all year. Tune in.Thank you to our 2026 sponsors!ParetoHealth: ParetoHealth empowers midsize employers with a long-term solution to reduce volatility and lower overall health benefits costs. Visit https://www.paretohealth.com/fully-insured-vs-self-funding-with-paretohealth-spencer-podcast/?utm_source=youtube&utm_medium=referral&utm_campaign=SelfFundedwSpencer to learn more.Samaritan Fund: A program that connects those who need help to the support they need. We are proud to offer the Samaritan Fund Program. Visit SamaritanFundProgram.com to learn more.Vālenz Health: We're Vālenz Health, your partner in improving health literacy, reducing plan spend, and delivering high-value healthcare. Visit ValenzHealth.com to learn more.Imagine360: Imagine360 helps self-funded employers save on healthcare with smarter health plans. Cut expenses by 20-30% with custom solutions. Contact us today at Imagine360.com.Chapters:(00:00:00) Intro: The Philosophy of the Insurance Problem (00:01:35) The Illusion of Comfort: Why Employers Flee Responsibility (00:05:17) Breaking the System: When "Decent Men" Say Enough (00:08:05) The Psychology of Loss Aversion in Benefits Consulting (00:10:24) Are You a Serf or a Landlord? The Risk of Self-Funding (00:13:08) The "Marshmallow Test" and Delayed Gratification in Business (00:19:42) Tom's Background and the Origins of Level-Funding (00:23:39) Level-Funding a 5-Life Group: The Hard Way to Underwrite (00:30:56) The Fascinating History of U.S. Employer-Sponsored Healthcare (00:35:13) Machiavelli, Trust, and the "Brother Rule" of Business (00:41:09) Are We in the "Fourth Turning" of Healthcare? (00:45:54) How AI Will Bring Deeper Value to Client Relationships (00:49:40) Subsidizing Medicare: The Hidden Tax on Commercial Plans (00:53:35) Milton Friedman's Four Types of Money and the State (01:00:01) The Morality of Healthcare Bankruptcies (01:04:27) The Crisis of Meaning and "Earned Leisure" (01:08:23) Closing Thoughts: The Optimism of the Next GenerationKey Links for Social:@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFundedListen/watch on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

The skills you build and the tools you master matter, but they aren't your most important asset when things go wrong — and something eventually will. In this episode, I work through why our careers and lives are governed more by avoiding catastrophic downside than by chasing upside, and why the single best tool for surviving a bad event isn't testing, insurance, or money — it's genuine trust with the people around you. Here's a question to sit with: what is the most important tool you have as a software engineer and as a leader? Most of us reach for something technical, but the answer runs deeper than that. In this episode, I start with the humble premortem — the practice of assuming something has already gone wrong so we can pressure-test our plans — and use it to explore why so much of our work is really about predicting and mitigating risk. From there, I make the case that because we're all exposed to a far larger downside than upside on any given day, the tool that matters most is the one that helps you survive the bad event you couldn't prevent: your relationships with other people, built on real trust. The Premortem as a Risk Lens: Learn why assuming failure ahead of time is such a useful counter to our natural optimism. Our plans quietly assume everything will go right, and a premortem forces us to inspect the gaps our best-laid plans never covered. Life Is Already About Predicting Risk: Nearly every action we take — stepping forward, eating the sushi, merging into traffic — is a small bet on an outcome we can't prove in advance. Much of what we're managing isn't even our own behavior, but the risk other people put us through. Why the Downside Dwarfs the Upside: On a typical Monday, your potential gain is limited, but your potential loss is not. A single catastrophic event — a breached customer, untested code shipped, an injury for an athlete — can undo far more than any single good action could ever build. This is why avoiding failure, not chasing brilliance, quietly shapes most successful careers. Likelihood Times Impact: Even a one-in-a-hundred-days negative event can cost you your job or your company a fortune, while very few actions could produce a commensurate gain like doubling your salary. Our behavioral aversion to risk turns out to be rational. Mitigate the Blast Radius, Not Just the Incidence: You can never be 100% certain a bad event won't happen. Good people who show up, stay reliable, and grow their skills still get laid off. So beyond reducing the likelihood of harm, you have to reduce its impact when it lands. Relationships Are the Real Safety Net: The most important tool in your belt isn't technical — it's your relationships with other human beings. Invested in honestly, they pay you back forever, and they're the thing you fall back on when the negative event you tried to prevent happens anyway. Trust Is the Core Currency: Genuine relationships require reality — real curiosity and care, not performed name-remembering, which people can see through. Trust compounds like an asset, while money spent to buy loyalty is gone the moment it's paid. When you hit a hard deadline or discover something's broken, a reservoir of trust is what lets people extend their best effort without you having to throw more money on the table. Episode Homework: Go invest in your relationships regardless of your current risk profile. Spend extra time in your one-on-ones, with your team, and in your retros — and get curious about what the people around you actually want, instead of assuming you already know.

Why does doing more research make investors more confident in the wrong decision, why do warning labels often invite the very risk they're meant to prevent, and why might a friendlier robo-advisor actually produce worse investing behavior?In this episode of Insight is Capital™, Pierre Daillie sits down with Dr. Preet Banerjee — personal finance expert, founder of Money School, and Globe and Mail behavioural finance columnist, to unpack the psychological wiring beneath everyday investing decisions. From the "cue recall simulation loop" that distorts how investors remember their own portfolio returns, to research showing that useless new information makes people more confident (not more correct), to the counterintuitive finding that warning labels can make risky products more desirable, this conversation maps the gap between what investors think they're doing with their money and what's actually steering the wheel. Preet also explains why robo-advisors with more "human" interfaces see worse adherence to their own advice, how disclosure and judgement anxiety shape client behaviour, and why clients using ChatGPT before a meeting may end up valuing their advisor's guidance more, not less.Chapters00:00 Open: The Hidden Psychology of Money 01:26 Meet Dr. Preet Banerjee 01:58 Life in London and the Advisor App Store 07:23 From Neuroscience to Behavioral Finance: Preet's Path 12:48 The Confidence Trap: Why More Research Backfires 18:40 Red Teaming Your Own Investment Decisions 20:26 Why You Misremember Your Portfolio's Past Performance 23:05 DIY Investing vs. Evidence-Based Strategies 26:42 Loss Aversion and the Scars of Your First Market Crash 28:42 Journaling as a Behavioral Antidote 32:11 The Parental Advisory Effect: Why Warnings Backfire 37:59 Could an Investment Literacy Test Protect DIY Investors? 40:15 The Regulatory Tightrope Between Risk and Access 42:16 Sports Betting, Retirement Savings, and Cautionary Data 44:28 The Robo-Advisor Paradox: Warmer Interfaces, Worse Behavior 45:59 Disclosure Anxiety, Judgment Anxiety, and Advisor Trust 49:31 Why Personal Finance Is 90% Psychology 51:30 The Dark Side of Investing Democratization 53:49 The Dalbar Study and the Behavior Gap 54:11 ChatGPT, Advisors, and the Future of Financial Advice 58:25 Closing Thoughts #BehavioralFinance #InvestorPsychology #PersonalFinance #InvestingTips #WealthManagement #FinancialAdvisor #PreetBanerjee #InsightIsCapital #DIYInvesting #RoboAdvisor #FinTech #InvestingMindset #MoneyPsychology #FinancialLiteracy #StockMarket #BehaviorGap

Have you ever had a single win that completely changed how you looked at yourself? In this episode, Gino Barbaro (co-founder of Jake and Gino and Barbaro 360) breaks down the subconscious psychological traps that sabotage real estate investors and entrepreneurs from building a successful business. Drawing from his early investing days—including a first deal that felt like a home run but was fueled by pure luck—Gino highlights three destructive behaviors we all face and provides a concrete, 4-step framework to fight back against them.

Leave an Amazon Rating or Review for my New York Times Bestselling book, Make Money Easy! Check out the full episode: https://greatness.lnk.to/1862DM There's a fly dying on a windowsill. It's throwing every last bit of energy at a pane of glass it will never break through. The door is open 10 feet away. Price Pritchett built a whole philosophy around that image. He calls it selective persistence. The problem isn't your effort. It's your direction. And most people never stop long enough to find out which one is failing them. A goal that scares you is actually the tool. When there's no way your current approach gets you there, you're forced to innovate. Comfortable goals just buy you more of the same. He also names what stops people cold: we weigh the losses heavier than the potential gains. We catastrophize, we stall, we quit romancing the dream. His answer? Play the hand you've got. Even bad cards win when you play them right. Sign up for the Greatness newsletter: http://www.greatness.com/newsletter Topics quantum leap mindset, selective persistence, hustle trap, stretch goals, effort vs strategy, loss aversion, personal breakthrough, self-belief, mindset shift, Price Pritchett Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This investing mistake is the reason you hold onto losing stocks - Loss Aversion Psychology BiasWant to generate consistent income through investing?Learn our AI for Options system for passive income.20% annualised return with more stability than the S&P500.Find out more and apply here: https://www.hedgealpha.ai/individual#stocks #stockmarket #stockstouy #investingThis video is for educational purposes only and not financial advice, always do your own research and make independent investment decisions. This video is not a recommendation to buy/sell any security.

This week on the podcast, you'll hear from a coach who closes consistent deals in the exact market everyone else is calling "stuck."   Kristi Jencks is a Tom Ferry coach who guides 40 coaching clients, sells 20+ homes a year, and is raising eight children — and she still treats every listing as a way to test scripts she can pass to her clients. In this conversation, she breaks down why the real estate market feels frozen right now, and why the problem lives in your clients' heads, not in the rate sheet.   If your pipeline is full of "great" leads who just won't pull the trigger… this episode names exactly what's stopping them, and gives you the scripts to move them forward.    In this episode, you'll learn: The Three-Layer Diagnosis: What clients say vs. what's actually stopping them. The 25% Overprice Problem: Why sellers swear their home is worth more than it is. Loss Aversion at the Table: The quirk freezing your best deals at the finish line. The Buy-Now-vs-Later Calculator: The math that ends "let's just wait." Credibility Trackers: How to swap your opinion for hard proof. The "Field Research" Edge: Why Kristi still takes listings on purpose.   Everything Kristi teaches her clients runs on the structure of Tom Ferry coaching — the same system behind agents who keep closing while the rest of the market waits.   Ready to unstick the deals sitting frozen in your pipeline?   Schedule a free call with a Tom Ferry consultant to learn more about coaching and see if it's right for you.

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Why has earning a conversation become the hardest part of staffing sales? In this featured session from the FDE+ Q1 Virtual Conference, Kortney Harmon sits down with Brad Bialy to unpack why today's buyers are more skeptical, distracted, and informed—and what that means for relationship-driven revenue.Brad challenges outdated sales playbooks and introduces a system-first approach to winning attention. He breaks down the reality of the 72-touchpoint journey, along with the role of trust, consistency, and buyer psychology. The result is a clear path for how top firms are aligning sales and marketing to earn—not chase—conversations and build meaningful engagement in today's skeptical market.Key Takeaways • Build systems, not just sales goals • Use marketing to support and scale outreach • Reduce risk to overcome buyer skepticism • Create clarity to stand out in a crowded market________________Follow Brad Bialy on LinkedIn: LinkedIn | BradSubscribe to the secrets of success hereFollow Crelate on LinkedIn: CrelateWant to learn more about Crelate? Book a demo hereSubscribe to our newsletter: The Full Desk Experience

Iscriviti al periodo di prova ad un euro al mese su shopify.it Perché a volte non facciamo un passo utile anche se sappiamo che ci farebbe bene? In questa puntata parliamo di loss aversion, il meccanismo psicologico che ci porta a dare più peso a ciò che potremmo perdere che a ciò che potremmo guadagnare. Capire questo effetto può aiutarti a sbloccare obiettivi, decisioni e cambiamenti che continui a rimandare.

On this episode of Say Something Interesting Brent and Megan discuss last weekend's talk at EastLake. Other topics include the Little Mermaid soundtrack, OnePiece cards, and being surprised by delight.

⭐⭐⭐⭐Please take 12 seconds to rate and review the podcast because it helps us find new listeners ⭐⭐⭐⭐⭐FREE RESOURCES✅ Get a free digital copy of my bestselling book for a limited time, Choice Hacking: How to use psychology and behavioral science to create an experience that sings. Get it here: https://www.choicehacking.com/free-book/ ✅ Get FREE weekly buyer psychology insights when you join my newsletter, Choice Hacking Ideas: Join the 10k+ people getting daily insights on how to 2x their marketing effectiveness (so sales and profit 2x, too) using buyer psychology. Join here: https://www.choicehacking.com/read/✅ Connect with host Jennifer Clinehens on LinkedIn, Instagram, YouTube, or TikTok @ChoiceHacking and @BuildwithChoiceHackingWORK WITH ME✅ Corporate Training: Get your team up-skilled marketing psychology and behavioral science with a workshop or training session. Choice Hacking has worked with brands like Microsoft, T-Mobile, and McDonalds to help their teams apply behavioral science and marketing psychology.Learn more here, and get in touch using the contact form at the bottom of the page: https://www.choicehacking.com/training/✅ Get your own Chief Marketing Copilot for your business when you my new program. Get live Skill Sessions, Implementation Sessions, and one-on-one time with me.Learn more here: https://choicehacking.academy/pro/✅ Buy my book in Kindle, paperback, or audiobook form: "Choice Hacking: How to use psychology and behavioral science to create an experience that sings": https://choicehacking.com/PodBook/ ★ Support this podcast ★

What does brain science really teach us about LinkedIn marketing for B2B marketers?In this episode of Social Media for B2B Growth, LinkedIn expert Michelle J Raymond is joined by marketing behavioural science specialist Nancy Harhut to break down how emotion, relevance, repetition, and buyer psychology shape decision-making on LinkedIn.You'll learn why B2B buyers are never purely rational, why niche LinkedIn content outperforms broad thought leadership, and how to create LinkedIn marketing that drives trust, engagement, and sales — without sounding salesy.If you're a B2B marketer using LinkedIn as a growth channel, this episode will change how you plan, write, and prioritise your LinkedIn content.Key moments in this episode - 00:00 LinkedIn Marketing Myths in B2B02:50 Emotion and Decision-Making in LinkedIn Marketing05:45 Fear, FOMO, and Loss Aversion on LinkedIn08:20 Repetition and Trust in LinkedIn Marketing11:35 LinkedIn's Shift from Reach to Relevance14:50 Niche LinkedIn Marketing for B2B Growth18:15 Reducing Friction in LinkedIn Marketing Content22:25 Why Your Product Shouldn't Be the Hero on LinkedIn25:45 One LinkedIn Marketing Change B2B Marketers Should Make29:10 The Future of LinkedIn Marketing for B2B BrandsCONNECT WITH MICHELLE J RAYMONDMichelle J Raymond on LinkedInBook a free intro callhttps://socialmediaforb2bgrowthpodcast.com/B2B Growth Co newsletterToday's episode is sponsored by Metricool. Make sure to register for a FREE Metricool account today. Use Code MICHELLE30 to try any Premium Plan FREE for 30 days. https://metricool.com/michellejraymond/?utm_source=podcast&utm_medium=influencer&utm_campaign=20251216_michelle-raymond_dec-premium_en&utm_content=audio&utm_term=q3

Why do smart investors keep throwing money at bad deals? In this episode, Terrie breaks down how loss aversion—driven by fear, ego, and sunk costs—pushes people to cling to failing projects in condos, renos, and small developments. We look at why investors double down instead of cutting losses, how this gambler-like mindset destroys portfolios, and what seasoned operators do differently to protect their capital.A short, sharp reality check for anyone stuck in a deal that's going sideways.Come to the next Equity Builders Club event → equitybuildersclub.com/eventsUse code ML5 to save $5.

In this episode of The Behaviorist, host Dylan Ehlert and guest Joey McMonagle, Chief Business Development Officer at Atomic Design, explore how loss aversion influences our decisions—often keeping us from taking the risks that lead to growth, innovation, and fulfillment. Together, they unpack why our brains are wired to avoid loss, how that bias shows up in leadership and organizational culture, and practical ways to reframe risk, cultivate a growth mindset, and lead with courage. To learn more about Work Wisdom, visit our website at www.workwisdomllc.com and follow us on LinkedIn and Instagram (@workwisdom).

Episode OverviewIn this episode of The Future-Ready Advisor, host Sam Sivarajan sits down with JonRobert 'Tat' Tartaglione, a behavioral scientist and founder of Influence 51, to explore the fascinating intersection of psychology and financial advising. With a doctorate in psychology from Cambridge, Tat specializes in translating complex behavioral science insights into practical tools that financial professionals can implement immediately.They discuss how small changes in language and framing can dramatically influence client decisions, why choice architecture matters more than we realize, and how metaphors shape our perception of financial concepts. Tat shares practical examples of behavioral science principles in action, from commitment devices to loss aversion, all tailored specifically for financial advisors seeking to improve client outcomes.Whether you're looking to enhance client communication, drive behavioral change, or simply understand the psychological forces behind financial decisions, this conversation offers actionable strategies that bridge the gap between academic research and real-world application.Key Quote'Language matters so, so much. There is a difference between saying '80% fat free' and '20% fat'. Even seemingly insignificant tweaks matter.' — JonRobert TartaglioneKey TakeawaysChoice architecture dramatically influences decisions - how options are presented matters more than the options themselves.Metaphors shape financial conversations - the language we use guides how clients conceptualize financial concepts.Commitment devices drive action - creating accountability structures helps clients follow through on financial plans.Loss aversion is a powerful motivator - framing choices to highlight what clients might lose creates stronger incentives.Subtle language changes yield big results - even minor wording adjustments can significantly impact client decisions and behaviors.Sound Bites'When it comes to choice architecture, the way you present options affects how people choose, even when the options themselves don't change.''Money doesn't influence decisions—the psychology around money influences decisions.''People will work harder to avoid losing $5 than they will to gain $5, even though mathematically it's the same amount.''Budgeting as 'paying your future self' reframes the experience from loss to investment.''Metaphors aren't just flowery language—they guide how people conceptualize problems and solutions.'Topics Discussed00:00 - Introduction to JonRobert Tartaglione and Influence 5101:39 - The Gap Between Behavioral Science Research and Practical Application06:37 - Understanding Choice Architecture in Financial Advising15:06 - Loss Aversion and How to Frame Financial Decisions22:04 - The Power of Commitment Devices to Change Client Behavior31:24 - Metaphors and Language: How Words Shape Financial Perceptions46:43 - Making Behavioral Science Concrete for Different Industries48:15 - The Critical Importance of Language in Client CommunicationsResources MentionedLearn more about JonRobert Tartaglione and his work: https://www.influence51.comStay Connected with The Future-Ready AdvisorSubscribe on your favorite podcast platform to never miss an episode.Join the conversation on LinkedIn—

In today's crowded SaaS market, having a great product simply isn't enough. understanding why human psychology still wins in B2B SaaS sales is very crucial. Many companies generate significant interest, such as leads, web traffic, or downloads, but still struggle to convert that attention into reliable revenue. The real issue isn't a lack of data; it's a misunderstanding of how B2B buyers actually make decisions.In this episode of Grow Your B2B SaaS, Joran Hofman hosts Jessica Pely, co-founder of Loyee.ai and former fintech CTO, to discuss why great products alone do not win in SaaS. Jessica emphasizes the need to align go-to-market strategies with real buyer behavior. Her approach combines behavioral science, data, and AI and delivers a clear takeaway: sustainable growth comes from better targeting based on behavioral signals and executing with focus.Key Timecodes(0:00) – Cold Open: Signals vs. Noise in Go-To-Market, Sales Overconfidence in B2B SaaS(0:49) – Guest Intro: Jessica Pely – LOI AI, Behavioral Economics Meets SaaS(1:30) – Origin Prompt: Behavioral Targeting in SaaS Sales(1:43) – PhD to CTO: Rational Biases & Enterprise Sales Strategy(2:58) – Founding LOI AI: Identifying Pain-Driven Accounts & Buyers(3:13) – Conversion Struggles: Interest ≠ Paying Customers in SaaS(3:38) – Targeting Models: Spray-and-Pray vs. Signal-Based Go-To-Market(4:56) – Chasing Logos: How Social Bias Derails SaaS Sales Focus(5:05) – Psychology in B2B Sales: Biases from Both Sides of the Table(5:21) – Buyer Biases: Status Quo, Risk Aversion, Loss Aversion(6:50) – Adoption Dynamics: Early Adopters vs. Most-in-Pain Accounts(8:23) – Sales Overconfidence: Deal Cycles, Forecasting & Coaching(8:30) – Sponsor Break: SaaStock Dublin – Founders, VCs, Meetings(9:39) – AI in Sales: Misconceptions & The Human Element(9:58) – 3 AI Use Cases: Automation, Insights, Autonomous Decisioning(11:17) – AI as R&D: Hire AI Like a Junior, Align with GTM(12:54) – Garbage In, Garbage Out: Build Your Sales Knowledge Base(13:43) – ICP vs. TAM: Best-Fit Profiles & Signal-Based Markets(15:15) – Customer First: Twin Companies & Lookalike Targeting(16:02) – Competitor Displacement: Migration Targeting via Pain Points(16:47) – Too-Broad Signals: Salesforce ≠ Clear Jobs-To-Be-Done(17:37) – JTBD + Job Ads: Scraping for AE Needs & Verification Pain(19:27) – Early-Stage Focus: Iterate, Learn, Focus on Fit(21:00) – AI for ICP Scoring: Cut Through Noise with Fit + Pain(22:38) – Qualitative Signals: Culture, Pricing, Sales Motions & ML(23:48) – Operating Rhythm: Reassess ICP Quarterly(24:29) – More Data Isn't Better: Limit GTM Signals to 10–15(25:45) – Human vs. AI Outbound: 2x2 Matrix for Outreach Strategy(28:33) – Growth Principle: Focus Over More – Execute Deeply(29:01) – Future of SaaS Sales: Automation + Human Differentiation(30:02) – Stage-Based GTM: Scaling from 0 → $10M ARR(31:24) – Document Everything: Train AI, Onboard Faster

"Good entrepreneurs fall in love with their solution and their platform, but great entrepreneurs fall in love with the problem." - Matt ScovilMatt Scovil and Nathan Gilchrist of Medefy Health, have fallen in love with one of the biggest problems in benefits: nobody wants to engage with them. They joined the show to discuss their journey of building a platform designed to solve the engagement crisis and simplify the healthcare experience for everyone.Matt and Nathan break down their "bottoms-up" approach to this problem, which focuses on engaging members when they need help through a high-touch, live support model delivered via mobile app. We discuss how they use the psychology of "loss aversion" and constant communication to drive engagement rates over 90%.We also explore how Medefy acts as the "quarterback" for a health plan, removing friction by navigating members to the right solutions. This is all part of their vision for the future of healthcare, where the experience is "heavily, heavily individualized" for each person.Chapters:(00:00:00) Why Employees Would Rather Clean a Toilet Than Use Their Benefits (00:04:18) Cleaning a Toilet vs. Learning Your Benefits (00:08:46) Falling in Love with the Problem, Not the Solution (00:14:23) The Power of Live, Human Support (00:19:08) Using "Loss Aversion" to Drive Engagement (00:34:54) The Quarterback for Your Health Plan (00:47:57) How AI is Augmenting the Human Touch (01:00:01) The Future of Healthcare is "Individualized"Key Links for Social:@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFundedListen/watch on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

"Good entrepreneurs fall in love with their solution and their platform, but great entrepreneurs fall in love with the problem." - Matt ScovilMatt Scovil and Nathan Gilchrist of Medefy Health, have fallen in love with one of the biggest problems in benefits: nobody wants to engage with them. They joined the show to discuss their journey of building a platform designed to solve the engagement crisis and simplify the healthcare experience for everyone.Matt and Nathan break down their "bottoms-up" approach to this problem, which focuses on engaging members when they need help through a high-touch, live support model delivered via mobile app. We discuss how they use the psychology of "loss aversion" and constant communication to drive engagement rates over 90%.We also explore how Medefy acts as the "quarterback" for a health plan, removing friction by navigating members to the right solutions. This is all part of their vision for the future of healthcare, where the experience is "heavily, heavily individualized" for each person.Chapters:(00:00:00) Why Employees Would Rather Clean a Toilet Than Use Their Benefits (00:04:18) Cleaning a Toilet vs. Learning Your Benefits (00:08:46) Falling in Love with the Problem, Not the Solution (00:14:23) The Power of Live, Human Support (00:19:08) Using "Loss Aversion" to Drive Engagement (00:34:54) The Quarterback for Your Health Plan (00:47:57) How AI is Augmenting the Human Touch (01:00:01) The Future of Healthcare is "Individualized"Key Links for Social:@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFundedListen/watch on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

In this week's mini-episode, we discuss loss aversion, the human tendency to fear losses more than we desire equivalent gains. While avoiding losses is rational, excessive fear of loss can hold us back from our biggest growth opportunities.Get our Intro to Mechanics audio course, normally $79, FREE:https://bjjmentalmodels.com/freeintroDon't forget to check out BJJ Mental Models Premium!If you love the podcast, you'll definitely love our premium membership offerings. The podcast is truly just the tip of the iceberg – the next steps on your journey are joining our community, downloading our strategy courseware, and working with us to optimize your game. We do all this through memberships that come in at a fraction of the cost of a single private.Sign up here for a free trial:https://bjjmentalmodels.com/Need more BJJ Mental Models?Get tips, tricks, and breakthrough insights from our newsletter:https://bjjmentalmodels.com/newsletter/Get nitty-gritty details on our mental models from the full database:https://bjjmentalmodels.com/database/Follow us on social:https://facebook.com/bjjmentalmodels/https://instagram.com/bjjmentalmodels/Get Jake O'Driscoll's triple threat ankle lock course, FREE:https://bjjmentalmodels.com/jake

Are you overlooking the fastest way to grow your staffing firm? Loss aversion is the most underused yet powerful psychological principle in sales—and this video reveals exactly how to use it to close more deals, upsell existing accounts, and build client loyalty. In this expert-level conversation, presented by Haley Marketing, Brad Bialy sits down with sales strategist Jeff Mariola to dissect how loss aversion psychology and contrast techniques can radically shift your sales approach. If your team is overly focused on chasing new business and missing growth opportunities right in front of them, this episode will recalibrate your strategy. Expect to Learn: How human behavior, decision-making psychology, and relationship dynamics all collide in staffing sales. Why loss aversion should be your go-to strategy with both new and existing clients How to reposition your firm from “just another vendor” to “irreplaceable partner” What elite sales performers do differently in account management How to build and execute a repeatable, psychology-driven sales playbook Chapters & Timestamps 00:15 – The #1 Flaw in Staffing Sales Teams 02:06 – How to Sell More to Existing Clients 03:45 – Loss Aversion in Sales Explained 04:45 – How to Use Loss Aversion with Existing Clients 05:50 – Selling When Your Client Has Multiple Vendors 10:15 – Why Staffing Firms Underinvest in Account Growth 11:00 – Stop Chasing Logos: Start Deepening Client Relationships 12:15 – Creating a Sales Strategy for Existing Clients 13:10 – Identifying Hidden Revenue in Low-Yield Accounts 17:00 – Why Social Proof Works: Science of Influence 19:00 – Nobel Prize Research Behind Loss Aversion 20:15 – Using Contrast to Close More Deals 23:00 – Breaking Out of Outdated Staffing Sales Tactics 24:15 – The Referral Gap: What Most Salespeople Miss 26:45 – Asking for Referrals Without Feeling “Salesy” 28:45 – What Staffing Is Getting Wrong About Sales Today 31:30 – Building a Repeatable Sales System 32:45 – Creating Your Staffing Sales Playbook 38:00 – Key Traits of Top Staffing Sales Professionals 41:00 – Viktor Frankl, Mindset, and Finding Meaning in Sales 45:00 – Closing Thoughts + Connect with Jeff Mariola   About the Speakers: Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry, presented by Haley Marketing. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms, making him a sought-after expert and speaker in the industry.   With more than 25 years of successful CEO leadership experience across two multi-national businesses (Rentokil Pest Control and Ambius) plus two entrepreneurial start-ups, Jeff Mariola has a reputation for creating cultures which consistently outscore other high-performing companies in engagement, growth, empowerment, and leadership. Having recently finished leading the recapitalization of a Brilliant Staffing, LLC to private equity in 2018, Jeff has now changed gears and united with his wife, Michelle, to create Mariola Unlimited – a leadership development advisory service business focused on executive coaching, leadership, management workshops, brand marketing, and keynote speaking. Jeff is certified by Multi-Health Systems in the use of the EQi 2.0 Assessment & EQ 360 Leadership Assessment tools, as well as Stephen R. Covey's, The Five Choices to achieving extraordinary productivity. He has also successfully completed the Mindfulness-Based Stress Reduction (MBSR) course and is a certified practitioner for Talent Optimization by The Predictive Index.   Offers Heard in this Episode: 30 minutes of strategic marketing consultation with Brad Bialy: https://bit.ly/Bialy30 Special Offers! Our Best Savings of 2025: https://bit.ly/bialyoffer What if your back office fueled your growth instead of holding it back? TRICOM makes it happen! From payroll and billing to accounting and asset based lending, they clear the roadblocks and power your path forward. Your team gets paid, your cash flow stays steady and your business scales like never before. Visit https://www.TRICOM.com to learn more.

Why does losing feel so much worse than winning feels good? In this episode, John and Matt revisit one of their most honest conversations—from a time when markets were down and emotions were running high. They break down the concept of loss aversion and how it quietly shapes our decisions, often without us realizing it. 00:32 Revisiting Loss Aversion 02:26 Behavioral Insights and Market Reactions 06:12 Practical Strategies for Managing Loss Aversion 11:55 Personal Experiences and Professional Advice 19:29 The Importance of Professional Guidance 32:27 Conclusion and Final Thoughts

Ready to take a deep dive and learn how to generate personal tax-free cash flow from your corporation? Enroll in our FREE masterclass here and book a call hereAre you holding back from your next investment move or sticking to your retirement goals because you're concerned of being wrong?Too many entrepreneurs and investors get stuck chasing “the right decision” instead of designing a system that lets them handle mistakes. In this episode, Jon Orr breaks down why avoiding failure limits your success—and how to rethink risk so you can move forward with confidence, even when things don't go as planned.Here's what you'll take away from this episode:A mindset shift that helps you embrace uncertainty instead of fearing it.Practical strategies to build a financial system that protects you when risks don't pay off.How to spot and overcome the hidden biases—like loss aversion and sunk cost fallacy—that are sabotaging your decisions.Stop waiting for certainty—press play now and learn how to build a system that succeeds even when you're wrong.Discover which phase of wealth creation you are in. Take our quick assessment and you'll receive a custom wealth-building pathway that matches your phase and learn our CRA compliant tax optimized strategies. Take that assessment here.Canadian Wealth Secrets Show Notes Page:Consider reaching out to Kyle…taking a salary with a goal of stuffing RRSPs;…investing inside your corporation without a passive income tax minimization strategy;…letting a large sum of liquid assets sit in low interest earning savings accounts;…investing corporate dollars into GICs, dividend stocks/funds, or other investments attracting corporate passive income taxes at greater than 50%; or,…wondering whether your current corporate wealth management strategy is optimal for your specific situation.Achieving financial freedom in Canada takes more than just smart saving—it requires the right mindset and a system built to adapt when things don't go as planned. Too often, Canadian entrepreneurs and investors fall into traps like loss aversion, sunk cost fallacy, and overconfidence bias, holding them back from seizing real opportunities for business growth and wealth building. In this episode, we break down how effective financial planning, risk management, and decision making—paired with strategies like RRSP optimization, corporate wealth planning, and tax-efficient investing—can help you design a Canadian wealth plan that supports your financial independence and early retirement strategy. Whether you're navigating salary vs dividends in Canada, creating pReady to connect? Text us your comment including your phone number for a response!Canadian Wealth Secrets is an informative podcast that digs into the intricacies of building a robust portfolio, maximizing dividend returns, the nuances of real estate investment, and the complexities of business finance, while offering expert advice on wealth management, navigating capital gains tax, and understanding the role of financial institutions in personal finance.

Dr. Feldman on LOSS AVERSION -Facial discoid dermatosis -De-roofing: Most cost effective than excision in HS -Dermasphere clip show: Episodes 151-159! -Join Luke's CME experience on Jak inhibitors! ⁠rushu.gathered.com/invite/ELe31Enb69⁠Learn more about the U of U Dermatology ECHO model!physicians.utah.edu/echo/dermatolog…20the%20session.Want to donate to the cause? Do so here!
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Episode 595: Justin and Matthew share five surprisingly common ways people sabotage their finances—and what to do instead. Next, learn how a powerful psychological trap can lead you to double down on bad decisions.

Ready to take a deep dive and learn how to generate personal tax-free cash flow from your corporation? Enroll in our FREE masterclass here and book a call hereAre your investment and business decisions secretly driven by fear of losing money more than the potential to gain?Whether you're chasing high returns through crypto, real estate, or equities—or sitting on too much cash out of caution—this episode unpacks the hidden force influencing every financial decision: loss aversion. Most Canadian investors don't realize how this bias shapes their risk tolerance, stalls their portfolio growth, or leads to missed wealth-building opportunities.In this episode, you'll discover:Why most people demand double the potential gain just to risk a loss—and how that mindset may be sabotaging your growthHow to determine your true risk tolerance along the “growth vs. safety” spectrumA 4-phase framework for building your wealth plan—starting with a safety layer that protects your future while enabling smarter, bolder investmentsReady to stop letting fear of loss hold you back from Canadian financial freedom? Hit play now and learn how to invest with clarity, confidence, and control.Discover which phase of wealth creation you are in. Take our quick assessment and you'll receive a custom wealth-building pathway that matches your phase and learn our CRA compliant tax optimized strategies. Take that assessment here.Canadian Wealth Secrets Show Notes Page:Consider reaching out to Kyle…taking a salary with a goal of stuffing RRSPs;…investing inside your corporation without a passive income tax minimization strategy;…letting a large sum of liquid assets sit in low interest earning savings accounts;…investing corporate dollars into GICs, dividend stocks/funds, or other investments attracting corporate passive income taxes at greater than 50%; or,…wondering whether your current corporate wealth management strategy is optimal for your specific situation.Understanding how behavioral economics—particularly loss aversion—shapes your risk tolerance is crucial to designing a smart portfolio strategy that aligns with your goals. Whether you're focused on investment growth, financial diversification in Canada, or building personal wealth, integrating a safety layer into your wealth management plan helps balance emotional and strategic decisions. For Canadian business owners, navigating corporate vs personal investments, salary planning, and investing retained earnings can unlock powerful tax deductible investments and business owner tax savings. Leveraging tools like RRSP matching pReady to connect? Text us your comment including your phone number for a response!Canadian Wealth Secrets is an informative podcast that digs into the intricacies of building a robust portfolio, maximizing dividend returns, the nuances of real estate investment, and the complexities of business finance, while offering expert advice on wealth management, navigating capital gains tax, and understanding the role of financial institutions in personal finance.

In this episode of Nurturing Financial Freedom, we shift focus from the hard numbers and take a deep dive into the psychological side of investing. Specifically, we explore loss aversion—the human tendency to feel the pain of financial loss more intensely than the pleasure of gains. As we've all seen in our work and our own portfolios, emotional reactions to market swings can often lead to irrational decisions. That's where understanding behavioral finance becomes a powerful tool in making smarter financial choices.We start with Ed breaking down the origins of loss aversion, rooted in the research of Kahneman and Tversky. Their work in the 1970s, which led to the development of prospect theory, shows that the average person perceives a $100,000 loss as twice as painful as a $100,000 gain is pleasurable. This cognitive imbalance causes two major pitfalls: people either avoid risk entirely and park money in cash—letting inflation erode value—or they panic-sell during downturns and miss out on rebounds, effectively locking in their losses.Ed walks us through real examples, including the volatility of April 2024, the pandemic crash of 2020, and the 2008 recession. He explains how our amygdala, hardwired to detect threats, doesn't differentiate between a market dip and a life-or-death situation, making our emotional reactions feel justified—even when they're counterproductive.Alex builds on this by offering techniques to manage this psychological bias. First, we need to build a financial plan with a properly diversified portfolio aligned to our specific timeline and goals. He emphasizes reframing our perspective—looking at a portfolio not as a cash balance but as ownership in companies that will likely be around for decades. He shares the analogy of home values: we don't sell our house when its Zestimate dips; likewise, we shouldn't rush to sell stocks when they temporarily fall.Other actionable strategies include pre-committing to actions like rebalancing during downturns, increasing contributions when prices are low, and resisting the urge to act impulsively. He underscores the power of long-term thinking—"expand the graph"—to see that every crash looks like a blip over decades. And finally, he recommends examining past mistakes. Nothing hits home more than seeing the dollars lost from a past panic sale.We close by reaffirming that while we can't guarantee outcomes, we can plan for volatility. The market is emotional in the short term but logical in the long term. With the right mindset and tools, we can better navigate the emotional terrain of investing and avoid letting fear dictate our strategy.Books Mentioned:Thinking Fast and Slow: https://www.amazon.com/Thinking-Fast-Slow-Daniel-Kahneman/dp/0374533555The Undoing Project: A Friendship That Changed Our Minds: https://www.amazon.com/Undoing-Project-Friendship-Changed-Minds/dp/0393354776 You can always email Alex and Ed at info@birchrunfinancial.com or give them a call at 484-395-2190.Or visit them on the web at https://www.birchrunfinancial.com/Alex and Ed's Book: Mastering The Money Mind: https://www.amazon.com/Mastering-Money-Mind-Thinking-Personal/dp/1544530536 Any opinions are those of Ed Lambert Alex Cabot, and Jon Gay and not necessarily those of RJFS or Raymond James. The information contained in this report does not purport to be a complete description of the securities, markets, or developments referred to in this material. There is no assurance any of the trends mentioned will continue or forecasts will occur. The information has been obtained from sources considered to be reliable, but Raymond James does not guarantee that the foregoing material is accurate or complete. Any information is not a complete summary or statement of all available data necessary for making an investment decision and does not constitute a recommendation. The examples throughout this material are for illustrative purposes only. Raymond James does not provide tax or legal services. Please discuss these matters with the appropriate professional. Diversification and asset allocation do not ensure a profit or protect against a loss. Past performance is not indicative of future returns. CDs are insured by the FDIC and offer a fixed rate of return, whereas the return and principal value of investment securities fluctuate with changes in market conditions. The S&P 500 is an unmanaged index of 500 widely held stocks that is generally considered representative of the U.S. Stock Market. Keep in mind that individuals cannot invest directly in any index, and index performance does not include transaction costs or other fees, which will affect actual investment performance. Individual investor's results will vary. This information is not intended as a solicitation or an offer to buy or sell any security referred to herein. Future investment performance cannot be guaranteed, investment yields will fluctuate with market conditions. International investing involves special risks, including currency fluctuations, differing financial accounting standards, and possible political and economic volatility. There is an inverse relationship between interest rate movements and bond prices. Generally, when interest rates rise, bond prices fall and when interest rates fall, bond prices generally rise. Investing in small cap stocks generally involves greater risks, and therefore, may not be appropriate for every investor. The prices of small company stocks may be subject to more volatility than those of large company stocks. Securities offered through Raymond James Financial Services, Inc. Member FINRA/SIPC. Investment advisory services offered through Raymond James Financial Services Advisors, Inc. Birch Run Financial is not a registered broker/dealer and is independent of Raymond James Financial Services. Birch Run Financial is located at 595 E Swedesford Rd, Ste 360, Wayne PA 19087 and can be reached at 484-395-2190. Any rating is not intended to be an endorsement, or any way indicative of the advisors' abilities to provide investment advice or management. This podcast is intended for informational purposes only.Links are being provided for information purposes only. Raymond James is not affiliated with and does not endorse, authorize, or sponsor any of the listed websites or their respective sponsors.Raymond James is not responsible for the content of any website or the collection or use of information regarding any website's users or members.

Yep! Change often feels like swimming upstream against sticky currents. Even if the status quo is a mess, we cling to it like a life raft. Why? Because the familiar feels like less work for our brain, even when it's failing us. In this episode, guest co-hosts Eli and Casey unravel the complex web of emotions and instincts that make embracing change feel like swimming through sticky peanut butter. Inspired by future of work thought leader Ira Wolfe's insights, this deep dive is your ticket to understanding the messy, human side of transformation. Here's what you'll uncover: Our Addiction to Certainty: Our brains are wired to see uncertainty as a threat. Some call this status quo bias. Like survival mode, this triggers a primal response in us. Knowing why change feels unsettling is step one in managing it. Loss Before Gain: Change almost always feels like a loss initially, even if it leads to greater benefits later. It's crucial to acknowledge and address this sense of loss to help people move forward. Culture and Control: The norms and culture of our "tribe" are formidable forces. Ignoring them can lead to resistance. Moreover, people need a sense of control. Ensuring involvement and offering ownership of the change can dramatically reduce pushback. Dive deeper into this episode and let's continue the conversation on how to lead through change effectively and make change work for you.  

How to craft communication that your audience will remember.Why do some messages stick, while others go in one ear and out the other? When it comes to crafting memorable communication, Ada Aka says not all verbiage is created equal. “Certain words are intrinsically more memorable than others,” says Aka, an assistant professor of marketing at Stanford Graduate School of Business. In her research of consumer behavior and decision-making, she's uncovered how language shapes not just our perception of the world, “but how the world stays with us over time." From concrete terms to emotionally charged ones, certain words have more staying power than others, and to communicators who want to capture audiences (and keep them), she says, “Carefully chosen words, they're going to be taking the attention.”In this episode of Think Fast, Talk Smart, Aka joins Matt Abrahams to explore the science of memorable communication. From creating brand slogans that stick to choosing words that align with your message, she reveals how to create communication that won't be forgotten.Episode Reference Links:Ada AkaEp.80 Magic Words: Change What You Say to Inspire and Influence Others Connect:Premium Signup >>>> Think Fast Talk Smart PremiumEmail Questions & Feedback >>> hello@fastersmarter.ioEpisode Transcripts >>> Think Fast Talk Smart WebsiteNewsletter Signup + English Language Learning >>> FasterSmarter.ioThink Fast Talk Smart >>> LinkedIn, Instagram, YouTubeMatt Abrahams >>> LinkedInChapters:(00:00) - Introduction (02:05) - The Power of Words in Memory (03:45) - What Makes Words Memorable? (06:04) - Informal and Conversational Language (07:38) - AI & Memory (09:34) - Memorable Slogans (11:26) - Predicting Memorability: Why We Get It Wrong (13:15) - Framing in Communication (15:24) - Creating Meaningful Interactions (17:34) - The Final Three Questions (22:21) - Conclusion  ********Become a Faster Smarter Supporter by joining TFTS Premium. 

Today, we unpack the book "Predictably Irrational" by Dan Ariely.In this book profile, we explore the fascinating world of behavioral economics, where Dan Ariely reveals how our supposedly rational decisions are actually governed by predictable patterns of irrationality. Charles breaks down key psychological principles that influence our everyday choices, from how relativity affects our satisfaction to why "free" makes us lose our logical thinking abilities.Key topics include:• Relativity and comparison - How we evaluate things based on comparisons rather than absolute value, affecting our satisfaction with purchases and even our salaries• Anchoring and arbitrary coherence - Why the first price we see becomes a mental benchmark that influences all future related decisions• The power of "free" and the distinction between social vs. market norms - How we irrationally respond to free offers and why mixing money with social relationships often backfires• Loss aversion and the paradox of choice - Why parting with possessions feels painful and how too many options lead to decision paralysis• The placebo effect and expectations - How our perceptions shape our reality, from wine tasting to pain reliefPredictably Irrational Book: https://www.amazon.com/Predictably-Irrational-Hidden-Forces-Decisions/dp/006135323X-Website and live online programs: http://ims-online.comBlog: https://blog.ims-online.com/Podcast: https://ims-online.com/podcasts/LinkedIn: https://www.linkedin.com/in/charlesagood/Twitter: https://twitter.com/charlesgood99Chapters: (00:00) Introduction(01:00) How Comparisons Shape Our Decisions (04:00) Technique: Anchoring(07:15) The Magic of "Free" (08:30) Social Norms vs. Market Norms (10:30) Technique: Procrastination and How to Overcome It (12:00) Loss Aversion and the IKEA Effect (13:45) Tip: The Paradox of Choice (15:15) Expectations and How They Shape Our Experience (17:00) The Placebo Effect and Pricing Perception (18:30) Conclusion

This episode explores loss aversion—the idea that we feel the pain of loss more strongly than the pleasure of gain—and how it affects leadership decisions. Learn strategies to overcome risk avoidance, embrace change, and handle setbacks like a strong leader.Host: Paul Falavolito Connect with me on your favorite social media platform. Now on Substack and Discord Free Leadership Resourceswww.paulfalavolito.comExclusive 7 Minute Leadership Merchlinktr.ee/paulfalavolitoBookstore:Get your copy on Amazon: https://bit.ly/48J8zFGGet your copy at Book Baby: https://bit.ly/3P8iFsUFor the best aviator sunglasses on the market, use the link below to get 10% off Flying Eyes. Discount Code: PFAVhttps://flyingeyesoptics.com/eyewear/?ref=2J4duW9yyI3hiwSubscribe and listen to all of my podcast shows:The 7 Minute Leadership Podcast 1 PAPA FOXTROT - General Aviation PodcastThe DailyPfav

This week, we take a look at Last Chance Tourism.Tourism companies around the world have started to advertise specific destinations to travelers, because those locations have a very unique offering.Namely, they are vanishing.From glaciers, to polar bears, to the Amazon Rainforest. Marketers are using a strategy called “Loss Aversion” – where the emotional impact of a loss is felt more intensely than a gain.So people are rushing to these locations, afraid they might miss their last chance to see them. Hosted on Acast. See acast.com/privacy for more information.

Why is it sometimes hard to part with your money, even when it's for something you want? Want to test yourself on how well you can recognize fallacies in real life? Take the Meme Fallacy Quiz! www.filteritthroughabraincell.com/quiz Learn more about Crazy Thinkers membership where you can practice critical thinking using real-life memes, articles & headlines: www.filteritthroughabraincell.com/crazy Here's how you can purchase the Logical Fallacies ebook: https://www.filteritthroughabraincell.com/offers/z6xbAcB2 Send me any questions, comments or even the fallacies you're seeing around you! think@filteritthroughabraincell.com Or, tag me on Instagram: @filteritthroughabraincell Sign up on my email list at: www.filteritthroughabraincell.com/contact Learn more about Summit Student Conferences: www.summit.org/braincell and use code BRAINCELL25 to get $200 off! Learn more about Classical Conversations: www.classicalconversations.com/filterit To take the YouScience Talent Assessment: Website: https://www.wellspentsolutions.com/discoverregistration Get 20% off with discount code FILTERIT20 Thank you to our sponsor, CTC Math! Website: https://www.ctcmath.com/?tr_id=brain Homeschool page: https://www.ctcmath.com/how-it-works/home-school?tr_id=brain Free trail: https://www.ctcmath.com/trial?tr_id=brain Special offer! Get 1/2-off discounts plus bonus 6-months free! https://www.ctcmath.com/purchase/homeschool50?tr_id=BRAIN

Dr. Addison Killeen explores how loss aversion shapes treatment planning decisions. Fear of patient pushback can lead to overly conservative choices or cheaper alternatives, compromising optimal care. Learn how to recognize this tendency and prioritize patient well-being without hesitation. For more information about Dr. Addison Killeen, visit: www.addisonkilleen.com or interact with him on a daily basis at www.DentalSuccessNetwork.com

The post 312: The Fear Of Weight Gain And Loss Aversion appeared first on Seven Health: Eating Disorder Recovery and Anti Diet Nutritionist.

Episode 151 brings us the October spookies with Halloween upon us. We discuss the presidential election and the fear surrounding the outcome. How will the market react? How should you react? We remind listeners of the cognitive bias called "Loss Aversion," which says we perceive losses as more psychologically damaging than gains of the same size. By a factor of 2 to 1, in fact. Remember this when you see all the political ads trying to keep you glued by informing you of all the horrible things the "other" candidate will do. Our investment thesis for Rivian "$RIVN" is also discussed. Listen, research, and then decide if it could be an investment you'd be interested in. 

When it comes to taking losses, there are actually a lot of different categories here.  One of them is the fear of taking them in the first place.  VP and Robb explore the different ways we talk ourselves out of profitable trades and investments, and you'll hopefully see just how ridiculous it can be when you hear it out loud.   #TradingPsychology   Maverick Links   Click Here To Learn More about Maverick Forex Trading:  URL: https://maverickfx.com/application-3-a/?utm_source=vpyt   Click Here To Learn More about Maverick Currencies: URL: https://maverickcurrencies.com/application-3-a/?utm_source=VPPodPsych   Click Here To Learn More about Maverick Trading's Stock/Options Division: URL: https://mavericktrading.com/application-3-a/?utm_source=VPPodPsych   Maverick Trading YouTube Channel: https://www.youtube.com/@mavericktrading   Robb's Flat Earth Trading Society https://www.youtube.com/@FlatEarthTradingSociety       No Nonsense Forex Links   VP's Trading Psychology Book https://nononsenseforex.com/forex-psychology-book/   Recommended Crypto Trading Platform (Bonus and Contest Eligibility) - https://nononsenseforex.com/cryptocurrencies/best-crypto-trading-platform/   Blueberry Markets Blog (Top FX Broker) - https://nononsenseforex.com/uncategorized/blueberry-markets-review-my-top-broker-for-2019/   Follow VP on Twitter https://twitter.com/This_Is_VP4X   The hosts of this podcast are not licensed financial advisors, and nothing heard on this podcast should be taken as financial advice.  Do your own research and understand all financial decisions and the results therein are yours and yours alone.  The host is not responsible for the actions of their sponsors and/or affiliates.  Conversely, views expressed on this podcast are that of the host only and may not reflect the views of any companies mentioned. Trading anything involves risk.  Losses can exceed deposits.  

The inner workings of social influence and persuasion.Want to change someone's mind? First, explains Robert Cialdini, you have to change their framing.For Cialdini, the Regent's Professor Emeritus of Psychology and Marketing at Arizona State University, persuasion begins before we even deliver our pitch or presentation. Through what he calls “Pre-suasion,” communicators can prime audiences to receive messages in a specific way, simply by drawing their attention in specific directions. “It involves focusing people on—putting them in mind of—those motivators before they encounter [them] in the communicator's message,” Cialdini says, “bringing people's focus of attention onto something that is nested in the message…before that message is delivered, so they have been readied for the concept.”In this episode, Matt Abrahams and Cialdini talk about the motivating power of FOMO, getting better advice from others, and how your next wine purchase could be influenced by what music is playing in the shop.Episode Reference Links:Robert CialdiniRobert's books: Influence / Pre-SuasionEp.11 The Science of Influence: How to Persuade Others And Hold Their AttentionEp.142 Power and Persuasion: Live Insights from Stanford Experts Original Episode: Ep.76 Change My Mind: Using “Pre-suasion” to Influence Others Connect:Email Questions & Feedback >>> hello@fastersmarter.ioEpisode Transcripts >>> Think Fast Talk Smart WebsiteNewsletter Signup + English Language Learning >>> FasterSmarter.ioThink Fast Talk Smart >>> LinkedIn, Instagram, YouTubeMatt Abrahams >>> LinkedInChapters:(00:00:00) IntroductionMatt Abrahams introduces Robert Cialdini, the Regents Professor Emeritus of Psychology and Marketing at Arizona State University(00:01:56) Persuasion and Pre-suasionDistinguishing persuasion and pre-suasion, with focus on attention and motivation.(00:05:17) Priming and Framing in Pre-suasionThe power of pre-suasion and its cognitive effects on decision-making.(00:07:58) Understanding ScarcityHow scarcity influences behavior and decision-making through fear of loss.(00:10:48) The Unity PrincipleThe unity principle and its role in building connection in persuasive efforts.(00:14:04) Social Proof and InfluenceResearch on social proof  and how others' actions influence individual choices.(00:19:24) The Role of Language in PersuasionThe impact of subtle language shifts on collaboration and critique.(00:22:23) The Final Three QuestionsRobert shares communication advice, a communicator he admires, and his recipe for successful communication.(00:26:49) Conclusion (00:00) - Introduction (02:40) - Persuasion and Pre-suasion (06:01) - Priming and Framing in Pre-suasion (08:42) - Understanding Scarcity (11:32) - The Unity Principle (14:48) - Social Proof and Influence (20:08) - The Role of Language in Persuasion (23:07) - The Final Three Questions (27:33) - Conclusion

Three Key Actions for Financial Freedom:    1. Clarify Your Vision: Define what financial freedom and a life by design mean to you.2. Daily Check-In: Ask yourself if you're closer to your vision today than you were yesterday. 3. One Action a Day: Identify one thing you can do each day to move closer to your vision. The Art of Simplifying[00:02:48] We're all conditioned to add more, to build bigger as a business owner, to scale faster, to add more team members. But sometimes the solution actually lies in subtracting and taking things away. [00:28:09] Start keeping a stop doing list and just start putting some things on there that you know you don't want to do anymore. Maybe you don't know how to stop doing them yet, but you can start strategizing about how to get them off your list. [00:38:09] Nobody goes from zero to financial freedom like that. Everybody does it step by step by step. And the more that you do it, the bigger those steps will get, that you'll be able to make bigger strides faster because you'll have that momentum behind you. Mentioned in this episode: Subtract: The Untapped Science of Less, by Leidy Klotz: https://www.amazon.com/Subtract-Untapped-Science-Leidy-Klotz/dp/1250249864  WANT TO LEARN MORE ABOUT INVESTING? If you're new to passive real estate investing, our FREE 7-day email course is perfect for you. It was designed to teach you all the basics to help you confidently begin your passive investing journey and achieve the financial freedom and lifestyle of your dreams.  CONNECT WITH USIf you have done any of these actionable exercises, tell us how it went by sending an email to podcast@goodegginvestments.com. Connect with GoodeggWebsite - https://goodegginvestments.com/YouTube - @GoodegginvestmentsInstagram - @goodegginvestments 

I'm so excited for this topic, because today we're looking at Cognitive Biases.This is how our brains can trick us into certain beliefs and behaviours. Learn about things like the Sunk Cost Fallacy, Loss Aversion,  Confirmation Bias, and more!We'll be talking about examples of how these things can affect our views and beliefs, as well as how you can use these to become better English learners.Share your views and comments on the show notes page below! If I get good feedback, I'd love to make a Part 2 in the future. Show notes page - https://levelupenglish.school/podcast281Sign Up for Free Lessons - https://www.levelupenglish.school/#freelessonsJoin Level Up English - https://courses.levelupenglish.schoolBy becoming a member, you can access all podcast transcripts, listen to the private podcast and join live lessons and courses on the website.

In Episode 407 of The Brainy Business podcast, Mindy Weinstein, the author of The Power of Scarcity and CEO of Market MindShift, joins host Melina Palmer to discuss the psychological impact of scarcity on consumer behavior. Mindy's expertise in scarcity tactics stems from her Ph.D. program and extensive market insights. Throughout the episode, Mindy explains the primal influence of scarcity on human behavior, identifying four types of scarcity: supply-related, demand-related, time-related, and limited edition.  She emphasizes the importance of honest and transparent scarcity in marketing and shares practical case studies that illustrate the effectiveness of scarcity in driving consumer action. The engaging conversation between Mindy and Melina provides actionable insights into leveraging scarcity in marketing strategies and highlights the ethical considerations in deploying scarcity tactics. This episode is essential listening for entrepreneurs and small business owners seeking to create urgency, drive sales, and build customer engagement and loyalty through authentic scarcity tactics. In this episode: Implementing transparent scarcity tactics can drive sales and create urgency in your business strategy. Understanding the psychological impact of scarcity on consumers can give you a competitive edge in the market. Leveraging different types of scarcity in marketing can help you stand out and capture your audience's attention. Creating urgency with scarcity tactics can lead to increased customer engagement and loyalty. Exploring the connection between scarcity and customer loyalty can provide valuable insights for your business growth. Show Notes: 00:00:00 - Introduction In the introduction, Melina celebrates the six-year anniversary of The Brainy Business podcast and the 407th episode. 00:06:12 - Types of Scarcity Mindy discusses the four types of scarcity: supply-related, demand-related, time-related, and limited edition. She explains how these types of scarcity influence human behavior and decision-making. 00:08:08 - Scarcity and Social Proof The conversation delves into the connection between scarcity and social proof. Mindy shares a case study about Melinda Maria jewelry to illustrate how scarcity and social proof influence consumer behavior. 00:11:44 - Testing Scarcity Strategies Melina emphasizes the importance of testing different scarcity strategies without the need for a large budget. The discussion highlights the power of testing simple word changes and reframing to leverage scarcity effectively. 00:12:30 - Case Study: Movie Ticketing App Mindy shares a case study about a movie ticketing app that successfully used scarcity messaging to drive sales. The app's use of the phrase "good tickets selling fast" illustrates the impact of scarcity messaging on consumer behavior. 00:14:14 - Understanding the Power of Scarcity Mindy and Melina discuss the concept of scarcity and how it affects consumer behavior. They delve into the importance of using scarcity language in marketing and how it can significantly impact sales. 00:15:07 - The Impact of Scarcity on Sales Mindy shares a case study where implementing the phrase "good tickets selling fast" increased Saturday morning movie sales by 33%. This demonstrated the power of using scarcity language to drive consumer behavior and increase sales. 00:16:46 - Understanding Consumer Behavior Melina and Mindy emphasize the importance of understanding what truly motivates consumer behavior. They discuss the significance of testing and incorporating scarcity language in marketing to drive action and engagement. 00:21:33 - Building Loyalty and Community Mindy highlights the counterintuitive aspect of scarcity, where it can actually build loyalty and a sense of community among consumers. They discuss how exclusivity and limited supply can create a sense of belonging and excitement among consumers. 00:25:57 - Applying Scarcity to Services Mindy explains how scarcity can also apply to service-based businesses, such as consultancy and software. She discusses the importance of quantifying scarcity, using exclusivity, and creating special opportunities to drive engagement and interest in services. 00:26:59 - Leveraging Scarcity for Client Management Mindy discusses how scarcity can be leveraged for client management, emphasizing the value of showing scarcity to potential customers to demonstrate value and urgency. 00:30:01 - Leveraging Scarcity within an Organization Mindy explains how scarcity can be utilized within an organization, particularly in market research teams, to quantify available time and resources, leading to reprioritization and potentially hiring more staff. 00:31:38 - Overcoming Decision Paralysis with Scarcity Melina and Mindy delve into the impact of scarcity on decision-making, highlighting how scarcity can help overcome decision paralysis and drive faster decision-making, ultimately saving time and budget. 00:33:58 - Tying Scarcity with Return Policies The conversation shifts to the importance of tying scarcity with return policies and satisfaction guarantees, using Costco as an example of how scarcity can drive consumer behavior and satisfaction. 00:38:39 - Proactive Customer Service and Community Building Mindy shares a case study of how proactive customer service and community building helped a company maintain customer satisfaction and positive sentiment, showcasing the impact of scarcity in building anticipation and excitement. 00:39:28 - Understanding Scarcity and Its Types Mindy explains the four main types of scarcity: limited supply, demand related, time related, and limited edition. She recommends starting with supply related scarcity, emphasizing its versatility for all businesses. 00:40:30 - Last Tip: Try It Mindy's final tip is to try implementing scarcity. She emphasizes the psychological depth of scarcity and encourages businesses to experiment with it to see results. 00:41:21 - Next Steps and Resources Mindy directs listeners to powerofscarcity.com to order her book and download a free cheat sheet about scarcity. She also suggests connecting on LinkedIn for more information. 00:42:25 - Conclusion What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Mindy: Mindy's Website Mindy on LinkedIn Mindy on X Learn and Support The Brainy Business: Check out and get your copies of Melina's Books.  Get the Books Mentioned on (or related to) this Episode: The Power of Scarcity, by Mindy Weinstein The Truth About Pricing, by Melina Palmer Influence, by Robert Cialdini Blindsight, by Matt Johnson and Prince Ghuman Outthink. Outperform., by Roger Hurni Top Recommended Next Episode: Mindy Weinstein Interview (ep 271) Already Heard That One? Try These:  Social Proof (ep 87) Scarcity (ep 270) Loss Aversion (ep 316) Quality Vs Value (ep 357) The Science of Time Pressure (ep 366) Other Important Links:  Brainy Bites - Melina's LinkedIn Newsletter

When you're facing loss—say, in a board game or during a sporting event or with a declining stock—it can be difficult to remember your true tolerance for risk. You're likely to seek risk more than you normally would.In this episode of Choiceology with Katy Milkman, we look at a tendency to seek risk in the face of losses when those losses aren't yet finalized, but how chalking up those losses and moving on can actually help you recalibrate your appetite for risk.During the American Revolutionary War, George Washington and his generals often adopted a strategy of retreating, or accepting losses on the battlefield, in order to regroup and live to fight another day. Their strategy was often successful against the British, who burned through men and equipment as they doubled down in their desire to win individual battles at the expense of their goal of regaining control of the American colonies.Mary Stockwell is a historian, writer, and former history professor at Lourdes University in Ohio. Her work is focused on the American Revolution. Her recent book is titled Unlikely General: "Mad" Anthony Wayne and the Battle for America.Next, Katy speaks with Alex Imas about his research on risk-taking over time and how mental choice bracketing impacts our decisions in the face of loss. You can learn more in Alex's paper titled "The Realization Effect: Risk-Taking after Realized Versus Paper Losses." Alex Imas is a professor of behavioral science and economics at the University of Chicago Booth School of Business.Choiceology is an original podcast from Charles Schwab.If you enjoy the show, please leave a rating or review on Apple Podcasts.Important DisclosuresThe comments, views, and opinions expressed in the presentation are those of the speakers and do not necessarily represent the views of Charles Schwab.Data contained herein from third party providers is obtained from what are considered reliable source. However, its accuracy, completeness or reliability cannot be guaranteed and Charles Schwab & Co. expressly disclaims any liability, including incidental or consequential damages, arising from errors or omissions in this publication. All corporate names and market data shown above are for illustrative purposes only and are not a recommendation, offer to sell, or a solicitation of an offer to buy any security. Supporting documentation for any claims or statistical information is available upon request. Investing involves risk including loss of principal.The book How to Change: The Science of Getting from Where You Are to Where You Want to Be is not affiliated with, sponsored by, or endorsed by Charles Schwab & Co., Inc. (CS&Co.). Charles Schwab & Co., Inc. (CS&Co.) has not reviewed the book and makes no representations about its content.(0624-4MRP)

In this episode of Choiceology with Katy Milkman, we look at how framing a decision based on what you stand to lose versus what you stand to gain affects your tolerance of risk.Luis Green was a contestant on the popular TV game show Deal or No Deal. The game is largely one of chance, but there are moments during play where the contestant has an option to accept a cash offer to quit. At one point in the game, Luis was offered $333,000 to simply walk away. A guaranteed win! It seems like an obvious choice. But as you'll hear from the story, there are other factors that influenced his decision.Katy illustrates these factors with a version of a famous experiment. Volunteers are presented with two differently worded but mathematically identical scenarios. A simple shift from framing the scenario as a potential gain to one of potential loss results in starkly different choices from the volunteers.Next, Katy speaks with special guest Daniel Kahneman about the underlying theory that explains human behavior in these types of situations. Daniel Kahneman served as professor of psychology and public affairs emeritus at the Woodrow Wilson School and the Eugene Higgins Professor of Psychology Emeritus at Princeton University. He was awarded the 2002 Nobel Prize in Economics for his pioneering research with Amos Tversky. Their work helped establish the field of behavioral economics. Kahneman also wrote the bestselling book Thinking, Fast and Slow.Finally, Katy speaks with Colin Camerer about some of his favorite studies on risk seeking in the domain of losses, as well as practical approaches for avoiding this less-than-ideal behavior. Colin Camerer is the Robert Kirby Professor of Behavioral Finance and Economics at the California Institute of Technology, where he teaches cognitive psychology and economics. You can read his paper “Prospect Theory in the Wild: Evidence from the Field” here.Choiceology is an original podcast from Charles Schwab. If you enjoy the show, please leave a rating or review on Apple Podcasts.Important DisclosuresThe comments, views, and opinions expressed in the presentation are those of the speakers and do not necessarily represent the views of Charles Schwab.Data contained herein from third party providers is obtained from what are considered reliable source. However, its accuracy, completeness or reliability cannot be guaranteed and Charles Schwab & Co. expressly disclaims any liability, including incidental or consequential damages, arising from errors or omissions in this publication. All corporate names and market data shown above are for illustrative purposes only and are not a recommendation, offer to sell, or a solicitation of an offer to buy any security. Supporting documentation for any claims or statistical information is available upon request. Investing involves risk including loss of principal.The policy analysis provided by the Charles Schwab & Co., Inc., does not constitute and should not be interpreted as an endorsement of any political party.The book How to Change: The Science of Getting from Where You Are to Where You Want to Be is not affiliated with, sponsored by, or endorsed by Charles Schwab & Co., Inc. (CS&Co.). Charles Schwab & Co., Inc. (CS&Co.) has not reviewed the book and makes no representations about its content.(0424-VAX6)

Ever wonder why we fear loss more than we crave success? The answer is loss aversion. In this bonus episode of Habits & Hustle, I dive into the power of loss aversion and its grip on our daily decisions - from the subscriptions we can't let go of to our relentless gym commitments. I dive deep into the tactics businesses use to play on our fears and keep us hooked. Whether you're an entrepreneur looking to craft irresistible campaigns or a savvy consumer aiming to make smarter choices, this episode is a game-changer for you!  What we discuss:  (02:19 - 04:09) Psychological Marketing Technique (08:50 - 09:56) The Power of Fear in Sales  (13:22 - 13:38) Loss Aversion Technique for Marketers and Customers Thank you to our sponsors:  Go to www.hbr.org/subscriptions and enter PROMO CODE: HABITS to learn more about this great opportunity to help manage your career and business. Find more from Jen:  Website: https://www.jennifercohen.com/ Instagram: @therealjencohen  Books: https://www.jennifercohen.com/books Speaking: https://www.jennifercohen.com/speaking-engagement Learn more about your ad choices. Visit megaphone.fm/adchoices