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The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics Cover
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics Profile

The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

English, Finance, 1 season, 402 episodes, 5 days, 26 minutes
About
Consumers are weird. They don't do what they say they will do and don't act how we think they "should." Enter Melina Palmer, a sales conversion expert with a personal mission to make your business more effective and brain friendly. In this podcast, Melina will take the complex concepts of behavioral economics (the study and science of why people buy - or not) and provide simple, actionable tips you can apply right away in your business. Whether you're a small business or thriving corporation, Melina's tips can help your business increase sales and get more customers.
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402. Why Quitters Often Win w/ Annie Duke (Refreshed Episode)

In episode 402 of The Brainy Business podcast, Annie Duke, a former professional poker player and author of the book Quit, joins host Melina Palmer to discuss the psychology of quitting and decision-making under uncertainty. Annie's transition from an academic to a professional poker player and her subsequent work in decision science provide a unique and valuable perspective on the topic. Throughout the conversation, Annie challenges traditional perceptions of quitting and emphasizes its crucial role in winning and strategic decision-making.  She introduces concepts such as pre-mortems and the mental model of monkeys and pedestals, offering practical tools and frameworks for making better decisions. The episode provides valuable insights into reframing the mindset around quitting, the importance of understanding when to quit, and the potential impact of decision education in various domains. Annie Duke's diverse background and expertise in decision science make this episode a must-listen for entrepreneurs and business owners seeking to enhance their strategic decision-making skills and achieve increased business success. In this episode: Discover the strategic benefits of quitting in business to unlock new opportunities and growth potential. Implement behavioral economics in your business to enhance decision-making and drive better outcomes. Learn how to strategically identify when to quit for long-term business success and resilience. Explore the Monkeys and Pedestals decision-making model for insightful strategies to improve decision-making processes. Overcome analysis paralysis and make decisive, effective decisions to propel your business forward. Show Notes: 00:00:00 - Introduction The episode introduces Annie Duke and her book Quit about the psychology of quitting and decision-making. 00:01:15 - The Importance of Quitting Annie explains how winners often say no and quit things to succeed, emphasizing the need to know what to stick with, what to quit, and when. 00:04:47 - Annie's Background and Transition Annie shares her journey from academia to professional poker and behavioral psychology, highlighting how her poker career led her back to her cognitive science roots. 00:08:40 - The Power of Diverse Perspectives Annie discusses the value of diverse experiences in decision-making and problem-solving, emphasizing the importance of different frames of thinking to bring unique insights to the table. 00:12:05 - The Pre Mortem Skepticism Annie shares her research on pre-mortems, expressing skepticism about their effectiveness as standalone decision tools and the need to combine them with other strategies for improving decision quality. 00:14:18 - Normalize Dissent and Prospective Hindsight Daniel Kahneman's advice on normalizing dissent allows for consideration of both good and bad outcomes. Prospective hindsight can generate 30% more reasons for failure or success. 00:15:19 - Pre Parade and Pre Mortem Tools Pre-mortem exercises influence confidence and introduce self-serving bias. The pre parade increases overconfidence, while the pre-mortem leads to attributing bad outcomes to external factors. 00:18:43 - Challenges in Behavior Change Difficulty in getting people to change plans despite pre-mortem insights. Anecdotal observations and studies show resistance to plan modifications across various domains, raising questions about the effectiveness of the exercise. 00:19:55 - Group Dynamics and Real-world Impact Need for group testing of pre-mortems to understand the impact of group dynamics. Potential for behavior change in high-stakes environments like work projects. Studies underway to explore these aspects in real-world scenarios. 00:22:23 - Thinking in Bets and How to Decide Annie's books Thinking in Bets and How to Decide explore decision-making under uncertainty. They provide practical tools and insights, such as pre-mortems, to improve decision accuracy and overcome cognitive biases. 00:27:11 - The Impact of Hindsight Bias Annie discusses how most of the time, we learn new things after the fact and act like we should have known them beforehand. She highlights the importance of tracking knowledge and listening to independent opinions to avoid biases. 00:27:52 - Overcoming Analysis Paralysis Annie explains the process of decision-making and the importance of making implicit factors explicit. She emphasizes the need to consider the consequences of decisions and the ability to change your mind later. 00:32:38 - The Value of Quitting Annie challenges the negative perception of quitting and emphasizes its value in decision-making. She shares insights from experts and individuals, highlighting the benefits of exercising the option to quit. 00:35:32 - Conversations with Experts Annie shares her conversations with influential figures like Michael Mobison, Daniel Kahneman, Richard Thaler, and others. These discussions inspired her to explore the topic of quitting further, leading to the creation of her book. 00:40:52 - The California Bullet Train Annie uses the example of the California bullet train project to illustrate the challenges of large-scale decision-making and the importance of considering all factors before committing to a course of action. 00:41:35 - The California Bullet Train Project Annie discusses the challenges faced by the California bullet train project due to the Diablo and Tehachapi mountain ranges. The budget explosion and the decision to continue building without addressing the engineering challenges are highlighted. 00:43:02 - Re-evaluation of the Project Gavin Newsom's decision to reevaluate the California bullet train project in 2018 is discussed. The project's failure to address the engineering problems of the mountain ranges and the budget increase to $110 billion are emphasized. 00:44:44 - Monkeys and Pedestals Framework Annie introduces the "Monkeys and Pedestals" framework, which emphasizes tackling the hard problems first before building pedestals. The concept of pre-mortems and setting kill criteria to identify and address project challenges is explained. 00:50:55 - Behavior Change and Future Planning The importance of behavior change in addressing project challenges and the application of pre-mortems and setting kill criteria to identify crucial information are discussed. The significance of identifying the "monkeys" before building "pedestals" is emphasized. 00:54:06 - Tackling Low Hanging Fruit The reverse approach to tackling projects, focusing on solving hard problems before addressing easy tasks, is highlighted. The importance of prioritizing crucial information and being smarter about project approach is emphasized. 00:54:54 - The Importance of Solving Hard Problems First Annie emphasizes the need to focus on solving the hard problem first before building pedestals. She highlights the concept of working on the greatest bike shed instead of the nuclear plant, as well as the law of triviality. 00:55:37 - The Pitfalls of Wasteful Thinking Annie discusses how people often fail to think ahead and waste time and resources on backward thinking. She emphasizes the importance of evaluating the worth of the next minute and dollar, shifting mindset from past to future. 00:56:24 - The Key to Success and Grit Annie explains that winners quit a lot, but they do it to focus on the right things. Grit is important, but only when applied to the right endeavors. She also touches on forced quitting and exploring new opportunities. 00:57:25 - The Importance of Flexibility and Agility Annie highlights the significance of being flexible and open to switching course if the current endeavor is not worthwhile. Winners sample a lot of things and settle on the right course of action, even if they don't know what they are switching to. 01:00:28 _  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: [email protected] 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 Annie: ANNIE’S WEBSITE ANNIE ON TWITTER ANNIE ON LINKEDIN 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: Quit, by Annie Duke Subtract, by Leidy Klotz How to Decide, by Annie Duke Thinking in Bets, by Annie Duke Playing with Reality, by Kelly Clancy Top Recommended Next Episode: Game Theory (ep 228) Already Heard That One? Try These:  Matthew Confer Interview (ep 158) Counterfactual Thinking (ep 286) Framing (ep 296) Loss Aversion (ep 316) Status Quo Bias (ep 376) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter A Slight Change of Plans Podcast with Maya Shankar Annie’s Newsletter
6/17/20241 hour, 2 minutes, 45 seconds
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401. The Art of Deception: Recognizing and Overcoming Cognitive Blindspots w/ Dan Simons and Christopher Chabris

On this episode of The Brainy Business podcast, host Melina Palmer welcomes Dr. Dan Simons and Dr. Christopher Chabris, the renowned authors behind the bestseller The Invisible Gorilla. They dive deep into their groundbreaking research on inattentional blindness and how everyday cognitive habits can render us vulnerable to deception. Through engaging stories and revelatory insights, the duo discusses the dark side of our mental shortcuts and how scammers exploit them in art frauds, financial scams, and beyond.  With a focus on their new book, Nobody’s Fool, they offer strategies to recognize and resist deceptive tactics that prey on precision, familiarity, and efficiency in our thinking. Prepare to uncover the invisible gorillas in your life and sharpen your mental defenses against frauds. Tune in to rethink how you perceive reality and protect yourself from being misled. In this episode: Recognize the Impact of Inattentional Blindness on Decision-Making Employ Strategies to Avoid Deception in Business Apply Cognitive Psychology to Improve Marketing Efforts Understand the Psychology Behind Consumer Purchasing Behavior Show Notes: 00:00:00 - Introduction The episode begins with the introduction of the guests, Dr. Dan Simons and Dr. Christopher Chabris. They discuss their collaboration and the unexpected viral success of the study, which led to further research and applications in various fields. 00:04:08 - The Mismatch Between Perception and Intuition Dan and Christopher delve into the significance of The Invisible Gorilla, emphasizing the mismatch between what people actually notice and what they think they will notice. This mismatch highlights the limitations of human intuition and has broad implications for decision-making and behavior. 00:09:21 - Inattentional Blindness and Focus The guests explain that the failure to notice the gorilla is a consequence of our ability to focus attention and ignore distractions. They discuss how this phenomenon extends beyond visual attention and can lead to dangerous or problematic behaviors due to people's reliance on intuitive understanding. 00:11:21 - Unintended Consequences and Viral Impact Dan and Christopher reflect on the unexpected viral impact of their study and the idiosyncratic elements that captured people's imaginations. They acknowledge the role of luck and timing in the study's success and share their continued fondness for the gorilla-related work. 00:14:05 - Inattentional Blindness in Medical Contexts Dan and Christopher discuss the limited research on inattentional blindness in medical contexts, using controlled computer-based displays to understand the mechanism of noticing unexpected things. 00:15:26 - Can You Tell If Someone Is Watching You? Dan and Christopher talk about the common belief that people can tell if someone is watching them, despite the lack of evidence for it. They highlight how experiences can mislead us in forming intuitions. 00:16:43 - Misleading Experiences and Intuitions They discuss how experiences can mislead us, using the example of someone catching another person staring at them. They explain how remarkable events stick in our memory, leading to spurious relationships. 00:20:07 - Deception and Attention The conversation delves into how deception takes advantage of our cognitive tendencies, especially our ability to focus on what we care about. They emphasize the importance of asking good questions and seeking complete answers to avoid being deceived. 00:25:24 - Efficiency and Deception Dan and Christopher highlight how our efficiency in processing information can lead to oversight, emphasizing the need to slow down and critically evaluate the information presented. They discuss the importance of questioning and examining jargon and impressive-sounding claims. 00:27:05 - Efficiency and Decision Making The efficiency of our mental habits can sometimes hinder good decision making. While most of the time our cognitive tendencies work well, there are instances, such as driving at high speeds, where a slight delay in noticing something can be catastrophic. 00:29:13 - Cognitive Habits and Decision Making Dan and Christopher discuss the four cognitive habits that impact decision making: focusing, prediction, commitment, and efficiency. These mental habits are efficient and effective, but can lead to vulnerabilities when making important decisions. 00:32:43 - Scams and Cognitive Principles Many grand cons and scams rely on cognitive habits such as focusing, prediction, commitment, and efficiency. These scams take advantage of how our minds work, giving people what they expect and counting on them not to question critically. 00:33:08 - Information Hooks and Decision Making The conversation delves into the four information hooks that appeal to us and impact decision making: consistency, familiarity, precision, and potency. These hooks often lead us to trust information without questioning it as much as we should. 00:37:34 - Importance of Questioning Information Dan and Christopher emphasize the importance of questioning information and seeking more evidence before making decisions. They discuss the appeal of precise numbers, familiarity with sources, and the allure of quick-fix solutions. 00:40:28 - The Power of Deceptive Marketing Dan and Christopher discuss the appeal of deceptive marketing strategies, such as crypto advertising, which rely on familiarity, urgency, and the promise of quick financial gains. They highlight the rarity of giant benefits and caution against assuming the truth of such promotions. 00:41:52 - The Trojan Horse Scam The conversation touches on the concept of the trojan horse scam, emphasizing that while new variants of scams continue to evolve, they all rely on similar cognitive habits to deceive people. The hosts discuss the underlying principles of deceptive practices and the historical significance of the trojan horse scam. 00:43:17 - Uncovering Easter Eggs Dan hints at an Easter egg hidden in the book, prompting listeners to look for the trojan horse-shaped Easter egg within its pages. He encourages engagement by inviting people to connect with him on social media and explore his website for additional resources and information related to the book. 00:44:30 - 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: [email protected] 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 Dan and Christopher: Nobody’s Fool Website Dan on LinkedIn Chris on LinkedIn 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: Look Again, by Cass Sunstein and Tali Sharot Nobody's Fool, by Christopher Chabris and Daniel Simons You Have More Influence Than You Think, by Vanessa Bohns A More Beautiful Question, by Warren Berger The Invisible Gorilla, by Christopher Chabris and Daniel Simons Top Recommended Next Episode: Jonah Berger Interview (ep 301) Already Heard That One? Try These:  Survivorship Bias (ep 110) Hindsight Bias (ep 167) Vanessa Bohns Interview (ep 318) Focusing Illusion (ep 330) Warren Berger Interview (ep 340) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
6/13/202447 minutes, 31 seconds
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400. Unveiling Survivorship Bias: How It Shapes Business Decisions (Refreshed Episode)

Welcome to the 400th episode of The Brainy Business podcast! In this milestone episode, Melina Palmer delves into the intriguing concept of survivorship bias, a critical thinking error that can significantly impact decision-making in business and personal life. Through engaging storytelling, Melina takes us back to World War II to uncover the origins of this concept and how it played a crucial role in military strategy.  She then brings the concept into contemporary contexts, illustrating how survivorship bias leads us to overvalue success stories while ignoring the vital lessons from failures. This episode not only celebrates our podcast’s journey but also equips you with practical insights to recognize and overcome survivorship bias in your ventures. Join Melina as she explores this bias’s profound implications on entrepreneurship, business strategies, and everyday decisions, helping you make more informed choices.  In this episode: Understand how survivorship bias impacts business success and decision-making. Explore the powerful influence of behavioral economics on shaping strategic choices in business. Discover effective strategies to overcome survivorship bias and drive more informed decision-making. Differentiate between correlation and causation in business strategies to make more impactful choices. Uncover the success factors that extend beyond survivorship bias and drive sustained business growth. Show Notes: 00:00:00 - Introduction Melina introduces the concept of survivorship bias and its relevance to business decisions. She emphasizes the impact of this bias on entrepreneurs and its influence on decision-making in various roles across industries. 00:04:08 - Abraham Wald and World War Two Melina delves into the story of Abraham Wald, a mathematician who discovered survivorship bias during World War Two. She highlights the significance of Wald's analysis of bullet holes on planes and the crucial insights it provided on reinforcing strategic spots. 00:09:16 - The Fallacy of Survivorship Bias The discussion focuses on the fallacy of survivorship bias in seeking advice for success. Melina provides examples of how survivorship bias leads to misconceptions about causation and correlation, using narratives of successful individuals as illustrations. 00:11:31 - Business Applications of Survivorship Bias Melina explores the business applications of survivorship bias and its implications for decision-making. She emphasizes the complexity of success and the dangers of assuming a one-size-fits-all approach based on survivorship bias. 00:13:56 - Correlation vs. Causation The conversation delves into the distinction between correlation and causation, highlighting the misconceptions that arise from survivorship bias. Melina illustrates the importance of discerning causation for making informed decisions in business and life. 00:15:46 - Survivorship Bias in Conclusions Not all successful CEOs wake up at 05:00 a.m. Correlation doesn't imply causation. It's important to consider all data points and not draw conclusions based on one aspect. 00:16:21 - Success and Failure in Publishing For every popular book, there are a million unsuccessful books and authors. It takes trial and error and hard work to succeed. Learn from others' experiences and determine what works for your goals. 00:18:07 - The Illusion of the Best Product The best products don't always lead the market. Being the best or first doesn't guarantee success. Look at all possible data points and consider what's missing for your business venture. 00:19:55 - Customer Feedback and Satisfaction Customer satisfaction surveys may not capture all feedback. Consider the concerns of those who didn't choose your business. Look beyond extreme examples and aim for a complete data set for feedback. 00:23:49 - Openness to Unexpected Findings Be open to the things you aren't looking for. Anomalies and unconventional ideas could lead to valuable insights. Consider reframing questions and exploring untested areas to avoid survivorship bias. 00:24:48 - 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: [email protected] 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 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: How to Change, by Katy Milkman What Your Employees Need and Can't Tell You, by Melina Palmer Alchemy, by Rory Sutherland The Invisible Gorilla, by Christopher Chabris and Daniel Simons Nobody's Fool, by Christopher Chabris and Daniel Simons Top Recommended Next Episode: David McRaney Interview (ep 336) Already Heard That One? Try These:  Hindsight Bias (ep 167) What Your Employees Need and Can't Tell You (ep 225) Jonah Berger Interview (ep 301) Warren Berger Interview (ep 340) Cass Sunstein Interview (ep 371) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter What Every Founder Needs to Know About Survivorship Bias Why It’s So Hard To Succeed – The Survivorship Bias You are missing something! – Survivorship bias 7 Lessons on Survivorship Bias that Will Help You Make Better Decisions How the Survivor Bias Distorts Reality Survivorship Bias: The Tale of Forgotten Failures Missing what’s missing: How survivorship bias skews our perception The College Dropout Problem Hilarious Graphs Prove That Correlation Isn’t Causation The 10 Most Bizarre Correlations
6/10/202428 minutes, 13 seconds
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399. Engaging Minds: How Clear Communication Can Drive Better Choices with Max Mawby

In this insightful episode of The Brainy Business podcast, host Melina Palmer welcomes Max Mawby, a seasoned expert in applied behavioral science at Thinks Insight & Strategy. Max shares his unique journey from working in the UK government to founding the financial behavior team at the Behavioral Insights Team, exploring the significant impact of behavioral science in both private and public sectors. With a focus on simplifying complex information for better consumer understanding, Max discusses his collaboration with plain numbers, a social enterprise dedicated to making numerical communications more accessible.  Delve into practical strategies like the EAST framework to enhance decision-making processes. Max emphasizes the necessity of clear, effective communication to empower informed choices without compromising freedom. This episode is a treasure trove of insights for anyone interested in how behavioral science can drive positive financial behaviors and facilitate informed, sustainable decisions. Tune in to learn how to implement these practices in your organization and make a lasting impact. Don't miss this episode’s engaging discussion on the power of behavioral insights in real-world applications.  In this episode: Apply behavioral science principles to drive business success and enhance customer understanding. Influence positive financial behaviors to unlock new opportunities for financial growth and stability. Conduct online experiments to inform strategic business decisions and optimize customer experiences. Utilize behavioral insights to design inclusive products that resonate with diverse consumer needs and preferences. Simplify financial communication to empower consumers and foster better financial decision-making. Show Notes: 00:00:00 - Introduction Max Mawby, managing director of applied behavioral science at Thinks Insight & Strategy, shares his insights on driving positive change using behavioral science in various sectors. 00:05:58 - Starting in Behavioral Science Max shares a personal story about his early attempts to introduce behavioral science in the UK civil service. He emphasizes the importance of perseverance and finding opportunities to apply behavioral science. 00:10:30 - Experimental Projects Max discusses a project on improving financial decision making for pensions in the UK. By using personalized guidance in a digital journey, they were able to significantly increase the number of people making good financial decisions. 00:14:46 - Behavior and Technology Max highlights the potential of leveraging technology to provide personalized advice, reducing the need for expensive human resources. He emphasizes the importance of using empirical evidence to make an investable case for implementing behavioral science solutions. 00:16:34 - Importance of Persuasive Evidence in Experiments Max discusses the importance of persuasive evidence in experiments, highlighting the need to understand the context and literature. He emphasizes the significance of high confidence in experiment results. 00:17:22 - Designing Experiments Based on Context Max emphasizes the importance of understanding contextual pieces when designing experiments. He discusses the need to translate research findings to different situations and adapt methods accordingly. 00:18:30 - Structuring Problem Solving in Projects Max explains the process of structuring problem-solving in projects, including setting a structure around the specific problem, forming research questions, and selecting appropriate methods to answer those questions. 00:22:13 - Exploring Behavioral Interventions Max discusses the exploration of behaviorally informed interventions and projects, highlighting the importance of frameworks like EAST (Easy, Attractive, Social, Timely) for driving change and evaluating impact. 00:28:57 - Discovering New Research Max shares his approach to discovering new research through social media platforms like Twitter, emphasizing the importance of engaging with a community to stay updated on the latest research in a specific field. 00:31:43 - The Power of Plain Numbers Approach Max discusses the effectiveness of the plain numbers approach in simplifying complex information for consumers, citing examples from water bills and credit card statements. The approach focuses on making financial outcomes understandable to customers. 00:32:30 - Impact of Plain Numbers Approach in Regulation Max highlights the impact of the plain numbers approach in UK regulation, specifically the consumer duty, which shifts regulatory duties to focus on the financial outcomes of customers rather than broad disclosures. The approach simplifies complex algorithms and information for better customer understanding. 00:33:05 - Making Information Easier to Understand Max emphasizes the importance of simplifying information for consumers, especially in financial and utility companies. The approach aims to make it easier for people to understand complex calculations, such as interest rates and water bills, in a minimal amount of time. 00:34:17 - Humanizing Communication in Finance Melina and Max discuss the importance of humanizing communication in the financial industry and the role of behavioral science in helping people make better choices. They emphasize the need to communicate in plain language and numbers to empower consumers. 00:35:51 -  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: [email protected] 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 Max: Thinks Insights & Strategy  LinkedIn  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: Nudge, by Richard Thaler & Cass Sunstein How to Change, by Katy Milkman Behavioral Insights, by Michael Hallsworth Sludge, by Cass Sunstein The Friction Project, by Robert Sutton and Huggy Rao Top Recommended Next Episode: Jo Evershed Interview (ep 353) Already Heard That One? Try These:  The Overwhelmed Brain and its Impact on Decision Making (ep 32) NUDGES and Choice Architecture: Introduction (ep 35) Color Theory (ep 61) The Most Important Step In Applying Behavioral Economics: Understanding the Problem (ep 126) Michael Hallsworth Interview (ep 218) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
6/6/202442 minutes, 29 seconds
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398. Exploring Behavioral Insights with Michael Hallsworth: Lessons from Traffic to Health (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer welcomes Dr. Michael Hallsworth, a co-author of Behavioral Insights and a key figure in applying behavioral science to public policy. Dr. Hallsworth shares fascinating anecdotes from his extensive work, highlighting projects such as reducing antibiotic prescriptions in the UK and influencing food consumption habits to combat obesity.  The discussion delves into the evolution of his team’s approach, tackling bigger policy issues like economic mobility and social justice with support from major foundations. Lessons from both successful and unsuccessful trials are explored, underscoring the importance of sharing outcomes to refine interventions.  Dr. Hallsworth also touches on the nuances of replicating behavioral strategies across different countries and contexts, emphasizing the need for a deep understanding of specific problems before proposing solutions. This episode is a treasure trove for anyone interested in how small nudges can lead to significant societal shifts and is packed with real-world applications of behavioral economics. In this episode: Maximize Business Impact: Harness the Power of Behavioral Insights in Decision-Making. Policy Design Precision: Unleashing the Impact of Behavioral Economics in Policy Formation. Optimize Antibiotic Prescribing: Strategies for Effective and Efficient Antibiotic Use. Elevate Economic Mobility: Leveraging Behavioral Insights for Greater Social Mobility. Health Impact Strategies: Designing Effective Sugar Drinks Tax for Public Health. Show Notes: 00:00:00 - Introduction The episode introduces Dr. Michael Hallsworth, managing director of the Behavioral Insights team, and his journey into behavioral science. He discusses the institute for government and the development of mindspace as a framework for applying behavioral science in practice. 00:06:48 - Flagship Project - Antibiotic Prescribing Michael shares a flagship project on antibiotic prescribing in the UK. By identifying prescribers who were outliers and sending them letters based on social norms, there was a substantial decline in antibiotic prescribing, equivalent to around 1% of England's total. This approach had a comparable effect to a massive financial incentive program, showing the effectiveness of alternative methods. 00:10:33 - Generalizability of Behavioral Insights The conversation delves into the generalizability of behavioral insights across different contexts. Michael emphasizes the complexity of generalizability, highlighting examples where similar interventions have had comparable results in different countries, while also acknowledging instances where interventions haven't worked as expected. 00:13:12 - Importance of Testing The discussion underscores the importance of rigorous testing and questioning the transferability of behavioral insights. Michael emphasizes the need for ongoing testing and the productive tension between retaining active ingredients that work and adapting interventions to different contexts. 00:14:02 - Applying Behavioral Insights Michael outlines a ten-step process for applying behavioral insights, emphasizing the importance of identifying the behavior in question, understanding the context, and diagnosing the underlying problem. 00:15:38 - The Behavioral Change Process Michael explains the common stages in behavioral change frameworks, from identifying factors to developing interventions and scaling the results. He emphasizes the importance of understanding the overall context and distinguishing between strategic and tactical use of behavioral science. 00:17:26 - Policy Impact of Behavioral Science Michael discusses the strategic and tactical use of behavioral science in influencing policy and structural changes. He shares an example of the behavioral effects of the sugar drinks tax in the UK and how it influenced reformulation rather than consumer behavior. 00:24:25 - Rapid Trials in Response to COVID-19 Michael talks about rapid trials conducted in the US with cities in response to COVID-19, focusing on messaging effectiveness for behaviors like staying home, social distancing, and mask use. He highlights the counterintuitive results and the importance of testing and implementing effective communication strategies. 00:27:34 - Urban Environment Design Michael discusses the potential for applying behavioral science to arrange urban environments to facilitate behaviors such as maintaining distance in crowded areas. He draws parallels to studies on choice architecture and redesigning traffic intersections, emphasizing the importance of making it easier for people to adhere to desired behaviors. 00:28:51 - Learning from Failed Interventions Michael emphasizes the importance of being transparent about interventions that did not work and the value of learning from those experiences to guide future initiatives. He explains how failures can lead to insights about the need for more intensive or structural changes in interventions. 00:30:45 - Exploring Bigger Policy Issues Michael discusses the idea that behavioral insights should be applied to more upstream and bigger policy issues instead of just downstream issues. This includes projects on economic mobility and social justice. 00:31:49 - Balancing Evidence and Pragmatism Michael highlights the tension between evidence and pragmatic needs when applying behavioral insights to upstream issues. He emphasizes the importance of finding a balance between knowing the evidence and being flexible in decision-making. 00:33:21 - Productive Balance in Applying Behavioral Insights Michael addresses the need for practitioners to find a balance between being knowledgeable about evidence and being flexible in strategic conversations. This balance is crucial for behavioral insights to fulfill its promise of transforming the way things are done. 00:34:49 - 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: [email protected] 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 Michael: Dr. Michael Hallworth on the BI Team Website Michael on Twitter LinkedIn 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: Behavioral Insights, by Michael Hallsworth Engaged, by Amy Bucher Behavioral Science in the WIld, by Dilip Soman and Nina Mazar Designing for Behavior Change, by Stephen Wendel Nudge, by Richard Thaler & Cass Sunstein Top Recommended Next Episode: Michael Hallsworth Interview 2  (ep 218) Already Heard That One? Try These:  Questions or Answers? (ep 4) Steve Wendell Interview (ep 116) The Most Important Step In Applying Behavioral Economics: Understanding the Problem (ep 126) Elina Halonen Interview (ep 188) Framing (ep 296) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter https://www.nature.com/articles/s41562-023-01555-3 Nudge vs. Superbugs: A Behavioural Economics Trial to Reduce the Overprescribing of Antibiotics Reductions in Portion Size and Energy Density of Foods are Additive and Lead to Sustained Decreases in Energy Intake
6/3/202438 minutes, 17 seconds
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397. Exploring Behavioral Economics with Jeff Kreisler of JP Morgan Chase

In this episode of The Brainy Business podcast, host Melina Palmer welcomes Jeff Kreisler, Head of Behavioral Science at JPMorgan Chase and celebrated author. Dive into Jeff's fascinating journey from lawyer and stand-up comedian to a leading expert in behavioral science, discovering along the way how humor intertwines with our decision-making processes. Jeff shares insightful anecdotes and explains the significant impact of behavioral economics in both personal and professional realms, especially in wealth management at JPMorgan Chase.  The discussion explores the evolving role of AI in decision-making, emphasizing ethics and biases, and highlights the necessity of diverse perspectives and adapting to new challenges in large organizations. Jeff's unique blend of wit and wisdom illuminates the peculiarities of human behavior and the potential of behavioral science to enhance financial decision-making and reduce stress. This episode is a must-listen for anyone intrigued by the intersection of psychology, economics, and the transformative power of humor within the business world. In this episode: Understand the impact of behavioral science on financial decision-making for improved strategies. Explore Jeff Kreisler's successful career transition to behavioral science and its relevance in finance. Discover the power of incorporating humor in behavioral economics to enhance financial outcomes. Harness the role of AI in revolutionizing and enhancing financial services for better client engagement. Learn the key steps to build a successful career in behavioral economics and its impact on financial decision-making. Show Notes: 00:00:00 - Introduction, Jeff Kreisler shares his unconventional journey from studying economics and law to becoming a stand-up comedian and eventually the head of behavioral science at JPMorgan Chase. 00:05:22 - Discovering Behavioral Science Jeff discusses how he stumbled upon behavioral science through a business humor column and his collaboration with Dan Ariely, which led to a deeper understanding of human decision-making. 00:07:50 - Applying Behavioral Science Jeff talks about his experience working on popular books and projects with Dan Ariely, as well as his role at PeopleScience, where he bridged the gap between behavioral science and real-world applications in various industries. 00:10:38 - Career Insights and Opportunities Jeff reflects on the importance of staying open to opportunities, being honest with oneself, and the role of privilege in taking career risks. He emphasizes the value of keeping a flexible mindset in today's ever-changing economy. 00:13:42 - Coping with the Unknowns of the World Jeff discusses the idea of coping with the unknowable aspects of the world and the mindset of irrationality in human behavior. He shares a personal anecdote about learning to laugh at mistakes and the unique experience of being alive. 00:14:50 - Observing Human Behavior Jeff talks about the mindset of behavioral scientists and the importance of observing and testing people's behavior. He emphasizes the significance of small, seemingly insignificant changes that can have a massive impact on human behavior. 00:16:14 - Spontaneity in Public Speaking The conversation touches on the spontaneity in public speaking and the challenge of maintaining spontaneity while using a script. Jeff humorously reflects on his experiences in comedy and public speaking. 00:18:17 - Mental Accounting and Decision Making Jeff discusses the concept of mental accounting and how it influences decision making. He highlights the emotional and irrational aspects of decision making, using the example of pricing and relativity in consumer behavior. 00:24:27 - Impact of Behavioral Science in Finance Jeff shares his motivation for joining JP Morgan Chase and the potential impact of behavioral science in improving financial decision making for American families. He emphasizes the importance of communication and the value of leaning into one's strengths in a professional role. 00:27:07 - Career in the Financial Sector Jeff discusses how he transitioned from working in show business to the financial sector and shares his experiences of stereotypes in the banking world. 00:29:11 - Application of Behavioral Science Jeff talks about how he utilized behavioral science in his role at JP Morgan, focusing on client engagement, advisor empowerment, and financial innovation. 00:31:23 - Perspective on AI and Behavioral Science Jeff shares his insights on the intersection of AI, data, and behavioral science, emphasizing the importance of AI as a tool rather than a dispositive decision maker. 00:32:45 - Adoption of Behavioral Science Jeff discusses the challenges of introducing behavioral science in a large organization and highlights the value it adds in various contexts. 00:38:41 - Optimism for Behavioral Science Jeff emphasizes the significance of maintaining optimism for the field of behavioral science and the value it brings to individuals, organizations, and governments. He also shares his contact information for those interested in connecting with him. 00:40:59 - The Kindness of the Behavioral Science Community The field of behavioral science is filled with kind and generous people who are willing to help others. Whether virtually or through social media, the community is inviting and supportive, providing thoughtful responses to those who seek help. 00:41:43 - 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: [email protected] 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 Jeff: Jeff’s site LinkedIn 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: Dollars and Sense, by Dan Ariely and Jeff Kreisler Get Rich Cheating, by Jeff Kreisler Predictably Irrational, by Dan Ariely Engaged, by Amy Bucher Behavioural Investing, by James Montier Top Recommended Next Episode: Daniel Crosby Interview (ep 212) Already Heard That One? Try These:  Relativity (ep 12) Dan Ariely Interview (ep 101) Hindsight Bias (ep 167) Chuck Howard Interview (ep 213) Framing (ep 296) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
5/30/202443 minutes, 10 seconds
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396. Reflecting on the Past: The Reality of Hindsight Bias (Refreshed Episode)

In Episode 396 of The Brainy Business podcast, host Melina Palmer explores the intriguing world of memory reliability and the common misconceptions that alter our perception of past events. Melina delves into how our brains often mislead us into thinking we understood or predicted outcomes that were, in fact, unforeseeable. With insights into cognitive biases like leveling, sharpening, and survivorship bias, this episode uncovers how these mental processes distort our understanding of reality and influence business and personal decisions.  Drawing from vivid examples and thoughtful analysis, Melina offers practical strategies to combat hindsight bias and enhance decision-making clarity. Whether you're reflecting on past business strategies or personal experiences, this episode provides valuable lessons on the importance of questioning our instincts and memories. Tune in to learn how to navigate your reflections with greater accuracy and less bias, preparing you for better outcomes in future endeavors.  In this episode: Gain insights into the impact of hindsight bias on decision-making and how to mitigate its effects. Understand the influence of memories on business choices and learn strategies to harness this influence for better decision-making. Explore the hidden dangers of survivorship bias and its implications for strategic planning, along with methods to counteract its effects. Acquire effective techniques to combat hindsight bias and enhance the quality of decision-making processes. Discover the critical importance of pre-mortem analysis in decision-making and how it can revolutionize strategic planning. Show Notes: 00:00:00 - Introduction Melina welcomes listeners to the Brainy Business podcast and introduces the topic of hindsight bias, reflecting on past decisions and events with a biased perspective. 00:03:08 - The Nature of Memories Melina discusses the inaccuracy of memories, how they can be distorted over time, and the impact of biases like leveling and sharpening on memory recollection. 00:05:03 - Survivorship Bias The concept of survivorship bias is explained through the story of planes in World War Two, highlighting the importance of considering missing data and the potential impact on decision-making. 00:07:53 - Overconfidence and Cognitive Dissonance Melina delves into the overconfidence that arises from hindsight bias, how people often claim to have known outcomes all along, and the role of cognitive dissonance in justifying past beliefs. 00:12:59 - Tips for Combating Hindsight Bias Melina provides three practical tips for combating hindsight bias, including being comfortable admitting surprise, taking notes beforehand, and considering alternative outcomes when reviewing past events. 00:15:44 - Overcoming Hindsight Bias Melina discusses the importance of doing thorough analysis before making decisions and the value of admitting when you don't know the answer. 00:16:58 - Taking Notes and Evaluating Decisions Melina emphasizes the importance of writing down suspicions or ideas before making a decision, as well as evaluating the decision-making process in a post-mortem. 00:17:40 - Reviewing What Happened and Considering Other Outcomes Melina encourages thinking through alternative outcomes and considering the possibility of missing information when reviewing past decisions. 00:18:44 - Avoiding Overconfidence and Generalization Melina advises against putting too much weight on finding the exact answer and using it as a general rule for future decisions. Context matters and overconfidence can be detrimental. 00:20:27 - 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: [email protected] 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 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: Engaged, by Amy Bucher Dollars and Sense, by Dan Ariely and Jeff Kreisler Look Again, by Cass Sunstein and Tali Sharot Look, by Christian Madsbjerg How Minds Change, by David McRaney Top Recommended Next Episode: Amy Bucher Interview (ep 164) Already Heard That One? Try These:  Survivorship Bias (ep 110) Matthew Confer Interview (ep 158) Confirmation Bias (ep 260) Memory Biases (ep 280) Counterfactual Thinking (ep 286) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Hindsight Bias How Hindsight Bias Affects How We View the Past Why do we see unpredictable events as predictable after they occur? ‘I Knew It All Along…Didn’t I?’ – Understanding Hindsight Bias Hindsight Bias
5/27/202423 minutes, 9 seconds
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395. Mastering Negotiation: Strategies for Success with Kwame Christian

In this episode of The Brainy Business podcast, host Melina Palmer welcomes back the captivating Kwame Christian, host of the Negotiate Anything podcast, for a deep dive into the art of negotiation. In this richly insightful episode, Melina leads a dynamic reverse interview, unveiling Kwame's revered Compassionate Curiosity framework. Discover the transformative potential of acknowledging emotions, fostering genuine curiosity, and the strategic power of joint problem-solving.  Be enthralled by the exploration of affect labeling's effect on emotions and learn how breaks in negotiation can precipitate better outcomes. We navigate the cultural nuances crucial for negotiation success and share valuable insights on the synergy between sales processes and negotiation skills. Whether you are looking to enhance your professional dealings or elevate personal interactions, this episode offers groundbreaking strategies that honor both the psychological and practical aspects of communication.  In this episode: Master negotiation techniques for personal branding to elevate your professional image and achieve greater success in your career. Apply behavioral economics in negotiations to gain a strategic advantage and maximize your deal-making potential. Explore Kwame Christian's Compassionate Curiosity framework to foster stronger relationships and achieve mutually beneficial outcomes in negotiations. Implement effective anchoring strategies in negotiations to influence perceptions and drive favorable terms in your favor. Cultivate cultural intelligence in negotiation processes to navigate diverse business settings with skill and finesse. Show Notes: 00:00:00 - Introduction Melina introduces Kwame Christian, host of the Negotiate Anything podcast. 00:02:41 - Compassionate Curiosity Framework Recap Melina and Kwame discuss the Compassionate Curiosity framework, a three-part framework for having difficult conversations, which involves acknowledging and validating emotions, getting curious with compassion, and utilizing joint problem-solving. 00:06:47 - Balancing Priming and Anchoring in Emotion Recognition The conversation delves into the trade-offs of priming and anchoring when offering emotion descriptors, specifically when using the Compassionate Curiosity framework, and the potential impact on the emotional temperature of the conversation. 00:11:39 - Examples of Excellent Framework Implementation Kwame provides examples of individuals who demonstrate each part of the compassionate curiosity framework, highlighting podcast hosts as exemplary question-askers and interviewers who excel at acknowledging and validating emotions. 00:12:28 - Co-negotiators and Good Cop Bad Cop Strategies The discussion explores the concept of co-negotiators and the effectiveness of the "good cop, bad cop" strategy in negotiation, considering the role of relationship builders and problem solvers partnering towards a common goal for a client. 00:14:07 - The Hot Ones Interviewer and the Power of Preparation Kwame talks about the interviewer from the show Hot Ones and his exceptional preparation skills. The ability to ask in-depth questions beyond the surface level helps build rapport and reciprocity with guests. 00:18:22 - The Value of a Co-negotiator Kwame shares a story about a negotiation where the relationship with the counterpart was strained. He discusses the value of having a co-negotiator in complex negotiations to bring in a fresh perspective and facilitate a fair outcome. 00:20:28 - The Role of Negotiation in Personal Branding and Success Kwame reflects on how negotiation skills have been instrumental in securing media deals and partnerships, contributing to the success of his personal brand. Negotiation played a crucial role in landing opportunities and creating mutually beneficial deals. 00:23:02 - Negotiation in Sales and Marketing Kwame explains how negotiation techniques are integrated within the sales process, emphasizing the importance of understanding the synergy between negotiation and sales. He highlights the role of negotiation in closing deals and finding mutually beneficial terms. 00:25:30 - The Power of Anchoring in Negotiation Kwame delves into the psychological concept of anchoring within negotiation and its impact on influencing deal outcomes. He emphasizes the significance of setting a strong anchor to guide negotiations towards favorable terms. 00:28:12 - The Importance of Information in Negotiation Kwame discusses the significance of having the right amount of information before making an offer. He emphasizes the role of information asymmetry and the impact it has on negotiation strategy. 00:29:17 - The Power of Making the First Offer Melina and Kwame talk about the advantage of making the first offer in a negotiation and how it can set the tone for the rest of the conversation. They highlight the importance of confidence and setting a higher anchor. 00:30:22 - Approach to Negotiation and Conversation Kwame shares his preference for being a conversational counterpuncher and using the 70-30 rule in negotiations. He explains the strategy of dropping an anchor and then engaging in compassionate curiosity to keep the conversation flowing. 00:31:43 - Taking Breaks in Negotiation The conversation shifts to the underutilization of breaks in negotiations and the importance of recognizing when momentum is slowing down. Kwame emphasizes the use of breaks to trigger the sunk cost fallacy and keep the negotiation on track. 00:34:25 - Addressing the Use of Negotiation Techniques Melina and Kwame discuss the transparency in using negotiation techniques and the importance of acknowledging and validating emotions. Kwame shares his approach to addressing concerns about using negotiation frameworks. 00:35:59 -  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: [email protected] 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 Kwame: Negotiate Anything American Negotiation Institute  Kwame on LinkedIn 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: Finding Confidence in Conflict, by Kwame Christian How to Have Difficult Conversations About Race, by Kwame Christian The Truth About Pricing, by Melina Palmer Getting Along, by Amy Gallo Powerful Phrases for Dealing with Workplace Conflict, by Karin Hurt and David Dye Top Recommended Next Episode: Texas A&M Interview (ep 115) Already Heard That One? Try These:  Anchoring & Adjustment (ep 11) Kwame Christian Interview (ep 107) Kwame Christian Interview (ep 146) Priming (ep 252) Framing (ep 296) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Texas A&M Certificate Program
5/23/202440 minutes, 3 seconds
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394. Anchoring and Adjustment in Business (Refreshed Episode)

In this episode of The Brainy Business podcast, we delve into the compelling world of anchoring and adjustment. Host Melina Palmer breaks down this influential psychological concept, showing its power to shape decision-making in everyday transactions and big-ticket purchases alike. Discover how simple numerical suggestions can dramatically shift consumer behavior and increase sales, whether it's the number of Snickers bars you buy or the perceived value of jewelry.  Learn tactics utilized by savvy entrepreneurs who've exponentially grown their revenue by grasping the subtleties of high anchor-setting. Whether it's in real estate, retail, or service businesses, anchoring holds the key to influencing customer perception and boosting profitability. This jam-packed episode not only explores anchoring's practical applications across various industries but also arms you with the strategies to apply this knowledge in your professional and personal life. Get ready to anchor your way to success as we unravel these fascinating insights.  In this episode: Implement anchoring and adjustment to drive business success. Understand the profound influence of anchoring on consumer behavior. Craft effective strategies for setting compelling price anchors. Utilize behavioral economics techniques to elevate your marketing strategies. Master the art of using high and low anchors to achieve favorable negotiation outcomes. Show Notes: 00:00:00 - Introduction Melina introduces the concept of anchoring and adjustment and its impact on decision-making, setting the stage for the rest of the episode. 00:03:05 - The Power of Anchoring in Decision Making Melina explains how anchoring influences decision-making, using examples such as estimating the number of countries in the world and the value of a necklace based on Social Security numbers. 00:09:08 - Case Studies on Anchoring and Adjustment Melina discusses the Snickers bar and canned soup studies, highlighting the impact of anchoring and limits on consumer behavior and purchase decisions. 00:13:43 - Applying Anchoring and Adjustment in Business Melina provides practical examples of how businesses, including jewelry stores and retailers, can leverage anchoring and adjustment to influence consumer purchasing behavior and drive sales. 00:16:31 - Setting the Right Anchor Understanding the impact of anchoring in setting customer expectations and influencing purchasing decisions. The importance of setting a high anchor to avoid unintentionally limiting the customer's budget. 00:18:48 - Real Estate Anchoring Exploring the impact of anchoring in real estate transactions and the need to disconnect from low anchors to be realistic about available options. Using high anchors to set customer expectations in comparison shopping. 00:21:39 - Anchoring in Retail Utilizing anchoring in retail settings to influence customer perceptions of price and value. Strategic placement of items to create a perception of bargains and reasonable prices. 00:23:03 - Anchoring in Car Sales The impact of anchoring in car sales and the effectiveness of presenting bundled options to influence purchasing decisions. The importance of presenting the top-of-the-line model to encourage spending. 00:26:19 - Service-Based Business Anchoring Case studies of entrepreneurs implementing anchoring strategies to increase sales and up their income in service-based businesses. The effectiveness of creating high anchor packages to influence customer purchasing decisions. 00:32:10 - Understanding Anchoring and its Impact Anchoring impacts decision-making and budget requests. Setting a high anchor can lead to a higher budget request, but suggesting a realistic low number can influence a lower request. 00:33:39 - Using Anchoring for Travel and Training Requests Anchoring can be used to justify higher expenses, such as conference attendance. Presenting a higher cost option and then offering a more reasonable alternative can lead to a successful budget approval. 00:35:20 - Caution with Low Anchors Low anchors can be effective, but they must reflect the true value or time required. Misleading low anchors can lead to negative reactions and damage reputation. 00:36:48 - Anchoring in Fundraising and Auction Events Setting high suggested donation amounts can lead to increased contributions. Live auction events can also leverage anchoring by starting with a high donation and working down to encourage higher contributions. 00:40:55 - 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: [email protected] 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 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: Influence, by Robert Cialdini Predictably Irrational, by Dan Ariely The Truth About Pricing, by Melina Palmer Finding Confidence in Conflict, by Kwame Christian Influence PEOPLE, by Brian Ahearn Top Recommended Next Episode: Kwame Christian Interview (ep 146) Already Heard That One? Try These:  The Truth About Pricing (ep 5) Relativity (ep 12) Brian Ahearn Interview (ep 199) Priming (ep 252) Framing (ep 296) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter An Anchoring and Adjustment Model of Purchase Quantity Decisions Seven Tips for Better Back-to-School Shopping
5/20/202443 minutes, 45 seconds
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393. Mastering Workplace Conflict with Karin Hurt

In this episode of The Brainy Business podcast, host Melina Palmer and Karin Hurt, esteemed author of Powerful Phrases for Dealing with Workplace Conflict, delve into the art of turning office disputes into constructive conversations. Discover Karin's proven strategies from her extensive leadership experience and learn how to embrace the four C's—Connection, Clarity, Curiosity, and Commitment—to transform workplace tensions into collaborative triumphs.  Gain insights into practical phrases and tactics that not only navigate but enrich the dynamics of workplace interaction, fostering an environment where healthy conflict leads to innovative outcomes and stronger teams. Whether you're managing remote teams or navigating the intricacies of an office setting, this episode offers invaluable expertise for anyone looking to enhance their conflict resolution skills and cultivate a culture of open communication and psychological safety. Prepare to be empowered with the tools to handle even the most challenging conflicts with grace and resolve. In this episode: Mastering Strategies for Handling Workplace Conflict: Learn effective techniques to navigate and resolve conflicts in the workplace, fostering a harmonious and productive team environment. Building Human Connection in Leadership: Cultivate the essential skill of building strong human connections as a leader, leading to improved team dynamics and collaboration. Setting Clear Expectations: Understand the crucial impact of setting clear expectations, leading to enhanced productivity and reduced misunderstandings within the team. Using Powerful Phrases for Conflict Resolution: Acquire powerful phrases and communication tactics to effectively resolve conflicts, leading to smoother interactions and reduced workplace tension. Leveraging Constructive Conflict in Teams: Discover the advantages of embracing and managing constructive conflict within teams, leading to enhanced creativity and innovative problem-solving capabilities. Show Notes: 00:00:00 - Introduction Melina introduces Karin Hurt, the co-author of Powerful Phrases for Dealing with Workplace Conflict. Karin shares her background and the work she does. 00:03:41 - Grounding the Book in Research and Structuring the Content Karin discusses the importance of grounding the book in research and how they structured the content to provide practical tools and techniques for dealing with workplace conflict. She highlights the use of expert insights and short chapters for quick reference. 00:11:30 - The Four C's of Constructive Workplace Conflict Karin explains the four dimensions of constructive workplace conflict - human connection, clarity, curiosity, and collaboration. She provides examples of powerful phrases and strategies for each dimension to navigate conflict effectively. 00:14:00 - The Importance of Connection and Clarity Karin delves into the significance of human connection and shared understanding in conflict resolution. She emphasizes the need for genuine curiosity and interest in other perspectives to navigate workplace conflict effectively. 00:15:32 - Constructive Conflict Karin explains the four dimensions of constructive conflict: human connection, curiosity, clarity, and commitment, and emphasizes the importance of scheduling follow-up to ensure next steps are agreed upon. 00:16:50 - Importance of Combination Karin emphasizes the importance of the four dimensions working in combination and the need for human connection in conflict resolution. 00:18:20 - Building Relationships Karin stresses the importance of genuine human connection and building relationships, particularly in a remote working environment, to approach conflicts with understanding and empathy. 00:23:29 - Check for Understanding Karin shares the concept of a "check for understanding" in communication and how it can prevent misunderstandings and save time, emphasizing its effectiveness in professional and personal interactions. 00:29:58 - The Value of Prioritizing and Asking for Help Karin shares a powerful phrase from a past boss about the importance of prioritizing tasks and being aligned with your manager on what can be dropped if necessary. She emphasizes the importance of asking for help and prioritizing the most important tasks. 00:32:01 - The Importance of Advocating for Your Needs Karin discusses the importance of advocating for what you need and having the courage to ask for help when feeling overwhelmed. She highlights that it's better to ask for help than to risk making mistakes due to feeling overwhelmed. 00:34:36 - Initiating Conversations About Feeling Overwhelmed Karin provides tips for initiating conversations with managers about feeling overwhelmed. She emphasizes the importance of expressing commitment to doing a good job and seeking help to make the workload more manageable. 00:36:43 - Embracing Conflict as a Path to Better Results Karin discusses the value of conflict in the workplace, emphasizing that not all conflict is bad. She shares examples from her own experience and highlights the importance of embracing conflict as a way to achieve better results and foster open communication within teams. 00:40:33 - 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: [email protected] 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 Karin: Let’s Grow Leaders Karin on LinkedIn  Karin 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: Powerful Phrases for Dealing with Workplace Conflict, by Karin Hurt and David Dye Courageous Cultures, by Karin Hurt and David Dye The Power of Saying No, by Vanessa Patrick The Power of Us, by Jay Van Bavel & Dominic Packer What Your Employees Need and Can't Tell You, by Melina Palmer Top Recommended Next Episode: Kwame Christian Interview (ep 107) Already Heard That One? Try These:  Confirmation Bias (ep 260) Interview - Amy Gallo Interview (ep 269) Framing (ep 296) Vanessa Patrick Interview (ep 309) Therese Huston Interview (ep 381) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
5/16/202444 minutes, 27 seconds
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392. The Intrigue of Incentives with Tim Houlihan (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer and special guest Tim Houlihan open a window into the intriguing world of motivation and incentives. This thought-provoking discussion sheds light on the unexpected triumphs of non-monetary rewards over cash, offering compelling evidence from the frontline of employee engagement.  As they share personal tales and professional insights, you’ll gain a deeper appreciation for the nuanced ways in which we can all reach our goals more effectively. They challenge traditional wisdom, advocating thoughtful goal-setting and emphasizing the impact of non-monetary recognition on loyalty and drive. This episode invites listeners to rethink what motivates them and provides practical guidance on setting personalized goals. Perfect for anyone interested in applying behavioral science in practical settings, this conversation could change how you approach motivation in both personal and professional landscapes. Tune in for an enlightening exploration of human behavior that will leave you both informed and inspired. In this episode: Understand the Power of Motivation and Incentives in the Workplace: Explore the impact of effective motivation and incentives on employee engagement and performance. Harness the Influence of Non-Monetary Rewards on Employee Motivation: Discover how non-monetary rewards can drive employee motivation and lead to improved workplace dynamics. Utilize Behavioral Science to Set Effective Goals: Learn how to apply behavioral science principles to set goals that drive employee productivity and satisfaction. Evaluate the Impact of Incentives on Employee Performance: Gain insight into how incentives can influence and enhance overall employee performance within an organization. Develop Strategies for Personal and Business Goal Setting: Acquire practical strategies for setting impactful personal and business goals that drive success and fulfillment. Show Notes: 00:00:00 - Introduction Melina introduces the episode and guest Tim Houlihan, discussing the focus on motivation and incentives in behavioral science. 00:05:38 - Setting BHAGs and Breaking Them Down Tim and Melina discuss setting big, hairy, audacious goals (BHAGs) and breaking them down into smaller, actionable parts called "bricks." 00:09:08 - Importance of Self-Selected Goals Tim emphasizes the importance of self-selected goals and the role of visualization in achieving them, discussing the impact of shifting perspectives on goals. 00:11:32 - Virtual Runs and Motivation Melina shares her experience with virtual runs and the shift in perspective on goal achievement, highlighting the impact of social media on goal commitment and achievement. 00:13:12 - Deadlines and Choice Architecture Tim and Melina discuss the effectiveness of deadlines in goal achievement and the role of choice architecture in setting specific final objectives while allowing flexibility in execution. 00:15:26 - Individualized Performance Rewards Rewards were individualized based on performance, leading to a significant 43% improvement in performance compared to general guidelines. 00:16:09 - Penalty for Underachieving A separate group faced penalties for underachieving and no benefits for overachieving, leading to a more calculative mindset and lack of intrinsic motivation. 00:17:07 - Call Center Environment The conversation delves into a call center environment, revealing how different personalities approach goals and the impact of choice architecture on performance. 00:19:19 - Context Shaping Decisions The context, including payment rates and communication of objectives, can shape individuals' decisions and mindset, impacting their approach to achieving goals. 00:23:16 - Time-Sensitive and Measurable Goals Setting time-sensitive and measurable goals, with a focus on achievable short-term objectives, increases the likelihood of achievement and provides a dopamine spurt for motivation. 00:29:55 - The Importance of Participatory Goal Setting Tim and Melina discuss the benefits of having a buddy or coworker to challenge and set goals with. They highlight the differences in goal setting between knowledge workers and other segments of the population. 00:31:37 - The Conundrum of Incentives The conversation shifts to the counterintuitive nature of incentives, using the example of a daycare's late pick-up fee. They emphasize the importance of non-monetary incentives in the corporate world. 00:33:50 - Engaging Emotions with Non-Monetary Incentives Tim and Melina delve into the effectiveness of non-monetary incentives in engaging emotions and increasing effort. They share success stories of using non-cash rewards to motivate employees. 00:35:49 - Reconsuming Achievements and Memories The discussion turns to the psychological impact of non-monetary rewards, such as designer handbags or trips, in reinforcing positive memories. They highlight the subconscious loyalty and motivation that results from reconsuming achievements. 00:40:22 - Individualized Engagement and Surprising Delights Tim shares a story of a senior sales leader's desire to win a watch as a prize rather than buying it. Melina emphasizes the importance of individualized engagement and surprising delights in motivating teams. 00:44:24 - Introduction to Behavioral Grooves and Music Tim discusses his love for the podcast Behavioral Grooves and how it combines his favorite things. Melina shares her excitement about the show and Tim's playlist. 00:44:59 - Framing and Fancy Playlists Tim talks about curating his playlist on Pandora and how framing works. Melina acknowledges the importance of framing and the impact it has on incentives. 00:45:17 - 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: [email protected] 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 Tim: Behavioral Grooves Tim on LinkedIn Tim on Twitter 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: A More Beautiful Question, by Warren Berger What Your Employees Need and Can't Tell You, by Melina Palmer Powerful Phrases for Dealing with Workplace Conflict, by Karin Hurt and David Dye Mixed Signals, by Uri Gneezy Getting Along, by Amy Gallo Top Recommended Next Episode: Cobra Effect (ep 220) Already Heard That One? Try These:  Anchoring & Adjustment (ep 11) Kurt Nelson Interview (ep 187) Reciprocity (ep 238) Uri Gneezy Interview (ep 273) Framing (ep 296) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Behavioral Grooves Episode
5/13/202448 minutes, 40 seconds
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391. The Art of Apology with Marjorie Ingall and Susan McCarthy

In this episode of The Brainy Business podcast, host Melina Palmer dive into the fascinating world of apologies with Getting to Sorry coauthors Marjorie Ingall and Susan McCarthy. Discover the transformative power of saying 'I'm sorry' as Marjorie, a seasoned journalist, and Susan, an expert in wildlife behavior, share their insights from their journey with Sorrywatch.com to penning their book. Uncover the art and science behind making and accepting apologies, and why a well-crafted apology can mend bonds and heal wounds.  Our hosts and the coauthors navigate the delicate balance between public and private apologies, and reflect on personal stories that underline the impact of a genuine apology. Understand how an apology's sincerity can forge pathways to forgiveness, as highlighted in the six key steps to a good apology. With wisdom to offer both the apologizer and the recipient, this episode sheds light on how to effectively address bad apologies and the significance of moving forward after making amends. For a thought-provoking discussion that goes beyond a simple 'sorry', tune into this episode and experience the nuanced dance of contrition and forgiveness. In this episode: Master the Art of Crafting Effective Apologies in Business Understand the Psychological Impact of Apologies and Forgiveness Learn the Importance of Public vs Private Apologies in Business Discover the Steps to Make a Sincere Apology in Professional Settings Know How to Respond to Apologies Professionally in Business Interactions Show Notes: 00:00:00 - Introduction Melina introduces the guests Marjorie Ingall and Susan McCarthy, coauthors of Getting to Sorry, and sets the stage for a discussion on the psychology of apologies. 00:02:45 - Passion for Apology Marjorie and Susan share their passion for the subject of apology, driven by their personal experiences, backgrounds, and a desire to explore the psychology behind apologies. 00:08:34 - Building Sorry Watch The guests provide insights into building and evolving their business, sorrywatch.com, focusing on the importance of staying true to their passion, pivoting when necessary, and becoming a resource for journalists. 00:14:23 - The Strength of Apology The conversation delves into the misconception that apologies are a sign of weakness. Marjorie and Susan emphasize that offering a sincere apology is an act of great strength and vulnerability, not cowardice. 00:32:00 - The Etiquette of Apologizing Marjorie and Susan discuss the etiquette of giving and receiving apologies, emphasizing the importance of not putting someone on the spot and using the right phrasing when seeking forgiveness. 00:33:01 - The Art of Forgiveness The conversation delves into the importance of forgiveness and the significance of word choice in both giving and receiving apologies. They highlight the value of allowing space for both parties to think about the apology and forgiveness. 00:36:07 - Responding to Apologies Marjorie and Susan share six steps for responding to apologies, including the importance of asking for clarification and understanding the impact of the apology. They also discuss the need to accept or reject an apology genuinely. 00:39:11 - The Value of Accepting Apologies The discussion emphasizes the need to genuinely accept or reject an apology and to set clear boundaries for moving forward. The importance of owning one's response and giving both parties the space to reflect is highlighted. 00:43:06 - The Art of Apologies The conversation touches on the familiar framework of bad apologies and the cringy phrases often used. The value of humor, self-reflection, and genuine communication in crafting meaningful apologies is emphasized. 00:47:22 - The Power of Apology Apologizing more and better can make the world a better place. Show notes include links to past episodes, books, and ways to connect with Marjorie and Susan at sorrywatch.com. 00:48:03 - 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: [email protected] 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 Marjorie and Susan: Sorrywatch.com Marjorie’s LinkedIn Susan’s LinkedIn  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: Getting to Sorry, by Marjorie Ingall and Susan McCarthy The Power of Saying No, by Vanessa Patrick influence Is Your Superpower, by Zoe Chance Let’s Talk, by Therese Huston What Your Employees Need and Can't Tell You, by Melina Palmer Top Recommended Next Episode: Gleb Tsipursky Interview (ep 111) Already Heard That One? Try These:  Inequity Aversion (ep 224) Confirmation Bias (ep 260) Fundamental Attribution Error (ep 268) Memory Biases (ep 280) Framing (ep 296) Focusing Illusion (ep 330) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
5/9/202448 minutes, 39 seconds
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390. Dodging Disasters in Business with Gleb Tsipursky (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer and Dr. Gleb Tsipursky discuss how to avert everyday workplace disasters. They delve into the psychological underpinnings of decision-making, exploring why our instincts might not always lead to the best outcomes. Gleb shares a practical five-question framework designed to enhance decision-making processes and reduce the risk of costly mistakes.  The discussion goes beyond theory, touching on real-world applications and the surprising role emotions play in our professional lives. Melina's relatable approach makes complex concepts approachable, and together with Gleb’s expertise, provides listeners with tools to think critically about their choices. Get ready to gain insights that could profoundly impact your career and organizational well-being.  In this episode: Mastering Behavioral Economics to Avoid Workplace Disasters: Uncover the psychological insights driving decision-making in organizations. Understanding the Impact of Cognitive Biases on Business Decisions: Enhance your awareness of hidden mental shortcuts influencing strategic choices. Implementing Effective Change Management Strategies in Organizations: Harness powerful techniques to navigate and lead successful organizational transitions. Cultivating Emotional Intelligence for Engineering and HR Collaboration: Develop the essential skills for fostering harmonious and productive cross-functional partnerships. Leveraging the Benefits of External Perspective in Decision Making: Gain a competitive edge by embracing diverse viewpoints and external expertise. Show Notes: 00:00:00 - Introduction Gleb Tsipursky is introduced as a disaster avoidance expert and discusses his background in cognitive neuroscience and behavioral economics. 00:05:20 - Defining Workplace Disasters Gleb defines workplace disasters as anything that makes a significant negative impact on your bottom line, whether it's due to one big decision or a series of small decisions. He gives examples of disasters in careers and businesses. 00:08:27 - Recognizing Dead-End Jobs Gleb shares a tactic for recognizing dead-end jobs by considering the alternative and thinking about the long-term consequences of staying in the current situation. 00:11:01 - Sunk Cost Fallacy Gleb explains the concept of sunk cost fallacy, where emotional attachment to past investments leads to poor decision making in projects and people. He emphasizes the importance of acknowledging when you're wrong to address the situation effectively. 00:13:51 - Emotional Attachment and Decision Making Gleb discusses the primal urge to reward confident behavior, even when it's wrong, and the challenge of changing one's mind based on evidence. He emphasizes the importance of making decisions based on accurate reality and evidence. 00:14:18 - Impact of the Internet on Public Figures The conversation delves into the impact of the Internet on public figures, discussing how the breakdown of the media ecosystem has led to more leeway for leaders to deceive and double down on false statements. 00:16:50 - Influence of Gut Reactions The discussion explores the influence of gut reactions, emphasizing our natural inclination to believe the first thing we hear and the anchoring bias, which weighs heavily on the first piece of information we receive. 00:20:30 - Addressing Tribalism in the Workplace The conversation highlights the prevalence of tribalism in the workplace, citing examples of unconscious bias based on factors such as sports team affiliation, accent discrimination, and departmental rivalries. 00:21:08 - Importance of Overcoming Tribal Tendencies The importance of overcoming tribal tendencies in the modern, multicultural society is discussed, with a focus on diversity, inclusion, and equity efforts as a means to address inherent tribalism. 00:27:42 - Strategies to Combat Tribalism The conversation touches on practical strategies to combat tribalism in the workplace, including broadening the circle of empathy, adopting an outside perspective, and reframing team dynamics to foster a sense of unity. 00:29:04 - Understanding Incentives and Conflicts Gleb discusses how outsiders view situations, incentives for different departments, and conflicts arising from incentives. He emphasizes addressing incentives to align departments and prevent negative outcomes. 00:30:25 - The Impact of Incentives on Sales and Customer Service Gleb highlights the impact of incentives on sales and customer service. He explains how bad incentives can lead to conflicts and offers solutions to align incentives for better outcomes. 00:32:52 - The Role of Incentives in Customer Service The conversation delves into the impact of incentives on customer service, using an example from the airline industry. It illustrates how misaligned incentives can negatively affect customer experience and overall reputation. 00:38:09 - Addressing Emotional Motivators in Decision-Making Gleb shares a case study on addressing emotional motivators for engineers to drive change. He emphasizes understanding emotional needs to align incentives and achieve desired outcomes. 00:40:42 - Five Questions for Good Decision-Making Gleb outlines a five-question process for making good decisions and averts disasters. He emphasizes considering important information, dangerous judgment errors, seeking objective advice, addressing potential failures, and being open to changing one's mind. 00:43:53 - Revisiting Decisions Gleb discusses the importance of setting revision points for decisions. Revisiting decisions is crucial to avoid getting stuck with a bad decision. He provides an example of setting a revision point when contacting a client. 00:44:20 - Clear Revision Points Having a clear revision point helps in avoiding anxiety and rumination about a decision. It provides a sense of control and direction for future actions, preventing wasted time and resources. 00:45:02 - 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: [email protected] 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 Gleb: LinkedIn Disaster Avoidance Experts Twitter  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: Never go with your gut, by Gleb Tsipursky Mixed Signals, by Uri Gneezy What Your Employees Need and Can't Tell You, by Melina Palmer The Power of Us, by Jay Van Bavel & Dominic Packer Getting to Sorry, by Marjorie Ingall and Susan McCarthy Top Recommended Next Episode: Gleb Tsipursky Interview (ep 175) Already Heard That One? Try These:  Anchoring & Adjustment (ep 11) Herding (ep 19) iNcentives: The N in NUDGES (ep 36) Uri Gneezy Interview (ep 273) Dominic Packer Interview (ep 304) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Free 8 video-based module course, “Wise Decision Maker Course,” and free “Assessment on Dangerous Judgment Errors in the Workplace”
5/6/202449 minutes, 3 seconds
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389. The Power of Timeboxing with Marc Zao-Sanders

In this episode of The Brainy Business podcast, host Melina Palmer and guest Marc Zao-Sanders reveal how the technique of timeboxing transformed not just his productivity but his life. In this episode, you'll hear a genuine transformation story from chaos to structured success, and how intentional living can lead to profound personal and professional growth.  Marc and Melina dissect the practicalities of digital organization, intentional decisions, and share personal experiences that bring the concept to life. Learn why timeboxing is more than just a productivity hack – it's a path to a more purposeful life. If you're looking to make meaningful changes to your daily routine, this episode offers wisdom and actionable steps without the hype. Join us for a dose of reality about the power of scheduling and prioritizing that could truly reshape your outlook on work and life. In this episode: Maximize Productivity: Unlock the benefits of timeboxing to supercharge your daily output and efficiency. Harness Time Management: Learn the art of implementing timeboxing, a powerful technique to take control of your schedule and accomplish more. Optimize Productivity: Explore the nuances between timeboxing and time blocking to revolutionize your approach to time management. Prioritize Effectively: Discover strategies for prioritizing tasks using timeboxing, ensuring maximum impact in minimal time. Foster Collaboration: Strengthen team collaboration with shared calendars, enhancing efficiency and synergy within your organization. Show Notes: 00:00:00 - Introduction Melina introduces Marc Zhao-Sanders, author of Timeboxing, and sets the stage for the conversation about the psychology of time management and productivity. 00:03:32 - Marc's Background and the Origin of Timeboxing Marc shares his journey from being disorganized at the start of his career to creating his system of personal productivity and stumbling upon the concept of timeboxing through an article in Harvard Business Review. 00:08:42 - Success of Timeboxing Marc discusses the popularity of timeboxing, the TikTok video that led to a book deal, and the widespread reach of the concept with translations in 33 languages. 00:11:35 - The Power of Timeboxing for Everyone Marc emphasizes that timeboxing is not just for naturally organized individuals. Still, it can benefit anyone, especially in terms of mental health and feeling in control of one's time and productivity. 00:14:07 - Differentiating Timeboxing and Time Blocking Marc provides a four-part definition of timeboxing, highlighting the intentional decision-making, scheduling, and flexibility of the practice, and distinguishes it from time blocking as a more comprehensive approach to managing time. 00:15:05 - The Importance of Timeboxing Marc discusses the importance of timeboxing in making decisions and spending time intentionally, free from distractions. This allows for prioritizing tasks and committing to single-tasking. 00:16:17 - Defining Timeboxing Marc defines time boxing as scheduling specific blocks of time to work on tasks, committing to single-tasking, and ensuring task completion to an acceptable standard within the allocated time. 00:17:36 - Parkinson's Law and Timeboxing Marc talks about Parkinson's Law and how time expands to fill the time allowed. He emphasizes the importance of setting deadlines and timeboxing to avoid endless, frustrating tasks. 00:20:01 - Overcoming Timeboxing Challenges Marc addresses the challenges of timeboxing, especially for new tasks. He recommends starting small with time boxes and gradually building confidence in the process. 00:24:51 - The Power of One Thing at a Time Marc emphasizes the productivity of focusing on one thing at a time and the mantra "one thing at a time" to avoid multitasking and increase efficiency. He also discusses the satisfaction of completing tasks according to one's plan. 00:29:58 - Efficient To-Do List Management Marc explains how to efficiently manage a to-do list using timeboxing and spreadsheet functionality. He emphasizes the 80/20 rule and the importance of prioritizing tasks. 00:31:41 - Ranking and Sorting Tasks Marc discusses the importance of ranking and sorting tasks based on urgency and importance. He also addresses the issue of prioritizing tasks and provides advice on how to handle items with high rankings. 00:32:53 - Calibrating Priorities Marc shares his approach to collapsing urgency and importance, and emphasizes the need for calibration when dealing with tasks that are ranked highly. He also discusses the value of retaining tasks for future reference. 00:36:56 - Data-Driven Time Management Marc highlights the value of using hashtags and search terms in digital calendars for time management insights. He emphasizes the importance of quantifying and prioritizing activities, such as learning and reading, through intentional time boxing. 00:43:42 - Living an Intentional Life Marc discusses the concept of living an intentional life and emphasizes the importance of setting milestones and time boxing for aspirational activities, such as travel planning. He encourages planning to achieve desired outcomes. 00:44:24 - The Importance of Timeboxing and Planning Marc discusses the significance of planning and timeboxing to achieve goals. He emphasizes the need for setting specific milestones rather than vague timelines like "soon" or "next week." 00:46:33 - Accountability and Collaboration Marc and Melina talk about accountability and collaboration in the context of timeboxing. They explore the positive effects of timeboxing on reassurance and realistic task allocation within a team. 00:47:29 - Digital Calendar Sharing and Transparency Marc delves into the benefits of sharing digital calendars within a team, highlighting the positive impact on task dependencies and realistic time allocation. He also touches on the potential positive pressure created by the Hawthorne effect. 00:49:11 - Using Emojis in Timeboxing The conversation shifts to the use of emojis in timeboxing and calendar management. Marc explains the light-hearted and visually pleasant aspect of incorporating emojis into time management, adding a touch of fun to the process. 00:51:48 - 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: [email protected] 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 Marc: Filtered Blog Marc’s Website LinkedIn 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: Timeboxing, by Marc Zao-Sanders Indistractable, by Nir Eyal The Life Changing Magic of Tidying Up, by Marie Kondo Work Well, Play More, by Marcey Rader Come Up For Air, by Nick Sonnenberg ​​Top Recommended Next Episode: Precommitment (ep 120) Already Heard That One? Try These:  Time Pressure (ep 74) Bikeshedding (ep 99) Habits (ep 256) Nir Eyal Interview (ep 290) Unmasking the Hawthorne Effect (ep 364) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter How Timeboxing Works and Why It Will Make You More Productive To Do Lists Don’t Work TEDx Portland
5/2/202455 minutes, 20 seconds
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388. Precommitment Psychology: Sticking to Your Goals (Refreshed Episode)

In this episode of The Brainy Business podcast, Melina Palmer explores the psychology behind precommitments and how they can profoundly impact our lives. Step into a thought-provoking conversation about the tools that assist us in adhering to our goals, including innovative apps like Stickk and Forest. Melina discusses the art of balancing personal aspirations and professional interactions, sharing anecdotes and advice on commitment and accountability. Get insights into practical methods for setting realistic deadlines and implementing precommitment tactics that truly work. Anticipate an exciting look ahead to her upcoming TEDx talk as well. This episode isn't just about tips—it's an invitation to a deeper understanding of commitment psychology, paving the way for lasting change. Perfect for anyone looking to harness the power of their intentions, this episode promises to be both enlightening and inspiring. In this episode: Master the benefits of precommitment strategies to achieve your personal and professional goals effectively. Incorporate behavioral economics in your business for improved decision-making and success. Overcome cognitive dissonance in goal setting to enhance your self-discipline and productivity. Utilize time boxing to maximize your productivity and accomplish your tasks efficiently. Leverage loss aversion to boost your motivation and drive towards achieving your objectives. Show Notes: 00:00:00 Introduction Melina introduces the concept of precommitment and explains how it can make us more likely to follow through on our intentions, whether it's committing to ourselves or someone else. 00:03:52 - Overcoming Time Discounting Melina delves into the concept of time discounting and how we often make decisions that prioritize short-term gains over long-term benefits. Precommitment helps us overcome this bias and stick to our commitments. 00:09:35 - Cognitive Dissonance and Behavior Change Melina discusses cognitive dissonance and its role in behavior change. She emphasizes the importance of facing our past behavior and accepting it in order to make meaningful changes in our commitments and habits. 00:11:34 - Implementing Precommitment Tactics Melina provides practical strategies for implementing precommitment devices to keep commitments. She emphasizes the importance of addressing the root causes of behavior and finding precommitment tactics that align with our motivations and goals. 00:14:33 - Tools for Precommitment Melina highlights the Stickk app, crafted by behavioral economists to help users stick to their goals. She encourages listeners to explore tools and ideas that can support their precommitment tactics and help them achieve cognitive alignment. 00:15:03 - Making Commitments and Using Precommitment Devices Melina discusses the importance of making commitments and using precommitment devices to ensure sticking to them. She provides examples of setting up commitments and consequences to keep oneself motivated. 00:16:29 - Using the Forest App for Productivity Melina introduces the Forest app, which helps in increasing productivity by creating a virtual forest and using it as a visual representation of commitment. She explains how the app helps in staying focused and avoiding distractions. 00:18:16 - Making Precommitments in Business and Teams Melina emphasizes the importance of making precommitments in business and teams to ensure follow-through on commitments. She explains how setting up appointments and deadlines in the moment increases accountability and keeps everyone on track. 00:21:11 - The Loss Aversion Jar for Precommitment Melina introduces the concept of the loss aversion jar as a precommitment tactic. She explains how it works by setting goals, putting money in the jar for daily commitments, and losing all the funds if the commitment is not met. The jar serves as a visual reminder and motivator. 00:26:41 - Embracing Precommitment to Achieve Goals Melina encourages listeners to embrace precommitment to achieve their goals. She shares her own experience of using precommitment tactics and emphasizes the importance of focusing on one important goal at a time to see real progress. 00:29:37 - The Importance of Understanding Consumer Behavior Melina discusses the significance of understanding consumer behavior in marketing, emphasizing the impact of decision-making on purchasing behavior. 00:30:20 - Factors Influencing Consumer Choices Melina delves into the various factors that influence consumer choices, including cognitive biases, emotions, and social influences, highlighting the complexity of decision-making processes. 00:31:05 - The Role of Behavioral Economics in Marketing The conversation shifts to the role of behavioral economics in marketing, with Melina stressing the importance of leveraging behavioral insights to design effective marketing strategies and campaigns. 00:32:15 - 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: [email protected] 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 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: What Your Customer Wants and Can't Tell You, by Melina Palmer The Selling Staircase, by Nikki Rausch Good Habits, Bad Habits, by Wendy Wood Timeboxing, by Marc Zao-Sanders Work Well, Play More, by Marcey Rader Top Recommended Next Episode: Aline Holzwarth Interview (ep 135) Already Heard That One? Try These:  Habits (ep 21) The Overwhelmed Brain and its Impact on Decision Making (ep 32) How to Organize Your Brain with Behavioral Economics (ep 83) Nikki Rausch Interview (ep 96) Confirmation Bias (ep 260) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Don’t Let Me Do That! – Models of Precommitment Precommitment Precommitment and Procrastination: Behavioral Tools for Students Forest App Stickk App
4/29/202429 minutes, 39 seconds
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387. Unlocking Exponential Growth: The Secret Sauce Behind Psychological Safety

In this episode of The Brainy Business podcast, Melina Palmer engages in an enlightening conversation with Hugh Massie, the executive chairman and founder of DNA Behavior. Hugh's journey into human behavior began during his tenure as a tax specialist at Arthur Anderson, where he honed his ability to tailor advice to clients based on their behavior. This experience led him to establish a wealth management family office business, where he recognized the crucial importance of understanding individual behaviors, particularly in relation to money.  Throughout the episode, Hugh emphasizes the critical need for psychological safety in business environments and shares personal experiences that underscore the impact of creating a safe space for open communication among team members, clients, and employees. His expertise in utilizing technology to understand and interact with individuals more effectively, improving communication, talent matching, and overall employee and client experience, makes this episode a must-listen for business leaders and managers focused on enhancing team collaboration and performance. In this episode: Understand the significance of psychological safety for fostering a supportive and productive work environment. Master effective communication strategies to enhance team collaboration and performance. Explore the potential of leveraging technology to optimize team productivity and efficiency. Gain insights into human behavior in leadership to improve decision-making and team management. Learn how open communication builds trust and strengthens team dynamics for enhanced performance. Show Notes: 00:00:00 - Introduction Melina introduces Hugh Massie, the founder of DNA Behavior, and shares his background in behavioral solutions architecture and the importance of understanding human behavior. 00:03:54 - Hugh's Background and Work Hugh shares his background as a CPA and his transition into understanding human behavior through his experiences in the workplace and working with clients in a family wealth management business. 00:12:57 - Cost of Miscommunication Melina discusses the significant cost of miscommunication in the workplace, including the 17 hours per person per week spent clarifying previous messages and the high percentage of misunderstood emails. 00:15:10 - Psychological Safety in Business Hugh delves into the concept of psychological safety, using the example of Boeing's management pressure for financial results leading to the dismissal of employees who raised concerns about the design of the 737 MAX, highlighting the importance of creating a safe environment for open communication. 00:16:28 - Cultural Issues in Organizations Hugh discusses the cultural issues at Boeing and Arthur Anderson, emphasizing the importance of psychological safety in a business environment. He highlights the need for team members to feel free to express themselves and share information. 00:18:28 - Support and Responsibility Hugh emphasizes the importance of supporting team members and taking responsibility as a leader. He discusses the need for leaders to have their team's back and to take ownership of decisions. He also addresses the importance of managing emotions and showing up with the right energy. 00:21:39 - Trust and Autonomy Melina shares a personal story about trust and autonomy in her previous workplace, emphasizing the importance of having a leader who supports their team's decisions. She highlights the impact of a leader's trust and support on the team's ability to have open conversations. 00:26:15 - Psychological Safety in Business Hugh discusses the significance of psychological safety in the workplace, particularly in financial services firms. He explains how leaders' willingness to share their DNA discovery profile assessment with their team members can impact the organization's success. 00:31:32 - Technology and Communication Melina and Hugh discuss the use of technology to customize communication based on individual styles. They highlight the benefits of using technology to communicate thoughtfully and effectively, catering to the recipient's preferences and emotional intelligence. 00:32:31 - Understanding the Core of Human Behavior Hugh explains that a person's natural hardwired behavior is 85% determined by age three and 95% by age seven. This core behavior influences how people react under pressure and their comfort in different environments. 00:35:19 - Depth and Accuracy of the Model Hugh discusses the forced choice scoring model used in their system, which measures 4000 psychometric metrics to provide a deeper understanding of an individual's behavior. The model goes beyond traditional assessments like Myers Briggs and disc profiles. 00:37:54 - Application across Different Industries The system is utilized not only within internal teams but also with clients in various industries, including wealth management and other businesses requiring ongoing engagement and relationships. The focus is on understanding and communicating with individuals in a way that aligns with their natural behavior. 00:41:36 - The Platinum Rule of Communication The conversation delves into the importance of adapting communication to the individual on the other side, known as the "platinum rule." Understanding and accommodating the preferences of others leads to better relationships and interactions. 00:46:42 - Trust and Psychological Safety The discussion emphasizes the significance of trust and psychological safety in relationships, both professional and personal. The importance of responsiveness, respect, and adaptability in building and maintaining trust is highlighted. 00:48:01 - Understanding Human Behavior and Differences The conversation starts with the importance of understanding human behavior and dealing with differences among people in the workplace. It emphasizes the need for leaders to communicate effectively with everyone and align their strengths. 00:49:45 - Technology for Effective Communication The discussion highlights the role of technology, specifically gene AI, in enabling real-time communication and interaction among team members. It emphasizes the importance of using technology to tailor messages to individual preferences for better engagement. 00:50:37 - Leveraging Technology for Efficiency The conversation delves into how technology, when used thoughtfully, can save time and effort by automating communication processes. It emphasizes the value of investing upfront in technology to yield significant long-term benefits. 00:53:20 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 Hugh: DNABehavior.com  LinkedIn  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: Tune In, by Nuala Walsh Leadership Behavior DNA, by Lee Ellis and Hugh Massie The Speed of Trust, by Stephen MR Covey What Your Employees Need and Can’t Tell You, by Melina Palmer The Microstress Effect, by Rob Cross and Karen Dillon Top Recommended Next Episode: Nuala Walsh Interview (ep 386) Already Heard That One? Try These:  Yves Bourdeaux Interview (ep 375) Vulnerability Loops (ep 229) The Speed of Trust (ep 148) The Microstress Effect (ep 287) The Friction Project (ep 385) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
4/25/202456 minutes, 46 seconds
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386. Why Workplace Whistleblowing is So Rare w/ Nuala Walsh (Refreshed Episode)

In this episode of The Brainy Business podcast, Nuala Walsh, CEO of Mind Equity Consulting, shares her extensive experience in advising on behavior change, culture, and communications for various organizations, including World Athletics and the Football Association. With a background in behavioral science and a focus on gender equality and diversity, Nuala provides valuable insights into the challenges of whistleblowing in the workplace.  She emphasizes the reluctance of employees to report misconduct, highlighting the high costs involved, such as job loss and harassment. Nuala's research underscores the ineffectiveness of zero-tolerance policies and the need for organizations to create supportive environments where speaking up is encouraged and safe. Her discussion with host Melina Palmer delves into the significance of courage-based stories in inspiring employees to speak up and the importance of creating a culture of psychological safety. Nuala's expertise and practical insights make this episode essential for ethics and compliance professionals, offering strategies to foster a culture of ethical behavior and address whistleblowing challenges effectively. In this episode: Uncovering Workplace Whistleblowing Challenges: Learn to navigate and overcome the complexities of workplace whistleblowing for a culture of integrity. Embracing Cognitive Diversity in Decision-Making: Harness the power of diverse perspectives to enhance the quality of organizational decisions and problem-solving. Fostering Psychological Safety: Cultivate an environment where employees feel safe to express themselves and contribute to innovative solutions. Celebrating Courageous Actions in Organizations: Recognize and reward acts of courage that drive positive change and ethical conduct within the workplace. Addressing Barriers to Reporting Misconduct: Equip yourself with strategies to effectively identify and dismantle obstacles to reporting misconduct in the workplace. Show Notes: 00:00:00 - Introduction Melina Palmer introduces the episode about whistleblowing at work and the reasons why so few people actually blow the whistle, even when they intend to or know something is wrong. 00:02:24 - Nuala Walsh's Work in Behavioral Science Nuala shares her extensive experience in behavioral science, her roles in advising on behavior change, brand and reputation, culture and communications for private sector organizations, and her involvement in gender-based initiatives. 00:08:03 - Getting Involved in D&I Nuala discusses her involvement with UN Women, World Athletics, and the Football Association, highlighting the challenges she observed in the male-dominated corporate world and her transition into the gender agenda and diversity and inclusion initiatives. 00:11:01 - Overcoming Familiarity Bias in Hiring Nuala emphasizes the importance of cognitive diversity in board appointments, shares her experience with unconscious bias in executive search hires, and suggests listening to recruitment agencies to achieve diverse hiring at the top level. 00:15:32 - Overcoming Biases in Decision Making Nuala emphasizes the importance of companies listening to independent groups to avoid falling prey to their own biases when making final decisions for roles. 00:16:09 - The Impact of Bias on Decision Making The discussion delves into different biases such as confirmation bias, familiarity bias, status quo bias, and loss aversion, and their influence on decision-making processes. 00:17:14 - Encouraging Whistleblowing Nuala discusses her research on whistleblowing and the challenges employees face in speaking up when they witness wrongdoing. She highlights the need for companies to encourage employees to speak up and the potential consequences whistleblowers may face. 00:18:32 - The Bystander Effect Nuala shares her fascination with the bystander effect and its application to whistleblowing. She discusses the reluctance of bystanders to take action and the factors influencing their behavior in such situations. 00:20:38 - Balancing Encouragement and Risk Nuala reflects on the conflicting emotions of encouraging people to speak up while acknowledging the potential risks they may face. She highlights the need for companies to adopt a more integrated and holistic approach to addressing the issue of whistleblowing. 00:30:15 - Recognizing Courage in Whistleblowers Nuala discusses the act of whistleblowing as an act of courage and shares her insights on communicating courage-based stories. She highlights the story of Harry Markopoupoulos and his attempts to expose Bernie Madoff's fraudulent activities. 00:31:35 - Embracing Outgroup Members as Heroes Nuala emphasizes the importance of sharing inspirational stories of whistleblowers, including those who are not well-known. She discusses the significance of portraying individuals like Harry Markopoupoulos, who was an outgroup member, as heroes. 00:32:45 - Shifting the Dial on Whistleblowing Nuala stresses the value of internal whistleblowers who have prevented disasters within their organizations. She suggests celebrating and sharing their stories to promote a positive shift in the culture of whistleblowing within companies. 00:33:30 - The Challenge of Measuring Whistleblowing Culture Nuala addresses the limitations of tracking whistleblowing culture solely through surveys. She highlights the need for evidence-based tracking and metrics to effectively measure the impact of storytelling on promoting ethical behavior within organizations. 00:37:40 - Intention vs. Action in Whistleblowing Melina reflects on the discrepancy between intentions and actions in whistleblowing. She discusses how the passage of time can impact individuals' willingness to speak up and draws parallels to Dolly Chug's insights on the perception of past and future events. 00:38:15 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 Nuala: Mindequity Website Nuala on LinkedIn Nuala on Twitter 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: Tune In, by Nuala Walsh A More Just Future, by Dolly Chugh Getting Along, by Amy Gallo Finding Confidence in Conflict, by Kwame Christian The Speed of Trust, by Stephen M.R. Covey Top Recommended Next Episode: Tune In (ep 379) Already Heard That One? Try These:  Change Management (ep 226) Biases Toward Others (ep 314) A More Just Future, with Dolly Chugh (ep 247) Meet GAABS! (ep 121) Familiarity Bias (ep 149) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter How to Encourage Employees to Speak Up When They See Wrongdoing
4/22/202440 minutes, 12 seconds
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385. Defeating Workplace Friction w/ Huggy Rao

In this episode of The Brainy Business podcast, Huggy Rao, a distinguished professor at the Stanford Graduate School of Business, shares profound insights on the concept of workplace friction and its impact on organizational dynamics. Huggy's extensive research and expertise in organizational behavior and management bring a unique perspective to the discussion, emphasizing the critical role of leaders in managing workplace obstacles effectively. Throughout the episode, Huggy dissects the complexities of workplace friction, from the detrimental effects of time poverty on decision-making to the strategic implementation of good and bad obstacles in organizations.  His compelling anecdotes and practical examples underscore the need for leaders to navigate obstacles thoughtfully and promote a balanced approach to friction management. By delving into the nuances of adding and subtracting friction in decision-making and problem-solving contexts, Huggy provides invaluable guidance for managers and leaders seeking to optimize employee engagement and drive organizational success. This episode is a must-listen for managers and leaders in organizations looking to enhance decision-making processes, foster a culture of curiosity and generosity, and strategically manage workplace friction for improved performance and employee well-being. In this episode: Analyze workplace friction to identify and overcome organizational obstacles, enhancing team productivity and efficiency. Improve decision-making by understanding the impact of time poverty and implementing effective time management strategies for enhanced productivity. Recognize the importance of both good and bad obstacles in the workplace, and learn how to leverage them to foster growth and innovation within the organization. Implement proven strategies for reducing workplace friction, leading to a more harmonious and collaborative work environment. Foster creativity by embracing and managing constructive friction in the workplace, unlocking the full potential of your team's innovative capabilities. Show Notes: 00:00:00 - Introduction, Dr. Huggy Rao introduces the concept of friction in organizations and its impact on decision making and productivity. Explains the difference between bad friction and good friction. 00:02:28 - Impact of Friction on Decision Making Huggy discusses the impact of time poverty and the addition bias on decision making in organizations. Emphasizes the importance of removing bad obstacles and introducing good obstacles to improve productivity. 00:12:36 - Importance of Addressing Small Friction Huggy shares the example of reducing a single mouse click for nurses in hospitals and its significant impact on saving time. Emphasizes the importance of addressing small friction to gain momentum for addressing larger issues. 00:14:15 - Mowing the Lawn in Organizations Huggy discusses the concept of "mowing the lawn" in organizations, addressing small issues that are often overlooked. Shares examples of companies saving significant time by focusing on small friction and giving the gift of time back to employees. 00:16:05 - Introducing Good Friction Huggy discusses the importance of introducing good friction to prevent bad friction in organizations. Shares a case study of AstraZeneca saving 2 million hours to give the gift of time back to employees, resulting in improved productivity and service. 00:16:59 - Adding and Subtracting Friction Huggy discusses the importance of adding constraints to combat the tendency to constantly add. He shares examples of how adding friction can be beneficial in decision-making, creativity, and complex tasks. 00:17:46 - The Value of Good Friction Huggy highlights the value of good friction in decision-making, creative work, and complex tasks. He emphasizes the need to add obstacles to slow down decisions and foster deliberation in certain situations. 00:19:22 - Friction Forensics The concept of friction forensics is introduced, with examples such as the five-person investment committee at Andreas and Horowitz and the importance of constraints in the creative process. Huggy Rao also shares examples of adding friction to prevent the wrong actions, such as in a banking scenario. 00:24:15 - Constructive Friction in Healthcare Huggy discusses the use of constructive friction in healthcare, citing the example of how a simple ten-minute memo requirement for opioid prescriptions significantly reduced opioid prescriptions in the state of Massachusetts. 00:27:59 - Reducing Bad Friction Huggy highlights examples of reducing bad friction for customers, such as the trail guide at the DMV and the introduction of self-operated kiosks at local grocery stores for DMV transactions. He also discusses the use of AI to help reduce friction for network engineers in a large networking company. 00:33:05 - The Impact of Jargon Monoxide Huggy and Melina discuss the concept of jargon monoxide and its negative impact on curiosity and generosity. They highlight the importance of reframing jargon to make messages more accessible and meaningful. 00:34:47 - The Power of Clear Communication Huggy shares a powerful story about a submarine company CEO who effectively communicated his vision to the employees without using any jargon. The example emphasizes the importance of clear communication and the impact it can have on organizational culture. 00:39:41 - The Role of Profanity in Communication Huggy discusses how profanity can sometimes be more effective in ensuring everyone understands a message, compared to using complex jargon or vague phrases. He shares a humorous example to illustrate this point. 00:43:28 - The Help Pyramid for Friction Fixing Huggy explains the "help pyramid" framework for addressing friction in organizations, from reframing communication to organizational and neighborhood design. He emphasizes the need to focus on practical solutions rather than psychologizing the consequences of friction. 00:47:40 - Making Work Less of a Grind Huggy encourages readers to visit his website and engage with the content from the book "The Friction Project," emphasizing the goal of making the world of work less of a grind by becoming more choiceful in addressing friction. 00:49:20 - The Power of Generosity and Curiosity Huggy and Melina discuss the importance of curiosity and generosity in reducing friction. Being curious about the user and focusing on their needs is an act of generosity that can lead to reciprocity and desired actions. 00:50:03 - Impact of Friction on User Experience They emphasize the significance of considering the user's perspective and minimizing unnecessary friction. Being generous by making processes easier for the user can lead to desired outcomes, such as form completion or product purchase. 00:50:41 - Leveraging Friction for Business Strength Huggy and Melina explore how businesses can use friction to their advantage, either by removing it or adding it strategically. They discuss the potential for friction to strengthen businesses and drive success. 00:51:10 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Huggy: Huggyrao.com Bobsutton.net  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 Friction Project, by Robert Sutton and Huggy Rao Sludge, by Cass Sunstein Friction, by Roger Dooley Presuasion, by Robert Cialdini What Your Employees Need and Can’t Tell You, by Melina Palmer Top Recommended Next Episode: Sludge (ep 384) Already Heard That One? Try These:  The Ikea Effect (ep 380) Roger Dooley Interview (ep 274) Leidy Klotz Interview (ep 322) Robert Cialdini Interview (ep 312) Framing (ep 296) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
4/18/202451 minutes, 47 seconds
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384. The Hidden Tax of Sludge in Business (Refreshed Episode)

In this episode of The Brainy Business podcast, Melina Palmer delves into the concept of sludge in business processes, shedding light on unnecessary barriers that hinder customers and internal operations. Drawing from her deep understanding of behavioral economics and cognitive psychology, Melina provides practical insights and real-world examples to demonstrate the impact of sludge on customer satisfaction, employee morale, and overall efficiency.  With a focus on creating brain-friendly environments, she offers actionable strategies and resources for businesses to streamline processes and eliminate sludge, making it easier for people to engage with their products and services. Melina’s expertise and engaging approach make the complex topic of sludge accessible and applicable for business owners and managers seeking to enhance efficiency, reduce friction, and improve customer experience. This episode serves as a valuable resource for those looking to optimize decision-making processes and drive success within their organizations. In this episode: Understand how sludge in business processes impacts your bottom line. Improve customer satisfaction by eliminating bureaucratic hurdles in operations. Quantify the costs of unnecessary barriers and optimize your resources. Leverage behavioral economics to enhance efficiency and productivity in your business. Show Notes: 00:00:00 - Introduction Melina introduces the concept of sludge and its impact on decision-making and processes in business and everyday life. 00:05:18 - Effects of Sludge Melina explains the pervasive nature of sludge and its detrimental effects on economic growth, public health, education, and equality. She provides examples of sludge in various contexts, including financial aid, healthcare, and voting. 00:11:44 - Understanding Sludge Melina delves into the characteristics of sludge, including waiting time, reporting burdens, administrative requirements, and transaction costs. She emphasizes that sludge is not always a negative force and can sometimes be necessary or beneficial. 00:12:29 - Quantifying Sludge Melina discusses the challenges of quantifying sludge and differentiating it from other transaction costs and administrative burdens. She highlights the importance of understanding the real impact of sludge to effectively address and remove it in business processes. 00:14:18 - Importance of Removing Sludge Melina explains the significance of removing sludge in business processes, using Amazon's one-click buying as an example of the value of reducing friction in the customer experience. She encourages businesses to assess the potential value of removing sludge from their processes. 00:15:29 - The Impact of Sludge in the Buying Process In the buying process, extra fields and steps act as partitions that make people evaluate if it's worth it or not. Businesses often add unnecessary questions that lead to lost sales and missed opportunities. 00:17:38 - Focus on Micro Moments and Necessary Information Focusing on each micro moment and asking only what's necessary can help remove sludge. For example, simplifying the discovery call form to just name and email can lead to more conversions. 00:19:32 - Examples of Sludge in Business Operations Sludge is not just limited to customer interactions but can also be present in back-office operations. This can include complicated decisions, too many choices, and unnecessary procedures that waste time and money. 00:24:20 - Trust and Sludge in the Back Office Trusting employees can reduce sludge and improve efficiency. When unnecessary procedures and processes are eliminated, more work gets done for less money. Trust and removing sludge go hand in hand in the back office. 00:25:11 - Quantifying the Cost of Sludge Quantifying the cost of sludge can help justify the need for its removal. The example of TSA Precheck demonstrates how quantifying the time saved and its monetary value can show the benefits of removing sludge. 00:30:45 - Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Sludge, by Cass Sunstein The Friction Project, by Robert Sutton and Huggy Rao Friction, by Roger Dooley Nudge, by Richard Thaler and Cass Sunstein The Speed of Trust, by Stephen M.R. Covey Top Recommended Next Episode: Roger Dooley Interview (ep 274) Already Heard That One? Try These:  Partitioning (ep 254) Paradox of Choice (ep 171) Introduction to NUDGES and Choice Architecture (ep 35) What Problem Are You Solving? (ep 126) Cass Sunstein Interview (ep 371) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter REDUCING ELEVATOR ENERGY USE: A COMPARISON OF POSTED FEEDBACK AND REDUCED ELEVATOR CONVENIENCE
4/15/202431 minutes, 4 seconds
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383. The Power of Ritual w/ Michael Norton

In the episode of The Brainy Business podcast, Dr. Michael Norton, a professor at Harvard Business School and author of The Ritual Effect, explores the significance of rituals in our lives. Michael delves into the distinctions between habits, routines, and rituals, emphasizing the emotional depth and purpose that rituals add to our actions. He shares insights into the role of rituals in various domains, from sports to work, family, and personal routines. Drawing from his interest sparked by unique mourning practices in the American Civil War, Michael discusses how rituals can serve as tools for coping, connection, and a sense of progress.  His expertise and research on the subject make this episode a valuable resource for individuals seeking a deeper understanding of how rituals can enhance well-being and provide a sense of purpose in daily life. The episode offers a comprehensive exploration of the topic, making it a compelling listen for anyone looking to incorporate more meaning and connection into their everyday experiences. In this episode: Explore the Profound Impact of Rituals on Daily Well-being Discover the Power of Incorporating Rituals for Deeper Meaning and Connection Uncover the Role of Rituals in Fostering Stronger Team Dynamics and Communication Delve into the Importance of Rituals for Cultivating a Sense of Purpose in Daily Life Understand the Transformative Influence of Rituals on Personal and Professional Well-being Show Notes: 00:00:00 - Introduction Melina introduces Dr. Michael Norton, author of the Ritual Effect, and shares his background as a professor of business administration at Harvard Business School. 00:01:49 - The Difference Between Habits and Rituals Michael explains the difference between a habit, a routine, and a ritual, using the example of daily behaviors like showering and toothbrushing. Habits are routine actions, while rituals have more emotional meaning and significance. 00:07:06 - The Origin of Interest in Rituals Michael shares how his interest in rituals began with reading about grief rituals in the American Civil War and the individual, personal rituals people create to honor loved ones. The variety and personal nature of rituals sparked his curiosity. 00:10:55 - Research Process and Cultural Comparisons Michael discusses the research process for studying rituals, including comparing and contrasting rituals across different cultures. He highlights how individual, private rituals play a significant role in people's lives, especially during times of grief. 00:13:08 - Rituals in Sports and Unconscious Rituals The conversation explores how rituals are used in sports and how some rituals are performed unconsciously. Michael emphasizes the significance of both conscious and unconscious rituals in various aspects of life, from sports to personal routines. 00:13:42 - The Role of Rituals in Sports and Work Michael discusses the significance of rituals in sports and work, highlighting how they offer a unique insight into human behavior and the acceptance of certain behaviors in different contexts. 00:16:01 - The Importance of Rituals Michael delves into the importance of rituals and their role in various domains of life, such as performance, dining, family holidays, and grief. He emphasizes how rituals serve as coping mechanisms and tools to navigate different life situations. 00:17:59 - Rituals in the Workplace The conversation shifts to the use of rituals in the workplace, from the start of the day to interactions within teams and the process of leaving work behind at the end of the day. Michael highlights how rituals permeate different aspects of work life. 00:20:07 - Transitioning to Remote Work and Rituals Michael explores the adaptation of rituals in the context of remote work, citing examples of individuals creating new rituals to mark the transition between home and work environments. The discussion touches on the impact of collective experiences, such as the COVID-19 pandemic, on the evolution of rituals. 00:22:52 - Creating Meaningful Family Rituals Michael emphasizes the dual role of rituals in families, serving as reminders to gather and as expressions of unique family identity. He shares insights on the significance of family rituals in preserving connections, honoring traditions, and creating lasting memories. 00:28:18 - The Importance of Team Rituals Michael discusses the benefits and downsides of team rituals, emphasizing how they create a smooth dynamic but can lead to conflicts with other groups' practices. 00:30:03 - Creating Meaningful Team Rituals Michael suggests that team rituals should be organic and based on shared language or practices within the group, such as how meetings are started. He highlights the emotional resonance of self-crafted rituals over forced corporate ones. 00:32:20 - Unintended Bonding Through Manager-Imposed Rituals Michael points out that even when managers mandate rituals, it can inadvertently bond employees against the manager. He compares this to how parents' disciplinary actions can unite children against them. 00:35:25 - Embracing Idiosyncrasies and Personal Rituals Michael and Melina discuss the significance of personal rituals in calming oneself and getting into a specific mindset, such as preparing for presentations. They emphasize the commonality and quirkiness of human rituals. 00:40:40 - The IKEA Effect and Personal Rituals Michael explains the IKEA effect, where people value things they create more than pre-made ones. He ties this concept to personal rituals, highlighting the different meaning imbued in self-crafted rituals compared to externally derived ones. 00:41:32 - The Importance of Personalizing Rituals Michael discusses the significance of personalizing rituals, emphasizing the value of adding individuality to common activities and the role of rituals in fostering connection and ownership. 00:42:03 - Observing and Incorporating Rituals Michael highlights the importance of observing existing rituals and incorporating them into daily life. He also explores the potential for experimenting with new traditions to enhance experiences and connections. 00:43:14 - Conclusion Melina's top insights from the conversation. 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: [email protected] 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 Michael: Michael’s Website LinkedIn Twitter 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 Ritual Effect, by Michael Norton Good Habits, Bad Habits, by Wendy Wood For the Culture, by Marcus Collins The Power of Us, by Dominic Packer What Your Employees Need and Can’t Tell You, by Melina Palmer Top Recommended Next Episode: The Ikea Effect (ep 380) Already Heard That One? Try These:  Nick Hobson Interview (ep 382) Wendy Wood Interview (ep 127) Habits (ep 256) Dominic Packer Interview (ep 304) Marcus Collins Interview (ep 305) Nostalgia (ep 79) Endowment Effect (ep 139) Vulnerability Loops (ep 229) Priming (ep 252) Cassie Holmes Interview (ep 257) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
4/11/202446 minutes, 11 seconds
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382. Understanding Customers Through Emotions w/ Nick Hobson (Refreshed Episode)

In this episode of The Brainy Business podcast, Dr. Nick Hobson, a distinguished behavioral scientist specializing in social psychology and social neuroscience, joins host Melina Palmer for an insightful discussion on the intersection of psychology, philosophy, and behavioral science. Dr. Hobson's journey into the realm of rituals and moral emotions, shaped by collaborations with renowned behavioral scientists like Mike Norton and Francesca Gino, underscores his profound expertise in the field.  The episode delves into the practical applications of psychology, emphasizing the interconnectedness of theoretical foundations and real-world practices in understanding human behavior. Nick's expertise in leveraging technology and behavioral science to analyze emotions and attitudes, exemplified by Emotive Technologies' product, Apex, offers valuable insights for businesses seeking to understand consumer actions. With a wealth of knowledge and expertise, Nick's perspective adds depth and practical relevance to the conversation, making this episode a must-listen for behavioral science researchers and practitioners. In this episode: Explore the profound impact of rituals on human behavior, shedding light on their significance in shaping daily actions and choices. Gain insights into the cognitive processes underlying decision-making behavior, illuminating the intricate mechanisms guiding individual choices and preferences. Delve into the realm of moral emotions through psychological research, uncovering the intricate interplay between emotions and moral decision-making. Uncover effective business strategies harnessing the power of behavioral science, offering valuable lessons for leveraging human behavior in organizational settings. Show Notes: 00:00:00 - Introduction, Melina introduces the episode and the guest, Dr. Nick Hobson, a prominent behavioral scientist with a background in social psychology and neuroscience. 00:02:36 - Background and Research on Rituals Nick discusses his research on the psychology and neuroscience of rituals, which was the focus of his dissertation. 00:05:31 - Philosophy and Science The conversation delves into the value of philosophy in scientific research, emphasizing the importance of asking questions, running thought experiments, and thinking critically. Dr. Hobson highlights the blend between philosophy and computational cognitive science in the work of Daniel Dennett. 00:10:06 - Qualitative and Quantitative Research The importance of embracing both qualitative and quantitative research methods is discussed. The conversation emphasizes the balance between asking big questions and curiosity (qualitative) and empirical methodological thinking (quantitative) in scientific research. 00:11:22 - The Role of Philosophy in Research Nick reflects on the role of philosophy in research, advocating for a philosophical mindset to push the boundaries of scientific innovation. He emphasizes the tension between exploration and replication in scientific research and the value of philosophical thinking in curiosity and hypothesis testing. 00:15:19 - The Birth of Psychology Nick discusses the marriage between philosophy and physiology in the late 19th century, which led to the birth of psychology. He highlights the influence of philosophers like William James on the founding of psychology. 00:17:04 - The Trolley Problem Nick delves into the moral dilemma known as the trolley problem, where individuals must make a decision that reflects their moral philosophy. He explains the differences between utilitarianism and deontology in approaching ethical decisions. 00:20:30 - Emotive Technologies and Apex Nick introduces Emotive Technologies and its product, Apex, which combines technology and behavioral science to uncover and track emotions and attitudes in audience relationships. He emphasizes the tool's ability to analyze consumer behaviors and provide strategic insights to clients. 00:23:39 - Rituals in Consumer Behavior Nick explores the role of rituals in both customer-facing and employee contexts. He discusses how rituals can influence consumer behaviors and highlights his work on fan rituals in sports and health and beauty rituals. 00:27:16 - Leveraging Behavioral Insights Nick shares a case study where behavioral insights from Apex revealed a counterintuitive finding for a client. He explains how the tool provides precise prescriptions for clients to improve their brand's engagement by focusing on specific psychological constructs. 00:31:14 - Exploring the Intriguing World of Behavioral Science Nick and Melina delve into the fascinating world of behavioral science, discussing the importance of understanding the mind's role in shaping behaviors, and the need to explore the philosophical side of behavioral economics. 00:32:23 - Connecting with Dr. Nick Hobson Nick shares his contact information, including his LinkedIn profile, email, and website, for those interested in learning more about behavioral science and connecting with him. 00:33:29 - The Nexus of Behavior and Mind Nick emphasizes the significance of understanding the interplay between behaviors and the underlying thoughts and beliefs in shaping human actions, highlighting the importance of exploring both the behavioral and psychological aspects. 00:34:43 - Parting Thoughts on Behavioral Science Nick encourages listeners to consider the relationship between behaviors and the mind, prompting them to reflect on the drivers of human actions and the underlying thought processes that influence behavior. 00:35:33 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Nick: Influence at Work X LinkedIn 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 Ritual Effect, by Michael Norton Happy Money, by Michael Norton How To Change, by Katy Milkman Happier Hour, by Cassie Holmes Good Habits, Bad Habits, by Wendy Wood Top Recommended Next Episode: Cassie Holmes Interview (ep 257) Already Heard That One? Try These:  Wendy Wood Interview (ep 127) What problem are you solving? (ep 126) Surprise and Delight (ep 276) Robert Cialdini Interview (ep 312) Introduction to NUDGES and Choice Architecture (ep 35) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter What a 5-Step Checklist at Johns Hopkins Can Teach You About Life and Business
4/8/202437 minutes, 56 seconds
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381. The Art of Effective Feedback w/ Therese Huston

In episode 381 of The Brainy Business podcast, Melina Palmer interviews Dr. Therese Huston, a cognitive scientist and author of Let's Talk: Make Effective Feedback Your Superpower. Therese's expertise in cognitive psychology and her personal experiences with feedback inspired her to provide insights into giving effective feedback in various contexts. She shares stories emphasizing the power dynamics and emotional impact of feedback, highlighting the need for thoughtfulness and empathy in delivering feedback.  The episode delves into the importance of specific feedback, regular evaluation, and the positive impact feedback can have on employee development. Therese's discussion on the three types of feedback that employees need—appreciation, coaching, and evaluation—provides a valuable framework for managers and leaders to improve employee growth and performance. Her emphasis on the significance of being specific about feedback type and offering regular evaluation aligns with the audience's goal of enhancing workplace feedback practices. The episode offers practical advice and actionable strategies, making it essential listening for managers and leaders seeking to improve their feedback delivery skills. In this episode: Learn to deliver effective feedback for enhanced employee growth and performance. Understand the types of feedback crucial for driving employee development and success. Discover the significance of specific feedback in fostering employee improvement and motivation. Master the art of siding with individuals during feedback sessions for impactful communication. Explore the power of asking questions as a tool for guiding employees toward growth and proficiency. Show Notes: 00:00:00 - Introduction Dr. Therese Huston is introduced as a cognitive scientist and author of Let's Talk. She shares her background and experience as a writer and cognitive scientist, as well as her interest in giving effective feedback. 00:03:08 - The Importance of Good Feedback Therese shares a pivotal moment in her career where she received poorly delivered feedback, leading to her interest in helping others give better feedback. She highlights the impact of feedback on the receiver and the power dynamic between the giver and receiver of feedback. 00:10:25 - Impact of Framing and Setup Melina shares a personal story about receiving a vague and anxiety-inducing message from her boss, highlighting the importance of the framing and setup of feedback conversations. The discussion emphasizes the impact of small thoughtful gestures in feedback delivery. 00:12:29 - Types of Feedback Therese discusses the three types of feedback: appreciation, coaching, and evaluation, as outlined by Stone and Heen in their book Thanks for the Feedback. Each type of feedback is explained, focusing on the different purposes and challenges associated with giving each type. 00:14:03 - Evaluative Feedback The conversation delves into evaluative feedback, the least often given type of feedback, and its importance in letting employees know where they stand in terms of performance and impact. The challenges and significance of delivering evaluative feedback are highlighted. 00:14:30 - Employee Feedback Needs Therese discusses the three types of feedback employees need: appreciation, coaching, and evaluation. She emphasizes the importance of being specific about the type of feedback required. 00:16:39 - Asking for Feedback Therese provides advice on how managers can gauge the type of feedback employees want, suggesting open-ended questions and scheduling dedicated feedback sessions. 00:21:02 - Importance of Feedback Therese highlights the positive impact of giving employees feedback on where they stand relative to expectations, leading to career mentoring and a sense of reassurance. 00:24:40 - Me vs. We Strengths Therese introduces the concept of "me strengths" and "we strengths," emphasizing the importance of acknowledging both types of strengths in employees and providing opportunities for them to utilize these strengths. 00:27:00 - Acknowledging Impact Therese underlines the significance of acknowledging employees' "we strengths" and the impact they have on the team's performance, encouraging supervisors to provide support and recognition for these strengths. 00:27:37 - Recognizing Strengths Therese and Melina discuss the importance of acknowledging and recognizing both "me strengths" and "we strengths" in a team. They emphasize the value of asking team members about their strengths and how it can lead to a more empowered and supportive work environment. 00:28:21 - Uncovering Hidden Strengths Therese shares the idea of uncovering hidden "me strengths" in team members and how these strengths can potentially turn into "we strengths." She gives an example of someone who excels in persuading others, which is both a personal strength and a team strength. 00:31:08 - Siding with the Person Therese explains the concept of siding with the person, not the problem, in feedback conversations. She highlights the importance of showing support and understanding towards the person rather than aligning with the problem, which can lead to a more constructive and collaborative approach to addressing issues. 00:34:13 - Coaching Approach Therese emphasizes the value of asking questions and involving team members in problem-solving conversations. She discusses the importance of allowing team members to articulate their own solutions, which can lead to greater ownership and commitment to implementing changes. 00:39:46 - Giving Effective Advice Therese shares a story about a hotel interaction that demonstrates the potential pitfalls of giving advice without fully understanding the situation. The example highlights the importance of being mindful of how advice is given and ensuring that it is relevant and well-received. 00:41:01 - The Importance of Effective Feedback The conversation highlights the importance of effective feedback and the impact it can have on employee development and growth. The hosts and guest discuss how a simple shift in mindset can help managers provide more supportive feedback to their team members. 00:42:35 - Understanding Employee Perspective The discussion focuses on the importance of understanding the employee's perspective when providing feedback. It emphasizes the need for managers to ask thoughtful questions and actively listen to their employees to gain a deeper understanding of their experiences and challenges. 00:44:06 - Empowering Employees to Find Solutions The conversation highlights the role of managers in empowering employees to find their own solutions. By asking open-ended questions and encouraging employees to think critically, managers can help them identify and implement meaningful solutions to challenges they face in the workplace. 00:45:11 - The Power of Praise The discussion delves into the importance of praise in the feedback process. Research shows that top performers receive 5.6 pieces of praise for every one piece of criticism, highlighting the positive impact of praise on employee motivation and performance. 00:47:18 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 Therese: Therese’s Website  Twitter  LinkedIn 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: Let’s Talk, by Therese Huston Finding Confidence in Conflict, by Kwame Christian  What Your Employees Need and Can’t Tell You, by Melina Palmer Getting Along, by Amy Gallo The Ultimate Guide to Great Mentorship, by Scott Miller Top Recommended Next Episode: The Ikea Effect (ep 380) Already Heard That One? Try These:  Kwame Christian Interview (ep 221) Confirmation Bias (ep 260) Scott Miller Interview (ep 69) Focusing Illusion (ep 330) Fundamental Attribution Error (ep 268) Dolly Chugh Interview (ep 247) Amy Gallo Interview (ep 269) Warren Berger Interview (ep 340) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
4/4/202452 minutes
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380. Hacking Human Psychology: Leveraging the IKEA Effect in Business (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer delves into the concept of the IKEA effect, highlighting its influence on consumer behavior and business strategies. Drawing from real-life examples, Palmer emphasizes the significance of recognizing and celebrating employees' contributions in fostering a culture of innovation and engagement. By involving employees in development and change initiatives, businesses can tap into the innate need for ownership and connection.  The episode also underscores the importance of understanding human psychology and behavior as crucial elements in driving successful business outcomes. With valuable insights into leveraging the IKEA effect to optimize business strategies and enhance customer connections, the episode is a must-listen for business leaders and managers seeking to increase employee engagement and innovation. In this episode: Understand the psychological impact of the IKEA effect on consumer behavior and decision-making processes. Leverage consumer effort and engagement to drive business success. Explore the impact of perceived value on pricing strategies and consumer perception. Increase employee engagement and intrinsic motivation for enhanced productivity and innovation. Harness human psychology to drive business growth and success. Show Notes: 00:00:00 - Introduction Melina introduces the concept of the Ikea effect and its relevance in understanding consumer behavior. She explains how people value items they have built themselves more than those built by others. 00:03:43 - Understanding the Ikea Effect Melina delves into the difference between the Ikea effect and the endowment effect. She discusses studies on origami building and how individuals place higher value on their own creations, regardless of expertise. 00:09:15 - The Effort Heuristic The episode explores the concept of the effort heuristic, where people associate effort with quality, even when they are not the ones putting in the effort. Examples from research studies on art and poetry illustrate this phenomenon. 00:13:26 - Ambiguity and Effort Perception Melina discusses how perceived effort influences the valuation of ambiguous quality. Studies on medieval suits of armor reveal how the perception of effort impacts the perceived quality and value of an item, even when its quality is not easily determined. 00:16:35 - The Effort Heuristic and the IKEA Effect The discussion explores the relationship between the effort heuristic and the IKEA effect, highlighting how people value things higher when they put effort into them. 00:18:04 - Billing by the Hour The conversation delves into the challenges of billing by the hour and how it may reduce the perceived effort and value of a project, leading to misconceptions about the time and expertise required. 00:19:52 - Valuing Time and Talent The story of the engineer's minimal intervention with the cruise ship's engine illustrates the hidden time and talent that goes into certain tasks, emphasizing the need to recognize and justify the value of expertise and effort. 00:22:26 - Effort and Value Perception The discussion explores the concept of effort and value perception, citing examples of how human behavior and preferences are influenced by the perceived level of effort required for a task or product, such as with instant cake mix and build-a-bear workshops. 00:26:39 - Leveraging the IKEA Effect The conversation emphasizes the potential uses of the IKEA effect in product businesses, change management, and team dynamics, highlighting the importance of providing guidance and opportunities for creative input to enhance customer satisfaction and value perception. 00:31:45 - The Importance of Employee Feedback and Recognition Employee feedback and recognition play a crucial role in motivating employees. Celebrating employees' ideas, aligning incentives, and acknowledging their contributions can foster a culture of change and increase employee buy-in. 00:32:20 - The Power of Incentives and Social Proof Aligning incentives with the Ikea effect and using social proof can encourage employees to actively participate in change initiatives. Monetary incentives are not as effective as public recognition and acknowledgment. 00:33:19 - The Psychological Impact of the Ikea Effect The Ikea effect goes beyond marketing and change initiatives. It reflects human nature and the desire to feel connected and invested. Involving customers and employees in the creation and development process can lead to a strong sense of ownership. 00:34:09 - Human Behavior in the Age of AI Despite the increasing integration of AI and machine learning, human behavior remains essential. Businesses need to tap into the Ikea effect and other psychological concepts to enhance effectiveness and foster a sense of connection and investment. 00:35:25 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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:  Let’s Talk, by Therese Huston The Ritual Effect, by Michael Norton What Your Employees Need and Can't Tell You, by Melina Palmer What Your Customer Wants and Can't Tell You, by Melina Palmer Happy Money, by Michael Norton   Top Recommended Next Episode: Endowment Effect (ep 139) Already Heard That One? Try These:  Inequity Aversion (ep 224) Confirmation Bias (ep 260) Focusing Illusion (ep 330) Change Management (ep 226) Loss Aversion (ep 316) Nick Hobson Interview (ep 161) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter The Effort Heuristic When and How Does Labor Lead to Love? The Ontogeny and Mechanisms of the IKEA Effect The IKEA Effect: When Labor Leads to Love The IKEA Effect. A Conceptual Replication Anomalies The Endowment  Effect, Loss Aversion, and Status Quo Bias Little Red Wrench story from Nikki Rausch
4/1/202436 minutes, 19 seconds
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379. Tuning In: How to Make Smarter Decisions in a Noisy World w/ Nuala Walsh

In episode 379 of The Brainy Business podcast, Nuala Walsh, an award-winning business consultant and behavioral scientist, shares her expertise on decision-making biases and blind spots. Drawing from her background in global investment management and Fortune 500 consulting, Nuala provides valuable insights into the concept of tuning in and its significance in various contexts, such as mergers and acquisitions. She discusses the challenges of listening in a noisy world, emphasizing the importance of questioning the source of the voice and considering factors such as conscience, convenience, common sense, and curiosity.  Nuala's book, Tune In, offers practical strategies for making smarter decisions in a complex and rapidly changing world. Throughout the conversation, she underlines the importance of self-awareness and the impact of human risk and decision risk on business. By understanding decision-making biases, Nuala offers a framework to help individuals make more informed and effective decisions. Leaders and managers seeking to improve judgment and successful communication will benefit from Nuala's expert insights on decision-making biases and the strategies to overcome blind spots. In this episode, you will be able to: Unveiling Decision-Making Biases for Enhanced Awareness Overcoming Biases: A Crucial Communication Advantage Mastering Strategies to Overcome Deaf Spots Harnessing the Power of First Impressions Navigating the Trilogy of Errors in Decision-Making Show Notes: 00:00:00 - Introduction Melina welcomes Nuala Walsh, an award-winning business consultant, behavioral scientist, author, and lecturer in business, criminology, and decision-making. Nuala shares her background in global investment management and her transition to studying human behavior. 00:03:29 - Nuala's Background and Book Nuala discusses her diverse career as a board director, consultant, and behavioral scientist. She shares insights into her book, Tune In: How to Make Smarter Decisions in a Noisy World, and her focus on the psychology of decision-making. 00:07:07 - Challenges of Mergers and Decision Making Nuala explains how mergers can create blind spots, deaf spots, and "dumb spots," leading to the bystander effect. She highlights the importance of tuning in, being aware of missed signals, and making better decisions in a noisy world. 00:09:33 - The Impact of Too Many Voices Nuala explores the challenges of listening to the wrong station and the abundance of voices in a noisy world. She emphasizes the need to be selective, pause, and avoid rushing to judgment to make better decisions amidst the information overload. 00:14:07 - Perimeters Framework for Decision-Making Nuala introduces the "perimeters" framework, outlining ten core misjudgment traps (power, ego, risk, identity, memory, ethics, time, emotion, relationships, and stories). 00:16:17 - The Importance of Relationships in Decision-Making Nuala discusses the concept of relationships in decision-making as it relates to the crowd and other people. She emphasizes the plurality of relationships and their impact on decision-making. 00:17:37 - Structuring Stories to Illustrate Biases Nuala explains how she carefully selected and structured real-life stories to exemplify biases related to mishearing, miscalculating, and not pausing. Each story represents a different type of bias and decision-making trap. 00:18:31 - Using Stories to Illustrate Different Types of Voice Nuala discusses how she chose specific stories to exemplify different types of voices, such as the voice of conscience, present bias, misremembering, and impression management. These stories showcase the impact of biases on decision-making. 00:22:16 - Diverse Examples of Decision-Making Nuala highlights the diverse range of examples in the book, including business leaders, entrepreneurs, FBI investigators, lawyers, and ordinary individuals. The examples demonstrate how biases influence decision-making across various professions and situations. 00:29:34 - Positive Outcomes of Tuning In Nuala shares examples of individuals and professionals who successfully used tuning in to make a difference in their work, organizations, and society. These positive cases illustrate the power of effective decision-making and the impact of tuning into others. 00:31:39 - The Messenger Effect and First Impressions Nuala explains that the messenger effect plays a role in effective communication. She emphasizes the importance of first impressions and how people tune out those who don't look or sound like them. 00:32:25 - Tuning into the Tips Nuala discusses the significance of considering the perspective of the person making a decision. She highlights the importance of being mindful of potential biases and obstacles that may prevent effective communication and decision-making. 00:33:51 - The Cris of Tone-Deaf Leadership Nuala addresses the challenges of decision-making in a noisy and fast-paced world. She emphasizes the impact of time pressure and information overload on decision-makers, highlighting the risk of unheard voices and missed signals. 00:34:46 - Strategies for Tuning In Nuala introduces simple strategies to facilitate effective communication and decision-making. She emphasizes the importance of slowing down, reconsidering responses, and creating decision friction to improve the quality of judgments. 00:38:37 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Nuala: Mind Equity X LinkedIn 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: Tune In, by Nuala Walsh Noise, by Daniel Kahneman, Cass Sunstein and Olivier Sibony What Your Employees Need and Can’t Tell You, by Melina Palmer Look Again, by Cass Sunstein and Tali Sharot Both/And Thinking, by Wendy Smith and Marianne Lewis Top Recommended Next Episode: First Interview w/ Nuala Walsh (ep 153) Already Heard That One? Try These:  Cass Sunstein Interview (ep 371)  Selective Attention Biases (ep 378) Sense of Sound (ep 27) Sense of Sight (ep 24) Time Pressure (ep 366) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Nuala’s Tedx Talk
3/28/202444 minutes, 55 seconds
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378. The Illusion of Focus: Why We Miss What Matters When it Matters Most (Refreshed Episode)

In this episode of The Brainy Business, Melina Palmer delves into the fascinating concept of selective attention biases, shedding light on how our brains naturally filter what we focus on, influencing our decisions and perceptions. Through real-life examples and relatable anecdotes, Melina explores various biases, including the frequency illusion, mere exposure effect, and Von Restorff effect, to showcase how our perceptions are shaped by what we pay attention to.  By emphasizing the power of shifting focus and expectations, she highlights the practical implications of understanding and challenging these biases. Melina's insights provide valuable guidance on how to navigate cognitive biases effectively and make more informed choices in various aspects of life and business. Her engaging and relatable approach makes this episode a must-listen for anyone keen on improving decision-making skills. So, tune in and discover how being mindful of selective attention biases can lead to more informed choices and positive outcomes. In this episode: Recognize selective attention biases to make more informed decisions. Explore the impact of repeated exposure to enhance your perceptions. Identify cognitive biases in memory recall for improved cognitive awareness. Learn to manage the influence of expectations on focus for better decision-making. Overcome confirmation bias to enhance the quality of your judgments. Show Notes: 00:00:00 - Introduction Melina introduces the concept of selective attention biases and its impact on decision-making. The episode will cover biases related to where we focus our attention, how it impacts decisions, and how it colors our perception when looking back. 00:04:08 - Frequency Illusion and Recency Illusion Melina discusses the frequency illusion, selection bias, and recency illusion, explaining how our brains notice things more after they come to our attention. This leads to biases in decision-making and impacts our perceptions. 00:10:07 - Selective Perception and Attentional Bias Melina delves into the concepts of selective perception and attentional bias, highlighting how our expectations influence the way we perceive things. She emphasizes the power of shifting focus and expectations for positive impact. 00:13:34 - Rhyme as Reason Effect, Belief Bias, and Conjunction Fallacy Melina explores the impact of the rhyme as reason effect on decision-making and the tendency to believe rhyming statements. She also explains the belief bias and conjunction fallacy, shedding light on how our biases influence the logical strength of arguments. 00:16:06 - Base Rate Fallacy and Base Rate Neglect Melina discusses the base rate fallacy and neglect, emphasizing how we tend to focus on specific information while ignoring general or base rate information. These biases can lead to faulty decision-making and misinterpretation of probabilities. 00:16:58 - Understanding Biased Decision Making Blue dominates the cab market, but witnesses tend to misidentify cab colors. This bias affects decision-making and highlights the need to consider base rates in our judgments. 00:19:17 - Impact of Biases on Research and Business Biases impact scientists' studies and lead to expectancy effects, illusory correlations, and subjective validation. These biases can hinder businesses' ability to accurately assess customer groups and marketing strategies. 00:23:13 - Overcoming Confirmation Bias Confirmation bias affects our ability to search for and interpret information. We tend to focus on information that confirms our beliefs, leading to narrow perspectives. Overcoming bias requires open-mindedness and seeking input from diverse perspectives. 00:27:24 - Hindsight Bias and Outcome Bias Hindsight bias leads us to view past events as more predictable than they were, impacting future decisions. Outcome bias causes us to judge decisions based on their results rather than the information available at the time. Both biases can distort our memory of past events. 00:29:41 - Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Foolproof, by Sander van der Linden Tune In, by Nuala Walsh What Your Employees Need and Can't Tell You, by Melina Palmer Both/And Thinking, by Wendy Smith and Marianne Lewis Thinking, Fast and Slow, by Daniel Kahneman Top Recommended Next Episode: Nuala Walsh Interview (ep 153) Already Heard That One? Try These:  Sander van der Linden Interview (ep 337) Wendy Smith Interview (ep 261) Overview of Personal Biases (ep 45) Biases Toward Others – Including Groups (ep 314) Memory Biases (ep 280) Present Versus Future Biases (ep 246) Availability Bias (ep 310) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
3/25/202431 minutes, 30 seconds
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377. The Art of Crafting Gutsy yet Relevant Brand Messaging

In this episode of The Brainy Business podcast, Carmen Rodriguez, the Managing Director and Global Chief Client Officer at Gut, shares profound insights about Gut's unique approach to advertising and the importance of embracing intuition and unconventional ideas in decision-making processes. She discusses Gut's founding principles, which emphasize the significance of following intuition and trusting instincts in the advertising industry.  Carmen's expertise in developing brain-friendly strategies and her emphasis on the power of storytelling, empathy, and understanding cognitive biases make this episode a must-listen for business owners and leaders who seek to enhance customer engagement. Carmen's valuable insights and practical examples demonstrate how businesses can effectively connect with their audience, craft compelling narratives, and make decisions that resonate with customers on a subconscious level. This episode offers a wealth of knowledge for those looking to implement more effective strategies and build stronger customer connections. In this episode, you will be able to: Implement brain-friendly strategies for businesses to enhance customer engagement and retention. Embrace unconventional ideas in advertising to captivate and resonate with your target audience. Establish the importance of clear values in branding to create a lasting and impactful brand identity. Assess clients based on shared values to foster stronger and more meaningful connections. Harness the power of storytelling in business to create compelling and memorable brand narratives. Show Notes: 00:00:00 - Introduction Melina introduces the guest, Carmen Rodriguez, managing director of Gut Miami, a global independent creative network. Carmen shares her passion for advertising and the agency's unique approach to following intuition. 00:03:55 - The Meaning of Gut Carmen explains the meaning behind the agency's name, Gut. It represents the importance of intuition and trusting one's instincts, a value that Gut encourages in its work with clients and in their creative process. 00:09:43 - Brand Values and Client Fit Carmen emphasizes the significance of having clear brand values and living by them. She discusses the importance of assessing client fit based on shared values, affinities, and goals, ensuring healthy and lasting relationships. 00:13:38 - The Stages of Bravery Carmen shares Gut's approach as a "brave agency for brave clients" and unpacks the concept of bravery as a scale and journey. She uses the analogy of learning to ride a bike to illustrate the process of becoming braver in the creative and business realm. 00:15:05 - Navigating the Bravery Journey The conversation delves deeper into the process of guiding clients through the bravery journey, focusing on the gradual progression towards embracing bold and disruptive ideas. Carmen highlights the agency's role in helping clients identify their desire to be braver in their approach. 00:15:33 - The Bravery Scale Carmen discusses the bravery scale, a tool used to assess a client's level of bravery from 0 to 10. She emphasizes the importance of the journey towards bravery and the need to identify where the clients are and where they want to go. 00:17:41 - Different Facets of Bravery Carmen explains that bravery for brands can manifest in various ways, such as changing positioning, working with celebrities, or launching new products. She highlights the importance of identifying different facets of bravery and the flexibility to move up the bravery scale. 00:19:23 - Bravery Means Business Carmen emphasizes that bravery should lead to business results and discusses the value of using data to make brave decisions. She stresses the importance of using data in a gutsy way and executing ideas that validate with data. 00:25:10 - Timely and Brave Marketing Carmen shares a real-life example of a timely and brave marketing campaign for Vital Farms around Valentine's Day. The campaign embraced the high egg prices and offered a unique promotion, showcasing the value of embracing timely opportunities for branding. 00:30:42 - Navigating Shortages and Consumer Needs Carmen discusses another successful campaign for Philadelphia cream cheese during a shortage. The campaign addressed consumer needs during the pandemic, showcasing the importance of understanding consumer behavior and addressing shortages in a creative and timely manner. 00:31:43 - Embracing Challenges and Creating Unique Promotions Carmen discusses how they turned a cream cheese shortage into a promotional hit by offering alternative dessert ingredients to customers. This proactive approach and unique campaign resonated well with their audience. 00:32:24 - Leveraging Brand Identity in Campaigns Carmen explains how they maintained the brand's cheeky identity in their promotions, using humor and holiday themes to stay true to their brand while addressing customer needs. This approach helped them stand out and connect with their audience. 00:33:53 - Innovative Campaign Mechanics Carmen details the mechanics of the campaign, including a website where customers could input their receipts for alternative dessert ingredients to be reimbursed. This approach helped them effectively address the cream cheese shortage and support their customers. 00:34:48 - Reframing Challenges as Opportunities Carmen emphasizes the importance of reframing challenges as opportunities, such as turning the Valentine's Day cheesecake shortage into a self-love promotion. By thinking outside the box, they were able to create a unique and successful campaign. 00:37:40 - Tapping into Untapped Markets Carmen highlights the value of tapping into untapped markets and addressing the needs of specific customer segments. This approach resulted in a highly successful and award-winning campaign. 00:41:45 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Carmen: Gut Agency Instagram  LinkedIn  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: A More Beautiful Question, by Warren Berger Alchemy, by Rory Sutherland Magic Words, by Jonah Berger What Your Customer Wants And Can’t Tell You, by Melina Palmer For The Culture, Marcus Collins Top Recommended Next Episode: Mars/Kind Interview (ep 215) Already Heard That One? Try These:  Warren Berger Interview (ep 340) What Problem Are You Solving? (ep 126) Availability Bias (ep 310) Herding (ep 264) Social Proof (ep 87) Jonah Berger Interview (ep 301) Priming (ep 252) What is Value? (ep 234) Status Quo Bias (ep 376) Quality or Value (ep 357) Rory Sutherland Interview (ep 373) Scarcity (ep 270) Reciprocity (ep 238) Framing (ep 296) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter North Face Ad Gut Website Oreo Ad
3/21/202445 minutes, 47 seconds
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376. Status Quo Bias (Refreshed Episode)

In this episode of The Brainy Business podcast, Melina Palmer dives into the fascinating world of status quo bias. She delves into how our brains are wired to stick to what's familiar and how that impacts our decision-making. Melina talks about how our subconscious, or system one, is responsible for processing a whopping 99% of our decisions, and how it relies on biases and heuristics to navigate through the daily information overload.  From choosing familiar routes to work to hesitating to leave a job for something new, she walks through how status quo bias shows up in various aspects of our lives. Melina even shares a thought-provoking scenario about an experience machine that offers endless pleasure but detaches you from reality, and how our tendency to favor the familiar can be surprising. If you're into change management and want to enhance your decision-making strategies, this episode is a goldmine. Melina's insights are not just thought-provoking, but also offer practical ways to challenge the status quo and embrace change in both personal and professional spheres. In this episode: Uncover the impact of status quo bias on decision-making and how to mitigate its effects. Explore the psychology behind reluctance towards change and how to foster a culture of adaptability within organizations. Examine the influence of familiarity over authenticity and its significance in decision-making processes. Implement proven strategies for effective change management to drive organizational success. Harness the power of bias to enhance customer retention and loyalty through strategic decision-making. Show Notes: 00:00:00 - Introduction Melina introduces the concept of status quo bias and its impact on decision-making, highlighting its significance in understanding consumer behavior and business strategy. 00:05:40 - The Influence of Change The discussion delves into the subconscious's strong preference for predictability and the fear of the unknown, leading to resistance towards change, even in the face of potential benefits. 00:09:19 - The Experience Machine Thought Experiment The thought experiment by Robert Nozick and its variant, presented by Felipe de Brigard, illustrate the powerful influence of status quo bias on decision-making, as demonstrated by participants' preferences for familiarity over reality. 00:12:58 - Embracing Change Embracing the feeling of fear and uncertainty when embarking on something new is highlighted as a positive sign, indicating growth and the potential for a new, beneficial status quo. 00:14:30 - Lessons from the Pandemic The pandemic-induced shift in status quo bias is discussed, emphasizing the need for businesses to adapt and communicate effectively to facilitate organizational change and embrace new norms. 00:16:33 - Change Management and Internal Communication Melina teaches a class on change management and internal communication at Texas A&M, offering insights on applying behavioral economics concepts to big changes. She emphasizes working with biases to minimize their impact when presenting change. 00:17:02 - Importance of Timing in Change Presentation Melina discusses the impact of stress and overwhelm on people's resistance to change. It's crucial to be thoughtful and considerate of the circumstances before presenting a significant change, waiting for a better time or reducing stress can make a big difference. 00:18:46 - Influence of Status Quo Bias on Customers Status quo bias affects existing customers' inclination to stick with a brand. Melina highlights the need to consider the context of the customer relationship when presenting information and communicating changes. 00:19:27 - Framing Messages for Existing Customers Melina emphasizes the importance of framing messages to reinforce the customer's natural propensity for status quo bias. The way a message is framed can significantly impact retention rates and influence a customer's decision to renew or switch. 00:20:28 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Good Habits, Bad Habits, by Wendy Wood What Your Employees Need and Can't Tell You, by Melina Palmer What Your Customer Wants and Can't Tell You, by Melina Palmer The Truth About Pricing, by Melina Palmer Atomic Habits, by James Clear   Top Recommended Next Episode: Bikeshedding (ep 99) Already Heard That One? Try These:  Endowment Effect (ep 139) Loss Aversion (ep 316) Framing (ep 296) Change Management (ep 226) Habits (ep 256) The Power of Habit (ep 368) Wendy Wood Interview (ep 127) Optimism Bias (ep 34) Time Discounting (ep 328) Planning Fallacy (ep 346) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias Status Quo Bias in Decision Making What is Status Quo Bias in Sales and Marketing? How Powerful Is Status Quo Bias?
3/18/202426 minutes, 37 seconds
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375. AI That Understands People: Blending Tech and Behavioral Science

In episode 375 of The Brainy Business podcast, Yves Boudreau, head of technical sales at Google Cloud, provides valuable insights into the intersection of generative AI, language models, and behavioral science in business. Yves, with a background in technology and a keen interest in applied behavioral science, emphasizes the responsible adoption and application of AI and large language models. He highlights the importance of understanding the social science perspective to ensure responsible usage and discusses the benefits and limitations of AI in improving performance.  The conversation delves into various aspects, including the potential risks of relying on AI-generated content, the significance of proper training in using AI tools, and the role of behavioral science in conjunction with AI. Yves' expertise and experience make this episode a must-listen for business professionals interested in AI and behavioral science, as it offers valuable insights for more responsible and effective AI implementation in businesses. In this episode: Implementing AI in call centers revolutionizes customer support efficiency. Elevate user satisfaction by refining the search experience with AI. Streamline operations with self-service mechanisms for enhanced efficiency. Mitigate adverse effects of perverse incentives in call center operations. Elevate customer service standards through strategic AI integration. Show Notes: 00:00:00 - Introduction Yves Boudreau, head of technical sales at Google Cloud, discusses the intersection of AI and behavioral science, emphasizing responsible adoption and usage of AI technology. 00:05:44 - AI's Impact on Business Performance Yves mentions a study showing that consultants using AI outperformed those who didn't. AI can increase efficiency, improve outcomes, and provide valuable insights when used effectively in business operations. 00:09:05 - Responsible AI Adoption Yves highlights the negative impact of using AI without proper understanding and training. Google Cloud provides free workshops to ensure customers understand the technology and use it responsibly. 00:11:52 - Ethical Usage of AI Yves discusses the ethical considerations of using AI, emphasizing the need to prevent misuse, privacy infringement, and manipulation of AI models. Responsible AI usage is crucial in both consumer and business contexts. 00:13:22 - Preventing Nefarious Use of AI Yves explains the measures taken by Google Cloud to prevent malicious activities, such as attacks, reverse engineering, and tricking AI models. The focus is on using AI for good and closing loopholes to ensure responsible usage. 00:14:37 - AI and Show Notes Optimization The conversation delves into the use of AI in creating show notes and the challenges of optimizing the process. There is a discussion about the limitations and potential errors in AI-generated summaries. 00:16:21 - Teaching Effective AI Use The focus shifts to the importance of teaching effective AI usage, particularly in educational settings. The guest emphasizes the need to guide students in discerning accurate information from AI-generated content. 00:18:18 - Impact of AI on Performance The conversation explores the impact of AI on consultants' performance, with a focus on how AI can elevate those with less expertise. An analogy is drawn between AI and tools that revolutionize manual tasks. 00:19:27 - Evolving Podcast Summary Creation The discussion touches on the variability in podcast summary creation and the importance of adapting to changing norms. It emphasizes the need for prompt engineers to guide effective use of AI in search queries and content creation. 00:25:08 - Behavioral Economics and AI The conversation shifts to the intersection of behavioral economics and AI in influencing consumer behavior. It highlights the role of AI in analyzing customer interactions and optimizing customer service processes. 00:28:42 - Evolution of Customer Support Departments Yves discusses the evolution of customer support departments, including the combination of three departments into one and the transition from 24-hour call centers to more efficient hours. 00:30:58 - Impact of Digital Transactions on Call Centers Yves shares insights from Matthew Dixon's research, indicating that over 80% of phone calls to contact centers are due to failed digital transactions, showcasing the impact of technology on customer service. 00:32:13 - Power of AI in Contact Centers Yves emphasizes the potential of AI technologies in contact centers to improve customer experiences and empower agents. He discusses the need for behavioral scientists to guide the adoption and usage of AI tools. 00:34:24 - Leveraging Contact Center Data Yves highlights the valuable insights hidden in call recordings and chat transcripts, advocating for their use to gain a competitive edge in business. He emphasizes the need for companies to embrace and leverage this data. 00:38:34 - Improving Customer Experience Yves stresses the importance of providing efficient and effective customer service, aiming to minimize the need for customers to contact the business. He underscores the role of AI in enhancing the overall customer experience. 00:43:12 - Improving User Experience on Delta.com Yves discusses the challenges of finding trip credits and flight credits on delta.com and the importance of making the search experience more user-friendly. The conversation delves into the need for more information in search prompts and the importance of user feedback for product improvement. 00:44:55 - The Challenging Call Center Environment Melina shares her experience working in a call center and discusses the behavioral aspects of call center interactions. They explore the impact of incentives and metrics on call center agents and customers, emphasizing the importance of understanding human behavior in customer service. 00:46:55 - Behavioral Insights in Call Centers The conversation continues with a focus on the behavioral aspects of call center operations, including the impact of incentives and customer behavior on call center performance. They highlight the challenges of logic and empathy in customer interactions and the importance of understanding human behavior in service delivery. 00:49:17 - Embracing AI and Technology Melina discusses the increasing role of AI in call centers and business operations, emphasizing the need to embrace AI for time-saving and optimization. They highlight the potential of AI to improve self-service aspects and customer experience, emphasizing the importance of incorporating technology and human behavior in business operations. 00:50:52 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Yves: LinkedIn 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: Magic Words, by Jonah Berger Predictably Irrational, by Dan Ariely The Behaviour Business, by Richard Chataway The Human Experience, by John Sills The Voltage Effect, by John List Top Recommended Next Episode: Manuj Aggarwal Interview (ep 192) Already Heard That One? Try These:  Marco Palma Interview (ep 374) Shapa (ep 101) Status Quo Bias (ep 376) Rory Sutherland Interview (ep 373) Warren Berger Interview (ep 340) Jonah Berger Interview (ep 301) Richard Chataway Interview (ep 134) John Sills Interview (ep 277) John List Interview (ep 190) Habits (ep 256) Herding (ep 264) Time Discounting (ep 328) Lucie Buisson (ep 339) Cobra Effect (ep 220) Dunning-Kruger Effect (ep 266) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Centaurs and Cyborgs on the Jagged Frontier Bard Rebrands as Gemini
3/14/202454 minutes, 25 seconds
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374. Uncovering the Secrets of the Brain: A Tour of the Human Behavior Lab

In this episode of The Brainy Business podcast, Dr. Marco Palma, a researcher at the Human Behavior Lab at Texas A&M University, discusses the utilization of advanced technology, such as eye tracking devices, to understand and influence consumer behavior. Marco's extensive research in the field of human behavior and decision-making offers a unique perspective, emphasizing the significance of small changes in behavior and the impact of understanding the brain's wiring.  His insights shed light on the practical applications of behavioral science in various aspects of life, including gender disparities in the workplace and food choices. By delving into the intricate details of eye tracking, anchoring, and the patterns of eye movement, Marco provides valuable knowledge that entrepreneurs and business owners can leverage to optimize their marketing strategies and enhance their understanding of consumer behavior. This episode presents a rare opportunity to gain insights from a distinguished expert in the field, offering actionable takeaways that can be applied to drive positive changes in business and beyond. In this episode: Understand human behavior and decision-making to optimize business strategies and drive consumer engagement. Explore eye tracking and consumer behavior for insights that can revolutionize marketing approaches. Implement small changes and behavior modification techniques for impactful business results. Address gender disparities in the workplace to foster a more inclusive and productive environment. Delve into food choices and brain wiring to unlock the secrets of consumer preferences and habits. Show Notes: 00:00:00 - Introduction, Melina introduces the episode and the guest, Dr. Marco Palma, and discusses the work being done at the Human Behavior Lab at Texas A&M University. 00:03:37 - Understanding Human Behavior Marco explains the use of sensors in the lab to understand the drivers of human behavior, including attention, facial expressions, brain activity, and stress signals. 00:08:24 - Advancements in Experimentation Marco discusses the significant reduction in experiment time at the lab, allowing for more experiments and collaborations with outside partners to understand and measure human behavior more effectively. 00:09:09 - Application of Research The application of research in menu optimization and advertising is highlighted, focusing on driving attention, simplifying messaging, and utilizing incentives to influence consumer behavior. 00:12:17 - Importance of Simplifying Messaging Marco emphasizes the importance of simplifying messaging to ensure that the intended benefits are effectively communicated and perceived by consumers. 00:13:39 - The Power of Anchoring in Pricing Marco explains how anchoring influences purchasing decisions in fancy restaurants and wine tasting settings, guiding consumers towards higher-priced items. 00:14:13 - Eye Tracking and Consumer Behavior Marco discusses the significance of eye tracking in understanding how people search for information on a computer screen, in a menu, and other settings, guiding them through what businesses want them to see. 00:17:23 - Establishing Causality in Laboratory Experiments The importance of controlling details in laboratory experiments to establish causality is emphasized, allowing for a better understanding of behavior in real-world settings. 00:21:48 - Self-Control, Cheating, and Generosity Marco shares upcoming research areas on self-control, cheating, and generosity, focusing on understanding behavior and drivers, such as goal setting, perceptions of large corporations, and fundraising campaigns. 00:25:25 - Promoting Competition Among Women The discussion shifts to promoting competition among high-ability women and addressing gender disparities in leadership roles, exploring potential strategies for changing perceptions and promoting competition. 00:27:24 - The Impact of Title Changes on Participation of Women Marco discusses how changing titles can promote the participation of women, demonstrating the potential for small changes to yield significant results in gender equality. 00:29:06 - Understanding the Brain's Relationship with Food Marco explains the importance of understanding our brain's relationship with food, particularly the reward system associated with sugar consumption and its impact on our modern diet and health. 00:31:29 - The Role of A&M in Research and Education Marco highlights the mission of Texas A&M University, emphasizing the importance of translating research into real-world applications and the value of formal education, research discovery, and entrepreneurship. 00:32:43 - Reflection on the Impact of the Human Behavior Lab Melina reflects on the significant impact of her connection to Marco and the Human Behavior Lab, citing examples of collaborations, research, and the launch of a certificate program in applied behavioral economics. 00:36:00 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Marco: Human Behavior Lab Website Human Behavior Lab on Instagram @HBLtamu on Twitter 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: Marketing to Mindstates, Will Leach What Your Customer Wants and Can't Tell You, by Melina Palmer What Your Employees Need and Can't Tell You, by Melina Palmer The Truth About Pricing, by Melina Palmer The Why Axis, by John List and Uri Gneezy Top Recommended Next Episode: Check-In Dr. Marco Palma (ep 202) Already Heard That One? Try These:  Introducing the Certificate in Applied Behavioral Economics (ep 115) Marketing to Mindstates, with Will Leach (ep 88) The Brainy Health Benefits of Nature, with Jay Maddock (ep 203) Common Errors in Financial Decision Making, with Chuck Howard (ep 213) Framing (ep 296) Priming (ep 252) iMotions research (ep 352) Implicit Bias Testing with Keith Ewart (ep 183) Solving a Billion Pound Problem with Behavioral Science, with Benny Cheung (ep 140) 100 episodes 1 big insight (ep 100) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Self-control: Knowledge or perishable resource? iMotions on Facebook iMotions Biometric Research Tobii Website Certificate in Applied Behavioral Economics (fully virtual!)
3/11/202436 minutes, 18 seconds
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373. The Art and Science of Influence w/ Rory Sutherland

In this episode of The Brainy Business podcast, Melina Palmer delves into the world of behavioral science and marketing with guest Rory Sutherland, vice chairman of Ogilvy UK and a prominent expert in this field. Sutherland's extensive experience in co-founding a behavioral science practice within Ogilvy, where he explores hidden opportunities in consumer behavior, makes him a valuable resource for marketers seeking to understand and leverage consumer psychology.  Throughout the conversation, Sutherland provides compelling insights into the significance of unmet needs, the power of small contextual changes, and the limitations of logic in capturing consumers' true desires. His emphasis on the role of language, the impact of evolutionary psychology, and the value of testing and experimentation underscores the practical applications of behavioral science in marketing strategy development. Listeners can expect to gain a deeper understanding of consumer behavior and how to implement effective, psychology-driven marketing strategies by tuning in to this episode. In this episode: Analyzing the marriage of behavioral science and marketing to optimize consumer engagement. Identifying unmet needs in consumer behavior to drive innovative marketing strategies. Leveraging language and emotions in decision-making to influence consumer choices. Implementing small contextual tweaks for significant behavioral changes in consumer behavior. Exploring the role of evolutionary psychology in understanding and predicting consumer behavior. Show Notes: 00:00:00 - Introduction Melina introduces Rory Sutherland, vice chairman of Ogilvy UK, and highlights his expertise in behavioral science and marketing. 00:01:16 - Unseen Consumer Behavior Rory discusses the importance of small contextual changes in consumer behavior that can have significant effects on decision-making, such as the impact of a few sentences in a call center script. 00:02:05 - Met Unneeds and Unmet Needs Rory explores the concept of "met unneeds" and "unmet needs" in consumer behavior, using examples like the unnecessary handling of luggage at a luxury hotel and the psychology behind overnight parcel delivery services. 00:04:30 - The Power of Behavioral Science Melina and Rory delve into the power of behavioral science in uncovering consumer desires that may not be vocalized or captured by traditional market research, leading to billion-dollar business strategies and marketing ploys. 00:10:42 - Formative Influences Rory reflects on his early influences, including children's fables, Sherlock Holmes stories, and the principles of problem-solving backwards, shaping his interest in behavioral science and creative problem-solving. 00:15:10 - Introduction of Digital Exchanges in the UK Rory discusses the introduction of digital exchanges in the UK, allowing users to use the star and pound buttons on their phones for various functions. They tested response rates for different ordering methods, revealing unexpected results. 00:16:15 - Testing Different Ordering Methods The team conducted tests with 50,000 participants for phone-only, post-only, and a choice of both ordering methods. The response rates varied significantly, challenging the traditional assumptions of consumer behavior and ordering preferences. 00:17:57 - Understanding Consumer Behavior Rory delves into the surprising impact of offering different ordering options on consumer preferences. He suggests that the addition of choice may influence decision-making, highlighting the complexity of consumer behavior beyond traditional economic assumptions. 00:19:52 - Influence of Darwinian Thinking Rory explores the influence of evolutionary psychology and Darwinian thinking on his approach to understanding complex systems and human behavior. He emphasizes the importance of variation, selection, and experimentation in driving progress and innovation. 00:22:12 - Importance of Testing and Replicability Rory emphasizes the significance of testing in behavioral science, particularly in the context of pricing strategies. He discusses the replicability of behavioral principles and the evolutionary basis of Robert Cialdini's influential work, advocating for a thoughtful and curious approach to decision-making. 00:29:41 - The Value of Absurdist Humor in Content Creation Rory discusses the influence of absurdist humor in PBS content and the importance of having a sense of humor in behavioral science. 00:31:01 - The Magic Formula of Pricing Rory shares the story of how Netflix revolutionized its pricing model, emphasizing the psychology of pricing and the blind spots in economic assumptions. 00:34:02 - Consumer Behavior and Pricing Rory delves into the misconceptions of economic logic in consumer markets and the impact of pricing on consumer decision-making, highlighting the role of perception and context in pricing strategies. 00:35:26 - The Psychology of Price Rory discusses the significance of psychology in pricing, emphasizing that to economists, price is a number, but to consumers, price is a feeling, influenced by contextual factors. 00:40:01 - The Fallacy of Total Automation Rory criticizes the trend towards total automation in customer service, highlighting the importance of human interaction, adaptivity, and resilience in systems design. 00:43:54 - The Shift from Reading to Audiobooks Rory explains his shift from reading to using audiobooks, and how he extensively uses Google for browsing. 00:44:29 - The Value of Google Search Techniques Rory emphasizes the importance of using advanced search techniques in Google to improve the value derived from a search, and the need to teach people how to use Google effectively. 00:45:24 - The Value of Writing Rory discusses the value of writing as a process, rather than just the end product, and the concerns about the impact of AI on the value of writing. 00:46:16 - The Importance of the Advertising Process The conversation delves into the value of the process involved in creating an advertisement, and the potential drawbacks of automation in short-circuiting the creative process. 00:52:19 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Rory: LinkedIn Twitter Ogilvy 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: Alchemy, by Rory Sutherland Transport for Humans, by Rory Sutherland and Pete Dyson Evolutionary Ideas, by Sam Tatam Influence, by Robert Cialdini The Customer Copernicus, by Charlie Dawson and Sean Meehan Top Recommended Next Episode: Interview with Sam Tatam (ep 372) Already Heard That One? Try These:  Richard Chataway (ep 134) Rohit Bhargava (ep 297) Cowry Consulting (ep 131) Chris Rawlinson (ep 193) Robert Cialdini (ep 312) Social Proof (ep 87) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Nudgestock
3/8/202456 minutes, 28 seconds
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372. Survival of the Brainiest: Using Evolutionary Thinking to Outsmart Your Competition

In this episode of The Brainy Business podcast, Sam Tatum, the leader of Ogilvy's behavioral science team, shares insights from his book, Evolutionary Ideas, and its application in problem-solving. Sam's background as an organizational psychologist and his transition into advertising strategy equips him with a unique perspective on the intersection of behavioral science and business.  His book emphasizes gaining insights from nature to drive innovative solutions in business, drawing parallels between the natural world and applied behavioral science. He highlights the significance of long-term thinking, alternative options, and the potential impact of small ideas in problem-solving. By exploring shared solutions and learning from diverse fields, such as biology and engineering, Sam advocates for a practical and creative application of behavioral science. This episode offers valuable insights for business professionals and entrepreneurs seeking innovative problem-solving approaches based on behavioral science principles. In this episode, you will: Apply behavioral science to enhance problem-solving and innovation in business. Understand the power of reciprocity in shaping human behavior. Explore the pivotal role of language in influencing perception and decision-making. Embrace shared solutions as a strategic approach to effective problem-solving. Implement practical problem-solving approaches rooted in behavioral science. Show Notes: 00:00:00 - Introduction, Melina introduces the podcast episode and guest, Sam Tatum, and discusses the focus on evolutionary ideas and how nature can provide insights for solving business problems. 00:07:29 - Nudgestock Pivot Sam discusses the decision to pivot Nudgestock to a virtual event in 2020 due to the pandemic and the success of the event, as well as the long-term impact and growth of the event. 00:11:32 - Evolutionary Ideas Book Inspiration Sam shares the inspiration behind his book, Evolutionary Ideas, including his keynote talk and the concept of borrowing from the natural world to solve human challenges, as seen in biomimicry. 00:14:30 - Biomimicry and Applied Behavioral Science Sam explains the concept of biomimicry and how it can be used to explore the realm of possibility in applied behavioral science, drawing parallels between adapted solutions in nature and adapted psychological solutions for human challenges. 00:16:06 - Reciprocity and Adaptation Sam discusses the concept of reciprocity and adaptation by using the example of vampire bats. He emphasizes the importance of understanding and appreciating these behaviors on a continuum, highlighting their positive role in survival. 00:17:18 - Trust and Solutions Sam delves into the role of trust in social well-being and its connection to reciprocity. He explores the idea that understanding concrete concepts, such as the behavior of vampire bats, can pave the way for identifying psychological solutions. 00:19:25 - Language and Perception The conversation shifts to the power of language in shaping perception and categorization of concepts. Sam highlights the significance of having a rich vernacular to diagnose and apply solutions systematically, drawing parallels with the concept of asymmetric decoy. 00:21:44 - Shared Solutions and Innovation Sam discusses the shared nature of problems and solutions, emphasizing the evolutionary and adaptive processes that have led to the emergence of common patterns of solutions. 00:30:43 - Applying Behavioral Science in Business Melina prompts Sam to provide practical advice for applying behavioral science in business. Sam emphasizes the opportunities for employing behavioral science in various business contexts, encouraging listeners to leverage shared psychological principles to drive innovation and problem-solving. 00:32:41 - Learning and applying the notes and chords of psychology Sam emphasizes the importance of learning the basics of psychology and behavioral science, comparing it to learning notes and chords in music, and how once mastered, they can be creatively applied. 00:34:39 - Reframing problems through a human lens Sam discusses the importance of reframing problems through a human lens, rather than categorizing them based on industry-specific challenges, and how solutions can be found by recategorizing the nature of the problem. 00:39:26 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Sam:  Twitter  LinkedIn  Ogilvy 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: Evolutionary Ideas, by Sam Tatam Alchemy, by Rory Sutherland Solving Modern Problems with a Stone Age Brain, by Douglas Kenrick and David Lundberg-Kenrick A More Beautiful Question, by Warren Berger Look, by Christian Madsbjerg Top Recommended Next Episode: Look, with Christian Madsbjerg (ep 325) Already Heard That One? Try These:  Framing (ep 296) Anchoring (ep 11) Priming (ep 252) Bikeshedding (ep 99) Behavioural Science Club, with Co-Founder Louise Ward (ep 118) Herding (ep 264) Reciprocity (ep 238) Change Management (ep 226) Loss Aversion (ep 316) Scarcity (ep 270) Relativity (ep 12) Time Discounting – I’ll Start Monday Effect (ep 328) Solving Modern Problems with a Stone Age Brain (ep 237) A More Beautiful Question with Warren Berger (ep 340) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Nudgestock
3/5/202444 minutes, 26 seconds
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371. Habituation and Its Antidote: A Conversation with Cass Sunstein

In the episode of The Brainy Business podcast, Cass Sunstein, a renowned legal scholar and behavioral economist, joined host Melina Palmer to discuss his new book, Look Again, and the concept of habituation and its impact on decision-making. Cass' extensive work in government and with businesses has provided him with a deep understanding of human behavior, making his insights invaluable for business leaders and decision-makers. The conversation delved into the significance of habituation, exploring how individuals become less sensitive to stimuli over time.  Cass highlighted the value of exploration and exploitation in learning and decision-making, emphasizing the impact of emotions on behavior and the role of diversity in decision-making processes. The episode provides valuable insights into how businesses can apply behavioral economics principles to enhance decision-making processes, ultimately shaping choices presented to individuals and influencing behavior in beneficial ways. Cass’ expertise and perspectives make this episode a must-listen for business leaders seeking to understand and leverage human behavior insights for enhanced decision-making. In this episode: Understand the psychology behind decision-making for strategic advantage. Harness habituation to gain insights into customer perception and behavior. Appreciate the power of dishabituation for uncovering hidden opportunities. Master the balance between exploration and exploitation for effective learning. Leverage nudges to influence decision-making and drive positive outcomes. Show Notes: 00:00:00 - Introduction, Melina introduces Cass Sunstein, his background in behavioral economics, and his newest book Look Again. 00:04:26 - The power of habituation Cass explains the concept of habituation and its impact on how we perceive the world around us, using examples from everyday life. 00:06:15 - The importance of dishabituation Cass discusses the importance of dishabituation in appreciating the good things in life and addressing challenges, using examples from personal experiences and historical figures. 00:13:27 - Creativity and the Fosbury Flop Cass explores the concept of creativity and the importance of critical distance from existing practices, using the example of Olympic athlete Dick Fosbury and his innovative high jump technique. 00:15:56 - Fosbury Flop in Government Cass shares examples of how the Fosbury Flop concept has been applied in the government to drive innovation and improve efficiency, using specific policy examples. 00:16:36 - Creativity and Disruption Cass discusses how global entry and TSA precheck were developed by creative people, like disruptors who refuse to habituate and bring ideas from other areas. 00:17:43 - Exploration vs. Exploitation Cass explains the difference between exploiters and explorers, where exploiters stick to what they know, while explorers seek new experiences and habituate quickly. 00:21:07 - Bill Gates vs. Warren Buffett Cass shares how Bill Gates' wide-ranging reading list reflects an explorer, while Warren Buffett's focused recommendations align with an exploiter. 00:25:19 - Tips for Writing and Co-Authoring Cass advises to follow your excitement for a project, start writing even if it's difficult, and find co-authors who are enjoyable to work with and bring out the best in each other. 00:33:38 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Cass:  X  LinkedIn 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: Look Again, Cass Sunstein and Tali Sharot Nudge, Richard Thaler and Cass Sunstein Scarcity, Sendhil Mullainathan and Eldar Shafir  Possession, A.S. Byatt Radical Uncertainty, John Kay and Mervyn King Top Recommended Next Episode: Optimism Bias (ep 34) Already Heard That One? Try These:  Nudge (ep 35) Incentives (ep 272) Understanding Mapping (ep 294) Defaults (ep 38) Give Feedback (ep 40) Expect Error (ep 362) Sludge (ep 179) Normalcy Bias (ep 370) Habits (ep 256) Wendy Wood Interview (ep 127) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  
3/1/202433 minutes, 57 seconds
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370. Rethinking Business as Usual: Adapting Strategy for Changing Times (Refreshed Episode)

In this episode of The Brainy Business podcast, Melina Palmer explores the concept of normalcy bias and its implications for decision-making. She provides compelling examples of how normalcy bias impacts individuals and industries, emphasizing the necessity of overcoming this mindset to foster adaptability and innovation. Melina underscores the significance of seizing virtual opportunities and leveraging behavioral economics for business success, urging her audience to consider the enduring value of maintaining virtual offerings.  Additionally, she addresses the perils of normalcy bias, emphasizing the need to acknowledge and confront the tendency to underestimate potential future challenges or changes. Melina teases an upcoming episode with Cass Sunstein, where the concept of normalcy bias will be thoroughly examined, offering listeners an exciting chance to gain further insights. This segment offers valuable insights on embracing change, capitalizing on virtual prospects, and challenging conventional norms, making it essential listening for business professionals seeking to enhance their decision-making acumen. In this episode: Recognize the impact of normalcy bias on decision-making processes. Utilize virtual opportunities to leverage behavioral economics for business growth. Enhance business success by maintaining virtual offerings in the current market landscape. Implement diversification strategies to mitigate risks and optimize business resilience. Address normalcy bias to improve decision-making and strategic planning. Show Notes: 00:00:00 - Introduction Melina introduces the concept of normalcy bias and its impact on decision-making during times of crisis or change. 00:03:02 - Impact of Normalcy Bias on Decision Making Melina discusses how normalcy bias affects decision-making, leading to complacency and resistance to change, using examples from different industries. 00:09:20 - Clinging to Normalcy in Times of Change Melina explores the tendency to cling to normalcy even when change is inevitable, and how this can hinder adaptability and innovation in businesses. 00:12:48 - Impact of Normalcy Bias on Financial Industry Melina provides an example of how normalcy bias affected decision-making in the financial industry, leading to missed opportunities and potential risks for businesses. 00:15:08 - Adapting to Change and Overcoming Normalcy Bias Melina shares insights on the need to adapt to change, prepare for unforeseen circumstances, and overcome normalcy bias for long-term business sustainability. 00:16:05 - Exploring New Opportunities Melina discusses the need to look for virtual opportunities, the importance of behavioral economics for business success, and the potential for adding new product lines accessible from home. 00:16:34 - Market Fit and Future Planning Melina emphasizes the importance of aligning with market needs, maintaining future sustainability, and considering brand continuity in business decisions. 00:17:25 - Diversification and Normalcy Bias Melina highlights the significance of diversification in business and the impact of normalcy bias on decision-making and problem-solving in the face of change. 00:18:09 - Underestimating Change Melina discusses how normalcy bias leads to underestimating the impact and duration of problems, and the need to regain sensitivity to notice both positive and negative aspects of life. 00:19:25 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Look Again, Cass Sunstein and Tali Sharot Sludge, Cass Sunstein Nudge, Richard Thaler and Cass Sunstein Simpler, Cass Sunstein What Your Employees Need and Can't Tell You, Melina Palmer  Top Recommended Next Episode: Sludge (ep 179) Already Heard That One? Try These:  Nudge (ep 35) Optimism Bias (ep 34) Loss Aversion (ep 9) Availability Bias (ep 15) Time Discounting (ep 51) Herding (ep 19) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Tali Sharot Ted Talk
2/27/202420 minutes, 35 seconds
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369. Inside the Minds of Tightwads and Spendthrifts w/ Scott Rick

In this episode of The Brainy Business podcast, Dr. Scott Rick, an associate professor of marketing at the University of Michigan's Ross School of Business, shares his insights into the psychology of spending behavior and its impact on personal relationships, financial decisions, and consumer behavior. Scott's research focuses on understanding the emotional causes and consequences of consumer financial decision-making, particularly concerning the behavior of tightwads and spendthrifts.  He delves into the different approaches to spending, emphasizing the distinctions between people who are just frugal, those who are tightwads, and those who love to spend. The episode provides valuable insights for personal financial advisors and individuals struggling with spending habits, offering strategies to help make better financial decisions and navigate their financial relationships more effectively. Scott's expertise and research bring a deep understanding of the psychological underpinnings of spending behavior, making this episode a must-listen for anyone seeking to enhance their financial well-being and understanding of consumer behavior. In this episode: Understand the intricate psychology behind spending behavior to make informed financial decisions. Explore the profound impact of joint accounts on overall happiness for informed financial planning. Navigate the complexities of decision-making in relationships to achieve financial harmony. Achieve a balance between individuality and togetherness in joint accounts for sustainable financial management. Uncover the significance of nudging and its role in improving decision-making for enhanced financial well-being. Show Notes: 00:00:00 - Introduction Dr. Scott Rick introduces the concept of tightwads and spendthrifts and discusses his background in decision-making research and marketing at the University of Michigan. 00:04:22 - Understanding Tightwads and Spendthrifts Scott explains the psychological distress experienced by tightwads when spending money and the lack of distress experienced by spendthrifts, leading to different spending behaviors and frustrations. 00:09:13 - The Art of Gift Giving Scott delves into the importance of gift giving as a way to show appreciation and understanding of a partner and discusses the role of sacrifice and surprise in giving meaningful gifts. 00:13:28 - Navigating Gift Giving with a Tightwad Scott offers advice on planning experiences, joint accounts, and benevolent deception to navigate gift giving with a partner who is a tightwad, emphasizing the significance of experiences over material gifts. 00:15:30 - The Importance of Valentine's Day in Relationships Scott emphasizes the importance of joint participation in Valentine's Day, emphasizing the communal nature of relationships. 00:16:15 - The Benefits of Joint Accounts Scott discusses the results of an experiment with newlyweds, highlighting that couples with joint accounts were the happiest, maintaining their newlywed level of happiness. 00:18:08 - Financial Translucency and Individuality Scott advocates for financial translucency instead of transparency, promoting the maintenance of individuality within joint accounts to avoid scorekeeping and promote communal vibes. 00:23:33 - The Psychological Impact of Prenups Scott shares his concerns about prenups, citing the psychological impact of having a backup plan and the optional nature of proposing it, suggesting a mandatory approach to reduce the stigma. 00:26:58 - The Influence of Decision Nudges Melina and Scott discuss the psychological impact of decision nudges, referencing research on the happiness of those who followed advice from a coin flip, highlighting the influence of nudges in decision-making processes. 00:30:22 - Marrying Companies and Relationships Scott discusses how the concept of marrying for love or money can tie into our relationships with companies. He highlights the importance of psychological similarity and well-being in both personal and professional commitments. 00:33:14 - Love or Money Question The discussion delves into the idea of marrying for love or money, drawing parallels to career choices. Scott emphasizes the need for a balance between money, love, and psychological similarity, both in personal relationships and career decisions. 00:36:47 - Importance of Companionate Love The conversation explores the significance of companionate love in long-term relationships, whether personal or professional. Scott and Melina discuss the potential pitfalls of solely relying on passionate love and the need for enduring compatibility. 00:40:32 - Revealing Interviews Scott and Melina discuss the importance of evaluating candidates' behavior and compatibility during interviews, drawing parallels to personal and professional relationships. 00:42:45 - Gift-Giving and Understanding Scott shares a personal anecdote about the challenges of gift-giving, emphasizing the importance of understanding and considering the recipient's perspective. This ties into the broader theme of understanding others' perspectives in personal and professional relationships. 00:45:42 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Scott: Scott’s website Instagram  LinkedIn 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: Tightwads and Spendthrifts, Scott Rick Happy Money, Elizabeth Dunn and Michael Norton The Ritual Effect, Michael Norton Behavioral Investor, Daniel Crosby How To Change, by Katy Milkman Top Recommended Next Episode: Mental Accounting (ep 282) Already Heard That One? Try These:  Kate Gigax Interview (ep 321) Pain of Paying (ep 240) Marcus Collins Interview (ep 305) Merle van den Akker Interview (ep 283) Katy Milkman Interview (ep 151) Chuck Howard Interview (ep 213) Paul Bloom Interview (ep 345) The Truth About Pricing (ep 5) Reciprocity (ep 283) DOSE Brain Chemical (ep 360) Surprise & Delight (ep 276) Status Quo Bias (ep 142) Speed of Trust (ep 148) Vulnerability Loops (ep 229) Nudge (ep 35) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
2/23/202446 minutes, 21 seconds
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368. Tapping Into the Power of Habit: How to Build Customer Loyalty (Refreshed Episode)

In this episode of The Brainy Business, Melina Palmer dives into the fascinating world of habits and their impact on business. Inspired by an upcoming interview with author Scott Rick on habits and money, Melina explores how habits can be harnessed in various business settings. She shares examples of big players like Starbucks and Costco, highlighting how they leverage habits to keep customers engaged and coming back for more.  Melina's insights on the power of habits and their application in business provide a fresh perspective for entrepreneurs and business owners. By understanding the psychology behind habits, she emphasizes how businesses can create rituals, anticipation, and a sense of scarcity to increase customer engagement and loyalty. Tune in to gain a deeper understanding of how habits influence consumer behavior and how you can leverage them in your business to drive success. In this episode: Maximize Business Success with the Power of Habits Unleash Marketing Success by Leveraging Habit Formation Master the Job to be Done Method for Business Growth Unlock Alternative Product Uses by Breaking Habits Foster Consistency and Engagement in Networking Drive Engagement through Strategic Content Creation Show Notes: 00:00:00 - Introduction Melina Palmer introduces the episode and discusses the importance of habits in business and personal life. 00:03:12 - Leveraging Habits in Business Melina explains how businesses use habits to their advantage, with examples from Lego, Starbucks, and Costco, and how to apply them in different industries. 00:07:46 - Habit Formation with Apps Melina discusses how apps use daily bonuses to create habits and increase user engagement, using examples from popular games like Candy Crush. 00:12:56 - Habits to Overcome Stress and Boredom Melina delves into the role of habits in overcoming stress and boredom, using the example of KitKat's tie-in with coffee breaks to increase sales and customer habit formation. 00:18:08 - Understanding Consumer Habits Exploring the connection between consumer habits and the placement of products in stores, highlighting the importance of understanding the job a product is hired to solve rather than just its features. 00:19:16 - Uncovering Consumer Behavior Researching consumer behavior at McDonald's, specifically focusing on morning milkshake purchases and the reasons behind them. The importance of understanding the job a product is hired to do and making it easy for consumers to fulfill that job. 00:22:12 - Leveraging Consumer Insights Highlighting the significance of understanding how consumers use a product in unexpected ways, and how this can lead to new marketing opportunities. Examples include NyQuil introducing ZzzQuil and the popularity of life hacks. 00:25:39 - Payment Habits and Consumer Behavior Exploring the impact of auto-pay and regular payments on consumer habits, and how businesses can leverage this to encourage customer loyalty. The importance of making payments easy and small in order to foster habitual behavior. 00:29:35 - The Power of Appointment-Based Services Discussing the benefits of appointment-based businesses, and the importance of making it easy for customers to schedule and keep regular appointments. Examples include hair salons, nail salons, and massage therapists. 00:34:12 - The Importance of Making Habits a Priority Making regular appointments a habit by prescheduling can lead to client loyalty and reciprocity. 00:35:19 - Networking and Social Media Habits Being part of people's routines is crucial in networking and social media. Consistency in engagement and genuine relationships are key. 00:38:19 - The Power of Consistency in Content Creation Consistency in content creation is essential for building habits in your audience. Repetition and reliability drive engagement and loyalty. 00:39:27 - Importance of Commitment and Frequency The commitment to frequency in content creation is crucial for building habits. Being less frequent can make it harder for the audience to form a habit. 00:43:10 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Tightwads and Spendthrifts, by Scott Rick Happy Money, by Elizabeth Dunn and Michael Norton The Ritual Effect, by Michael Norton Good Habits, Bad Habits, by Wendy Wood Atomic Habits, by James Clear  Top Recommended Next Episode: Wendy Wood Interview (ep 127)  Already Heard That One? Try These:  Habits (ep 256) Herding (ep 264) Framing (ep 296) Chuck Howard Interview (ep 213) Nudges (ep 218) Expect Error (ep 362) Give feedback (ep 40) Stone Age Brain (ep 237) Tim Ash Interview (ep 334) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Return of the weekly salon visit Clay Christensen’s Milkshake Marketing Marketing, Milkshakes and Understanding Your Customers Revival and Growth of an Iconic Brand 21 great Advent calendar ideas for Christmas 2018 LEGO City Advent Calendar
2/20/202446 minutes, 10 seconds
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367. Breaking Free: The Entrepreneurial Journey with Amy Porterfield

In this episode of The Brainy Business podcast, Melina Palmer interviews Amy Porterfield, an esteemed author and host of the Online Marketing Made Easy podcast, who shares her journey from working with Tony Robbins to becoming a successful entrepreneur. Amy's insights on leaving a 9-to-5 job and starting a business emphasize the importance of embracing entrepreneurship for personal freedom and the ability to design a fulfilling professional life.  She advises aspiring entrepreneurs to have the courage to pursue their dreams, highlighting the initial challenges and the significance of experimentation and niche focus in the early stages of entrepreneurship. Amy's expertise in creating profitable digital courses and her emphasis on the value of an email list and scarcity marketing make this episode a must-listen for aspiring entrepreneurs seeking increased confidence and clarity in their pursuit of entrepreneurship. Her relatable experiences and actionable insights offer valuable guidance for those considering a career change and venturing into entrepreneurship. In this episode, hear discussions about: Mastering the transition from a 9-to-5 job to entrepreneurship empowers you to pursue your passion and take control of your career. Strategically building an email list facilitates direct communication with your audience, fostering stronger connections and increasing business opportunities. Embracing the importance of scarcity marketing cultivates a sense of exclusivity, driving demand and urgency for your products or services. Focusing on a specific niche allows you to become an authority in your field, attracting a loyal customer base and standing out in a competitive market. Leveraging limited availability creates a sense of urgency, compelling customers to act swiftly and seize the opportunity, leading to increased sales and engagement. Show Notes: 00:00:00 - Introduction Melina introduces Amy Porterfield, author of Two Weeks Notice and host of the Online Marketing Made Easy podcast, and shares her excitement about having Amy as a guest on the show. 00:04:05 - Amy's Background and Transition to Entrepreneurship Amy shares her transition from working for Tony Robbins to becoming an entrepreneur. She highlights the challenges she faced in her first two years of business and emphasizes the importance of finding the courage to quit a 9-5 job. 00:07:02 - Upsides of Entrepreneurship Amy discusses the freedom and opportunities that come with entrepreneurship. She encourages individuals to pursue entrepreneurship if they feel unhappy in their current job, emphasizing the freedom and control that it offers. 00:10:11 - Evolution of Business Model Amy talks about the evolution of her business model, highlighting the importance of experimentation and finding what works. She emphasizes the need to pivot and make changes based on what feels right and resonates with the entrepreneur. 00:13:24 - Overcoming Trivial Obstacles Melina and Amy discuss the concept of Bike Shedding and Parkinson's Law of Triviality, emphasizing the tendency to procrastinate on trivial tasks. They encourage entrepreneurs to focus on the most important aspects of their business and avoid getting stuck on minor details. 00:14:19 - Avoiding Common Business Mistakes Amy advises against spending too much time on non-essential tasks such as perfecting a website or business card. She emphasizes the importance of making decisions and taking action to move forward in business. 00:15:23 - Overcoming Analysis Paralysis Amy highlights how spending excessive time on decisions like website templates is a way to stay safe, but it ultimately keeps individuals stuck. Taking action and making decisions is crucial for progress. 00:16:40 - Importance of Website Content Amy stresses the significance of key website pages, such as the about page and creating weekly original content. She advises against comparing one's early business stages to established businesses and emphasizes the need for consistency in content creation. 00:18:28 - Building an Email List Amy discusses the value of an email list, emphasizing its control and reliability compared to social media. She underscores the importance of promoting freebies and nurturing the email list as a priority in business growth. 00:26:29 - Consistency in Business Strategy Amy shares her successful strategy of launching the same product repeatedly until it performs exceptionally well. She highlights the importance of familiarity and repetition in marketing for success. 00:27:36 - The Evolution of Digital Course Academy Amy discusses the evolution of her product, Digital Course Academy, and how she has been launching it since 2019, with each launch getting better and bigger. She emphasizes the importance of improving marketing and program quality over time. 00:28:31 - Building Brand and Growing Email List Amy explains how launching the same product annually has helped her improve marketing, program quality, and grow her email list. She emphasizes the value of continuously building and strengthening the brand through consistent launches. 00:30:27 - Overcoming Nervousness about Scarcity and Urgency Melina and Amy discuss the challenges entrepreneurs face when implementing scarcity and urgency in their offers. Amy offers advice on addressing the fear of being pushy and the importance of believing in the value of urgency in helping customers make decisions. 00:34:48 - The Psychology of Scarcity and Urgency Melina delves into the psychological aspects of scarcity and urgency, highlighting how time pressure can shift individuals from being risk-averse to loss-averse. Amy emphasizes the effectiveness of scarcity in capturing attention and spurring action. 00:40:21 - The Power of Nudging and Feedback Melina and Amy discuss the concept of nudging and the importance of providing feedback to guide customers in their decision-making. Amy emphasizes the value of sending reminder emails to nudge potential customers, recognizing that people may forget due to their busy schedules. 00:40:55 - Overcoming Hurdles and Helping Others Amy gives advice on how to approach helping others without making them feel bad and encourages stepping out of comfort zones to send more emails. 00:41:36 - Self-Selection and Audience Clarity Amy shares her experience with receiving negative emails and emphasizes the importance of self-selecting audiences and being clear about who your audience is. 00:42:25 - Focused Business Approach Melina and Amy discuss the benefits of focusing on specific areas of expertise and being known for something specific, such as online courses and email list growth. 00:43:29 - Leveraging Social Media Amy talks about using social media to her advantage, even if she doesn't love it, and how it has helped her business. 00:44:43 - Leveraging Scarcity and Generosity Melina and Amy discuss the power of scarcity, familiarity bias, and reciprocity in growing a business, and encourage listeners to simplify and leverage these principles. 00:45:47 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Amy: Amy’s website Amy’s Instagram Amy’s LinkedIn  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: Two Week’s Notice, by Amy Porterfield What Your Customer Wants And Can’t Tell You, by Melina Palmer The Truth About Pricing, by Melina Palmer Purpose, by Gina Bianchini The Power of Scarcity, by Mindy Weinstein Top Recommended Next Episode: Subscriptions and Memberships (ep 105) Already Heard That One? Try These: Framing (ep 296) Focusing Illusion (ep 330) Confirmation Bias (ep 260) Gina Bianchini Interview (ep 263) Bikeshedding (ep 99) Time Pressure (ep 366) Loss Aversion (ep 316) Scarcity (ep 270) How to Stack and Bundle Offers (ep 84) How to Raise Prices (ep 354) Mindy Weinstein Interview (ep 271) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
2/16/202446 minutes, 58 seconds
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366. The Science of Time Pressure (Refreshed Episode)

In this episode of The Brainy Business Podcast, Melina Palmer digs into the psychology of time pressure and its effects on decision-making. She explains how time pressure creates a sense of scarcity and triggers loss aversion in the brain, leading to impulsive choices, especially during holiday shopping. Melina shares strategies to combat this, like setting a budget and creating a gift list to resist impulse buying. She also delves into how businesses can use time pressure to drive sales but emphasizes the need to test different approaches.  Melina also touches on the impact of time pressure on creativity and productivity, highlighting the importance of clear communication to reduce misunderstandings and time pressure. Her advice is helpful for anyone looking to make informed decisions and resist impulse buying during holiday shopping. Plus, her insights on leveraging time pressure for business are equally valuable. So, if you want to understand the psychology of time pressure and how to navigate it, this episode is definitely worth a listen! In this episode: Discover the psychology of time pressure to understand its impact on decision-making. Explore the influence of time pressure on consumer behavior and decision-making processes. Learn effective strategies to resist impulse buying and make informed purchasing decisions. Uncover how to leverage time pressure in marketing to drive consumer engagement and action. Find ways to reduce time pressure for increased productivity and better decision-making. Show Notes: 00:00:00 - Introduction This episode introduces the topic of time pressure and its impact on consumer behavior and decision-making. Melina shares her personal experience of feeling time pressure while buying concert tickets. 00:03:35 - The Complexity of Decision-Making The subconscious brain makes the majority of our decisions due to its faster processing speed. However, considering every facet of a decision would be overwhelming. Time pressure can lead to less effective decision-making and reduce creativity. 00:07:41 - Time Pressure and Consumer Behavior Time pressure during the holidays can influence consumer behavior. Limited quantities, daily deals, and shopping cart clocks create a sense of urgency. Under time pressure, people are more likely to make impulsive purchases and choose familiar, expensive options. 00:09:52 - Shifting Decision-Making Under Time Pressure Time pressure can reverse how we evaluate choices. With plenty of time, we tend to be risk-averse and focus on the risks of making a choice. However, under time pressure, we become loss-averse and fear missing out (FOMO), leading to impulsive buying behavior. 00:10:43 - Tips for Managing Time Pressure To manage time pressure during holiday shopping, create a gift list with spending limits. Plan ahead and have a list of stores to visit or browse online. Having a plan helps resist impulsive purchases and stay within budget. 00:15:52 - Importance of Promotions and Offers Promotions and offers are beneficial for businesses as they help consumers make decisions. Time pressure can be incorporated through discounts or limited-time offers, creating a sense of urgency. Countdowns and limited quantities also drive action. 00:18:15 - Effect of Time Pressure on Consumer Behavior Time pressure impacts decision-making by shifting individuals from being risk averse to loss averse. The perception of limited time changes behavior and motivates action. People are more likely to act quickly when faced with the possibility of missing out on an opportunity. 00:20:25 - Black Friday Deals and Year-End Offers Small businesses should consider if participating in Black Friday or year-end offers is necessary or beneficial. While big retailers are expected to have such deals, small businesses might get lost in the clutter. It's important to be thoughtful and not feel pressured to offer discounts that may result in operating at a loss. 00:22:53 - Impact of Time Pressure on Decision-Making Time pressure causes individuals to focus on extremes and make decisions based on worst-case and best-case scenarios. This may lead to less creativity and accuracy in decision-making. Working with more time allows for better planning and higher-quality outcomes. 00:26:41 - Overcoming Mindset Blocks and Alleviating Time Pressure Constantly being under time pressure can hinder productivity and quality of work. Overcoming mindset blocks and planning effectively can alleviate time pressure and improve creativity and decision-making.  00:31:02 - Evaluating Time Pressure Taking time to evaluate the impact of time pressure and asking key questions can help make confident decisions and use time pressure to your advantage. 00:31:53 - The Effects of Time Pressure Time pressure can hinder creativity, openness to change, and solid work in businesses. Clear communication and reducing unnecessary tasks can help alleviate time pressure. 00:33:02 - Misunderstood Emails Misunderstood emails contribute to wasted time and decreased productivity. Improving email clarity and simplicity can help reduce time pressure. 00:33:39 - Tips to Reduce Time Pressure Implementing strategies like clearer communication, simpler answers, and reducing unnecessary tasks can save significant time for employees. 00:34:46 - Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Two Weeks Notice, by Amy Porterfield What Your Customer Wants and Can't Tell You, by Melina Palmer What Your Employees Need and Can't Tell You, by Melina Palmer The Power of Scarcity, by Mindy Weinstein Scarcity, by Sendhil Mullainathan and Eldar Shafir  Top Recommended Next Episode: What Your Employees Need and Can't Tell You launch (ep 225)  Already Heard That One? Try These:  The Overwhelmed Brain and Its Impact on Decision Making (ep 358) Behavioral Economics Foundations: Loss Aversion (ep 316) Behavioral Economics Foundations: Framing (ep 296) How To Set Up Your Own Experiments (ep 63) How to Set, Achieve & Exceed Brainy Goals (ep 70) Behavioral Economics Foundations: Nudges and Choice Architecture (ep 35) Overview of Personal Biases (ep 45) Behavioral Economics Foundations: Scarcity (ep 270) What is Value? (ep 234) Behavioral Economics Foundations: Herding (ep 264) Mindy Weinstein Interview (ep 271) What Your Customer Wants and Can't Tell You (ep 147) The Truth About Pricing (ep 356) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Judgment and Decision Making Under Time Pressure Decision Making Under Time Pressure: A Model for Information Systems Research This Is Your Brain ‘On Sale’ Decisions under Time Pressure: How Time Constraint Affects Risky Decision Making Searching for a Better Deal: on the Influence of Group Decision Making, Time Pressure and Gender in a Search Experiment The Effects of Time Pressure and Completeness of Information on Decision Making
2/13/202435 minutes, 5 seconds
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365. Unlocking Business Potential: Implementing Brain-Friendly Practices with Felicity Heathcote-Marcz

In this episode of The Brainy Business podcast, Dr. Felicity Heathcote-Marcz shares her expertise in immersive research methodologies and ethnographic approaches, demonstrating the critical intersection between brain-friendly practices and effective business strategies. Her extensive experience in understanding cognitive biases, the power of storytelling, and the significance of empathy in decision-making processes enriches the discussion, offering actionable insights for optimizing organizational strategies.  Dr. Heathcote-Marcz's deep understanding of the topic and her ability to bridge academic ethnography with industrial practices makes her a valuable resource for business leaders seeking to enhance their decision-making processes and customer engagement through brain-friendly practices. The episode provides a high-level overview of the importance of incorporating brain-friendly practices into business strategies, making it a valuable resource for leaders aiming to optimize their organizational effectiveness. In this episode, hear discussion about how to: Implement brain-friendly business strategies to optimize decision-making and customer engagement. Identify and overcome cognitive biases in decision-making for more effective and rational business choices. Harness the power of storytelling in marketing to captivate and engage your target audience. Cultivate empathy in customer understanding to enhance customer satisfaction and loyalty. Engage in virtual strategy sessions and workshops to adapt and thrive in the digital business landscape. Show Notes: 00:00:00 - Introduction Dr. Felicity Heathcote Marcz introduces her consultancy, Bare Analysis, and discusses the importance of insight and research in today's changing business landscape. 00:04:47 - Starting a Business and Seeking Mentorship Felicity shares her experience of starting a new business and emphasizes the value of seeking out mentors for guidance and support. 00:11:37 - Tips for Starting a Business Felicity encourages aspiring entrepreneurs to believe in themselves, take calculated risks, and seek mentorship from experienced business owners. 00:14:54 - Active Listening and Building Trust Felicity discusses the importance of active listening in ethnographic research and shares tips for building trust and rapport with interview subjects. 00:16:56 - Importance of Pre-research in Ethnography Felicity emphasizes the importance of pre-research in ethnography to understand the context and stakeholders. She mentions the value of mystery shopping and desktop research to gather insights before engaging with stakeholders. 00:18:21 - Building Trust in Ethnography Felicity discusses the importance of building trust with stakeholders in ethnographic research, especially when clients may perceive researchers as spies or judgmental. She highlights the need for authentic dialogue and the ethical considerations involved in the process. 00:20:30 - Active Listening in Ethnography Felicity and Melina stress the importance of active listening in ethnographic research. They caution against self-deprecating chatter and emphasize the need for researchers to speak minimally and focus on understanding the stakeholders' perspectives. 00:25:23 - Role of Ethnography in Problem Definition Felicity discusses how ethnography can help organizations understand their problems better at the beginning of a project. She emphasizes the need for in-depth problem definition to avoid jumping to technological solutions without fully understanding the problem. 00:28:16 - Balancing Questioning and Action Melina and Felicity explore the balance between asking questions and taking action. They highlight the challenge of knowing when to stop questioning and start implementing solutions, emphasizing the importance of material conditions and persuading organizations to invest more time in problem definition. 00:33:44 - Navigating Plural Futures in Organizations Felicity discusses the impact of AI and Chat GPT on research and insight, emphasizing the need for insightful research to navigate complex questions in organizations' short and medium-term strategies. 00:34:15 - Impact of AI and Chat GPT on Research Chat GPT has revolutionized research by providing sensible paragraphs from massive information. Felicity stresses the importance of insightful research for addressing complex organizational challenges. 00:37:11 - Embracing AI in Education Felicity shares a story about integrating AI into education and emphasizes the importance of embracing new technologies as part of students' future, teaching them how to use AI effectively instead of fearing it. 00:41:25 - Balancing AI Tools and Human Knowledge The discussion highlights the importance of asking the right questions and leveraging human knowledge to effectively utilize AI tools. Felicity emphasizes the balance between AI capabilities and human understanding. 00:43:30 - Ethnographic Insights for Organizations Felicity delves into the significance of ethnography in uncovering hidden problems and solutions for organizations. She shares insights from her ethnographic research with traffic officers, highlighting the importance of embodied realities in organizational understanding. 00:50:37 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 Felicity: Bare Analysis Website Twitter LinkedIn 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 Future Normal, by Rohit Bhargava and Henry Coutinho-Mason  Look, by Christian Madsbjerg Collaboration is the New Competition, by Priscilla McKinney Semiotics in Retail, by Rachel Lawes Ethnographies of Work, by Felicity Heathcote-Marcz Top Recommended Next Episode: Lianne Potter Interview (ep 363) Already Heard That One? Try These:  Rohit Bhargava Interview (ep 297) Felicity Heathcote-Marcz Interview (ep 324) What Problem Are You Solving? (ep 126) Rachel Lawes Interview (ep 191) Priscilla McKinney Interview (ep 196) Questionstorming (ep 215) Nudging for Good at Walmart (ep 206) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
2/9/202451 minutes, 20 seconds
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364. Unmasking the Hawthorne Effect: Improving Performance and Motivation (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer explores the intriguing concept of the Hawthorne Effect and its implications for employee behavior and productivity. Drawing from her wealth of experience in behavioral science, Melina adeptly navigates the significance of monitoring in the workplace, emphasizing the need for transparency and employee involvement. She expertly highlights the benefits and potential drawbacks of monitoring, offering valuable insights into the complexities of human behavior and their implications for businesses.  The episode captures Melina's passion for behavioral design and her dedication to unraveling the multifaceted factors that influence employee performance. Through real-world examples and thought-provoking discussions, Melina compellingly presents the case for why business managers should tune in to gain a deeper understanding of the Hawthorne Effect and its relevance in driving organizational success. With a conversational and engaging tone, Melina invites listeners to join her in exploring the intricacies of employee behavior and its practical implications for business management. In this episode: Improve productivity and behavior with effective monitoring strategies. Uncover the powerful impact of the Hawthorne effect on employee performance. Embrace transparency in monitoring to foster a culture of trust and accountability. Explore the benefits and drawbacks of employee monitoring for informed decision-making. Navigate the complexities of interpreting results to avoid confirmation bias. Show Notes: 00:00:00 - Introduction Melina Palmer introduces the episode and discusses the focus on the Hawthorne Effect, which explores how behavior changes when people know they are being watched or observed. 00:02:07 - The Hawthorne Studies Melina discusses the Hawthorne Studies conducted at Western Electric's Hawthorne location in the 1920s. These studies aimed to understand how changes in worker conditions would impact productivity and were among the first to incorporate worker opinions and mindset into planning processes. 00:04:43 - Factors Influencing Results The experiments at the Hawthorne location showed that providing input and treating workers as human beings with opinions and worth resulted in increased productivity. However, modern researchers have identified that too many factors were being changed simultaneously, and the special treatment given to the group of women also influenced the results. 00:06:53 - Understanding the Hawthorne Effect The Hawthorne Effect states that when people know they are being observed or that an experiment is taking place, it changes their behavior. This can impact the results of experiments and studies. Researchers often hide the true intent of the study to avoid bias caused by participant awareness. 00:10:19 - Avoiding Observer Bias In certain cases, it is important to avoid observer bias by ensuring that people are not aware they are being watched or observed. This is done to obtain a natural view of behavior and prevent participants from altering their actions. Secret shoppers and incognito observation methods are commonly used in these situations. 00:15:47 - The Impact of Monitoring on Workers Monitoring can be helpful in boosting productivity, but it can also make workers feel rushed and stressed. It's important to involve workers in the monitoring process and address their concerns to avoid negative impacts on performance. 00:17:19 - Importance of Involving Workers in Monitoring When monitoring more complex tasks, it's crucial to ask for workers' input and involve them in the process. This helps them understand the reasons behind monitoring and ensures they feel valued and supported. 00:18:14 - Benefits of Monitoring for Security and Behavior Monitoring can deter theft and encourage good behavior. Security cameras can make people act differently when they know they're being watched. However, over-monitoring or constant visits can lead to immunity and reduced impact. 00:19:41 - Avoiding Confirmation Bias and the Hawthorne Effect Researchers should be cautious of confirmation bias and the Hawthorne effect, which can bias results and hinder finding the real problem or solution. Digging deeper and considering motivations and incentives is crucial. 00:21:32 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Behavioral Science in the Wild, by Dilip Soman and Nina Mazar What Your Customer Wants and Can't Tell You, by Melina Palmer A More Beautiful Question, by Warren Berger Both/And Thinking, by Wendy Smith and Marianne Lewis Designing for Behavior Change, by Stephen Wendel Top Recommended Next Episode: Using Ethnography to Understand Your Customers (ep 324) Already Heard That One? Try These:  Dilip Soman Interview (ep 241) Understanding the Problem  (ep 126) How Simple Nudges Can Save Hundreds of Millions (ep 140) Designing for Behavior Change (ep 116) Incentives (ep 36) Confirmation Bias (ep 260) How to Setup Your Own Experiments (ep 63) Time Pressure (ep 74) Priming (ep 252) Focusing Illusion (ep 330) Loss Aversion (ep 316) Ikea Effect (ep 112) Confirmation Bias (ep 260) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Systematic Review of the Hawthorne Effect: New Concepts Are Needed to Study Research Participation Effects The Hawthorne Effect and Behavioral Studies The “Hawthorne Effect” — What Did the Original Hawthorne Studies Actually Show? The Hawthorne Effect – Or Why Everything Works Hemming and Hawing over Hawthorne: Work Complexity and the Divergent Effects of Monitoring on Productivity Hawthorne Effect Hawthorne Studies Podcast Movement Virtual Could You Leverage Podcast Guesting to Grow Your Visibility? Louise Brogan: The Social Bee Ian Anderson Gray
2/6/202425 minutes, 5 seconds
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363. Unveiling the Power of Cyber Anthropology with Lianne Potter

In this episode of The Brainy Business podcast, you will hear an insightful conversation between host Melina Palmer and Lianne Potter, a cybersecurity consultant with a background in anthropology. Lianne's unique journey from being a software developer to entering the field of cybersecurity provides a valuable perspective on understanding user behavior and cultural nuances in technology. She emphasizes the importance of recognizing the human element in cybersecurity and highlights the need for businesses to bridge the gap between the security team and other departments.  By incorporating disciplines such as anthropology, psychology, and behavioral economics, organizations can gain a deeper understanding of why humans behave the way they do, ultimately leading to a stronger security culture. Lianne also shares her thoughts on the metaverse and the significance of direct communication platforms in shaping our digital interactions. This episode sheds light on the role of anthropology in cybersecurity and offers practical insights for cybersecurity professionals and business leaders seeking to improve their understanding of human behavior and cultural nuances in security practices. In this episode: Understand the cultural nuances within your organization to develop tailored cybersecurity practices that align with user behavior. Discover how human behavior influences the security practices within your organization and how to leverage this knowledge to enhance cybersecurity. Foster a stronger security culture within your organization by recognizing and addressing the unique challenges and motivations of your employees. Incorporate the principles of anthropology into your business processes to gain a deeper understanding of your organization's security practices and how they can be improved. Gain insight into the relationship between human behavior and security practices to effectively implement strategies that mitigate cyber risks. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer introduces Lianne Potter, a cyber anthropologist. Lianne shares her expertise in cyber anthropology, which involves applying the principles of anthropology to understand and improve cybersecurity cultures. 00:03:11 - Understanding Cybersecurity Culture Lianne explains the importance of understanding cybersecurity culture, from individual users to security teams within organizations. By addressing resistance and finding solutions, cultural security transformation becomes easier and more effective. 00:05:55 - Becoming a Cyber Anthropologist Lianne discusses how she became a cyber anthropologist and the early challenges of studying digital cultures. She highlights the impact of virtual spaces on relationships, the replication of societal structures, and the need to preserve digital artifacts. 00:09:59 - Applying Anthropology in Real-Life Lianne shares her experience working for a charity and applying her anthropology skills to solve issues of destitution. She encountered the digital divide, where vulnerable individuals faced social disadvantages due to a lack of access to online services. 00:13:45 - The Human-Centric Approach to Security Lianne emphasizes the importance of a human-centric approach to security. By understanding the human factors and motivations behind cybersecurity behaviors, organizations can create more effective security practices and mitigate risks. 00:16:54 - Introduction to Technology and Anthropology Lianne talks about her experience growing up with a family computer and her interest in computer programming. She shares how she used free online resources and attended tech meetups to teach herself programming. Lianne also explains how her background in anthropology influenced her approach to technology. 00:18:30 - Applying Anthropology to Technology in the NHS Lianne discusses her first job as a software developer in the UK National Health Service (NHS) and how she applied anthropology to ensure that technology was created with the end user in mind. She emphasizes the importance of considering cultural nuances when developing technology for a diverse range of customers. 00:20:12 - Transition to Cybersecurity Lianne shares her curiosity about a security team within her organization and her determination to join them. She explains how she became fascinated with cybersecurity and eventually transitioned into the field. Lianne highlights the cultural differences between cybersecurity teams and other tech teams. 00:23:57 - The Human Element in Cybersecurity Lianne compares digital security to physical security and emphasizes the importance of the human element in cybersecurity. She suggests using technology, such as password managers, to reduce human errors. Lianne also discusses the perception of hackers and the complexity of policing in the virtual space. 00:27:56 - Language and Victim-Shaming in Cybersecurity Lianne addresses the language used to describe victims of cyber incidents and highlights the victim-shaming culture. She emphasizes the need for empathy and understanding, 00:33:21 - The Vicious Cycle of Security Controls The lack of communication and collaboration between different teams in an organization leads to a cycle of ineffective security controls. This cycle results in workarounds that are more dangerous than the threats they aim to protect against, making the organization more vulnerable. 00:34:59 - Changing the Security Culture The security team must lead by example and be willing to change their own mindset and practices. Rather than blaming others for the lack of security culture, the security team needs to take responsibility and work towards improving their own approach to security. 00:35:52 - Leveraging User Research and User Experience Teams Collaborating with user research and user experience teams can help the security team ask the right questions and gain a deeper understanding of user behaviors and needs. This collaboration can lead to innovative security solutions that prioritize user experience and make security measures more seamless and user-friendly. 00:39:14 - Participant Observation and Building Trust Embracing the anthropological research technique of participant observation allows the security team to immerse themselves in different departments and understand their culture and challenges. By building trust and gaining insights into the unspoken issues and breakdowns in communication, the security team can address the root causes of poor security practices. 00:42:18 - The Metaverse and Identity The concept of the metaverse raises questions about the necessity of avatars and separate platforms for communication. With the rise of direct communication channels like WhatsApp and LinkedIn messenger, the need for avatars 00:49:17 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Lianne: LinkedIn Lianne’s Website  YouTube 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: Humanizing Rules, by Christian Hunt Speed of Trust, by Stephen MR Covey Look, by Christian Madsbjerg Using Semiotics in Retail, by Rachel Lawes Mixed Signals, by Uri Gneezy Top Recommended Next Episode: Felicity Heathcote-Marcz Interview (ep 324) Already Heard That One? Try These:  Christian Hunt Interview (ep 311) Priscilla McKinney Interview (ep 196) Patrick Fagen Interview (ep 138) Luke Freeman Interview (ep 239) Social Proof (ep 87) What Problem Are You Solving? (ep 126) Stephen MR Covey Interview (ep 320) Look (ep 325) Cognitive Semiotics (ep 259) Rachel Lawes Interview (ep 191) Olson Zaltman Interview (ep 181) Overwhelm and Decision Making (ep 358) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
2/2/202452 minutes, 13 seconds
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362. Anticipating Errors: The Secret to Guiding Behavior and Influencing Decisions

In this episode of The Brainy Business podcast, you'll join host Melina Palmer as she dives into the fascinating world of behavioral economics and decision-making. With her expertise in the field, Melina explores the concept of Expect Error and how it plays a crucial role in understanding human behavior and designing effective nudges. By sharing personal experiences and real-life examples, she highlights the common errors we make in judgment and decision-making.  From post-completion errors to forgetfulness, Melina demonstrates how anticipating these errors can lead to improved decision-making and behavior. Throughout the episode, she provides valuable insights and practical strategies for businesses and individuals to leverage the power of nudges and choice architecture. So, if you're interested in enhancing your decision-making skills and understanding the psychology behind our choices, this episode of The Brainy Business is a must-listen. Get ready to gain valuable knowledge and unlock the secrets to better decision-making! In this episode, you will: Understand the impact of errors in decision-making to improve your choices. Harness the power of choice architecture to shape your decisions and outcomes. Discover effective nudges that can influence behavior and guide decision-making. Enhance the effectiveness of nudges by incorporating sensory cues. Create consistency in your routines and habits to optimize your decision-making process. Show Notes: 00:00:00 - Introduction, Melina introduces the episode, which focuses on the E in Nudges - Expect Error. She explains that humans make errors in judgment and decision-making all the time, and emphasizes the importance of designing interventions to support behavior. 00:03:32 - Importance of Expecting Error Melina discusses the importance of expecting errors in decision-making and how it is the reason why nudges and choice architecture exist. She highlights that humans are not perfect, unlike the fictitious species of econs in traditional economic models, and provides examples of errors we can expect in everyday life. 00:07:53 - Post-completion Error Melina explains the concept of post-completion error, where we mentally check off a task as done even if it is only partially completed. She shares her personal example of forgetting to move the laundry from the washer to the dryer. Melina also mentions the importance of incorporating all the senses when designing nudges to prevent errors. 00:10:22 - Consistency and Medication Errors Melina discusses the importance of consistency in preventing errors, using the example of medication adherence. She explains how taking medication daily and at a consistent time can help reduce the likelihood of forgetting. Melina also mentions the use of placebo weeks in birth control pills and the recommendation to take weekly medication on Sundays. 00:15:22 - The Power of Strategic Foresight Strategic foresight allows businesses to anticipate and solve errors before they happen, creating a strong reputation for problem-solving and customer service. 00:16:44 - Empowering Employees to Make It Right Giving employees the authority to rectify mistakes on the spot, such as offering compensation or going above and beyond, creates a culture of exceptional customer service. 00:18:07 - Going Above and Beyond The Ritz Carlton is a prime example of a company that empowers its staff to do whatever it takes to make things right for customers, creating a sense of trust and loyalty. 00:20:36 - Anticipating Errors By understanding the busy and overwhelmed state of customers and staff, businesses can implement nudges to help prevent errors and alleviate stress. 00:23:34 - Adding Value to Processes By considering the needs and potential errors of customers and staff, businesses can enhance processes by adding helpful features, such as including batteries or recommended add-ons with products. 00:31:42 - Gmail's Nudge Feature Gmail's nudge feature helps users stay on top of their emails by putting important emails back at the top of the inbox after a few days of inactivity. This nudge includes a message in a different color text, like orange, that prompts the user to follow up on the email. 00:32:41 - Hot State and Cold State Understanding the concept of a hot state and a cold state is essential in behavioral economics. In a hot state, people are more likely to make impulsive decisions and struggle to stick to commitments they made in a cold state. Strategies like self-exclusion lists for gamblers and using Dysulfram for alcoholics can help individuals stay on track even when in a hot state. 00:34:14 - Precommitment and Save More Tomorrow Precommitment strategies, like the Save More Tomorrow program, can help individuals increase their commitment to certain behaviors. For example, asking individuals to commit a percentage of their future raises to go directly into their retirement savings has led to significant increases in contributions over time. 00:35:45 - Consistency and Staying Top of Mind Consistency is crucial in business to stay top of mind with customers. Drip campaigns and regular content updates, such as blogs, podcasts, and newsletters, help remind customers of their initial interest and keep the brand in their routine. 00:37:38 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Nudge, by Richard Thaler and Cass Sunstein Alchemy, by Rory Sutherland Sludge, by Cass Sunstein What Your Customer Wants and Can't Tell You, by Melina Palmer Friction, by Roger Dooley  Top Recommended Next Episode: Give Feedback, the “G” in NUDGES (ep 40) Already Heard That One? Try These:  What problem are you solving? (ep 215) Structuring Complex Choices, the “S” in NUDGES (ep 41) Mixed Signals with Uri Gneezy (ep 273) Humanizing Rules, with Christian Hunt (ep 311) Quit, with Annie Duke (ep 227) Friction, with Roger Dooley (ep 274) Sludge (ep 179) Precommitment (ep 120) Behavioral Economics Foundations: Habits (ep 256) The Power of Habit (ep 22) Behavioral Economics Foundations: Optimism Bias (ep 34) Behavioral Economics Foundations: Reciprocity (ep 238) Behavioral Economics Foundations: Availability (ep 310) Questions or Answers (ep 4) The Overwhelmed Brain and Its Impact on Decision Making (ep 358) Behavioral Economics Foundations: Optimism Bias (ep 34) Do Lead Magnets Work and Do You Need One? (ep 3) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter What a 5-Step Checklist from Johns Hopkins Can Teach You About Life and Business Silpat Macaron Baking Mat Be on time with the Procrastinator’s Clock Clocky Save More Tomorrow™: Using Behavioral Economics to Increase Employee Saving The Ritz-Carlton Leadership Center Nudge: Improving Decisions About Health, Wealth, and Happiness Choice & Architecture The Chicago School of Professional Psychology Behavioral Economics Postgraduate Degree Programs
1/30/202443 minutes, 48 seconds
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361. Mastering Confidence: Unleash Your Potential with Neuroscientist Dr. Ian Robertson

In this episode of The Brainy Business podcast, host Melina Palmer invites Dr. Ian Robertson, a clinical psychologist, neuroscientist, and author, to delve into the psychology of confidence. With his expertise in understanding how individuals and organizations adapt to change, Ian explores the malleability of confidence and its impact on our lives. He emphasizes that confidence is a belief that can be learned and developed, not solely determined by genetics or brain structure.  Throughout the conversation, Ian shares practical strategies for building confidence, such as setting achievable goals and reframing emotions. He also discusses the role of leaders in fostering collective confidence within teams and highlights the importance of vulnerability, trust-building, and open communication. By understanding the psychology of confidence and implementing the strategies discussed, individuals can boost their confidence and empower themselves in both personal and professional settings. In this episode: Discover the psychology behind confidence and unlock your true potential. Embrace failure as a valuable learning tool to achieve personal and professional growth. Learn how to reframe your emotions to enhance performance and achieve your goals. Start building your confidence one small step at a time and witness the positive impact in your life. Explore the power of collective confidence in leadership and its impact on teams and organizations. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer introduces Dr. Ian Robertson, a clinical psychologist and author of How Confidence Works. They discuss the significance of confidence in shaping individuals' lives and how it can be learned and developed. 00:03:05 - Mind vs. Brain Ian explains the difference between the mind and the brain, using the analogy of hardware and software in a computer. While the brain is the physical structure, the mind refers to the software that shapes our thoughts, behaviors, and emotions. He emphasizes that the mind and brain are interconnected and that changes in the mind can have significant effects on the brain. 00:07:33 - The Impact of Confidence on Success Ian discusses the long-term consequences of confidence, using the example of two five-year-old girls with similar abilities. Even a slight difference in confidence can lead to divergent paths and advantages later in life. Confidence not only boosts individual performance but also influences relationships and social dynamics. 00:10:11 - Building Confidence While sudden shifts in confidence, as portrayed in movies, are rare, Ian explains that confidence is built through specific behaviors and tangible successes. The process involves setting proximal goals, gradually stretching oneself, and experiencing a sense of achievement. Slow progress and small successes form the foundation for increased confidence. 00:17:22 - The Benefits of Failure Failure is a better teacher than success as it allows for reflection and learning. Failure can be a threat to the ego, but adopting a growth mindset can help in addressing and learning from failures. 00:18:59 - The Importance of Self-Reflection Self-reflection is crucial for learning from failure. By analyzing the causes of failure, one can gain insights and make improvements in various areas such as skills development, time management, and market understanding. 00:20:15 - Taking Action Despite Failure Taking action in spite of failure builds confidence and resilience. By embracing failure as a friend and focusing on the process rather than negative self-scrutiny, one can overcome the fear of failure and continue moving forward. 00:21:41 - Shifting Perspectives and Emotions Emotions such as anxiety and excitement have similar physical responses in the body. By reframing anxiety as excitement, one can change their mindset from a threat to a challenge. This shift in perspective can improve performance and boost confidence. 00:27:44 - Overcoming Anxiety and Building Confidence Overcoming anxiety by taking action in spite of it can lead to increased confidence. Treating anxiety as an arousal rather than a negative emotion allows one to harness it and focus on internal goals, leading to a sense of accomplishment and improved performance. 00:34:32 - The Importance of Taking Action Overcoming anxiety and fear requires taking action, even when your confidence is low. Start with small steps and gradually work towards your goals. 00:35:27 - Controlling Attention for Confidence What you pay attention to determines your motivation and emotions. Focus on future success rather than possible failure. Set achievable goals and celebrate small wins along the way. 00:37:28 - Collective Confidence in Teams A confident leader can inadvertently drain the confidence of others in a group. To build collective confidence, leaders should ensure equal participation, improve emotional intelligence, and include a diverse range of perspectives. 00:40:08 - The Role of Values in Confidence Clear values shared by a group enhance cohesion and collective confidence. Leaders should foster a sense of unity and trust by promoting a common set of values among team members. 00:44:47 - Avoiding Narcissism and Practicing Humility Success is often influenced by luck and chance factors. Leaders and parents must remain humble and grateful, avoiding narcissism, to inspire and motivate others without diminishing their confidence. 00:45:36 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Ian: His Website LinkedIn Twitter 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: How Confidence Works, by Ian Robertson The Winner Effect, by Ian Robertson Think Faster, Talk Smarter, by Matt Abrahams The Truth About Pricing, by Melina Palmer What Your Employees Need and Can’t Tell You, by Melina Palmer Top Recommended Next Episode: DOSE Brain Chemicals (ep 360) Already Heard That One? Try These:  Framing (ep 296) Imposter Syndrome (ep 306) Bundling Offers (ep 354) How to Pitch Your Business (ep 326) Matt Abrahams Interview (ep 327) Optimism Bias (ep 34) Focusing Illusion (ep 330) Priming (ep 252) Counterfactual Thinking (ep 286) Prefactual Thinking (ep 232) Survivorship Bias (ep 110) Chris Rawlinson Interview (ep 193) Vulnerability Loops (ep 229) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
1/26/202449 minutes, 38 seconds
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360. Work with Your Brain: Unleashing the Power of the DOSE Chemicals (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll join host Melina Palmer as she delves into the fascinating world of the four DOSE brain chemicals: dopamine, oxytocin, serotonin, and endorphins. Melina's passion for understanding the inner workings of the brain led her to explore how these chemicals impact our emotional well-being and motivation.  As she breaks down each chemical and its role, you'll gain valuable insights into how they influence your daily life. Melina dispels the myth that we should always be happy and instead explains how these chemicals are designed to promote survival. By understanding the power of these chemicals, you'll be equipped to optimize your own emotional well-being and motivation. So, if you're looking to increase your fulfillment and success by harnessing the power of your brain, this episode is definitely worth a listen. Get ready to uncover the secrets behind your brain's chemical reactions and discover how to leverage them for a more fulfilling life. In this episode, you will: Understand the role of dopamine in motivation and unlock the key to sustainable drive and achievement. Discover how building trust and connection through oxytocin can enhance your relationships and improve overall well-being. Boost your confidence and belief with serotonin, and unlock your true potential. Learn how to harness the power of endorphins for emotional well-being and experience increased happiness and fulfillment. Gain valuable insights on how to optimize your brain chemicals for increased motivation, success, and overall well-being. Show Notes: 00:00:00 - Introduction, Melina introduces the topic of the episode, which is a deep dive into the four happy chemicals in the brain known as the dose brain chemicals: dopamine, oxytocin, serotonin, and endorphins. She also mentions her upcoming conversation with Dr. Ian Robertson about dopamine and confidence. 00:02:18 - The Purpose of the Dose Brain Chemicals The brain chemicals dopamine, oxytocin, serotonin, and endorphins are not naturally there to make us feel good, but rather to promote survival. They have become more easily accessible in our modern world, leading to tolerance and the need for more stimulation. 00:04:27 - Dopamine and Anticipation Dopamine is released in the brain during anticipation and motivation. It is not the item or reward itself that gives us dopamine, but the drive to obtain it. Unnatural levels of dopamine from things like sugar and social media can lead to addiction and decreased satisfaction with natural rewards. 00:07:36 - The Impact of Unnatural Dopamine Levels Our modern lives are flooded with unnatural levels of dopamine from various sources, such as junk food, social media, and video games. This can lead to a decrease in motivation for natural rewards. Detoxing from these unnatural sources can help reset our brain's dopamine expectations. 00:10:59 - Training Your Brain for Natural Rewards By cutting out unnatural sources of dopamine and embracing new goals, we can help train our brains to find rewards in more natural ways. 00:16:33 - Building Trust and Oxytocin Opening yourself up to trust is key for survival and critical for the release of oxytocin. Start small, set realistic expectations, and build trust through successful commitments. 00:18:03 - Serotonin and the Need for Respect Serotonin is about confidence, social status, and belief in your own abilities. Embrace the need for respect without becoming a narcissist. Focus on the positive feedback from others and believe in your own value. 00:21:51 - Endorphins and the Importance of Pain Endorphins are released in response to pain. While exercise is a common way to release endorphins, laughter and stretching can also trigger their release. Be cautious not to chase the endorphin high and put yourself in harm's way. 00:26:10 - Cortisol and Managing Stress Cortisol is released in response to threats or fears. Constantly masking cortisol with positive experiences can lead to increased production. Allow yourself to feel cortisol and accept the natural ebb and flow of brain chemicals. 00:27:41 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: How Confidence Works, by Ian Robertson Indistractable, by Nir Eyal The Truth About Pricing, by Melina Palmer Good Habits, Bad Habits, by Wendy Wood Blindsight, by Matt Johnson and Prince Ghuman Top Recommended Next Episode: Wendy Wood Interview (Ep 127) Already Heard That One? Try These:  Herding (ep 264) Habits (ep 256) The Power of Habit (ep 22) Resolutions and Keeping Commitments (ep 29) Apple Card (ep 42) Biases Toward Novelty and Stories (ep 54) Surprise and Delight (ep 60) How to Get (and Stay) Motivated (ep 67) How to Set, Achieve & Exceed Brainy Goals (ep 70) Interview With Author Nir Eyal (ep 78) Why Our Brains Love Nostalgia & Traditions (ep 79) How to Finally Change Your Behavior (So it Sticks) (ep 81) Focusing Illusion (ep 89) Confirmation Bias (ep 102) How To Use Behavioral Economics to Create Thriving Cities (ep 113) Interview with Bec Weeks (ep 119) Prince Ghuman (ep 172) Matt Johnson Interview (ep 160) Truth About Pricing (ep 356) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter How I Tricked My Brain To Like Doing Hard Things (Dopamine Detox) Happy Brain Chemicals: Dopamine, Serotonin, Oxytocin, Endorphin Brain Chemistry Lifehacks: Steve Ilardi at TEDxKC Five Ways to Boost Your Natural Happy Chemicals Why Your Brain Loves Good Storytelling
1/23/202430 minutes, 55 seconds
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359. From Stuck to Success: Proven Strategies for Breaking Through Barriers with Adam Alter

In this episode of The Brainy Business podcast, you will hear Melina Palmer interview Adam Alter, author of the book Anatomy of a Breakthrough. Adam shares his personal experience of feeling stuck during his early college days, which led him to research and develop strategies for getting unstuck. The conversation covers the four sections of his book: Help, Heart, Head, and Habit, each focusing on different aspects of overcoming obstacles and making progress. They discuss the importance of slowing down, acknowledging emotions, and developing adaptive strategies. Adam also emphasizes the exploration-exploitation distinction and the significance of knowing when to say yes and when to say no. He highlights the benefits of facing fears, taking risks, and not being afraid to fail. In this episode, you will: Enhance decision-making skills for professional success and personal growth. Understand the impact of technology and screen time on productivity and well-being. Create a mindful and focused environment by cultivating analog practices. Experience the benefits of mindful living and screen-free periods for increased clarity and creativity. Overcome fear and achieve breakthroughs to unlock your full potential. Show Notes: 00:00:00 - Introduction, Melina introduces Adam Alter and his background in behavioral science and decision-making. They discuss his previous books and his focus on understanding why we make predictable errors and how subtle cues in the environment influence our behavior. 00:02:24 - The Influence of Screens Adam shares his research on the effects of screen time on our well-being and the shift in public perception about technology. He emphasizes the importance of creating an environment where we have periods of time without access to screens to improve our mental focus and overall quality of life. 00:06:03 - Cultivating Healthy Screen Habits Adam advises creating boundaries with screens, such as keeping phones in a different room during meals and before bed, to reduce the temptation to constantly check and use devices. He highlights the impact of physical proximity on our psychological experience and suggests analog solutions to digital problems. 00:09:30 - The Outsourcing of Experience Adam discusses how we have become reliant on devices such as watches and phones to capture and validate our experiences. He shares a personal anecdote about restarting a run because his watch didn't record it, highlighting our tendency to outsource the business of living to technology. 00:10:26 - The Illusion of Experience Adam explores the idea that if our devices don't capture an experience, it feels as though the experience didn't happen. He suggests that we need to be conscious of this reliance on technology. 00:13:52 - Introduction Adam discusses his new book on getting unstuck, sharing his own experiences and research on the topic. 00:15:16 - Section 1: Help Adam introduces the concept of demystification and explores the struggles and hardships faced by successful individuals like actress Brie Larson. 00:17:08 - Section 2: Heart The emotional component of being stuck is explored in this section, emphasizing the importance of dealing with emotions and coping with the discomfort of feeling stuck. 00:17:53 - Section 3: Head Adam delves into cognitive strategies for getting unstuck, including finding good ideas, conducting friction audits, and seeking support from others. 00:18:25 - Section 4: Habit The final section focuses on taking action to get unstuck, discussing the importance of actionable behaviors, and outlining how to determine the right actions to take. 00:19:22 - Allowing for Space and Being Stuck The conversation explores the idea of allowing oneself to be stuck and the importance of taking breaks and creating space for creativity and productivity. 00:23:10 - Consistency vs. Off Switch Adam challenges the notion that success requires constant consistency, highlighting the value of having an "off switch" and embracing downtime for rejuvenation and creativity. 00:27:33 - The Dunning Kruger Effect and Confidence Tanking Adam discusses the Dunning-Kruger effect, where people realize they don't know enough about something, and their confidence drops. They can choose to invest and work on it or give up completely. 00:28:09 - Exploration vs Exploitation Mindset Adam explains the exploration exploitation distinction. In exploration mode, one should say yes to opportunities to try new things and create a wide funnel of experiences. In exploitation mode, focus on one thing and say no to everything else to make progress. 00:29:54 - The Importance of Saying No Adam emphasizes the importance of saying no and not getting stuck on things that don't matter. Some people are good at saying no and it helps them prioritize what is truly important. 00:30:19 - Balancing Yes and No Mindsets Adam suggests a challenge where students say yes to everything for a month, followed by a period of saying no. It's important to explore and try new things but also to focus on what truly matters and make progress. 00:31:37 - Facing Fears and Overcoming Stuckness Adam shares the story of a woman who challenged herself to face her fears for 100 days. By confronting her fears, she learned that fear doesn't have to control her and got unstuck as a person. 00:40:45 - The Importance of Training Beyond the Goal Adam shares the example of golfer Phil Mickelson, who trains by playing multiple rounds of golf in a day instead of just 18 holes. By pushing himself to play more, Mickelson improves his concentration and makes 18 holes feel easier. Overtraining can be a useful method for training focus and concentration in any area. 00:42:43 - The Benefits and Challenges of Overtraining Overtraining can be extremely effective for improving focus and concentration, but it can also leave you depleted. The asymmetry in golf, where a lapse in concentration can result in a significant loss of strokes, makes overtraining particularly valuable. It's important to find a balance and consider the potential costs and benefits of overtraining in any context. 00:43:35 - Practicing Beyond the Goal Just focusing on the main goal can make it difficult to achieve. By practicing beyond the goal, such as using a weighted ball in soccer or adding weight to a baseball bat, you can develop the strength and skills needed to perform even better when faced with standard conditions.  00:44:56 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Adam: Adam’s website  Twitter LinkedIn 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: Anatomy of a Breakthrough, Adam Alter Irresistible, Adam Alter Influence if Your Superpower, Zoe Chance The Power of Saying No, Vanessa Patrick Friction, Roger Dooley Top Recommended Next Episode: Anchoring (ep Already Heard That One? Try These:  Roger Dooley Interview (ep 274) Framing (ep 296) Relativity (ep 12) Dunning Kruger Effect (ep 266) Habits (ep 256) What Problem Are You Solving? (ep 126) Paradox of Choice (ep 171) Overwhelmed Brain (ep 358) Nir Eyal Interview (ep 290) Zoe Chance Interview (ep 308) Vanessa Patrick Interview (ep 309) Questionstorming (ep 215) Set, Achieve, and Exceed Brainy Goals (ep 70) Imposter Syndrome (ep 306) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter 100 Days Without Fear
1/19/202448 minutes, 6 seconds
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358. Unlocking Your Decision-Making Potential: Tackling Cognitive Overload (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll join host Melina Palmer as she dives into the fascinating topic of cognitive overload and its impact on decision-making. Melina's expertise in behavioral economics and decision science makes her the perfect guide to help you understand how an overwhelmed brain can hinder your ability to make rational choices. She shares insightful strategies for reducing cognitive load, allowing you to improve your decision-making skills and make better choices in all aspects of life. With her engaging storytelling and relatable examples, Melina will captivate your attention and leave you with practical tools to overcome cognitive overload. Whether you're seeking personal growth or professional development, this episode is a must-listen for anyone looking to enhance their decision-making abilities and reduce cognitive overwhelm. In this episode, you will: Gain a clear understanding of how cognitive overload impacts your decision-making, so you can make more informed choices and avoid costly mistakes. Explore effective strategies for reducing cognitive load, enabling you to think more clearly and efficiently, leading to improved decision-making and increased productivity. Discover practical ways to overcome overwhelm and improve your overall productivity, so you can achieve your goals with a focused and calm mindset. Recognize the importance of clear communication and goal setting in decision-making, empowering you to align your actions with your objectives for more successful outcomes. Learn how to address post-completion error and reduce overwhelm, ensuring that you can navigate complex tasks and projects without feeling overwhelmed or making avoidable mistakes. Understand the power of prioritization and effective time management in decision-making, enabling you to allocate your resources wisely and make quality choices that align with your long-term objectives. Uncover the impact of information overload on decision-making and explore strategies to filter and prioritize information, allowing you to make better decisions in today's fast-paced world. Gain insights into decision-making biases and learn techniques to overcome them, helping you minimize the influence of cognitive biases on your choices and improve your rational decision-making abilities. Show Notes: 00:00:00 - Introduction, Melina introduces the episode on the overwhelmed brain and its impact on decision-making. She highlights the importance of reducing cognitive load and provides insights on how show notes and videos can help alleviate overwhelm. 00:02:26 - The Power of Show Notes Melina explains the significance of show notes in helping listeners retain information. She emphasizes that having access to detailed show notes and videos allows the brain to relax and focus on the content, leading to better decision-making. 00:06:29 - The Chocolate Cake Study Melina discusses a study where participants were asked to remember either a two-digit or seven-digit number. The results showed that those with the higher cognitive load were more likely to choose chocolate cake as a snack. This highlights how overwhelm can influence decision-making towards instant gratification. 00:09:36 - Ignoring Complexity Melina explains how our brains tend to ignore tasks that are deemed too complex or overwhelming. She discusses the brain's preference for simplicity and how it relies on subconscious rules of thumb to make decisions. This has implications for understanding why our brains get overwhelmed and how it affects decision-making. 00:11:25 - Overwhelm and Performance Melina explores how overwhelm can negatively impact performance. She references Dan Ariely's book, The Upside of Irrationality, which highlights how the weight of high stakes and pressure can impair cognitive function and lead to worse performance. This underscores the importance of managing overwhelm to optimize decision-making. 00:16:01 - Introduction and Traveling Checklist Melina introduces herself and discusses her packing routine for important trips, highlighting the tendency to obsessively run through lists in her head. She emphasizes the importance of relieving overwhelm from the conscious brain and shares her personal experience of forgetting to close the garage door. 00:17:48 - Post-completion Error and Overwhelming Tasks Melina explains the concept of post-completion error, where the brain marks a task as complete when only some or most of it has been done. She relates this to personal examples such as leaving clothes in the washing machine all day. She encourages the use of checklists and sticky notes to combat overwhelm. 00:20:17 - Relieving Overwhelm in Work and Personal Life Melina urges listeners to find ways to relieve overwhelm in both their work and personal lives. She suggests simple strategies like using sticky notes and establishing routines to help manage tasks effectively. She also emphasizes the importance of being a resource to customers by helping them alleviate overwhelm. 00:20:58 - Overwhelming Customers Melina prompts listeners to reflect on whether they are overwhelming their current or potential customers. She advises considering the amount of information being presented and the order in which it is presented. If customers feel overwhelmed, they may hesitate or delay making decisions. 00:32:15 - Overcoming Constant Updates Constantly checking for updates can make the whole experience feel jaded. Instead, lenders can provide proactive updates to make customers feel valued and informed, while also avoiding unnecessary interruptions. 00:33:17 - Bringing Value and Endearment Proactive updates not only benefit customers but also help lenders prioritize their tasks and avoid wasting time. It creates a sense of reciprocity, which can be beneficial when asking for referrals or reviews. 00:34:14 - Tips to Overcome Overwhelm The five tips to overcome overwhelm are: write things down, focus on one task at a time, create patterns or habits, set goals, and incorporate breathing room and checkpoints. 00:35:03 - Getting Things Out of Your Head Getting things out of your head is crucial to avoid overwhelm. Don't rely on your memory and limit your focus and goals to reduce stress. 00:37:45 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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 Anatomy of a Breakthrough, by Adam Alter Fierce Conversations, by Susan Scott Happier Hour, by Cassie Holmes Work Well. Play More! by Marcey Rader Come Up For Air, by Nick Sonnenberg Top Recommended Next Episode: Expect Error: The “E” in NUDGES (ep 362) Already Heard That One? Try These:  Give Feedback: The “G” in NUDGES (ep 40) How to Set, Achieve and Exceed Brainy Goals (ep 70) DOSE Brain Chemicals (ep 123) Bikeshedding (ep 99) Planning Fallacy (ep 346) Time Discounting (ep 328) Optimism Bias (ep 34) Cassie Holmes Interview (ep 257) Marcey Rader Interview (ep 323) Nick Sonnenberg Interview (ep 347) Sludge (ep 179) Friction (ep 274) Ben Guttmann Interview (ep 351) Behavioral Economics Foundations: Habits (ep 256) Behavioral Economics Foundations: Reciprocity (ep 23) Behavioral Economics Foundations: Sense of Sight (ep 24) Behavioral Economics Foundations: The Sense of Smell (ep 298) Resolutions and Keeping Commitments (ep 29) Mirror Neurons (ep 31) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Heart and Mind in Conflict: the Interplay of Affect and Cognition in Consumer Decision Making Poverty Impedes Cognitive Function How Writing To-Do Lists Helps Your Brain (Whether Or Not You Finish Them)
1/16/202438 minutes, 3 seconds
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357. Quality vs Value: Creating a Clear and Impactful Brand Identity

In this episode of The Brainy Business podcast, host Melina Palmer dives into the importance of choosing between quality and value when it comes to your brand strategy. She talks about how businesses can be successful with either approach, but it's crucial to pick one and stick with it. Melina shares real case studies of brands like Supreme and Costco to illustrate how they've excelled by aligning their pricing strategies with their brand messaging.  She emphasizes that understanding how customers perceive your brand is key to making informed decisions about your positioning in the market. If you're an entrepreneur looking to establish a clear brand identity and nail down consistent brand messaging and pricing strategies, this episode is a must-listen. Melina's insights and examples make a convincing case for the impact of your brand strategy on customer perception and decision-making. For those looking to elevate their branding approach and make strategic decisions, this podcast episode offers valuable takeaways and practical advice. In this episode: Understand the Importance of Choosing Brand Strategy: Uncover the critical role of brand strategy in business success. Analyze Quality vs Value in Branding: Explore the dynamic balance between quality and value within brand development. Align Pricing with Brand Values: Learn how to harmonize pricing strategies with the core values of your brand. Explore the Impact of Brand Identity on Consumer Perception: Discover the profound influence of brand identity on consumer attitudes and behaviors. Establish Consistent Brand Messaging: Master the art of crafting and maintaining a cohesive brand message across all platforms. Show Notes: 00:00:00 - Introduction Melina introduces the critical decision every business needs to make: what type of company they are. She explains that this decision is foundational to pricing strategy and can be boiled down to two main paths: quality or value. 00:04:11 - Quality Business Melina defines quality businesses as those that set higher prices due to factors like higher quality materials, expertise, or innovative methods. These businesses focus on higher margins and making fewer sales. Melina emphasizes the importance of consistency in messaging and pricing for quality brands. 00:09:03 - Value Business Melina describes value businesses as offering bargains, great value for money, and selling by volume with smaller margins. These businesses run sales, discounts, and promotions as a key part of their strategy. She highlights the need for alignment between the brand's perception and how customers see them. 00:11:42 - Aligning Business Perception Melina shares an example of a client who faced a disconnect between their perceived quality and value brand image. She emphasizes the importance of aligning the company's identity with customer perception and the impact on brand positioning, products, services, and pricing. 00:14:52 - Holding the Line on Business Type Melina discusses the challenge of staying true to the chosen business type and making consistent decisions. She addresses the pressure to conform to other strategies, the potential damage of diluting a brand's perceived value, and the importance of getting everyone in the organization on board. 00:16:17 - Choosing Between Quality and Value Melina discusses the importance of choosing between quality and value for your brand, emphasizing the need to stick with one approach to achieve success. She urges listeners to consider their vision for their business and commit to a path. 00:19:26 - Case Study: Quality Brand - Supreme Melina shares a case study on the streetwear brand Supreme, highlighting their extreme scarcity model and the success they've achieved through high demand and resale market. She emphasizes the importance of challenging industry norms and being different in business. 00:23:59 - Case Study: Value Brand - Costco Melina presents Costco as a value brand that focuses on providing high-quality items at the best possible price. She discusses Costco's effective scarcity model and the impact of their commitment to saving members money on their overall brand strategy. 00:29:21 - Examples of Quality and Value Brands Melina introduces four case studies of quality and value brands, including Serendipity3, Hermes, Ryanair, and Old Navy. She mentions the depth and detail provided in the book and invites feedback for potential future behavioral economics analysis episodes. 00:31:41 - The Importance of Value Statement Melina discusses the vital aspect of brand identity - the value statement. It encapsulates core beliefs, creates consistency, and influences customer perceptions. 00:32:19 - Impact of Branding on Decision Making Melina explains how a precise brand message and promise are essential for making buying decisions easier for customers. The alignment of brand values and prices is crucial for creating a clear memory and influencing behavior. 00:33:51 - Priming and Brand Image Melina delves into the concept of priming, where word choice and images influence decision-making. She provides examples of how brands like Apple and Disney prime customers' behavior and perceptions through their logos. 00:35:41 - Aligning Brand Identity with Business Type Melina contrasts the mission statements of Costco and Louis Vuitton to illustrate the importance of aligning brand identity with the type of business. She encourages listeners to evaluate their own mission, vision, and values for alignment. 00:40:10 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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 Truth About Pricing, by Melina Palmer What Your Employees Need and Can't Tell You, by Melina Palmer What Your Customer Wants and Can't Tell You, by Melina Palmer Alchemy, by Rory Sutherland Marketing to Mindstates, by Will Leach Top Recommended Next Episode: Truth About Pricing (ep 355) Already Heard That One? Try These:  What Your Employees Need and Can’t Tell You (ep 225) Bundle and Stack Your Offers (ep 84) How to Raise Your Prices (ep 354) Get the Ultimate Pricing Confidence (ep 66) What Your Customer Wants and Can't Tell You (ep 147) Jo Evershed and Gareth Harvey Interview (ep 353) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter The Truth About Pricing Freebies
1/11/202445 minutes, 38 seconds
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356. Unleashing the Power of Pricing: Mastering Consumer Behavior for Higher Sales (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer delves into the psychology of pricing strategy, drawing from her experiences at a conference for female entrepreneurs and her expertise in behavioral economics, which also served as the foundation for her book, The Truth About Pricing. Melina emphasizes the importance of understanding the subconscious influences that drive consumer behavior and how businesses can leverage sensory cues and anticipation to shape purchasing decisions.  She shares insights on creating an irresistible introduction, utilizing the five senses, and leveraging principles of behavioral economics to capture customers' attention and drive sales. By discussing anchoring and adjustment, relativity, and the power of presenting multiple options, Melina provides practical strategies for entrepreneurs to apply in their retail businesses. Her engaging storytelling and relatable approach make this episode a valuable resource for entrepreneurs looking to increase consumer engagement and drive higher sales through effective pricing strategies. In this episode: Uncover the psychology behind pricing strategies to gain a competitive edge in the retail market. Craft an irresistible introduction to captivate customers and leave a lasting impression. Leverage the five senses to create a memorable and immersive shopping experience for your customers. Implement anchoring and adjustment techniques in pricing to influence consumer behavior and drive sales. Understand the importance of presenting multiple options to increase consumer engagement and boost sales. Show Notes: 00:00:00 - Introduction Melina Palmer introduces the podcast episode and mentions that it is releasing on the same day as the launch of her third book, The Truth About Pricing. She discusses how this episode was the basis for the book and encourages listeners to order a copy. 00:02:18 - Pricing Strategy and Selling Techniques Melina talks about observing how people position their offers and discuss their services at conferences and events. She mentions that skilled presenters follow a pattern and are able to subtly make the audience want their offer. This pattern is based on the same foundation as pricing strategy. 00:07:47 - Subconscious Evaluation Melina discusses how she constantly evaluates advertisements and messaging around her, even though she may not consciously realize everything her subconscious is taking in. She emphasizes that subconscious evaluation plays a significant role in selling techniques, such as the anticipation created by the smell of freshly baked cookies. 00:11:41 - Order of Events Melina explains the importance of the order in which events occur in a selling experience. She contrasts a positive experience of smelling cookies, receiving a special offer, and enjoying a free sample with a negative experience of being interrupted by a salesperson and feeling irritated. The same offer can result in different outcomes based on the order of events. 00:17:02 - The Core Takeaway on Pricing Customers will find a way to pay for your product if it solves a real problem and is positioned effectively. Delivery and understanding behavioral economics are important factors in getting customers to take action. 00:20:08 - The Scent of the Cookies To capture your ideal client's attention, you need something nearly irresistible. Use all five senses to create an engaging and memorable experience through platforms like social media, podcasting, or visuals. 00:23:13 - Give Them Something to Keep Them Interested Offer something of value to your potential customers. For services, provide lead magnets. For physical products, allow customers to sample or experience the product to create a sense of ownership and desire. 00:24:30 - The Power of Touch and Scarcity Utilize touch to stimulate the brain's ownership response. Incorporate scarcity by creating a sense of urgency and fear of missing out. Countdowns and limited-time offers can motivate customers to take immediate action. 00:34:13 - The concept of anchoring and adjustment Anchoring and adjustment is when the brain latches onto a number and then adjusts up or down based on that initial anchor. This concept can influence our decision-making, as demonstrated in scenarios like buying Snickers bars at the grocery store. 00:36:08 - The concept of relativity Relativity plays a role in decision-making by comparing options. In an example from an advertisement for subscriptions to the Economist, removing a seemingly undesirable option led to a shift in people's choices. Understanding relativity can help marketers create effective pricing strategies. 00:39:11 - Building pricing options When setting prices, it's recommended to provide three options: the best offer, a decoy with worse value, and a third item for balance. This approach allows for value comparisons and caters to different customer preferences. The presentation and order of pricing options can influence decision-making. 00:42:22 - Mastering pricing strategy Mastering pricing strategy requires an understanding of the principles and how they work together. Each product or service may require different tweaks and adjustments. Incorporating these learnings into pricing strategies can lead to better customer engagement and profitability. 00:43:52 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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 Truth About Pricing, by Melina Palmer What Your Employees Need and Can't Tell You, by Melina Palmer What Your Customer Wants and Can't Tell You, by Melina Palmer Nudge, by Richard Thaler and Cass Sunstein Friction, by Roger Dooley Top Recommended Next Episode: Behind the Scenes, The Truth About Pricing (ep 355) Already Heard That One? Try These:  What Your Employees Need and Can’t Tell You (ep 225) Bundle and Stack Your Offers (ep 84) How to Raise Your Prices (ep 354) Get the Ultimate Pricing Confidence (ep 66) What Your Customer Wants and Can't Tell You (ep 147) Jo Evershed and Gareth Harvey Interview (ep 353) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
1/9/202447 minutes, 17 seconds
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355. The Truth About Pricing: Behind the Scenes

In this episode of The Brainy Business podcast, Melina Palmer unveils the backstory of her latest book, The Truth About Pricing: How to Apply Behavioral Economics so Customers Buy. By tracing her path from book concept to publication, Melina underscores the significance of pricing confidence for businesses. The episode delves into the challenges businesses encounter in pricing and how Melina's book offers actionable advice to cultivate that essential confidence.  With a focus on unraveling the psychology and behavioral economics underpinning pricing decisions, Melina's book aims to empower businesses to enhance their sales strategies and cultivate customer loyalty. For business owners and entrepreneurs seeking to elevate their pricing acumen and drive profitability, this episode is a valuable resource. Melina's expertise and pragmatic insights make it an indispensable guide for navigating the complexities of pricing strategy. In this episode, you will be able to: Mastering the Book Publishing Process: Unveiling the intricacies and essentials of publishing a book for aspiring authors and entrepreneurs. Optimizing Pricing Strategy for Businesses: Maximizing profitability and competitiveness through strategic pricing methodologies tailored to your business. Leveraging Behavioral Economics in Pricing: Harnessing consumer psychology and decision-making behaviors to drive sales and revenue. Cultivating Confidence in Pricing Decisions: Developing the expertise and assurance needed to make sound pricing choices for your products or services. Incorporating Psychology into Pricing Strategy: Understanding the psychological triggers that influence consumer purchasing decisions and using them to your advantage. Show Notes: 00:00:00 - Introduction Melina introduces the episode, discussing the launch of her new book. She provides an overview of what listeners can expect in the episode. 00:04:16 - The Journey to Writing The Truth About Pricing Melina shares the journey of writing The Truth About Pricing, from connecting with a book agent to finalizing the contract for the book. She discusses the process of pitching the book to publishers and the serendipitous events that led to its publication. 00:09:30 - The Problem with Pricing Melina delves into the common struggles and stress associated with pricing for businesses. She highlights the pressure to get pricing perfect, the tendency to procrastinate, and the overwhelming amount of information available on pricing strategies. 00:11:33 - Gaining Confidence in Pricing Strategy Melina emphasizes the importance of confidence in pricing and its impact on customer behavior. She discusses the value of gaining confidence in pricing strategy and presents the book as a guide to achieving this confidence. 00:15:36 - Overcoming Procrastination and Setting the Right Price Melina addresses the common pitfalls of procrastination in setting prices and the cognitive biases that contribute to this behavior. She highlights the book's focus on overcoming these challenges and setting prices with confidence. 00:16:05 - Setting the Stage Melina explains that the book focuses on understanding the pricing problem and how behavioral economics is the key to success. It covers the science behind pricing and the steps to optimize pricing using behavioral economics and psychology. 00:19:25 - The Golden Octopus Melina introduces a short story about the purchase of a golden octopus to illustrate how pricing really works. This section also provides insights on pricing placement and psychology, outlining the brain tricks that impact pricing. 00:21:06 - Building a Foundation This part focuses on the importance of the factors that come before the price itself. It emphasizes the need to create a seamless buying experience for customers and highlights the significance of choice architecture in pricing strategy. 00:25:22 - Applying the Framework Melina introduces the It's Not About the Cookie framework, which consists of six categories of behavioral science to consider when applying the foundation of the pricing strategy. It also discusses the value of properly structuring a choice in pricing. 00:30:06 - Case Studies Melina discusses four case studies of well-known global businesses to inspire readers on how to apply the concepts to their specific business types. The case studies cover quality and value-based product and service businesses, offering practical insights for readers. 00:31:40 - The Importance of Pricing Strategies Melina emphasizes the importance of making pricing decisions efficiently and confidently. She offers a guide to streamline the process and highlights the value of incorporating psychology and behavioral economics into pricing strategies. 00:32:38 - Freebies and Resources Melina discusses the complimentary items available, including a virtual glossary and a pricing mastery checklist. She invites listeners to visit thebrainybusiness.com for a free sample chapter and provides links for ordering the book. 00:33:47 - Availability and Formats Melina shares that the book is available for purchase on various platforms and mentions the upcoming ebook and audible versions. She encourages preordering and assures that the audiobook is professionally narrated. 00:34:48 - Audiobook and Book Content Melina addresses the suitability of the audiobook for learning, highlighting that the book's tasks are not heavily reliant on visual aids. She provides links to order all her books and emphasizes the value of the book's content. 00:36:19 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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 Truth About Pricing, by Melina Palmer What Your Customers Want and Can’t Tell You, by Melina Palmer What Your Employees Need and Can’t Tell You, by Melina Palmer Marketing Mess to Brand Success, by Scott Miller Finding Confidence in Conflict, by Kwame Christian Top Recommended Next Episode: Truth About Pricing (ep 5) Already Heard That One? Try These:  What Your Employees Need and Can’t Tell You (ep 225) Bundle and Stack Your Offers (ep 84) How to Raise Your Prices (ep 354) Get the Ultimate Pricing Confidence (ep 66) What Your Customer Wants and Can't Tell You (ep 147) Jo Evershed and Gareth Harvey Interview (ep 353) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
1/5/202438 minutes, 42 seconds
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354. Discover the Secrets to Successfully Increase Prices for Your Business (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer dives deep into the topic of raising prices for businesses. Melina shares insights on the psychology behind pricing decisions and emphasizes the importance of understanding the value and context for customers. She provides practical strategies for overcoming mindset blocks and gaining confidence in quoting prices to potential clients. By drawing on examples from various industries, including retail and service-based businesses,  Melina offers valuable advice on how to navigate the process of raising prices effectively. Her approachable and practical guidance, combined with real-world examples, makes this episode a must-listen for entrepreneurs and business owners looking to increase profitability and overcome the fear of raising prices. Whether you're a seasoned entrepreneur or just starting out, Melina's expertise and relatable storytelling style provide actionable insights that can help you take the next step in growing your business. So, grab your headphones and tune in to this episode to gain the confidence and strategies you need to successfully raise prices and drive your business forward. In this episode: Optimize your pricing strategy for profitability. Understand the key factors driving pricing decisions. Overcome mindset blocks to confidently raise prices. Target the right demographic for your pricing structure. Enhance the perception of value in your pricing. Show Notes: 00:00:00 - Introduction In this episode, Melina Palmer introduces the topic of raising prices and discusses the relevance of the fresh start effect. She also mentions her upcoming book, The Truth About Pricing, and the importance of understanding the psychology behind pricing. 00:03:05 - The Possibility of Raising Prices Melina emphasizes that raising prices is possible for any business, regardless of industry or competition. She highlights the importance of considering your own brand, costs, and goals before making any pricing changes. 00:07:09 - Overcoming Mindset Blocks Melina discusses the fears and mindset blocks that often hold business owners back from raising prices. She provides examples, such as being overbooked or not making enough profit, and suggests strategies for overcoming these blocks. 00:09:17 - Targeting a New Demographic When targeting a new demographic, Melina advises that a business may need to raise prices to appeal to the right customers. She encourages businesses to embrace the idea that not everyone will be a fit and to focus on providing value to the customers who do align with their offerings. 00:11:03 - The Value of Higher Prices Melina explains that higher prices can create a perception of higher value. Customers often derive more satisfaction and perceive greater effectiveness from products or services they pay more for. She uses examples like expensive jeans to illustrate this concept. 00:15:28 - The Variable Pricing of Soda The price of soda varies depending on the location and context of the purchase, such as in grocery stores, movie theaters, and fast-food chains. Understanding why customers are willing to pay different amounts for the same product in different locations can help businesses determine their pricing strategies. 00:16:18 - Questionstorming for Pricing Strategy Asking thought-provoking questions, such as "What would happen if I charged ten times more?" and "What would make people happy to pay ten times more for this?" can help businesses reassess their value and find ways to add more value to justify higher prices. 00:18:48 - Phased Approach to Price Increase for Service-based Businesses Service-based businesses can raise prices for new clients immediately and gradually phase in the price increase for existing clients. This allows for a smooth transition and can be done based on existing contracts or by offering pre-commitment discounts. 00:21:45 - Responding to Customer Reactions When communicating a price increase to clients, it's important to be understanding and helpful. Having a plan in place for handling discount requests or threats to leave can help maintain price integrity and ensure that the new pricing aligns with the overall brand and strategy. 00:23:46 - Context and Competition for Product-based Businesses Product-based businesses need to consider the context in which their products are priced, such as the competition and the overall shopping experience. Understanding the value and differentiation of your product can help justify the increase. 00:30:42 - The Importance of Understanding Customer Difficulty It's crucial to recognize that what may come easily to you, such as marketing or technology, can be challenging for others. To effectively sell your product or service, focus on the value you provide to customers and develop a solid pricing strategy. 00:31:10 - Role-Playing to Build Confidence Overcome the fear of stating your new price by practicing it repeatedly. Say the price out loud until it becomes second nature and visualize customers happily paying that amount. Confidence is key in pricing discussions and can influence customers' perception. 00:31:59 - The Impact of Confidence on Pricing Displaying confidence when stating your price signals to customers that others are willing to pay that amount. Conversely, hesitancy may trigger doubt in the customer's mind. Role-playing and triggering mirror neurons can help build confidence in price discussions. 00:33:24 - Pricing Communication and Confidence Always communicate pricing with confidence, even if you feel scared. The first sale at a new price point may be challenging, but once achieved, it becomes easier. Overcome mindset blocks, take a breath, and dive into raising your prices. 00:35:21 -  Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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 Truth About Pricing, by Melina Palmer What Your Customer Wants and Can’t Tell You, by Melina Palmer The Psychology of Price, by Leigh Caldwell Alchemy, by Rory Sutherland Branding that Means Business, by Matt Johnson and Tessa Misiaszek Top Recommended Next Episode: Jo Evershed and Gareth Harvey  Interview (ep 353) Already Heard That One? Try These:  Creating a Brainy Brand (ep 43) Analysis of Costco (ep 47) Framing (ep 16) Anchoring & Adjustment (ep 11) Herding (ep 19) Mirror Neurons (ep 31) How to stack and bundle offers (ep 84) Leigh Caldwell Interview (ep 233) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
1/2/202438 minutes, 11 seconds
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353. Data-Driven Personalization for Online Retail - Jo Evershed and Gareth Harvey

In this episode of The Brainy Business podcast, you'll hear an insightful conversation between host Melina Palmer and guests Jo Evershed and Gareth Harvey. Jo and Gareth discuss the power of behavioral data in personalizing shopping experiences and nudging consumers towards more desirable choices. The conversation also delves into the impact of default options and the potential for personalization in branding. Overall, this episode highlights the potential of data-driven personalization in improving shopping experiences and pricing strategies. Whether you're an online retailer or marketer, this episode provides valuable insights on how to engage customers and increase conversions through personalized nudges. In this episode, you will: Maximize your online sales with behavioral data insights. Boost customer engagement with personalized nudges and recommendations. Increase conversions by leveraging data-driven decision-making in pricing strategies. Improve the shopping experience by understanding consumer behavior in supermarkets. Optimize your online grocery store for success with insights into online shopping trends. Discover the impact of book jacket colors on consumer purchasing decisions. Uncover the secrets to driving sales through data-driven pricing experiments. Show Notes: 00:00:00 - Introduction, Melina introduces the guests, Jo Evershed and Gareth Harvey, and discusses their work in behavioral science and consumer psychology. 00:04:34 - Gorilla Experiment Builder and Consumer Psychology Jo explains the purpose of Gorilla Experiment Builder, a platform for running behavioral research online. Gareth discusses his background in consumer psychology and how he applies academic research in the commercial sector. 00:07:07 - Applying Behavioral Insights in Grocery Stores Gareth shares his experience in designing supermarket layouts and how psychological principles can be applied to improve marketing strategies. He discusses the importance of finding the right stimuli and placement to influence consumer behavior. 00:09:40 - The Impact of Smell in Retail Gareth explains the effectiveness of using scents like chocolate in retail environments. He highlights the importance of placing the scent in the right location to maximize its impact on consumer behavior. 00:11:48 - The Truth About Pricing Melina mentions her upcoming book, The Truth About Pricing, and discusses an experiment she conducted with Jo and Gareth for the book. The experiment involved testing different pricing strategies during the COVID-19 pandemic. 00:14:21 - The Psychology of Supermarket Aisles The group discusses the importance of positioning items in supermarket aisles to encourage impulse buys and prolong shopping trips. They explain the strategy of making customers far enough in the aisle to see the next one and entice them to continue walking and making more purchases. 00:15:40 - Changes in Supermarket Design The group mentions how supermarkets are adapting their store layouts to cater to different types of shoppers, such as grab-and-go shoppers and those doing big stock-up shops. They discuss the need to avoid antagonizing shoppers and the potential for redesigning stores to meet changing shopping habits. 00:16:39 - Online Shopping and Impulse Buys The group explains how supermarket apps can still encourage impulse purchases and replicate the in-store experience. They mention the use of personalized advertisements and offers based on past purchases. Additionally, they discuss the importance of optimizing product images and descriptions for online shoppers. 00:18:20 - Nudging Towards Healthier Choices The group introduces the concept of "swaps" in online supermarkets, where healthier alternatives are offered as substitutes for less nutritious products. They discuss the potential for making small nudges towards healthier options and the role of personalized recommendations in influencing consumer choices. 00:20:12 - Challenges in Online Product Display The group highlights the challenges of displaying products effectively in online supermarkets. They explain how industry guidelines and mobile optimization constraints limit the amount of information and advertising that can be displayed. 00:27:42 - The Difficulty of Finding Gluten-Free Options Melina discusses the challenges of finding gluten-free options due to having celiac disease. They mention how it would be helpful if stores and online supermarkets could offer personalized recommendations based on dietary restrictions. 00:29:20 - Opting Out of Irrelevant Advertisements The group suggests that online supermarkets should have an option for users to opt out of seeing certain products, such as gluten-containing items. This would save time for both the consumer and the store, and provide valuable data for the store to make better recommendations. 00:30:05 - Data Privacy and Opt-In Options The group acknowledges the need for careful handling of shopper data and the importance of opt-in options. They discuss how consumers may feel nervous about having their data collected but might be more willing if they have control over what data is used and how it benefits them. 00:31:46 - Nudging Consumers Towards Healthier Choices The group discusses an example of a study where labels on Coca Cola products were used to nudge consumers towards healthier options. They highlight the potential for supermarkets to use data to help shoppers make better choices and become the best version of themselves. 00:35:11 - Default Options and Personalized Recommendations The conversation explores the idea of default options and personalized recommendations within online supermarkets. By offering healthier alternatives and giving shoppers the ability to customize their default options, retailers can support customers in making better choices. 00:41:22 - Setting up the Experiment Melina and her team created an online shop to test different book covers and their impact on sales. They ran a four-way between-subject experiment, including a control condition without Melina's books. They gathered data from participants, including Melina's audience and small business owners recruited through Prolific. 00:43:26 - Behavioral Decision Making Gareth explains that visual saliency is crucial in decision making, both in physical stores and online. People tend to go with what catches their attention immediately. Online shoppers spend only a few seconds reviewing multiple products. The study aimed to understand how people's decisions differ when seeing a book cover on a shelf versus in isolation. 00:44:37 - Challenges and Solutions The initial data showed a strong preference for the red book cover, but Melina and her team suspected it was due to the small sample size. To overcome this, they collaborated with Prolific to collect data from a larger and more diverse group. The final results revealed that the green book cover performed the best, aligning with both the behavioral and focus group data. 00:48:00 - Importance of Data and Uncertainty Melina values running experiments to gather data and validate her assumptions. Despite feeling uncertain about the outcomes, she is willing to follow what the data suggests. The study helped her understand that the green book cover performed well within her audience, but not necessarily among those interested in pricing books for businesses. 00:55:37 - Importance of Openness and Learning Being open to different outcomes and learning from the results is crucial. The Amazon description and keywords play a significant role, and testing and optimizing them is essential. Feedback and participation from hundreds of people have been valuable. 00:57:17 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Jo and Gareth: Jo Evershed Twitter Gareth Harvey LinkedIn Jo Evershed LinkedIn 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 Truth About Pricing, Melina Palmer What Your Customer Wants and Can’t Tell You, Melina Palmer Designing for Behavior Change, Stephen Wendel Engaged, Amy Bucher   What Your Employees Need and Can't Tell You, Melina Palmer Top Recommended Next Episode: The Truth About Pairing (ep 5)  Already Heard That One? Try These:  iMotions (ep 352) Jez Ripple (ep 131) Mars and KIND Project (ep 215) Dilip Soman Interview (ep 241) Behaviorally (ep 166) Michelle Niedziela Interview (ep 168) CloudArmy Interview (ep 183) Sense of Smell (ep 298) Anchoring (ep 11) Meet GAABS (ep 121) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Decide’s website Prolific’s website  Gorilla’s website 
12/29/20231 hour, 3 minutes, 6 seconds
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352. Unlocking Consumer Behavior with Imotions: Neuroscience Insights for UX Designers (Refreshed Episode)

Melina Palmer invites Jessica Wilson of Imotions to discuss the fascinating world of neuroscience tools for consumer research. Jessica's in research and neuroscience led them to Imotions, a software company that offers a platform integrating various neuroscience tools. The platform includes a study builder, analysis tools, and export options, catering to both commercial and academic clients. Jessica emphasizes the importance of matching the research question with the appropriate technology, rather than being swayed by the allure of shiny gadgets.  She highlights the value of using eye tracking, facial expression analysis, and skin conductance as a powerful combination of tools, known as the "Holy Trinity." However, she also mentions the availability of other tools, such as EEG and heart rate monitoring, depending on the specific research needs. Jessica shares examples of video testing and usability studies, showcasing how these tools can provide insights into consumer behavior, attention, and emotional responses. She emphasizes the importance of using the gathered data to inform design decisions and improve consumer experiences. The conversation concludes with a discussion of real-world applications, including collaborations with universities and healthcare organizations. In this episode: Discover how neuroscience tools can revolutionize consumer research and unlock deep insights into consumer behavior. Uncover the hidden motivations behind consumer decisions using cutting-edge eye tracking and facial expression analysis techniques. Optimize your website design with confidence by leveraging user testing to identify usability issues and improve user experiences. Learn the importance of crafting clear research questions to drive effective user testing and obtain actionable insights. Boost user engagement and trust with shorter, impactful testimonials that capture attention and increase conversion rates. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the podcast and shares her excitement about conducting research and experiments with Imotions to optimize her website pages. 00:02:36 - Introduction to Imotions Jessica Wilson, the director at Imotions, shares information about the company and their platform. She discusses the wide range of applications for their neuroscience tools, including consumer insights, product testing, ad testing, and more. 00:07:43 - Types of Testing with Imotions Jessica explains the different types of testing that can be done with Imotions, including eye tracking, facial expression analysis, and skin conductance. She emphasizes the importance of using the right tools based on research questions and not getting caught up in the excitement of technology. 00:08:31 - The Holy Trinity of Eye Tracking, Facial Expression Analysis, and Skin Conductance Jessica discusses the Holy Trinity of eye tracking, facial expression analysis, and skin conductance. These three tools work well together to provide information on attention, valence, and physiological arousal. She mentions that there are additional tools available, but it's important to choose the right ones based on research questions. 00:10:42 - Consultation and Planning with Imotions Jessica highlights the importance of consultation and planning with Imotions. They offer guidance on choosing the right tools and metrics for specific research questions. The research question should dictate the technology used, rather than the other 00:15:12 - Video Testing with Biosensor Data Jessica discusses how video testing can be used with biosensor data to assess consumer preferences and improve communication. They share an example of a collaboration between the University of South Florida and BayCare Health Systems to evaluate the impact of COVID-19 infomercials on consumers. 00:16:46 - Usability and Sensory Testing Jessica explains how biosensor research can be utilized in usability and sensory testing. They mention using biosensors to assess people's reactions to different food samples and how the most effective testing methods have distinct research questions and variables. 00:18:14 - Free Scrolling and Task-Based Testing Melina and Jessica discuss the different approaches to testing, including free scrolling to observe natural behavior and task-based testing to compare prototypes. They emphasize the importance of incorporating specific tasks into usability studies for websites. 00:21:08 - Redesigning a Website Melina shares her experience of redesigning her website in preparation for her book launch. They discuss the process of testing mockups of the new site against the existing site to determine if design changes were effective and if any adjustments were needed. 00:24:46 - Testing for Different Personas Jessica explains how they incorporated different personas into the testing process. They discuss the two personas targeted by the host's business, entrepreneurial types, and corporate members, and how the testing aimed to direct each persona to the most relevant products and services. 00:29:38 - Importance of Clear Tasks in Website Testing Narrowing down tasks and evaluating if they are working is crucial in website testing. Asking vague questions about users' interests and actions can reveal where they get stuck. It's important to avoid priming users and instead focus on finding potential obstacles. 00:31:13 - The Power of Focusing on One Thing in Research Research should focus on one or two variables to obtain clear answers. Avoiding distractions and confounding variables leads to stronger insights. Rushing research can result in missed opportunities for valuable insights. 00:33:20 - Effective Design Elements for Website Success Salient design elements like big buttons with clear choices greatly improve the success rate of website interactions. Eye tracking and behavioral metrics demonstrate the impact of design clarity on user engagement. 00:34:57 - Challenges with Corporate Persona Landing Page The corporate landing page proved challenging for users, leading to confusion and distributed attention. Brow furrow and lower success rates indicated a need for clearer design elements and more effective funneling of actions. 00:37:16 - Applying Insights from Testing to Website Redesign Insights from the previous tests informed the redesign of the entire website. Big buttons, clear choices, and reducing cognitive load were integrated into other areas of the site, improving user experience. 00:43:23 - Eye Tracking Results: Less is More The study found that participants spent more time looking at the short testimonials compared to the long ones. They also showed less brow furrow and had a better overall experience with the shorter testimonials. This suggests that less text is more effective in capturing attention and providing a positive user experience. 00:45:37 - Importance of Short Testimonials The research showed that shorter testimonials are more effective in capturing attention and creating anticipation for the product. Participants were able to absorb the positive feedback more easily and had a better overall experience. Short testimonials provide social proof without overwhelming the users with excessive text. 00:46:56 - Evolution of Data Collection Technology The pandemic and the shift towards collecting data in naturalistic environments have led to the development of online data collection platforms. These platforms allow researchers to record facial expression analysis and eye-tracking data using webcams, eliminating the need for specialized equipment. This opens up new possibilities for remote data collection and collaboration. 00:49:20 - Tips for Conducting Experiments When conducting experiments, it's important to keep them small, be thoughtful about what to test, and test often. Focus on the most important aspects, avoid testing too many variables at once, and have a clear understanding of what you want to achieve. Testing helps understand and predict human behavior. 00:52:22 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Imotions: IMOTIONS WEBSITE IMOTIONS ON TWITTER IMOTIONS ON LINKEDIN 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 Truth About Pricing, Melina Palmer What Your Customer Want and Can’t Tell You, Melina Palmer Marketing to Mindstates, Will Leach Designing for Behavior Change, Stephen Wendel Engaged, Amy Bucher Top Recommended Next Episode: Understanding the Problem (ep 126) Already Heard That One? Try These:  Inside the Texas A&M Human Behavior Lab (ep 33) Social Proof (ep 87) The Power of Metaphors with Olson Zaltman’s Malcolm & Hannibal Brooks (ep 181) Cloud Army (ep 183) How To Set Up Your Own Experiments (ep 63) Priming (ep 18) What Your Customer Wants and Can’t Tell You: All About Melina’s First Book (ep 147) What is Behavioral Baking? (ep 155) How Businesses Can Design for Behavior Change, with Dr. Amy Bucher (ep 164) Designing for Behavior Change, Interview with Dr. Steve Wendel (ep 116) Planning Fallacy (ep 114) Time Discounting (ep 51) Framing (ep 16) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
12/26/202353 minutes, 37 seconds
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351. The Key to Effective Communication: Simplify and Connect with Ben Guttmann

In this episode of The Brainy Business podcast, you will hear an insightful conversation between host Melina Palmer and guest Ben Guttmann, author of Attention!: The Power of Simple Decisions in a Distracted World. Guttmann shares his expertise on the importance of simplicity in communication and offers practical advice on creating messages that resonate with the audience. Through examples and analogies, Guttmann highlights the "Frankenstein problem" of overloading messages with too much information, stressing the need for focus and clarity. He emphasizes the concept of fluency in messaging and how it leads to simplicity and resonance.  The episode also delves into the paradox of choice, the difference between nice and kind messaging, and the significance of context in crafting effective messages. If you're a communicator or marketer looking to improve your messaging and connect with your audience on a deeper level, this episode is a must-listen. In this episode: Master the art of simplicity in communication to captivate your audience and convey your message with clarity and impact. Create messages that cut through the noise and resonate with your target audience, leading to higher engagement and conversion rates. Harness the power of context in your messaging to ensure your audience understands the relevance and importance of your message, increasing its effectiveness. Craft messages that leave a lasting impact on your audience, turning them into loyal customers and advocates for your brand. Avoid the pitfalls of fragmented communication by delivering cohesive and consistent messages that strengthen your brand and build trust with your audience. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces Ben Guttmann, author of the book Simply Put, and provides a brief overview of his background in marketing and communications. 00:03:10 - Example of Simple Messaging Ben shares an example of a project he worked on for a power plant in New York City. The power plant needed an internal rallying cry to help employees feel a sense of identity and purpose. The slogan they developed, "Making New York Happen," became a powerful message that resonated with the employees. 00:06:47 - Internal Messaging with External Potential Ben discusses another project he worked on, a pro bono campaign to combat littering in New York City parks. The campaign aimed to tap into the identity of being a "real New Yorker" and encourage people to not litter. Although the campaign was not launched due to timing issues, it demonstrates how internal messaging can have external potential. 00:10:57 - Empathy in Messaging Ben emphasizes the importance of empathy in messaging. He explains that effective messaging should meet people where they are and speak their language. Understanding the audience's perspective and using language that resonates with them is key to creating impactful messages. 00:12:50 - Simplifying Complex Messages Ben and Melina discuss the challenge of simplifying complex messages. Ben highlights the importance of finding the core message and eliminating unnecessary complexity. By focusing on the key point and delivering it clearly, messages can become more memorable and effective. 00:14:49 - The Problem of Having Too Much Stuff in Your Message Ben discusses the common problem of having too much information in a message, leading to a lack of focus and effectiveness. He uses the analogy of a website redesign and refers to his own website as "Franken-site" to illustrate this issue. 00:17:14 - The Frankenstein Idea in Communication Ben introduces the concept of the "Frankenstein idea" in communication, where multiple components are put together in a message without considering their compatibility. He compares it to the monster in Mary Shelley's Frankenstein, highlighting the importance of focus and coherence in communication. 00:20:56 - The Sender and Receiver in Communication Ben emphasizes the distinction between senders and receivers in communication. He explains that as senders, it is our responsibility to ensure our message is heard and understood by the receivers, as they are not inherently interested in what we have to say. Humility and effective messaging are key. 00:23:03 - The Burden of the Sender Ben discusses the burden of the sender in communication. He highlights that it is the sender's responsibility to create a message that is valuable and engaging for the receiver, as they do not wake up wanting to hear the sender's message. The sender must pay the postage to ensure their message is heard. 00:29:41 - The Power of Focusing on One Idea It's better to pick one piece of an idea and focus on it, even if it's not the strongest. Commitment leads to better messaging and concept development. 00:31:26 - Mediocre Feedback vs. Love or Hate Mediocre feedback is worse than receiving love or hate for your work. The distance between love and hate is shorter than between apathy and passion. A little bit of nuance and commitment can turn an imperfect concept into something better. 00:33:22 - The Paradox of Choice Having too many options can lead to indecision and apathy. When there are fewer options, people are more likely to rally behind and appreciate what they have chosen. 00:35:04 - The Importance of Kindness in Messaging Kindness in messaging goes beyond being nice. It means caring about the well-being and outcome of the receiver. Simple and clear messages, like a parking sign that says "Don't even think about parking here," can be kind and effective. 00:39:57 - Respecting People's Time It's important to respect people's time and not waste it with cluttered or irrelevant messaging. When messages are concise and get to the point, people are more likely to pay attention and take action. 00:44:22 - The Importance of Contrast Ben emphasizes the importance of contrast in communication, stating that without quiet, there can be no loud. He explains that knowing what exists is crucial in order to stand out and connect with your audience. 00:44:56 - Standing Out and Resonating Ben discusses the significance of context and resonating with your audience. He highlights the need to understand what resonates with your audience in order to make an impact. 00:45:20 - Connecting and Getting More Information Ben directs listeners to his website, Benguttmann.com, where they can find his blog, sign up for his newsletter, and download the first chapter of his book for free. He encourages connecting with him on LinkedIn or other platforms. 00:45:53 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Ben: Ben’s website Ben’s LinkedIn 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: Simply Put, by Ben Guttmann Subtract, by Leidy Klotz For The Culture, by Marcus Collins The Hype Handbook, by Michael Schein What Your Customer Wants And Can’t Tell You, by Melina Palmer Top Recommended Next Episode: The Hype Handbook with Michael Schein (ep 350) Already Heard That One? Try These:  Do You Subtract Enough? w/ Leidy Klotz (ep 322) Framing (ep 296) Availability Bias (ep 310) Bikeshedding (ep 99) Curse of Knowledge (ep 176) Understanding the Problem (ep 126) For the Culture (ep 305) Herding (ep 264) Social Proof (ep 87) Ikea Effect (ep 112) What Is Value? (ep 234) Paradox of Choice (ep 171) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Why Many Men Think They Could Win a Point Off Serena Williams
12/22/202349 minutes, 47 seconds
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350. The Art of Captivating Marketing: Unleashing the Power of Hype - Michael Schein (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll hear Melina Palmer interview Michael Schein, author of The Hype Handbook. This conversation delves into the power of hype in marketing and how to effectively capture attention and drive action. Michael shares his insights on the art of hype, emphasizing the importance of storytelling in making messages captivating and memorable. He explores the concept of certainty and how people are drawn to messages that offer it. The episode also discusses the significance of framing messages in impactful ways and highlights the power of simplicity in messaging.  This episode provides valuable insights for marketers and business professionals looking to enhance their communication skills and create more impactful marketing campaigns. Whether you want to understand the psychology behind effective hype or learn practical techniques for engaging your audience, this episode is a must-listen for anyone seeking to create captivating and memorable marketing campaigns. In this episode, you will: Unleash the power of hype in your marketing to create buzz and excitement around your brand. Harness the art of storytelling to captivate your audience and make your message stick in their minds. Master the art of crafting certain messaging to build trust, credibility, and clarity in your brand communication. Learn how impactful framing can make all the difference in influencing your audience's perception and decision-making. Discover the power of simplicity in messaging to cut through the noise and ensure your marketing campaigns are memorable and effective. Show Notes: 00:00:00 - Introduction Melina introduces the episode, celebrating the milestone of 350 episodes and over a million downloads of the show. She previews the topic of hype and introduces guest Michael. 00:02:26 - The Power of Hype Michael discusses how his company, Microfame Media, helps idea-driven businesses create hype. He emphasizes the importance of understanding mass psychology and using effective strategies and tactics to generate excitement and engagement. 00:05:15 - The Hype Handbook Michael shares his inspiration for writing his book, The Hype Handbook, which explores the principles and strategies used by propaganda artists, cult leaders, and other influential figures throughout history. He explains that these principles can be applied ethically to achieve desired outcomes. 00:07:34 - Principles over Tactics Michael emphasizes the importance of understanding psychological principles rather than relying solely on specific tactics or tools. He encourages businesses to focus on what drives human behavior and use that knowledge to create their own unique hype. 00:10:09 - The Perception of Hype Melina and Michael discuss the perception of hype and why some people may view it as sleazy or empty. They explore the origins of the term in the hip hop community and how hype has been embraced as a necessary strategy for success. 00:15:01 - Make War, Not Love The first strategy discussed is "Make War, Not Love," which is the foundation for all other strategies. The conversation explores the evolutionary basis of tribalism and how it influences our preferences and biases. 00:18:25 - Positioning Against an Idea The power of positioning yourself against a commonly accepted point of view in your industry is highlighted. By becoming the leader who challenges prevailing beliefs, you can attract like-minded individuals and build a new tribe around your ideas. 00:21:35 - Basecamp's Example The founders of Basecamp transformed their project management software into a crusade against overwork culture. By positioning their tool as a solution to the problem they were fighting against, they created a loyal following and achieved success. 00:23:45 - Authenticity and Packaging It is important to be authentic and genuinely believe in the stance you take. Cynical or surface-level attempts at packaging and branding are easily recognized. The conversation emphasizes the need to find a unique strength within your weaknesses to create a compelling persona. 00:25:49 - Uniqueness and Public Persona The discussion explores the concept of creating a public persona that is a heightened version of your true self. The key is to identify a strength buried within your weaknesses and use it to stand out in your industry. 00:29:49 - Embracing Authenticity Michael shares his journey of embracing his natural people-pleasing side and how it has helped him succeed. He highlights the power of being authentic and finding strength in who you are, rather than overcompensating for perceived weaknesses. 00:31:00 - Paradox of Confidence Michael discusses the paradox of confidence and how being confident means being confident in your natural state. He emphasizes the importance of embracing your true self and finding confidence in your own abilities, rather than trying to conform to someone else's expectations. 00:32:13 - Survivorship Bias Melina brings up the concept of survivorship bias and how it can distort our perception of success. Michael emphasizes the importance of questioning the advice and strategies of successful people, as they may be presenting a curated version of themselves for marketing purposes. 00:34:49 - Uncovering Marketing Tactics Michael delves into the strategies used by successful marketers and self-help gurus. He encourages listeners to analyze the tactics being employed to persuade them to buy products or follow advice, rather than blindly following the advice itself. He suggests creating a "swipe file" of marketing techniques instead. 00:38:07 - Making It Scientific Michael discusses the importance of using scientific language and authority to establish credibility in crowded fields. He explains how presenting ideas or services as backed by scientific research can make them appear more trustworthy and authoritative. He also highlights the use of heuristics in decision-making. 00:45:00 - The Hype Handbook and Simon Sinek Michael discusses how The Hype Handbook provides valuable insights on effective communication and the power of storytelling. He highlights Simon Sinek as a master of framing messages and using repetitive slogans to captivate audiences. 00:46:14 - The Impact of Framing and Certitude Michael emphasizes the impact of framing messages in a quotable and interesting way. He also discusses the heuristic that people often associate extreme certitude with knowledge and expertise. 00:49:13 - Connecting with Knowledge Seekers Michael shares his Hype Book Club, where he recommends books on various topics, including cult leaders and social psychology. He highlights the value of curiosity and diverse learning experiences. 00:50:54 - The Power of Storytelling and Tidbits Michael discusses the importance of weaving stories together to make a point and engage readers. He emphasizes the value of storytelling in helping people remember and apply what they've learned. 00:53:01 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Michael: Microfame Media Michael on Twitter Michael on LinkedIn 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: Simply Put, Ben Guttmann The Hype Handbook, Michael Schein Rework, Jason Fried The Obstacle Is the Way: The Timeless Art of Turning Trials into Triumph, Ryan Holiday Start with Why, Simon Sinek Top Recommended Next Episode: How to pitch your business Already Heard That One? Try These:  Social Proof (ep 87) Availability Bias (ep 310 Prince Ghuman Interview (344) Priscilla McKinney Interview (ep 196) What Your Customer Wants and Can't Tell You (ep 147) Negative Reviews (ep 163) The science of cool, with Troy Campbell (ep 169) David Paull (ep 289) Megaan Lurtz (ep 341) Herding: Come on and Listen… Everyone Else Is Doing It (ep 19) Framing: How You Say Things Matter More than What You’re Saying (ep 16) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) Overview of Personal Biases (ep 45) Survivorship Bias: Stop Missing What’s Missing (ep 110) Get Your D.O.S.E. of Brain Chemicals (ep 123) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter “21 Psychology Podcasts Every Businessperson Should Listen To” Derek Sivers – “How to Start a Movement” (TED Talk) Simon Sinek – “How Great Leaders Inspire Action” (TED Talk) Simon Sinek – “Millennials in the Workplace”
12/19/202354 minutes, 27 seconds
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349. Unlocking Success Through Collaboration: Insights from Priscilla McKinney

In this episode of The Brainy Business podcast, you will learn from Priscilla McKinney about the power of collaboration in business. Priscilla emphasizes the mindset shift required for successful collaborations. She highlights the importance of embracing different perspectives, being prepared for unexpected situations, and thinking on your feet. Priscilla also discusses the value of connections and networking, sharing her own collaboration with host Melina Palmer at an event. They demonstrate that collaboration can exist even among competitors, bringing unique perspectives and ideas to the table.  Priscilla's book, Collaboration is the New Competition, provides practical guidance on fostering collaboration within organizations. By shifting from competition to collaboration, businesses can thrive in today's interconnected world. Key takeaways include understanding people's behavior in marketing, the value of collaboration in business success, the power of networking, and the need for differentiation. This engaging and thought-provoking conversation highlights collaboration as a key driver of innovation, growth, and success in business. In this episode: Enhance collaboration and foster partnerships for increased business success. Unlock the power of mindset to drive effective collaboration. Build valuable connections through strategic networking. Shift from scarcity to abundance mindset for greater collaboration opportunities. Harness the power of differentiation to drive successful collaborations. Show Notes: 00:00:00 - Introduction, Introduction to the episode and guest, Priscilla McKinney, who is the author of Collaboration is the New Competition. 00:02:06 - Background and Expertise Priscilla shares her background as the CEO of Little Bird Marketing and her experience in anthropology. She emphasizes the importance of understanding people and culture in marketing. 00:05:01 - Personal Experiences and Cultural Anthropology Priscilla discusses how her personal experiences as a missionary's child and living in different countries shaped her understanding of collaboration, culture, and the importance of getting along. 00:07:39 - Collaboration and Marketing Priscilla explains the connection between collaboration, marketing, behavioral science, and cultural anthropology. She highlights the role of collaboration in building strong relationships and achieving success in business. 00:09:52 - Origin of Collaboration The discussion revolves around Melina's collaboration with Maru Group and Protobrand, where Will Leach connected her as the MC. They emphasize the value of collaboration and how it can overcome competition. 00:16:09 - The Value of Collaboration Priscilla discusses the value of collaboration and how her early experiences in the credit union industry taught her the importance of cooperation and sharing ideas. She emphasizes the abundance mindset and the willingness of credit unions to help each other thrive. 00:17:30 - The Power of Networking Priscilla and Melina highlight their shared experiences in the banking and credit union industry. They highlight the importance of surrounding yourself with like-minded people who are willing to collaborate and share knowledge. Priscilla emphasizes the cooperative nature of the market research industry. 00:18:57 - Opening Minds to Collaboration Priscilla encourages readers to open their minds to collaboration and challenges them to rethink their previous experiences with it. She suggests that what people may have considered collaboration in the past may not have been true collaboration. She invites readers to give it another try. 00:20:21 - Collaboration Gone Wrong Priscilla discusses the common pitfalls of collaboration, using the example of a group project in which one student ends up doing all the work while others take credit. She emphasizes the need for equity, transparency, and a desire to win for true collaboration to occur. 00:24:24 - The Framework for Collaboration Priscilla outlines the three essential elements for successful collaboration: having something to lose and gain, being transparent and open, and having a desire to win for the benefit of all involved. 00:30:49 - Moving from Scarcity to Abundance Mindset Priscilla discusses the importance of shifting from a scarcity mindset to an abundance mindset. Instead of always trying to get their way, she encourages a mindset of helping others and believing that everyone can achieve their goals. 00:31:26 - Itchy Backs - Cultivating a Helping Mindset Priscilla explains the concept of "itchy backs," where you focus on meeting the needs of others. By being aware of what others need and offering help, you can build strong relationships and collaboration opportunities. 00:34:31 - The Rule of 15 - Inspiring Collaboration Priscilla introduces the Rule of 15, which emphasizes the importance of creating content that inspires collaboration. Building relationships takes time, and it's essential to pay it forward and show genuine interest in others before expecting collaboration opportunities. 00:35:53 - LinkedIn Cocktail Party - Shifting Mindset Priscilla suggests thinking of LinkedIn as an online cocktail party rather than just a social media platform. She highlights the importance of showing up correctly, curating a great guest list, and being a good conversationalist to build meaningful connections. 00:38:59 - Avoiding Pitch Slapping - Building Relationships Priscilla discusses the negative impact of pitch-slapping, where people immediately try to sell or pitch their services without building a relationship first. She encourages being mindful of etiquette and building relationships before asking for anything. 00:44:49 - Collaboration and Feedback on the Book Priscilla discusses her book and invites Melina to read it and provide feedback for the second edition. They encourage listeners to connect with Priscilla on LinkedIn and check out her website to get a copy of the book and share it with others. 00:45:17 - Continued Collaboration and Friendship Melina expresses her enjoyment of talking with Priscilla and their ongoing collaboration. Priscilla is referred to as a friend of the podcast forever, and Melina offers her support for any future collaborations. 00:45:47 - Supporting the Podcast Priscilla encourages listeners to give an amazing rating to the Brainy Business podcast as a way to support Melina and help more people find the show. She emphasizes the importance of leading with giving and suggests this as a good deed for the day. 00:46:19 - Treating LinkedIn Like a Cocktail Party Melina recalls Priscilla's session at the IIEX Europe Conference where she talked about treating LinkedIn like a cocktail party. She mentions the relatability and engagement of the session and expresses her excitement about discussing it in Priscilla's book. 00:47:11 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Priscilla: Priscilla’s Website    PRISCILLA ON LINKEDIN PRISCILLA ON TWITTER 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: Collaboration is the New Competition, by Priscilla McKinney What Your Customer Wants and Can’t Tell You, by Melina Palmer You’re Invited, by Jon Levy Think Faster, Talk Smarter, by Matt Abrahams Influence, by Robert Cialdini Top Recommended Next Episode: You’re Invited, with Jon Levy (ep 348) Already Heard That One? Try These:  Anthropology, Behavioral Economics, and Marketing, with Priscilla McKinney (ep 196) The Power of Us, with Dominic Packer (ep 304) For The Culture, with Marcus Collins (ep 305) Vulnerability Loops (ep 229) Anchoring (ep 11) Reciprocity (ep 238) Influence, with Robert Cialdini (ep 312) Think Faster, Talk Smarter, with Matt Abrahams (ep 327) Marketing to Mindstates, with Will Leach (ep 88) Survivorship Bias (ep 110) Focusing Illusion (ep 330) Both/And Thinking, with Wendy Smith (ep 261) Framing (ep 296) Scarcity (ep 270) The Fun Habit with Mike Rucker (ep 251) The Human Experience, with John Sills (ep 277) The Science of Connection, with Nick Epley (ep 265) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter LITTLE BIRD MARKETING WEBSITE Women In Research website LittleBirdMarketing.com/Resources
12/15/202349 minutes, 20 seconds
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348. Creating Lasting Connections: The Neuroscience of Memorable Event Design with Jon Levy (Refreshed Episode)

In this episode of The Brainy Business podcast, you will hear an insightful conversation between host Melina Palmer and guest Jon Levy, author of You’re Invited. Jon shares his expertise on using behavioral science in event design and sponsorships to create memorable experiences for attendees. Drawing from his own experiences, Jon emphasizes the power of human connection and relationships in event planning.  He discusses the importance of assembling or working together on projects to foster a sense of connection and engagement. Jon also highlights the peak-end rule, which states that people remember the peaks of experiences and how they end, and shares strategies for creating lasting impressions. He offers valuable insights on engaging high-profile individuals, building trust through vulnerability, and the significance of genuine interest in others. If you are a professional seeking to enhance your understanding of human behavior and apply behavioral science principles to create impactful and attention-grabbing events, this episode is a must-listen. In this episode, you will: Enhance customer engagement and satisfaction by leveraging the power of human connection and relationships. Apply research-backed strategies to create impactful and memorable event experiences that resonate with attendees. Foster meaningful connections among attendees through shared activities, strengthening their bond and creating lasting memories. Build trust and rapport with attendees by demonstrating vulnerability and support, creating an environment where they feel safe and valued. Discover the influential impact of showing genuine interest and curiosity in others, leading to more meaningful connections and enriching event experiences. Show Notes: 00:00:00 - Introduction, Melina introduces the episode and her guest, Jon Levy. She mentions his work as a behavioral scientist and his book, You're Invited, which focuses on human connection, trust, and belonging. 00:03:26 - Behavioral Science and Research Jon discusses his work as a behavioral scientist, including his research studies on dating and consumer behavior. He highlights the importance of applying research findings to real-life situations. 00:07:56 - The Influencers Dinner Jon shares how he started the Influencers Dinner, a secret dining experience where guests couldn't discuss their careers or give their last names. He explains how the dinners helped create connections and a sense of belonging among industry leaders. 00:09:34 - Building a Community Jon explains how the Influencers Dinner evolved into a larger community of industry leaders. He discusses the in-person and digital events they organize and emphasizes the ephemeral nature of their interactions. 00:10:57 - Impact on Society Jon discusses his objective of bringing people together to improve their lives and potentially have a larger impact on society. He talks about raising money for social issues and getting media attention to raise awareness. 00:14:43 - Building Bonds through Shared Experiences The guest discusses the importance of getting people to assemble or work together as a way to strengthen relationships and create a sense of camaraderie within a company. By engaging high-profile individuals in unique and generous activities, such as assembling flowers, it creates a memorable experience that fosters emotional connections and generates positive word-of-mouth publicity. 00:16:16 - The Value of Being an Active Partner Rather than simply being a sponsor, it is more effective to actively design or be involved in the thinking process. By ensuring that people understand the core value and proposition of a brand, partners can forge stronger connections and leave a lasting impression. Quality over quantity is emphasized, focusing on meaningful engagements rather than broad-scale reach. 00:18:55 - The Power of Invitation in Building Connections The guest shares his experience in inviting impressive individuals to his events, even without extensive connections or resources. By starting with people he knew and gradually expanding his network through recommendations and research, he was able to build relationships with Nobel laureates, Olympians, and other accomplished individuals. He emphasizes the importance of understanding the behaviors and interests of specific groups in order to make meaningful connections. 00:20:42 - The Pitfalls of Scale and Misaligned Reach The discussion highlights the importance of targeted reach rather than focusing solely on scale. Having a large number of followers or attendees does not guarantee the right audience or meaningful connections. It is crucial to consider the relevance and alignment of the target audience when seeking partnerships or sponsorships. 00:29:29 - The Power of Influence and Trust Jon discusses the influence he has as a martial arts master and reverend, emphasizing the importance of trust in building connections. He explains that trust is created through competence, honesty, and benevolence, and that vulnerability loops can accelerate the trust-building process. 00:32:08 - Building Trust through Conversations Jon shares how his dinners create an environment where guests can have more intimate and vulnerable conversations, leading to accelerated trust between individuals. He also highlights the value of connecting on a personal level beyond discussing work-related topics. 00:34:50 - The Misunderstanding of Trust Jon explains that trust is often misunderstood, with many individuals leading with competence rather than benevolence. He discusses the importance of leveraging vulnerability loops and the Ikea effect to accelerate trust-building, emphasizing the need to ask for favors and provide support to create profound trust. 00:36:39 - Overcoming Fear of Asking for Help Melina and Jon share their personal experiences of asking for help, particularly in relation to promoting their books. They discuss the discomfort and fear that comes with asking for favors but highlight the importance of understanding that rejection or non-response doesn't necessarily reflect a personal dislike. 00:39:46 - Networking vs. Making Friends Jon challenges the traditional idea of networking and suggests that making friends is a more natural and effective way to connect with others. He emphasizes that networking often feels forced and unnatural, whereas making friends allows for more genuine and meaningful connections. 00:44:03 - The Importance of Relationships Relationships define the quality of our lives, whether in business or personal settings. Being vulnerable and reaching out to others can lead to meaningful connections and impactful experiences. 00:45:27 - Be Willing to Step Out of Your Comfort Zone To expand your social circle and create an impact, it's important to be willing to step out of your comfort zone. Take action, reach out to others, and engage in activities that bring people together. 00:46:29 - The Power of Social Catalysts Engaging in activities as social catalysts can make connecting with others feel less awkward. Activities like walking, playing games, or pursuing shared interests provide a natural context for conversation and connection. 00:48:07 - Embrace Anonymity and Genuine Interest By focusing on genuine interest in others, regardless of titles or achievements, deeper connections can be formed. Embrace anonymity and approach interactions with curiosity and authenticity. 00:50:15 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Jon: Jon’s Website Jon on Instagram Jon on Twitter 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: You’re Invited, by Jon Levy The 2AM Principle, by Jon Levy Collaboration is the New Competition, by Priscilla McKinney What Your Employees Need and Can’t Tell You, by Melina Palmer The Speed of Trust, by Stephen M.R. Covey Top Recommended Next Episode: The Speed of Trust, with Stephen M.R. Covey (ep 320) Already Heard That One? Try These:  Reciprocity (ep 238) Biases Toward Novelty and Stories (ep 54) The Power of Story, with Michelle Auerbach (ep 288) The IKEA Effect (ep 112) Peak-End Rule (ep 97) Surprise and Delight (ep 276) What is Value? (ep 234) Disney: A Behavioral Economics Analysis (ep 292) Get Your DOSE of Brain Chemicals (ep 123) Loss Aversion (ep 316) Status Quo Bias (ep 142) Framing (ep 296) Using Behavioral Science in Healthcare, with Aline Holzwarth (ep 135) Decision Fatigue (ep 244) Temptation Bundling (ep 250) The Behaviour Business, with Richard Chataway (ep 134) How To Change, with Katy Milkman (ep 151) The Fun Habit with Mike Rucker (ep 251) Happier Hour, with Cassie Holmes (ep 249) The Human Experience, with John Sills (ep 277) Anthropology, Behavioral Economics, and Marketing, with Priscilla McKinney (ep 196) The Science of Connection, with Nick Epley (ep 265) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
12/12/202353 minutes, 50 seconds
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347. Unlocking Business Success: Boost Productivity and Efficiency with Nick Sonnenberg

In this episode of The Brainy Business podcast, you'll hear Melina Palmer interview Nick Sonnenberg, CEO of Leverage and author of Come Up For Air. Nick's background as an algorithmic trader on Wall Street gave him a unique perspective on the value of time, efficiency, and automation. He developed the CPR business efficiency framework to address common challenges in communication, planning, and resource allocation.  Nick's expertise in optimizing operations led to the founding of Leverage, a consultancy that helps businesses increase productivity using modern technologies and tools. Throughout the episode, Nick emphasizes the importance of time optimization and information retrieval. He shares practical strategies, such as the Foundations program, which teaches teams how to use tools like email, Slack, and Asana effectively. By implementing Nick's insights, you can save time, reduce stress, and increase productivity in your business. Tune in to learn how to streamline your operations and make the most of your valuable resources. In this episode, you will: Increase operational efficiency and productivity to maximize your business's growth potential. Learn effective time management strategies to optimize your productivity and achieve your business goals. Streamline your operations and processes to eliminate bottlenecks and improve overall efficiency. Optimize information retrieval and storage to access critical data quickly and make informed business decisions. Find the balance between work and play to enhance your overall well-being and maintain sustainable productivity. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer introduces Nick Sonnenberg, CEO of Leverage and author of Come Up For Air. Nick shares his background in finance and how his experience in high-frequency trading led him to develop a passion for automation and the value of time. 00:02:30 - The Journey of Leverage Nick discusses the growth and challenges faced by Leverage, his operational efficiency consultancy. He shares how he overcame operational debt and realized that the key to success lies in saving time and maximizing efficiency. 00:05:05 - The CPR Business Efficiency Framework Nick explains the CPR framework (Communicate, Plan, Resource) and how it can help organizations improve their efficiency. He highlights the importance of effective communication, planning, and standard operating procedures in saving time and increasing productivity. 00:07:28 - Getting Started with Efficiency Nick advises listeners on where to start when seeking to make efficiency improvements. He suggests focusing on areas that offer the highest return on time and recommends starting with the Foundations program, which helps align teams on information management and retrieval. 00:15:56 - The Power of Shifting Perspective Shifting your perspective and approach can lead to increased productivity and efficiency without the need for approval or new tools. By organizing your email and having a plan, you can set yourself up for success and inspire others to do the same. 00:16:55 - The Value of Time and Cutting Meetings The book emphasizes the importance of saving and optimizing time. Not all time slots are equal, and it's crucial to identify high-value time slots. By implementing strategies like pre-reading materials and using tools like Loom, meetings can be more efficient and productive. 00:21:18 - Leveraging Loom and Asynchronous Communication Loom, a screen recording tool, can help save time by allowing for asynchronous communication. Watching recordings at an accelerated speed and having the ability to rewatch can increase efficiency. Loom also facilitates discussions and comments, even outside of meetings. 00:23:44 - Understanding Your Bandwidth with Sprint Planning Sprint planning involves determining your capacity for work and considering pre-commitments like meetings and maintenance tasks. By recognizing how much time is actually available for new initiatives, you can set realistic goals and increase productivity. 00:24:11 - The Impact of Optimizing Time Optimizing time can lead to significant improvements in productivity. By reclaiming even just a few hours a week, you can effectively double the amount of time available for new initiatives. Recognizing the value of time can drive the implementation of time-saving strategies. 00:30:43 - Introduction to GetLeverage.com Nick Sonnenberg introduces his training and consulting company, GetLeverage.com, which helps businesses train and use various tools effectively. 00:31:19 - Benefits of GetLeverage.com Nick Sonnenberg highlights how GetLeverage.com can save businesses time and money by providing training and optimizing processes. 00:32:01 - Importance of Policies and Procedures Nick Sonnenberg emphasizes the significance of having optimized procedures and processes in place to facilitate business growth and efficiency. 00:33:30 - Focus on Quick Retrieval of Information Nick Sonnenberg suggests focusing on the quick retrieval of information rather than the quick transfer of information, as it saves time and improves productivity. 00:34:51 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Nick: Follow Nick on Twitter Follow Nick on LinkedIn Leverage website 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: Come Up For Air, by Nick Sonnenberg Work Well. Play More! by Marcey Rader Indistractable, by Nir Eyal Subtract, by Leidy Klotz What Your Employees Need and Can’t Tell You, by Melina Palmer Top Recommended Next Episode: Work Well. Play More! with Marcey Rader (ep 323) Already Heard That One? Try These:  Planning Fallacy (ep 346) Indistractable, with Nir Eyal (ep 290) Optimism Bias (ep 34) Time Discounting (ep 328) Loss Aversion (ep 316) Focusing Illusion (ep 330) Fundamental Attribution Error (ep 268) Bikeshedding (ep 99) Confirmation Bias (ep 260) How To Start and Grow a Successful Podcast (ep 108) How to Organize Your Brain with Behavioral Economics (ep 83) Expect Error, the “E” in NUDGES (ep 39) Anchoring & Adjustment (ep 11) Habits (ep 256) Good Habits, Bad Habits, with Wendy Wood (ep 127) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Come Up For Air website
12/8/202336 minutes, 48 seconds
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346. Defeating the Planning Fallacy: Strategies for Smarter Time Management (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll join host Melina Palmer as she dives into the fascinating topic of the planning fallacy. Melina shares her personal experiences with underestimating the time it takes to complete tasks and projects, revealing that even she, an expert in the field, is not immune to this cognitive bias. But fear not, because Melina also provides valuable strategies to combat the planning fallacy and improve your planning accuracy. From seeking external perspectives to breaking tasks into smaller steps, she offers practical advice that you can implement in your own life. Whether you struggle with accurately estimating time or simply want to enhance your productivity, this episode is a must-listen. So get ready to tackle the planning fallacy head-on and start maximizing your time and efficiency. In this episode: Maximize productivity by understanding the planning fallacy and its impact on time estimation. Learn effective strategies to combat the planning fallacy and accurately estimate project timelines. Improve planning accuracy and avoid delays caused by underestimating the time needed for tasks. Unpack complex projects into manageable tasks for more accurate time allocation. Overcome the challenges of planning fallacy when dealing with large-scale projects. Show Notes: 00:00:00 - Introduction, Melina introduces the concept of planning fallacy and explains how it affects our ability to estimate the time and effort required for tasks. She also mentions her upcoming conversation with Nick Sonnenberg and how his book, Come Up for Air, inspired her to refresh this episode. 00:02:16 - The Foundations of Planning Fallacy Melina discusses how planning fallacy was first introduced by Kahneman and Tversky in 1979. They found that errors in judgment were systematic and not random, indicating a bias in the brain. Planning fallacy affects all kinds of people, even experts, and it can be difficult to overcome. 00:05:05 - Why We Fall Victim to Planning Fallacy Melina explains that the brain is naturally inclined to focus on success and underestimate the possibility of failure. We tend to believe that things will go smoothly and that we can do it all, leading to unrealistic expectations and missed deadlines. Even having deadlines and incentives doesn't necessarily help. 00:08:54 - Biases Contributing to Planning Fallacy Melina discusses several biases and brain tricks that contribute to planning fallacy, including the focusing illusion and fundamental attribution error. The focusing illusion causes us to allocate different amounts of time based on what we're currently focused on, while fundamental attribution error leads us to attribute external or internal factors incorrectly. 00:15:57 - The Myth of 8 Hours of Writing Writing for 8 hours straight is not actually 8 hours of writing. Taking breaks and getting distracted reduces the actual writing time. A suggested technique is to write for 25 minutes and then take a 5-minute break, repeating this cycle. This helps to combat planning fallacy and increase productivity. 00:17:43 - The Impact of Distractions and Breaks Distractions and breaks, such as emails and unexpected projects, further decrease writing time. Considering these interruptions, a planned 8-hour writing day may result in only 4.5 hours of actual writing. This means that the anticipated 32 pages would be reduced to only 18. 00:19:47 - Planning for Worst Case Scenario To overcome planning fallacy, it is crucial to plan for the worst case scenario. By allocating a realistic amount of time for productive writing and acknowledging potential distractions, you can avoid beating yourself up over unmet expectations. Celebrate achieving your planned writing time. 00:21:51 - Urgent vs Important Tasks The urgent vs important grid helps prioritize tasks. Determine if a task is important, urgent, both, or neither. This framework helps in dismissing distractions by asking if they are truly important and urgent compared to the planned task. Planning for distractions helps stick to timelines and overcome planning fallacy. 00:31:48 - Understanding the Planning Fallacy Launching a podcast involves various tasks that may seem quick and easy on the surface. However, breaking them down into subtasks reveals the true complexity of the process. Properly allocating time and planning for each subtask can help reduce stress and ensure completion without overcommitting. 00:33:48 - The Power of Unpacking Unpacking tasks into their smallest subcomponents is essential for complex projects like launching a podcast. Simple tasks may not benefit as much from unpacking, but for larger projects, it helps in understanding the full scope and allocating sufficient time for each task. 00:34:27 - Overcoming Planning Fallacy Planning fallacy is a natural tendency that affects everyone. Being aware of this tendency and using the tips mentioned in the episode can help overcome it. Having a trusted friend or colleague to keep you in check is also crucial in avoiding overcommitment and excessive work. 00:35:11 - Personal Experience with Planning Fallacy Melina admits to constantly struggling with planning fallacy despite her knowledge of it. However, understanding its existence and finding ways to manage it can prevent continuous overcommitment and excessive work. 00:36:22 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Come Up For Air, by Nick Sonnenberg Work Well. Play More! by Marcey Rader Indistractable, by Nir Eyal Subtract, by Leidy Klotz What Your Employees Need and Can’t Tell You, by Melina Palmer Top Recommended Next Episode: Work Well. Play More! with Marcey Rader (ep 323) Already Heard That One? Try These:  Indistractable, with Nir Eyal (ep 290) Optimism Bias (ep 34) Time Discounting (ep 328) Loss Aversion (ep 316) Focusing Illusion (ep 330) Fundamental Attribution Error (ep 268) Bikeshedding (ep 99) Confirmation Bias (ep 260) How To Start and Grow a Successful Podcast (ep 108) How to Organize Your Brain with Behavioral Economics (ep 83) Expect Error, the “E” in NUDGES (ep 39) Anchoring & Adjustment (ep 11) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter The Planning Fallacy: Getting Things Done Can the outside‐view approach improve planning decisions in software development projects? The Planning Fallacy: When Plans Lead to Optimistic Forecasts Exploring the Planning Fallacy: Why People Underestimate Their Task Completion Times A Nobel Prize-Winning Psychologist Explains Why We’re Always Wrong About How Long Tasks Take The Planning Fallacy: Why You Miss Your Deadlines, And What to do About it Allocating Time to Future Tasks:The Effect of Task Segmentation on Planning Fallacy Bias Intuitive Prediction: Biases and Corrective Procedures Seattle tunnel construction avoided costly mistakes of Boston’s Big Dig Visualization-Mediated Alleviation of the Planning Fallacy If You Don’t Want to Be Late, Enumerate: Unpacking Reduces the Planning Fallacy Planning Fallacy
12/5/202337 minutes, 32 seconds
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345. Applying Psychology to Everyday Life: Practical Strategies for Better Decision-Making - with Paul Bloom

In this episode of The Brainy Business podcast, you will hear an insightful conversation between host Melina Palmer and guest Paul Bloom, a psychology professor and author. Throughout the episode, they delve into various aspects of psychology and behavioral science, offering valuable insights and practical applications. Paul shares his expertise on the writing process, the challenges facing academic research, and the importance of incorporating engaging elements into content.  He also highlights the spotlight effect, the study of children's behavior, and the need for curiosity and asking questions to gain a deeper understanding of human behavior. With Paul's extensive knowledge and expertise in the field, this episode provides psychology enthusiasts and behavioral science professionals with valuable insights to enhance their understanding and application of psychology principles. Whether you are interested in the writing process, the crisis in psychology, or gaining a comprehensive understanding of the human mind, this episode offers something for everyone. So, tune in to The Brainy Business podcast and gain valuable insights into psychology and behavioral science. In this episode, you will: Gain valuable insights into human behavior and its practical applications that can enhance decision-making. Understand how the spotlight effect and self-perception can impact our thoughts and actions, leading to better self-awareness and improved interpersonal relationships. Explore the fascinating world of children's behavior and development, unlocking the keys to nurturing and understanding the next generation. Discover the benefits of following your passion and curiosity, and how it can lead to personal growth and fulfillment in various areas of life. Gain insights into the challenges faced in academic research, learn strategies to overcome obstacles, and make meaningful contributions to the field. Unlock the secrets of persuasion and influence, empowering you to navigate social interactions and achieve desired outcomes. Dive into the realm of cognitive biases and learn how they shape our thinking and decision-making, enabling you to make more rational and informed choices. Explore the psychology behind motivation and goal-setting, equipping you with tools to achieve success in your personal and professional endeavors. Understand the impact of stress on mental health and learn effective coping mechanisms to promote well-being and resilience. Discover the power of positive psychology and learn how cultivating gratitude and positivity can improve overall happiness and life satisfaction. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer interviews Paul Bloom, author of the book Psych. They discuss Paul's background and his interest in developmental psychology. 00:05:01 - Innate Knowledge in Children, Paul highlights the fascinating discoveries made in developmental psychology, such as young babies' innate understanding of the physical and social world. He emphasizes the importance of giving developmental psychology more recognition. 00:07:25 - Humor in Children, While not a focus of his research, Paul acknowledges the significance of humor in children's development. He mentions that incongruity and context play a role in what makes us laugh. 00:10:09 - The Origins of Psych, Paul shares the history of his popular psychology class at Yale and how it led to the creation of the book "Psych." He wanted to reach a larger audience and provide more in-depth information than what could be covered in the course. 00:11:21 - Writing Psych, Paul explains that he wrote Psych based on his course materials and transcribed notes. He aimed to make the book accessible and informative, expanding on the topics covered in the course. 00:14:50 - The Writing Process, Paul and Melina discuss their writing processes and how they approach the task of writing. They touch on topics such as word count, finding inspiration, and managing distractions. 00:16:00 - Different Approaches to Writing, Paul and Melina compare their different approaches to writing. One prefers to work in condensed chunks of time, while the other works in shorter bursts with frequent breaks. They discuss the benefits and challenges of each method. 00:18:20 - Making Writing Fun, Melina highlights the importance of making writing fun and engaging. They discuss the use of literary references, popular culture, and anecdotes to make the writing process more enjoyable and accessible to readers. 00:21:51 - Advice on Improving Business Communications, Melina suggests two chapters from Paul Bloom's book that would be relevant for improving business communications. These chapters focus on reasoning and rationality, as well as finding fulfillment and happiness in life. 00:23:05 - The Crisis in Psychology Melina delves into the crisis in psychology where many studies have failed to replicate and there have been cases of fraud. They emphasize the need for caution when relying on research findings and highlight the fragility of the science. 00:30:46 - The Future of Psychological Studies Paul discusses the improvements in psychological studies, such as larger sample sizes, preregistration, and more theoretically grounded research. He also mentions the importance of meta-analyses to get a clearer understanding of the overall findings. 00:32:06 - Challenges in Generalizing Psychological Findings Paul acknowledges the difficulty in generalizing psychological findings due to the vast individual differences and confounding factors. He suggests that instead of expecting general principles, we should consider that certain interventions may work for some people but not others. 00:34:18 - Striking a Balance between Theoretical and Applied Psychology Paul discusses the balance between theoretical and applied psychology. While applied work can still be done, he suggests that a deeper understanding of the mind in abstract conditions may be more achievable than practical advice due to the complexity of human behavior. 00:35:08 - Unreliability of Memory Paul highlights the unreliability of human memory and how memories are often reconstructions based on experiences and expectations. He mentions the impact of this finding on areas like eyewitness testimony and emphasizes the need for caution when relying solely on memory. 00:39:25 - The Complexities of Job Satisfaction Paul discusses the complexity of job satisfaction, noting that it goes beyond just high salaries or pleasant work environments. Meaning, challenge, and the ability to make a difference are important factors that contribute to job satisfaction, even in lower-paying or less respected professions. 00:46:14 - The Spotlight Effect Paul discusses how people tend to believe that they are the most important person to others, but in reality, everyone is focused on themselves. This phenomenon is known as the spotlight effect. 00:46:37 - Influence and the Spotlight Effect The concept of the spotlight effect is further explored in Vanessa Blonde's episode. The show notes provide more information on this topic. 00:47:18 - Connecting with Paul Bloom To connect with Paul Bloom and learn more about his books, visit his website at paulbloom.net. He also recently started a Substack called Small Potatoes for sharing his thoughts without going through an editor. 00:47:46 - Announcing the Substack Paul announces the launch of his Substack, Small Potatoes, where he will be writing and sharing interesting thoughts and ideas. 00:48:04 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Paul: Follow Paul on Twitter Paul’s website 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: Psych, by Paul Bloom Just Babies, by Paul Bloom You Have More Influence Than You Think, by Vanessa Bohns Blindsight, by Prince Ghuman and Matt Johnson Your Future Self, by Hal Hershfield Top Recommended Next Episode: Why We Like The Things We Like, with Prince Ghuman (ep 345) Already Heard That One? Try These:  Behavioral Science in the Wild, with Dilip Soman (ep 241) Framing (ep 296) Priming (ep 252) Status Quo Bias (ep 142) Brainy Benefits of Gratitude (ep 236) Happier Hour, with Cassie Holmes (ep 257) Memory Biases (ep 280) Defaults, the “D” in NUDGES (ep 38) Confirmation Bias (ep 260) Focusing Illusion (ep 330) Motivation and Incentives with Kurt Nelson (ep 295) Your Future Self, with Hal Hershfield (ep 329) You Have More Influence Than You Think, with Vanessa Bohns (ep 318) Do Nudges Work? With Michael Hallsworth (ep 218) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter The Spotlight Effect Scrivener Paul’s Substack: Small Potatoes
12/1/202352 minutes, 21 seconds
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344. Mastering Customer Behavior: Neuroscience Secrets with Prince Ghuman (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll hear an insightful conversation between host Melina Palmer and guest Prince Ghuman, a renowned neuromarketer and author. The discussion centers around the importance of incorporating neuroscience and psychology in marketing strategies. Prince emphasizes the need for marketers to understand human behavior and behavior science in order to create more effective campaigns and improve customer satisfaction.  He discusses concepts like pattern recognition, the mere exposure effect, and the balance between novelty and familiarity. Prince also explores the adoption curve and how different consumer segments prefer varying degrees of newness and safety. By incorporating these insights into your marketing strategies, you can better connect with consumers and optimize your marketing efforts. This episode provides valuable knowledge and practical tools for marketers seeking to enhance their marketing strategies and campaigns. In this episode, you will: Discover the untapped potential of incorporating neuroscience and psychology in your marketing strategies for more effective customer engagement. Unravel the concept of NAS (new and safe) and unlock its impact on consumer preferences, positioning your brand as a trusted choice in the market. Gain a deep understanding of the adoption curve and learn how to appeal to different consumer segments, maximizing your marketing efforts for better ROI. Harness the power of pattern recognition to identify consumer preferences and create meaningful brand connections that drive loyalty and repeat business. Explore the shared responsibility of consumers and marketers in shaping the digital landscape, ensuring ethical practices that foster trust and satisfaction in the online marketplace. Show Notes: 00:00:00 - Introduction, Melina introduces the episode and welcomes Prince Ghuman as the guest. They discuss the intersection of behavioral science and marketing and Prince's background in the field. 00:02:08 - Prince's Background and Playbook, Prince shares his journey into the world of behavioral science and marketing. He discusses his experience working at startups and established corporations, as well as his transition to becoming a professor. Prince highlights the importance of neuroscience and psychology in marketing and mentions the playbook he developed over the years. 00:06:12 - Principles vs. Hard Science in Neuromarketing, Prince explains the division between principles and hard science in neuromarketing. He emphasizes the significance of understanding the principles of human behavior and psychology in marketing, even if neuroimaging is not accessible to all marketers. 00:08:23 - The Importance of Principles in Neuromarketing, Prince discusses the importance of principles in neuromarketing and how they can be applied to improve marketing strategies. He mentions the lack of emphasis on neuroscience and psychology in traditional marketing curricula and highlights the need for more practical applications of behavioral science in marketing. 00:10:00 - Applying Decision-Making Science to Marketing, Prince mentions the book Thinking, Fast and Slow by Daniel Kahneman and its significance in understanding decision-making. However, he emphasizes the need for tactics and practical applications of decision-making science in marketing and customer experiences. He envisions a future where neuromarketing principles are integrated. 00:15:00 - Evolution of Marketing and A/B Testing, The conversation begins with a discussion about the evolution of marketing and the use of A/B testing. The guest emphasizes the importance of understanding the psychological underpinnings behind marketing strategies and conducting more scientifically informed tests. 00:16:30 - Why We Like What We Like, The guest introduces the concept of the mere exposure effect, which states that the more we are exposed to something, the more likely we are to prefer it. They also discuss the idea of "new and safe," where people are attracted to things that are both novel and familiar. Understanding this concept can help brands come up with better product tests and launch strategies. 00:18:16 - The Psychological Context of Product Adoption, The guest explains how the psychological context of product adoption is often overlooked. Early adopters are more accepting of imbalances between new and safe, while late adopters prefer safety. Understanding this can help brand managers tailor their launch strategies and target different segments of the market. 00:21:14 - Using Familiarity and Novelty in Product Launches, The guest uses the example of Oreo cookies to illustrate how brands can incorporate familiarity and novelty to attract mass market appeal. By sandwiching a new flavor between familiar elements, brands can grab attention and break through established patterns, even if the new flavor itself doesn't sell well. 00:24:34 - Pleasure in Pattern Recognition, Prince addresses a question about why humans derive pleasure from pattern recognition. 00:29:31 - The Use of Game Mechanics in Engagement, The guest talks about how game mechanics are being used across various genres of games to increase engagement. He gives examples of sports games like NBA, soccer, FIFA, and NFL, as well as board games like Monopoly. Unpredictability is a key factor in increasing engagement, and this is seen in social media apps like Facebook, Instagram, and TikTok, where users are constantly scrolling to see what comes up next in their feed. 00:30:46 - Engagement 2.0 and Compulsive Behavior, The guest discusses how engagement in digital products, like social media apps, can lead to compulsive behavior. The unpredictability of what comes next on these platforms keeps users engaged and scrolling. He emphasizes that engagement is only a few steps away from compulsive behavior and explains why some apps have come under fire for exploiting this. 00:34:57 - The Role of Users in Data Science and Behavior Modeling, The guest points out that while tech companies are often criticized for using data science unethically, users also play a role in this behavior modeling. He suggests that consumers need to be willing to pay for digital products and services if they want to see a change in the way data science is used. He compares it to the organic food movement, where consumers demanded and paid a premium for healthier options. 00:36:27 - Marketers' Responsibility in Understanding Neuroscience, The guest emphasizes the importance for marketers to understand neuroscience and psychology in order to create better products and experiences for consumers. 00:43:10 - Importance of Understanding Your Customers, Understanding your customers' goals and communication preferences is crucial in business. Avoid comparing yourself to others and focus on meeting your customers' needs. This is the foundation of Melina Palmer's book What Your Customer Wants and Can't Tell You. 00:43:37 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Prince:  Follow Prince on LinkedIn  Follow Prince on Twitter  PopNeuro website 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: Blindsight, by Prince Ghuman and Matt Johnson Neurobranding, by Peter Steidl Thinking, Fast and Slow, by Daniel Kahneman Crossing the Chasm, by Geoffrey Moore The Tipping Point, by Malcolm Gladwell Top Recommended Next Episode: Neuroscience and Behavioral Economics, with Matt Johnson (ep 160) Already Heard That One? Try These:  Indistractable, with Nir Eyal (ep 290) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) A More Beautiful Question, with Warren Berger (ep 200) Branding That Means Business, with Matt Johnson (ep 231) Disney: A Behavioral Economics Analysis (ep 292) Availability Bias (ep 310) Familiarity Bias (ep 149) Relativity (ep 12) Get Your DOSE Of Brain Chemicals (ep 123) Habits (ep 256) The Power of Habit (ep 22) Non-Obvious Thinking with Rohit Bhargava (ep 297) Surprise & Delight (ep 276) McDonalds’ Irrational Loyalty Program (ep 279) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter We Asked: Why Does Oreo Keep Releasing New Flavors?
11/28/202344 minutes, 49 seconds
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343. Books That Will Change Your Brain

In this episode of The Brainy Business podcast, you'll dive into a fascinating discussion with host Melina Palmer about books that have the power to change the way you think. As an avid reader herself, Melina shares her personal experiences with impactful books and how they have shaped her understanding of the mind. She presents a diverse list of nine books that have had a profound impact on her thinking, covering topics such as combinatorial thinking, binary thinking, innovation inspired by nature, the influence of metaphors, and more.  With each book recommendation, Melina provides key insights and takeaways, highlighting the importance of these books in improving our understanding of behavioral science, decision-making, and communication. Whether you're a book lover or someone looking to expand your thinking, this episode is packed with valuable recommendations that will inspire and transform your mindset. So grab your favorite reading spot, get ready to discover new perspectives, and let these books change the way you think. In this episode, you will: Enhance your thinking and broaden your perspective by exploring impactful books that have the power to change the way you think. Unlock the power of combinatorial thinking and discover how asking great questions can lead to innovative ideas and fresh insights. Expand your options and make better decisions by challenging binary thinking and embracing a both/and mindset that embraces paradoxes. Draw inspiration from nature's ingenious problem-solving solutions and apply them to your own challenges for simple and effective problem-solving and innovation. Understand the influential role of metaphors in communication and decision-making, and learn how to harness their power to effectively convey ideas and align them with business objectives. Show Notes: 00:00:00 - Introduction, Melina introduces the episode and shares her love for reading books. She discusses how books have influenced her thinking and announces that she will be sharing a list of books that have changed the way she thinks. 00:02:04 - The Power of Questions - A More Beautiful Question, Melina discusses the book A More Beautiful Question by Warren Berger. She explains how the concept of combinatorial thinking and asking great questions can lead to innovation and a better understanding of how the mind works. 00:06:37 - Embracing Both And Thinking, Melina introduces the book Both and Thinking by Wendy Smith and Marianne Lewis. She discusses how the book explores the idea of embracing paradoxes and avoiding binary thinking. This can lead to better decision-making and a broader perspective. 00:09:58 - Solving Problems with Nature - Evolutionary Ideas, Melina talks about the book Evolutionary Ideas by Sam Tatum. She explains how the book demonstrates how nature can inspire creative and practical solutions to human problems. She shares examples from the book, including the bullet train inspired by a kingfisher. 00:15:23 - Introduction to Semiotics in Retail and Marketing, Rachel Laws has written two books on semiotics: Using Semiotics in Retail and Using Semiotics in Marketing. These books provide real-world examples of how semiotics can be used to understand and leverage symbols and metaphors in business. The example of the Jam of Death Fruit spread company shows how the wrong symbols can make a store unappealing to customers. 00:18:02 - How Minds Change by David McRaney, How Minds Change by David McRaney is a mind-blowing book that explores how people's minds can change in drastic ways. McRaney shares insights from experts and his own experiences to understand why some people change their minds while others remain stuck. The book offers fundamental insights into how the brain is wired and how we can change our own minds and influence others. 00:20:50 - The Similarities Between How Minds Change and Look, Although How Minds Change and Look are 100% different books, they are inherently similar at their core. Both books offer fascinating insights into how our brains make sense of the world and how we can observe and reflect on our surroundings. Look provides examples for nonprofit fundraising and how observation can lead to solutions. 00:23:35 - The Power of US by Dominic Packer and Jay Van Beavel, The Power of US explores how individuals shift through various identities throughout the day and how this impacts their actions and interactions. 00:30:31 - Finding Happiness in Small Moments, Melina discusses the importance of finding time for oneself and engaging in activities that bring happiness. She highlights the book Happier Hour by Cassie Holmes, which provides tasks and insights to help create a happier life. 00:31:19 - Recap of Books on Changing Thinking, A recap of the books mentioned in the episode, including A More Beautiful Question by Warren Berger, How to Think by Wendy Smith and Marianne Lewis, and Metaphors We Live By by George Lakoff and Mark Johnson. Melina emphasizes the value of these books in changing one's thinking. 00:32:39 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Metaphors We Live By, by George Lakoff and Mark Johnson Evolutionary Ideas, by Sam Tatam Both/And Thinking, by Wendy Smith and Marianne Lewis How Minds Change, by David McRaney Look, by Christian Madsbjerg Top Recommended Next Episode: Melina’s go to brainy books (ep 342) Already Heard That One? Try These:  A More Beautiful Question, with Warren Berger (ep 340) Evolutionary Ideas, with Sam Tatam (ep 204) Both/And Thinking, with Wendy Smith (ep 261) What is cognitive semiotics? With Sarah Thompson (ep 259) Using Semiotics in Marketing and Retail, with Rachel Lawes (ep 191) How Minds Change, with David McRaney (ep 336) Look, with Christian Madsbjerg (ep 325) The Power of Us, with Dominic Packer (ep 304) Selfless, with Brian Lowery (ep 331) Happier Hour, with Cassie Holmes (ep 257) Time discounting (ep 328) The Power of Metaphor, with Olson Zaltman (ep 181) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter All The Books – 2022 Edition The Best Books To Have More Influence At Work (via Shepherd) 12 Behavioral Science Books Every Consumer Insights Professional Must Read (via Greenbook)
11/24/202334 minutes, 14 seconds
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342. Melina’s Go-To Brainy Books: Behavioral Economics Books You Need To Read (Refreshed Episode)

In this episode of The Brainy Business Podcast, you'll discover host Melina Palmer's favorite brainy books and why they're worth checking out. Melina begins by sharing how many listeners have reached out to her, thanking her for the book recommendations that have expanded their knowledge and understanding. She explains that as a behavioral economics enthusiast, she has the privilege of reading books before they hit the shelves and even getting to speak with the authors. Melina kicks off the episode by introducing her new series where she'll recommend books based on specific topics. She emphasizes the importance of understanding what you want to achieve with the information before diving into her book recommendations. In this episode, you will: Discover the fascinating world of behavioral economics and how it influences our decision-making processes. Gain valuable insights into the foundations of behavioral economics and how it can be applied to different areas of life. Learn about the power of nudges and choice architecture in shaping our behavior and decision-making. Explore the intersection of neuroscience, marketing, and branding to understand how our brains respond to promotional messages. Discover effective strategies for increasing productivity and minimizing distractions in an increasingly distracting world. Show Notes: 00:00:00 - Introduction, Melina introduces the episode and mentions how she often gets asked for book recommendations. She also mentions that this episode is the first in a series of book recommendations and asks for feedback from listeners. 00:03:00 - Daniel Kahneman's Thinking, Fast and Slow, Melina recommends Daniel Kahneman's Thinking, Fast and Slow as a foundational book in the field of behavioral economics. She describes it as a comprehensive guide to understanding behavioral science and highlights its importance for anyone interested in the field. 00:06:30 - Richard Thaler and Cass Sunstein's Nudge, Melina recommends Richard Thaler and Cass Sunstein's book Nudge as another foundational book in behavioral economics. She explains that it provides a great foundation in the concept of nudges and choice architecture, and shares examples related to money, health, and freedom. 00:09:42 - Dan Ariely's Predictably Irrational, Melina recommends Dan Ariely's Predictably Irrational as an introductory book to behavioral economics. She praises Ariely's conversational tone and relatable storytelling, making it an easy and enjoyable read for those interested in understanding the hidden forces that shape our decisions. 00:11:28 - A. K. Pradeep's The Buying Brain, Melina recommends A. K. Pradeep's "The Buying Brain" for those interested in consumer mindset, marketing strategy, and applying behavioral insights. 00:16:09 - Overview of Indistractable Book, Melina provides an overview of the book Indistractable and highlights its importance in understanding motivation, triggers, and focus. She explores tips for preventing distractions, making workplaces and relationships indistractable, and offers practical advice for hacking back external triggers. 00:16:51 - Hacking Back External Triggers, Part three of the book is discussed, focusing on hacking back external triggers such as notifications and interruptions. The chapter provides specific tips for managing work interruptions, email, group chat, meetings, smartphones, and online distractions. The information is actionable and easy to implement. 00:17:27 - Reducing Notifications, Melina shares personal experience of using the author's tips to reduce notifications, resulting in increased productivity. Removing push notifications for social media and email, except for text messages and phone calls, has made a significant difference. The book offers insights into understanding the brain and facilitates making behavioral shifts. 00:18:21 - Understanding Distraction and Traction, The section emphasizes the core insight of the book: distraction is the opposite of traction. It highlights the importance of identifying what distractions are pulling us away from and finding our traction. The book provides guidance on staying focused on what truly matters. 00:19:20 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Thinking Fast and Slow, by Daniel Kahneman Nudge, by Richard Thaler and Cass Sunstein The Buying Brain, by AK Padreep Friction, by Roger Dooley Indistractable, by Nir Eyal Top Recommended Next Episode: Nir Eyal (ep 290) Already Heard That One? Try These:  Dan Ariely (ep 101) NUDGES & Choice Architecture (ep 35) Incentives – The “N” In NUDGES (ep 272) Understanding Mapping: The “U” in NUDGES (ep 37) Defaults: The “D” in NUDGES (ep 38) Expect Error: The “E” in NUDGES (ep 39) Give Feedback: The “G” in NUDGES (ep 40) Sense of Sight (ep 24) Sense Of Smell (ep 298) Why You Actually Taste With Your Nose – On The Sense Of Taste (ep 26) Did You Hear That? – On The Sense of Hearing (ep 300) Power Of Touch (ep 302) Roger Dooley (ep 274) Nir Eyal (ep 290) Understanding the Problem (ep 126) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter 3 Ways You Can Limit Everyday Distractions, by Melina Palmer
11/21/202322 minutes, 30 seconds
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341. Unlocking Deeper Connections: The Power of Thoughtful Questioning with Meghaan Lurtz

In this episode of The Brainy Business podcast, you'll hear from guest Meghaan Lurtz, a finance and psychology expert, who is dedicated to improving communication skills, particularly in the context of difficult conversations surrounding money. She believes that the challenge lies not in the topic itself, but in what it represents in society and the shame associated with it. Meghaan's passion lies in helping individuals become skilled communicators who can ask thoughtful questions that support and connect with others.  Through her work as a professor, she has witnessed the transformative power of asking questions in various settings, including personal relationships and financial planning. Meghaan emphasizes the importance of follow-up questions, which not only enhance understanding but also make individuals more likable. She also highlights the significance of phrasing questions in a way that promotes safety and avoids confrontations. By focusing on effective communication strategies, Meghaan aims to improve relationships and foster deeper connections among individuals. In this episode: Discover the small changes in communication style that can have a significant impact on your interactions. Enhance relationships and deepen understanding through the power of asking thoughtful questions. Utilize body language and posture to create a positive and receptive atmosphere for effective communication. Deepen connections and understanding by using techniques such as reflection, labeling, and scaling questions. Understand the importance of establishing a strong and safe relationship before offering advice or solutions. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer introduces Megaan Lurtz, a writer and senior research associate who specializes in the intersection of finance and psychology. Meghaan shares her expertise on communication skills and the challenges of discussing money. 00:04:06 - Why People Hate Talking About Money, Meghaan explains that money is a difficult topic to discuss due to the various emotions and judgments associated with it. People often feel shame or judgment when talking about their financial situation, making it a taboo subject. 00:06:09 - The Power of Scaling Questions, Scaling questions are a powerful tool for communication. Meghaan describes how scaling questions can be used to gauge someone's feelings or experiences on a scale of 1 to 10 and then follow up with why they didn't choose a lower number. This technique helps shift the focus to positive aspects and improves overall communication. 00:09:40 - The Impact of Follow-Up Questions, Meghaan shares a study conducted on speed daters, which found that the most significant factor in securing a second date was asking engaging follow-up questions. Follow-up questions that keep the conversation focused on the other person make individuals more likable and improve connections. 00:14:44 - The Importance of Listening, Active listening is crucial for effective communication. Meghaan emphasizes the importance of genuinely listening to others, without distractions or interruptions. 00:15:13 - The Power of Communication, The way we communicate can have a significant impact on how others respond to us. Small changes in our communication style can lead to either a positive or contentious response. Nonverbal cues, such as body language and posture, also play a crucial role in effective communication. 00:16:38 - Finding the Right Balance, Communication styles differ from person to person, and it's important to find the right balance that works for each individual. Experimenting and testing different approaches can help determine what feels comfortable and yields the best response. 00:18:41 - Asking Interesting Questions, The way we ask questions can make a significant difference in the depth of communication. Simple changes, like asking follow-up questions that reflect genuine interest, can lead to more meaningful and engaging conversations. 00:22:43 - Getting to the Deeper Meaning, Rather than sticking to surface-level facts, it's essential to delve deeper into the meaning and feelings behind people's responses. By asking reflective questions and exploring emotions, we can create stronger connections and foster better understanding. 00:26:18 - The Importance of Connection, Building strong connections is crucial in all relationships, whether personal or professional. Without a solid foundation and safe space for communication, advice and recommendations may not be effectively received or acted upon. Communication and connection go hand in hand. 00:30:22 - The Importance of Questions in Communication, Questions serve a purpose beyond just seeking answers. They can help create a more comfortable and open conversation, leading to deeper connections and understanding between people. 00:31:32 - The Power of Communication in Healing, Research has shown that individuals with positive relationships heal faster when faced with physical injuries. Good communication, expressing love and care, can make us superhuman and have a significant impact on our well-being. 00:34:00 - The Value of Teaching Communication Skills, Instead of focusing solely on academic subjects, teaching communication skills such as asking open-ended questions, reflective listening, and labeling can be more useful in improving relationships and changing lives. 00:36:02 - Effective Questioning Techniques, Mirroring, where you repeat back what the person said, and labeling, where you identify and reflect their emotions, are powerful questioning techniques that show genuine interest and encourage further conversation. 00:38:20 - The Impact of Questions on Energy and Focus, Questions can influence where people direct their attention and effort. By encouraging others to focus on positive aspects or different perspectives, we can help shift energy and improve relationships and outcomes. 00:45:04 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Meghaan:  Follow Meghaan on Twitter  Follow Meghaan on LinkedIn  Meghaan’s Faculty Page at Columbia 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: A More Beautiful Question, by Warren Berger Listen Like You Mean It, by Ximena Vengoechea The Hype Handbook, by Michael F. Schein You’re Invited! by Jon Levy Magic Words, by Jonah Berger Top Recommended Next Episode: A More Beautiful Question, with Warren Berger (ep 340) Already Heard That One? Try These:  Common Mistakes in Personal Finance, with Chuck Howard (ep 213) Mental Accounting (ep 282) Why Every Business Needs to Care About Personal Finances (ep 283) A More Just Future, with Dolly Chugh (ep 247) Hype: What It Is And Why You Need More Of It (ep 143) Magic Words, by Jonah Berger (ep 301) Can Behavioral Economics Increase Savings? (ep 65) Having Difficult Conversations at Work, with Kwame Christian (ep 107) The Power of Human Connection, with Nick Epley (ep 265) Framing (ep 296) You’re Invited! with Jon Levy (ep 348) How To Ethically Influence People, with Brian Ahearn (ep 104) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
11/17/202345 minutes, 36 seconds
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340. Innovation Starts with a Question: Unraveling the Power of Beautiful Questions - Warren Berger (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll hear an insightful interview with Warren Berger, an expert in the power of questioning. Warren's exploration of design thinking led him to delve into the origins of breakthrough innovations, startups, and the role of questioning in driving them. His books, A More Beautiful Question and The Book of Beautiful Questions, provide frameworks and examples for using questioning effectively in different domains of life.  Warren emphasizes the importance of questioning in education, business, relationships, and leadership. He highlights the transformative power of asking beautiful questions, which can lead to continuous learning, innovation, and deeper connections with others. By embracing questioning, individuals and organizations can unlock their full potential and lead a path of growth and discovery. In this episode: Unleash your potential and drive personal and professional growth by harnessing the power of questioning. Discover how questioning plays a vital role in design thinking and innovation, and unlock new possibilities in your creative endeavors. Ignite exploration and creativity by asking beautiful questions that inspire curiosity and push the boundaries of what is possible. Foster continuous improvement and engagement by incorporating mission questions into your personal and professional life. Learn how questioning can enhance interpersonal relationships, problem-solving, and lead to deeper connections and understanding. Show Notes: 00:00:00 - Introduction, Introduction to the podcast episode and the guest, Warren Berger, who is an expert in questioning and author of the book A More Beautiful Question. 00:01:23 - Importance of Questioning, Warren discusses the importance of questioning and how it is a powerful tool for problem-solving and decision-making. He emphasizes that questioning should be recognized as a field of study and incorporated into education and business training. 00:04:29 - Questioning and Design Thinking, Warren explains his background in writing about design thinking and how it led him to explore the role of questioning in problem-solving. He highlights that designers and successful business leaders are often skilled questioners. 00:07:06 - Researching Questions, Warren shares his research approach, which involves studying how different fields and professionals use questioning. He mentions sources such as Harvard Business Review and Psychology Today, and notes that there are few books dedicated solely to questioning. 00:10:47 - The Challenge of Writing about Questions, Warren discusses the challenge of expanding the topic of questioning from a chapter in a book to multiple books. He emphasizes the limitless depth and breadth of the subject and his commitment to exploring it fully. 00:15:26 - The Power of Questioning, Warren discusses how questioning leads to breakthroughs and innovation, emphasizing that many innovations start with a simple question. He introduces his first book, which explores the general concept of questioning with a focus on innovation. 00:16:16 - Questioning in Different Areas, Warren explains that people approach questioning from different angles depending on their interests. He highlights the relationships between questioning and creativity, decision-making, relationships with others, and leadership. Businesses are recognizing the importance of leaders who can ask insightful questions. 00:17:31 - The Book of Beautiful Questions, Warren's second book delves into four key areas where questioning is relevant: creativity, leadership, relationships, and decision-making. He offers examples of useful questions in each area and encourages readers to come up with their own. 00:18:31 - Questioning in Education, Warren's third book, targeted at educators, focuses on how to encourage students to ask more questions. He emphasizes the importance of engaging students' curiosity and creating a classroom environment where questioning is encouraged. 00:21:02 - Modeling Questioning Behavior, Warner discusses the importance of modeling questioning behavior, both for teachers and parents. He explains that demonstrating a balance of confidence and humility as a questioner can inspire others and create a more approachable leadership style. Intellectual curiosity is a valuable trait for both leaders and learners. 00:30:45 - The Three Types of Questions, The three types of questions are why, what if, and how. These questions work together in a cycle to push you forward and prevent you from getting stuck. Each question serves a different purpose in the problem-solving process. 00:31:19 - The Importance of the Why Question, The why question helps you understand the problem and its importance. However, it's important not to get trapped in the philosophical stage of constantly asking why. The why question is the first step in the process. 00:31:50 - Moving to the What If Stage, After asking why and gaining an understanding of the problem, it's time to start asking what if. This stage is for brainstorming and speculating on possible solutions. However, it's important not to get stuck in this stage and move on to the next. 00:32:28 - The How Question, The “how” question is about implementation and practicality. It's about figuring out how to solve the problem and get started. This question should be the last step in the process, after understanding the problem and exploring possible solutions. 00:35:30 - The Importance of Spending Time on Each Stage, It's important not to rush through any of the stages. Spending time on each stage ensures that you have a deep understanding of the problem, explore different possibilities, and then figure out how to implement the solution. Don't shortchange any of the stages. 00:44:52 - The Power of Beautiful Questions, Warren discusses the importance of formulating a powerful question that can drive motivation and purpose. He encourages individuals and companies to focus on mission questions rather than mission statements, as questions are ongoing and open-ended. 00:46:14 - Finding Your Beautiful Question, Warren encourages listeners to find their own beautiful question, a question that they can continuously pursue and work on throughout their lives. He also suggests that businesses should have mission questions that drive their purpose and motivate their employees. 00:47:18 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Warren: WARREN’S WEBSITE WARREN ON TWITTER WARREN ON LINKEDIN 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: A More Beautiful Question, by Warren Berger Beautiful Questions in the Classroom, by Warren Berger The Book of Beautiful Questions, by Warren Berger CAD Monkeys, Dinosaur Babies, and T-Shaped People, by Warren Berger Both/And Thinking, by Wendy Smith Top Recommended Next Episode: Questionstorming at KIND (ep 215) Already Heard That One? Try These:  Dunning-Kruger Effect (ep 266) What Problem Are You Solving? (ep 126) Framing (ep 296) Questions or Answers (ep 4) Bikeshedding (ep 99) Priming (ep 252) Influence Is Your Superpower with Zoe Chance (ep 308) How Businesses Can Design for Behavior Change, with Amy Bucher (ep 164) You’re Invited! with Jon Levy (ep 150) Nudging for Good at Walmart (ep 206) Both/And Thinking, with Wendy Smith (ep 261) Is There a System 3? with Leigh Caldwell (ep 233) What is Cognitive Semiotics? with Sarah Thompson (ep 259) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Warren Berger TED Talk: Nurturing the Ability to Question Right Question Institute The Questionologist, Psychology Today Warren Berger Articles, Harvard Business Review
11/14/202350 minutes, 39 seconds
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339. Mastering User Behavior: Data Insights for Exceptional Experiences - Lucie Buisson

In this episode of The Brainy Business podcast, you'll gain valuable insights from Lucie Buisson, the Chief Product Officer at Content Square. Lucie's expertise lies in optimizing user experience on websites and mobile apps, and she shares her research and experience to provide practical tips for product managers. By understanding user behavior and identifying their real needs and problems through careful observation and analysis, businesses can create a more effective and engaging user experience.  Lucie also emphasizes the importance of data-driven decision making, testing assumptions, and balancing quick wins with long-term projects. Additionally, she discusses the challenges of scaling a company and offers valuable insights on maintaining clear communication and team cohesion during periods of growth and change. Whether you're a product manager looking to improve user experience or interested in the dynamics of scaling a company, this episode provides valuable knowledge and actionable strategies. In this episode: Uncover actionable insights from user data analysis to drive strategic decision-making and optimize user experience. Strike a balance between quick wins and long-term projects to continually improve product performance and customer satisfaction. Gain a deeper understanding of user behavior through data analysis, going beyond customer feedback alone to make informed product decisions. Navigate the challenges and considerations of scaling a tech company, unlocking opportunities for growth and success. Recognize the impact of time discounting on user behavior and explore strategies to effectively engage and retain customers. Show Notes: 00:00:00 - Introduction, In this episode, host Melina Palmer introduces Lucie Buisson, the Chief Product Officer at Content Square. She discusses Lucie's role in the company's growth and the mission of Content Square to make the digital world more human. 00:02:07 - Scaling a Company, Lucie shares her insights on scaling a company, emphasizing the importance of adaptability while staying true to the company's vision and goals. She also highlights the challenges of transitioning from a small team to a larger organization. 00:06:27 - Understanding Behavior, Content Square's technology collects anonymous user interactions to understand customer behavior and preferences. Lucie emphasizes the importance of focusing on customer intent and providing personalized online experiences that mimic the positive aspects of in-store shopping. 00:08:31 - Challenges of Scaling, Lucie discusses the challenges of scaling a company, including the need to define roles and maintain a shared vision as the organization grows. She also highlights the importance of explicit communication in a larger team. 00:11:34 - Scientific Approach to Customer Understanding, Lucie emphasizes the scientific approach to understanding customers and the importance of data-driven decision-making. She discusses the role of data analysis in product management and the need for empirical evidence rather than opinions. 00:18:06 - The Power of Content Score, Content Score allows users to gain insights and identify website performance issues without knowing exactly what they're looking for. Unlike tagging plans, Content Square collects every interaction on a website, providing a more exploratory approach to understanding customer behavior. 00:19:46 - Prioritizing the Most Important Problems, Content Square's reports provide valuable information without users having to choose what to analyze in advance. By presenting click rates on every element of a webpage, users can identify areas of improvement without bias. Solving the most pressing problems yields the greatest impact. 00:24:47 - Finding Simple Fixes with Significant Results, Customer assumptions about what needs to be fixed often lead to massive and time-consuming projects. However, Content Score can reveal simple fixes like optimizing a landing page's hero image or call-to-action placement, resulting in substantial improvements and revenue opportunities. 00:27:31 - Balancing Voice of Customer Feedback, While Voice of Customer (VOC) tools provide valuable feedback, it often comes from extreme ends of the satisfaction spectrum. Content Square helps differentiate between isolated incidents and symptomatic behavior by tying VOC feedback to session replays. This allows users to prioritize actions based on quantifiable impact. 00:30:42 - The Iterative Cycle of Innovation, Content Score serves as the middle piece in a cycle of innovation. By understanding why customers struggle and making changes to address those issues, users can then use experimentation tools like A/B testing to analyze the impact of their modifications. 00:34:38 - Understanding Future Behavior, People often answer questions about their future behavior based on what they hope to be, not necessarily what they will actually do. Our predictions about our future selves are often different from our current behaviors, and this should be taken into account when designing products and experiences. 00:35:36 - Customer Feedback and Implementation, When gathering customer feedback, it's important to ask the right questions. Customers may say they want a new feature, but that doesn't necessarily mean they will use it. Implementing unnecessary features can overcomplicate the user experience and deter usage. 00:37:47 - Testing and Understanding Behavior, Testing and understanding user behavior is crucial for optimizing experiences. A case study from Netflix shows that what people say they want may not align with their actual behavior. It's important to go beyond customer requests and truly understand their needs and motivations. 00:40:36 - Balancing Customer Requests and Solutions, While it's important to listen to customer feedback, it's equally important to go beyond their requests and find innovative solutions to their problems. Product managers should balance quick wins with long-term projects and use their expertise to identify the best solutions. 00:43:37 - Optimizing Website Experience, To optimize website experiences, start by listening to customers and identifying small signals of behavior. Quantify the impact of these behaviors and find a balance between quick wins and long-term improvements. Understanding the customer while also leveraging product expertise is key to success. 00:46:09 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Lucie: Follow Lucie on LinkedIn Contentsquare on Twitter Contentsquare Website 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 Voltage Effect, by John LIst What Your Employees Need and Can’t Tell You, by Melina Palmer Continuous Discovery Habits, by Teresa Torres Friction, by Roger Dooley What Your Customer Wants and Can’t Tell You, by Melina Palmer Top Recommended Next Episode: The Voltage Effect, with John List (ep 190) Already Heard That One? Try These:  Peloton: A Behavioral Economics Analysis (ep 338) Friction, with Roger Dooley (ep 274) Sludge (ep 179) Choice Architecture and NUDGES (ep 35) Priming (ep 252) The Dunning-Kruger Effect (ep 266) Habits (ep 256) Your Future Self, with Hal Hershfield (ep 329) Time Discounting (ep 328) Optimism Bias (ep 34) Planning Fallacy (ep 346) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
11/10/202347 minutes, 31 seconds
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338. Boost Your Brand: The Power of Behavioral Economics in Peloton's Advertising (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer dives into the fascinating world of behavioral economics and its application in Peloton's marketing success. As a marketing expert, Melina understands the importance of effective messaging and branding strategies, and she shares her insights on how Peloton has leveraged behavioral economics concepts to create a strong connection with their target audience.  She explores the power of storytelling, community-building, and framing offers in a way that resonates with customers. Melina also discusses the impact of social proof, herding, and anchoring in Peloton's advertising and business strategies. If you're a marketer or business owner looking to enhance your branding and advertising strategies, this episode is a must-listen. Melina's expertise and analysis of Peloton's success will inspire you to apply behavioral economics principles in your own marketing efforts and build a loyal customer base. In this episode: Enhance your branding and advertising strategies by applying behavioral economics concepts for a Peloton-like success. Discover the importance of aligning your messaging with your target audiences for more effective advertising. Uncover the power of storytelling and community-building to create a strong brand identity and engage customers. Learn how to leverage social proof and herding to enhance motivation and engagement within your community. Understand the impact of ad controversy and mixed messaging, and how to avoid it in your own advertising campaigns. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the podcast episode and explains the purpose of the Behavioral Economics Analysis series. She emphasizes the importance of understanding how companies apply behavioral economics concepts and provides ideas for implementing them in one's own business. 00:03:49 - Background on Peloton, Melina provides an overview of Peloton, a fitness company that sells workout equipment and offers streaming classes. She shares statistics on the company's membership, workout completion, and revenue. She also mentions the controversy surrounding a Peloton holiday ad and the mixed messaging in the company's marketing. 00:07:21 - Mixed Messaging in Peloton's Marketing, Melina discusses the issue of mixed messaging in Peloton's marketing. She explains that while the company aims to be inclusive, their ads primarily target wealthy individuals. This creates a disconnect with their message of building a community accessible to everyone. She suggests that Peloton should align their marketing with their target audience more clearly. 00:09:52 - Inclusivity vs. High-Income Targeting, Melina discusses the two paths Peloton could take in their marketing strategy: inclusivity or targeting high-income individuals. She emphasizes the importance of clarity and consistency in messaging and highlights the need for proper context in ads to avoid negative interpretations. 00:11:10 - Importance of Providing Context in Ads, Melina stresses the importance of providing context in ads, especially when it comes to sensitive topics like health and fitness. Without proper context, viewers may fill in the gaps. 00:15:07 - Utilizing Stories and Community in Advertising, Peloton has a wealth of stories and people that can be used in advertising to inspire others and promote the brand. They should engage their community and ask for stories to feature. 00:17:38 - Potential Benefits of Controversial Advertising, While Peloton received backlash for their controversial ad, it brought awareness to the brand and the problem they solve. Seeing the ad everywhere can increase focus on the company and prompt people to learn more. 00:19:55 - Peloton's Pricing Strategy, Peloton offers an expensive product, but they make it easier for customers to try with a 30-day trial and financing options. The 94% stay rate at the twelve month mark shows that once people have the equipment, they are likely to continue using it. 00:21:28 - Access to Content and Reciprocity, Peloton's monthly membership fee gives access to high-quality content, creating a sense of reciprocity. They bundle offers without discounting, providing additional benefits for customers who buy the bike or treadmill. 00:26:22 - Structuring Choices for Customer Satisfaction, Peloton structures their choices by allowing users to easily search and filter for classes based on their preferences. They have ten main categories to start with and provide recommended rides based on users' preferences. 00:31:08 - Herding and Social Proof on Peloton, Peloton's use of herding and social proof enhances the community experience, with features like showing how many people have taken a class before, following other users, and rating classes. This creates a sense of community without the awkwardness. 00:32:29 - Framing and Tracking Progress, Peloton's instructors guide users on what numbers to focus on during workouts, emphasizing resistance and cadence. By framing what matters and providing robust stats, Peloton makes it easy to track progress and strive for improvement. 00:35:45 - Incorporating Social Proof, Peloton creates a sense of community by incorporating social proof, such as calling out names and profiles of people hitting milestones during live workouts. Badges, achievements, and virtual high fives further enhance the feeling of being part of a larger community. 00:40:06 - The Impact of "I See You", Peloton's instructors use the phrase "I see you" when giving shout outs, creating a personal and inclusive atmosphere. This subtle phrasing adds to the social proof and makes users feel like part of a big family. Anchoring and commitments also help form good habits and keep users motivated. 00:46:20 - Key Takeaways from Peloton's Advertising Strategy, Key takeaways from Peloton's advertising strategy include knowing your target market, using real stories from your community, and making complex offerings easy for users. Context and storytelling are important, as well as anchoring and social proof to create a sense of community and connection. 00:47:46 - Importance of User Experience and Choice Structure, The user experience is crucial, especially when it comes to structuring choices. Making it easy for users to navigate and personalize their experience is key, particularly for those trying to change habits. Defaults and remembered settings can help facilitate this process. 00:48:28 - Anchoring and Social Proof for Building a Community, Anchoring with big numbers helps show what's possible and move people beyond their initial expectations. Social proof is essential for creating a sense of community, whether it's through personalized shoutouts or highlighting the presence of a larger community. 00:49:42 - Pricing Strategies and Knowing Your Audience, Pricing doesn't always have to be about discounts. Understanding your audience's mindset and what matters to them can help in setting prices. Not every business is for every person, and it's okay if some people don't resonate with your pricing. 00:51:52 - Personalized Virtual Experiences and the Potential for Business Growth, Peloton's ability to create a personalized virtual experience highlights the potential for businesses to offer virtual services with a subscription or membership model.  00:53:24 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Good Habits, Bad Habits, by Wendy Wood Purpose, by Gina Bianchini What Your Customer Wants and Can’t Tell You, by Melina Palmer Atomic Habits, by James Clear Engaged, by Amy Bucher Top Recommended Next Episode: The Science of Subscriptions and Membership Models (ep 105) Already Heard That One? Try These:  Costco: A Behavioral Economics Analysis (ep 47) Disney: A Behavioral Economics Analysis (ep 292) Starbucks: A Behavioral Economics Analysis (ep 278) Apple Card: A Behavioral Economics Analysis (ep 42) Availability Bias (ep 310) Framing (ep 296) How to Stack and Bundle Products and Services To Sell More (ep 84) How to Raise Your Prices (ep 77) Reciprocity (ep 238) Structuring Complex Choices: The “S” in NUDGES (ep 41) Herding (ep 264) Anchoring & Adjustment (ep 11) Habits (ep 256) How to Get (and Stay) Motivated (ep 67) The Network Effect (ep 262) Creating a Habit of Curiosity with Pique (ep 119) Precommitment (ep 120) Get Your DOSE Of Brain Chemicals (ep 123) Good Habits, Bad Habits with Wendy Wood (ep 127) Find Your Purpose, with Gina Bianchini (ep 263) Surprise & Delight (ep 276) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter The real lesson your credit union should learn from Peloton’s ad flop (it’s not what you think) The Gift That Gives Back | Peloton Bike Commercial Peloton Investor Relations Peloton’s nightmare before Christmas: $1.5 billion vanished from its market value in 3 days amid holiday ad backlash
11/7/202355 minutes, 29 seconds
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337. The Role of Critical Thinking in Resisting Misinformation - Sander van der Linden

In this episode of The Brainy Business podcast, social psychologist and Director of the Cambridge Social Decision-Making Lab, Sander van der Linden, joins host Melina Palmer to discuss the role of critical thinking and emotions in resisting misinformation. Sander's extensive research on the influence of repetition and the illusory truth effect make him a trusted authority on the subject. The conversation serves as a valuable resource for critical thinkers concerned about misinformation in today's digital landscape.  Van der Linden explains how repetition can lead people to question their own knowledge and accept false information as true, highlighting the illusory truth effect. He also discusses the conjunction fallacy and the self-sealing belief system of conspiracy theorists. The episode delves into the concept of inoculation as a strategy to combat misinformation, providing insights on how to build cognitive antibodies to resist manipulation. Overall, the conversation offers practical tips and insights for improving critical thinking skills and navigating the complex world of misinformation. In this episode: Gain a deeper understanding of the pervasive impact of misinformation in today's society. Discover how the illusory truth effect influences belief formation and the way we perceive information. Explore the complexity of conspiracy theories and the conjunction fallacy, and how they can contribute to the spread of misinformation. Learn about the powerful strategy of inoculation as a means to combat misinformation and manipulation. Understand the crucial role that critical thinking and emotions play in resisting misinformation and making informed decisions. Show Notes: 00:00:00 - Introduction, Sander is a professor of Social Psychology at the University of Cambridge. He studies how people process misinformation and how to combat its spread. He shares his expertise with governments, public health authorities, and social media companies. 00:04:41 - The challenges of researching historical accounts Sander discusses the difficulties of researching historical accounts for his book. He had to navigate competing historical viewpoints and verify the accuracy of information. He shares the example of a disputed document regarding Mark Antony's will as an example of the challenges faced in historical research. 00:09:01 - Writing process and structure of the book Sander talks about his writing process and the structure of the book. He waited until he had enough data and case studies before starting. Once he had the general structure and outline, he began filling in the individual chapters. Sander emphasizes the importance of having a clear direction before starting to write. 00:12:40 - The impact of misinformation on decision-making Sander explains how misinformation can influence decision-making. He discusses the cognitive biases that help our minds accept false information. 00:15:47 - Illusory Truth Effect and Repetition, Repetition of false information can lead people to believe it, even if they have prior knowledge that contradicts it. This is known as the illusory truth effect. Examples include misattributing the ark to Moses instead of Noah, and the power of the "big lie" technique used by Hitler. 00:18:10 - Continued Influence of Misinformation, Misinformation can persist and strengthen over time, making it difficult to correct. The continued influence of misinformation is similar to how memories are connected in a social network. Once a false belief is established, it can be challenging to change it, as seen with the autism vaccination link myth. 00:19:49 - Conjunction Fallacy and Conspiracy Theories, The conjunction fallacy refers to the tendency to believe that multiple conspiracy theories are more likely to be true than a single one. People often endorse multiple conspiracy theories simultaneously, even if they are mutually exclusive. This is due to a self-sealing belief system where one theory serves as evidence for another. 00:25:46 - Visual Misinformation and Manipulated Images, Visual misinformation is prevalent and often underestimated. Manipulated images enhance fluency and make information seem more true. Examples include fake images of dolphins in the canals of Venice during the pandemic. It is challenging to correct false beliefs once they have been visualized. 00:31:28 - Introduction to Inoculation, Inoculation is about exposing people to a weakened dose of misinformation and refuting it in advance. It builds cognitive antibodies to help resist manipulation. The mind can be vaccinated against manipulation just as the body can be vaccinated against viruses. 00:32:22 - Building Resistance in the Brain, The brain needs exposure to deception and manipulation to understand their tactics and become resistant. Micro doses of misinformation help the brain develop cognitive antibodies. This research has been conducted for over a decade. 00:34:27 - Examples of Inoculation Techniques, Inoculation can be done on a single myth basis or by targeting specific tactics used in manipulation. For example, a weakened dose could be created by debunking a petition with false signatures. Inoculation helps protect people against misinformation and strengthens their perception of the scientific consensus. 00:37:48 - Scaling Inoculation, Inoculation can be scaled by targeting underlying tactics that are frequently used in a given domain or topic. Techniques like casting doubt on scientific consensus or using fear mongering can be weakened and exposed to help people resist manipulation. Short videos on platforms like YouTube can be used to reach a larger audience. 00:39:57 - Using Pop Culture as Weakened Doses, Popular culture references like Star Wars or South Park can be used as weakened doses to help people spot manipulation techniques. By using non-political examples, it becomes easier to get bipartisan agreement and educate people on logical fallacies. 00:47:31 - Tips for Spotting Misinformation, Sander recommends questioning what we see, not blindly sharing information, and not being fooled by pictures or social proof. His book, Foolproof, provides more tips and insights for spotting fake news. By applying the strategies and techniques outlined in the book, readers can become less vulnerable to misinformation. 00:48:48 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Sander: Follow Sander on LinkedIn  Follow Sander on Twitter Sander’s website  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: Foolproof, by Sander van der Linden Thinking, Fast and Slow, by Daniel Kahneman How Minds Change, by David McRaney A More Just Future, by Dolly Chugh Solving Modern Problems with a Stone-Age Brain, by Doug Kenrick and Dave Lundberg-Kenrick Top Recommended Next Episode: How Minds Change, with David McRaney (ep 336) Already Heard That One? Try These:  Availability Bias (ep 310) Confirmation Bias (ep 260) Focusing Illusion (ep 330) Fundamental Attribution Error (ep 268) Herding (ep 264) Social Proof (ep 87) A More Just Future, with Dolly Chugh (ep 247) Solving Modern Problems with a Stone-Age Brain (ep 237) Sense of Sight (ep 24) Framing (ep 296) Introduction to NUDGES and Choice Architecture (ep 272) What is cognitive semiotics? with Sarah Thompson (ep 259) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Conjunction Fallacy
11/2/202349 minutes, 19 seconds
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336. Unlocking Minds: Understanding the Power of Perception - David McRaney (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll hear a fascinating conversation between host Melina Palmer and guest David McRaney. They delve into the power of perception and how our minds construct reality. David shares his journey of discovering the topic of perception while researching for his book. The discussion explores how our prior experiences and brain processes influence our perception, and how our perception can vary greatly based on individual differences. By understanding the power of perception, you'll gain valuable insights that can enhance your content creation and improve your understanding of how we construct our reality. So, join Melina and David on this thought-provoking episode to expand your knowledge and gain a new perspective on perception. In this episode: Discover the science behind psychology and behavior change. Explore the power of perception and how our minds construct reality, revealing the impact it has on our thoughts, feelings, and actions. Understand the intricacies of belief change and gain practical strategies for effectively changing minds and transforming perspectives. Bonus: Learn expert tips for conducting interviews and securing interesting guests to keep your podcast episodes compelling and informative. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces this episode, featuring a conversation with David McRaney about his book "How Minds Change." She explains that the book explores the psychology of changing minds and discusses why she chose to feature this episode. 00:02:32 - David McRaney's Background, David shares his background, from owning businesses to working in journalism and local television. He talks about starting his blog, You Are Not So Smart, which led to a book deal and a successful podcast. He mentions his interest in biases, fallacies, and critical thinking. 00:05:00 - Overview of How Minds Change, David introduces his book, How Minds Change, which explores the psychology of changing opinions, persuasion, and social change. He discusses his fascination with understanding conspiratorial thinking, resistance to change, and misinformation. 00:07:59 - Advice for Discerning Pursuits, David advises against jumping into trends and suggests pursuing topics that spark a deep curiosity and obsession. He recommends exploring areas that you want to share with others and that drive you to learn more. 00:10:53 - Importance of Following an Obsession, David emphasizes the importance of following an obsession and delving deep into a topic of interest. He shares his personal experience with his blog, You Are Not So Smart, and how his curiosity led to the success of his book and podcast. 00:14:02 - The Importance of Enthusiasm and Passion in Podcasts, David discusses how he can quickly tell if a podcast is just following an algorithm, and emphasizes the importance of infectious enthusiasm and passion in keeping listeners engaged. 00:14:30 - The Need for Genuine Interest in Writing a Book, David's agent stresses the importance of genuine passion and commitment when pitching book ideas, and he agrees that he prefers to embark on a book project without all the answers, allowing the authoritative voice to emerge naturally. 00:15:17 - McRaney's Approach to Writing a Book, As a journalist, David believes that his books are better when his authoritative voice develops throughout the project, taking readers on a journey of discovery and learning alongside him. 00:18:04 - Behavioral Baking and Connecting with the Audience, David shares his experience with introducing a cookie segment on his podcast, where he would bake cookies and share them with his audience. While some loved it, others were not as enthusiastic, leading David to retire the segment after 100 episodes. Melina discusses his concept of "Behavioral Baking" and how it ties into her podcast. 00:28:08 - The Power of Networking, David shares his experience of reaching out to experts at NYU and how it led to valuable connections and collaborations for his podcast and book projects. 00:29:33 - The Fascination with the Dress, David discusses the viral phenomenon of "the dress," an image that appeared on the internet and sparked intense debate over its colors. He explains how this event became a touchstone for understanding disagreements and perception. 00:31:35 - The Importance of Curiosity, David emphasizes the importance of curiosity and asking questions when networking and conducting interviews. He shares advice from a seasoned journalist on always coming back with multiple story ideas to avoid writer's block. 00:32:45 - The Dress Phenomenon Explained, McRaney delves into the psychology and neuroscience behind the dress illusion. He explains how the brain processes overexposed images and how this can lead to different color perceptions. He references the strawberries illusion as another example. 00:43:09 - Going Beyond Right and Wrong, Engaging in arguments over who is right and who is wrong prevents deeper conversations about why people hold different interpretations. This applies to various disagreements and limits our understanding of ourselves and others. 00:45:25 - The Croc Experiment, The croc experiment demonstrated the surf pad concept by showing that people's prior experiences influenced how they perceived the color of crocs and socks under different lighting conditions. This bizarre experiment highlights the complexity of perception and how it varies among individuals. 00:49:36 - Minds Changing on Same-Sex Marriage, The shift in attitudes towards same-sex marriage challenged the notion that people can't change their minds. Understanding what happens in a person's brain when they no longer agree with their past beliefs became the focus of investigation. 00:51:28 - How to Change Minds, Changing minds requires moving away from a confrontational approach and towards compassionate listening. Brute-forcing facts on others doesn't work; instead, engaging in non-judgmental conversations that allow for understanding can lead to effective persuasion. 00:55:43 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 David: DAVID’S WEBSITE DAVID ON TWITTER DAVID ON LINKEDIN 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: How Minds Change, by David McRaney You Are Not So Smart, by David McRaney You Are Now Less Dumb, by David McRaney What Your Employees Need and Can’t Tell You, by Melina Palmer Look, by Christian Madsbjerg Top Recommended Next Episode: Confirmation Bias (ep 260) Already Heard That One? Try These:  Robert Cialdini and the (Now!) 7 Principles of Persuasion (ep 312) Influence Is Your Superpower with Yale’s Dr. Zoe Chance (ep 189) A More Beautiful Question with Warren Berger (episode 200) Indistractible, with Nir Eyal (ep 290) Survivorship Bias (ep 110) Focusing Illusion (ep 330) Priming (ep 252) What is Behavioral Baking? (episode 155) Partitioning (ep 252) You Have More Influence Than You Think with Vanessa Bohns (ep 318) The Power of Us with Dr. Dominic Packer (ep 304) Reciprocity (ep 238) Sense Of Smell (ep 298) Sense of Sight (ep 24) Look, with Christian Madsbjerg (ep 325) A More Just Future, with Dolly Chugh (ep 247) Negativity Bias (ep 223) The Dunning Kruger Effect (ep 266) Both/And Thinking, with Wendy Smith (ep 261) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter You Are Not So Smart Website The Dress Strawberry Illusion
10/30/202357 minutes, 7 seconds
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335. Unlocking the Power of Neurodiversity in Decision-Making - A Conversation with Sigi Hale

In this episode of The Brainy Business podcast, host Melina Palmer interviews Sigi Hale who delves into the fascinating world of neurodiversity and its impact on decision-making in the field of market research. By understanding the diverse brain types and their unique strengths, businesses can optimize their decision-making processes and improve their marketing strategies. Dr. Hale emphasizes the importance of self-reflection, recognizing our natural tendencies, and leveraging different decision-making systems based on the situation.  This episode provides valuable insights for market researchers and business professionals who strive to enhance their decision-making abilities and achieve better results. By embracing neurodiversity and aligning roles and tasks with individuals' brain types, organizations can harness the full potential of their teams and optimize team performance. With Sigi's expertise in neuroscience and decision-making, coupled with Melina’s enthusiasm for understanding the brain, this discussion offers thought-provoking insights that can revolutionize the way businesses approach decision-making. In this episode: Discover how to optimize personal cognitive abilities for successful market research with a focus on neurodiversity and decision-making. Learn to leverage strengths of ADHD as a variation in brain state orientation to elevate productivity. Understand the link between distinct decision-making styles and their influence on consumer behavior. Realize the pivotal role context plays in decision-making and how to craft tailored marketing strategies accordingly. Recognize different brain types within your team and learn how to accommodate these for optimized team performance. Show Notes: 00:00:00 - Introduction, Melina introduces Dr. Sigi Hale and mentions that the conversation will cover topics related to neurodiversity and ADHD. 00:01:46 - Dr. Sigi Hale's Background, Sigi shares his background and transition from academia to the private sector. He explains how he started consulting and eventually joined Alpha Diver, a market research company focusing on understanding consumer behavior. 00:08:12 - ADHD and Neurodiversity, Sigi discusses how the brain works as a multifunctional building block relational system. He explains that ADHD is not a deficit, but a variation in how brain systems are orchestrated. He mentions the benefits of ADHD brain states and their association with specific cognitive abilities. 00:13:10 - Sports Analogy, Sigi uses a sports analogy to further explain the different brain states and abilities associated with ADHD. He compares task-focused behavior to offense in sports and sensory immersive behavior to defense. 00:14:17 - Impact of Color on Physiology, Sigi briefly discusses the impact of color on physiological arousal and preferences. He mentions that asking someone why they like a certain color may not elicit a clear answer due to the physiological factors at play. 00:15:25 - Understanding Different Systems of Knowledge, The brain has different systems of knowledge: episodic knowledge, semantic knowledge, and rational thought. These systems function in parallel and influence decision-making. The ADHD brain is more inclined towards instinctual and personal experience processes, which can lead to creative and flexible thinking. 00:16:53 - Mapping the World onto Personal Experience, Making decisions based on personal experience and episodic memory allows us to familiarize the world and empathize with others. This process also enhances sensory immersion and can lead to self-transcendent and empathetic experiences. ADHD adults are more likely to engage in this type of processing. 00:18:55 - Shifting Brain States and Neurodiversity, Our brain states can shift throughout the day, affecting our information processing. During ADHD-like brain states, there is an emphasis on instincts, personal experience, and creative thinking. These states can enhance detail-oriented thinking, empathy, and fluid thinking. 00:21:44 - Marginalization of Neurodiversity, Neurodiversity that aligns with ADHD-like processes is often marginalized in education and traditional organizational structures. However, these processes play vital roles in innovation and creativity. Organizations should identify and leverage different features of neurodiversity to unlock the full potential of their teams. 00:24:09 - Optimizing Team Roles, Sigi explains how optimizing team roles involves recognizing different types of neurodiversity and the associated strengths. 00:30:27 - Understanding Neurodiversity in Decision Making, Sigi discusses how different brain types, such as those with ADHD, have unique ways of seeing the world and making decisions. It is important to appreciate this diversity, as it affects how individuals make choices in different market spaces. 00:31:48 - Tailoring Communication for Different Brains, A good salesman understands that different people have different decision-making styles. Some rely on experience and emotions, while others focus on facts and figures. A deep understanding of these differences allows for effective communication and marketing strategies. 00:32:48 - Measuring Decision-Making Styles in Populations, Market research involves measuring the expression of different decision-making styles in various market spaces and cohorts of people. Understanding how these styles change over time and in different situations is crucial for making sense of human decision-making. 00:37:24 - Context and Decision Making, The context in which decisions are made greatly influences decision-making psychology. Certain situations can harmonize decision-making styles across individuals, while others may push individuals to make decisions in different ways. Understanding the context is essential for effective advertising and marketing strategies. 00:40:25 - Optimizing as a Solopreneur, As a solopreneur, it is important to understand your own strengths and weaknesses in relation to neurodiversity. Knowing where you excel and where you struggle allows you to find external resources, technologies, and people to buffer against your weaknesses. It's also important to give yourself permission 00:45:47 - Decision-Making Styles, Sigi discusses the different decision-making styles and how to leverage them. He emphasizes the importance of self-reflection and considering personal experience, instincts, and rational thinking when making decisions. 00:46:13 - Leveraging Different Perspectives, Sigi explains the importance of consciously leveraging different perspectives to navigate the world effectively. He suggests giving more weight to either instinctual or rational thinking depending on the circumstances. 00:47:02 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Sigi: Follow Sigi on LinkedIn Alpha Diver website Follow Alpha Diver on Twitter 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: Unleash Your Primal Brain, by Tim Ash Solving Modern Problems with a Stone-Age Brain, by Doug Kenrick and Dave Lundberg-Kenrick  Magic Words, by Jonah Berger A More Beautiful Question, by Warren Berger Look, by Christian Madsjberg Top Recommended Next Episode: Color Theory (ep 61) Already Heard That One? Try These:  Evolutionary Ideas, with Sam Tatam (ep 204) Solving Modern Problems with a Stone-Age Brain (ep 237)Good Habits, Bad Habits, with Wendy Wood (ep 127) DOSE Brain Chemicals (ep 123) Habits (ep 256) Why We Like The Things We Like, with Prince Ghuman (ep 172)Herding (ep 264) Priming (ep 252) Familiarity Bias (ep 149) Look, with Christian Madsjberg (ep 325) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Case Studies from Alpha Diver
10/26/202351 minutes, 10 seconds
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334. Cracking the Code of Human Decision-Making: Insights from Tim Ash (Refreshed Episode)

In this episode of The Brainy Business podcast, host Melina Palmer interviews Tim Ash, author of Unleash Your Primal Brain. Tim brings his unique background in computer engineering and cognitive science to the discussion, shedding light on the evolution of the brain and its impact on human behavior. He explains how our brains developed as a response to fast changes in the environment caused by movement, highlighting the importance of social dynamics over logical reasoning.  Tim also delves into the concept of culture spread and how humans made an evolutionary bet on it, setting us apart from animals. This conversation is essential for business leaders and marketers who want to better understand human behavior and predict consumer choices. By recognizing the underlying evolutionary basis of our brains, they can design experiences that align with human nature, effectively connecting with their target audience. Tim's expertise in neural networks and neuromarketing provides a unique perspective on leveraging the primal brain for ethical reasons and leveling the playing field in marketing. Don't miss this opportunity to gain insights that will enhance your business strategies and drive success. In this episode: Discover the evolutionary basis of the brain, unveiling insights into the origin of human behavior. Unravel the secrets behind mirror neurons and understand their importance in human learning processes and empathy. Understand the ways in which cultural spread influences our adaptability and drives behavioral changes. Delve into how social media can be exploited to leverage our instinct for cultural spread. Gain insights into how to design business experiences that are harmonized with the innate nature of humans. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces Tim Ash and discusses the importance of understanding the primal brain in behavioral economics and business. 00:01:44 - Evolution of the Brain, Tim explains how the brain evolved to respond to fast changes in the environment caused by movement. He highlights the energy-intensive nature of the brain and its focus on modeling complex social relationships. 00:07:11 - Heuristics and Biases, Tim explores how the brain uses heuristics and biases to navigate the world, balancing the need for energy consumption and survival. He emphasizes the brain's primary function of modeling social dynamics rather than logical reasoning. 00:09:50 - Culture Spread, Tim discusses how humans evolved to rely on culture spread as an evolutionary advantage. He explains the role of mirror neurons and the physical adaptations in humans to facilitate cultural learning. 00:13:36 - Unique Aspects of Human Brain Development, Tim highlights the unique aspects of human brain development, such as prolonged adolescence. He discusses how these adaptations contribute to the spread of culture and the importance of learning from others. 00:15:50 - Evolutionary Reasons for Modeling and Survival Goals, Tim explains that there are evolutionary reasons for modeling and mirror neurons. Modeling helps us imagine what someone is doing when they are out of sight, while survival goals like feeding and interpreting gestures are important for our physical skill rehearsal. Mirror neurons play a role in all of these processes and contribute to our survival. 00:17:14 - Learning from Successful Examples and Tribal Cohesion, Tim discusses the importance of learning from successful examples and the role of tribal cohesion in our learning process. We tend to learn from older people who have survived and people who are similar to us in terms of ethnicity, gender, and language. This preference for learning from similar individuals reinforces tribalism and group cohesion. 00:18:56 - Overcoming Biases and Expanding Circles of Empathy, Tim expresses a lack of hope in overcoming biases and expanding circles of empathy, especially in society and politics. He highlights our biological predisposition to form tribes and the difficulty of accepting other views once we are part of a tribe. However, he suggests that meeting and talking to people who are different from us can help in creating a larger circle of empathy. 00:21:32 - Conservative and Progressive Spheres of Concern, Tim shares an interesting finding from sociological research that conservative and progressive individuals tend to have different spheres of concern. He uses perceptions of immigration as an example of these differences. 00:30:24 - Girls' School Performance and Self Esteem Decline, Girls tend to outperform boys academically, especially in the early years. However, when they hit puberty, their self-esteem declines, and they start caring more about what their friends think of them. This often leads to a decline in academic performance. 00:31:27 - The Importance of the First Five Years, The first five years of a child's life are critical for their development. During this time, they need to feel loved, safe, and have proper nutrition and sleep. These experiences become hardwired into their biology and can influence their social attitudes and behaviors later in life. 00:33:22 - The Power of Empathy, Developing empathy is crucial for raising good humans. One way to cultivate empathy is through direct experiences with people from different backgrounds and cultures. By understanding and modeling the behaviors and experiences of others, we can foster empathy and understanding. 00:34:48 - The Role of Storytelling, Storytelling serves multiple evolutionary purposes. It allows us to simulate experiences we can't directly have, like living out a nightmare scenario without the real-life consequences. It also helps maintain cultural cohesion by spreading knowledge and values within a tribe. However, the cultural package we bring to a story can influence how we interpret and experience it. 00:36:56 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Tim Ash: Follow Tim on LinkedIn Primal Brain Website Tim’s Website  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: Unleash Your Primal Brain, by Tim Ash Evolutionary Ideas, by Sam Tatam Solving Modern Problems with a Stone-Age Brain, by Doug Kenrick and Dave Lundberg-Kenrick  Friction, by Roger Dooley Indistractable, by Nir Eyal Top Recommended Next Episode: Evolutionary Ideas, with Sam Tatam (ep 204) Already Heard That One? Try These:  Solving Modern Problems with a Stone-Age Brain (ep 237) Good Habits, Bad Habits, with Wendy Wood (ep 127) DOSE Brain Chemicals (ep 123) Herding (ep 264) Loss Aversion (ep 316) Biases Toward Novelty and Stories (ep 54) Indistractable, with Nir Eyal (ep 290) Mirror Neurons (ep 31) Avoiding Everyday Work Disasters with Dr. Gleb Tsipursky (ep 111) Marketing to Mindstates with Will Leach (ep 88) Friction, with Roger Dooley (ep 274) Costco: A Behavioral Economics Analysis (ep 47) Biases Toward Others (ep 314) IKEA Effect (ep 112) The Human Experience, with John Sills (ep 277) Using the Senses to Increase Sales with Michelle Niedziela (ep 168) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Dove Real Beauty Campaign Always Super Bowl Ad 2015 What eCommerce Can Learn From IKEA’s Offline Success
10/23/202344 minutes, 59 seconds
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333. Designing the Future of Saving: Behavioral Science Strategies for Financial Success - Vishal George

In this episode of The Brainy Business podcast, you'll hear an insightful interview with Vishal George, a behavioral scientist and author of the book Money Mindsets. Vishal's expertise lies in combining behavioral science with human-centered design and systems thinking. He shares examples of his work, including a project in New Zealand aimed at reducing businesses' carbon emissions by using the messenger effect of young people's voices.  The conversation then delves into the importance of understanding our own money stories and how they shape our financial behavior. Vishal emphasizes the need to break the taboo surrounding money conversations and draws inspiration from children's natural curiosity about money. The episode explores the intersection of behavioral science and personal finance, providing practical insights for improving financial well-being. Whether you're looking to make better financial decisions or increase your savings, this episode offers valuable strategies and perspectives. In this episode: Gain insights from behavioral science to make better financial decisions and improve your financial well-being. Break the stigma around money by engaging in open and honest conversations, leading to a healthier relationship with your finances. Cultivate curiosity to enhance your financial decision-making skills, allowing you to make informed choices that align with your financial goals. Design financial products and services that take into account human behavior, ultimately helping you achieve your financial objectives more effectively. Explore the benefits of creating spaces for open conversations about money and financial goals, fostering a supportive community that empowers individuals to take control of their finances. Show Notes: 00:00:00 - Introduction, Melina welcomes Vishal George to The Brainy Business podcast to discuss his book Money Mindsets and his work as a behavioral scientist. 00:03:57 - Using Behavioral Science to Reduce Carbon Footprints, Vishal shares an example of a project where he worked with the government of New Zealand to reduce businesses' carbon emissions. By designing experiments and testing different strategies, they discovered that the messenger effect, particularly the voice of the next generation, was the most effective in motivating businesses to reduce their carbon footprint. 00:09:16 - The Power of Testing High-Risk Ideas, Vishal emphasizes the importance of testing high-risk ideas, even if they may seem unconventional or counterintuitive. By pushing the boundaries and exploring extreme ideas, it becomes easier to find the middle ground and identify innovative solutions. 00:12:10 - The Inspiration Behind Money Mindsets, Vishal explains that his inspiration for writing Money Mindsets was to provide a positive and impactful resource for individuals, particularly young males, to explore emotions, feelings, and empathy through the topic of money. The book aims to help readers understand their own emotions surrounding money and empathize with others in different circumstances. 00:13:54 - The Emotional Aspect of Money, Vishal discusses how money evokes various emotions in people and how understanding these emotions can lead to a healthier relationship with money. He emphasizes the importance of exploring and acknowledging our emotions surrounding money in order to be more financially informed. 00:18:53 - Importance of Breaking Through the Stigma Around Money, Vishal discusses the importance of breaking through the stigma surrounding money and suggests that cultivating curiosity about money can help individuals make more intentional financial decisions. He also mentions the abundance of financial products and services that can lead to overspending. 00:21:38 - Two Types of Curiosity and Building Financial Knowledge, Vishal explains the two types of curiosity: diversity curiosity and epistemic curiosity. He suggests that building curiosity about money and related topics can help individuals make better financial decisions. He recommends clustering reading on topics like saving, spending behaviors, habits, motivation, and behavior change. 00:25:06 - Visible Spending and Invisible Saving, Vishal discusses the shift from visible saving in the past to visible spending in the present. He highlights how technologies and digital currency have made spending behaviors more visible while saving behaviors remain invisible. He emphasizes the need to talk more openly about saving to reduce stigma and foster motivation. 00:27:16 - Overcoming Challenges in Talking About Money, Vishal addresses the challenge of talking about money, particularly when it comes to accomplishments like being debt-free. He acknowledges the fear of bragging or making others feel inadequate, but emphasizes the importance of sharing positive financial experiences to break the cycle of assumption and encourage others to pursue financial goals. 00:36:31 - Designing Products and Services for Human Behavior, The conversation begins by discussing two approaches to designing products and services with consideration for human behavior. The first approach focuses on removing barriers and making it easier for people to achieve their goals. The second approach explores the motivation and factors that drive individuals to set and achieve their goals. 00:37:30 - The Challenge of Saving Money, The conversation shifts to the challenge of saving money and the difficulty in resisting one-time expenses. Vishal shares a story about a person named Kaya who struggles to save money due to various events and temptations. This highlights the need for financial institutions to create products and tools that make saving money as easy as spending money. 00:40:34 - Creating Products that Facilitate Saving, Vishal discusses the importance of balancing spending and saving by creating products that make saving money just as easy as spending money. An example is given of a bank that offers a program called "Save the Change" which automatically rounds up purchases and transfers the spare change to a savings account. This removes friction and encourages saving. 00:42:14 - The Role of Friction in Breaking Habits, The conversation explores the role of friction in breaking habits. While removing friction can make it easier to save money, adding some friction can help evaluate the necessity of certain actions. An example is given of introducing a process for employees to justify business travel, which adds a little bit of friction to assess if the travel is truly necessary. 00:45:49 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Vishal: Follow Vishal on LinkedIn Behavioural by Design website Money Mindsets book page 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: Money Mindsets, by Vishal George Get It Done, by Ayelet Fishbach Engaged, by Amy Bucher Designing for Behavior Change, by Steve Wendel Your Future Self, by Hal Hershfield Top Recommended Next Episode: Pain of Paying (ep 240) Already Heard That One? Try These:  Common Errors in Financial Decision Making, with Chuck Howard (ep 213) Mental Accounting (ep 282) Why Every Business Needs To Care About Personal Finance, with Merle van den Akker (ep 283) Sustainable Nudges at Walmart (ep 206) Framing (ep 296) Saving Peru’s Environment One Nudge at a Time (ep 195) Corporate Social Responsibility Programs that Work (ep 211) Engaged, with Amy Bucher (ep 164) Designing for Behavior Change, with Steve Wendel (ep 116) Priming (ep 252) Herding (ep 264) The Power of Metaphor, with Olson Zaltman (ep 181) A More Beautiful Question, with Warren Berger (ep 200) Get It Done, with Ayelet Fishback (ep 332) Time Discounting (ep 328) Your Future Self, with Hal Hershfield (ep 329) Social Proof (ep 87) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
10/19/202349 minutes, 30 seconds
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332. Mastering Motivation: Ayelet Fishbach Reveals the Secrets to Achieving Your Goals (Refreshed Episode)

In this episode of The Brainy Business podcast, you'll hear an insightful conversation between host Melina Palmer and guest Ayelet Fishbach, a professor and researcher in behavioral science at the University of Chicago. The episode focuses on the topic of goal setting and motivation. Ayelet shares her expertise in understanding the psychology behind setting and achieving goals, emphasizing the importance of intrinsic motivation and finding joy in the journey.  She provides practical strategies for overcoming obstacles, reframing goals, and maintaining motivation over time. This episode is a must-listen for anyone seeking to improve their goal-setting skills and increase their chances of successfully achieving their goals. Ayelet's research-backed insights will inspire you to approach goal setting in a more thoughtful and effective way. So, if you're looking to enhance your motivation and achieve your goals, tune in to this episode. In this episode: Explore the science behind goal setting and motivation to uncover strategies for increased success. Overcome obstacles and anticipate temptations in order to stay focused on achieving your goals. Discover the importance of intrinsic motivation and how it can drive you towards sustainable success. Learn the power of reframing goals and shifting your focus to the process, rather than just the end result. Gain insights into planning for long-term goals and developing a more thoughtful approach to achieving them. Show Notes: 00:00:00 - Introduction to the Episode Melina introduces the purpose of refreshing this episode and mentions the upcoming conversation with Vishal George, who references Ayelet's work. 00:02:04 - Setting Goals and Motivation Listeners are encouraged to think about their goals, especially related to money and financial stability. Melina teases the upcoming conversation with Ayelet Fishbach and encourages listeners to keep their goals in mind during the discussion. 00:02:53 - Interview with Ayelet Fishbach Ayelet Fishbach discusses her background in motivation science and goal setting. She explains how she became interested in studying motivation and self-control and discusses her early research on anticipating temptation. The importance of planning and thinking about obstacles is highlighted. 00:09:19 - Overcoming Fantasies and Intuition Ayelet emphasizes the importance of thinking beyond fantasies and focusing on potential obstacles. She discusses how fantasies are less effective than considering the challenges that may arise. The importance of questioning intuition and challenging common beliefs is also mentioned. 00:11:18 - Intuition and Counterintuitive Findings Ayelet discusses the importance of questioning intuition and presents examples of counterintuitive findings. She highlights the need to challenge common beliefs and assumptions, such as opposites attract or consistent reinforcement for behavior. 00:16:50 - The Power of Goals, The conversation begins by discussing the power of setting goals and the inspiration they provide. The example of Mount Everest is used to highlight the allure and intrinsic motivation behind achieving a specific goal. 00:19:33 - Choosing the Right Goal, The discussion emphasizes the importance of choosing the right goal, as not all goals are in our best interest. The example of climbers on Mount Everest who persist despite dangerous conditions is used to illustrate the potential pitfalls of misguided goals. 00:22:20 - Increasing Goal Adherence, The conversation addresses the issue of people giving up on their New Year's resolutions. The key factor in goal adherence is intrinsically motivating resolutions that provide immediate pleasure or growth. The importance of enjoying the path towards the goal is emphasized. 00:24:35 - Setting Pleasurable Goals, The discussion highlights the significance of setting goals that are pleasurable to pursue. Examples include enjoying healthier foods, finding fun ways to exercise, and creating rewarding work tasks. Emphasis is placed on the need to find pleasure in the process rather than solely focusing on the end result. 00:29:10 - Mistakes in Goal Setting, The conversation explores the common mistake of setting resolutions based on an idealized version of oneself. The concept of hyperbolic time discounting is mentioned as a factor that hinders long-term commitment. The speaker advises setting goals based on one's present self, acknowledging personal limitations, and planning accordingly. 00:34:52 - The Problem with Avoidance Goals, Avoidance goals, such as not being a couch potato or not eating junk food, are less likely to be successful because they bring to mind the very thing we are trying to avoid. Approach goals, on the other hand, like catching Pokemon, are more exciting and motivating. 00:36:10 - Why Avoidance Goals Don't Work, Avoidance goals may seem urgent in the short term, but they are not effective for long-term success. Instead of focusing on what not to do, it is more productive to think about what we should do. For example, setting a goal to have healthy snacks instead of avoiding junk food. 00:37:07 - Reframing Avoidance Goals, Reframing avoidance goals involves shifting the focus from what we should not do to what we should do. For example, instead of setting a goal to stop eating junk food, we can set a goal to eat healthy snacks. This reframing makes the goal more positive and motivating. 00:39:24 - Changing Perceptions of Healthy Food, Many people have a negative perception of healthy food, associating it with being tasteless. However, this perception can be changed by framing healthy food in a more positive and tasty way. When healthy food is seen as delicious, people are more likely to choose and enjoy it. 00:51:22 - Reaching Goals and Making Little Changes, Melina discusses the importance of regularly taking action towards goals instead of only focusing on the long term. Little changes and choices made today can have a significant impact in the future, such as planning for retirement. Being thoughtful and proactive is key. 00:52:03 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Ayelet: AYELET’S WEBSITE AYELET ON TWITTER AYELET ON LINKEDIN 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: Get It Done, by Ayelet Fishbach How To Change, by Katy Milkman The Power of Us, by Dominic Packer and Jay Van Bavel Good Habits, Bad Habits, by Wendy Wood Mixed Signals, by Uri Gneezy Top Recommended Next Episode: Have Your Best Year Ever, with Cassie Holmes and Ayelet Fishbach (ep 249) Already Heard That One? Try These:  Temptation Bundling (ep 250) Priming (ep 252) D.O.S.E. Brain Chemicals (ep 123) How To Change, with Katy Milkman (ep 151) The Power of Us with Dominic Packer (ep 304) Framing (ep 296) How to Set, Achieve & Exceed Brainy Goals (ep 70) Good Habits, Bad Habits, with Wendy Wood (ep 127) Expect Error: The “E” in NUDGES (ep 39) Give Feedback: The “G” in NUDGES (ep 40) Resolutions and Keeping Commitments (ep 29) Time Discounting (ep 328) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) How to Get (and Stay) Motivated (ep 67) Secrets of Motivation and Incentives, with Tim Houlihan (ep 109) Motivation and Incentives at Work, with Kurt Nelson (ep 187) Happier Hour, with Cassie Holmes (ep 257) Changing Health with the EATS Model (ep 217) 5 Years. 299 episodes. Here Are Your Favorites. (ep 299) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Texas A&M Self-Control Research Could Help You Stick With Your New Year’s Resolutions University of Chicago, Chicago Booth School of Business Faculty Directory: Ayelet Fishbach
10/16/202353 minutes, 20 seconds
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331. Building Productive Relationships: Taking Responsibility for Your Impact with Brian Lowery

In this episode of The Brainy Business podcast, host Melina Palmer interviews Brian Lowery, a professor at Stanford Graduate School of Business, on the topic of how our behavior impacts others and vice versa. Brian emphasizes that we have agency in shaping the people we interact with, and that our behavior can have a significant impact on others. By recognizing that our sense of self is constructed through relationships, we can cultivate empathy and understanding for others. This can enhance our interpersonal relationships and lead to more effective communication and collaboration. The conversation also touches on the concept of social contagion and how emotions can be contagious in social interactions, highlighting the potential for even fleeting interactions to have significant effects. Throughout the episode, Brian provides insights and practical advice for leaders and individuals to enhance their ability to connect with others and navigate the complexities of human relationships.  In this episode: Understand the flexibility of personal identity and its profound influence on individuals. Discover the cyclical impact of individual behavior on communal dynamics and vice versa. Learn the importance of acknowledging and taking charge of your contribution to interpersonal relationships. Realize the far-reaching effects of minor social engagements on individual attitudes and office culture. Recognize the significance of empathy and perspective shift in successful communication. Show Notes: 00:00:00 - Introduction to Dr. Brian Lowery, Dr. Brian Lowery, author of Selfless, discusses his background and research on how people make sense of the self. He explains that our sense of self is a construction of relationships, social interactions, and culture, rather than an individual entity. 00:06:00 - Shifting Identities Throughout the Day, Brian and Melina talk about how our identities shift throughout the day in response to different relationships and social contexts. Brian emphasizes that these shifts are not just masks we put on, but rather a fundamental part of our flexibility as human beings. 00:10:15 - Influence of Others on Our Sense of Self, Lowery explores how our sense of self is influenced by others, often in ways we are not consciously aware of. He discusses studies that show how our attitudes and beliefs can change based on what we think others expect of us. This demonstrates the degree of flexibility in who we are and who we can be. 00:12:59 - Importance of Understanding the Self, Brian explains that understanding the nature of the self is fascinating and awe-inspiring, even if there is no specific action to be taken with this knowledge. Recognizing the fluidity and complexity of the self can reshape how we approach our lives and relationships. 00:14:36 - The Construction of People, Brian emphasizes that our interactions with others contribute to the construction of the people we engage with. He encourages individuals to reflect on their contribution to relationships and take responsibility for their impact on others' behavior. 00:15:38 - Shifting Perspective, Lowery challenges the conventional notion of individuals as isolated islands who can choose to listen or not. Instead, he suggests that our actions and words impose decisions on others, highlighting the power and responsibility we have in shaping their responses. 00:19:43 - The Ripple Effect, Brian discusses how seemingly small interactions can have lasting effects. Melina shares a personal experience of receiving a seemingly innocuous email from a boss that had a significant impact on her mindset and subsequent interactions. She emphasizes the importance of considering the broader impact of our actions. 00:22:26 - The Impact of Audience, Brian explores the concept of audience impact, highlighting how even imagined readers influenced his writing process. He notes that our behavior and words can have a ripple effect, influencing the emotions and actions of those around us, often in ways we may not fully comprehend. 00:25:07 - The Power of Leadership Communication, Brian and Melina discuss the heightened impact of leaders' behaviors and communications. They emphasize that leaders' actions are scrutinized for information, and even seemingly minor interactions can have significant effects on team members and office culture. 00:28:47 - The Importance of the Receiver, Communication is about influencing and changing the behavior of the person you're communicating with. The receiver is the only person that matters because if they don't understand or take what you intended, you have failed in your communication goals. 00:29:19 - Recognizing Others' Perspectives, People often struggle to recognize that others may experience a situation differently than they do. It's important to be curious and try to understand the reasoning behind someone's behavior, even if it's surprising or upsetting to you. 00:31:41 - Curiosity and Self-Reflection, Curiosity is a powerful tool for understanding others. Instead of relying on assumptions, engage with someone to understand their experiences. Additionally, ask yourself how you may be contributing to a situation and recognize your agency in it. 00:32:32 - Addressing Confirmation Bias, It's challenging to get someone to see their own confirmation bias. Instead, focus on examining your own biases and seeking self-awareness. Understanding your own biases can lead to more productive conversations. 00:36:42 - Exploring Friendship, Lowery’s podcast "Know What You See" explores different themes, such as friendship, gender, and home. The upcoming episode on friendship discusses how people manage and maintain friendships in different life stages, including college, adulthood, and parenthood. 00:43:09 -  Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Brian:  Follow Brian on Twitter  Follow Brian on LinkedIn  Know What You See podcast 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: Selfless, by Brian Lowery How To Have Difficult Conversations About Race, by Kwame Christian Your Future Self, by Hal Hershfield A More Just Future, by Dolly Chugh What Your Employees Need and Can’t Tell You, by Melina Palmer Top Recommended Next Episode: How To Have Difficult Conversations At Work, with Kwame Christian (ep 107) Already Heard That One? Try These:  Your Future Self, with Hal Hershfield (ep 329) Memory Biases (ep 280) A More Just Future, by Dolly Chugh (ep 247) For The Culture, with Marcus Collins (ep 305) Priming (ep 252) Focusing Illusion (ep 330) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Magic Words, with Jonah Berger (ep 301) Fundamental Attribution Error (ep 268) Confirmation Bias (ep 260) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
10/12/202344 minutes, 4 seconds
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330. Overcoming the Focusing Illusion to Make Better Decisions (Refreshed Episode)

Melina Palmer dives deep into the concept of the focusing illusion and its impact on our perceptions and decisions. Melina introduces the concept by explaining that the focusing illusion is a cognitive bias where we give disproportionate weight to one specific aspect of a situation while neglecting other factors that matter and may have a greater impact. This bias can lead us to make decisions based on a distorted view of reality. The discussion moves on to how the focusing illusion affects individuals and businesses alike.  Melina shares examples such as people overestimating the impact of winning the lottery on their happiness, or forming negative perceptions of a restaurant based on a single negative review about the cleanliness of the floor. These examples highlight the importance of looking beyond surface-level factors and considering the broader context. By understanding the influence of the focusing illusion, businesses can make more informed decisions that align with reality and effectively tailor their messaging to resonate with their target audience. Whether you're an individual looking to make better personal choices or a business seeking to improve your marketing strategies, this podcast episode offers help so you navigate the pitfalls of this cognitive bias.  In this episode: Explore the profound reach of the focusing illusion on your perspective and decision-making. Gain unique insights into how the focusing illusion shapes our happiness projections. Understand the danger of exaggerating the significance of certain variables on your happiness. Dive into how businesses can use the focusing illusion. Appreciate why pinpointing the focusing illusion is a necessary step in decision-making processes. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces episode 330 of The Brainy Business podcast, which focuses on the concept of the focusing illusion and its impact on our perception of happiness. 00:03:08 - The Focusing Illusion, The focusing illusion is a cognitive bias that causes us to place too much weight on certain aspects of our lives or experiences, leading us to overestimate their impact on our overall happiness. 00:07:11 - Impact on Decision Making, The focusing illusion can influence our decision-making by causing us to prioritize certain factors, even if they are not truly as important as we believe them to be. This can lead to biased perceptions and actions. 00:09:27 - The Halo Effect, The halo effect is a related cognitive bias that can be influenced by the focusing illusion. It causes us to form positive or negative impressions of someone based on limited information or initial traits. 00:12:39 - Sequence Matters, The sequence in which we observe characteristics or information about a person can heavily influence our perception and interpretation. The halo effect and the focusing illusion can both be influenced by the order in which information is presented. 00:16:27 - The Impact of Bias on Relationships, Bias can create a self-fulfilling prophecy in relationships, leading to a vicious cycle of negative interactions. It's important to step back and consider if your bias is guiding your interactions and if there may be a different perspective to consider. 00:18:13 - The Focusing Illusion and Facing Mortality, The focusing illusion causes us to focus on the potential last interactions with loved ones when facing serious illnesses or life-changing events. But the truth is, every interaction could be the last, so it's important to let go of grudges and focus on what really matters. 00:21:09 - Applying the Focusing Illusion in Business, The focusing illusion can impact our approach to projects and business decisions. By changing our filter and considering different perspectives, we can uncover hidden problems or opportunities that may have been overlooked. 00:24:57 - Narrowing Your Message for Business Success, In business, it's important to focus on what really matters to your target market. By narrowing your message and aligning it with your customer's mind state, you can create a stronger connection and motivate them to take action. 00:27:31 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Selfless, by Brian Lowery What Your Employees Need and Can’t Tell You, by Melina Palmer Thinking, Fast and Slow, by Daniel Kahneman Marketing to Mindstates, by Will Leach Both/And Thinking, by Wendy Smith and Marianne Lewis Top Recommended Next Episode: Confirmation Bias (ep 260) Already Heard That One? Try These:  Marketing to Mindstates, with Will Leach (ep 88) Counterfactual Thinking (ep 286) Prefactual Thinking (ep 232) Loss Aversion (ep 316) How to Organize Your Brain with Behavioral Economics (ep 83) Social Proof (ep 87) Brainy Benefits of Gratitude (ep 236) How Minds Change, with David McRaney (ep 210) Both/And Thinking, with Wendy Smith (ep 261) Avoiding Everyday Work Disasters, with Gleb Tsipursky (ep 111) Hate Being On Camera? Behavioral Economics Can Help (ep 95) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Mountain Clarity Would You Be Happier If You Were Richer?  A Focusing Illusion Does Living in California Make People Happy? A Focusing Illusion in Judgments of Life Satisfaction
10/9/202328 minutes, 41 seconds
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329. From Present Bias to Future Focus: Emotionally Connecting with Your Future Self, with Hal Hershfield

Hal Hershfield is here to discuss the concept of the future self and its impact on decision-making, featuring insights from his new book, Your Future Self. Hershfield explains that humans often prioritize their present desires over their future goals, leading to short-term thinking and procrastination.  He highlights the importance of considering future outcomes when making choices and provides strategies for aligning present actions with future desires. This episode is relevant for individuals seeking to overcome present bias and improve their decision-making skills. By understanding the principles of what Hal calls “mental time travel” and applying the techniques discussed in the episode, listeners can increase their long-term goal prioritization and make more informed choices that lead to long-term success. In this episode: Discover the intriguing concept of the future self and how it shapes our perceptions. Uncover the power of your future self for superior decision-making. Establish an emotional bond with your future self, fostering personal growth. Understand the application of mental time travel in business to strengthen your strategies.  Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer interviews Dr. Hal Hershfield, author of Your Future Self. They discuss the concept of time discounting and the ways in which our present and future selves are connected. 00:02:08 - Understanding the Self, Hal explains that the self is a bundle of associations, emotions, thoughts, and ideals that have some stability over time. He explores the idea of how we define ourselves and how our perception of our future selves affects our decision-making. 00:06:00 - Similarity with Future Self, Hal highlights the importance of feeling a sense of connection and emotional overlap with our future selves. The more we see ourselves as similar to our future selves, the more likely we are to make decisions that benefit them. 00:11:42 - The "We" Aspect, The concept of the "we" relationship, similar to how we view our relationships with others, can also apply to our relationship with our future selves. Thinking of our future self as part of our collective identity can help us make decisions that benefit both our present and future selves. 00:13:23 - Reframing Future-oriented Decisions, Hal discusses the importance of reframing future-oriented decisions to provide immediate benefits and satisfaction. By finding pleasure in doing something good for our future selves, we can increase motivation and make better long-term decisions. 00:14:44 - Making Decisions with the Future Self in Mind, Hal emphasizes the importance of considering how we will look back on our decisions instead of focusing solely on our immediate feelings. By stepping into the shoes of our future selves, we can reassess our choices and consider the value of relief in completing tasks versus the regret of procrastinating. 00:15:11 - The Hidden Zero Effect, Dr. Hershfield introduces the concept of the "hidden zero effect" in decision-making. By considering both the immediate benefits and long-term consequences of our choices, we can make more informed decisions. This approach helps us avoid neglecting the potential negative outcomes or overlooking the relief we may feel in completing tasks. 00:16:34 - Mistakes in Mental Time Travel, Hal discusses three common mistakes in mental time travel: missing your flight, poor trip planning, and packing the wrong clothes. These mistakes, which are all featured in his book, Your Future Self, highlight how we can become too focused on the present moment and fail to consider the future implications of our actions. By avoiding these mistakes, we can make better decisions for our future selves. 00:19:24 - Short-Term vs. Long-Term Focus in the Workplace, In the context of work, it is important to balance short-term and long-term focus. Hal suggests considering whether we prioritize urgent tasks over important ones and how we can shift our mindset to focus on long-term goals. This applies to both individual employees and collective organizations. 00:28:28 - Learning from Individuals, The conversation discusses the importance of learning from individuals within an organization and how their actions can be used to overcome challenges. 00:29:23 - Exciting Future Research, Dr. Hershfield shares his excitement about two areas of future research. The first is a deeper exploration of commitment devices and understanding the predictors of their adoption. The second is focusing on collective decisions, environmental decisions, and end-of-life planning, including the use of letter-writing exercises. 00:32:35 - Balancing the Present and Future, Hal discusses the concept of balancing the present and future. He shares a personal story about realizing that there will be a day when his children no longer want to spend time with him, highlighting the importance of living in the present while also considering future goals and values. 00:34:46 - Behavioral Change Intervention, Hal and his colleague are working on a project using the idea of balancing the present and future as a behavioral change intervention. They aim to apply this concept to various areas, including parent-child relationships, to help individuals make choices aligned with their long-term values. 00:38:42 - Intentional Mental Time Travel, The conversation emphasizes the importance of intentional mental time travel. Instead of reactive thinking, individuals should make deliberate choices about when to live in the moment and when to consider the impact of their actions on the future. 00:43:07 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 Hal: Follow Hal on X  Follow Hal on LinkedIn Hal’s website 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: Your Future Self, by Hal Hershfield How To Change, by Katy Milkman Both/And Thinking, by Wendy Smith and Marianne Lewis The Power of Regret, by Dan Pink Outsmart Your Brain, by Dan Willingham Top Recommended Next Episode: Time Discounting (ep 322) Already Heard That One? Try These:  How To Change, with Katy Milkman (ep 151) Both/And Thinking with Wendy Smith (ep 261) Loss Aversion (ep 316) The Power of Regret, with Dan Pink (ep 214) The Power of Us, with Dominic Packer (ep 304) Precommitment (ep 120) How To Set and Exceed Brainy Goals (ep 70) Outsmart Your Brain, with Dan Willingham (ep 281) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Hal’s faculty page at UCLA
10/5/202343 minutes, 25 seconds
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328. Understanding Time Discounting: Overcoming Procrastination and Achieving Goals (Refreshed Episode)

Melina Palmer discusses the concept of time discounting, which she calls the "I'll Start Monday Effect." Time discounting refers to the tendency to value immediate benefits more than future benefits. This can lead to procrastination and difficulty in making long-term decisions. Melina explains how time discounting impacts individuals in various aspects of their lives, such as productivity, health, and finances. She also explores how businesses can use this concept to understand and influence consumer behavior. In this episode: Understand the often underestimated role of time discounting in shaping our decisions and influencing business outcomes. Acquaint yourself with powerful strategies to mitigate the effects of time discounting, enhancing efficiency and results in the workplace. Imbibe the importance and implementation of visual aids and cues in combating time discounting - a novel approach to efficient strategizing. Learn to apply principles of behavioral economics to positively steer customer behavior, creating an enhanced customer experience. Absorb how to maximize the benefits derived from conferences and learning tools by effectively managing time discounting. 00:00:00 - Introduction,  Melina Palmer introduces the topic of time discounting, also known as hyperbolic time discounting or as she prefers to call it, the "I'll Start Monday effect." She explains that this concept is important for personal productivity as well as understanding its impact on team members and customers. 00:03:18 - The "I'll Start Monday Effect,"  Melina describes the common experience of setting goals for the future but struggling to follow through when the time comes to take action. She explains how our brain perceives our future self as a different person, making it easier to commit to future plans but harder to follow through with them in the present moment. 00:09:29 - Testing Time Discounting,  Melina presents two hypothetical scenarios to illustrate how our preference for immediate rewards can change depending on the time frame involved. She explains that our brain often prioritizes immediate gratification over delayed rewards, even when the long-term benefits outweigh the short-term gains. 00:12:10 - Overcoming Time Discounting,  Melina offers reassurance that struggling with time discounting is a common experience and not a personal failing. She emphasizes that understanding the concept allows us to "hack" our brain and make changes in our behavior. She also highlights the power of defaults and choice architecture in helping people overcome inertia and make better choices. 00:16:23 - The Challenge of Making Good Choices,  Melina discusses why it's difficult for people to make good choices, especially in overwhelming situations. She suggests alternative approaches to decision-making, such as providing reminders or incorporating choices into annual training. 00:17:29 - Opting In vs Opting Out,  The concept of opting in versus opting out is explored in relation to making better decisions. Forcing people to choose more often can lead to worse decisions, while automatic opt-ins can be more effective. 00:18:09 - Save More Tomorrow Program,  The Save More Tomorrow program, developed by Richard Thaler, is highlighted as an effective way to increase retirement savings. By automatically allocating a portion of future raises towards retirement, individuals are less likely to opt-out and experience significant increases in savings. 00:19:54 - Impact of Save More Tomorrow Program,  The success of the Save More Tomorrow program is revealed, with 78% of people opting to participate and significant increases in average savings rates. This program shows that helping individuals overcome time discounting can lead to better financial outcomes. 00:22:14 - Visualizing the Future Self,  The use of renderings and personalized visualizations is discussed as a means of making the future self more visible in the present. This technique can be applied to various areas, such as retirement planning, to help individuals make better choices. 00:33:25 - Helping Employees Find Blood Drives and Voting Booths,  Provide clear directions and maps to help employees find important locations like blood drives and voting booths. Pre-assigning time slots and providing reminders can make the experience more real and activate mirror neurons. 00:35:20 - Overcoming Time Discounting with Customers,  Time discounting affects customer decision-making, especially for big purchases. Simplify the decision-making process and use present bias to your advantage. Consider offering incentives and reminders to encourage customers to take action today. 00:36:20 - Overcoming Analysis Paralysis in Wedding Dress Shopping,  Wedding dress shopping often leads to analysis paralysis. Offer incentives like discounts for making a decision on the spot. This helps customers overcome time discounting and reduces the pressure to make the perfect choice. 00:39:12 - Using Visual Cues to Overcome Time Discounting,  Use visual cues to keep important tasks top of mind. In a study Melina did with a credit union, participants were given a refrigerator magnet to track their savings progress. Constant reminders help overcome time discounting and keep goals in the forefront. 00:41:26 - Setting Realistic Goals to Overcome Time Discounting,  Set realistic goals to avoid overwhelming clients. Focus on one top priority and provide visual reminders. Incorporate loss aversion to motivate clients to keep their commitments and avoid procrastination. 00:48:38 - Getting the Most Out of Conferences,  Melina discusses the challenge of implementing conference takeaways once you get back to the office due to time discounting. She advises focusing on one important task at a time to make progress. 00:49:21 - Overcoming Procrastination,  Melina emphasizes the tendency to prioritize routine tasks over implementing new ideas. She encourages taking small steps to prevent inspiration from collecting dust. 00:49:54 - The Power of Focus,  Melina emphasizes the importance of focusing on one thing that truly matters. By narrowing our focus, we can make meaningful progress and avoid feeling overwhelmed. 00:50:53 - Conclusion,  Melina teases the next episode of The Brainy Business with Hal Hirschfield discussing his book, Your Future Self. She invites listeners to tune in for an engaging conversation when episode 329 comes out on Friday. 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: Your Future Self, by Hal Hershfield Simpler, by Cass Sunstein Nudge, by Richard Thaler and Cass Sunstein How To Change, by Katy Milkman Good Habits, Bad Habits, by Wendy Wood Top Recommended Next Episode: The Power of Habit (ep 22) Already Heard That One? Try These:  Memory Biases (ep 48) Present Versus Future Biases (ep 49) Selective Attention Biases (ep 50) Herding (ep 264) Anchoring & Adjustment (ep 11) Habits (ep 256) Defaults – The “D” in NUDGES (ep 20) Intro to Nudges and Choice Architecture (ep 35) Overwhelm and Its Impact on Decisions (ep 32) Loss Aversion (ep 316) iNcentives – The “N” in NUDGES (ep 272) Expect Error – The “E” in NUDGES (ep 39) Mirror Neurons (ep 31) Optimism Bias (ep 34) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Save More Tomorrow: Using Behavioral Economics to Increase Employee Saving Impulsivity and Cigarette Smoking: Delay Discounting in Current, Never, and Ex-smokers. Time Discounting and Time Preference: A Critical Review Increasing Saving Behavior Through Age-Progressed Renderings of the Future Self Golden Eggs and Hyperbolic Discounting Initial Examination of Priming Tasks to Decrease Delay Discounting Unstuck in Time: Episodic Future Thinking Reduces Delay Discounting and Cigarette Smoking Implementation Intentions: Strong Effects of Simple Plans. Procrastination, Deadlines, and Performance: Self-Control by Precommitment The Power of Small Wins
10/2/202348 minutes, 4 seconds
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327. Overcoming Speaking Anxiety: Matt Abrahams' Strategies for Confident Communication

Matt Abrahams, a leading expert in communication and a lecturer at Stanford University's Graduate School of Business, shares valuable insights on improving communication skills in spontaneous situations on The Brainy Business podcast hosted by Melina Palmer. In this episode, Abrahams discusses key strategies from his book, Think Faster, Talk Smarter, which focuses on helping individuals feel more comfortable and confident in impromptu speaking scenarios. Abrahams draws from personal experiences and observations to develop his methodology. He highlights the challenges individuals face in speaking spontaneously and emphasizes the importance of confidence and commitment when responding. Through anecdotes and practical tips, Abrahams shows how anyone can enhance their communication skills in impromptu situations. Throughout the episode, Abrahams discusses the significance of active listening, reframing situations as opportunities, and effective structure in communication. He encourages individuals to embrace uncertainty, take risks, and prioritize listening over speaking. Abrahams' book offers practical steps and exercises to help listeners practice and refine their communication skills. Professionals seeking to improve their spontaneous speaking and communication skills–from presentations to job interviews to networking events–will find this episode insightful and actionable. Abrahams' expertise and relatable anecdotes make it a valuable resource for individuals looking to enhance their speaking abilities in spontaneous situations. In this episode: Explore how proficient communication in unexpected situations can give you an edge. Learn how enhancing your active listening abilities can drastically improve the quality of your communication. Delve into the significance of preparing for spontaneous conversations. Master the art of using concise structures to drive powerful communication. Get a grip on actionable strategies for honing your communication skills in unplanned situations–from speaking on a stage to job interviews to networking events and more. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer welcomes Matt Abrahams, a leading expert in communication and a lecturer at Stanford University's Graduate School of Business. They discuss Matt's new book, Think Faster, Talk Smarter, which focuses on speaking effectively and confidently in spontaneous speaking situations. 00:03:10 - The Need for Spontaneous Speaking Skills, Matt explains how his personal experiences and feedback from students led to the development of his methodology for speaking confidently in the moment. He emphasizes the importance of spontaneous speaking skills in everyday communication. 00:05:23 - Overcoming Spontaneous Speaking Challenges, Melina shares her own experience of struggling with spontaneous speaking during a job interview. Matt tells a story about an unexpected question he faced during an interview and how he turned it into an opportunity to showcase his skills. The lesson is, even when you are caught off guard, to connect to something and commit to your response. 00:09:31 - Confidence and Commitment in Spontaneous Speaking, Melina highlights the importance of confidence in spontaneous speaking, as people can sense if you're not confident. Matt explains that committing to your response, even if it's unexpected, is crucial and draws parallels with the world of improvisation. 00:13:25 - Lessons from Improvisation, Matt discusses the influence of improvisation on his methodology and shares the principle of "failing big." He encourages speakers to commit fully to their responses and not be afraid of failure, as it can lead to unexpected successes. 00:15:24 - The Power of Getting Lost, Matt Abrahams discusses the importance of getting lost and embracing uncertainty in order to expand what's possible in spontaneous situations. He explains how striving for control and perfection can actually limit our potential, and how cognitive bandwidth affects our performance. 00:16:25 - Striving for Mediocrity, Abrahams encourages his students to strive for mediocrity in order to achieve greatness. By focusing on getting things done rather than judging and evaluating, individuals can have more resources to perform well. He emphasizes the need to embrace uncertainty and take risks. 00:17:43 - Allowing Yourself to Get Lost, Abrahams explains the importance of allowing oneself to get lost and try new things in order to broaden what's possible and stay focused in the present moment. While it can be challenging, embracing uncertainty can lead to rewarding outcomes. 00:18:42 - Overcoming the Fear of Average, Melina shares a personal anecdote about feeling overwhelmed by being graded on a curve in college. Matt highlights the concept that from average, greatness can emerge, and emphasizes the need to focus on personal growth rather than labeling ourselves with grades. 00:20:04 - The Six Steps to Better Communication, Abrahams outlines his six-step methodology for improving communication, which includes managing anxiety, getting out of our own way, reframing spontaneous speaking as an opportunity, emphasizing the importance of listening, using structure, and maintaining focus. 00:29:22 - The Value of Listening, Matt discusses the importance of listening in conversations and the benefits it brings to the listener. He explains that listening is a muscle that needs to be strengthened and that good listeners help speakers solve their problems instead of immediately jumping in with solutions. He also emphasizes the need for space, pace, and grace in listening. 00:30:58 - The Mindset of Listening, Matt Abrahams shares insights from an interview with a listening researcher, Guy Ichakov, who highlights the mindset of a good listener. He explains that a good listener's job is to help the speaker solve their problem, rather than trying to solve it themselves. Abrahams reflects on his own tendency to jump into problem-solving mode and actively works on adopting a listening mindset. 00:32:21 - The Power of Structures in Communication, Matt Abrahams discusses the importance of using structures or frameworks in communication to help organize and prioritize information. He introduces the "Swiss Army Knife" structure of three simple questions: What? So what? Now what? This structure helps in formulating clear and concise messages that are easy for the audience to understand. 00:35:51 - Preparing for Spontaneous Conversations, Matt Abrahams explains the irony of being able to prepare for spontaneous conversations. He compares it to jazz musicians following certain chords and patterns, or athletes training specific behaviors to respond spontaneously in a game. Abrahams emphasizes the value of frameworks and structures in preparation, using an example of three simple questions. 00:40:01 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Think Faster, Talk Smarter, by Matt Abrahams A More Beautiful Question, by Warren Berger What Your Customer Wants and Can’t Tell You, by Melina Palmer Influence, by Robert Cialdini Presuasion, by Robert Cialdini Connect with Matt:  Think Fast Talk Smart podcast Follow Matt on LinkedIn Top Recommended Next Episode:  Focusing Illusion (episode 330) Already Heard That One? Try These:  Behavioral Storytelling, with David Paull (ep 289) Framing (ep 296) How to Pitch Your Business (ep 326) Magic Words, with Jonah Berger (ep 301) Confirmation Bias (ep 260) Prefactual Thinking (episode 232) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Functional Fixedness (ep 194) What is Cognitive Semiotics? (ep 259) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) A More Beautiful Question, with Warren Berger (ep 200) Habits (ep 256) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
9/28/202342 minutes, 46 seconds
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326. Get Noticed: Powerful Strategies for Pitching Your Business

A company’s success nowadays is so reliant upon pitching–whether you are looking to land a new client or get quoted in the media. Having a credible source say positive things about you and your company can be pivotal when it comes to whether your brand is going to be seen or not. That is exactly why this episode of The Brainy Business is dedicated to giving you some concise tips on how to use behavioral economics to pitch your brand. Pitching yourself can feel awkward, but when you understand the brain science it doesn’t have to be, especially if you follow Melina’s tips! In this episode, Melina Palmer discusses different brain biases such as social proof, authority bias, familiarity bias, and availability bias. Availability bias gets a big focus because it is one of the most critical to pitching success. You can take advantage of it by predicting and paying attention to trends and finding a way to offer people a fresh perspective on them. The episode closes with three key points to keep in mind when pitching: (1) keep it short (2) be happy with your language and (3) follow directions. This is just scratching the surface of what you’ll get in this episode, one of the top 10 downloaded episodes of The Brainy Business of all time. Listen now to learn how to use behavioral economics to successfully pitch yourself and your business… In this episode: Gain knowledge on crafting compelling business pitches that seize opportunities. Unearth techniques to fight self-doubt, imposter syndrome, and potential slants in your business pitches. Learn how to leverage social proof to boost business credibility, attracting a wider customer base. Learn to spot niche perspectives and fresh ideas that attract media attention for your business. Understand why it is important to plan ahead much further than you think is necessary, with tips for how to get started immediately. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the episode, which focuses on how to successfully pitch your business. She mentions that pitching can be uncomfortable and discusses the brain biases that often hold people back from pitching themselves. 00:03:12 - Overcoming Biases and Procrastination, Melina acknowledges that pitching oneself can be challenging and discusses how various brain biases, such as imposter syndrome and the focusing illusion, can hinder the pitching process. She encourages listeners to focus on the positive aspects and prioritize pitching as a goal. 00:08:27 - The Importance of Pitching, Melina explains the three main benefits of pitching the media: social proof, familiarity bias, and availability bias. She emphasizes the value of social proof and how being featured in the media can enhance credibility and trust in your brand. 00:11:50 - Availability Bias, Melina delves into the concept of availability bias and its relevance to pitching. She provides examples, such as flood insurance and crime rates, to illustrate how frequent exposure to certain topics can skew our perception of risk and importance. 00:15:18 - The Power of a Unique Perspective, Having a unique perspective can help you stand out in the media. By offering a fresh angle on a popular topic, you can become the go-to expert in your field. Melina shares a real-world example of how a handwriting expert found success by providing insights on the signatures of Prince William and Kate Middleton before their wedding. 00:17:01 - Reporters are People Too, Overcoming the fear of pitching reporters is crucial. They are just people doing a job and are constantly in need of content. By understanding their needs and offering valuable insights, you can become their solution and build a positive relationship with them. 00:18:35 - Finding Your Unique Perspective, To find your unique perspective, look at upcoming events, trends, and topics in various fields. Even if it seems unrelated to your work, there may be a niche you can carve out for yourself. By thinking outside the box, you can offer valuable insights on seemingly random topics. 00:19:44 - The Importance of Personalized Pitches, Sending generic pitches to reporters is ineffective. It's essential to do research and understand what each writer and/or outlet covers. By personalizing your pitches and showing how your expertise aligns with their audience's interests, you increase your chances of being featured in the media. 00:26:42 - Using Help a Reporter Out (HARO), HARO is a free service that connects reporters with expert sources. Signing up for HARO and responding to relevant inquiries is a great way to start getting some media coverage because it isn’t a cold pitch. 00:30:10 - Tips for Pitching, Melina summarizes her tips for pitching, emphasizing that these tips can be applied to pitching anything, not just traditional news media. She advises deciding if pitching is a main goal for your business, making a list of top outlets and reporters, and practicing looking at trending topics or events. She also encourages getting out of your own way and just starting, even if it feels scary. 00:31:42 - Pitching as an Achievable Task, Melina reassures listeners that pitching is achievable and encourages them to realize their story's potential. She highlights the various opportunities for pitching, whether it's for publications, clients, promotions, or projects. Melina emphasizes the importance of taking initiative and making your own opportunities. 00:32:34 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Influence, by Robert Cialdini What Your Customer Wants and Can’t Tell You, by Melina Palmer You’re Invited, by Jon Levy The Hype Handbook, by Michael F. Schein The Speed of Trust, by Stephen M.R. Covey Top Recommended Next Episode: Availability Bias (episode 310) Already Heard That One? Try These:  Priming (ep 252) Framing (ep 296) Herding (ep 264)How To Set, Achieve, and Exceed Brainy Goals (ep 70) Familiarity Bias (episode 149) Confirmation Bias (episode 260) Optimism Bias (episode 34) Social Proof (episode 87) Reciprocity (episode 238) Herding (episode 19) Focusing Illusion (episode 330) Prefactual Thinking (episode 232) Bikeshedding (episode 99) Survivorship Bias (episode 110) Dr. Robert Cialdini and the (Now!) 7 Principles of Persuasion (episode 157) Magic Words, with Jonah Berger (ep 301) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter HARO – Help A Reporter Out Certificate in Applied Behavioral Economics at Texas A&M
9/25/202334 minutes, 53 seconds
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325. Uncover the Hidden Truths: The Power of Observation in Understanding Human Behavior - Christian Madsbjerg

In episode 325 of The Brainy Business podcast, host Melina Palmer interviews Christian Madsbjerg, author of the book Look and an expert in human observation. Madsbjerg discusses the importance of observation in understanding human behavior and helping organizations make better decisions. He emphasizes that many companies make big mistakes by not asking the right questions and relying too heavily on data abstractions and groupthink. According to Madsbjerg, companies need to constantly study the questions that are most meaningful in their industry in order to stay relevant and successful. Christian highlights the necessity of observing and describing social phenomena before forming opinions and challenges individuals and companies to question their assumptions. Madsbjerg introduces the concept of hyper-reflection, which involves analyzing how people pay attention, to gain deeper insights into human behavior. The conversation provides valuable insights into the power of observation and description in understanding the world around us and making more informed decisions. In this episode: Recognize the critical importance of keen observation in comprehending complex human behavior. Learn about the pitfalls and misleading aspects of treating the human brain like a digital interface. Delve into the influence and impact of societal constructs on human behavior. Harness the capacity of hyper-reflection to delve deeper into your own thoughts and perceptions. Appreciate the added value of integrating observational techniques into scientific enquiry. Show Notes: 00:00:00 - Introduction to Christian Madsbjerg and his Background Melina introduces Christian Madsbjerg, the author of the book Look, and discusses his background in utilizing observation techniques to help organizations better understand human behavior. 00:02:45 - The Importance of Asking the Right Questions Asking the right questions makes a huge difference for companies. They discuss the dangers of jumping into problem-solving mode without fully understanding the problem. Christian explains how companies that fail to constantly study meaningful questions often struggle to adapt and remain successful in their industries. 00:07:49 - The Class on Human Observation Christian shares his experience creating and teaching a class on human observation at the New School in Manhattan. The class focused on using observation techniques inspired by philosophy and anthropology to study social phenomena. He explains that the book is a reflection of that class, allowing more people to learn about observation. 00:11:50 - The Journey of Observation and Curiosity Christian discusses his natural inclination towards observation and curiosity. He reflects on how studying philosophy and different historical perspectives helped him develop a deeper understanding of the assumptions we make about the world. He emphasizes the importance of observing without preconceived opinions and describes observation as a technique for scrutinizing our own assumptions. 00:14:49 - Perception and Intuition Christian challenges the misconception that humans perceive the world as atomistic data. He explains that humans perceive things holistically, seeing things as part of a larger social context rather than as individual data points. He highlights the importance of understanding the relationship 00:18:17 - The Danger of Comparing Computers to Human Brains, Comparing computers to human brains can lead to a misunderstanding of what it means to be human. Humans are not just intellectual beings; much of our experience and understanding comes from our bodies and the spaces we inhabit. 00:19:55 - The Problem with Having Strong Opinions, Having strong opinions about everything can create a filter between us and the world. It prevents us from seeing things objectively and directly, as we interpret everything through a political or opinionated lens. 00:21:54 - The Importance of Describing Social Phenomena, In order to better understand the world and the work we do, we need to study and describe the social phenomena at the center of our work. By understanding the context and dynamics of a situation, we can provide better advice and make more informed decisions. 00:25:30 - Case Study: Observing Fundraising Strategies, By observing people in the streets trying to raise funds for the white rhinos, a student learned valuable lessons about effective fundraising. He discovered that gentle and subtle approaches were much more successful than aggressive or shaming tactics. 00:30:44 - The Power of Hyper Reflection, Hyper-reflection is a type of attention that allows us to observe how others pay attention. By practicing hyper-reflection, we can better understand the dynamics and behaviors of people and organizations, leading to innovation and positive change. 00:35:36 - The Importance of Observation and Description, Christian discusses the importance of observing and describing social phenomena in order to gain insight and break down biases and prejudices. He emphasizes the value of feeling connected to the world and having a direct relationship with it. 00:37:35 - Building Trust and Observing Humans, Melina mentions how this work reminds her of an Apple Fitness’ “Time To Walk” episode with Jane Goodall she recently listened to. Christian draws a parallel between Jane Goodall's observations of chimpanzees and his own observations of humans. He highlights the need to build trust with people in order to accurately describe and understand group dynamics and assumptions. 00:40:11 - Different Perspectives on the Same Phenomena, Christian recognizes that he and Melina approach the same phenomena from different angles, with behavioral science and cognitive science on one side and philosophical perspectives on the other. They agree on the importance of diverse methods and techniques in gaining insight. 00:42:33 - Observation in Science, Christian and Melina discuss the role of observation in scientific breakthroughs and paradigm shifts. They agree that observation is at the heart of good science and that scientists should incorporate more observation into their work. 00:44:50 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Look, by Christian Madsjberg Sensemaking, by Christian Madsjberg The Moment of Clarity, by Christian Madsjberg A More Beautiful Question, by Warren Berger Both/And Thinking, by Wendy Smith and Marianne Lewis Connect with Christian:  Follow Christian on LinkedIn Christian’s website Top Recommended Next Episode: How Minds Change, with David McRaney (ep 210) Already Heard That One? Try These:  For The Culture, with Marcus Collins (ep 305) Survivorship Bias (ep 110) What Problem Are You Solving? (ep 126) Mental Accounting (ep 282) What is Cognitive Semiotics? (ep 259) Using Semiotics in Retail, with Rachel Lawes (ep 191) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Habits (ep 256) Solving Modern Problems with a Stone-Age Brain (ep 237) Confirmation Bias (ep 260) Biases Toward Others – Including Groups (ep 314)  Fundamental Attribution Error (ep 268) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) Functional Fixedness (ep 194) A More Beautiful Question, with Warren Berger (ep 200) Evolutionary Ideas, with Sam Tatam (ep 204) Focusing Illusion (ep 89) Anthropology, Market Research and BE, with Priscilla McKinney (ep 196) Using Ethnography in Business (ep 324) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
9/21/202347 minutes, 23 seconds
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324. Decoding Organizational Culture: How Ethnographic Research Can Transform Your Company with Dr. Felicity Heathcote-Marcz

In this episode of The Brainy Business podcast, Melina Palmer speaks with ethnographer Dr. Felicity Heathcote-Marcz about the significance of ethnographic research in understanding customer behavior and organizational culture. Ethnography, a research methodology rooted in anthropology, has found new relevance in the business world. Felicity explains that ethnographic research involves immersing oneself in the studied context, actively interacting with people, and collecting qualitative data to gain deep insights. The episode emphasizes ethnography's value in the transport industry, highlighting various projects that have uncovered valuable insights into future mobility trends and incident management. Felicity also addresses challenges such as time constraints and the Hawthorne Effect. Business professionals looking to make informed decisions and improve organizational culture will find this episode informative and practical, offering a comprehensive introduction to ethnographic research and its applications. In this episode: Uncover the profound effects that ethnographic research has on interpreting customer behavior and shaping organizational culture. Tackle the burdens of integrating ethnographic research into a business context and explore practical solutions. Gain an understanding of the longitudinal character and direct benefits of ethnographic research. Deconstruct the Hawthorne effect and its significant role in any research project you might take on. Discover the emerging role of behavioral science and nudges in revolutionizing transportation research. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the episode and the guest, Dr. Felicity Heathcote-Marcz. She mentions that ethnography is an important method for understanding customers and lays the groundwork for the upcoming episode on observation skills with Christian Madsbjerg. 00:02:21 - What is Ethnographic Research?, Dr. Felicity Heathcote-Marcz explains that ethnographic research originated in anthropology and involves studying cultures and local contexts to gain a deep understanding of people and their behaviors. She discusses how ethnography has evolved and how it is now used in business to gain insights into customers and organizational culture. 00:08:29 - Role of an Organizational Ethnographer, Dr. Felicity Heathcote-Marcz describes her role as an organizational ethnographer at Atkins, an engineering and transport consultancy. She explains that she studies the culture within organizations, conducts research on future trends in the transport industry, and collects immersive data by observing and interacting with customers in their natural environments. 00:11:05 - Impact of Ethnography on Organizations, Felicity discusses how ethnography can provide organizations with a deeper understanding of their customers and employees. She explains that ethnographers can identify opportunities for improvement, inform decision-making, and facilitate cultural change within organizations. 00:13:26 - Ethical Considerations in Ethnographic Research, Felicity emphasizes the importance of reflexivity and self-awareness in ethnographic research. 00:16:19 - Ethnographic Methodologies in Business Contexts, Felicity discusses the challenges of utilizing ethnographic methodologies in a business context, where time constraints often limit the depth and richness of the data collected. While some purist academic ethnographers may object to condensed time periods, Felicity suggests spending as much continuous time as possible with a specific group to establish rapport and gain valuable insights. 00:18:09 - Accompanied Drives and Ethical Considerations, Felicity explains her approach to conducting accompanied drives, where she sits in the passenger seat with the driver and encourages them to share their thoughts and experiences. She emphasizes the importance of maintaining participant anonymity and establishing trust to overcome suspicion and encourage open communication. 00:21:28 - Nudges and Behavioral Science in Transportation, Felicity discusses her work with local transport authorities in the UK, focusing on designing behavioral nudges to encourage residents to shift from private cars to public transport or active modes of travel. She highlights the importance of considering contextual factors, such as weather and incentives, to effectively change behavior. 00:25:10 - The Effectiveness of Nudges in Shifting Behaviors, Felicity presents findings from a study conducted in Manchester, where text message nudges were used to encourage walking, cycling, or using public transport for commuting. The results revealed that the effectiveness of nudges varied depending on contextual factors, such as weather, and suggested that larger incentives may be needed to change behaviors in unfavorable conditions. 00:31:44 - Social Pressure and Incentives for Mask-Wearing, The discussion focuses on the social pressure that exists regarding mask-wearing in different countries and contexts. In some places, there is a need to set up schemes to incentivize mask-wearing, while in others, people automatically conform and penalize those who don't. 00:33:05 - Importance of Ethnographic Research, Ethnographic research is highlighted as a valuable approach to understanding differing opinions and behaviors. By taking interlocutors seriously and stepping into their worlds, researchers can gain insights into their motivations and beliefs. This approach requires being present and observing without bias or preconceived notions. 00:34:13 - Understanding Beliefs and Motivations, Ethnographic research delves beyond surface-level behaviors and artifacts to uncover the deep-seated beliefs, cultural influences, and personal experiences that shape people's actions. By exploring these underlying factors, researchers can gain a comprehensive understanding of individuals and their perspectives. 00:36:22 - Immersion and Risk in Ethnographic Research, To truly understand certain contexts and realities, ethnographers may need to immerse themselves in potentially risky situations. This could involve not wearing a mask in a non-mask space or accompanying individuals into dangerous environments. Immersion allows for a more accurate and complete depiction of people's experiences and challenges. 00:38:16 - Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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: Engaged, by Amy Bucher Behavioral Science in the Wild, by Dilip Soman and Nina Mazar What Your Customer Wants and Can’t Tell You, by Melina Palmer Designing for Behavior Change, by Stephen Wendel Mixed Signals, by Uri Gneezy Connect with Felicity:  Felicity on LinkedIn Felicity on Twitter Top Recommended Next Episode: Hawthorne Effect (ep 117) Already Heard That One? Try These:  Questions or Answers? (ep 4) NUDGES & Choice Architecture (ep 35) How to Finally Change Your Behavior (So it Sticks) (ep 81) How To Set Up Your Own Experiments (ep 63) Colu (ep 113) The Littery (ep 75) Incentives - The “N” in Nudges (ep 272) Finding Confidence in Conflict, with Kwame Christian (ep 107) Mixed Signals with Uri Gneezy (273) Introducing the Behavioral Science Club, with Louise Ward (ep 118) Focusing Illusion (ep 89) Anthropology, Market Research and BE, with Priscilla McKinney (ep 196) Using Semiotics in Retail, with Rachel Lawes (ep 191) Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) How Minds Change, with David McRaney (ep 210) Vulnerability Loops (ep 229) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
9/18/202341 minutes, 52 seconds
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323. Achieve More and Stress Less: Cultivating Success Habits for Work-Life Balance, with Marcey Rader

In this episode of The Brainy Business podcast, host Melina Palmer interviews Marcey Rader, author of the book Work Well, Play More. They delve into the importance of habits in achieving efficiency and work-life balance. Marcey shares her personal journey of making small, manageable changes in her life and emphasizes the need to focus on the behaviors underlying productivity. She highlights the value of breaking down goals into smaller tasks and tracking progress to stay motivated. The conversation also covers strategies for setting boundaries, prioritizing tasks, and incorporating movement into daily routines. Whether you're a busy professional looking to enhance your productivity or seeking a better work-life balance, this episode offers actionable advice and inspiration. Don't miss the opportunity to learn from Marcey's expertise and improve your efficiency and overall well-being. In this episode: Uncover the critical crossroads of health, productivity, and behavioral economics, providing an enriched understanding of personal and professional efficiency. Appreciate the transformational power of habits in attaining a meaningful work-life balance, preparing you for a balanced and fruitful lifestyle. Realize the necessity of establishing boundaries and prioritizing tasks, seeding the prevention of potential fatigue and burnout. Delve into the profound significance of immersing oneself in work and taking necessary breaks, instilling a refreshed sense of focus and vigor. Relate to Marcey Rader's personal journey, promoting an invaluable dimension of empathy and connection to her work. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces Marcey Rader, an author and health, productivity, and digital wellness expert. They discuss the importance of health in powering productivity and how habits and behavior change play a significant role in achieving work-life balance. 00:05:16 - Background and Journey, Marcey shares her journey from working in clinical research to becoming a productivity coach and speaker. She talks about how her own struggles with burnout and health issues inspired her to help others find a healthier and more efficient approach to work and life. 00:10:41 - Minimalism and Productivity, Marcey discusses how reading the book The Power of Less by Leo Babauta sparked her interest in minimalism and productivity. She shares how adopting minimalist principles and simplifying her life helped her improve her focus, efficiency, and work-life balance. 00:13:25 - Personal Experience and Empathy, Melina and Marcey emphasize the importance of personal experience and empathy when helping others make behavior changes. They discuss the value of relatability and understanding in guiding individuals towards healthier habits and a more productive lifestyle. 00:14:51 - Overcoming Overwhelm, Melina and Marcey address the feeling of overwhelm that many people experience when trying to make multiple behavior changes at once. They emphasize the importance of breaking changes down into smaller, manageable steps and starting with one area at a time for sustainable progress. 00:16:40 - Making Small Changes for Personal Growth, Marcey Rader shares her method of making personal and behavioral changes by breaking them down into smaller, manageable tasks. She shares her experience of creating a list of 100 things she wanted to change about herself and how she tracked her progress by checking off each task every day. (And, yes, acknowledges this approach may not be for everyone.) 00:19:20 - The Importance of Small Wins, Marcey emphasizes the importance of celebrating small wins and finding quick wins to build momentum. She shares her personal journey of gradually increasing her vegetable intake and how she started with just one serving a day and gradually worked her way up to five or six servings. 00:23:17 - Work Well, Play More Book Overview, Marcey discusses her book, Work Well, Play More, which covers topics of productivity, clutter, and health. The book is divided into twelve months, and each month focuses on a different area with novice, pro, and master levels. It can be used as a guide for making changes at your own pace and choosing your own adventure. 00:28:03 - Tackling Decluttering in Different Areas, Marcey explains how her book caters to different levels of expertise in each area. She shares examples of decluttering tips, such as cleaning up contacts in your phone, and how she personally used the process of decluttering contacts to reconnect with people during the COVID-19 pandemic. 00:30:10 - Top Tips from the Book, Marcey shares a top tip from each section of the book: productivity, health, and clutter. 00:34:59 - Being Flexible with Dietary Restrictions, Marcey shares her experience of being gluten-free for digestive reasons but not wanting to restrict her diet too much. She emphasizes the importance of looking for flexibility and balance in everything, including one's dietary choices. 00:35:36 - Breaking Habits and the Two-Minute Rule, Melina and Marcey discuss the challenge of breaking habits. Marcey shares about OHIO and Melina introduces the concept of the two-minute rule. They explain how tackling small tasks immediately can lead to a significant impact on productivity and organization. 00:37:15 - Organizing Information for the Book, Marcey shares her process of organizing the information for her book by using sticky notes and categorizing them by topic. She explains how this method helped her create a cohesive journey for her readers. 00:42:02 - Working with Companies, Marcey explains her approach when working with companies, which includes assessing their email behaviors, communication, time management, and meeting effectiveness. She also shares an example of implementing "design days" to promote deep focus and productivity within a company. 00:46:58 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Work Well, Play More, by Marcey Rader Subtract, by Leidy Klotz The Power of Less, by Leo Babauta Essentialism, by Greg McKeown Good Habits, Bad Habits, by Wendy Wood Connect with Marcey:  Follow Marcey on LinkedIn Follow RaderCo on YouTube RaderCo website Top Recommended Next Episode: Habits (ep 256) Already Heard That One? Try These:  Loss Aversion (ep 316) Good Habits, Bad Habits with Wendy Wood (ep 127) Framing (ep 296) Magic Words, with Jonah Berger (ep 301) Reciprocity (ep 238) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) Priming (ep 252) Solving Modern Problems with a Stone-Age Brain (ep 237) Subtract, with Leidy Klotz (ep 322) Anchoring & Adjustment (ep 11) Bikeshedding (ep 99) How To Change, with Katy Milkman (ep 151) How To Set, Achieve and Exceed Brainy Goals (ep 70) Indistractible, with Nir Eyal (ep 290) Bikeshedding (ep 99) Planning Fallacy (ep 114) Get Ready for Act Two, with Kate Gigax (ep 321) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Marcey’s Powered Path Playbook Health Powered Productivity podcast
9/14/202351 minutes, 9 seconds
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322. Achieving More with Less: Subtraction Strategies for Success with Leidy Klotz

In this episode of The Brainy Business podcast, guest Leidy Klotz shares his research on the psychology of subtraction and its importance in decision-making and problem-solving. Klotz discusses how our natural instinct is to add rather than subtract when trying to improve a situation, and he provides insights into why this is the case. He explains that humans have a desire to display competence, and adding to a situation is a visible way to demonstrate that we can deal with the world effectively. However, Klotz argues that we can also display competence through subtracting, but it may require more effort to make it noticeable. He shares studies conducted with LEGO structures, itineraries, recipes, and computer grids, which consistently showed that people overwhelmingly choose to add rather than subtract. The episode explores concepts such as loss aversion and the IKEA effect, which contribute to our preference for adding. The conversation also touches on the concepts of minimalism and essentialism, and how subtracting can be a powerful tool for displaying competence and achieving goals effectively. Listeners will gain valuable insights into the psychological biases that hinder effective decision-making and problem-solving, and learn practical strategies to prioritize and achieve what truly matters.  In this episode: Discover the pivotal role subtraction plays in effective decision-making and problem-solving. Learn how our instinctive preference for addition can obstruct optimal solutions. Grasp how to confront biases and initiate shifts towards a subtractive mindset. Understand the immense benefits of streamlining and eliminating needless aspects of daily life. Acquire empowering strategies for integrating subtraction practices into your everyday living. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the episode and its focus on the power of subtraction with Dr. Leidy Klotz. She emphasizes the importance of optimization, reduction, and efficiency in various areas of life. 00:03:20 - Dr. Leidy Klotz's Background, Dr. Klotz shares his background in engineering and how his interest in sustainability led him to behavioral science. He highlights the overlap between engineering, architecture, and behavioral science in terms of creative application and design. 00:08:56 - Uncommon Paths to Behavioral Science, The conversation explores the diverse backgrounds of behavioral scientists, including Dr. Klotz's experience as a professional soccer player. They discuss how different disciplines, like marketing and sports, can contribute to the field of behavioral science. 00:11:50 - Personal Backgrounds and Professional Work, Melina and Dr. Klotz discuss how personal backgrounds, such as being an opera singer or playing basketball, can shape a person's approach to problem-solving. They highlight the value of diverse experiences in the field of behavioral science. 00:13:35 - Introduction to Subtract, Dr. Klotz introduces his book, Subtract, and explains how it explores the concept of subtraction as a means of optimization. He discusses the relationship between design, sustainability, and the creative application of behavioral science principles. 00:15:26 - The Instinct to Add, Leidy discusses how our first instinct when trying to improve something is to add, rather than subtract. This instinct is seen across various contexts, including LEGO structures and itineraries. The guest also mentions a study where people were given a task to make quadrants symmetrical and found that people overwhelmingly added blocks instead of removing them. 00:17:27 - Overlooking Subtraction, The guest explains that our tendency to overlook subtraction is due to various factors such as loss aversion, the endowment effect, and the IKEA effect. The book explores these factors and delves into the biological, cultural, and economic forces that contribute to our preference for adding. 00:18:47 - Science-Informed Strategies, Leidy discusses the latter half of the book, which focuses on utilizing science-informed strategies to get better at subtraction. By understanding the science behind our inclination to add, we can develop strategies to improve our ability to subtract. Leidy emphasizes the importance of creating a list of "stop doings" instead of solely focusing on a long list of to-dos. 00:21:06 - Minimalism and Essentialism, Leidy notes the connection between the book's concept of subtraction and minimalism and essentialism. He and Melina highlight the value of decluttering and getting rid of excess in order to display competence. Leidy also mentions the satisfaction that comes from having a focused to-do list with achievable tasks. 00:30:08 - The Importance of Subtraction, The conversation begins with the idea that subtraction is often overlooked in our society, and how we need to shift our mindset to value subtraction as much as addition. The guest, Leidy Klotz, mentions historical figures like Da Vinci and Lao Tzu who understood the importance of subtraction for design perfection and gaining wisdom. 00:31:01 - Subtraction as a Valuable Skill, Klotz discusses how his book aims to help people understand the science and stories behind subtraction, and encourages readers to adapt the principles to their own lives. He emphasizes the importance of subtracting first and how it can lead to better decision-making and problem-solving. 00:32:48 - Overcoming Challenges with Subtraction, Klotz addresses the challenges people face when considering subtraction, such as loss aversion and the fear of regret or guilt. He suggests mindset shifts, such as reframing subtraction as a positive improvement and emphasizing the benefits of subtracting. He also highlights the role of valence in perception and the value of thinking of add and subtract as complementary approaches. 00:35:53 - Add and Subtract, Klotz discusses the misconception that add and subtract are opposites and explains how they can coexist as complementary ways to make change. He encourages people to consider both options and think about the potential gains and losses associated with each. This mindset shift can lead to more effective decision-making and problem-solving. 00:44:27 - Introduction to the Book Work Well, Play More, Melina introduces the book Work Well, Play More by Marcey Rader, which builds upon the concepts of productivity and distraction introduced in "Indistractable." The book focuses on three areas: productivity, clutter, and health, providing a twelve-month approach to improve each area and reclaim time and mental well-being. 00:45:02 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Subtract, by Leidy Klotz The Life-Changing Magic of Tidying Up, by Marie Kondo Essentialism, by Greg McKeown How to Change, by Katy Milkman Work Well, Play More, by Marcey Rader Connect with Leidy:  Leidy on LinkedIn Leidy on Twitter Leidy’s website Top Recommended Next Episode: Quit, with Annie Duke (ep 227) Already Heard That One? Try These:  NUDGES and Choice Architecture (ep 35) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Endowment Effect (ep 139) Focusing Illusion (ep 89) Indistractible, with Nir Eyal (ep 290) How To Change, with Katy Milkman (ep 151) The Elements of Choice, with Eric Johnson (ep 174) Functional Fixedness (ep 194) A More Beautiful Question, with Warren Berger (ep 200) Evolutionary Ideas, with Sam Tatam (ep 204) Anchoring & Adjustment (ep 11) Bikeshedding (ep 99) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) IKEA Effect (ep 112) Loss Aversion (ep 316) Behavioral Storytelling, with David Paull (ep 289) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Leidy at the University of Virginia
9/11/202346 minutes, 15 seconds
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321. Confidently Designing Your Path: Expressing Your Worth in Act Two - Kate Gigax

In this episode of The Brainy Business podcast, host Melina Palmer interviews Kate Gigax, founder of Development Corps, to discuss the transition from “Act One” to “Act Two” in one's career and life. The conversation focuses on being confident in expressing what you want and the value you bring. Kate emphasizes the importance of finding time for oneself and engaging in self-reflection. She encourages listeners to break up their schedules and find small pockets of time for rejuvenation and self-discovery. Through personal examples, she demonstrates how taking risks and pursuing what feels out of the ordinary can lead to greater success and fulfillment. The episode challenges the misconception that transitioning to Act Two always means becoming an entrepreneur. Kate and Melina highlight that there are various paths to finding fulfillment and creating change, whether it's within existing structures or through entrepreneurship. They emphasize the need for self-worth and believing in one's capabilities beyond societal expectations.  Listeners of this episode will gain practical advice on navigating transitions, finding personal fulfillment, and becoming confident in expressing their value. By embracing self-reflection, taking risks, and designing their own path, individuals can create a more meaningful Act Two in their careers and lives.  In this episode: Discover the art of embracing Act Two in your professional and personal life for renewed achievement. Learn why introspection and ‘me-time’ are essential for your mental health and holistic success. Unearth the thrill and potential benefits of venturing into uncharted, even taboo, territories. Grasp the courage to voice your needs and showcase your worth confidently. Explore ways to find fulfillment that extend beyond starting your own business and learn why variety is important. Show Notes: 00:00:00 - Introduction, Melina Palmer welcomes Kate Gigax to The Brainy Business podcast and introduces her as a leadership coach and facilitator with expertise in organizational psychology and neuroscience. 00:03:23 - Connection to Arizona State University, Kate discusses her connection to Arizona State University and her work with Robert Cialdini, Steve Neuberg, Doug Kenrick and Dave Lundberg-Kenrick on the Psych for Life initiative, which aims to make peer-reviewed psychological research more accessible. 00:07:42 - Psychological Contracts, Kate explains her research on psychological contracts, which are the expectations and perceptions individuals have about their relationship with their organization. She discusses the impact of breaches in these contracts and the importance of effective communication in managing change. 00:11:25 - Managing Change and Preserving Relationships, Kate emphasizes the role of managers and supervisors in preserving relationships and managing change effectively. She highlights the importance of open communication, empathy, and acknowledging the difficulty of the situation. 00:14:40 - Leadership Development and Coaching, Kate discusses her work as an executive coach and her focus on helping high-achieving individuals navigate their careers and define their own success. She emphasizes the importance of mindset shifts and rewiring old thinking habits for achieving success and fulfillment. 00:16:10 - Importance of Difficult Conversations, Melina and Kate discuss the significance of having difficult conversations in the workplace and how they contribute to building trust and maintaining a high relational psychological contract. They emphasize the need for clear communication, transparency, and addressing challenging topics in order to foster a positive work culture. 00:17:53 - Recommended Resources on Difficult Conversations, Melina suggests listening to Kwame Christian's podcast, Negotiate Anything, and watching his Ted Talk on difficult conversations. They also mention Stephen M.R. Covey's episode on The Speed of Trust and Scott Miller's book, The Ultimate Guide to Great Mentorship, which provides valuable insights on setting boundaries. 00:19:08 - The Implicit Parts of Culture, Kate highlights the importance of being intentional about addressing the implicit parts of organizational culture. They discuss how implicit cultural norms around conflict and boundaries can impact relationships and collaboration. They encourage leaders to be transparent and deliberate in fostering a positive work culture. 00:23:39 - Repairing Breached Contracts, The guest advises leaders to have difficult conversations to repair breaches in the psychological contract. They emphasize the need for consistency, action, and acknowledging fault. They also discuss the importance of helping employees feel valued and recognized, as this contributes to repairing relationships and maintaining trust. 00:26:35 - The Power of Recognition and Specific Feedback, Kate emphasizes the importance of recognizing and appreciating employees' contributions in a specific and meaningful way. She shares the SBI model and why it is one of her go-to recommendations for people to use. 00:30:18 - The Desire for Simpler Jobs, Many people daydream about having simpler jobs that are less stressful, but in reality, these jobs may not provide the fulfillment and satisfaction they think they want. High achievers often find ways to excel in any role and end up back where they started. 00:31:34 - Act Two: Middle Career, Act Two occurs in middle career when individuals go through a transition period. This often happens due to a breakdown, such as burnout or a wake-up call. Act Two is about designing a life based on personal wants and needs, rather than striving for success. 00:37:25 - Starting Act Two, Starting Act Two can be overwhelming, especially for those who have been focused on others and their careers. Starting small by identifying personal wants and needs is crucial. Developing reflective practices, clarifying values, and recognizing strengths are key steps in the transition to Act Two. 00:39:37 - The Importance of Values, Knowing one's values is essential in Act Two. Values act as guideposts for decision-making and help individuals align their actions with what truly matters to them. Values can also provide clarity when facing difficulties or making important life and career choices. 00:42:43 - Doubling Down on Strengths, Act Two is about betting on oneself and building a career around personal values and strengths. Utility players in Act One, who try to be everything for everyone, must shift their focus to double down on their unique abilities and become 00:44:26 - The Importance of Finding Time, Kate and Melina discuss the importance of finding time for oneself. Melina shares insights from Cassie Holmes’ book, Happier Hour, that people are happiest when the have between two and five hours of discretionary time during the day. She shares about the need to break up the 2-hour time commitment into manageable chunks. 00:46:09 - Embracing the "Wouldn't It Be Cool If" Mindset, Kate introduces the concept of the "Wouldn't it be cool if" mindset and encourages listeners to explore their own version of what they would love to do, regardless of feasibility. 00:47:55 - Challenging Limiting Beliefs, Act Two is about challenging the belief that certain goals are impossible and pushing beyond your comfort zone to achieve even greater success. Kate encourages listeners to design their own path instead of playing within someone else's design. 00:51:44 - Selling Your Value, Kate emphasizes the importance of selling your ideas and passions with confidence to attract the right people and opportunities. It's about claiming your worth and showing the value you bring to the table. 00:54:09 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Finding Confidence in Conflict, by Kwame Christian The Speed of Trust, by Stephen M.R. Covey What Your Employees Need and Can’t Tell You, by Melina Palmer The Ultimate Guide to Great Mentorship, by Scott Miller Happier Hour, by Cassie Holmes Connect with Kate:  Follow Kate on LinkedIn Follow Kate on Instagram Development Corps website Top Recommended Next Episode: Happier Hour, with Cassie Holmes (ep 257) Already Heard That One? Try These:  Framing (ep 296) Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Habits (ep 256) Reciprocity (ep 238) Confirmation Bias (ep 260) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) Vulnerability Loops (ep 229) How To Have Difficult Conversations at Work, with Kwame Christian (ep 107) Ultimate Guide to Great Mentorship, with Scott Miller (ep 307) The Speed of Trust, with Stephen M.R. Covey (ep 320) Influence, with Robert Cialdini (ep 312) Solving Modern Problems with a Stone-Age Brain (ep 237) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
9/7/202356 minutes, 57 seconds
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320. Trust: The Key to High-Performing Teams, with Stephen M.R. Covey

This episode of The Brainy Business podcast features an insightful interview with Stephen M. R. Covey, author of The Speed of Trust. Covey shares his expertise on building trust through transparency and authenticity, drawing from his personal experience within Franklin Covey. He explains how trust serves as the foundation for effective relationships and collaboration within teams. Covey dives into the quantifiable value of trust, showcasing its impact on speed and cost. He shares two compelling examples to illustrate the economic benefits of trust, including the power of referrals and Warren Buffett's surprisingly successful acquisition deal. Throughout the conversation, Covey emphasizes the need for discernment in extending trust and the importance of creating a high trust culture. The episode provides practical insights and actionable strategies for leaders and managers to nurture trust within their organizations. By listening to this episode, business leaders can gain a deeper understanding of the economic and psychological benefits of trust and learn strategies to foster trust within their teams for increased productivity and success. In this episode: Realize the significant role trust plays in enhancing teamwork, productivity, and collaboration. Uncover the transformative power of transparency and authenticity within organizations, through the personal experiences of Stephen M. R. Covey. Appreciate the crucial interplay between trust and successful change management during periods of organizational transitions. Discover the foundational role of trust in boosting both speed and cost efficiency in business operations and its impact on economic outcomes. Identify the balance and discernment imperative in extending trust, a concept encapsulated as 'Smart Trust.'  Show Notes: 00:00:00 - Introduction, Melina introduces the episode and welcomes Stephen M.R. Covey, the son of Stephen R. Covey, author of The 7 Habits of Highly Effective People. They discuss Stephen's family legacy and how he has built upon his father's work with a focus on trust. 00:02:18 - The Importance of Trust, Stephen explains the concept of trust and how it impacts relationships and organizations. He shares a personal story about the Franklin Covey merger and the importance of transparency and authenticity in building trust. 00:06:11 - Trust and the Covey Legacy, Stephen discusses how his family legacy and the reputation of his father have influenced the level of trust people have in him. He emphasizes the importance of backing up trust with skills and research. 00:08:37 - The Gift of Transparency, Stephen shares a story about a meeting he had with the Franklin Covey employees after the merger. By being open, transparent, and addressing their concerns, he was able to build trust and create a stronger team. 00:13:13 - Calming the Elephant, Melina relates Stephen's story to the concept of “calming the elephant,” referring to addressing the underlying concerns and fears that people have during times of change. She shares an example of how taking the time to listen to an employee's personal stress helped improve their productivity. 00:14:44 - The Economics of Trust, Stephen discusses the economic impact of trust in organizations, and explains how his formulas for the economics of trust work. 00:15:20 - The Power of Understanding, Understanding others increases influence and builds trust, leading to better teamwork and improved outcomes. 00:17:15 - The Economics of Trust, Trust affects speed and cost in any relationship or environment. When trust decreases, speed decreases and cost increases. Conversely, when trust increases, speed increases and cost decreases. 00:20:33 - Examples of Trust in Action, Trust is a vital factor in word-of-mouth referrals, where trust leads to faster and less costly acquisitions. Stephen shares an example from Warren Buffett's handshake deal, which was completed quickly and without the traditional due diligence process due to high trust. 00:25:44 - The Cost of Distrust, Distrust leads to longer processes and higher costs, as seen in increased airport security measures and compliance rules after corporate scandals. The cost of distrust is real, while the dividends of high trust can be monetized. 00:28:22 - Balancing Trust and Caution, It is possible to be both too trusting and too suspicious. Finding the balance of smart trust involves being aware of potential risks while also recognizing the costs of not trusting enough and stifling creativity and innovation. 00:31:05 - The Importance of Smart Trust, Stephen Covey discusses the concept of smart trust, which involves assessing the likelihood, cost, and consequences of extending trust to someone. He emphasizes the importance of credibility and judgment in determining how much trust to give and acknowledges that blindly trusting someone who has proven to be untrustworthy is not wise. 00:32:33 - Building Trust and Overcoming Fear, Covey explains that extending trust can lead to great outcomes and results, as most people respond well to being trusted. He encourages leaders to focus on the 95% of trustworthy individuals and not let the 5% of untrustworthy people define their approach. Covey suggests using judgment and assessing the risk before trusting someone, but also highlights the importance of not being overly cautious and missing out on possibilities. 00:36:04 - The Power of High Trust Cultures, Covey discusses how high trust cultures can be more effective and accountable than rules-based cultures. He explains that when trust is present, people hold each other accountable and the culture itself becomes a reinforcer of trust. Covey emphasizes the need for organizations to design for the majority of trustworthy individuals rather than focusing on the few untrustworthy individuals. 00:37:29 - One More Behavior: Practicing Accountability, Covey introduces the behavior of practicing accountability, which involves creating agreements and expectations with individuals and allowing them to take responsibility for evaluating their own performance. He believes that involving people in the accountability process can build trust and lead to greater commitment and engagement. 00:46:15 - The Power of Trust, Trust is the most inspiring form of human motivation and brings out the best in people. 00:46:30 - Conclusion Melina's top insights from the conversation. 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: [email protected] 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 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 Speed of Trust, by Stephen M.R. Covey Friction, by Roger Dooley What Your Employees Need and Can’t Tell You, by Melina Palmer 7 Habits of Highly Effective People, by Stephen R. Covey Indistractable, by Nir Eyal Connect with Stephen:  Speed of Trust Website Stephen on Twitter Stephen on LinkedIn Top Recommended Next Episode: Vulnerability Loops (ep 229) Already Heard That One? Try These:  Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Framing (ep 296) Endowment Effect (ep 139) Indistractible, with Nir Eyal (ep 290) Friction with Roger Dooley (ep 274) Magic Words, with Jonah Berger (ep 301) Social Proof (ep 87) Habits (ep 256) Reciprocity (ep 238) Confirmation Bias (ep 260) Biases Toward Others – Including Groups (ep 314)  Fundamental Attribution Error (ep 268) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) IKEA Effect (ep 112) How Minds Change, with David McRaney (ep 210) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
9/4/202351 minutes, 1 second
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319. Unlock Your Influence: Building a Powerful Leadership Platform with Andrea Learned

In this episode of The Brainy Business podcast, Melina Palmer interviews Andrea Learned, a climate communications strategist and host of the Living Change Podcast, on the topic of building a leadership platform and personal brand for influence. Melina and Andrea discuss the importance of being authentic and engaging on social media to attract media attention and build trust with others. They emphasize the value of showcasing expertise and being seen doing the things you promote, as it builds credibility and inspires others to take similar actions. The conversation also highlights the power of aligning personal brand with initiatives and causes that align with one's values. Overall, the episode emphasizes the need for leaders to be visible and engaged on social media platforms to have influence and make an impact.  In this episode: Unearth how to harness your influence (around climate or anything else) as a tool for personal and professional progression. Construct a powerful leadership platform that amplifies your influence. Explore the narrative magic of storytelling that can pivot climate and consumption behavior. Discover your genuine voice to effectively spur behavior modification. Amplify your climate advocacy through savvy social media engagement. Show Notes: 00:00:00 - Introduction, Melina introduces Andrea Learned, host of the Living Change podcast, and shares how they connected through a post Melina shared on LinkedIn asking for suggestions from fans for potential podcast episode topics. They discuss the importance of influence and how it can be applied to climate change and other causes. 00:03:47 - Building Climate Influence, Andrea shares her expertise in climate influence and how she helps leaders in the clean energy, food systems, transportation, and policy sectors leverage their platforms to drive scalable climate action. She emphasizes the importance of being visible and accessible on social media to gain influence and attract media coverage. 00:08:55 - Leveraging Leader's Influence, Andrea discusses the power of leaders in driving climate influence and how their engagement on platforms like LinkedIn can differentiate them from competitors and amplify their brand's messaging. She emphasizes the need for brands to support and empower their leaders to build their influence. 00:11:49 - Nudging Behavior Change, Melina and Andrea explore the role of influence in behavior change and pitching ideas. They discuss the importance of making it easy for others to follow your influence and how leaders who are visible and engaged can create a path for media and other stakeholders to follow. 00:13:29 - Media Pitching and Visibility, Melina and Andrea highlight the benefits of having a visible leader in media pitching efforts. They discuss how a leader's visibility and engagement on social media can make it easier for the media to identify the right person to pitch and provide a blueprint for their expertise and messaging. 00:15:19 - Importance of Building a Leadership Platform, Building a leadership platform for your sector allows you to have a warmer and more interesting conversation with the media. It also gives you social capital that you can carry with you wherever you go, even beyond your current organization. 00:17:24 - Importance of Media Training and Polished Communication, Media training and being able to communicate in good sound bites are valuable for building influence. It is important to align your personal brand with your organization's initiatives and show that you can be a polished spokesperson. 00:18:35 - Being Seen Doing the Things You Advocate For, It is important to be seen doing the things you are advocating for. Andrea shares real-world examples of leaders and influencers riding bikes, going plant-based, or taking other actions that align with their message. These actions influence others and encourage them to follow suit. 00:24:54 - The Power of Vulnerability and Building Trust, Being willing to be visibly vulnerable helps build trust with others. Taking the first step and showing you are on a journey, even if you are not perfect, encourages others to be braver and join in the cause. 00:26:47 - Examples of Influential Leaders, Examples of influential leaders include Malala who advocated for girls' education and Jane Goodall who used her work with chimpanzees to raise awareness about climate change and poverty. These leaders align their personal brand with their cause and use their influence to make a difference. 00:30:51 - The Impact of Consumer Recommendations on the Planet, Andrea discusses the importance of being aware of the impact our consumer recommendations have on the planet. She emphasizes that if we claim to care about the environment, we should consider the items we recommend or use, as they can influence others to emulate our behavior. 00:31:52 - The Power of Conversion Storytelling, Melina and Andrea explain that conversion stories, where someone makes a significant change in their behavior, can be incredibly powerful in influencing others. Stories of personal transformation, such as transitioning from meat-eating to a plant-based diet or switching from driving a big truck to riding a bike, can have a strong impact on inspiring change. 00:33:34 - Seeing Yourself in the Story, Melina highlights the importance of seeing oneself in a story to overcome resistance to change. By sharing relatable stories of individuals who have made similar changes, it becomes easier for others to envision themselves making similar shifts in their behavior. This can lead to increased motivation and action. 00:34:49 - Making Change Accessible, Consider making change accessible by setting short-term challenges or goals. For example, committing to meatless Mondays for a month or riding a bike for short trips three days a week. By breaking change into manageable steps, it becomes less overwhelming and more likely to be adopted. 00:39:43 - Influencing Others through Personal Expression, Andrea discusses the power of personal expression in influencing others. Sharing stories of personal journeys, like Mark Marin's, for example. 00:44:41 - Leveraging LinkedIn for Influence, Melina discusses the strategy of posing things as questions on LinkedIn to invite engagement and leverage social proof. Asking questions and opening up conversations is a powerful way to pull in more people and increase influence. 00:45:11 - Walking as a Form of Leisure and Errands, Melina shares her recent experience of going on a three-hour walk to the farmers market and running errands along the way. Walking is a preferred activity for her and her husband, and they enjoy the combination of leisure and productivity. 00:46:21 - Tips for Subtle Influence, Be brave enough to contribute and add value, even if it's not broadcasted. Engaging in social media comments and gradually becoming comfortable with sharing ideas and opinions can lead to a bigger platform and influence in the long run. 00:47:26 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Neurobranding, by Peter Steidl Friction, by Roger Dooley Nudge, by Richard Thaler and Cass Sunstein Influence is Your Superpower, by Zoe Chance The Power of Saying No, by Vanessa Patrick Connect with Andrea:  Follow Andrea on LinkedIn Andrea on Twitter Living Change podcast website Top Recommended Next Episode: Influence Is Your Superpower, with Zoe Chance (ep 308) Already Heard That One? Try These:  You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Behavioral Storytelling, with David Paull (ep 289) Framing (ep 296) NUDGES and Choice Architecture (ep 35) Social Proof (ep 87) Influence, with Robert Cialdini (ep 312) Focusing Illusion (ep 89) How Minds Change, with David McRaney (ep 210) Corporate Social Responsibility in Saudi Arabia, with Wiam Hasanain (ep 211) How to Pitch Your Business (ep 177) Friction with Roger Dooley (ep 274) Magic Words, with Jonah Berger (ep 301) Vulnerability Loops (ep 229) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
8/31/202350 minutes, 25 seconds
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318. Unlocking Your Hidden Influence: Revealing the Secrets to Making a Difference with Vanessa Bohns

In this episode of The Brainy Business podcast, host Melina Palmer interviews Vanessa Bohns, a social psychologist and author of You Have More Influence Than You Think. The conversation explores many concepts, including the spotlight effect, invisibility cloak illusion, the focusing illusion, and more, and how they impact the way we show up in the world. Vanessa explains that even when it feels like everyone is looking at you, people are more focused on themselves and are not constantly judging our every move. The episode also dives into the importance of dissent and expressing our opinions, highlighting that speaking up can have a significant impact on conversations. The challenges of virtual presentations are discussed, including the absence of audience feedback. Vanessa shares techniques to keep virtual meetings engaging, such as utilizing the chat function and allowing everyone to contribute. She also reassures listeners that it's more important to focus on the overall message than getting every word perfect. The main takeaway is that individuals have more influence than they think, and being mindful of our words and actions can have a profound impact on others. This episode provides valuable insights for individuals looking to enhance their influence and navigate communication (both virtual and in-person) effectively. Delve into the fascinating realm of influence and perception and learn their true power in your life and business. Unveil the intriguing concepts of the spotlight effect and invisibility cloak illusion and explore how they could be affecting your view of yourself and others. Discover the significant role of audience reactions on speakers and understand the saying-is-believing effect from an all-new perspective. Identify the challenges of virtual presentations and learn effective techniques to engage and sustain the interest of your participants. Realize the extent of your influence and the imperative need to practice mindfulness in your interactions. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces episode 318 of The Brainy Business podcast featuring Dr. Vanessa Bohns. She mentions that this episode is a refresh of a previous conversation and explains the reason for choosing to revisit this topic because of how it ties in with this upcoming Friday’s conversation with Andrea Learned. Melina encourages listeners to consider their own influence and how they can make positive changes.  00:02:35 - Vanessa Bohns' Background and Approach to Influence Vanessa Bohns, an experimental social psychologist, discusses her unique approach to studying social influence, which focuses on examining the gap between our intuitions about influence and the reality of our influence. She shares a personal research experience that led her to explore this topic and highlights the importance of understanding how we perceive our own influence. 00:05:59 - The Spotlight Effect and the Invisibility Cloak Illusion Vanessa explains the spotlight effect, which refers to our tendency to believe that others are paying more attention to our embarrassing or negative features than they actually are. She also discusses the invisibility cloak illusion, where we feel invisible to others but are actually being noticed more than we think. These concepts demonstrate that people pay attention to us as a whole, not just our insecurities. 00:09:47 - Having More Influence Than We Think Vanessa discusses how our influence extends beyond our self-perceived flaws and insecurities. She explains Erica Boothby's research on the invisibility cloak illusion, showing that people pay attention to us and our behaviors more than we realize. This insight reveals that we have more influence over others' behavior and actions than we think. 00:14:44 - The Influence of the Audience, Just being their–even if you don’t say anything–can shape the experience and conversation. For example, the presence of a woman in a room can shape the way others talk about an issue as people engage in audience tuning. The audience's reactions and nonverbal cues can shape the beliefs of the person speaking, leading to a change in the message being delivered now and into the future. 00:15:28 - Virtual Presentations and Feedback, Virtual presentations can be challenging without the immediate feedback of the audience's reactions. The loss of laughter and nonverbal cues can lead to uncertainty and the need to adjust. Incorporating polls, chat questions, and breakout rooms can help maintain engagement and gather feedback. 00:21:16 - Maintaining Engagement in Virtual Meetings, In virtual meetings, it's important to ensure that everyone remains engaged and participates. Encouraging turn-taking and giving everyone a chance to voice their thoughts can help prevent people from getting lost or feeling unheard. Breakout rooms can also be used to facilitate discussions. 00:25:38 - The Power of the Audience in a Virtual World, In a virtual environment, the power of the audience's nonverbal communication is diminished. Those who are shy or hesitant to speak up can utilize the chat function to express their thoughts and contribute to the discussion without having to interrupt or speak aloud. Writing out thoughts in advance can also help overcome shyness and articulate ideas effectively. 00:30:05 - The Opportunity for Thoughtful Input, It's difficult for people to speak up (and dissent) unless they care deeply about a topic. The virtual setting provides an opportunity for more thoughtful input as people can take their time to think and prepare questions in advance. The chat function allows for engagement and gives a voice to those who may have been overshadowed in in-person meetings. 00:31:59 - Engaging Through the Chat, The chat function in virtual meetings can be advantageous as it allows participants to ask questions and contribute without the pressure of speaking up. It can also shape the way people listen and think about the discussion. The chat provides an opportunity to be seen and have an impact. 00:34:31 - The Importance of Influence, Having influence in meetings matters because there are opportunities that can be missed. Research shows that people listen, believe, and are more likely to do things for us than we think. By holding back or doubting our influence, we may miss out on making a real impact. It's also important to be mindful of the potential negative influence we can have on others. 00:36:50 - Being Mindful of Impact, It's crucial to focus on the impact our words and actions have on others rather than obsessing over how we are being judged. Even small comments can carry weight, especially when we are in positions of power. Being thoughtful and mindful can help prevent negative or unintended consequences. 00:38:59 - Moving Away from the Focusing Illusion, Instead of just worrying about how other people are focusing on you, reframe and refocus to be mindful of the impact your words and actions are having on others.  00:44:45 - "Gaining Perspective on Relationship Dynamics", Dr. Vanessa Bohns shares a technique in which individuals write about a fight they had with their partner from a third-party perspective. This exercise helps to see the ways in which they may be contributing to the dynamic and understand their impact on others. 00:45:26 - "The Liking Gap and Accurate Perspectives", The liking gap phenomenon suggests that people underestimate how much others like them. Third-party perspectives, such as in videos or compliments, can provide accurate insights into how others perceive and appreciate us. 00:46:42 - "The Power of Outsider Perspective", Taking an outsider's perspective can help increase self-awareness and understanding of one's influence on a situation. This perspective can be achieved through exercises like imagining oneself as a friend. Melina relates this back to Dove's Real Beauty campaign. 00:47:53 - "The Impact of Positive Feedback", Expressing gratitude and acknowledging the positive impact others have on us can create a ripple effect of spreading gratefulness. Compliments and feedback can have a lasting impact and should be shared more often. 00:48:24 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: You Have More Influence Than You Think, by Vanessa Bohns Influence, by Robert Cialdini The Power of Us, by Dominic Packer and Jay Van Bavel Reinforcements, by Heidi Grant Fierce Conversations, by Susan Scott Connect with Vanessa:  VANESSA’S WEBSITE VANESSA ON TWITTER VANESSA ON LINKEDIN Top Recommended Next Episode: Hate Being On Camera? Brainy Tips To Combat It (ep 95) Already Heard That One? Try These:  Focusing Illusion (ep 89) Fundamental Attribution Error (ep 268) Influence Is Your Superpower, with Zoe Chance (ep 308) Influence, with Robert Cialdini (ep 312) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) How To Sell From The Stage (episode 6) Sense of Sight (episode 24) Partitioning (episode 58) The Power of Us with Dr. Dominic Packer (episode 304) Framing (ep 296) Herding (episode 264) Partitioning (ep 254) Social Proof (ep 87)  Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Dove Real Beauty Campaign Devil Wears Prada Clip The Invisibility Cloak Illusion The Spotlight Effect
8/28/202352 minutes, 38 seconds
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317. Revolutionizing Healthcare: Behavioral Science Strategies for Improved Patient Outcomes with Eden Brownell

Eden Brownell, director of behavioral science at MPulse Mobile, joins Melina Palmer on The Brainy Business podcast to discuss the application of behavioral science in healthcare delivery. The conversation, which was conducted live at Greenbook’s IIEX North America conference, delves into the use of behavioral interventions to drive behavior change in healthcare. Brownell shares two case studies that highlight the power of storytelling, social influence, and understanding user experience to improve patient engagement and outcomes.  From using videos to simulate the consequences of non-compliance to leveraging loss aversion, the episode demonstrates the effectiveness of behavioral design in healthcare. Brownell emphasizes the importance of addressing real barriers to behavior change and tailoring interventions to the specific needs and motivations of the target audience. Everyone interested in implementing evidence-based behavioral strategies to improve engagement and behavior change will find this episode insightful and practical (it’s not just for the healthcare industry). Delve into the cutting-edge fusion of behavioral science and healthcare, and its role in optimizing patient results. Learn about the intriguing complexities of healthcare compliance and the psychology behind procrastination and time discounting. Be intrigued by real-world examples of how behavioral science can massively up the ante when it comes to adherence of medical tests. Discover the transformative power of personalized interventions in enhancing health outcomes with the aid of technology. Understand the synergy between behavioral science and healthcare as a pivotal solution to overcoming prevalent health barriers. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the podcast episode and welcomes Eden Brownell, the Director of Behavioral Science at MPulse Mobile. This episode is a replay of the live podcast interview conducted at Greenbook’s IIEX North America conference. 00:03:24 - Getting to Know Eden Brownell, Eden shares her background and how she got into the field of behavioral science, drawing on her love for understanding human behavior and psychology. 00:06:35 - The Intersection of Theater and Behavioral Science, Eden discusses how her background in theater research has influenced her love for research and understanding human behavior. 00:08:57 - The Challenges of Healthcare Compliance, Melina and Eden explore the issue of compliance in healthcare and how behavioral science can help address it. They discuss the concept of present bias and its impact on healthcare decisions. 00:12:07 - Overcoming the Say-Do Gap, The conversation dives into the say-do gap and the challenges of committing to future actions. Eden shares a case study on healthcare compliance and how behavioral science can be applied to improve outcomes. 00:15:26 - Overcoming Engagement Challenges, Eden discusses the challenges of getting people to engage with colon test kits and the importance of getting their attention. They conducted an A/B test using behavioral science messaging to create a sense of ownership (leveraging loss aversion) and found a significant increase in engagement. 00:17:33 - The Endowment Effect and Psychological Barriers, The endowment effect is discussed as a psychological factor that increases the value of something once it is owned. The guest explains how reframing the message to create a sense of ownership can overcome psychological barriers and increase the likelihood of engagement. 00:19:15 - Increasing Engagement with Colon Test Kits, The results of the A/B test showed a 10-15% increase in engagement when using behavioral science messaging and the endowment effect. Eden discusses the importance of addressing barriers and lowering the perceived effort for members to complete the test. 00:20:44 - Next Steps: Completing the Colon Test Kits, The next step is to focus on increasing completion rates for those who have opted in to receive the test kit. Eden discusses using AI and natural language processing to identify barriers and provide resources to overcome them. 00:26:22 - Using AI to Overcome Barriers, AI is used to identify common barriers mentioned by members and provide targeted responses. Eden emphasizes the importance of allowing barriers to be uncovered and addressing them in real time to increase engagement. 00:30:13 - Encouraging Behavior Change, Eden discusses the importance of using nudges and partitions to encourage people to opt in for important activities such as cancer screenings. She emphasizes the need to make the process simple and streamlined while highlighting the value of health care and preventing cancer. 00:31:29 - Successful Storytelling with Video, Eden shares a passion project that involved using video to promote diabetic eye screening. By utilizing loss aversion and creating an emotional impact, the video successfully increased the click rates for scheduling eye exams by over 200%. 00:35:01 - Using Emotion and Storytelling, Eden discusses the power of emotion and storytelling in driving behavior change. By creating videos that evoke strong emotions and resonate with the audience, it becomes easier to connect people to their future selves and encourage them to take action. 00:39:10 - Leveraging Self-Determination Theory, Eden talks about the impact of self-determination theory and social proof in healthcare. By providing real-life experiences and engaging content, such as videos of moms sharing their concerns and experiences, it becomes easier to spark engagement and provide valuable information to individuals. 00:42:19 - Simplifying the Experience, Eden emphasizes the importance of simplifying the experience for individuals. By reducing complexity and perceived effort, it becomes easier to encourage behavior change and make the overall experience more enjoyable and engaging. Examples include incorporating moments of sunshine and removing unnecessary friction. 00:45:50 - Boosting Engagement and Motivation, The discussion focuses on using social aspects and storytelling to drive engagement and motivation in healthcare. By sharing stories and creating content that can be shared with friends and family, healthcare providers can have a bigger impact on the health and well-being of their members. 00:46:51 - Presenting Health Plans to Prioritize Health, Health plans are often focused on making money, but there is an opportunity to push them to prioritize the healthcare of their members. By testing ideas like sharing messages and content that can be easily shared on social media, health plans can have a broader impact on the health of their members and their extended group. 00:47:33 - Messaging and Social Proof, The conversation highlights the importance of messaging and social proof in healthcare. Simply stating statistics like "one in four women will get breast cancer" may not have the desired impact because people often think they won't be the one affected. Finding ways to effectively communicate and simplify these statistics using images and videos is crucial. 00:48:14 - Simplifying Healthcare Information, The discussion emphasizes the need to simplify healthcare information, especially considering low literacy levels and health literacy levels. Using images, videos, and infographics can help bridge the literacy gap and make healthcare information more understandable and accessible. 00:49:16 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Engaged, by Amy Bucher Friction, by Roger Dooley Behavioral Science in the Wild, by Dilip Soman and Nina Mazar What Your Customer Wants and Can’t Tell You, by Melina Palmer Designing for Behavior Change, by Stephen Wendel Connect with Eden:  Follow Eden on LinkedIn MPulse Mobile Top Recommended Next Episode: Engaged, with Amy Bucher (ep 164) Already Heard That One? Try These:  Loss Aversion (ep 316) Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Behavioral Storytelling, with David Paull (ep 289) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Priming (ep 252) Framing (ep 296) Endowment Effect (ep 139) NUDGES and Choice Architecture (ep 35) Social Proof (ep 87) Partitioning (ep 254) Using Semiotics in Retail, with Rachel Lawes (ep 191) Behavior Change at WW and Beyond (ep 98) Behavioral Science Testing In Real Businesses (ep 94) Behavioral Science in the Wild, with Dilip Soman (ep 241) Designing for Behavior Change with Stephen Wendel (ep 116) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
8/24/202354 minutes, 17 seconds
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316. Mastering Loss Aversion: The Key to Driving Customer Behavior and Loyalty (Refreshed Episode)

In this episode, explore the fascinating concept of loss aversion and its implications in business. Yes, it applies to marketing and sales strategies, but loss aversion is more than that. Loss aversion is the tendency for individuals to prefer avoiding losses rather than acquiring gains. This cognitive bias can be harnessed to increase customer engagement and conversion rates. Throughout the episode, host Melina Palmer delves into various examples and case studies to illustrate how businesses can leverage loss aversion to influence decision-making. From offering money-back guarantees to triggering the fear of regret, the key is to focus on avoiding losses rather than promoting gains. (Don't worry, it doesn't have to be negative.) By framing offers and rewards as something that has already been gained and must be maintained through specific actions, businesses can tap into the deep-rooted fear of loss within our subconscious brains. For business owners and marketers seeking to improve their marketing and sales strategies, this episode is a must-listen. Understanding the science behind loss aversion and learning how to apply it in your marketing efforts can significantly impact your bottom line. By appealing to people's fear of loss, you can increase engagement, drive conversions, and ultimately achieve greater success in your business. Throughout the episode, you'll hear real-world examples and case studies to demonstrate how businesses can leverage loss aversion to influence consumer behavior. In this episode: Gain insights into the persuasive power of loss aversion in business. Identify how diverse fields such as consulting, tax, and real estate harness loss aversion. Experience how loss aversion can work within the wedding industry. Harness the potential of digital sales by applying loss aversion through creative messaging and pop-up interventions. Understand how your own loss aversion can be used to help you get more done with Melina's "Loss Aversion Jar" and more. Show Notes: 00:00:00 - Introduction, Introduction to the episode and the importance of loss aversion in understanding consumer behavior–regardless of industry or role. 00:03:12 - Loss Aversion Defined, Loss aversion is the concept of valuing losses more than gains. People are more averse to losing something than gaining something. Research has found again and again that it takes double the joy felt by a gain to equal the pain felt by a loss. So, if you lose $20 you need to gain $40 to feel whole. 00:06:01 - The Power of Loss, Our brains are wired to avoid losses, and this behavior is deeply ingrained. Traditional economic models that focus on gains overlook the power of loss aversion. 00:10:26 - Practical Applications, Flipping the messaging from potential gain to potential loss can be a powerful motivator. Examples include financial institutions offering money upfront and entrepreneurs using regular check-ins to hold clients accountable. 00:13:59 - Long-Term Goals and Commitments, Loss aversion can be leveraged to help clients stay committed to long-term goals. Regular check-ins and accountability help prevent procrastination and maintain focus. 00:17:07 - Loss Aversion Jar, Melina’s loss aversion jar technique and how it can help people keep themselves and their clients on track. 00:18:14 - Applied Example for Accountants, Melina explains how people are more motivated to seek help with taxes if they anticipate owing money rather than expecting a refund. Highlights the fear of being audited and suggests messaging that emphasizes reducing the amount owed instead of the potential return someone might receive. 00:20:21 - Visualizing Product Ownership, Melina explores the concept of perceived ownership and loss aversion in relation to physical products. She recommends strategies such as allowing customers to touch and interact with products to increase their attachment and desire to own them. 00:23:33 - Applied Examples from the Wedding Industry, When Melina bought her wedding dress, there was an ingenious loss aversion technique that helped her to buy her dress (and feel great about it) on the first visit to the first shop she went to. This was a big win for all involved. Learn how they did it and what this might look like in your business. 00:26:25 - Over-the-Top Online Sales Tactics, Melina critiques an extreme example of using loss aversion in online sales, where customers are presented with a long and exaggerated paragraph highlighting the potential loss of not purchasing. She emphasizes the importance of subtlety and avoiding tactics that may turn customers away. 00:33:43 - Overcoming the Fear of Change, Melina encourages listeners to embrace change and work to let go of their own loss aversion, familiarity bias, and status quo bias. Taking risks and trying new things can lead to growth and success. 00:34:39 - Embracing Change for Growth, Melina emphasizes the importance of making space for new opportunities by letting go of things that no longer serve us. She invites listeners to share their experiences and changes with her. 00:35:10 - Feedback and Continuous Improvement, Melina values listener feedback and wants to know what resonates with them. She mentions the need for businesses to adapt and evolve to stay successful. 00:36:24 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Subtract, by Leidy Klotz Alchemy, by Rory Sutherland What Your Customer Wants and Can’t Tell You, by Melina Palmer What Your Employees Need and Can’t Tell You, by Melina Palmer The Life-Changing Magic of Tidying Up, by Marie Kondo Top Recommended Next Episode: Framing (ep 296) Already Heard That One? Try These:  Priming (ep 252) Herding (ep 264) Mixed Signals, with Uri Gneezy (ep 273) Unlocking Employee Motivation with Kurt Nelson (ep 295) Secrets of Incentives and Motivation, with Tim Houlihan (ep 109) Why Less is Not a Loss, with Leidy Klotz (ep 162) The Power of Touch (ep 302) Booms, Bubbles, and Busts (ep 30) Status Quo Bias (ep 142) Endowment Effect (ep 139) How To Set, Achieve, and Exceed Brainy Goals (ep 70) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Econometrica What Is Loss Aversion? What Is Loss Aversion? Losses attract more attention than comparable gains. Loss aversion These Are the People Who Are Most Likely to Get Audited
8/22/202336 minutes, 42 seconds
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315. Jerks At Work: How To Deal With Difficult Colleagues, with Tessa West

In this episode of The Brainy Business podcast, host Melina Palmer is joined by Dr. Tessa West, a renowned expert in social psychology and communication. They dive deep into the topic of workplace jerks, exploring the different types of jerky behaviors that exist and providing valuable insights on how to address and prevent these behaviors. Throughout the conversation, Melina and Tessa discuss the complexities of workplace dynamics, highlighting the structural issues that enable jerky behaviors to flourish. They emphasize the importance of recognizing these underlying systems and structures, rather than only viewing jerky behaviors as isolated incidents caused by individual bad apples. By understanding the systemic factors that contribute to such behaviors, individuals and organizations can take proactive steps to create a healthier work environment.  Tessa also shares practical tips for individuals to identify red flags during the job interview process and early on in a new job. By being aware of the organizational structures and systems that may contribute to jerky behaviors, individuals can make informed decisions about their long-term job satisfaction. Overall, this episode offers valuable insights and advice for both managers and employees dealing with workplace jerks. It provides a fresh perspective on the topic, emphasizing the importance of addressing structural issues and fostering a healthy work environment to improve overall workplace dynamics. Recognize markers of negative characters in your workplace and their potential effects. Master techniques to dissolve issues arising from uneasy workplace interactions. Appreciate how our use of language subtly influences our perspective and behavior. Identify the link between empathy and successful communication, charting a path for stronger relationships. Understand how stereotypes maneuver personal and team performance and the ways to buffer their influence. Show Notes: 00:00:00 - Introduction, Host Melina Palmer welcomes Dr. Tessa West. Tessa discusses her background as a social psychology professor and her research on uncomfortable social interactions. 00:03:07 - Uncomfortable Social Interactions, Dr. West explains her research focus on uncomfortable social interactions and how she measures discomfort using physiological responses. She discusses the prevalence of discomfort in the workplace and the lack of effective strategies for handling it. 00:06:07 - Freezing and Rationalizing Discomfort, The tendency to freeze and rationalize discomfort in the workplace is discussed. Tessa emphasizes the need to address small discomforts before they accumulate and cause stress-related health issues. She offers tips on handling discomfort without confrontation. 00:08:24 - Cumulative Discomfort and Health, Dr. West explains how cumulative discomfort in the workplace can lead to stress-related health issues. She highlights the importance of addressing small discomforts and offers strategies for managing them effectively. 00:11:42 - Tell Us About Your Dissertation, Tessa briefly discusses her dissertation on interpersonal accuracy and the motivation to be inaccurate when accuracy threatens relationships. She shares an unpublished study on how threat affects individuals' perception of their partner's attractiveness. 00:14:26 - "Introduction and Funny Dissertation Stories", Melina shares a humorous anecdote from a Friends episode and Tessa jokes she could have just cited that instead of doing her dissertation. They discuss the interesting process of doing a dissertation and how it shapes one's work. 00:15:11 - "Types of Jerks at Work", Tessa breaks down the different types of jerks at work featured in her book, starting with the "kiss up kick downer" who impresses the boss but treats colleagues poorly. She also discusses the "credit stealer," "bulldozer," "free rider," "micromanager," "neglectful boss," and the more manipulative "gaslighter." 00:19:10 - "Micromanagers and Neglectful Bosses", Tessa delves deeper into the micromanager, who tends to have control issues and struggles with balancing their old job and new management role. She also discusses the neglectful boss, who oscillates between micromanagement and neglect, causing stress and instability. 00:20:56 - "Gaslighters at Work", Tessa explains the manipulative tactics of gaslighters, who lie to create a false reality and often have power and status. Gaslighters can make it difficult for their victims to fight back due to their strategic manipulation and the victims' own involvement in potentially unethical actions. 00:28:18 - Understanding the Root of Workplace Problems, Tessa West advises people to look beyond individual "bad apples" and consider the structural issues within their workplace that breed toxic behavior. By examining the systems and incentives that allow these behaviors to occur, individuals can make more informed decisions about their work environment. 00:29:27 - Red Flags to Look for in a New Workplace, Tessa suggests paying attention to red flags during the interview process or when starting a new job. She recommends looking for signs of a workplace that values certain behaviors, such as promotions based on sales rather than training and development. Identifying these red flags can help prevent future toxic behavior. 00:30:47 - Longevity of a Job and Workplace Dynamics, Tessa emphasizes the importance of considering the longevity of a job and how workplace dynamics can change over time. Just because a workplace seems great initially doesn't mean it will remain that way. A few bad hires or a workplace that fosters toxic behavior can quickly turn a positive environment into a negative one. 00:31:43 - Advice for Small Business Owners, Tessa offers advice for small to mid-sized business owners who may feel overworked and stressed, leading to toxic behavior. She suggests that uncertainty is often a trigger for “work jerkery.” By addressing uncertainty and creating a psychologically safe environment, business owners can prevent themselves from micromanaging or neglecting their team. 00:36:12 - Identifying if You're the Jerk at Work, Tessa discusses ways that the listener can determine if they are the “jerk” as well as what to do when you realize you have been a jerk (it happens!) 00:42:10 - Show Notes and Resources, Melina reminds listeners to check the show notes for links to past episodes and books mentioned in the conversation, including Jerks at Work, The Power of Us, How Minds Change, Getting Along, and The Microstress Effect. 00:42:39 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Jerks at Work, by Tessa West The Power of Us, by Dominic Packer and Jay Van Bavel How Minds Change, by David McRaney Getting Along, by Amy Gallo The Microstress Effect, by Rob Cross and Karen Dillon Connect with Tessa:  Follow Tessa on LinkedIn Tessa on Twitter Tessa’s website Top Recommended Next Episode: Getting Along, with Amy Gallo (ep 269) Already Heard That One? Try These:  How To Change, with David McRaney (ep 210) A More Just Future, with Dolly Chugh (ep 247) The Power of Us with Dominic Packer (ep 304) Fundamental Attribution Error (ep 268) Reciprocity (ep 238) Unity (ep 216) Vulnerability Loops (ep 229) Focusing Illusion (ep 89) Priming (ep 252) Framing (ep 296) Mixed Signals, with Uri Gneezy (ep 273) Unlocking Employee Motivation with Kurt Nelson (ep 295) Secrets of Incentives and Motivation, with Tim Houlihan (ep 109) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Tessa West’s lab
8/18/202343 minutes, 19 seconds
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314. Biases At Work – How We React To Others And Groups (Refreshed Episode)

It is common for organizations to say they want to remove all bias from their workplace or to become a completely unbiased organization. Unfortunately, that isn’t possible because our brains run on bias in order to make decisions. Instead of trying to eliminate bias, it is best to understand and work with it. When we know what tendencies the brain will try to use and when/where they come into play, there is an opportunity to reframe and turn those biases into an engine for moving forward. This episode from Melina Palmer is an introduction to the many biases we have toward others who are not like us, including groups, to start you thinking about and understanding which biases exist and figuring out how to start navigating them in your life and organization. In this episode: Hear a little bit about a lot of biases we humans have toward others. This includes both how we look at groups and how we perform inside them.  Understand how those biases impact you and those in your life and work.  Get some tips for starting to think about how to navigate these biases (since they can’t be eliminated). Reframe your brain from “removing” bias, to leveraging and working with it.  Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer introduces the topic of biases toward others, including groups. She mentions that this episode is a refresh of a previous episode and hints at an upcoming interview with Dr. Tessa West on dealing with difficult people at work. 00:03:16 - Groupthink, Groupthink occurs when people in a group make irrational decisions to maintain harmony or avoid conflict. This can lead to poor decision-making and a lack of critical evaluation of different options or viewpoints. Melina shares an example of Amazon's approach to combating groupthink by implementing a silent start to meetings. 00:06:29 - Shared Information Bias, Shared information bias occurs when a group spends more time discussing topics that all members are familiar with, neglecting unshared information. This can hinder progress and prevent important topics from being addressed. Melina suggests encouraging group members to discuss difficult topics and avoid rehashing the same information. 00:07:36 - Bandwagon Effect, The bandwagon effect refers to the tendency to do or say things just because everyone else is doing or saying them. This bias influences decisions such as following people on social media, listening to podcasts with positive reviews, or choosing restaurants with high ratings. Melina emphasizes the importance of building a social presence and gaining followers, even though the number of followers does not necessarily indicate quality. 00:09:48 - Cheerleader Effect, The cheerleader effect is the tendency to think that a group looks more “attractive” (including its ideas) when there is a group than those individuals might appear on their own. This can also impact how someone feels about challenging or approaching a group instead of individuals. 00:16:18 - Stereotypes and Implicit Association, Melina discusses how stereotypes and implicit association play a role in our thinking and decision-making process, particularly in relation to gender and job titles. She shares about some research being done at Texas A&M University in the Human Behavior Laboratory. 00:18:00 - Cognitive Bias and Prejudice, Explores how cognitive bias and association can lead to prejudices, even when we are not consciously aware of them, and the potential impact this can have in various situations, including in HR scenarios. 00:20:07 - Fundamental Attribution Error, Explores the concept of the fundamental attribution error, where we tend to attribute others' behavior to their personality while attributing our own behavior to external factors, and the importance of considering different perspectives and giving the benefit of the doubt. 00:21:51 - Group Attribution Error, This is where we tend to generalize the characteristics of one person to the entire group and assume that a group's decision reflects the preferences of everyone in the group, highlighting the need to challenge these biases and consider individual differences. 00:23:10 - Halo Effect, This is where one positive or negative quality of a person influences our perception of their other qualities, and the importance of avoiding generalizations and considering individuals as multidimensional beings. 00:33:15 - Biases in Interacting with Robots, Due to form function attribution bias, people make systematic errors when interacting with robots, possibly due to intimidation or assuming robots think quicker. Biases and assumptions don't reflect the function of the robot. Be aware of biases towards robots, animals, and others. 00:34:08 - Identifying Biases, Spot biases in your life by identifying where you anthropomorphize or unfairly judge others. Consider if these biases are right or serving you, and who you may be inadvertently holding back or should give the benefit of the doubt. 00:36:24 - Avoiding Jerk Breeding Environments, In Friday’s upcoming episode, Tessa West will discuss her book Jerks at Work, providing insights into different types of toxic coworkers and how to work better with them. She will also give tips for entrepreneurs to avoid creating a jerk breeding environment and talk about the role of incentives. 00:37:56 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Jerks at Work, by Tessa West Getting Along, by Amy Gallo Both/And Thinking, by Wendy Smith and Marianne Lewis Drive, by Dan Pink A More Just Future, by Dolly Chugh  Top Recommended Next Episode: Fundamental Attribution Error (ep 268) Already Heard That One? Try These:  Priming (ep 252) Framing (ep 296) Herding (ep 264) Social Proof (ep 87) Mixed Signals, with Uri Gneezy (ep 273) Unlocking Employee Motivation with Kurt Nelson (ep 295) Secrets of Incentives and Motivation, with Tim Houlihan (ep 109) An Overview of Personal Biases (ep 45) Inside the Texas A&M Human Behavior Lab (ep 33) The Power of Us with Dominic Packer (ep 304) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter ‘Silent Start’: The Brilliant (and Surprising) Meeting Method From Amazon Hostile Attribution Bias 21 Things You Didn’t Know About Bronies Brony Herd Census & State of the Herd Report Moral Credentialing and the Rationalization of Misconduct Susan Boyle Audition HD – FULL Top 10 Professions Dominated by Women University of Phoenix: Red Socks Marketing Myopia Do Dogs Smile? The Science Behind the Looks We Get From a Happy Dog
8/15/202338 minutes, 35 seconds
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313. Crafting Persuasive Presentations: Learn How to Captivate Your Audience with Troy Andrews' Storytelling Strategies

The art of storytelling plays a critical role in engaging and captivating an audience during presentations. A good story has the power to capture attention, foster emotional connections, and render complex ideas more relatable and understandable. However, the effectiveness of storytelling lies in its delivery. Presenters should aim to weave their key messages into a compelling narrative that provides value to the audience. Troy Andrews discusses the importance of storytelling in presentations using the metaphor of the Brooklyn Bridge which he used extensively in his book, Bridges and Barriers. In his view, the bridge represents the journey of taking an audience from one point to another, with the barriers symbolizing the obstacles or concerns that can hinder this process. By leveraging storytelling, Troy suggests that presenters can facilitate this journey more effectively, turning obstacles into opportunities for engagement and interaction. His unique approach to storytelling in the book doesn't follow a linear format, reflecting the idea that confident presenters can break from tradition to create more memorable and impactful presentations. In this episode: Discover the secrets behind creating powerful presentations that captivate and inspire. Decode the crucial role audience analysis plays in delivering meaningful and persuasive speeches. Learn how the strength lies in vulnerability and collaboration to foster trust and uplift your confidence. Understand the impact of strategic storytelling to craft enthralling presentations – even when you’re just pitching for more budget next quarter. Learn the value of confidence (and practice) and the role it plays in giving compelling presentations. Show Notes: 00:00:00 - Introduction, Introduction to the podcast episode and the guest, Troy Andrews. He is the author of the book Bridges and Barriers and specializes in applying behavioral science and persuasion theory to presentations. 00:02:23 - Troy's Background and Transition, Troy shares his background in the construction industry and how his experience in communication and project management led him to pursue a career in presentation coaching. He discusses his move to Shanghai, China, in 2008 and his passion for behavioral economics and science. 00:06:15 - Leveraging Presentations for Career Growth, Troy emphasizes the importance of using presentations as an opportunity to shape others' perception of you and advance your career. He suggests focusing on the adjectives or nouns you want to be known for and strategically incorporating them into your presentations. 00:08:31 - The Role of Persuasion in Presentations, Troy highlights the role of persuasion in presentations and the misconception that there is a magic pitch or specific words that guarantee agreement. He discusses the importance of audience analysis and finding common ground to establish rapport and influence others. 00:12:53 - Genuine Connection and Persuasion, Troy shares an example of using audience research to establish a genuine connection with a potential client and how it positively influenced their conversation. He emphasizes the line between persuasion and manipulation and the importance of genuine care and thoughtfulness in establishing rapport. 00:15:06 - Building Relationships and Gaining Influence, Troy shares a story about how Benjamin Franklin won over an opponent by discovering their shared love for rare books. By finding common ground and asking for help, a mentor-mentee relationship was formed, leading to increased trust and support. 00:19:19 - The Art of Woo, Troy recommends "The Art of Woo" (link below) as a book that explores the principles of influence and persuasion. He highlights the importance of understanding influential people within an organization and tailoring presentations to address their concerns. 00:20:51 - Overcoming the Confidence Barrier, Melina and Troy discuss the challenge of confidence in presentations. They emphasize the need for confidence to be backed up by thorough audience analysis and preparation. Practice, understanding the audience's worries, and being well-versed in the content are key to building confidence. 00:24:33 - The Importance of Presentation Structure, Melina shares the importance of structuring presentations with a clear arc and a central message. By guiding the audience through a storytelling journey and incorporating emotional elements, presenters can create impactful and memorable presentations. 00:28:09 - Embracing Failure and Building Real Confidence, Troy promotes the idea of embracing failure and being okay with uncertainty. Real confidence comes from giving your best effort and being resilient, even in the face of potential failures. Building confidence through exposure and experience is key. 00:31:14 - Focusing Illusion in Presentations, The conversation discusses the focusing illusion in presentations, where presenters often fixate on one thing they think the audience is paying attention to (like when they messed up that word), but in reality, the audience may not notice or care about it. Tips are shared on how to avoid getting hung up on minor details and maintain confidence during presentations. 00:32:38 - Overcoming the Fear of Public Speaking, Troy emphasizes the importance of building confidence when it comes to public speaking. Exposure therapy is suggested as a way to gradually overcome the fear. Starting with small actions like asking questions in meetings can help individuals become more comfortable expressing themselves and eventually improve their presentation skills. 00:35:48 - Storytelling and the Brooklyn Bridge, Troy shares how he came up with the idea of using the Brooklyn Bridge as a metaphor for presentations in his book, Bridges and Barriers. He wanted to simplify the concept of carrying the audience across from one point to another and highlight the importance of addressing barriers that may prevent them from accepting the message. The non-linear storytelling approach in the book is discussed. 00:45:48 - Importance of Personal Style and Confidence in Presentations, Melina and Troy discuss the importance of personal style in presentations and how it can help people remember you. He emphasizes the need to be confident and comfortable with your choices, whether it's your clothing or hairstyle. Being true to yourself and owning it is key. 00:46:24 - Overcoming Fashion Norms and Embracing Individuality, Melina shares how she started wearing sneakers to conferences instead of uncomfortable shoes, and how she owns his choice by wearing bright, bold colors. She mentions that most people don't say anything at all, and those who do have had kind things to say. It's about being comfortable with your own truth. 00:48:08 - Troy's Top Tip for Better Presentations, Troy recommends a practical practice for improving presentation skills. He suggests recording a 1-minute video of yourself every day for a month, using an app like PowerPoint with an AI coach to track your progress. He advises focusing on energy and turning up the voltage to engage your audience. 00:50:21 - The Power of Energy in Presentations, Troy emphasizes the importance of energy in presentations and how it can make a significant difference in how it is received by the audience. 00:39:04 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Bridges and Barriers, by Troy Andrews The Art of Woo, by G. Richard Shell and Mario Moussa Influence, by Robert Cialdini Presuasion, by Robert Cialdini Influence Is Your Superpower, by Zoe Chance Connect with Troy:  Follow Troy on LinkedIn Presentation Persuasion Website Top Recommended Next Episode: Influence, with Robert Cialdini (ep 312) Already Heard That One? Try These:  Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Reciprocity (ep 238) Unity (ep 216) Vulnerability Loops (ep 229) Rebrand, Refresh or Reinforce? (ep 44) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Behavioral Storytelling, with David Paull (ep 289) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Focusing Illusion (ep 89) Priming (ep 252) Framing (ep 296) Magic Words, with Jonah Berger (ep 301) What is Cognitive Semiotics? With Sarah Thompson (ep 259) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Pratfall Effect
8/10/202354 minutes, 23 seconds
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312. The Science of Influence: Dr. Robert Cialdini Reveals the Secrets (Refreshed Episode)

The principle of unity, now featured as Robert Cialdini's 7th Principle of Persuasion in the New and Expanded version of Influence, is important for anyone in business to understand. Fundamentally, it is about fostering a communal sentiment between the communicator and the audience, making them feel as if they are part of the same group. This unity transcends mere similarities and taps into shared identities such as nationality, family, or political affiliation. More than being an effective tool for persuasion, creating a sense of unity also helps build stronger, more meaningful connections with others. Throughout the interview, Dr. Cialdini explains all seven principles of persuasion: reciprocity, authority, liking, consistency/commitment, social proof, scarcity, and unity. He provides thought-provoking examples and tips that anyone in business can learn from and start being more influential (and persuasive) immediately! Don't miss this one. In this episode: Uncover the basic principles of persuasion and their impressive influence on human behavior. Learn about the (now) 7 Principles of Persuasion from the godfather of influence himself. Hear some questions from listeners like you, that Melina asked Dr. Cialdini! Embrace ethical persuasion and the responsible handling of influence strategies. Discover a little about what Bob is doing now, as Melina mentions the Cialdini Institute, a new initiative that has launched since this refreshed episode originally aired. Show Notes: 00:00:00 - Introduction, The episode introduces Dr. Robert Cialdini, a renowned persuasion scientist, and discusses his iconic book "Influence" and its new and expanded version, which includes the seventh principle of persuasion, Unity. 00:03:15 - Cialdini's Background and Research, Dr. Cialdini shares his background as a persuasion scientist and his early research, which involved immersive observational studies of various professions that rely on influencing others. He emphasizes the importance of studying naturally occurring environments and the common principles of persuasion he discovered. 00:06:41 - The Original Six Principles of Persuasion, Bob presents the six original principles of persuasion: reciprocity, liking, social proof, authority, commitment and consistency, and scarcity. He explains each principle and how they influence people's decision-making processes. 00:15:55 - The Seventh Principle: Unity, Dr. Cialdini introduces the seventh principle of persuasion, Unity, which focuses on creating a sense of shared identity between the communicator and the audience. He explains how unity can break down barriers to influence and strengthen the impact of persuasive messages. 00:19:45 - The Cuban Missile Crisis and Reciprocity, The conversation begins with a discussion of the Cuban Missile Crisis and how the commonly held belief that Kennedy stood firm against Khrushchev was not entirely accurate. It was actually a reciprocal exchange of concessions, with Kennedy promising to remove U.S. missiles from Turkey in exchange for Khrushchev removing missiles from Cuba. 00:23:05 - Problem-Free vs. Problem-Freed Experience, The conversation shifts to the importance of resolving problems for customers in business. It is argued that a problem-freed experience, where a problem is resolved in favor of the customer, can lead to increased loyalty and advocacy. Customers appreciate when problems are quickly and effectively addressed. 00:29:40 - Principles of Influence in a Digital World, The conversation explores how the principles of influence adapt to a digital world, such as social media. While the platforms may change, the principles themselves remain consistent. Social proof, in particular, has gained traction with the availability of online reviews and testimonials. 00:33:53 - The Effectiveness of Persuasion Principles, Melina asks a question from a listener on whether or not the principles are less effective now that people are aware of them and the landscape is changing. Dr. Cialdini explains his thoughts on this question. 00:39:32 - Reader Letters and Social Proof, The inclusion of reader letters in the book was not initially intended as a social proof strategy, but rather as a way to engage with readers. However, the readers' reports became a popular feature, providing social proof of the principles of the book in everyday situations. 00:41:46 - Future Book Plans, Dr. Cialdini mentions his plan to write his next book as a collection of readers’ reports, with his thoughts on each. This format has been well-received by readers and provides valuable insights into how the principles of persuasion work in various contexts, so he thinks it could make a good full book. 00:42:41 - The Power of Unity, Dr. Cialdini shares a personal story of how the principle of Unity helped him obtain data for a grant application from a colleague who is known to be less-than-helpful. By emphasizing their shared history and belonging to the same department, he was able to persuade his colleague to provide the necessary data. 00:45:30 - Learning More from Dr. Cialdini, To learn more from Dr. Cialdini, listeners can visit the Influence At Work website, where they can access his other books and also find information on training programs. Dr. Cialdini emphasizes the importance of ethical persuasion and offers resources to help individuals become effective and ethical persuaders. 00:45:57 - Reflecting on Influence, Melina reflects on her conversation with Dr. Cialdini and highlights the power of reciprocity, liking, and social proof and how they can all be achieved in one act – in this case, the endorsement he provided for her second book, What Your Employees Need and Can't Tell You. Melina also shares a bit of what Dr. Cialdini is up to now, including the newly launched Cialdini Institute (links below). 00:46:54 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Influence, by Robert Cialdini Presuasion, by Robert Cialdini Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns What Your Employees Need and Can’t Tell You, by Melina Palmer Connect with Robert:  Robert Cialdini on Twitter Follow Robert Cialdini on LinkedIn Cialdini Institute Website Top Recommended Next Episode: The Unity Principle (ep 216) Already Heard That One? Try These:  Reciprocity (ep 238) Social Proof (ep 87) Influence Is Your Superpower, with Zoe Chance (ep 308) Framing (ep 296) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Priming (ep 252) Magic Words, with Jonah Berger (ep 301) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) The Power of Scarcity, with Mindy Weinstein (ep 271) Precommitment (ep 120) Scarcity (ep 270) Familiarity Bias (ep 149) Friction, with Roger Dooley (ep 274) Negative Reviews and How to Deal with Them (ep 163) Episode 76: The Brainy Benefits of Gratitude What Your Employees Need and Can’t Tell You (ep 225) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Influence At Work, Cialdini’s website
8/7/202349 minutes, 33 seconds
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311. Humanizing Rules: Unveiling the Human Side of Compliance, with Christian Hunt

Do you want people to be more likely to follow whatever rules, policies, or procedures you create? It's time to make them more human. Understanding and empathizing with the perspectives of others plays a crucial role in effective rule adherence. Comprehending the dynamics of rules can lead to beneficial outcomes in various aspects of life, from lessening conflicts to fostering compliance within organizational settings. Those who understand and communicate the reasons behind their rules are more likely to gain cooperation from those affected. It also helps reduce misunderstanding and resistance, promoting a smoother and more efficient implementation of rules or policies. Guest Christian Hunt, during his conversation with Melina Palmer, explained his thoughts on this matter, drawing on his experience as the founder of Human Risk, host of the Human Risk podcast and author of Humanizing Rules. Hunt believes that, to instill rule adherence, it is important to understand the perspectives of individuals subjected to those rules. He also iterated the need for effective communication, emphasizing that rules are more likely to be accepted and adhered to when individuals understand the rationale behind them. Christian introduces his HUMANS framework during the conversation, and shares interesting, real-world examples from transportation, Netflix, and more. In this episode: Understand the relevance of emotional intelligence and empathy in compliance with rules. Acquire knowledge about the role of clear communication in improving rule compliance. Analyze the issues linked with changing speed limits and the crucial role of enlightenment. Appreciate the need to present regulatory efforts as advantageous and pertinent to the workforce. Learn Christian's HUMANS framework and how to start using it in your business. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces Christian Hunt, the founder of Human Risk, a company that specializes in using behavioral science to manage the risks of human decision-making. Christian shares his background in financial services and regulation, which led him to focus on the human side of compliance and ethics. 00:02:20 - Unique Perspective from Regulation to Compliance, Christian discusses his unique experience of transitioning from a regulator to a compliance professional, allowing him to see both sides of the problem when he had to enforce his own rules (and realized they didn't align properly). He emphasizes the importance of understanding the reasons behind rules and regulations in order to effectively manage them. 00:05:57 - Applying Behavioral Science to Ethics and Compliance, Christian explains how his experience in risk and compliance led him to realize the relevance of behavioral science in influencing human decision-making. He shares his mission to help organizations use behavioral science to get the best out of their people while mitigating risks. 00:08:03 - Navigating "Weird" Rules, Christian provides advice for individuals who find themselves dealing with rules that seem strange or unnecessary. He suggests understanding the reasons behind the rules and considering whether they serve a genuine purpose. Having a dialogue and presenting alternative perspectives can be helpful in managing such rules. 00:11:41 - Balancing Compliance with Dialogue, Christian acknowledges that in tightly regulated industries, dialogue may not always be possible. However, for those who can engage in discussions, he emphasizes the importance of approaching the conversation with empathy and understanding of the other party's perspective. 00:12:37 - Understanding the Fundamental Attribution Error, Christian Hunt discusses the difficulty of putting oneself in someone else's shoes and the tendency to blame others instead of seeking to understand their rationale. He emphasizes the importance of pausing and considering where others may be coming from in order to find better solutions. 00:13:30 - The Importance of Questioning What is Normal, Christian highlights the concept of "normal" and how rules and expectations are often based on extreme, non-common examples. He shares a story about his train journey and the importance of understanding the rationale behind rules. He initially dismissed the need for bag labels, but a staff member explained that they were necessary in case of train evacuation. This experience taught him the importance of not making presumptions and considering the reasoning behind rules. 00:18:25 - Learning from Mistakes and the Dunning-Kruger Effect, Christian discusses the Dunning-Kruger effect and admits to falling victim to it himself. He shares a story about a rule regarding variable speed limits on roads, where drivers often question the need to slow down. He emphasizes the importance of recognizing that rules are often in place for valid reasons, even if they may not be immediately apparent. 00:24:53 - The Frustration with Rules, Christian discusses how rules can be frustrating when they are imposed due to the actions of others. He highlights the need for clear communication and understanding between authorities and the people being controlled. 00:25:49 - Societal Reasons for Rules, Christian acknowledges that some rules are put in place for the greater good, such as slowing down traffic for the safety of elderly drivers. He emphasizes the importance of considering the rationale behind rules and whether they apply to specific subsets of the population. 00:26:39 - The Challenge of Communicating Rules, Christian recognizes the challenge that authorities face in communicating the reasons behind certain rules. He believes that authorities should be more transparent and ethical in their communication, especially in democratic societies. 00:28:00 - The Employment Contract Fallacy, Christian discusses the fallacy of relying solely on the employment contract as a reason for imposing rules. He argues that just because authorities have the power to enforce rules doesn't mean they should, and they should consider the perspective of those being controlled. 00:31:02 - Differentiating Between Rules, Christian explains the importance of distinguishing between rules that are irrecoverable (serious violations) and rules that are recoverable (less serious violations). He uses Netflix's approach of focusing efforts on irrecoverable actions as an example of effective rule implementation. 00:37:23 - Understanding Requirements and Imposing Tasks, The importance of understanding requirements and tasks from both the perspective of the person giving the task and the person receiving it. It is crucial to ensure that the person giving the task understands what they are asking for and the potential challenges involved. Imposing tasks without understanding can lead to frustration and inefficiency. 00:38:09 - Recognizing Risk and Impact on Employees, It is essential to recognize the potential risks and impact of imposing tasks on employees. If a task is likely to be unhelpful and difficult for the employee to understand, it poses a higher risk. Employers should consider whether the benefits outweigh the potential negative impact on employee relationships and trust. 00:39:30 - Using Behavioral Science as a Design Tool, Behavioral science can be used as a design or diagnostic tool to improve task implementation. If reality cannot be changed, the perception of a task can be altered through framing or breaking it down into smaller, more manageable tasks. Understanding the impact and finding ways to make tasks more user-friendly is crucial. 00:40:43 - The Pitfalls of Compliance Training, Compliance training exercises often fall short in effectively teaching and assessing employee understanding. Testing employees on obscure information that is unlikely to be relevant to their job can lead to frustration and a sense of wasted time. Employers should reconsider the purpose and effectiveness of compliance training exercises. 00:49:38 - Introduction to Incentives, Companies often use incentives, such as prize drawings, to encourage customers to fill out surveys. The same principle applies to employees in the workplace. Incentives can increase compliance and the quality of work. 00:50:22 - Importance of Incentives, Incentives are crucial for tasks that require a high standard of work. If people don't see the value in doing something, they are less likely to do it. Consider what's in it for them as an individual and find ways to make tasks feel worth doing. 00:51:11 - Feasibility of Compliance, Consider whether it is feasible for individuals to comply with a rule or task. If something is too difficult or requires significant effort, compliance is less likely. Make tasks easier to increase compliance. 00:52:02 - Acceptability of Rules, Just because a rule can be imposed doesn't mean it will be accepted. Consider whether employees find a rule acceptable based on their specific circumstances and employment. Overreach can lead to resistance. 00:53:44 - Social Proof and Normalcy, The perception of what is normal and acceptable plays a role in compliance. Consider social proof and whether other people in similar circumstances are being asked to do the same thing. Make rules salient and relevant to increase compliance. 00:56:04 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Humanizing Rules, by Christian Hunt Both/And Thinking, by Wendy Smith and Marianne Lewis Friction, by Roger Dooley Mixed Signals, by Uri Gneezy What Your Employees Need and Can’t Tell You, by Melina Palmer Connect with Christian:  Christian on Twitter Follow Christian on LinkedIn Human Risk Podcast Top Recommended Next Episode: What Problem Are You Solving? (ep 126) Already Heard That One? Try These:  Dunning-Kruger Effect (ep 266) Adam Hansen and the Curse of Knowledge (ep 176) Inequity Aversion (ep 224) Behavioral Science in the Wild, with Dilip Soman (ep 241) Framing (ep 296) Confirmation Bias (ep 260) Design for Decision, with Sam Evans (ep 291) Influence, with Robert Cialdini (ep 157) Mixed Signals, with Uri Gneezy (ep 273) Good Habits, Bad Habits with Wendy Wood (ep 127) Overwhelm and Decision Making (ep 32) Reciprocity (ep 238) Social Proof (ep 87) Friction, with Roger Dooley (ep 274) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Melina as a guest on the Human Risk podcast 
8/3/20231 hour, 51 seconds
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310. Using Availability Bias to Generate Buzz (Refreshed Episode)

Understanding cognitive biases can inform marketing and advertising strategies in businesses. Availability bias causes individuals to rely on immediate information, which is easily accessible, instead of thorough research. If it comes to mind easily, we think it is more true or likely than if it doesn't come to mind as easily. Of course, that isn't always the case. Availability bias can deeply influence decision-making processes both within a company and for its customers. For businesses, understanding this bias can provide pivotal insights about consumer behavior--one great way to use this, which host Melina Palmer discusses in detail throughout the episode, is in pitching your business and getting PR. During the podcast, Melina vividly illustrates the concept through examples, such as the typically contrasting associations with the words "shark" and "cow." She points out that these associations are borne out of the easily available information about these animals, rather than a comprehensive understanding of their respective behaviors. (Which do you think is more deadly? If you said a shark...you're in for a surprise!) Understanding availability bias and how it can be leveraged is essential for business owners and marketers to craft strategies that share the right message at the right time. In this episode: Unlock insights into availability bias and its impact on decision-making. Hear some fun examples -- like, should you be more scared of sharks or cows? -- that will show how your own mind is tricking you regularly. Learn why you should be following trends (and predicting them) so you communicate the right messages at the right time. Hear the fascinating story of the diamond industry and how they used availability bias to shape the narrative. Find out what HARO is, and how it can help your business to gain visibility along with availability bias. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the episode and explains that availability bias is one of her favorite concepts from behavioral economics. She mentions that availability bias is the tendency to judge the likelihood of something happening based on how easily examples come to mind. 00:01:10 - Importance of Availability Bias, Melina explains that availability bias is important because it affects our perception of risk and influences our decision-making. She gives examples of how availability bias can impact our view of certain events or situations. 00:09:06 - Swapping Out Questions, Melina discusses how our brains often swap out difficult or unfamiliar questions with easier ones (known as satisficing). She uses the example of solving a complex math problem and how our brains substitute it with a range of possible numbers instead. This swapping out can lead to / go hand-in-hand with availability bias. 00:11:21 - Impact of Stories and Personal Experiences, Melina explains that stories and personal experiences have a significant impact on availability bias. Our brains are more likely to remember and be influenced by vivid examples and stories rather than statistics or abstract information. 00:14:01 - Applying Availability Bias in Business, Melina advises businesses to be mindful of availability bias when developing their strategies. She emphasizes the importance of using social media as a tool to support other business objectives rather than relying solely on it for monetary gain. (Will 1 million YouTube downloads a month make you rich?) 00:18:00 - How Our Brains Associate Information, Our brains associate information in very literal ways. Melina shares examples of travel to Norway increasing dramatically because of a cartoon, and skyrocketing sales in Mars bars when the Mars rover was in the news. Aligning your business with popular topics can help boost your visibility and engagement. 00:19:07 - Being Aware of Trends, Stay aware of what's trending in social media, news, and pop culture. Find ways to connect your business to these trends and get associated with what people are talking about and searching for. Especially in areas that may seem unrelated (more on that as we go). 00:20:46 - The Power of Rose Gold, Rose gold has become a popular trend, and businesses that offer products in this shade can attract customers who are actively seeking it. By using scarcity and availability, you can create a buzz and fuel interest in your offerings. If rose gold isn’t cool anymore by the time you are listening to this – or not aligned with your brand – what is the new “it” color? What is the Pantone color of the year, for example? 00:23:50 - Making Your Own Luck, Instead of waiting for opportunities to come your way, actively seek ways to connect your business to current conversations and trends. Look for unique and unexpected angles that can make you stand out from the crowd. 00:26:19 - Combinatorial Thinking, Combining seemingly unrelated ideas or concepts can lead to innovative and novel solutions. Don't limit yourself to obvious connections; think outside the box and explore new possibilities for your business. 00:37:36 - The Success of the Diamond Advertising Campaign, The advertising agency reported impressive results in its campaign, with diamond sales increasing by 55% in the United States from 1938 to 1941. The campaign focused on the emotional value of diamonds and created a new form of advertising that has been widely imitated. 00:38:48 - The Impact of De Beers' Advertising, De Beers continued to innovate its advertising approach, creating the "Diamonds are Forever" line in 1947 and utilizing television and a diamond information center. They even changed marriage traditions in Japan to incorporate diamond engagement rings. De Beers' advertising efforts led to a significant increase in diamond sales and a 100-fold increase in sales value by 1979. 00:42:12 - Importance of Research and Timing, De Beers understood the importance of solid research and finding new ways to reach consumers. They leveraged the popularity of influential figures, such as the royal family, to increase interest in their products.  00:44:04 - Conclusion,  Melina's top insights from the conversation. 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: [email protected] 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 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: Contagious, by Jonah Berger Magic Words, by Jonah Berger A More Beautiful Question, by Warren Berger Thinking Fast and Slow, by Daniel Kahneman The Hype Handbook, by Michael F. Schein Top Recommended Next Episode: How to Successfully Pitch Your Business (ep 177) Already Heard That One? Try These:  Anchoring & Adjustment (ep 11) Relativity (ep 12) The Truth About Pricing (ep 5) Priming (ep 252) Framing (ep 296) Herding (ep 264) Social Proof (ep 87) Scarcity (ep 270) Questionstorming, with Mars (ep 215) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Behavioral Storytelling, with David Paull (ep 289) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Cows Are Deadlier Than You Ever Knew Human Shark Bait In the War Between Sharks and People, Humans Are Killing It Why ‘Success’ on YouTube Still Means a Life of Poverty Frozen Has Massively Increased Tourism to Norway Rose gold: The fashion trend that just won’t go away HARO Have You Ever Tried to Sell a Diamond? The ‘Oprah effect:’ Does everything she touch turn to gold?
7/31/202346 minutes, 54 seconds
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309. Empowered Refusal: How Saying No Can Revolutionize Your Relationships and Well-Being - Vanessa Patrick

Dr. Vanessa Patrick, a respected marketing professor at the University of Houston's Bauer College of Business, is revered for her notable research on the psychology of saying no. This research acts as the foundation of her book, The Power of Saying No. The seemingly simple act can be a strenuous inner struggle, but Vanessa insists it's an essential skill for preserving personal dignity and establishing a balanced life. Understanding the psychology behind our hesitance to refuse can liberate individuals from overcommitment and enable them to set healthier boundaries. In her conversation with Melina Palmer, Vanessa articulated that the challenge of saying no often stems from our fear of negatively impacting relationships or tarnishing our reputation. However, people's constant attempt to please others leads them to become a pushover, gradually erasing their individuality. Vanessa conveyed that saying no (using her method of empowered refusal) allows you to not just create and uphold your unique identity but also to avoid turning into a person who mindlessly accepts every request. In this episode: Discover the influence of saying no and how it enhances the quality of relationships and life. Learn actionable strategies to establish personal boundaries and become uncompromisingly committed to them. Recognize the primary function of personal motivations and beliefs in setting energized refusal. Grasp the dilemma of saying no in contrasting situations and the art of diluting social pressure. Acquaint yourself with the principle of opportunity cost and its immense relevance to making mindful trade-offs. Show Notes: 00:00:00 - Introduction, Dr. Vanessa Patrick is the author of The Power of Saying No and a professor of marketing. Her research focuses on understanding why people struggle with saying no and the importance of setting boundaries. In this episode, she discusses the dual drivers behind saying yes when we want to say no. 00:05:39 - The Fear of Saying No, Dr. Patrick explains that the fear of saying no stems from our desire to be liked and our concern for our reputation. We often say yes to maintain relationships and be seen as competent. However, saying no strategically can actually help us develop our unique skills and be known for our expertise. 00:07:50 - The Motivation Behind Studying Saying No, Dr. Patrick shares that her initial research focused on self-discipline and resisting temptation through self-talk. After publishing her findings, she realized the widespread struggle with saying no and the importance of understanding how to say no effectively. This led her to further explore the topic and eventually write her book. 00:11:25 - The Power of "Don't" vs. "Can't" Dr. Patrick introduces the concept of using "don't" instead of "can't" when saying no. By saying "I don't" instead of "I can't," we appear more empowered and in control. This small shift in language can make a significant difference in how others perceive our refusal. 00:16:05 - Building Personal Policies, Vanessa Patrick discusses the importance of reflecting on our beliefs and values to establish personal policies that guide our actions and decisions. These policies, similar to mental budgets, help us stick to our desired goals and make it easier to say no in various situations. 00:18:04 - Being the "Kind of Person" Who Says No, Vanessa emphasizes the power of framing our decisions as reflections of our identity. By saying "I'm the kind of person who..." we can effectively communicate our boundaries and say no more effectively. 00:19:26 - Navigating Asks in the Workplace, Vanessa provides a framework for deciphering asks in the workplace. She distinguishes between urgent and important tasks that require immediate action, and non-promotable tasks that may distract from our main responsibilities. She highlights the importance of balancing participation in non-promotable tasks and ensuring fairness in task distribution. 00:23:24 - Finding Value in Non-Promotable Tasks, Vanessa acknowledges that some individuals may find value in non-promotable tasks, such as party planning, as it aligns with their personal interests or provides visibility. However, she encourages individuals to ensure they are not solely responsible for these tasks and to create an environment where everyone's strengths are leveraged. 00:27:28 - Reframing Saying No, Vanessa reminds us that saying no is not a rejection of the person making the request, but a refusal of the ask. By reframing our mindset, saying no can become much easier. 00:32:25 - Is It A Salt or Lasagna Ask?, Vanessa explains the concept of "pass the salt" asks, which are easy and low-cost requests that can have a high benefit for the person asking. She also introduces the idea of "bake your famous lasagna" asks, which are requests that are costly for the person asked but have no real impact. Vanessa emphasizes the importance of saying no to these types of asks and prioritizing the "Hero's Journey" asks that make a difference in the world. 00:35:13 - Opportunity Cost and Saying No, Vanessa discusses the concept of opportunity cost and how every time we say yes to something, we are saying no to other opportunities. She highlights the need to intentionally consider the opportunity cost of our decisions and the importance of saying no to things that don't align with our values and goals. 00:37:10 - The (Non)Selfishness of Saying No, Vanessa challenges the notion that saying no is selfish, explaining that it is actually selfish for someone to ask us to do something that doesn't matter to us or leverage our strengths. She encourages individuals to recognize their right to say no and not feel guilty about it. 00:38:02 - Tips and Resources for Saying No, Melina mentions that Vanessa's book provides valuable tips and strategies for saying no, especially in different situations such as with bosses. Vanessa emphasizes the power of an empowered refusal, which effectively conveys your stance based on your values and priorities. She encourages individuals to own their no's and not make excuses or be wishy washy -- own those nos! 00:39:04 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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 Saying No, by Vanessa Patrick Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns Magic Words, by Jonah Berger What Your Employees Need and Can’t Tell You, by Melina Palmer Connect with Vanessa:  Vanessa on Twitter Follow Vanessa on LinkedIn Vanessa’s Website Top Recommended Next Episode: Influence Is Your Superpower, with Zoe Chance (ep 308) Already Heard That One? Try These:  Behavioral Science in the Wild, with Dilip Soman (ep 241) Framing (ep 296) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Influence, with Robert Cialdini (ep 157) Getting Along, with Amy Gallo (ep 269) A More Just Future, with Dolly Chugh (ep 247) Priming (ep 252) Framing (ep 296) Magic Words, with Jonah Berger (ep 301) Game Theory (ep 228) Inequity Aversion (ep 224) Mental Accounting (ep 282) Get It Done, with Ayelet Fishbach (ep 186) Defaults (ep 38) Subtract, with Leidy Klotz (ep 162) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter
7/27/202343 minutes, 34 seconds
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308. Powerfully Persuasive: Zoe Chance’s Magic Question (Refreshed Episode)

Dr. Zoe Chance emphasizes the importance of examining problems from different perspectives and setting long-term goals for success. Approaching problem-solving differently can result in innovative solutions that others might overlook. By aligning these objectives with Zoe's "magic question," individuals can foster a sense of collaboration and create opportunities for progress. Throughout the podcast, Dr. Chance shares stories of how people have successfully applied the magic question in various situations. For instance, she recounts the story of Gloria Steinem, who addressed the issue of sex trafficking in a Zambian village by asking the magic question, leading to a revelation that an electric fence was required to protect crops from elephants. Such examples reinforce the importance of aligning long-term goals with the magic question in order to effectively influence and create meaningful change. This episode, which features many insights from Zoe's book, Influence is Your Superpower, also highlights the importance of saying "No" (with a challenge to do so to every request for 24 hours) and the interesting way she set up her book chapters (along with some tips for aspiring authors). In this episode, you will be able to: Enhance your connections and communication through the strength of influence. Achieve better work-life balance by saying 'no' and outlining clear-cut boundaries. Embrace an innovative way of addressing problems and designing future targets. Comprehend the workings of decision-making and how to convince others with competence. Show Notes: 00:00:00 - Introduction, Melina introduces Zoe Chance and her book Influence Is Your Superpower. She highlights the relevance of the topic to the upcoming guest, Vanessa Patrick's book, The Power of Saying No. 00:03:24 - From Theater to Sales, Zoe talks about her experience in theater and how it helped her develop the skills to communicate, move, and connect with people. She also narrates her experience in sales, door-to-door sales, telemarketing, and marketing, where she learned about rejection and the importance of being comfortable with saying (and hearing) no. 00:06:44 - The Power of No, Zoe introduces her 24-hour no challenge, which she did for a whole month one November, and the 24-hour no challenge she gives her students. She explains how saying no can help build healthy relationships and create space in one's life. She also emphasizes the importance of not justifying one's no and the need to disentangle the request from the relationship. 00:10:23 - Handling Objections, Zoe talks about handling objections in sales training, addressing all the different kinds of objections that someone might have. She reveals that most sales training is about handling objections. She adds that it is often a good idea not to justify one's no because it can create a way for them to convince you to change your mind. 00:13:00 - The Worst Thing They Can Say is No, Zoe explains the mindset that "the worst thing they can say is no," -- how this is both helpful and harmful. 00:15:33 - Framing and Half Chapters, Zoe discusses her use of framing in her book, Influence Is Your Superpower, and how she structured the chapters to include shorter chapters between longer ones to create more momentum and ease of reading. She also shares her love for Harry Potter and how she used references to create a little magic for readers. 00:19:16 - The Magic of Harry Potter, Melina and Zoe bond over their love for Harry Potter and share their experiences visiting the Harry Potter Studios outside London. They discuss the level of thoughtfulness and detail that went into creating the world of Harry Potter and how it inspires them in their own work. 00:23:49 - The Power of Framing, Zoe explains the concept of framing and shares an example from her idol, Derren Brown, a mind reader and illusionist who is a master at directing attention. She discusses how framing works to focus our attention on one thing and make us ignore everything else, and how this is a metaphor for how our brain makes decisions. 00:29:22 - The Influence of Derren Brown, Melina and Zoe discuss the work of Derren Brown and how he is an expert in influence, even though he is not an academic. They share examples of how he uses questioning techniques to get people to believe certain things and how he can get them to choose something different from what they originally wanted. 00:31:38 - The Importance of Experimentation, Zoe emphasizes the importance of experimentation in behavioral science and how it is critical to test and iterate on things. 00:31:31 - Setting Goals and The Magic Question, Dr. Zoe Chance shares tips on setting long-term goals and using the magic question to collaborate and problem-solve with others. The magic question involves asking "What it would take...?" to achieve a specific goal or overcome an obstacle. By doing this, it shifts the mindset from resistance to collaboration, and the other person becomes committed to supporting the outcome. 00:35:20 - Personal Journey of Transformation, The book Influence Is Your Superpower is a personal journey of transformation to becoming someone that people want to say yes to. It provides readers with the tools needed to gain influence through personal and professional relationships. The book is focused on collaboration and problem-solving to achieve goals. 00:37:06 - Connecting with Zoe Chance, The best way to get the book Influence Is Your Superpower is through Zoe Chance's website, Zoechance.com. You can connect with her on Twitter, where she shares tips and engages with readers. She encourages readers to share how they use the tips from the book. 00:38:39 - Using the Magic Question, The magic question "What would it take?" is a simple yet powerful tool that can be used to achieve goals and overcome obstacles. It involves asking the other person what it would take to achieve a specific goal or overcome an obstacle. This approach shifts the mindset from resistance to collaboration and helps to identify the roadmap needed to achieve the desired outcome. 00:39:14 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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: Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns Magic Words, by Jonah Berger The Power of Saying No, by Vanessa Patrick What Your Employees Need and Can’t Tell You, by Melina Palmer Connect with Zoe:  Zoe on Twitter Follow Zoe on LinkedIn Zoe’s Website Top Recommended Next Episode: A More Beautiful Question, with Warren Berger (ep 200) Already Heard That One? Try These:  Framing (ep 296) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Influence, with Robert Cialdini (ep 157) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) Getting Along, with Amy Gallo (ep 269) A More Just Future, with Dolly Chugh (ep 247) Non-Obvious Thinking, with Rohit Bhargava (ep 297) What is Questionstorming? (ep 215) Priming (ep 252) Framing (ep 296) What is Cognitive Semiotics? With Sarah Thompson (ep 259) Leveraging Metaphor, with Olson Zaltman (ep 181)  Magic Words, with Jonah Berger (ep 301) The Sense of Sight (episode 24) The IKEA Effect (ep 112) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Zoe’s Yale Faculty Page How to Make a Behavior Addictive: Zoë Chance at TEDxMillRiver Derren Brown, The Apocalypse Derren Brown, Perfect Present
7/24/202341 minutes, 39 seconds
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307. Unlock Your Potential: The Ultimate Guide to Great Mentorship with Scott Miller

Mentorship is a critical component of personal and professional growth. A supportive mentor enables mentees to develop critical skills, make better decisions, and achieve their goals faster by providing guidance, perspective, and encouragement along their journey. Furthermore, mentors benefit by expanding their network, reinforcing their knowledge, and deriving satisfaction from contributing to the success of others. Mentorship is a valuable, reciprocal relationship that fosters learning, development, and change for both the mentor and mentee. In the podcast, Scott Miller shares his insight into how mentorship can impact individuals in various aspects of life. He offers personal stories and experiences, highlighting the importance of recognizing the potential mentorship opportunities that exist beyond traditional boundaries. By emphasizing the powerful and transformative effects of mentorship, Miller encourages listeners to actively pursue mentoring relationships that enrich personal and professional lives, and explains the 13 roles mentors play, based on information in his book The Ultimate Guide to Great Mentorship. In this episode: Unveil the importance of mentorship and why anyone can be a mentor. Decode the 13 essential roles of mentors in guiding their mentees. Realize the value of genuine feedback and vulnerability in fostering strong mentor-mentee connections. Examine the lifelong benefits that mentorship can provide for you and your career. Identify how everything from setting boundaries to celebrating matters in the mentor-mentee relationship (and some language to help you along your way!) Show Notes: 00:00:00 - Introduction, Scott Miller is a multi best-selling author, special advisor on thought leadership for the Franklin Covey Company, and a globally celebrated keynote speaker. He has previously been a guest on The Brainy Business podcast to discuss his books Marketing Mess to Brand Success and Management Mess to Leadership Success. In today's episode, he talks about his new book, The Ultimate Guide to Great Mentorship. 00:06:42 - Importance of Mentorship, Mentorship is a key part of companies' employee development plans. However, most people don't know what to do as a mentor. Scott wrote The Ultimate Guide to Great Mentorship to help people become better mentors. The book outlines 13 roles that all mentors can play, which will help them ask better questions, be more patient, and be more thoughtful. 00:10:16 - Informal Mentorship, Scott shares the story of how Bruce Williams, a radio host who has since passed away, became a mentor to him without ever knowing it. This highlights the importance of informal mentorship and how people can redefine what mentorship looks like. For example, by following favorite bloggers or podcasts, those thought leaders can be a mentor to you (even if you never talk to them and they don’t know your name). 00:14:21 - The Power of Mentorship, Scott and Melina discuss the impact of mentorship on individuals and society, highlighting the importance of having a framework for effective mentorship. Scott introduces his book, The Ultimate Guide to Great Mentorship, and introduces the 13 roles a mentor can play. 00:17:32 - The 13 Roles of Great Mentorship, Scott discusses the 13 roles a mentor can play outlined in his book, emphasizing that a mentor may not necessarily play all 13 roles and why they need to adapt their role depending on the mentee's situation (you aren’t just one “type” of mentor, you need to wear multiple hats during your time as a mentor). He highlights the importance of having an awareness of these roles and how they can be used to support a mentee effectively. 00:21:01 - The Importance of Validation in Mentorship, Scott shares his personal story of being validated by a stranger at a young age, which had a profound impact on his life. He emphasizes the role of the Validator in mentorship and the power of validating a mentee's genius, skill, and talent. He provides tips for how to effectively validate a mentee and how this can be a transition point for them to move towards more effective mindsets. 00:23:05 - Scott's Six-Step Closing Process, Scott introduces his six-step closing process, which includes naming what has been learned from the mentee, validating their genius, and setting them on their way. He emphasizes the importance of taking away something from each mentor session and using it to improve oneself. 00:28:34 - Caution for the Validator, The Validator role in mentoring should be used with care. Rather than validating mentees for small actions, acknowledge their genius, and give them lifelong courage to retrieve it when they need it. 00:32:41 - The Flagger Role, The Flagger is the challenger on steroids, who stops a conversation in its tracks to challenge an idea. Diplomatically flagging issues prevents potential conflict in the future. 00:37:57 - The Boundary Setter, Setting boundaries is an uncomfortable yet essential conversation that every mentor needs to have. Mismatched or unfulfilled expectations cause most conflicts in life, and setting clear boundaries is key to avoiding any potential issues. Scott provides some sample language the listener can use in their own mentoring sessions immediately. 00:41:24 - Honing in on Boundaries, It's important to have a clear understanding of each other's boundaries in mentorship. Starting with an uncomfortable conversation about boundaries can prevent future awkwardness and allow for a more productive relationship. 00:42:53 - Importance of Situational Mentorship, Scott emphasizes the importance of situational mentorship and tailoring conversations to the mentee's needs. He suggests checking out greatmentorship.com for videos and tools, and invites people to connect with him on social media. 00:44:27 - Scott's Impact on Melina, Melina thanks Scott for being a mentor to her, and Scott reflects on how anyone can be a mentor (with or without realizing it). They encourage listeners to reflect on who has impacted their lives and consider sharing their gratitude with them. 00:45:00 - What is Mentorship?, Melina and Scott discuss the meaning of mentorship and how it can be informal and brief. They encourage listeners to reflect on the mentors in their lives and consider sharing their impact with them. 00:46:19 - Reflecting on Impactful Moments, Melina encourages listeners to reflect on small or big moments that were impactful and consider who was part of them. She suggests telling mentors how they have impacted their lives and invites listeners to connect with her and Scott on social media. 00:46:30 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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 Ultimate Guide to Great Mentorship, by Scott Miller Management Mess to Leadership Success, by Scott Miller Marketing Mess to Brand Success, by Scott Miller Fierce Conversations, by Susan Scott What Your Employees Need and Can’t Tell You, by Melina Palmer Connect with Scott:  Scott on Instagram Follow Scott on LinkedIn Scott’s Website Top Recommended Next Episode: Management Mess to Leadership Success, with Scott Miller (ep 69) Already Heard That One? Try These:  Marketing Mess to Brand Success, with Scott Miller (ep 156) Overcoming Imposter Syndrome (ep 306) Change Management: It’s Not About The Cookie (ep 226) Anchoring and Adjustment (ep 11) Relativity (ep 12) On-Air Coaching Call with Mariel Court (ep 10) Secrets of Motivation and Incentives with Tim Houlihan (ep 109) The IKEA Effect (ep 112) Priming (ep 252) Framing (ep 296) The Brainy Benefits of Gratitude (ep 248) Celebrate! It’s More Important Than You Think (ep 236) Stressed and Overcommitted? Tips to Overcome Planning Fallacy (ep 114) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Scott’s Site: GreatMentorship.com
7/20/202347 minutes, 40 seconds
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306. Conquer Imposter Syndrome and Boost Confidence in Business (Refreshed Episode)

Self-doubt can be a significant barrier to success in business, holding individuals back from pursuing opportunities or capitalizing on their strengths. Overcoming self-doubt requires anyone in business (especially entrepreneurs) to develop a positive mindset, embrace their expertise, and trust their instincts in decision-making. By actively combating self-doubt and harnessing confidence, entrepreneurs can overcome the obstacles holding them back, paving the way for professional and personal growth. Host Melina Palmer emphasizes the importance of overcoming self-doubt in the episode, offering practical advice for those grappling with imposter syndrome or a lack of confidence. She endorses the use of daily affirmations, practice in speaking confidently, and actively engaging in activities that boost self-esteem. By overcoming self-doubt, entrepreneurs can unleash their full potential, contribute positively to their businesses' success, and advance toward the realization of their goals and ambitions. In this episode, you will be able to: Realize the significance of a positive attitude in boosting entrepreneurial achievements. Master techniques to conquer impostor syndrome through role-playing and self-assurance methods. Grasp how flexible thinking can break barriers and facilitate entry into new markets or pricing changes. Learn about anchoring and adjustment to establish pragmatic and rational goals. Appreciate the influential role of mentorship in sculpting personal and career advancements. Show Notes: 00:00:00 - Introduction, Melina welcomes listeners to episode 306 of The Brainy Business podcast, which is all about adjusting one's mindset and overcoming impostor syndrome, particularly when it comes to pricing. She encourages listeners to be open-minded and ready to adjust their anchors, priming, and mindset to achieve their goals. 00:03:36 - Mindset Challenges, Melina notes that mindset issues can make or break one's business and impact confidence around pricing and offerings. She emphasizes the need for listeners to be aware of vicious cycles that can drag them down and to focus on virtuous cycles such as the confidence-competence loop. Melina recommends practicing saying new prices aloud, building one's confidence and training one's brain to project confidence. 00:08:25 - The Role of Confidence, Melina shares her experience working at Alaska Airlines and how her training there helped her project confidence when quoting prices. She explains how projecting confidence is vital in sales and how, regardless of the price, one needs to say it confidently without hesitation. Melina also shares how her first agency job helped shape her mindset about billable hours and not discounting on the back end. 00:11:45 - The Importance of Confidence, Melina highlights how projecting confidence is essential when quoting prices and how the subconscious brain of buyers pick up on the slightest sense of hesitation. She advises listeners to train their brains by practicing saying new prices aloud, projecting confidence, and speaking as if they were telling someone the weather. 00:16:22 - Mindset is Key for Success, Melina emphasizes the importance of having a positive mindset and believing in your worth. She explains that having the right mindset is crucial in pricing conversations, networking events, live videos, and other situations where you need to show your worth. 00:17:35 - Setting Realistic Anchors, Melina talks about the behavioral economics of mindset, specifically anchoring and adjustment and relativity. She explains that we tend to set an unrealistic anchor by comparing ourselves to top-performers in our industry, which can result in feeling stuck and not taking action. She advises resetting your anchor to where you are now and taking small steps each day. 00:19:31 - Setting Achievable Goals, Melina encourages listeners to focus on where they are now instead of setting unrealistic goals for the future. She emphasizes the importance of taking small steps each day and adjusting your anchor to the present offering you have out there. She also highlights the importance of long-term planning sessions and having goals for where you want to get to eventually. 00:21:07 - Overcoming Self-Doubt, Melina acknowledges that self-doubt and imposter syndrome are common among many people. She advises listeners to take small steps each day to gain more competence and confidence. She also shares some Dr. Seuss quotes that she finds inspiring and applicable to mindset. 00:28:19 - The Importance of Mentorship, Melina talks about her upcoming episode with Scott Miller (307), where they will be discussing his new book. The Ultimate Guide to Great Mentorship. 00:29:04 - Conclusion, Melina's top insights from the conversation. 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: [email protected] 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 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 Us, by Dominic Packer and Jay Van Bavel Magic Words, by Jonah Berger A More Beautiful Question, by Warren Berger Both/And Thinking, by Wendy Smith and Marianne Lewis The Power of Saying No, by Vanessa Patrick Top Recommended Next Episode: Management Mess to Leadership Success, with Scott Miller (ep 69) Already Heard That One? Try These:  Anchoring & Adjustment (ep 11) Relativity (ep 12) The Truth About Pricing (ep 5) Priming (ep 252) Framing (ep 296) Leveraging Metaphor, with Olson Zaltman (ep 181)  Overview of Personal Biases (episode 45) Herding (episode 264) Overwhelm and its Impact on Decisions (ep 32) Selective Attention Biases (ep 50) Ultimate Pricing Confidence (ep 66) How to Set, Achieve, and Exceed Brainy Goals (ep 70) Prefactual Thinking (ep 232) Counterfactual Thinking (ep 286) How To Stack and Bundle Products and Services (ep 84) How To Raise Your Prices (ep 77) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Yes, Impostor Syndrome Is Real. Here’s How to Deal With It Cognition and Performance: the Relation to Neural Mechanisms of Consequence, Confidence, and Competence 37 Dr. Seuss Quotes That Can Change the World
7/17/202330 minutes
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305. Finding Your Congregation: Culture as a Catalyst for Connection in Brand Building with Marcus Collins

To build authentic brand connections with customers, it is essential for marketing professionals to understand the unique cultural context within which their target audience exists. This encompasses not only the cultural values and beliefs of the intended market but also the broader societal context within which these individuals reside. By accurately identifying their congregation (NOT target market) and their specific cultural attributes, marketers can create tailored messaging that communicates more effectively with the intended consumer base. In the podcast, Dr. Marcus Collins discusses his experience working with various brands, such as Beyoncé, Budweiser, and the Brooklyn Nets, that have built authentic connections with their customers by leveraging behavioral science. As a marketing professor and industry professional, Collins emphasizes the importance of finding a "congregation" of like-minded individuals who share the same beliefs, values, and attitudes as the brand. By focusing on these shared attributes, companies can create more genuine and meaningful relationships with their customers, fostering loyalty and a sense of real connection. In this episode, you will: Understand the significance of culture in crafting effective marketing campaigns. Realize the potential of focusing on a congregation over a target market for greater influence. Grasp the art of blending brand values with cultural norms to create authentic connections. Appreciate the benefits of a humble approach in navigating the ever-changing societal landscape. Analyze successful implementations of cultural marketing by leading companies. Show Notes: 00:00:00 - Introduction, Host Melina Palmer introduces Dr. Marcus Collins, an award-winning marketer, cultural translator, and author of For the Culture. 00:02:21 - Dr. Marcus Collins' Background, Dr. Collins talks about his background, growing up in Detroit, studying engineering, and his journey into marketing, including working at Apple and running digital strategy for Beyoncé. 00:06:29 - Importance of Culture, Dr. Collins explains the importance of culture and how it influences people's behavior and decision-making. He believes that understanding and respecting culture is crucial for businesses to effectively connect with their audiences. 00:09:40 - Learning About People, Marcus shares a pivotal moment in his career when he realized that his understanding of social media was limited because he didn't understand people. This realization led him to study human behavior and psychology, which has been instrumental in his work as a marketer. 00:14:13 - Marketing to Diverse Audiences, Dr. Collins discusses the importance of marketing to diverse audiences and the challenges that come with it. He emphasizes the need for businesses to go beyond surface-level diversity and truly understand different cultures and communities. 00:14:22 - The Power of Influence, Marcus Collins talks about the power of influence and how he became a better practitioner by studying network theory and the social sciences. He also shares how theory helped him launch campaigns for the Brooklyn Nets and Budweiser. 00:15:45 - Career Journey, Marcus Collins shares his journey from wanting to study musical theater to becoming a marketer and eventually pursuing a doctoral degree in sociology. He also talks about the importance of having mentors. 00:19:13 - Learning from Dan Ariely, Marcus shares his experience of being connected to Dan Ariely. Melina also shares about the kind nature of Dan. They collectively agree on the power of asking questions and being generous with others. 00:22:06 - Consumer Culture Theory, Marcus Collins talks about his doctoral research on consumer culture theory and how he became interested in the role of culture in understanding consumer behavior. He also discusses the evolution of marketing, from using psychology to sociology to culture to better understand people. 00:27:21 - Find a Congregation, Marcus discusses the importance of finding a congregation – or a group of people who share your values and beliefs – rather than a generic target market. He emphasizes the need for brands to focus on building a community and connecting with their audience on a deeper level. 00:28:37 - Understanding People and Business, People are at the core of business. Culture is anchored in our identity, and our identity is the character in the story we tell ourselves. Therefore, companies should target people who see the world the way they do, and those people will not only consume but also tell other people like them. 00:31:23 - Finding the Congregation, The biggest cheat code for understanding the underlying physics of humanity is behavioral sciences. Consumption is a cultural act, and our consumption is a product of our cultural subscription. Therefore, companies should focus on finding the congregation of people who see the world the way they do, and those people will do the marketing and communication for them. 00:35:01 - Relating it to Nike's Core Belief, Nike believes that every human body is an athlete, and they exist to help people realize their best athletic self. Nike talks to athletes, not people who just buy sneakers. They preach the gospel to their congregation, which is made up of many tribes who see the world the way they do. And those people not only consume but also share the gospel with other peop