Podcasts about sound episode

Jay Williams, a creative force in the music world, calls Louisville, Kentucky, home while currently residing in Indiana. As a singer, songwriter, and producer, Jay's artistry knows no bounds, blending genres with finesse and innovation. With a penchant for pop fusion and hyper pop, Jay brings a fresh perspective to the music scene, captivating audiences with his mesmerizing melodies and infectious energy. Top Hill Recording first met Jay as the keys player for Elements of Sound (Episode 195), where his piano is a cornerstone of the group's sound. Stepping into the spotlight, Jay Williams has unleashed his creative vision, fusing his love for pop with experimental production techniques. The result is a sonic tapestry that defies convention, blending lush piano arrangements with pulsating beats and avant-garde textures. Jay invites listeners to join him on a journey of sonic exploration, promising an exhilarating musical experience. --- Support this podcast: https://podcasters.spotify.com/pod/show/tophillrecording/support

Lost in Sound Episode 023 With RJ MULLEN My top picks from the tech house/minimal/deep tech genre with the likes of Return of the Jaded, Riaz Dhanani, Marco C and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ Tracklist Let's Go (Original Mix) - Kryoman, Superchip Stalker (Original Mix) - Return of the Jaded, Dead Space Dusty Organ (Original Mix) - Return of the Jaded Midnight Flavor (Original Mix) - Bohemien, Raf Parola Ed Alexander, Chinese Kitchen - Nola Bounce - B-SIDE - Ed Alexander - Mesmerize New Toy (Original Mix) - Nico Masset Ed Alexander - Pungi - I Need Luv (Original Mix) - Dan Corco, Max Muller Ed Alexander - Dirty South Flexible (Original Mix) - Marco C. Seen It All (Original Mix) - Eyes Everywhere, John Summit Sananga (Original Mix) - Riaz Dhanani

Lost in Sound Episode 025 With RJ MULLEN My top picks from the tech house/minimal/deep tech genre with the likes of Catz 'n Dogz, Megane Mercury, Solomun, Roger Sanchez, Josh Butler and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ 1. Kiki (Solomun Remix) - Catz 'n Dogz, Megane Mercury, Solomun 2. The Way (Original Mix) - Southall 3. Not Enough (Josh Butler Remix) - Roger Sanchez, Josh Butler 4. To Da Beat (Original Mix) - Cla$$ & JCult, Jho Roscioli 5. I Love Buttons (Original Mix) - Bizen Lopez 6. Ritmo Rico - Carloh 7. Believer (Paul C & Paolo Martini Remix) -Dario D'Attis, Paul C, Paolo Martini 8. Freakon (Original Mix) - Chicks Luv Us 9. Straight N Shake (Original Mix) - Andrea Giudice 10. Skyline (Original Mix) - Samu.l 11. Funky Like F - Samuele Scelfo 12. Toma Dale - Classmatic 13. Se Puede (Original Mix) - O.B

My top picks from the tech house/minimal/deep tech genre with the likes of Waff, Josh Butler, Daniel Sanchez and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ Lost in Sound Episode 020 With RJ MULLEN 1. Burning (Extended Mix) - Javi Reina 2. Ratchet (Original Mix) - Josh Butler 3. De La Suite (Original Mix) - Danil Sanchez 4. Mesmerized - WAFF, Shyam P 5. I Wanna Freak U (Original Mix) - YRM 6. Trust Me (Original Mix) - YRM 7. Roll (Original Mix) - Ruso Eyh 8. Big Phone (Original Mix) - Kardox 9. C'mon Yeah (Original Mix) - Alexic Rod, Colombo 10. Keep On Rockin (Original Mix) - RADHEZ 11. Waves (Original Mix) - Tapesh, Saintes 12. Roll Play (Extended Mix) - PAWSA 13. Really Really Hot (Original Mix) - Eddy M

My top picks from the tech house/minimal/deep tech genre with the likes of Waff, Josh Butler, Daniel Sanchez and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ Lost in Sound Episode 020 With RJ MULLEN Tracklist 1. Burning (Extended Mix) - Javi Reina 2. Ratchet (Original Mix) - Josh Butler 3. De La Suite (Original Mix) - Danil Sanchez 4. Mesmerized - WAFF, Shyam P 5. I Wanna Freak U (Original Mix) - YRM 6. Trust Me (Original Mix) - YRM 7. Roll (Original Mix) - Ruso Eyh 8. Big Phone (Original Mix) - Kardox 9. C'mon Yeah (Original Mix) - Alexic Rod, Colombo 10. Keep On Rockin (Original Mix) - RADHEZ 11. Waves (Original Mix) - Tapesh, Saintes 12. Roll Play (Extended Mix) - PAWSA 13. Really Really Hot (Original Mix) - Eddy M

My top picks from the tech house/minimal/deep tech genre with the likes of Waff, rich nxt, Tim Taylor and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ Lost in Sound Episode 003 With RJ MULLEN 1. AhhHurrrWeGoAgain (wAFF Remix) - Demuir 2. Do You Like… (Original Mix) - Tim Taylor 3. Dance Tunnel (Original Mix) - Leon (Italy), Ben Kim 4. Nothing About It (Franky Rizardo Remix) - Carlo Lio, Cristhian Balcazar, Andre Salmon 5. Miracle (Original Mix) - Piem 6. Around Me (Original Mix) - Cristhian Balcazar 7. Hands Up (Original Mix) - Cristhian Balcazar 8. Let Me Catch My Breath (Craig & Grant Gordon Remix) - Daniel Orpi 9. Check It (Original Mix) - Tim Taylor 10. Vibrate (Original Mix) - Tim Taylor 11. Roll On (Original Mix) - Rich NxT 12. I Believe In Magic (feat. Jeris) (Original Mix) - Jeris, Lucas Alexander

Lost in Sound Episode 016 With RJ MULLEN My top picks from the tech house/minimal/deep tech genre with the likes of Catz 'n Dogz, Megane Mercury, Solomun, Roger Sanchez, Josh Butler and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ 1. Kiki (Solomun Remix) - Catz 'n Dogz, Megane Mercury, Solomun 2. The Way (Original Mix) - Southall 3. Not Enough (Josh Butler Remix) - Roger Sanchez, Josh Butler 4. To Da Beat (Original Mix) - Cla$$ & JCult, Jho Roscioli 5. I Love Buttons (Original Mix) - Bizen Lopez 6. Ritmo Rico - Carloh 7. Believer (Paul C & Paolo Martini Remix) -Dario D'Attis, Paul C, Paolo Martini 8. Freakon (Original Mix) - Chicks Luv Us 9. Straight N Shake (Original Mix) - Andrea Giudice 10. Skyline (Original Mix) - Samu.l 11. Funky Like F - Samuele Scelfo 12. Toma Dale - Classmatic 13. Se Puede (Original Mix) - O.B

Lost in Sound Episode 015 With RJ MULLEN My top picks from the tech house/minimal/deep tech genre with the likes of Catz 'n Dogz, Megane Mercury, Solomun, Roger Sanchez, Josh Butler and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ 1. Kiki (Solomun Remix) - Catz 'n Dogz, Megane Mercury, Solomun 2. The Way (Original Mix) - Southall 3. Not Enough (Josh Butler Remix) - Roger Sanchez, Josh Butler 4. To Da Beat (Original Mix) - Cla$$ & JCult, Jho Roscioli 5. I Love Buttons (Original Mix) - Bizen Lopez 6. Ritmo Rico - Carloh 7. Believer (Paul C & Paolo Martini Remix) -Dario D'Attis, Paul C, Paolo Martini 8. Freakon (Original Mix) - Chicks Luv Us 9. Straight N Shake (Original Mix) - Andrea Giudice 10. Skyline (Original Mix) - Samu.l 11. Funky Like F - Samuele Scelfo 12. Toma Dale - Classmatic 13. Se Puede (Original Mix) - O.B

Lost in Sound Episode 013 with RJ MULLEN 1. Quarantine (Original Mix) - Late Replies 2. Dancer (Original Mix) - Richard Ulh 3. C'mon (Original Mix) - Kryoman, Superchip 4. Let's Go (Original Mix) - Kryoman, Superchip 5. Lovely Day (Original Mix) - Stanny Abram 6. Lil pump - Gucci gang (Stefano Kosa free edit) 7. Food for the Body (Extended Mix) - Alfrenk, Mata Jones 8. Play With Ya (Original Mix) - Rone White 9. Get These (Original Mix) - Rone White 10. Wild Girl (Original Mix) - Rone White, Rowen Clark 11. I Need Luv (Original Mix) - Dan Corco, Max Muller 12. The Spinner (Original Mix) - Stanny Abram 13. Orinoco (Original Mix) - Stanny Abram 14. Feel Good (Original Mix) - Sara Fry My top picks from the tech house/minimal/deep tech genre with the likes of Late Replies, Richard Ulh, Rone White, Rowen Clark and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_

My top picks from the tech house/minimal/deep tech genre with the likes of Josh Butler, Iglesias, Seb Zito, Rowen Clarke and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ Lost in Sound Episode 010 With RJ MULLEN 1. Josh Butler - Switch It (Original Mix) 2. Josh Butler - Addis (Original Mix) 3. Bizen Lopez - What Are We Doing 4. Hugel - Morenita (feat. Cumbiafrica) [Matt Sassari Extended Remix] 5. Gary Caos - Technologic (Original Mix) 6. Rayzir, Iglesias - Fusion (Original Mix) 7. Iglesias, ROSCO (UK) - Shine Together (Original Mix) 8. Rafa Barrios - Skum (Extended Mix) 9. Dre Mendez, Caleb Dent - Anything Goes (Extended Mix) 10. Juliet Sikora, Tini Gessler - Tidy Up (Extended Mix) 11. Seb Zito - Lift Me Up (Original Mix) 12. Nihil Young, Paige, Darla Jade - Poison (feat. Darla Jade) (Extended Mix) 13. Roland Clark, Dean Mickoski - Leave Me Alone (I'm Dancing) (Extended Mix) 14. Dario Nunez, Javi Colina - NO VOY A CAMBIAR (Original Mix)

Lost in Sound Episode 008 With RJ MULLEN My top picks from the tech house/minimal/deep tech genre with the likes of Ruben Mandolini, Avente, Luca Donzelli, Angel Heredia and many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ Tracklist 1. It's Time to Move (Original Mix) - It's Time to Move 2. Footprints (Toman Remix) - Kevin Knapp 3. Let's Take A Trip (Original Mix) - Miguel Lobo, Rayzir 4. Nothing About It (Franky Rizardo Remix) - Carlo Lio, Cristhian Balcazar, Andre Salmon 5. Breakfast At Tones (Eddie Richard's Refreshed A.M. Mix) - Eddie Richards, Terry Francis 6. Always Around (Chelina Manuhutu Remix) - Francisco Allendes 7. Le Freak (Original Mix) - Angel Heredia 8. Is Party (Original Mix) - Angel Heredia 9. Quiere (Original Mix) - Dmitri Saidi, Un Padre 10. RLZ (Original Mix) - Luca Donzelli 11. Rabbit Hole (Extended Mix) - Avante (UK) 12. The Revelator (Original Mix) - Ruben Mandolini 13. Romantica (2021 Extended Rework) - Ruben Mandolini

My top picks from the tech house/minimal/deep tech genre with the likes of Ruben Mandolini, Iglesias, Dale Howard, G Felix, Dead space many more hope you enjoy the show… don't forget you can give me a follow on instagram and soundcloud @rjmullenmusic_ Lost in Sound Episode 006 With RJ MULLEN 1. I Feel High (Original Mix) - Mikey Lion 2. No Diggity (Extended Mix) - Ruben Mandolini, Catsinka 3. Shock Delivered (Original Mix) - Sante Sansone 4. Get In Tune (Original Mix) - G. Felix, Dead Space 5. The Revelator (Original Mix) - Ruben Mandolini 6. Witch Doctor feat. Nic Fanciulli (Extended Mix) - Nic Fanciulli, John Summit 7. User (Original Mix) - Dale Howard 8. Nympho (Extended Mix) - MEEN, Dead Space 9. Seductive (Original Mix) - Avante (UK) 10. Mind Control (Original Mix) - Ben Sterling 11. Rabbit Hole (Extended Mix) - Avante (UK) 12. RLZ (Original Mix) - Luca Donzelli 13. Agony (Original Mix) - Iglesias 14. Trying Me (Original Mix) - G. Felix, Dead Space 15. This Is Serious (Df's Trauma Mix) - Morrison, Simon Harris

Hype with Saif and Sound Episode 12 is up next tonight ✅☑️✅☑️ . . . @mcbassam #JoinTheHype @steveonthemic @muneeral-busaidi @hypepodcastdxb --- Send in a voice message: https://anchor.fm/kayzar-boulila/message

Hype with Saif and Sound Episode 12 is up next tonight ✅☑️✅☑️ . . . @mcbassam #JoinTheHype @steveonthemic @muneeral-busaidi @hypepodcastdxb --- Send in a voice message: https://anchor.fm/dxbfirstcom/message

Six months ago, I did my behavioral economics analysis of Costco, which has zoomed into the 11th most downloaded episode of this podcast. My analysis of Apple Card is right above it, so we can say they share the 10th spot. Today, I’m doing another behavioral analysis of a business: Starbucks.  It’s not a coincidence that we are getting into Starbucks right around the holiday season. They have definitely done some things very right when it comes to the holidays…and I will touch on the controversy they’ve seen as well. In the episode we will talk about featured drinks, red cups, nostalgia, pricing strategy, scarcity…and a whole lot more. If you’ve been listening for a while, you know I love Starbucks. Not just for their chai tea lattes and marshmallow dream bars, or because I live in Seattle…but because of the amazing things they have done as a company to shape the world we live in today. Starbucks is a dynamic and large company with a plethora of examples I could have chosen to talk about today.  There isn’t time for everything. Instead, I have picked some of my favorite pieces for the episode – ones I think you will find valuable and interesting and be able to apply to your own business (whatever that may be). Whether you work for a global business like Starbucks, are a solopreneur or an academic or somewhere in between…you can learn from the smart things the company has done and how they have understood human behavior. In the episode, we will dig into their star rewards program, as well as featured drinks and products – from PSL to the Unicorn Frappuccino, as well as the coveted red cups (which just launched a couple days ago by the time this comes out), the personality and overall brand choices in their logo, locations and on social media and, of course, pricing. Show Notes: [04:31] Without the original brand and pricing, Starbucks would be just another coffee shop. [05:04] It really is an amazing feat when you think about the commoditized industry Starbucks was facing before it launched its first store. [06:04] One of the big aspects Starbucks had to overcome was the pricing anchor. The first number you hear (or a standard price) is the anchor, and the brain adjusts from that to determine what is reasonable. [07:02] The way we act is driven by our subconscious, and when you ask a logical question to the conscious, it doesn’t answer in a way that reflects true behavior. [07:19] To justify a higher price, Starbucks needed to invent a new category. [07:59] This wasn’t just about coffee – it was creating community…a “third place” – an experience that was something more.  [08:21] Functional fixedness: when all you have is a hammer, everything looks like a nail. [08:48] When you look at what everyone else is doing, herding will keep you stuck. [09:01] Howard Schultz and Starbucks took a step back, got out of their own way, and created a new category which changed the conversation about coffee. [09:12] Asking good questions can help you get there. [10:01] Ask questions that aren’t about what everyone else is doing. Don't get stuck in the herding or the anchors. Instead, it is about looking to what could be, and asking “How might we?” or “Why?” [10:07] For your business, look at all the things you do because everyone else does. Is that serving you well? What would make your customers excited? Delighted? [10:29] Price is never about price. It's about all the things that come to for the price. Starbucks is a fantastic example of that. [10:56] Studies about wine show that people get more enjoyment from drinking wine that is more expensive. [11:37] When you can break free from the herd and make it about something more, your business can reap benefits beyond what you even imagine. [12:13] Starbucks changed the game with all of their drink options. The first drink they made famous was the Frappuccino. [13:38] The brain gets what it expects. If you expect Frappuccinos to be delicious and you get something similar by a different name, it won't be as good. [14:46] Starbucks started the original pumpkin spice latte or PSL. The limited nature triggers scarcity and loss aversion. [15:53] For scarcity to be a value in your business, you actually have to take something away. [18:43] Starbucks is constantly testing, and they're not afraid to have something popular only available for a limited time. [19:20] The new thing that started this week is the red cups. Keeping traditions alive is something that Starbucks does amazingly well. [20:03] For many, the red cup has become part of a tradition on holidays. When you become a lifestyle brand, you bear the responsibility of becoming a part of peoples’ lives. [21:34] Starbucks had a set of filters that every brand aspect had to pass through. These included being handcrafted, artistic, sophisticated, human, and enduring. [23:46] Taking the time to stop and evaluate what is really going on is important. [25:11] When you think about the value of the brand, it's about the overall experience with the brand at its core. [26:33] Your business should learn to watch the trends. What is going on that is cool and interesting and that everyone is talking about, and how would it look if you were to incorporate that into your offering? [28:00] Star rewards are one of the smartest things Starbucks could have done for their business. In many ways, this built upon the wildly popular “treat receipt” where you can get a discount when you buy a second item after 2pm or 3pm. [29:06] The star rewards model is built to create habits for users and increase visits. [34:03] Star rewards are a smart balance of loss aversion, scarcity, relativity, habits, and more. All executed through a series of experiments to see what is bringing the most value to the company and its customers. [34:42] Don't get sucked into your brain’s natural tendency to herd. Just because everyone else is doing something one way, doesn’t mean it is RIGHT to do so. [34:59] Take a step back and think bigger. Look to the future and the possibilities. [35:11] Scarcity is a powerful tool when used correctly. Especially when paired with loss aversion to help people choose your product. [36:05] Making your brand a habit is about more than caffeine and sugar. Starbucks puts effort into getting more customers to choose them more often for more things. [37:59] Next week, we are digging into the concept of time pressure. 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.  Links and Resources: Episode 47. A Behavioral Economics Analysis of Costco Episode 42. Apple Card: A Behavioral Economics Analysis A Starbucks Barista Asked Me This 1 Simple Question, and Using It May Be a Great Way to Boost Your Sales Every Starbucks Growth Strategy Is Working 30 Interesting Starbucks Facts and Statistics (2019) | By the Numbers Episode 11. Behavioral Economics Foundations: Anchoring and Adjustment How Starbucks Transformed Coffee From A Commodity Into A $4 Splurge Episode 53. An Overview of Lazy Brain Biases Episode 19. Behavioral Economics Foundations: Herding Episode 4. Questions or Answers Episode 5. The Truth About Pricing Starbucks Didn't Invent the Frappuccino. Here's Who Did. Starbucks Has Made An Insane Amount Of Money From PSL Sales Starbucks Red Cups 2019: When Do Christmas Holiday Drinks Start Going on Sale? A Brief History of Starbucks’ Holiday Cup Controversies Episode 43. A Guide for You to Create a Brainy Brand Episode 44. Rebrand, Refresh or Reinforce? Starbucks Will Be Selling Fewer Limited-Time-Only Drinks That Can Be Super Hard To Make Episode 15: Behavioral Economics Foundations: Availability Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 21. Behavioral Economics Foundations: Habits Episode 63. How To Set Up Your Own Experiments Episode 12. Behavioral Economics Foundations: Relativity Episode 23. Behavioral Economics Foundations: Reciprocity SPAM® Pumpkin Spice Master Your Mindset Free Mini Course

Last week was the tribute to NASA in honor of the 50 year anniversary of Neil Armstrong’s first steps on the moon. In that episode I told you about the space race, the Cold War, and how that all boiled down into five tips your business can learn and implement from the success NASA saw during the 1960s. If you haven’t listened to it yet, give it a shot! Today, we are going to talk about partitioning, which I mentioned briefly in episode 56 on mental accounting. This is essentially about how the way things are offered or packaged can either encourage or discourage additional purchases and actions. I will let you know how this works both for physical products and service businesses, and how you can use this concept within your business. Show Notes: [04:09] Partitioning has shown us that when you put tiny barriers into place, it causes a consumer to consider their options and be presented with a new decision point. [04:46] If you are sitting in front of the TV with a giant, party-sized bag of Cheetos in front of you…how much will you eat? It's likely you will eat more than you intend even if you don't realize it. [05:30] When food items are partitioned into smaller containers, and you're required to take an action like grab another one out of the box, it creates a new decision point. The small transaction cost will drastically reduce the number of people who will go get a second serving. [06:26] An experiment was done with bottomless soup bowls. A group whose bowl kept refilling, without them knowing it, ate 73% more. [07:55] Have you ever found that putting less on your plate and having to go back for seconds caused you to eat less? [09:10] Decision making opportunities increase awareness and the amount of cognitive processing used. [10:31] One study found that once something became common – like a white partition between cookies – it no longer acted as a partitioning mechanism. [11:52] It isn’t just effort that matters, but drawing the attention of the conscious brain really matters too. [13:03] Partitioning and aversion impacts can also be seen in gambling. [13:49] A gambling study featuring partitioned envelopes showed that once an envelope was opened…all the coupons inside were likely going to be bet, but the number of envelopes significantly impacted the total amount gambled. [15:50] Gamblers will think of house money differently and keep cash or chips in different pockets while playing. They have instilled their own method of partitioning, even if they don’t realize it. [16:43] In another study, people with a higher aversion to gambling were significantly impacted by the partitions. [17:57] Partitioning money has also been found to help people save more or spend less. [18:45] The Shopping Momentum effect is where once you start the process of spending, you are more likely to spend again until you hit a partition. [20:32] What does this mean for your business? It's not only impactful on eating and spending, but other behaviors are impacted. It doesn't need to be a physical item that needs to be opened or unwrapped. Any cognitive interventions can trigger partitioning. [22:11] Having an AC that shuts off automatically and you have to walk over and turn back on is a nudge to use less energy. [25:03] Anticipated regret can force you to rethink a decision and possibly change your mind. [26:56] Questioning the price of a customer's purchase is a lose-lose situation where adding a partition is worse for everyone involved. [27:08] It's easy to talk people out of a sale, or make them feel bad about a purchase (or start to regret it) even when you are trying to be helpful. [27:24] If you keep asking someone, “are you sure?” you are creating unnecessary partitions and of course they are going to say, “I guess not” at some point. [28:00] Setting up targets or progress markers, on the other hand, can be great partitions for a business to set up to keep on the radar of their current, past or potential customers. [29:06] Removing partitions and obstacles can be great for businesses and customers alike. [30:08] Schedule a follow up call and get on their calendar RIGHT THEN at the event. I do this all the time thanks to the advice of Sales Maven Nikki Rausch, and it has made such a difference. [32:10] Every piece, whether it is an email or a Facebook ad or a direct mailer should be clear and concise. Can someone look and very quickly know what they are supposed to do? What the next step is? Simplify to eliminate steps. [33:49] The moral: make it easy for people to do business with you. Remove unnecessary partitions in the process and everyone will be happier. 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.  Links and Resources: Episode 57. 5 Things Your Business Must Learn from NASA These 5 Leadership Strategies Enabled NASA's Impossible Moon Landing. They Matter Now More Than Ever Episode 56. Behavioral Economics Foundations: Mental Accounting 14th Annual People's Choice Podcast Awards The Effect of Partitions on Controlling Consumption Episode 52. Biases – Math is Hard Bottomless Bowls: Why Visual Cues of Portion Size May Influence Intake A top Cornell food researcher has had 15 studies retracted. That’s a lot. Episode 21. Behavioral Economics Foundations: Habits Episode 51. Behavioral Economics Foundations: Time Discounting Episode 9. Behavioral Economics Foundations: Loss Aversion The Shopping Momentum Effect Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 35. Behavioral Economics Foundations: Nudges and Choice Architecture Your Sales Maven The Selling Staircase: Mastering the Art of Relationship Selling

In honor of the 50 year anniversary of Neil Armstrong landing on the moon, we are going to talk about behavioral economics lessons you can learn from NASA! On July 20, 1969, Neil Armstrong descended onto the lunar surface and uttered those immortal words, "That's one small step for man, one giant leap for mankind." It’s hard to believe that was 50 years ago, and that – knowing what we know today about technology – that it was able to be done with the equipment they had available. Most anyone today would think it was impossible to have completed that feat in the 1960s. So the questions may arise – why then? Why the moon? Why did it matter so much? There are lots of lessons your business can learn from NASA during the space race. While your failures are likely not life or death situations and you may not be breaking world records at every turn, and this story unfolded half a century ago, I want to break down five areas where your business – no matter what industry you are in – can learn from the Mercury, Gemini and Apollo missions at NASA. CLICK HERE FOR YOUR FREE DOWNLOAD! Show Notes: [05:40] On July 20, 1969, Neil Armstrong descended onto the lunar surface and uttered those immortal words, "That's one small step for man, one giant leap for mankind." [05:43] Most people today would think that would be an impossible feat with 1960s technology. [06:40] The cold war intensified as the Soviet Union launched Sputnik, the first satellite, into orbit in October 1957 – much to the shock of the United States. [07:19] This led to fear and essentially kicked off the space race. The National Aeronautics and Space Administration (also known as NASA) was created in 1958. [07:47] Kennedy really ratcheted up excitement and budget for NASA. [07:59] In Kennedy's famous speech at Rice University, he mentioned that the budget and taxes would be increased to accommodate the new space program.  [08:24] Overall, the Apollo program cost nearly 20 billion dollars – a third of NASA’s budget for those 13 years, so public interest was important to keep funding around for the program. [08:42] Kennedy also does a great job of priming and framing throughout the speech, and playing on the past victories and pride of the US, Texas and the city of Houston. [09:17] In the moon speech, he did great work to motivate the audience and the general public about the importance of the program and to encourage them to get behind the initiative. [10:53] Kennedy drew a line in the sand that helped launch the program. He also helped to overcome some hurdles by saying we CHOOSE to go to the moon. [12:02] Acknowledging our mistakes and hinting that the Soviets had mistakes helped to instill confidence and combat the availability bias. [13:24] Kennedy also made the task ahead relatable to the audience. [14:35] Kennedy's speech was truly amazing and inspiring. Everybody should read /watch it. [14:57] There are a lot of lessons that your business can learn from NASA during the space race. [15:47] 1) Look for problems (and solutions) [16:31] It would be impossible to think of every possible issue that could come up, but it was critical to think through as many of these pieces as possible. [17:01] Using challenges as inspiration is in direct competition with a bias humans are susceptible to called functional fixedness. [17:23] There are times in your business when this natural bias in your brain is doing more damage than you realize. [19:00] When the astronauts needed to fix their CO2 scrubber, they were literally faced with fitting a square peg in a round hole. Flight director Gene Kranz famously said, "I don't care what anything was designed to do--I care about what it can do."  Those on the ground were inspired to overcome their natural tendency toward functional fixedness to create an ingenious hack to save the lives of the astronauts over 100,000 miles away. [19:12] It's important to think through problems before they come up. [20:05] 2) Test and Retest (But Know When to Move) [20:34] Simulations and trial runs were critical. [21:38] They still moved forward instead of suffering analysis paralysis. [21:51] Narrow down your focus to one or two important goals. Break your goal into small tasks and set up tests to ensure they can be done. [22:35] 3) Autonomy and Support [22:53] The teams were united working toward a common goal, but they were also given the autonomy they needed to solve problems. [23:44] The leadership mindset came from the top down. [25:26] I always told my teams that I would support them in any decision they made and let them know how delegation was a sign of my trust in and respect for them. [26:19] In your business, do you delegate enough and trust your team to take on and really own your big vision? Do they feel supported to look for new options and innovative paths for you? [27:01] 4) Visibility Makes a Difference [27:21] The moon landing made the impact it did because of videos and photos cataloging it every step of the way.  Mirror neurons allow us to experience what we are seeing. [28:23] Are you making your important projects visible enough to rally the troops? While not everything needs to be put on video, and not every little detail needs to be shared with everyone…there is a lot of power in transparency. [29:13] Where can you share more – either via video or other communications – to ensure big goals and projects are remembered? [29:27] 5) Word Choice Matters [29:58] No one told Neil Armstrong what to say, or asked him what his first words would be when he stepped onto the lunar surface. The words he chose perfectly captured the moment, [30:00] What he said was easy to remember, poignant, and succinct. [31:31] Gene Kranz had countless quotes including, "failure is not an option." [32:11] The lesson for you as a leader, and within your business is this: in the moment, it may feel like word choice isn't critical. You may think you can always clarify, but the subconscious brain is picking up on so many millions of bits of information. It would take many words to undo the damage of not saying something properly. [33:12] As you move up the ranks in an organization, the words you use in everyday conversations matter much more than you realize. [33:50] I encourage you to be thoughtful each and every time, because the words you choose in any conversation could be the difference between changing the world forever, and just another day. [34:12] RECAP: Think about the ripples and look for problems before they come up so you can plan for them…and always be working on innovative solutions.  Break your goal into smaller tasks, and test each step before you move forward on the final goal (but make sure you actually do move forward) Let your teams know you trust and support their decisions, and that delegation is an extension of your belief in them Make big, important projects as visible and transparent as possible Take the time to choose the right words, because they might be famous quotes attributed to you one day! 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.  Links and Resources: Episode 56. Behavioral Economics Foundations: Mental Accounting @BethAMcAuley on Twitter Your Awards and Accomplishments Don't Mean Anything to Your Customers Unless You Talk About Them in This Way Episode 16. Behavioral Economics Foundations: Framing @thebrainybiz on Twitter The Brainy Business on Facebook The Brainy Business on Instagram The Brainy Business on YouTube 14th Annual People's Choice Podcast Awards Apollo 1's Fatal Fire Almost Ended the Program | Apollo John F. Kennedy Moon Speech - Rice Stadium President Kennedy's Speech at Rice University Episode 18. Behavioral Economics Foundations: Priming ‘No university is more synonymous with NASA than Rice’ How The Cold War Launched The Space Race Episode 15: Behavioral Economics Foundations: Availability Episode 24. Behavioral Economics Foundations: Sense of Sight Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 54. Biases Toward Novelty and Stories NASA History Overview Immunity to Functional Fixedness in Young Children NASA Johnson Space Center Oral History Project Edited Oral History Transcript This is the actual hack that saved the astronauts of the Apollo XIII Lessons in Manliness from Gene Kranz My Everyday Extraordinary The Apollo 13 Accident Episode 29. Resolutions and Keeping Commitments Careers at NASA: Explore the Extraordinary, Every Day Fierce Conversations: Achieving Success at Work and in Life One Conversation at a Time Episode 31. Mirror Neurons

If you’ve been listening to the podcast for a while, you have likely heard me mention Costco before. They do so many things differently than traditional business might suggest is best or profitable, but they have found a way to make it work and their business thrives because of it. In this episode, I’m going to discuss how Costco rivals almost any store or brand, and how they don’t do traditional marketing and advertising. I’ll talk about how they invest back into the community, have a simple code of ethics, reward shareholders, and how having a membership model and plan can work if it’s done right. Costco is the perfect brand for a behavioral economics analysis, because they do things differently, but in a smart, strategic way that makes their unconventional plan a huge success. Today, we learn why Costco is the powerhouse that it is (and what you can implement in your own business - even if your model is completely different). Show Notes: [04:19] Many consider Costco’s biggest rivals to be Walmart / Sam’s Club or Target – but depending on the section of the store…they pretty much compete with everyone: from Amazon, Home Depot and Best Buy to Expedia, Pizza Hut, Les Schwab and your local optometrist. [04:54] They participate in the community and reinvest in the company in a way that creates advocates, which reduces the need for traditional marketing. [05:32] That gets me to the core of Costco – their mission. It seems basic and generic enough, “to continually provide members with quality goods and services at the lowest possible prices.” [06:06] But they differentiate with their Simple Code Of Ethics: Obey the law. Take care of our members. Take care of our employees. Respect our suppliers. And then, reward shareholders. [06:57] The Costco membership model. [08:01] A membership is good for the store because it encourages people to shop there to “get their money’s worth” – this is loss aversion in action. And, this is not just triggered by perceived ownership…you actually have some real ownership because you have paid to be part of the in-crowd. [09:29] Costco has put a lot of work into making it a lifestyle choice. [10:22] Having time to slow down and experience with all the senses puts perceived ownership into overdrive. [10:54] This aversion to losses combines with the scarcity factor to encourage people to buy more. I’m sure items are scarce at Costco to encourage sales, but there is more to it than that. The high turnover of product and high efficiency model of Costco increases their profit margin and allows the whole model to really work. [11:31] They also have a very generous return policy. [13:22] The Costco food court is one of predictable beauty, which as you know is a perfect recipe for building habits. [15:28] And, of course, this increase in sales is made possible by one form of marketing Costco does believe in – free samples. Again, this is loss aversion and reciprocity at work. [17:12] If the item is an exclusive Kirkland Signature item, you know the exact thing isn’t available in other stores. All Kirkland Signature products are carefully researched, tested, hand selected, or custom-created by Costco. They truly live their mission through the whole Kirkland Signature experience – of doing best by their members, employees and suppliers. [20:02] One reason samples increase sales at Costco is because there are not too many choices. [21:28] Happy employees means lower turnover, which reduces expenses. Happy employees also means a better experience for shoppers, which keeps them happy and coming back. And, knowing that you shop at a place that values their employees also makes shoppers feel good. [22:34] Costco also does a lot of work to support their local communities, with a focus on children, education, as well as health and human services for grants and donations. [24:00] Costco works with partners and uses the value of bulk buying with their suppliers. [25:09] It is about knowing profits matter, but they aren’t everything. Squeezing out an extra 50 cents on hot dogs or rotisserie chickens – or allowing for a 16% margin on some products would make a huge impact on shareholder pockets, but it isn’t worth the negative it would cost to the members, who come first. [27:04] No company’s set up is something any other business can copy and paste. [27:29] Costco knows who they are and what their brand is there to do, and every decision they make is so easy because they can tie it back to the mission and code. [29:16] Is being a member of benefit that would work well in your business? Think about the value. [30:43] What do you stand for? Make it clear to yourself, employees, customers, and more. [32:04] Do you make it easy for people to buy from you? Are you encouraging them to get items or is it difficult? Can they get a test or sample? [33:42] Money back guarantees are worth it. [34:00] Should you incorporate a loss leader that benefits people and draws them in? [35:09] Think about the full experience. What can you be doing? [36:33] Everything matters, and it's always important to try things. 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. Links and Resources: Unlocking the Secrets of the Brain @wagsRJ on Twitter Magic of Self Direction by David S Schwartz @BusinessBrosPod on Twitter Rich Dad, Poor Dad by Robert Kiyosaki A More Beautiful Question by Warren Berger Fierce Conversations by Susan Scott Costco’s Mission, Business Model, Strategy & SWOT The Costco Story What is Costco's Mission Statement and Code of Ethics? Episode 9. Behavioral Economics Foundations: Loss Aversion Episode 19. Behavioral Economics Foundations: Herding Episode 45. Overview of Personal Biases Episode 46. Biases Toward Others – Including Groups Episode 23. Behavioral Economics Foundations: Reciprocity Business Strategy Lessons From Costco Business Model Episode 24. Behavioral Economics Foundations: Sense of Sight Episode 28. Behavioral Economics Foundations: The Sense of Touch Episode 26. Behavioral Economics Foundations: The Sense of Taste Episode 25. Behavioral Economics Foundations: The Sense of Smell Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 14. Behavioral Economics Foundations: Scarcity 12 of the weirdest returns Costco employees have ever seen! Episode 21. Behavioral Economics Foundations: Habits Episode 22. The Power of Habit Things You Didn’t Know About the Costco Food Court Why Costco Food Courts Have Charged $1.50 for Hot Dogs Since 1985, According to Employees Costco's Great Pricing Strategy and Business Model Costco Builds Nebraska Supply Chain For Its $5 Rotisserie Chickens 5 Things You Didn’t Know About Costco’s Free Samples Episode 5. The Truth About Pricing Episode 35. Behavioral Economics Foundations: Nudges and Choice Architecture How Costco Became the Anti-Wal-Mart Costco's Simple Strategy For Outperforming Wal-Mart And Target Donation and Grant Eligibility Guidelines Costco Communities The Top 100 Retailers of 2018 Episode 43. A Guide for You to Create a Brainy Brand Episode 44. Rebrand, Refresh or Reinforce?

We are getting close to wrapping up our series on NUDGES today – and if you have been following along each week you know we went a little out of order and did the E in nudges last week – expecting error, and are now coming back to G for giving feedback. This combines with incentives, understanding mapping and defaults (which we have covered already starting off the series in episode with an introduction to nudges in episode 35. Next week will wrap it all up with structuring complex choices…and then we will move on to our next topic (and it is one I am really excited about – you are going to love episode 42 to be sure). In this behavioral economics podcast, I talk about the importance of feedback, and why it lets us know if we are doing a good or a bad job. I give several real life examples involving cars, banking, our continued HVAC example, and some fun gadgets that help us conserve energy or be better weekend painters. I talk about the importance of visual cues and incorporating all of the senses and how the concepts in this series can be used to improve your business.   Show Notes [03:19] Last week I talked about errors people make on things like getting their oil changed or replacing the filter on the refrigerator. The light that comes on to alert you it is time to take care of this task, is essentially the feedback mechanism or the little nudge. [03:51] Choose your feedback wisely, when there is too much people start to ignore the alerts. [04:48] This is where understanding mapping is really important. When you understand the best outcome for the chooser you can properly structure the choice architecture. [06:24] There are a combination of concepts at play along with the nudges and choice architecture, including optimism bias, and time discounting. [09:33] A speed sign with flashing lights is feedback from an expected error. Something that has been created based on the way the brain actually makes decisions to help make the roads a little safer. [11:27] Remember, vision takes place in the brain. Our brains take in all those pieces of data and put them together with alerts and tasks based on rules of thumb. [13:03] The HVAC company could have a system that would notify customers when it’s time to schedule their maintenance. And, because it has smart technology, it could be created to do the work for them. [15:57] The nudge the company could put in place (which is using a combination of feedback and loss aversion) is to strategically create their sales process to encourage the person to make their decision that day. [17:34] Like the wedding dress store, the HVAC company could give discounts if the customer purchases on the same day of the sales call. [19:48] Simple things can make a big difference. Examples are our phone cameras clicking, and website links changing color. [22:29] I think it is important to note here that a lack of a negative does not necessarily lead to a positive feeling. [24:07] Feedback allows people to know they are doing a good job – or where they are going astray. [26:12] Wouldn’t it have been nice if you had a little feedback during the process? This is exactly why the geniuses at Glidden created a ceiling paint that goes on pink and dries white. [28:22] Color coding is really helpful for our visual brains. The episode on color theory is coming soon – I promise, but know that our subconscious picks up on the colors and knows what it should be striving for (green is good, red is bad). An example on helping people use less energy. [28:46] How can your business incorporate the senses – color, pressure, scent, or sound to provide feedback to your customers to nudge them into better behavior? [29:16] Feedback can also be useful when things take a while and there are a lot of steps happening behind the scenes. Domino's Pizza Tracker gives helpful feedback. [31:01] Feedback is appreciated and can help your customers to quell an anxiety they may not be able to articulate beforehand. [31:45] Timers without a tracker make people wonder if they did something wrong. [32:12] If someone is stressing about all that stuff, they are not paying attention or retaining anything from your advertisement, so you should provide that little bit of feedback. [33:19] Using feedback with credit cards. Is there a way to provide feedback and a nudge for those who would have issues without inconveniencing those who do not need the nudge? [34:43] The point of feedback is to get as close to the action as possible. [37:24] Using money in a jar as feedback of progress and an incentive to keep moving forward. Also using loss aversion by losing that money if you miss a day. [37:33] You can use this trick for any goal. How could you use a tactic like this with your employees or customers? [38:29] Take a look at your company, customers, and the products or services you offer for opportunities to provide feedback. 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. Links and Resources: Nudge: Improving Decisions About Health, Wealth, and Happiness Choice Architecture Episode 35. Behavioral Economics Foundations: Nudges and Choice Architecture Episode 36. Behavioral Economics Foundations: The N in NUDGES – iNcentives Episode 37. Behavioral Economics Foundations: the U in NUDGES – Understanding Mapping Episode 38. Behavioral Economics Foundations: The D in NUDGES – Defaults Episode 39. Behavioral Economics Foundations: The E in NUDGES – Expect Error Episode 34. Behavioral Economics Foundations: Optimism Bias Episode 15: Behavioral Economics Foundations: Availability Measuring the LSD Effect: 36 Percent Improvement Episode 24. Behavioral Economics Foundations: Sense of Sight Episode 9. Behavioral Economics Foundations: Loss Aversion Episode 25. Behavioral Economics Foundations: The Sense of Smell Glidden® Pink to White Ceiling Paint Nissan ECO-Pedal THE ENERGY ORB: Visualize Electricity Consumption! Episode 26. Behavioral Economics Foundations: The Sense of Taste Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 28. Behavioral Economics Foundations: The Sense of Touch Domino’s Track Your Order stickK

Last week, I kicked off the different types of nudges and how they apply to choice architecture with incentives. The word NUDGES is an acronym for the categories of nudging, and we are breaking those down episode by episode over six weeks to showcase different aspects of choice architecture and nudging. Now that we tackled incentives last week, we will jump into understanding mapping – both what in the world that means...and how to use it to your best advantage in your business. In this behavioral economics podcast, I share how nudges and my 5 Steps for Mapping can be used in your business to encourage the buying process. CLICK HERE FOR YOUR FREE DOWNLOAD! Show Notes [02:56] Thaler and Sunstein describe a mapping as “the relation between choice and welfare” and use a simple example of choosing a flavor of ice cream in one of their papers on choice architecture. [03:30] At its core, the path from the choice and its outcome is called a mapping. [03:50] For ice cream, you have some mapping in your brain that let you know which flavors you would enjoy the most. [04:20] It's more difficult to see the mapping with more complex choices. [04:49] Their paper uses the options of surgery, radiation, or watchful waiting with a cancer diagnosis. Comparing the options weighs a longer life against negative side effects. [05:45] In spite of this, most patients decide which course to choose at the very first meeting when they are given the diagnosis. The option they choose also depends strongly on the type of doctor they see. [06:44] My five steps for a choice architect to make the mapping as clear as possible: 1) encourage thoughtful review and open-mindedness, 2) break it down, 3) make it relatable, 4) help them get there, and 5) call to action. [07:25] With big decisions it's important to understand your biases. [08:21] It's important for doctors as the choice architects to understand the way they are framing the options. [09:29] Our brains put more weight on the default or what we hear about first. [10:02] The best choice architect should know that a person shouldn't make a decision when they are highly emotional. [11:06] Breaking it down. If you want to make a map, it's important understand all of the options available. [12:41] That way you can anticipate the questions a potential customer (or patient or client) will have, the things they need to know, and guide them to the right recommendation. [13:11] Make it relatable using simple rules of thumb. [13:56] Use the customer's language and an example that they can relate back to. [15:16] Find the thing that customers care the most about. [15:50] The way you build your choice architecture is to think about how your customers will determine what to buy. What is the primary reason they are buying? [16:06] What do your customers need to know or hear, and what rule of thumb will make the choice simple and easy to make? [16:51] Once you know what your customers need, they still may require a little sample to get there. Incorporating the senses can help them make a decision. [17:44] Your call-to-action is the final step - it is important because it helps the chooser realize it is an appropriate time to stop analyzing and consider making a choice. [18:41] It's also important to prime all throughout the interaction. [19:15] To encourage thoughtful review, an air conditioning company should know that the customer has other options. [20:11] Frame the cost in a relatable way. [21:49] Relating their mindset to the right point is your “taste test” when they can’t have a physical sample. [22:23] Ask for the sale...and then stop and wait. [23:52] If you use a script, understand the intent behind the script and know the content by heart in order to have a true conversation. [24:12] Price is never about price. It's about all of the things leading up to the price. [25:42] Here are some basic mapping examples (because the final installment of the series – the “S” in nudges – is for structuring complex choices). [26:29] Using a menu to break options down into manageable chunks. Well worded descriptions help you evaluate if the item is something that you would like. [28:10] One well chosen word can make your brain want to read the description. [30:00] Our subconscious brain can take in a lot of information and glosses over a lot of things. [31:03] These menu descriptions include some taste words as well as relativity, anchoring and adjustment, and framing. [31:55] A nail salon example. [33:47] Adding more may seem like a benefit, but when it doesn’t have a useful map so the chooser can compare, adding more options can cause a lot more harm than good. [34:47] When creating a product website, consider what you present from the mind of the customer (think back to the menu example). [36:30] With a service website keep in mind the concept of incentives. [38:00] How our brain sees miles per gallon wrong, and why gallons per mile is better (yes, they are different). [39:54] How can you put numbers out there that are easier for people to understand and see the value? [40:05] Thaler and Sunstein recommend a system called “RECAP” which stands for Record, Evaluate, Compare Alternative Prices. [41:24] What if movies did not have trailers or descriptions? Trailers help you map the available movies and decide what you want to see. [42:45] Commercials take advantage of mirror neurons in the customer’s brain by showing someone else using the product, tasting it, picking it out from a menu or off a shelf. [44:54] The visual is best for the subconscious. [45:09] Any type of company – whether you sell physical products or a service – can use a guarantee of some kind. [45:58] Simple Tip You Can Use Immediately: use a call out or title like “Most popular” or “top choice” or “best value” – know, of course, that you are responsible in your business to ensure that it true. [46:45] Remember, the intent of a nudge is to help people make the best decision, but they must maintain free choice. 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. Links and Resources: Nudge: Improving Decisions About Health, Wealth, and Happiness Episode 35. Behavioral Economics Foundations: Nudges and Choice Architecture Episode 36. Behavioral Economics Foundations: The N in NUDGES – iNcentives Choice Architecture Episode 32. The Overwhelmed Brain and Its Impact on Decision Making Episode 19. Behavioral Economics Foundations: Herding Episode 9. Behavioral Economics Foundations: Loss Aversion Episode 16. Behavioral Economics Foundations: Framing Episode 24. Behavioral Economics Foundations: Sense of Sight Episode 25. Behavioral Economics Foundations: The Sense of Smell Episode 26. Behavioral Economics Foundations: The Sense of Taste Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 28. Behavioral Economics Foundations: The Sense of Touch Episode 18. Behavioral Economics Foundations: Priming Nikki Rausch of Sales Maven Episode 5. The Truth About Pricing Ruth’s Chris Dinner Menu Episode 12. Behavioral Economics Foundations: Relativity Episode 11. Behavioral Economics Foundations: Anchoring and Adjustment Episode 2. The Top 5 Wording Mistakes Businesses Make Nudges Episode 31. Mirror Neurons 1995 Breyer's Ice Cream Commercial

Mirror neurons are the topic of today’s behavioral economics podcast. We are really going to get into what they are, how they work and why they matter in any business. Mirror neurons are the key to empathy and our ability to learn from observing others instead of only by doing things ourselves. Mirror neurons have done some amazing things for all of humanity – first of which is our ability to learn by observation and second is our ability to empathize. In this episode I explain the accidental discovery of mirror neurons, and talk about learning by observation, our other senses, facial expressions and empathy. I also include a lot of additional resources for further learning and explain how this knowledge can be applied to any business. CLICK HERE FOR YOUR FREE DOWNLOAD! Show Notes [03:52] Mirror neurons are the key to empathy and our ability to learn from observing others instead of only by doing things ourselves. [04:21] Mirror neurons were discovered in the early 1990s. The whole thing happened by accident when scientists noticed that a monkey's brain lit up when one of the researchers walked into the lab eating an ice cream cone. [06:32] We humans have mirror neurons as well, and they greatly impact our lives everyday. [06:47] Mirror neurons have done some amazing things for all of humanity – first of which is our ability to learn by observation and second is our ability to empathize. [06:55] We humans tend to take for granted how quickly and easily we learn things simply by watching others. This isn't something every species can do. [07:46] Without mirror neurons, life as we know it would not exist. [08:08] Mirror neurons are how the species learned to hunt, gather, farm, build homes, and all the skills we use every day. [08:26] The collective intelligence of the species grows very quickly as one person learns to do something because others can watch and have their brain behave as if it has already done it once before. [08:45] We each have 100 billion neurons in our brains and each of those has 1,000 to 10,000 contacts with other neurons forming associations. [09:36] Mirror neurons are actually found in one spot in the brain – in the frontal lobes. The front of the brain is also home to our ordinary motor control neurons. [10:51] A study found that the mirror neurons were more active when the context was included – meaning both intentions and actions matter and relate for mirror neurons. [11:03] Mirror neurons will not respond to random, meaningless gestures – it has been found that they are specially connected to respond to actions with clear goals. [11:46] The processing of the senses actually happens in the brain. Because our brains bring context, interpretation and analysis to everything we experience…it turns out they don’t really know the difference between what is physically in front of us, versus on tv, or a print ad, spoken into our ears or read in text. [12:54] Mirror neurons are what allow us to experience drinking spoiled milk when we see someone else do it. [13:55] Seeing things is the best way to trigger mirror neurons, but the other senses will trigger them, as well. [14:10] When someone smiles at you, your brain brain reacts as if you are smiling too. [14:32] You don't have to be consciously aware of what's happening, you just do it. [15:29] The response of mirror neurons is quick, intense, and automatic. [15:44] Mirror neurons may well be at the core of how we understand the actions of others and empathize with them. Without mirror neurons, we would probably not have any awareness of the actions, intentions and emotions of others. [17:38] All that separates us from other people and experiencing the same things they are experiencing at every moment they are within our proximity…is our skin. [17:53] This is why people with phantom limb syndrome can be helped by watching someone else get a massage. [19:45] Mirror neuron therapy helped a couple whose baby had a stroke at 10 days old regain body control on his left side. I've linked to the touching TED Talk. [21:16] BUSINESS APPLICATIONS - Video is effective. When you can show someone taking the action you want your customers to take, it makes it easier for them to follow suit. [22:54] Any time you can get someone to see another person experiencing your product, it is good. HOWEVER you need to be very careful of the facial expressions and all the slightest nuances of the person in the video. [24:44] If the subconscious can fill in the gaps when presented with a few images…that is important for using mirror neurons. [25:07] Our mirror neurons allow us to relate to what is being displayed in the pictures and we fill in the gaps to make sense of what we are supposed to do. [25:33] A well produced story with all the RIGHT details is better than a drawn-out, verbose explanation any day. [25:46] Great storytellers can hold conversations well. Our brains allow us to experience the words in the story as if we are participating ourselves. [25:57] Include action words and partner them with matching gestures to help the audience come along with you. [26:29] When you can activate mirror neurons, you are helping the individual to familiarize themselves with your brand, story, product or process. [26:57] Be aware of your actions and facial expressions even when you aren't speaking. [27:25] Smile genuinely, be interested, and be inviting whenever you're in a room with people. [28:14] To attract positive customers, you may need to try a shift within yourself. [30:30] An experiment was done with an honesty snack box at a workplace. They tried different images and the one with eyes on it encouraged people to put more money in than those with flowers. [32:20] Showing your potential customer someone using the product in the same way you want them to is a great way to activate mirror neurons because it combines an action with intention. [33:20] Consider the actions and intentions to use mirror neurons to the best of your ability. 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. Links and Resources: Episode 24. Behavioral Economics Foundations: Sense of Sight Episode 29. Resolutions and Keeping Commitments Episode 30. Booms and Busts Episode 26. Behavioral Economics Foundations: The Sense of Taste Unlock the Mystery: Behavioral Economics with Melina Palmer Rachel Antonia The Mind's Mirror The University of Parma The Neurons That Shaped Civilization Grasping the Intentions of Others with One's Own Mirror Neuron System What's So Special about Mirror Neurons? Mirror Neurons And Their Role In Marketing Episode 25. Behavioral Economics Foundations: The Sense of Smell Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 28. Behavioral Economics Foundations: The Sense of Touch Both of Us Disgusted in My Insula The Common Neural Basis of Seeing and Feeling Disgust The Mirror Neuron Revolution: Explaining What Makes Humans Social A Touching Sight: SII/PV Activation during the Observation and Experience of Touch In Our Baby’s Illness, a Life Lesson 'Big Brother' Eyes Encourage Honesty, Study Shows The Brainy Business Facebook Page @thebrainybiz

This behavioral economics podcast episode is the final installment of my series on the five senses. We’ve already talked about sight, smell, taste and hearing. Today, we dig into the sense of touch. Touch is one of the topics that I’m the most excited to share with you. Touch is directly connected to buying behavior in a way that is fascinating to behold. We value things more once we have touched them, and the triad of the endowment effect, perceived ownership and loss aversion are triggered directly by touch, which I will get into during the episode. I talk about how touch works and share scientific studies and real life examples that will help illustrate how this fascinating sense can be incorporated into your business. CLICK HERE FOR YOUR FREE DOWNLOAD! Show Notes [07:32] Touch is directly connected to buying behavior in a way that's fascinating to behold. [08:23] Touch is directly linked to emotional language. [09:05] We can get along without most of our other senses. It's not the same with touch. [09:59] Our sense of touch and having contact with others is important for development throughout life. [10:45] Touch is the social glue that binds us all together. [11:17] Touch is important for the development of people and societies. [12:07] Developing emotionally makes one more receptive to touch. [12:44] The wisdom of Dr. Seuss. [13:33] Our skin has many nerve endings. These nerve endings have different jobs. Fingertips have nerve endings for pressure, and that is why they can read braille. [15:27] If I asked you if water was hot or cold your answer would depend. As with the truth about pricing (where it isn’t really about the price) – it’s not about the water and its temperature, it’s about everything leading up to the touch and temperature that matters. [15:52] Nerve endings are different than emotional touch and sensation. [17:13] Emotion and touch are very closely linked, and we form bonds with the way things feel. [17:42] TEAMWORK - Human contact is important to our development throughout our lives. [18:04] Touch has been shown to impact the overall effectiveness of teams. [19:01] Waitresses who touch the arm of a patron in a platonic way (whether they are male or female) have been shown to get more tips. [19:40] Providing comforting touch is part of who we are as humans and it impacts our relationships and how we do business. [19:52] Use touch with caution and make sure you are always incorporating appropriate touch. [20:32] Whether we realize it or not, the texture of the paper an item is printed on says a lot to our subconscious about the business as a whole. [21:47] That first impression is everything and could be impacting every decision from that point forward. Invest in high quality materials that reflect your brand and message. [22:38] If you want to show you are out of the box there are many options – I have gotten wooden and metal business cards and they definitely say something about the person who gives them to me. [22:54] Think about everything that is physically touched. They all say something about your brand. [23:54] Merely touching an item greatly increases the ownership over that item. [24:29] Our brains want us to reach out and touch things. [25:28] Smart companies know that touch increases purchases. [25:58] Far too many stores neglect the power of the dressing room with poorly-lit, messy dressing rooms. [26:34] A personal shopper is a very easy way to experience the clothing and decide what you like. People would buy more if every store experience was like this. [28:04] Advice from What Not to Wear. Color, pattern, texture, and shine should be incorporated into every outfit. [28:21] Texture matters because we can see what something might feel like with our eyes. This creates visual interest and appeal. [29:51] Similar to the paper you print things on, texture and the power of touch are actually a big influence on how people perceive you…even if they will never touch your outfit. [30:24] We can emotionally “feel” something with our eyes, and it helps us to make decisions about the person in front of us. [30:39] The feel of a piece makes a big impact on purchase behavior. [31:28] Think about your packaging also. [31:54] The power of touch without touch - the benefits of envisioning yourself touching an object or an image of an object. [33:31] Well-chosen words can make your brain trigger its texture centers so you are responding as if you were touching it – triggering perceived ownership, loss aversion, and an increased likelihood of buying. [33:48] The truth of the matter is this – touch – whether it is actually happening in your hands or simply in your mind, impacts sales. [35:24] BRAND - Brands need to think about the way they make people feel and how that ties in with their overall experience. [36:00] The materials you choose for everything you do – from physical products to chairs in the lobby and business cards, postcards and letterhead all impact the perception (and likelihood of buying). [36:58] All the senses are impacting our lives much more than we realize. 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. Links and Resources: Episode 24. Behavioral Economics Foundations: Sense of Sight Episode 25. Behavioral Economics Foundations: The Sense of Smell Episode 26. Behavioral Economics Foundations: The Sense of Taste Episode 27. Behavioral Economics Foundations: The Sense of Hearing and Sound Episode 23. Behavioral Economics Foundations: Reciprocity Episode 2. The Top 5 Wording Mistakes Businesses Make Episode 5. The Truth About Pricing Episode 9. Behavioral Economics Foundations: Loss Aversion The Science of Touching and Feeling | David Linden | TEDxUNC Grinch's Heart Grows Sense of Touch Episode 12. Behavioral Economics Foundations: Relativity New Study: When NBA Players Touch Teammates More, They and Their Teams Play Better Tactile Communication, Cooperation, and Performance: An Ethological Study of the NBA The Effect of Mere Touch on Perceived Ownership Episode 21. Behavioral Economics Foundations: Habits Visual Perception of Texture of Textiles The Effect of Mere Touch on Perceived Ownership

Wall of Sound Episode #4 features cKy drummer Jess Margera who has paved a name for himself and his band away from the helping hand his brother Bam (and fellow cKy/Jackass stars) gave them back in the day. Browny chats about their early days and the band's recent rise from the ashes. Plus there's New Music from August Burns Red, The Darkness & King Parrot and some HUGE Tour News guaranteed to get you moving! #WoSUATW #cKy #JessMargera #AugustBurnsRed #KingParrot #TBEcomeback

Wall of Sound Episode #3 features ex-Pantera/Down bassist Rex Brown co-hosting and chatting about his new venture of making great rock n' roll music again with his solo album Smoke On This... Browny also discusses the 30th Anniversary of Guns 'N Roses 'Appetite for Destruction, plays new music from The Bronx, Alice Cooper, Chasing Ghosts and more! #WoSUATW #RexBrown #Pantera #SmokeOnThis #AppetiteForDestruction #GnR

On the final day of the year, LaF is releasing their 108th episode. This special episode is a little something called the LaFFies Award Show. The L-Train and Mr. Two-Frames are here to give out their awards to the best achievements in cinema. The award show highlights all the of the best and most interesting moments of the LaF podcast. Here is a preview of the awards - The “Tony Christ Award” for Condescending Remark of the Year, Follow him on Twitter @ChristTony The “L.M. Bryski Award” for Visual Metaphor of the Year, Follow her on Twitter @LMBryski Nominees for “The Elijah Steele Award” for Song of the Year JP Kallio “Old Dog” Episode61 - www.jpkalliomusic.com Erin Sax “Happy” from the Altered Minds Soundtrack Episode 106 - www.erinsax.com Face the King “You, Me, and the Sound” Episode 74- www.facethekingband.com Attarah Valentine “ Break Free” Episode 70 - www.facebook.com/AtarahValentineFan/ L-Train , Two Frames, and Registrar “Hello” Episode 94 Nominees for Guest of the Year Director: Nemanja Bala Love Hunter Episode 26 Actor: Zach Valenti; Actor: Emma Sher-Zarko and Director: Gabrielle Urbina Wolf 359 Episode: 30 Director: John Cunningham “BLT” on Episode 57 Director: Michael Wechsler Altered Minds on Epidsode98 Actor: C.S Lee Altered Minds Episode 98 Actor: Scott Laske “Registrar” History Boys Episode 94 What was your favorite moment of LaF this year? Write in to the show by emailing theLaFpodcast@gmail.com, tweeting us @theLaFpodcast, or messaging us on Facebook.com/theLaFpodcast.

Safe & Sound Episode 161: Theatrical Fall Protection: Monona Rossol, president/founder of Arts, Crafts & Theater Safety, discusses her article in the May 2013 issue of The Synergist about fall protection in theater and entertainment.

Safe & Sound Episode 160: CDC: SARS-like Virus: Dr. Susan Gerber from the Division of Viral Diseases at the Centers for Disease Control talks about a new SARS-like virus, or novel coronavirus, that has been afflicting people in Europe and the Middle East.

Safe & Sound Episode 159: Libby, Montana: American Industrial Hygiene Foundation scholar Cassie Roberts talks about growing up in Libby, Montana, and how that experience has inspired her to pursue a career in industrial hygiene.

Safe & Sound Episode 154: Hexavalent Chromium Dr. Kathleen MacMahon and Mr. Robert Park discuss NIOSH’s recent release “Criteria for a Recommended Standard: Occupational Exposure to Hexavalent Chromium”.

Safe & Sound Episode 153: Asbestos: Fred Boelter, CIH, PE, BCEE discusses issues with asbestos and tells us all about his PDC and roundtable about asbestos that will be featured at AIHce 2013 in the Canadian Issues track.

Safe & Sound Episode 152: AIHce 2013 Education Spotlight: Jessica Pagel joins the show to educate us about all of the educational opportunities available at AIHce 2013 and discusses what to expect from the PDC’s offered.

Safe & Sound Episode 146: CPSC: Are those toys safe? Have they been recalled? Nikki Fleming from the Consumer Product Safety Commission (CPSC) joins the show to tell us how you can keep track of if toys and clothing have been recalled, and lets us know what to look out for before you make that gift purchase to ensure it is safe.

Safe & Sound Episode 143: Thanksgiving: As many people in the United States prepare for Thanksgiving, Diane Van from the USDA joins the show to tell us some excellent food safety tips and lets us know the proper way to prepare your turkey.

Safe & Sound Episode 142: Superstorm Sandy Clean Up: Dr. Joe Cocciardi, CSP,CIH,REHS,RS calls in from New York to tell us about clean-up efforts from super storm Sandy, and tells us about Industrial Hygienists’ role after natural disasters.

Safe & Sound Episode 139: Halloween Safety: Kate Carr, CEO of Safe Kids Worldwide gives us tips on how to keep your Ghouls and Goblins and yourself safe this Halloween

Safe & Sound Episode 138: Real Time Instruments: Greg Olson from TSI explains what real time detection is and tells us everything about real time, direct reading instruments

Safe & Sound Episode 137: Overtime: Dr. Tom Fuller ScD, CIH, MSPH, MBA discusses his October Synergist article and tells us all about his study on the health effects of overtime on healthcare workers.

Safe & Sound Episode 136: AIHA Fall Conference: Zack Mansdorf, PhD,CIH,CSP,QEP tells us all about the AIHA Fall Conference (formally PCIH) and what you can expect to see and learn there this year in San Antonio October 27 – 31.

Safe & Sound Episode 135: Drive Safe to Work: Jack Hanley from the Network of Employers for Traffic Safety (NETS) discusses Drive Safely Work Week and gives us some tips on how you can make your drive to work a little bit safer.