00:00:00
A lot of people do this on dates and it drives me crazy. Look, watch this. Vanessa, yesterday you and my team did
00:00:06
some matchmaking. Yes. Okay, so we had the very first date and I pre- coached a gentleman and I was coaching the girls
00:00:12
via an earpiece and I was shocked by these dates. Please don't do
00:00:18
that. This is why we're having a baby crisis. I got angry after this date. Why? I was
00:00:25
like, girl, we handed this guy to you on a silver platter. She was physically attracted to him and I asked her, "Would
00:00:30
you like to go out with him again?" And she said to me, "Really?" Yeah. Yeah. And now we are missing opportunities for
00:00:35
connection, the thing that's going to make us healthy, happy, and live a long time. Vanessa Van Edwards has helped over 400,000 students crack the code on
00:00:43
human behavior, decoding universal body language, and sharing sciencebacked secrets for better dates, smoother
00:00:49
conversations, and bigger career wins. Vanessa Van Edwards, welcome back. The
00:00:54
first place I want to start is, can we change who we are? They've actually researched this and every person on
00:00:59
planet Earth has these five personality traits and they fall on a spectrum high, medium or low and they're somewhere
00:01:05
between 42 to 57% heritable for example neuroticism which is how you worry and high neurotics like me produce less
00:01:12
serotonin more slowly. Serotonin makes us feel calm and so like I am having far more negative experiences than the same
00:01:18
person in the room and that's genetic. But there is 30 to 40% potential for change. You want a better relationship,
00:01:23
you want a raise, you want a promotion, you want more friends. The good news is anyone can learn these cues and techniques such as decoding the seven
00:01:30
universal micro expressions we all do unconsciously. How to spot a liar, the number one mistake people make in a
00:01:36
first impression and how to become a master communicator. Can I teach them to you, please? Let's start
00:01:42
with This has always blown my mind a little bit. 53% of you that listen to this show regularly haven't yet
00:01:49
subscribed to the show. So, could I ask you for a favor before we start? If you like the show and you like what we do here and you want to support us, the
00:01:55
free simple way that you can do just that is by hitting the subscribe button. And my commitment to you is if you do that, then I'll do everything in my
00:02:01
power, me and my team, to make sure that this show is better for you every single week. We'll listen to your feedback.
00:02:07
We'll find the guests that you want me to speak to, and we'll continue to do what we do. Thank you so
00:02:14
much. Vanessa Van Edwards, welcome back. Thank you for having me back. How you
00:02:19
been? Oh my gosh, your folks are so kind. Can I just say since the last
00:02:25
interview, the incredible people have reached out and just been supportive and
00:02:30
kind. They ask amazing questions and so I'm just so grateful. So, I've been really good. Just in case anybody
00:02:35
doesn't know who you are and what you do, you're going to have to take me back. What is it you do and who are you? I'm a recovering awkward person and I
00:02:42
help other awkward folks learn how to communicate. I have books and courses and I love helping very very smart
00:02:48
people share their ideas better. Communicate online and in person. Oh, all of it. All of it. Slack, text,
00:02:54
email, online, in person, on the phone. We can talk about vocal power, video power. You are communicating all the time even if you don't realize it. And I
00:03:00
that's that's the hidden opportunity. How important is it like how pivotal is it and can it be for someone's life if
00:03:06
they master the skill of communication, first impressions, and all of the things that you educate us on so articulately?
00:03:13
It will get you everything you want. You want a better relationship, you want a soulmate, you want a raise, you want a
00:03:19
promotion, you want a business, you want more friends, you want a support system, it will even get you longevity. That's
00:03:24
how strong I feel about it. If you have incredible relationships and you're able to communicate your ideas so people like
00:03:29
you and they listen, your life changes. But is it is it not genetic? You know,
00:03:36
like are are we set in our ways? Look, there are certain people born out the womb charismatic. Great hand gestures,
00:03:42
great eyebrows right out the womb. There are those very unique people, but most of us learn charisma. Most really,
00:03:49
really charismatic leaders, they've learned, ah, this non-verbal cue gets people to smile. Oh, this vocal power
00:03:56
people pay attention and lean in. And they've accidentally or purposefully learned how to hone their charisma. And the good news is, I think anyone can
00:04:03
learn it. Anyone, no matter how awkward you are, believe me, I'm proof. You can learn it. You're proof. I'm recovering
00:04:08
awkward person. I was so awkward. I have I had a really hard time communicating with people. I was not wellliked. I was
00:04:14
had very few friends. If I can learn it, anyone can learn it. I promise. It's almost impossible to believe that you
00:04:20
were an awkward person. I promise. I You know, also awkwardness dresses up in different ways, right? So, I think most
00:04:27
people when they think of awkward, they think of that stereotypical robotic unreadable saying weird things. That was
00:04:32
not my brand of awkward. My brand of awkward was trying to be impressive when I clearly wasn't. Telling funny stories
00:04:38
that were not funny, talking too much. Shocker, right? It was saying the wrong
00:04:44
things and overcommunicating. I also had that Labrador energy, you know, like that golden retriever energy where I'm
00:04:50
like, do you know what I mean? She just stuck her tongue out. I'm like super into people. And that was awkward because
00:04:56
people would be like, "Back up. It's okay." And that was awkward because it created I I was so overeager. I so
00:05:03
wanted people to like me that I feel like, you know, I was leaning into everyone all the time and that created
00:05:09
awkwardness for people because I was trying so hard. Write into the show or speak to me in the street and it's so
00:05:14
surprising that the thing even if they live in these, you know, densely populated cities, the sort of most pressing issue on their mind is I don't
00:05:20
know how to make a friend. And it's funny because sometimes they start to be in a gym and it's like there's 300 people surrounding us right now and not
00:05:26
knowing how to walk up and say hello or introduce yourself. Yeah. But a lot of us I think have casual friends. We have
00:05:33
like you know acquaintances, people they know what we do but then we don't know how to level up. Like I believe that
00:05:39
everyone should have core friendship values. Mine are for me personally
00:05:45
respect meaning they don't show up late. They respect my time. Self honesty. I
00:05:50
actually like honesty but I prefer self honesty in a friend. I had friendships that didn't work for a long time because
00:05:56
they lied to themselves about things. And I am not a liar. So I would be like, "But he's terrible to you." And they'd
00:06:02
be like, "What? No, he's not." Selfdeception doesn't work for me. That's a core friendship value. Cannot
00:06:08
do it. Do you know what I'm saying? Self honesty. Self honesty specifically. Um, and the last one is depth. So once I
00:06:15
started going deep, I realized I need that. I cannot have a surface level friend. Like I want to know how is your
00:06:21
marriage, but how is it really? Like I want to go really really deep. And if I sense that there's any kind of
00:06:26
hesitation there, we're not going to be friends. So, I think it's important to think about, yes, hobbies, great, like
00:06:33
you want to do activities with these people, but what are your core friendship values? And how do I figure out what my core friendship values are?
00:06:40
Okay. Think about all the things that drive you crazy about your current friends. Okay. Okay. Yeah. Think about
00:06:49
friendships that didn't work out, that had a lot of potential, but like they you just they fizzled. you never quite
00:06:55
had a good time with them or friends that you get together with them all the time but they still they still wouldn't
00:07:00
be a best friend. Why? Okay. Yeah. Like what what is blocking what is missing there and it could be on
00:07:07
either side, right? It's like not all just up to them. So think about what drives you crazy and then like what makes you feel healed, what makes you
00:07:13
feel good, what makes you feel calm, what makes you feel like yourself. Personal responsibility is a big one for me. I think give me an example of that.
00:07:19
Just like it's it's a deep belief that you are in control of your life and you are control of your outcomes because
00:07:25
then it's like almost the antithesis of victimhood. Totally. And you don't want to be dealing with a friend who's um
00:07:31
chronically engaged in like victimhood, you know. So that was you want heroes. And how many people have you taught the skill of better communication and better
00:07:39
connections to in the last decade? Oh my gosh. Well, at least 400,000 students who I can count, but millions more.
00:07:46
Millions. 100,000 students. Yes. And it's it's actually probably way more than that, but that's just what we can
00:07:52
count. And what is like the essence of what they're trying to get? Cuz obviously a skill is a path to something
00:07:57
that they want. What is the thing that they want? They want to be master communicators. Why? They want to be able
00:08:04
to ask for what they want and get it. If you are a master communicator, no matter what you want, again, if it's a partner
00:08:10
or a business deal, you can get it if you can communicate. Well, can you make me a master communicator? For sure.
00:08:15
Let's do it then. Let's do it. The first place I want to start is with first impressions. Yeah. And how one can make
00:08:22
a great first impression because first impressions are like I make them all day every day. When I meet people on the
00:08:27
podcast, in business, in in the street, at the gym, someone might listen to the show, they come up to me. So, I'm
00:08:33
constantly trying to think about how to make a better first impression because from the work that I've read of yours, they really matter, right? They really
00:08:39
matter. They really our first impressions are actually very accurate. They they find 76% accurate with our
00:08:45
personality traits. In other words, people can accurately guess after a first impression how extroverted you are, how agreeable, how neurotic.
00:08:51
Actually, neurotic is the hardest one to guess. We can hide that really well. Openness and conscientiousness. We're
00:08:56
pretty good at guessing that. Like, I could guess that based on just the first few seconds of interaction, which means they're lasting. So, if you've made a
00:09:03
bad first impression, it's hard to recover. I I hate to be the bearer bad
00:09:08
news. We can work on it, but nailing that first impression will set you up for a lifetime of success with that
00:09:13
person. So, it's very important that we don't throw them away. And this is the number one mistake people make in a first impression. They do it like
00:09:21
this. Oh, hi. Nice to meet you. Looking down at their phone or their iPad or their computer or their notepad or their
00:09:28
book. When we are looking down, it looks very much like the universal defeat posture. Universal defeat is when we
00:09:35
tuck our chin to our chest. We usually have our very little space between our shoulders and our earlobes. We have our
00:09:41
arms close to our sides. This Yeah. Don't you feel kind of horrible? You look horrible. Oh, thank you.
00:09:49
When you check your phone, every time you check your phone, you accidentally look like a loser. And I mean that
00:09:54
literally in terms of losing and winning. So, in a first impression, you're waiting in the waiting room for a big job interview. You're waiting for
00:10:00
your date for possibly your perfect person. And what are you doing? Checking your phone. So, I'm I'm sat there
00:10:06
looking like a loser. Yeah. That first impression that happens in the first few seconds of seeing you. And this is another mistake introverts make. They
00:10:12
think their first impression happens starts the moment they start talking. No, your first impression happens the
00:10:18
moment someone first sees you. That's when they walk into a room, open the door, walk into a restaurant, or look at your profile picture. Profile pictures
00:10:26
are even more important. They've found that people make a first impression of you within the first 100 milliseconds of looking at your profile picture. That's
00:10:33
so fast that you barely even realize you saw a picture. But we are so attuned to look at someone's facial expressions,
00:10:39
their body posture, what's visible, our clothing, our ornaments. And what's fascinating about this research is they
00:10:46
found that different pictures of the same person can give different first impressions, which means we are in
00:10:53
control of our first impressions. If different pictures of the same person, like if you have five different pictures
00:10:58
of yourself and you put them up all different LinkedIn profiles, you people are going to make different judgments of you, which means you can control the
00:11:04
kind of judgment you want to make by picking the right picture, but also having the right body language when someone first sees you. Someone did a
00:11:10
study on that. Yeah, I think Simin Vazier, I think, did this study. Yeah, don't quote me, but I I believe Simin
00:11:15
Vazier does a lot on digital first impressions. And what's incredible is that small tweaks to your cues can have
00:11:23
a massive impact on your impression. So, for example, I've played around with this on mine where I'll have my hand in
00:11:28
my picture. Like, there's a big difference. If you were to see me like this with my my face on my hand, it's
00:11:33
called a face platter. Okay? So, for anyone that can't see you, you've got both of your hands out and your chin
00:11:40
resting in the middle of it. It's called a face platter, right? Think of like my face on a platter for anyone who's listening. This is a very different
00:11:46
impression than this. Like same face, face platter, warm, almost feminine,
00:11:51
kind of girly versus this. Very professional, very competent. Just that one difference. So all these cues are
00:11:58
changing, especially if you're h for impression happening on dating profile apps on LinkedIn, in your email, like a
00:12:04
little picture in email, your website. It is changing the way people treat you and think of you. Okay. So let me show
00:12:09
you some profile photos. I would love to see. And you tell me what they're giving. All right. Okay. What is this
00:12:15
giving? Okay, so she's leaning her head to one side with her cheek on her hand.
00:12:21
First, immediately a head tilt. Head head tilt is a universal sign of engagement and warmth. She's giving me
00:12:26
nurturing vibes. Doesn't Don't you want to tell her all your problems? Like I would guess she's a therapist or a life coach. She has a watch on, which is a
00:12:32
good ornament for competence. So, she's probably a therapist or maybe a psychoanalyst. Probably has a degree. She also wears glasses. We like women in
00:12:39
glasses and makeup for very competent. That actually ups our competence factor. By the way, this is just the research, not my opinion. And she has a a sweater
00:12:47
tied around her uh top, and that's very conservative. So, I would say warm and nurturing. Could be a grandmother likely
00:12:53
in a self health profession. Correct.
00:12:59
So, some cues there we can learn from is we want to balance out the friendliness, the the warmth, the approachability with
00:13:05
the with the take me seriously. So, you take her seriously because of her watch and her glasses and her lack of a smile.
00:13:11
Those are all cues of competence. We like that. We also like those cues of warmth. Head tilt, hand on face, and a
00:13:19
soft smile. So in that way, it's a perfect bl balance or blend. What about this guy profile photo? Okay. So we are
00:13:27
seeing a gentleman with uh no hands. So we see no hand gestures, just his face. He's also tilting his chin down and his
00:13:33
forehead is forward. Um you also see a genuine smile. The best thing about this picture is he's doing an authentic smile because you can see those cheek muscles
00:13:40
are activated. Uh, zepper upper zygomaticus. Terrible at saying that, but these muscles are activated. So,
00:13:46
very likable. Oh, yeah. I like that. Good job. Yes. I love this smile. Um, so we love that authentic smile. So, he's
00:13:52
very warm and approachable. He's also making eye contact with the camera. Slight head tilt. I would actually say this is very warm, almost too warm. If
00:13:58
he is a doctor or a professor or someone who needs to be taken seriously, I don't know if I'd go to him
00:14:04
with my problems. It's a lot of warmth for that photo. And by the way, I want to make this as helpful for folks at home. So, think of your impression like
00:14:12
a thermostat. You can dial up your trust and your approachability by adding cues. So, if you want to add warmth or trust
00:14:18
or liability, you can add a head tilt. You can show your hands. Movement is also one. So, sometimes you'll see
00:14:24
people who are like leaning their head over to the side or even in the process of a walk. That's why all those photographers use wind. Oh, yeah. Yeah.
00:14:32
It actually adds like this weird element of warmth if you want to dial up um competence power. If you want to be
00:14:38
taken seriously, especially if you're in a career where you've been challenged or interrupted or not taken seriously or
00:14:44
underestimated, you really want to dial up competence in your profile picture. Like the cover of my books, I am not
00:14:50
smiling. And that is because I'm a quite a smiley person and I want people to take me seriously. So, I made a choice
00:14:55
to not smile on my covers. What about this chap? All right. This is a dating app profile photo. Look, I love it.
00:15:02
Okay, this guy has a cat around his neck. And you know what? I love it. Why?
00:15:07
Because if you love cats, you're going to love this guy. If you hate cats, you're going to swipe. We want to make
00:15:14
people not like us with the ornaments we choose, right? Like, I love when my husband wears a cowboy hat because
00:15:20
certain people are going to love it. Certain people aren't going to like it. He's going to find his people. We're in Austin, Texas, so it would be weird if
00:15:25
he like wore it in London or something like that. D, what' you think? Okay, so I do not like sunglasses in photos at
00:15:32
all. And the reason for this is because research shows that we can produce oxytocin, which is the chemical of connection even through a lens. When you
00:15:40
can't see someone's eyes, it puts a little barrier in our head of like, I don't know. I don't know about this
00:15:46
person. That's chemically your body being like, I cannot see her eyes. So, I'm a hard no on sunglasses. This is
00:15:51
like she's very distant from me. Even though she has a beautiful smile, I can't see the upper cheek muscles and I can't see her eyes. is does that apply
00:15:57
to real life too? The sunglasses point. Like does it disconnect us from people? You know, I haven't seen research on that. I've only seen research on
00:16:04
sunglasses in photos. So, I'm going to say in person I think it's okay. But I will say like have you ever been with
00:16:09
someone and they like take off their glasses to see you better? Has that ever happened to you? Yes. It feels good.
00:16:16
Yeah. Like they can if you want to show someone, I'm going to really listen to you. Take off your glasses or roll up
00:16:22
your sleeves. So there's also we know this is a cue is like let's get into it. I often see like leaders when they're
00:16:28
getting into the get into it part of their speech they roll up their sleeves. Another one that I like is this one
00:16:33
rubbing your hands together. Okay. So this is a universal get ready cube. If you are about to share something really
00:16:39
really good to your team. You want to go like this guys. I got something good today.
00:16:46
You would like it. You would like it if we were in a team meeting. Yeah. Okay. Right. You got because it's a universal
00:16:51
cue of warming up. So, going back then to first impressions, how do I make a really bad
00:16:57
first impression? A really bad first impression. Yeah. So, we'll do the bad first, then we'll do the good. You said one of the the worst things one can do
00:17:04
is to walk up on their phone, on a device, etc. Okay. So, bad is taking up as little space as possible. Yeah.
00:17:09
Right. No space between our arms and our torso, no space between our shoulders and our earlobes. Um, the second thing
00:17:15
is hidden hands. So, hands in pockets, hand to the table, hands not in shot. We
00:17:20
like to see hands, especially right away. It makes us feel intention, right? We like know what's going to happen. So, I'm like, "Hi, good to see you." I put
00:17:27
my hands, a lot of my hands are in my profile pictures. That's a bad one is hidden hands. And the last one is
00:17:32
avoidant gaze. We really do like to make eye contact within the first few seconds of meeting someone. It makes us feel
00:17:38
like someone's avoiding that oxytocin. It gives us a chemical burst of trust. They've even, you know, had people do
00:17:44
nose sprays full of oxytocin and it immediately makes them share more, open more, connect more. Yeah. So, we want
00:17:49
direct eye contact, visible hands, and a broad body. What about I call the triple
00:17:54
threat, by the way. The triple threat. That's the triple threat. What about when sat at a table like this? Because I I sit here for hundreds and hundreds of
00:18:01
hours listening to people. Yeah. And I am I've never said this before, but I'm always really quite conscious about my body language because I don't want to
00:18:07
signal the wrong thing, but because I'm thinking about so many things at once. I'm like doing research while someone's
00:18:12
talking. I'm reading my notes. I'm writing sometimes. I'm jotting something down and I'm thinking about the next
00:18:17
thing I'm thinking about the edit. There's a lot going on in my head. Um I never want them to misconstrue it as
00:18:22
like a reflection on them. Mhm. So, what would you re how would you recommend that I conduct myself whether it's as a
00:18:30
podcaster or in a meeting when you're with a client or whatever to signal that I'm warm and competent and all the good
00:18:37
stuff. Okay. So, first easiest one is you're always angled towards me. I'm so grateful that you don't have us angled
00:18:43
at a V. So many podcasts I do are like that and it is very hard to connect with someone when they're like that. So,
00:18:49
you're already laying the groundwork of of of being aligned in your office right now. If you work at an office, move your
00:18:55
chairs so they're not at an angle towards you that they're right at you. That's already going to set you up for success because I know we're on the same
00:19:01
page even if you're looking at something else. Then you want to think about 60% eye contact. It's very specific. In
00:19:07
Western cultures, they find that the ideal the sweet spot for oxytocin is 60 70 to 70%. Some East Asian cultures,
00:19:14
it's less eye contact. So that's okay. But if you can hit that 60%. That's not 100%. Especially when I'm making an
00:19:21
important point. Like you'll often be doing nose and you'll look up at me when I'm making an important point. That's all I need to know I got this. Keep
00:19:27
going. And then really powerful people make eye contact at the end of their point. So you could be talking like
00:19:33
this, explaining this, remembering something, but let me tell you, at the very end of my point, that's when it
00:19:38
matters. Interesting. And I think you actually do that pretty naturally. I don't know if you realize you're doing it, but if
00:19:44
you're in a meeting or pres presenting or you're an interviewer, that's actually what matters more is that at the end of your sentence, you're sealing
00:19:51
it with that eye contact. Yeah. Cuz I look, I'm doing it now. I look away because I I'm struggling with my ideas,
00:19:57
trying to articulate them, and then once I've got it, I come back to you and make the point like that. Yes. And that actually is good. It shows me that
00:20:02
you're processing. We know as humans that I cannot do complex math problems while making eye contact. Yeah. We can't
00:20:09
do it. And so actually it makes you look very thoughtful and pensive for the 40% you're not looking at me when you're
00:20:15
gathering that actually leaders do that because they're showing I'm authentically coming up with the answer.
00:20:21
It would be very weird if you were delivering 100% with 100% eye contact because I would feel like it was
00:20:26
scripted. Yeah. That's one of the reasons why I think um presenters make this problem and I whenever I watch like
00:20:31
Shark Tank or Dragon's Den, a big mistake they make is they're so rehearsed they don't break eye contact
00:20:37
and it gives you sort of a robotic feeling. So if you're practicing a presentation, you actually want to have
00:20:43
a little bit of like adlib in there. You want to be processing around because it shows you're authentically grabbing the
00:20:48
information and that shows competence, right? Highly competent people, they don't need a script because they know
00:20:53
their stuff so well that they can just grab it out for you. They can think on the spot. Low competent people are
00:20:59
memorized. That is why like the TED talks that we like the best, the pictures we like the best, they're
00:21:04
basically having a really smart conversation with you and you like it. So I like that you're gathering away from me that you're thinking of a
00:21:10
question. The worst interviews I have are where someone is just beating me with questions and not thinking about
00:21:15
it, you know. Yeah. Yeah. Yeah. Yeah. Okay. So gestures, eye contact, um it's
00:21:22
okay to make only 60% eye contact. That's the triple threat. The other thing in a first impression that I really like is breaking the script,
00:21:29
right? I think in a first impression, it's okay to be like, "Hey, good morning." But when we do the how are
00:21:34
you? Good. How are you? Good. How are you? Good. How are you? And you get like that horrible like loop. I'm going to
00:21:40
challenge everyone to try to break the script with how are you? So, when someone asks how are you, don't say
00:21:46
good. Don't say busy but good. Try to answer with like a little bit of humor. Okay? If you can. Now, I'm not funny.
00:21:53
So, we should take this advice with a grain of salt. You are funny, but I'm not that funny. But there's a couple
00:21:58
things you can do. So, one is you could answer with a number. So, like you laughed. I didn't even do it yet. You
00:22:03
already laughed, right? Seven. Most people say seven. I was going to say seven. Oh, really? Right. So, if you're
00:22:09
like someone's like, "How are you?" And you're like, "Seven on the 10 scale, right?" Like it just it breaks the
00:22:14
script a little bit. I also love when you say um what you're wrestling with. So, I might be like, "Just been fighting
00:22:20
my inbox all day, but a good 10 out of 10." Like, sometimes good to give like a little bit of context of like what
00:22:26
you've been dealing with for the day. Or if you know that you look a mess, you can be like, "Better on the inside than
00:22:31
the outside." Better on the inside than the outside. Okay. Right. Like something that just gets people thinking a little
00:22:37
bit. It kind of breaks the script. And it makes for a very nice first impression. So, first impressions, make sure the conversation doesn't hit a dead
00:22:43
end essentially. And and and break the script. Yeah. Break the script. Break the script. So, like I'd rather you take
00:22:48
a little bit of a risk and have some conversational courage to not do the script, right? Because then you're going to make a way better first impression.
00:22:55
And that also means not asking how are you, but instead being like, what's good? So, like when I start a
00:23:00
conversation, like anytime, I try never to ask how are you? I try to say what's good? Anything good today? It's a very
00:23:07
subtle subtle change on that and it it makes people think for a second in a
00:23:13
good way. They're like, oh yeah, what's good? And it totally changes the nature of the conversation. I've I do this here
00:23:20
sometimes. So when a guest comes in, the question that I always ask pretty much everyone that sits down is like, "What's front of mind for you at the moment?" Is
00:23:26
that a good one? I like that one a lot. I would prefer Okay. What have you been looking forward to? Are you looking
00:23:31
forward to anything in your life? Because is that because it's positive? Yeah. It's juicing excitement. So like our I think our job if you want to
00:23:38
really be a master communicator is you are gifting good chemicals. You know that phrase like leave people better
00:23:44
than you found them. Yeah. I take that quite literally. I think master communicators are literally gifting
00:23:50
beautiful chemicals to the other person. They're making people feel super full of dopamine. Dopamine is like very
00:23:56
simplified excitement, motivation, energy. They're gifting testosterone. You feel capable. You feel smart. Wow,
00:24:03
you're good at what you do, right? And you leave feeling like like I'm so good. This is for men and women. You're gifting
00:24:08
serotonin, calm, belonging. You got this. You can be yourself with me. I
00:24:14
give you permission to be yourself. I love you for who you are. Like I think one of the reasons why people often verbal vomit on me. Like they tell me
00:24:20
everything about their lives. I think it's because I'm I'm like trying to gift them serotonin. I want them to feel that
00:24:26
like they can be absolutely themselves and I accept them for exactly who they are. So serotonin, dopamine, and
00:24:32
testosterone. If we can gift those out, I call it like the chemical cocktail. Like that's the cocktail I want to give to everyone in my conversation. And
00:24:38
that's what master communicators are doing. And how would I give you all those things? Okay. So, you break the script by just waking me up, right?
00:24:44
Like, this is going to be different. Then you ask, "What have you been looking forward to?" Like, if you ask me what's been front of mind, I'm going to
00:24:50
probably give you a negative answer to be quite honest with you. Have you do you usually get negative answers to that question? Negative or neutral or it's
00:24:58
typically something workrelated. So, they'll say, "My book tour, I'm trying to get this published." Blah blah blah.
00:25:04
Yeah. And you're bored, aren't you? Uh, it's somewhat interesting to me cuz I write it down and then I'll talk to them
00:25:09
about it. But I mean, if it was a social conversation, it wouldn't be interesting. Yeah. And I would argue like you would be more engaged if you
00:25:15
got an exciting answer even in this setting. So you're bored, they're bored. So one, if you're like looking forward
00:25:22
to anything, got any fun plans coming up? Those are all like gifting little bits of dopamine. Then capitalizing on
00:25:30
any moment that I call it a meto moment. I have this theory. It's called thread theory. And it's this idea that in
00:25:36
conversation we are throwing threads at each other. So like if we have a shared thing, I have thrown a thread, you get
00:25:43
it, and you pull it. And it's like you're trying to get even more out of me. The more threads there are between you and me, the more we like each other
00:25:48
and the closer we get. Me too moments create serotonin. When I say I like X
00:25:54
and you're like, what? I like X, too. We're like like chemically. And that makes me feel
00:26:00
serotonin. It makes me feel calm, belonging. I can be myself. So anytime in a conversation that someone says
00:26:06
anything that you agree with or you feel like I have that too, you want to capitalize and be like thread me too.
00:26:12
How do you stop it feeling like you're making it about yourself though because if you said to me you've got a cyber
00:26:18
truck outside. If if if you walked in and said, "Oh, I've got a just bought a cyber truck." And I go, "I've just
00:26:23
bought a cybert truck." Okay. So there's a big difference between how you said it and how I said it. Okay. So I say, "I just got a cybert truck." "Oh yeah, join
00:26:29
the club." That's what you want me to say? Yeah. I wouldn't say it like that though. There is a difference here
00:26:35
because I'm British and British people are very like we're very like you know what I mean? You're so demure. Is that
00:26:40
what it is? We're just very Oh yeah, join the club. Could you imagine? I would have liked it. You would freak out
00:26:46
that you're saying that you would like it because it's so weird. Not because I like weird people. Is there anything
00:26:51
else in the first impressions bucket before we move on to second impressions? And what I mean by that is really like
00:26:57
how do I then cement and invest in that relationship so I can keep it. Mhm.
00:27:03
Okay. So, if you've made a good first impression, you are set up for success. It's great. If you're making a second
00:27:09
impression because you weren't sure how the last one went, right, or you want to kind of build on it further. Your best
00:27:16
bet is to show them how much they were on your mind. Everyone's number one worry in this world is, did I leave an
00:27:22
impression? Am I memorable? That's what we want to know. So, the very first thing you want to assure them is, h, I
00:27:28
loved our last meeting. I've been looking so forward to this lunch. Right? So, can you assure them that you're so
00:27:36
happy to see them, talk to them, hear from them, say anything on the phone? Oh my gosh, I'm so glad you called. Like that warmth of you were
00:27:44
right to call, you were right to text, you were right to show up, right? Like if someone texts me, I of course like
00:27:50
not if I'm texting one all day long, but if someone texts me and I'm like, "Oh my gosh, I'm so glad you texted." I will literally say that. I was just thinking
00:27:56
of you, right? Like, "Oh, I'm so glad you reached out. I always love our conversations. Like that immediate
00:28:02
you're good here is serotonin. That that's that belonging feeling of like you're already safe. You're letting
00:28:08
someone be themselves right off the bat. What about online first impressions? Is there anything that I need to think about if I'm on because so much of our
00:28:14
lives runs on Zoom or Google Hangouts now. So yes. Okay. So first, can we talk about just um like dating apps first of
00:28:21
all? Okay. So they've actually done research on this. You are better off opening with a unique word or phrase
00:28:29
than just hi, hello, how are you? So like howdy if you're in Texas, even if you're not in Texas, howdy,
00:28:36
aloha, what's good? Anything that's not that hi or hello is a little bit
00:28:41
different. It's going to make you stand out. So if you can Hey. Nope. You're defeating the spirit of the study
00:28:48
here. Okay. Okay. So like not a hey, not a hi, not a what's up, not a how are you. Okay. But like, can you have like a
00:28:54
like like a signature phrase or like uh bingo? I would take it. You would take
00:28:59
it. Bingo. I'm in your inbox. They they study this and they found that we're there's so much noise.
00:29:07
There's so much noise that if you can be the red apple. So, this is a story when I was I used to be a camp counselor when
00:29:13
I was younger. That's how I made money. And I noticed this phenomenon during break where I would bring always a
00:29:20
basket of fruit for break. And usually it was all red apples or all green apples. And I noticed if I had a basket
00:29:27
of green apples and one red apple, every single camper had to have that red
00:29:32
apple. But I would ask them, "Do you like the red apple better?" And they'd be like, "No, I just want that one cuz
00:29:37
it's the only one." And I've never forgotten that in that I think that really special people, master
00:29:43
communicators are the red apple. They're not oranges. They're still fitting in with everyone, but they're just like a
00:29:48
little bit different. And that's I think how it should be both in business and also in romance is can you be a red
00:29:54
apple? Well, you're still the same. You're not like wacko crazy, but you're like a little different than everyone else. So like a bingo or a howdy or an
00:30:01
aloha or a shalom or whatever it is. I think that it makes you stand out just enough where you have that kind of peak
00:30:08
effect. The peak effect is like you piqu someone's curiosity a little bit and that that really works. That's why
00:30:13
marketing campaigns that are a little different, they always work better. And what about then on Zoom and other sort
00:30:19
of business professional environments? Okay, so in Zoom in professional environments, please turn your camera
00:30:25
on. Yeah, please turn your camera on. This sounds obvious, but more and more
00:30:31
people are turning their camera off, especially if you have backto-back meetings, but if you can have your camera on just for the first few
00:30:36
seconds, it is a gamecher for people's perception of you. So one is make sure
00:30:42
that you are not accidentally negative. Here's how this happens. Can you see me? Can you hear me? Oh. Oh,
00:30:50
hi. A lot of Zoom impressions happen where someone is caught off guard or they're in the middle of like, can you
00:30:56
see me? Can you hear me? And they're fixing themselves and then they make a first impression. No, your first impression already happened. It happened
00:31:01
the moment your camera turned on. Remember, your first impression on video happens the moment someone first sees
00:31:06
you, not when you start talking. So, your first impression is usually, "Hey, morning." So, you raised your hand
00:31:13
there. I always I always give a wave or a hi. I make sure my camera is at least 3 ft away from my nose. Like I literally
00:31:19
have measuring tape to make sure I'm not too close. I make sure that my body is angled towards the camera. And then usually I have a question ready. And
00:31:26
here's why. In person it's so much easier to make conversation especially around context or like oh you know how
00:31:32
was it getting here? I loved your cybert truck. Very hard on Zoom. And so what happens is you get on you go hi. Hi.
00:31:41
whether good where you are. It's like it's so awkward. Be ready. Be ready with
00:31:47
an anecdote or a question. I like an anecdote. So, if you've done anything
00:31:52
good, interesting, seen anything good or interesting, I want you to be ready to share it. It sounds like this. Hey,
00:31:58
morning. Oh my gosh, I just discovered the best breakfast taco in Austin. Best
00:32:03
breakfast taco in Austin. Have you ever had a breakfast taco? Whatever. But like I was ready to go with that anecdote. I
00:32:10
think that that's how we should pre-start all of our video calls is like some small anecdote or story and that also helps in conversation like I
00:32:17
believe everyone should have a story toolbox. So in conversation there are certain topics that will always come up.
00:32:23
Weather, traffic, and where you're from. So here's my challenge. This is what master communicators do. Whenever those
00:32:30
three topics come up, I want you to have one story about each of them. It could be a trivia. It could be a story. It
00:32:35
could be a fact that you're ready to go to shift the conversation away from boring weather to something really
00:32:40
interesting. When someone asks, "Where are you from?" you should say, "Oh, I'm from Los Angeles. Interesting fact,
00:32:47
interesting story." That little interesting story. Like someone the other day said to me, "Oh, I'm from this
00:32:53
place in maybe Liverpool." Liverpool. And he said, "Oh, it's where Banksiey's from." And I was like, "Oh." And we had
00:32:59
a whole conversation about Banksy. And I was like, "That was it." He said where he was from, but instead of being
00:33:05
Liverpool, I'd be like, "Cool. Never been there." He was like, "Liverpool? It's supposedly where Bangsy from?" I
00:33:10
was like, "Really? But don't we do we even know who Banksy is?" And he's like, "Well, we don't know, but he could have been in my high school." We had a whole
00:33:16
fun conversation about Banksy. And I asked him afterwards, I was like, "Do you always share that comment?" He's like, "Yeah, because it creates the most
00:33:22
interesting conversation." So, when you say where you're from, have an interesting fact or interesting story.
00:33:28
Um, I read a book about traffic literally to have interesting stories about traffic. Like for example, in Los
00:33:33
Angeles, everyone says the 101, the five, the 10. That's the only place in
00:33:39
the world where we say that. So sometimes I'll even like someone will be like, "Oh, traffic." And I'll be like, "Oh, so are you athe person? Do you say
00:33:46
'the'? And we get in a whole conversation about." So like I have little things that create a little bit
00:33:52
of juice and I'm always rotating them out. So in your phone, create a note called story toolbox and have the topics
00:33:57
that typically come up in your conversation and start saving little stories for them. It is the same stuff. It's like 80 90% of the time it's the
00:34:04
same stuff. It's the same questions. How are you? Where are you? How's the weather? Traffic. I'm constantly adding to that story toolbox and I'm rotating
00:34:10
out my facts and trivia cuz I get bored. What if you like stumble across the same person twice and you don't realize you've hit them with the same story?
00:34:16
Because if you if we do I don't talk to the same people again. Just if we did a couple of Zoom calls and you
00:34:23
kept coming on going, "Are you a that person?" Or I'd go, "Wait a minute." Like, no. If we were doing regular Zoom
00:34:29
calls, you would know that I'm probably going to ask you what's good and you'd probably be pre-thinking about what's good in your life. Like I have a friend
00:34:35
who always asks, "What are you learning?" And whenever I go hang out with him, I make sure I'm learning something. Like it actually preps me in
00:34:41
a good way. So you would know me for certain questions. And that would I think my my experience is when you're
00:34:48
known for asking better questions, people actually come into the conversation more excited with better
00:34:53
expectations to interact with you. So like be known for it. Like fine, be known for the traffic trivia. Or like
00:34:58
worse comes to worse. Someone says, "Oh yeah, the the thing. We talked about that last time." And I'll be like, "Oh my gosh, yes." And then I forgot you're
00:35:04
from Ohio. Great. I remember you. How important is the background on your Zoom videos?
00:35:10
Yeah, pretty important. I also um have a thing against like blurred out fake
00:35:16
backgrounds. I don't like when people use a fake background. I think there was actually some Harvard business research
00:35:21
on this, but it was during uh COVID, so it kind of changes, you know, the the research. But as a human, we get very
00:35:28
distracted by fake backgrounds. So, please think twice about blurring out your background or putting a fake background around you, like, you know,
00:35:34
one of those backdrops. The the the eye, it's like a green screen. You know, when you see on a green screen, your eye is
00:35:39
like something is not right. people will perceive you as more inauthentic. I would much rather you have conversation
00:35:45
cues behind you, right? Like you have the most wonderful bookshelf of cues and captivate up there, right? Like my books, which I love. Um, and you rotate
00:35:52
those books out. So, as I'm talking, if I wanted to make conversation with you, I could be like, "Oh my gosh, yes, Peter
00:35:57
Aia's book outlive so good. Did you like it? What was your biggest takeaway from that?" Like, it gives me gifts of
00:36:03
conversation. I also noticed like one time I was looking at Kevin Hart. He was on a Zoom call and his background was
00:36:10
all of his favorite comedians behind him and it was like a great conversation starter and he even had um uh one of the
00:36:17
comedians behind him was like holding up his hand like this like literally in a permanent hello and I was like oh my gosh like Kevin Hart doesn't even
00:36:22
realize he's doing the best non-verbal cue there is which is palms like we love a palm and what about looking at the
00:36:29
camera versus looking at the face of the person so I try to make them as close as
00:36:35
possible so like just physically speaking, if you can try to make your camera and your and the person as close
00:36:40
as possible, it's going to help you be more authentic, right? So, like my my screen is not over here. I see some people will have the mistake of they're
00:36:47
like, you know, they're off to the side as and like kind of looking over their shoulder at the camera. Please don't do
00:36:52
that. So, I have mine even like up propped up. So, like your face would be very close to the top of the camera. If
00:36:58
you can get 50% eye contact with them and 50% eye contact with the camera, I'd be very happy. Research does show that
00:37:03
we can get oxytocin through a screen. Really? Yeah. Yeah, even though it's not real, our brain is still sort of, oh,
00:37:10
yeah, they're they're looking at me, they're talking to me, they're not hiding anything. So, 50/50 if you could do it. Now, we were talking a second ago
00:37:16
about first impressions, um, then second impressions, but also dating profile photos yesterday or the day before. My
00:37:23
team here took you to a bar in Austin, Texas, and you met two different couples
00:37:28
that were going on a first date, and your job was to coach them both so they had success on that date. And on that
00:37:35
first date, one member of the couple had an earpiece in so you could speak to them directly and give them advice on
00:37:40
what they should do. We're going to play some videos for anyone that's um able to watch, but you give me the context and what what happened and what you
00:37:45
observed. I was shocked by these dates. I was shocked because every single
00:37:52
person except one hid their true feelings and that did not serve them. So we had the very first date and they were
00:37:59
very well matched by the way. Like I liked both of them. What was shocking about this date though is the female
00:38:05
Ashley, I could not tell if she liked him. I literally had no idea. And I was in her ear. So I was whispering in her
00:38:11
ear things to say and to ask. I was giving her all the warmth cuz she looked
00:38:17
very cold. You would never have known she was into this guy. You would not have known. She said, "Oh yeah, I'm
00:38:22
really physically attracted to him." Like what? You didn't act attracted at all. And her questions were all very
00:38:31
factbased. What I wanted her to do is bring in more warmth so we can watch it if you want. Let's watch. See, are you
00:38:38
ready to meet your lady? Are you ready? Yeah. Okay. So, what is going to be your opening line? This is
00:38:43
the We got to prepare a conversation starters because we can't do a how are you, a how are you? We can't do that.
00:38:49
What if I started with a who are you? Okay, that breaks the scripts. I like it. That I mean, yeah, that's like what
00:38:54
the Can I give you another one though? Can you consider uh what's been good? And remember this could also the same tip if you were to see someone in a
00:39:00
grocery store, someone in the park. It's like what's the opener when you it's cold, right? So like I I don't like a
00:39:05
how are you? I don't like a what's up dog. Yeah. Weather's great, right? No. No. No. I know. No, no. So like like
00:39:11
what's what's been good or like what feels good to you? If you see something you like about her, feel free to authentically compliment. If Oh god.
00:39:17
Right. If you're like, "Oh my gosh, you look beautiful." You know, like that's a good one. So I think you can ask like
00:39:23
what what's the goal you're working on? Like cash still a little good. Because then they'll say, I mean, know what do you think you're going to be in Austin
00:39:28
forever? That's a very casual way of being like, what's your five-year plan? My goal is a little bit of depth. I know
00:39:34
I know you can make friends with anyone, but I want you to see if there's like an actual connection there. Okay. Okay. And then to see if it's if you want a
00:39:40
connection with her, I want you to ask her out at the end of the date. Yeah. So, what did you observe there when you
00:39:45
watch it back? Okay. So, do you see he got nervous? Yeah. his body langu. Oh, because I knew it's easy for him to make
00:39:51
friends with anyone. And very likable men sometimes have a have really a hard time getting serious relationships because they're so likable. They can
00:39:57
make friends with everyone. They get confused about where the where the depth is. Is that a bit of a defense mechanism
00:40:03
as well? It's a defense mechanism. It's also what he's good at. We want to do what we're good at, which is, you know,
00:40:09
making a chitchat. And a lot of people do this on dates. They'll be like, "Where are you from in Austin?" No,
00:40:14
that's the wrong question. What you ask is, "What are your favorite secret spots in Austin? What do you love about
00:40:19
Austin? What are the most underrated restaurants in Austin?" That is breaking the script. And that happened to them on
00:40:25
the stage. There was a good five or 10 minutes of boring fluff because they were on that. And I was like, "Get to the deeper questions." So, when you're
00:40:31
asking these questions to prepare ahead of time, what's the most underrated thing? What's your favorite thing that would have been better? But he got very
00:40:37
nervous when I started. I challenged him on depth. So, the next video is them meeting. M feel free to pause it if
00:40:43
there's anything pertinent or anything interesting you want to show me. What's your favorite spot to go to around here then? Um to be honest, I don't go out
00:40:51
very much. Okay, nice. What do you do? I Okay, she If someone said that to me,
00:40:58
I'd assume they weren't interested in me. Exactly right. Okay, so this is called dreamkilling in conversation.
00:41:05
When someone asks you a question and you shut it down by saying, "I don't do that. I don't like that. I don't want
00:41:11
that with nothing else left. Like she just stopped. I don't to be honest, I don't really go out that much. And he
00:41:17
said to me afterwards, that's the thing I'm most nervous about is that she sort of shut that down. So when you don't
00:41:23
like something, don't dreamkill the conversation. A better way to answer that would be, you know what, I do love
00:41:29
to be in my jam jams at home on the couch watching Netflix, but for the right occasion, I can get out and party
00:41:34
sometimes. Mhm. That would have been a better way to answer that question because it's a little bit playful and it's not totally dreamkilling his
00:41:41
charisma. And watch this. She's going to act like she's not interested at all, but she's actually very attracted to him. She said that to me.
00:41:47
Work a lot. Okay. Tell him something you love. Tell him something you love. What do I love? Um, what do I what do I love?
00:41:54
What I love to do? Uh, work out, be outside. Um, be active. Yeah, these are
00:42:01
waters. Okay. Yeah. I was like, I don't know what this is. you would, you know, if you would like one. Always, always do
00:42:07
a cheers. Cheers, Stephen. Cheers. Cheers. Cheers. What does that do? Okay.
00:42:12
Cheers. Mhm. It immediately warmed her up. She was very, very stiff in this. And I was
00:42:20
like, I said to her in her ear, by the way, he did not know. Kendrick, poor Kendrick, he still doesn't know that I was. He We never told him. I never told
00:42:26
him. Okay. Surprise. Um, he didn't know that I was in her ear whispering. She was so stiff. I said, "Tell him what you
00:42:33
love." because I was trying to get her to show any kind of warmth or excitement at all because she was so stiff and then
00:42:39
she still she was like, "What do I love? I work out." I just can't believe that she actually liked him. Yes. Because
00:42:45
everything about her is giving I can't wait to leave. This is why we're having a baby crisis. Is because we're afraid
00:42:52
to show that we like someone. She was physically attracted to him and into him. You would never know it. I was the
00:42:58
one saying, "Cheers him. Say what you love. ask him about his family. And so I think that this is a crisis because we
00:43:05
think we're being obvious but we are not being obvious. Yeah. I don't know. I
00:43:10
know. I was just sitting here like this is a Tuesday which is crazy. How long have you been in Austin? Two years.
00:43:18
Okay. What? No. That's great, right? Like like that's why that didn't
00:43:24
work. You just heard it. That's why I don't want you to do on a date. It's a conversational dead end. No numbers
00:43:29
questions. Unless you are absolutely desperate for conversation, you're willing to ask a follow-up. But it was like, "How about you?" Horrible. How
00:43:36
long you been in Austin? She went, "Four years." And then there was a gap. She had no intent at all of asking a follow-up question. Right. No. No intent
00:43:42
at all asking a follow-up question. And he didn't know what to do with it. It's funny cuz when I watched this, I think he really likes her because he's leading
00:43:49
the conversation and she's just hitting the ball back. That's right. But actually, she was very into it. She just
00:43:54
didn't know how to hit the ball back. Right. So, if you're going to be in conversation, you want to be a master communicator. By the way, there are
00:44:00
drivers and passengers in conversation. This is what I'm researching right now. You actually don't want all drivers, right? Like, you don't want two people
00:44:06
asking all the questions, but you have to be a good passenger. But, she should have said two years, but actually, I
00:44:11
feel like Austin has changed so much in the last two years. Have you noticed that? Have you been here for a long time? Like, she should have added one
00:44:18
more thing to not dream kill. Uh, like three years. Okay. Yeah. I'm from Ohio.
00:44:24
Okay. Like the Akran area. Okay. So, ask him what do you love about Ohio? Do you love Do you miss Ohio? No. No, not
00:44:31
really. I mean, I'll go back. My whole family's there, right? Can I ask how old you are? Uh, guess. Oh, okay. Guess 30.
00:44:38
Um, 30. Yeah. Why did you say guess 30? Okay. So, I was giving her a micro win.
00:44:45
So, she remember we're trying to gift dopamine, serotonin, and testosterone. Very simplified. It was not going great,
00:44:52
right? I was watching and this is like, oh my god, we're talking about Acron Ohio. we're in trouble now, right? So, he tried with her. So, I knew if she
00:44:59
guessed right, it would like make her feel good. And I needed her to feel good. So, she would start driving. She would start driving the conversation.
00:45:05
So, that's why I made I told I knew his age. I'll be 31 in like a week. But, okay. I know you're not supposed to Oh,
00:45:10
wait. Your birth So, you're an Aries? Yeah, I'm an Aries, too. Me, too. Moment. They set this up on purpose.
00:45:18
They literally did. Yeah. Wait, so what day is your birthday? April 1st. Okay. Oh, I'm March 29th. What are you Are you
00:45:24
serious? Yeah. I think that's my mother's birthday. What's her body language giving here? Very closed. Yeah.
00:45:30
And in I never done this before. I wanted to say to her, "Open up. Laugh more. Touch your lips. Touch your hair."
00:45:37
There's a lot of things that women can do to show I am feeling physically attracted to you. But I was like, like I
00:45:43
wasn't sure she was physically attracted. So here I am thinking, is she physically attracted? If she wanted to
00:45:49
show him I'm into you, she could have touched her hair. She could have touched her lips. She could have touched the
00:45:55
side of her face. All of those are gestures of like self-touch that show interest, but she didn't show any of
00:46:01
that. She also was see how tight, see how little space she's taking up. Defeated body language, let's say. So,
00:46:07
very, very closed off. We are going to be in trouble if we can't show that we like someone. I also want you to notice
00:46:13
as soon as they had the me too moment, the thread theory, they both warmed up. Yeah, they did. Yeah. Like once we get a
00:46:18
me too moment, it's like so much faster to laugh more. She actually like literally physically relaxed cuz we I
00:46:24
love dancing and they like always have a DJ. It's more like clubby. You love dancing. Say I love dancing. I love
00:46:30
dancing. Yeah, I love throwing ass. That's what I She was going to let that go, but I was trying to give her a
00:46:35
thread. I love dancing. And also I'm trying to get her to say love. So a lot of the questions I like, what do you
00:46:40
love about Ohio? Do you love dancing? Like when you use more words like that, you're actually queuing for that. I
00:46:47
think we talked about last time that when you use like when they had people split up into Wall Street and community,
00:46:52
people who were told they were playing the community game actually acted in a more communal way. When you use words
00:46:57
like love and excitement and good and looking forward, you actually create those feelings. So on a date, you want
00:47:03
to be using the words that you're trying to create, especially because she actually felt something. She liked him a
00:47:08
lot. But even beyond a date, right, in a professional context. Yes. So that then it would be like uh let's have some wins
00:47:14
like what's good, right? You're trying to have efficiency and productivity and trust and collaboration. If you want to
00:47:19
have a collaborative meeting, literally in your calendar, call it collaboration meeting. If you want to say hi team,
00:47:26
every time you say team, you're priming for team. Mhm. Right. So those words really matter. I'm I'm kind of like like
00:47:33
a early bed kind of person. Yeah. No, I love that. I I'm not
00:47:39
I like I could like every night or just like the weekends. I'm extremely extroverted, so it's like, okay,
00:47:45
absolutely, let's go. And then it's like I'm so tired. Yeah. Um I'm extroverted
00:47:51
and introverted. Like once I'm out, like I'm not I'm probably not going home. Yeah. But then it's like I also love my
00:47:59
like alone time. I'm learning. Okay. So, do you hear she's using vocal fry? When you use closed body language, it affects
00:48:04
your voice. So I vocal fry is when you're like, I love going out and I kind of love Right. So, she's starting to go
00:48:11
into a little bit of vocal fry here, which is not attractive. We do not like vocal fry. Why is she doing that? I think she's doing it because she's so
00:48:17
closed. It's very hard to get good vocal power when you're that closed, right? So, you can hear it here. Wake up and
00:48:23
it's next week. Yeah. Yes. Who did that? But then it's like I also love my like
00:48:30
alone kind. I'm learning to love it more. Yeah. We could still go get a drink if you wanted if you're not busy.
00:48:36
Or go another day after your birthday. Okay. If you're interested, we can do that after my birthday. Yeah. Can I ask
00:48:42
you a question on that? He seemed to bottle it there. He He said, "We can go get a drink if you want to. If you're
00:48:48
interested or we can go, but I I it's cuz she didn't immediately be like,
00:48:54
"Yeah, no." I got a little angry after this date. Uh basically, tell me you'd
00:49:00
love to go out. Just like No, I would love to go out when I get back. So, yeah. Yeah. Let's make it
00:49:07
happen. That's in about 45 days cuz you're going to Europe. Yeah, for 30 days. Maybe
00:49:13
something sooner. Are you leaving uh like right on your birthday? No, I'm leaving on the 21st, but that's in 10
00:49:20
days. And I haven't finished booking the whole entire trip. Yeah, I know how to run those numbers. Yeah, she rejected
00:49:27
him. I was real mad after the date because I asked her, "Are you attracted
00:49:33
to him?" "Yes." "Did you like him?" "Yes." Did you have fun? Yes. Would you like to go out with him again? I'm real
00:49:40
busy. I was like, girl, we handed this guy to you on a silver platter. He's
00:49:46
fun. You're attracted to him, and you're too busy. Busyiness is not a mark of success. Busyiness is going to prevent
00:49:53
you from finding your person. And this is a problem we have. We're so busy with our self-care rituals and our workouts
00:49:59
and our work that we are missing opportunities for connection. And connection is the thing that's going to
00:50:05
make us healthy, happy, and live a long time. We have to stop saying we're too busy to connect with good people. Was
00:50:10
she actually too busy? Like, or is she scared or something? Cuz I just don't understand that. I literally think she
00:50:16
thought she was too busy. And I was like, get your priorities straight. And so this is not even if you're looking
00:50:22
for your person. I also see this with friendships. Friends where we we put our friendships last. But actually, if we
00:50:28
were having a hard moment or a health crisis, who do you want? your support system and your friends. We have to
00:50:33
start prioritizing the connections in our life, especially with good people. And so I it made me angry because I
00:50:39
thought this could be a great person for you. Do you know what's really wild is had they met in a village 100 years ago,
00:50:46
they'd been married, married babies, married. But I guarantee if you hadn't intervened in this situation, and this
00:50:52
wasn't if you weren't sort of coercing them to like to hang around with each other, they'd never see each other again. Yeah. And I said to after after
00:50:58
the mics were off, I was like, "Go get him, girl. Go get him." And they did. And they sat in the bar and they chatted
00:51:04
for the entire hour and they walked out together. Yeah. They left together. By the way, let's get some DAO babies.
00:51:11
Let's get some babies. I will be an officient at the wedding. We can do it together. I imagine Imagine if they But
00:51:18
it's so I've been thinking about this a lot lately. We were talking about it as a team. I was saying one of the issues I think people have these days is we just
00:51:24
have too many options, too many choices. Yeah. So, jam choices. Do you know the jamster though? Yeah. Yeah. You have
00:51:29
two, you have, you know, 20 jams on a table. Yeah. People will pick none because there's too many. When there's only three, people buy more. Yeah. Very
00:51:36
simple. And this is going on in dating at the moment. Do you know what it was? A friend of mine, um, we were having a debate actually in the room over there a
00:51:43
couple of days ago. And they were saying to me, I just need to meet more guys. And I'm sat there thinking, your actual
00:51:49
job is networking. Like, you get paid to meet people. You know more people than anyone I know. I could say right now I
00:51:56
could say to this person, I need a chiropractor in Las Vegas and this
00:52:02
person would should go I know the guy. Oh wow. So I was saying like the issue might be that you know you have too many
00:52:09
options. Too much jam. Too much jam. Okay. So too many choices is one. But I
00:52:14
also think like we are so accidentally we become so obsessed with our morning routine, our evening routine, our
00:52:21
rituals, our self-care. Selfcare wasn't even a thing that we talked about when I was on social media 10 years ago. So
00:52:26
what happens is I see rigidity. There's a new rigidity happening for both men and women, but a lot of women too where,
00:52:32
oh, I can't go on that date because I have to do my morning routine. I can't
00:52:38
do that thing because I have to get my workout in. And I think that we are putting our connections in last place.
00:52:44
When actually, if we want to know what's really good for our health and our longevity, it's our relationships. We
00:52:50
get the most of the good chemicals of the good h happy laughs and the endorphins when with other people and we
00:52:55
keep putting it last. You must meet people though that they've been on like a 100 dates and they they tell you that
00:53:01
they just can't find the person and you go 100 dates like 100 years ago you wouldn't even know 100 people. Yeah. And
00:53:07
you'd be happily married. Yes. Yes. I also think our checklists are getting in the way. Checklist. So many single
00:53:13
people I know they'll tell me they have a list. They have a list of things that they really want. I when I met my
00:53:19
husband, I did not have a list, but there was just a connection there. And even though we're very different on
00:53:25
paper, it just worked. And so I think that when people have a checklist, it
00:53:30
actually blinds them to seeing a connection right in front of their face. Yeah. And she said to me, I don't know
00:53:37
if this is on camera or not, so hopefully it's okay if I share it, but she's like, you know, I just I don't know if he's as career oriented as I
00:53:42
was. Like that's really important to me. And I knew that was on her list. On her list, on her internal list, career is
00:53:48
right up top. Now, they didn't even talk about career. So, I said, "Well, do you did you even know what he does?" Well, no. So, she was judging him based on his
00:53:56
personality. That's it. And it didn't check the list. And so, what can happen on these dates is they become very
00:54:02
conversationally transactional. What do you do? Check. Where are you from? Don't
00:54:07
know. Check. So, you're trying to get You want kids? Mhm. So this these checklists I think are creating a lot of
00:54:13
rigidity and then you add in the busyiness the busyiness trap which is
00:54:18
I'm so successful I'm so busy busy is not a mark of success. Do you think there's also an element that we've got
00:54:23
more and more ambivalent with if we the more and more we date the more it becomes transactional the more we show
00:54:29
up with without passion or interest or curiosity.
00:54:34
I I don't know if that's ambivalence. I think that is um numbness.
00:54:41
Like people have gotten really attractive. I don't know if you've noticed this. Yeah, they have. My
00:54:46
goodness, people are so pretty. Like I'm on Instagram and I'm like, "How does everyone look so good?" Like I I didn't
00:54:53
really know anyone with an eight pack when I went to school. Like did you like No. No. Cuz that wasn't really a thing.
00:55:00
I'm like old, right? Like I No, no one had that. There was no social media. So like people had like, you know, normal
00:55:06
looks. Now people are extremely attractive. And so I think that the bar has gone up so that we're all like numb
00:55:12
to how beautiful people are, how funny people are, how kind people are because we've been on a thousand dates or the
00:55:19
funniest best thing they ever did is on their Instagram and we saw it. So anything else is like h
00:55:26
seen it like nothing is impressive anymore. Like I there's two challenges I
00:55:32
recommend for people who are in like kind of a funk. Like if you're in like a you're burnt out or you're feeling
00:55:38
lonely or you're like things are not working, there's two challenges you could consider. The first one is really
00:55:44
hard and it's the no mirror challenge. It's you go 30 days without looking in a
00:55:50
mirror. Something really crazy happens when you cannot see yourself and see how good you look and see what you look
00:55:56
like. And it's especially powerful for women. I did it for 30 days. Um and I went, you have to do all your normal
00:56:01
things. You have to go to meetings. You have to go out but without looking in a mirror which means you usually you don't
00:56:06
wear makeup, you know, you don't do your hair, you kind of just go out as you are. First you realize that people still
00:56:12
like you even if you don't look perfect. So no mirror challenge can give you a lot of confidence and also can show you
00:56:18
where your true relationships, your true friends are. The second challenge is a social media or an online blackout
00:56:25
challenge which is if you don't have any dopamine from your phone, you have to go
00:56:30
get dopamine oxytocin from inerson relationships. So if you have a blackout where you cannot go on any social media
00:56:36
or have any kind of interactions on your phone and you have to go out in person, you actually do. Like I remember when I
00:56:42
used to travel for work and I'd get to a city and there was nothing to do. Like there was no phone in my hotel. I did
00:56:48
not have an iPad. You could read a book or you could try to go out. And that's what I would do. I would like get to a
00:56:54
city and I'd be like, "Well, I have nothing to do in the hotel room." There was literally nothing to do. I had my book or I could go to the hotel bar or I
00:57:01
could go walk around the city. And I met more people in that time of my life than I do now, even though I'm connected to
00:57:08
more people than ever. I was just thinking then about something someone said to me a couple of days ago, which links to what you're saying. Someone
00:57:13
said to me that much of the cause of the insult
00:57:19
culture is these young men spend lots of time playing video games and the video
00:57:24
games gives them the sense of accomplishment, the sense of building. It also gives them the like dopamine hit when you like win a sword or some coins
00:57:29
or something. And so I was just also thinking about that in the context of being like a workaholic. Like if I'm
00:57:35
working all day every day on a screen and I'm constant, which is what I do, when it comes to like going out and
00:57:41
meeting people and networking, for me it's like hell. And I'm wondering if there's a link there. I'm like maybe if
00:57:46
I wasn't on the screen all for like 12 hours a day, I'd have more dopamine left over to go speak to somebody. Dopamine.
00:57:53
And also the energy flip wouldn't be so massive. The energy that you're using on your computer is very much output,
00:58:01
right? like you're you're putting your energy into your machine to create content of some kind. When you go out,
00:58:06
it's a feedback. It's back and forth. Yeah. Go having your brain switch from one to the next is very jarring. And if
00:58:14
you already get dopamine from your screen, why what's the motivation for going out in person? There's only downside. My computer has never
00:58:20
energized me, but these conversations always do. Mhm. Yeah. Why would you go out? You're already having the best conversations you can do, and you're in
00:58:26
control. And look, I don't know. Just saying. I think you like control. Do you
00:58:31
think I like control? In what context do you think I like control in? The reason I I bring up the control thing is if you
00:58:38
are on social media, you are in complete control. You decide how often you scroll. You decide where you click. You
00:58:44
decide when you're done with someone, you just exit their video. Well, you know, in conversation, if I don't like your answer, I can't go off.
00:58:51
I can't turn your volume down. I can't double click on your like. I actually have to sit and listen to you. And I
00:58:57
think that, you know, if you're in control of your conversations and even like at this table, you are in control.
00:59:02
Like I'm talking a lot, but like you could interrupt me anytime you want and I will answer whatever question you ask me. And so I wonder, don't be mad at me.
00:59:11
If in like real conversation, like I could ask you anything that I want. Like
00:59:16
right now I have a thousand questions for you, but I'm trying to not ask them. Ask me the questions. Well, I asked you
00:59:22
the one about control, but you didn't really answer. You attached it back to me.
00:59:28
You don't think you're a control freak? Probably. Okay, thank you. Yeah,
00:59:33
probably. It's all context dependent because when you said control freak, I was like, well, I don't have any control in that part of my life. That's like a
00:59:38
democracy. But typically in in business, I think that I'm a control freak. Yeah. If you ask my team, they'd say, "Yeah,
00:59:44
he's a control freak." So, I would control freak. Am I? He's laughing.
00:59:50
He was already laughing about it. Thank you, Jack. You're welcome. So, I'm
00:59:56
not a control freak. This is this is No, I am. Yeah. So, I think look, I don't know. But my guess would be why you
01:00:03
don't want to go, you know, out with people is because you have to give up control and you you you have to be in a conversation where you might be asked
01:00:09
something that might be boring or you don't like it. And like why? Why? I do struggle. I really struggle with like um
01:00:15
going to like networking events and stuff. I really struggle with that stuff. I don't love a networking event,
01:00:22
but I've found that if I have a very specific goal, yeah, it's better. So,
01:00:27
like for example, if I like I'm researching my next book. I'm looking for conversational case studies. So, if
01:00:34
I am going to the event and I'm like, okay, tonight I'm going to try a new question and see how it goes. You know,
01:00:40
I'm then I'm like, okay, I have a purpose. Or if I'm like, I'm going to practice some new jokes. or if I'm like
01:00:46
I'm looking from a a new you know business inspiration like that helps me. So I think no one really likes
01:00:51
networking events but if you have a goal it makes it a little bit better. Just for a second I want to talk about a company I've invested in and who
01:00:57
sponsors this podcast called Zoe. Like me many of you are big on tracking your fitness and your sleep. But how many of
01:01:03
you understand how your body handles food? Metabolic fitness is all about understanding your metabolism's response
01:01:09
to food. And we all react differently. So Zoe created a test to help you understand how your body responds. And
01:01:15
it starts with their famous test cookies, which are identical test meals with the same sugar, fat, and calorie
01:01:21
content of the average meal, and therefore acts as a metabolic challenge. You also wear a continuous glucose
01:01:28
monitor that tests your blood sugar levels. I've done this test, and it left me wondering how my metabolic fitness compared to others like me, and my
01:01:34
results revealed everything. So, if you'd like to learn about your body's response to food, head over to zoey.com
01:01:41
to order your test kit now. And if you want a discount, use code steen10 at checkout for 10% off your membership. As
01:01:48
a Zoey member, you'll get an athome test kit and personalized nutrition program to help you make smarter food choices
01:01:53
that support your health. That's zoe.com with code steen10. We're talking about business
01:01:59
there. If I want to communicate more effectively as a leader in business, are there any ways that I can become a
01:02:06
little bit more I guess there's different types of leaders that struggle with different things, but how do great leaders
01:02:12
communicate? What do they do? Well, oh, this is my favorite topic. As a leader, especially if you're
01:02:18
trying to get meet people and new people, especially your what do you do
01:02:23
needs to be I am a who helps. A lot of leaders struggle with
01:02:29
building the right connections and so they'll be very either like intellectual with their answer. So like or very
01:02:35
vague. So like I've heard business leaders say, "Oh, you know, um I run a tech company." That that is a dream killer
01:02:42
for a conversation. People don't know what to do with that. So what you're better off saying is, "I have a tech company and we help aspiring cooks." So
01:02:50
this kind of actually pulls us to another conversation you had in our fake date scenario. Yeah. If you click on the
01:02:56
first link there with the with the gentleman whose name is Tim. Tim. Oh
01:03:02
yeah, Tim. I found it really fascinating watching you help Tim introduce his profession. I love Tim. So Tim is my
01:03:09
person. Okay. Tim is my person. Like he he Let me tell you about Tim. So Tim is a code monkey/software engineer which
01:03:16
we'll watch that video in a second. He is highly technical. He's very kind. He loves what he does. And on the date, he
01:03:23
was actually the only person of the four speed daters who showed warmth the
01:03:28
entire time. And I didn't know. I even said to Jack, I was like, "I think he's into her." And I asked him afterwards. I
01:03:34
said, "Are you into her?" And he said, "No." And I was very impressed with him because he still showed warmth,
01:03:41
congeniality, and kindness even though he wasn't physically into her. And I was like, "This is magic."
01:03:48
I also think that Tim came across as a little bit nervous and a little bit awkward and I was like, "Oo, Tim, if we
01:03:55
could just dial up your confidence and add that to your warmth, you are going to find your person." And so, I love
01:04:00
Tim. We can watch his interaction. The first clip of Tim there, I thought was fascinating. That one there. Okay.
01:04:07
You're going to have a great date. First, I can I help you out with some some advice? Yeah. Okay. So, ignore the
01:04:14
cameras completely. Okay. Um, you're making great eye contact, which I love. Um, she's probably going to ask you,
01:04:19
"What do you do?" Okay. What is your answer to that question? I am a code monkey or a software engineer. Okay,
01:04:27
cool. So, anytime I meet a software engineer, it's a good answer, but it's a conversational dead end. Yeah. Because
01:04:32
unless I'm a software engineer, I don't know what to say. So, I'm like, so what I want you to do is actually create a
01:04:37
hook. So, you're going to say, um, so what kind of coding do you do? Uh, I do a lot of backend stuff. That's probably
01:04:44
too much. Nope. Don't even know what that is. You have to think of a hook to give me so that you don't have this.
01:04:50
What do you do? Software engineer. What do you do? Teacher, cuz we have to have
01:04:55
a We can't You can't say I'm a software engineer. Do you like art? We can't do that, right? How long have you been
01:05:00
doing it? How about that? I've been doing it for five to six years and been loving my team so far. So Oh, do you
01:05:06
lead a team? Uh, I hope to one day, but not right now. But you love your team. Okay. So I think that that could be your
01:05:11
hook. So, I think you could say like I'm a code monkey aka software engineer. Um, the best part of my job is playing with
01:05:17
code all day, but also like hanging out with my team. Yes. Then you're giving me a lot of hooks that I can then say next.
01:05:23
Any body language questions for me. Your body language looks great. You're making eye contact. I love your visible hands. You already watched my Stephen
01:05:28
interview. Oh, sometimes. Okay. Okay. Perfect. So, I think it's great. Mutual laughing is really good, too. So, like
01:05:34
that's great. If you're ever nervous, just just laugh. Okay. It's gonna go really well. Okay. You got this. Okay.
01:05:41
So this is exactly what happens with highly competent folks is they have an answer to the question that's just the
01:05:46
answer. That's not how good conversation works. Master communicators make it very easy for people to ask a follow-up
01:05:52
question or to get hooked in. So whatever your answer is as a leader. You want to give people enough hook to be
01:05:59
able to be like, "Oh, I want to know more about that." Software engineer didn't do that for Tim. Now her response
01:06:05
to this question is terrible. Terrible. Did you see what happened in the date? No. Oh my goodness. So, uh, what do you do?
01:06:12
Cheers. Cheers to you as well. Um, I am an AI consultant and I make
01:06:19
tech content. Oh, okay. Yes. In the tech space. In the tech space. Yes. Awesome.
01:06:25
What about you? I am a code monkey or code monkey? Yeah. Oh, no. No. Software
01:06:32
engineer. No. I love my job. Tell them something good. Okay.
01:06:38
Yeah, we love code monkeys. Yeah. No. Uh I used to be a code monkey. No way.
01:06:44
Yeah. You used to um for like six years, seven maybe. Yeah. Did you like it? Um I
01:06:51
did, but I Okay. I thought I liked it and then I realized I didn't. No way.
01:06:57
Yeah. It was like one of those things where after it's over you're like, "Wait a second. I wasn't that happy." Do you I
01:07:03
have to say I don't think he should call himself a code monkey. Yeah. Yeah, it's a bit it's demeaning. Yeah. And also
01:07:08
people people don't know what it is really. Like I didn't even really know what it was. I was like what? But it sounds kind of you her reaction was
01:07:13
telling. She went oh no I know. And so so so she says oh no. So first of all I
01:07:19
said to her afterwards why did you do that? If you disagree with someone, you can disagree with them but then give
01:07:24
them something else. So she was basically like oh no. And then he's like yeah I love what I do.
01:07:30
Yeah. But I think he has responsibility there because he shouldn't describe himself as a code a monkey anything.
01:07:35
Yeah. The minute you you sound like you are a like
01:07:40
a involuntary like slave to something against your will. Totally. If I said I
01:07:46
was a podcast monkey, you wouldn't think you wouldn't think, "Oh, amazing. I'm so happy for you." Would you? No. I'd be
01:07:52
like weird. Exactly. It's the word monkey that they're adding makes it seem painful. I I think you're right. He He
01:07:58
came up with a better answer. And this is like this is the takeaway for leaders is what question are you asked all the
01:08:03
time? I know people in business are asked the same questions all the time either networking or in their business
01:08:08
pitches. I always think this when I watch Dragons Den or Shark Tank is like you were you knew this question was
01:08:14
coming. You want to have a really really good answer. And so making sure that you're ready for the answer and the more
01:08:19
stories you can use the better, right? Like that's why I'm like I want you to start that note in your phone of all the stories of all the different topics that come up is it's so important to have
01:08:26
good answers with those questions that you know are coming your way. What's a great answer then? Give me an example of a great answer. So if I'm the CEO of a
01:08:33
media company, what's a great answer? If someone says, "What do you do?" Yeah. I'm the CEO of a media company. So you
01:08:38
want to start with clarity. So what is it exactly you do? I I don't like people who have like these crazy weird metaphor
01:08:44
metaphors for like Right. Right. So tell them what you I'm a CEO of a media company and uh you know we work with
01:08:50
amazing clients like so tell me who's the best client you worked for the most interesting client you worked for what's
01:08:56
the most interesting project you worked for like tell me that story or tell me how you moonlight so if your job is
01:09:02
boring be like oh you know I'm a CEO of a media company but um I garden on my
01:09:07
free time like like give me the the side hustle so I can say oh what kind of media or tell me about the gardening so
01:09:14
give an interesting story about who it is you work for or give me a side hustle that's really interesting or a passion.
01:09:20
And I heard you say that using the word because as a leader is important to
01:09:25
getting people to come with you. Humans need reasons. When there is a reason, even if it's a silly reason, it helps us
01:09:32
feel more motivated. So, it's a very, very silly study that was done that looked at this where they had people go
01:09:37
up to a copy machine in a library and ask, "Can I make copies?" Now, everyone
01:09:43
who's in the line for the copy machine has to make copies. Mhm. They found that people who went up to the line to to cut
01:09:48
the line and said, "Um, excuse me. Can I make some copies?" They got rejected. They were like, "No, dude. Get in the
01:09:53
back of line. We're all making copies." But if someone said, "Excuse me, can I make copies? I really have to copy
01:09:59
this." Like, with a reason, people were more likely let them cut. Even though it was exactly the same thing as the first
01:10:05
thing. The point of the study was to show that if you have a because, even if it's a silly because, people are more
01:10:10
likely to do things for you. Now, I don't love this idea, but I think the important point for us is you want to
01:10:16
know your why. That's why I said tell people who you help. So, if you're a CEO
01:10:21
of a media company, who you help is your most interesting client. Or if you're a life coach, don't just say, I'm a life
01:10:28
coach or I'm a a consultant. I'm a life coach. I help women who really want to
01:10:34
get their nutrition under control. Then I know who you work for. That's your why. And that gives someone a reason. or
01:10:40
you know, I'd really love to work with you. I think that I could really really change your nutritional outlook and put you in more control of your of your
01:10:47
nutrition. That because even though it's implied, even though I already heard it, it hooks someone in to go, "Ah, if they
01:10:53
have a why, I can buy into that why." Mhm. And I don't think he did a very good job on that. However, he was very
01:10:58
warm with her even though he wasn't into it. I thought that was very respectful. How are either of them supposed to know if the other person is attracted to
01:11:04
them? Exactly. This is why I'm doing what I'm doing. The number one thing that is
01:11:10
causing loneliness is we are withholding our liking both with friends and in romance. With all of these daters, none
01:11:18
of them, 0% showed any kind of obvious liking. How are we going to have babies?
01:11:24
How are we going to have marriages if we're withholding our liking? How are we going to have friends if we don't know if someone likes us? I think we should
01:11:31
be going around showing, amplifying our likes to people that we're with. So, how do I signal that I like someone? and how
01:11:37
do I know if they like me? Okay, so verbally I think it's very easy, right? You can be very direct and be like, "Oh
01:11:43
my gosh, this is so much fun." So like my magic phrases, right? If someone is interesting, funny, likable, fun, say in
01:11:51
that moment, h this is so fun. This is so interesting. Being with you is always
01:11:56
so interesting. So that's one way you can do it is affirming the adjective that you're already feeling and saying
01:12:02
it out loud, right? Like I think that Kendrick was very funny. And I actually said to him in our like pre-in I was
01:12:08
like, "Oh, you're really funny. That must be a double-edged sword." He was the first guy. The first guy. Yeah. I
01:12:14
said, "You're really funny." And that made him feel really good. I was like, "Oh, yeah. Yeah, I am." And I was like, "I think that's good, but also probably
01:12:20
it's harder to get depth." He's like, "Yes, that's true." So if someone is funny, interesting, delightful, a good
01:12:25
conversationalist, tell them. That's the first thing is like don't withhold that. We don't tell people, do we? Never. We don't tell people. Just thinking about a
01:12:31
meeting I had last week and I was thinking God if id started that meeting just by telling the person what I thought of them really positive thing it
01:12:38
would have completely probably made them feel good. Yes. Goes back to your point about giving them serotonin or and it
01:12:44
makes you more likable. Like we like people who like us. So the more obvious
01:12:49
you are with your liking actually just makes you more likable. So affirming them, making sure that they know that
01:12:55
you were thinking of them. So like I was just thinking of you. I was so looking forward to this. I was looking forward to this all day. And then non-verbal
01:13:00
liking. So for men, vocalizations. H oh,
01:13:05
we love those. We love a triple nod. We love a head tilt. We love a lean. All of
01:13:10
those. Yeah. Seem, oh, you know, I there was something funny that I read recently, which is
01:13:17
women list humor as a number one trait they want in a man. Men don't care as
01:13:23
much about humor in a woman. They want a woman who laughs at their jokes. Of course, I thought this was so
01:13:31
good and so helpful that that for a man, yes, it's good if you can work on being funny because women do like it. But if
01:13:37
you're a woman, you actually don't have to be that funny. You just have to be willing to laugh. And that brings me back to liking. Being an easy laugher,
01:13:46
like being ready to laugh is one of the most likable complimentary things you can do for someone else.
01:13:52
If that was good, thank you. I like,
01:13:57
was this real or not real? We like it. I like it. You couldn't even tell. Well,
01:14:04
that's a very believable laugh. It was good. There's sometimes people will like withhold their laughing or like they'll be like, "Oh, that's funny." Right? So,
01:14:12
being an easy laugher is also like the fastest way to tell someone, "I like you." When we laugh, we are absolutely showing we like someone. So, non-verbal
01:14:18
and verbal liking is like very What if you're not funny? Because a lot of people, we've sort of categorize ourselves as being a funny person or a
01:14:24
not funny person. So, is there a way if you're not funny to be funny?
01:14:29
Yes. And it's being the best passenger ever. If you're not a joke teller, the
01:14:35
joke teller is the driver, right? In a conversation. They're telling funny stories. They're telling funny anecdotes. They're very funny. They're
01:14:40
driving. Well, drivers need passengers to laugh at their jokes. So, you are
01:14:46
going to be the best passenger ever. You're going to laugh at the joke. You're going to bang on the table. I love table bangers. You know, I have
01:14:52
people in my life who are not very funny, but they love to bang on the table when I tell a funny joke and that makes me feel so good. They don't need
01:14:57
to be funny. I'm happy to try. Right? So, if you're not funny, just be very good at hyping up other funny people.
01:15:05
You also could be a curator of funny. You find the best funny gifts. You find the best funny clips. You share the best
01:15:11
funny posts. Like, you don't have to be funny to be a curator of funny. Like, I have a friend who's not that funny, but
01:15:17
he has the best clips and memes that he sends me. And so I think of him as funny even though he's never told a joke. He's
01:15:23
just passing on other people's funny totally. But it it it's associated with him. But that does make him funny cuz he
01:15:28
knows how to select funny. Cuz I've got a friend who sends like the worst gifts
01:15:34
like they're never funny ones. But doesn't it make you laugh? Gifts. What do I mean? The gifts are so
01:15:41
sad. I've got one friend. My friend Ashley sends five gifts. But I got this other friend who I can't name. Yeah. Please don't name them. No. Just in case
01:15:47
everyone's listening. He literally sends not funny gifts. We've all got a friend that sends like the bad meme and you there's like they drop it in the chat
01:15:53
and everyone's like thumbs up, you know? But like, doesn't it make you kind of laugh? Don't you love them for it? I
01:16:00
love them, but I think could they improve their meme game? Yeah. Like I I
01:16:05
wouldn't take the risk. I had hit me fire emojis in a long time. I wouldn't be without conviction.
01:16:11
Okay. I If that was them, if that was me, if I'm like I'm not that funny, I can learn to be funny. Do you think you
01:16:16
can learn to be funny? I I think I have. Like I think I I've learned to be a little bit funny with like my sense of humor. I think um take an improv class.
01:16:24
Like really really take an improv class. A lot of humor is just trying things and seeing if they land. So if you're not
01:16:30
funny and you want to be and like something good to work on, take an improv class and work on being funny on stage. I also think you can study funny
01:16:37
people and see how they make their jokes. Like and you can have the same jokes. For example, I have a friend who
01:16:42
whenever he's over at our house and I say, "Babe," to my husband, he goes, "Yes." And it's always funny. It's
01:16:48
always funny. It's the only joke he really makes, but I love it. And so, I think that you can also have like sort
01:16:54
of jokes that you figured out that you just use over and over again. And touch, is that a cue of interest? Yes, I love
01:17:00
touch, but you have to be a little bit careful with it because if you do it inauthentically or awkwardly, it's like a total fail and looks terribly,
01:17:08
horribly wrong. I love a high five. Like I love like, "Oh my gosh, that was great." Yes. Oh my gosh, we're both into
01:17:13
that. Like I love like you're making you can pull off high fives. What? Like I
01:17:21
don't know whether this is a British thing or not, but if I started high-fiving people in in meetings, people would think I was very strange.
01:17:28
No, I think people would like it. No, I think I think it's I think people have like a model of you. Okay. I think they
01:17:34
understand like the upper limits of your enthusiasm when you're excited, who you know, your playfulness. I think
01:17:40
high-fiving it's outside your bubble. Jamaima, do you know Jamaima out there? She could high five. She'd get away with it because that's like I think I have
01:17:46
high five Jamaima. There you go. Yeah. Okay. So, all right. Find your thing. You have a flavor. Yeah. Right. Everyone has a flavor. Your flavor is not
01:17:53
high-fiving, but it's probably something else like a dry sense of humor. In fact, they they did a study where they looked at worriers and not worriers, like
01:18:00
neurotics and non neurotics. Neurotics are known for making self-deprecating jokes, and we like it about them. Like,
01:18:06
they're constantly making fun of themselves, and we like it. Whereas low neurotics, people who are not warriors, who are like really confident, they love
01:18:12
to make jokes about other things but never about themselves. So like everyone has like their flavor and that's good. You got to find it. And you should study
01:18:19
people who are like you, right? Like there has to be like I love to watch um like uh those talk shows like you know
01:18:25
Jimmy Kimmel or whatever. And I pay attention to the interviews that have more than one laugh every 30 seconds. So
01:18:31
my goal in a keynote like I give a lot of keynotes for organizations. I try to have a laugh every minute if I can. I
01:18:38
think that if you have a laugh every minute, you're considered funny and that actually opens up the brain to more learning. So on interviews, I pay
01:18:44
attention to who are the interviews, what are the interviews where they're getting a laugh every 30 seconds, 30 to 60 seconds. And I'm paying attention to
01:18:51
how are they doing it? And that is how I've learned to be funny. Like for example, like a really easy one for for
01:18:56
humor I've learned is like if you have like one, two, three things and the third thing is weird, people almost always laugh. So, if you're like, "Oh,
01:19:04
you know, Texas is great. What's the land of uh tacos, cowboy hats, and hot
01:19:10
girls?" Like, if you make the third thing a weird one, people kind of like, "Ha." Like, they think it's funny. And so, like, if you have like you can begin
01:19:17
to play with those things if you learn. But, I've noticed that as a pattern just like anecdotally by watching people. So,
01:19:22
I think you could find someone who's like you. Like, you should find a a British smart guy. Who's a British smart
01:19:28
guy who's funny? Jack. Jack's smart. Okay. D and just like see what kind of jokes they're
01:19:33
making. I bet you those jokes will work for you too. They do. Yeah. Yeah. I like steal jokes from British Mafia for sure.
01:19:38
So like that works. I also think there was a study that was done about like charisma and we're talking about master communicators especially leaders. I work
01:19:45
with a lot of leaders and what I tell them is you can actually channel your role model that will completely change
01:19:50
your body language. They asked presenters to present on stage a little one minute presentation which by the way
01:19:56
very hard to do if you're not a presenter. So they had have them give a little presentation on stage and they took them off and they said, "Okay, now
01:20:03
we want you to channel Steve Jobs and give another presentation." Now don't tell anyone what you're doing, but just in your mind just just channel him. When
01:20:10
they got on stage, they were more charismatic. They used more vocal variety. They used more hand gestures. They were more confident. They spent
01:20:16
almost double the amount of time on stage and they liked it more simply by channeling Steve Jobs. So, I share this
01:20:22
because I think you don't necessarily have to be funny or charismatic on your own, but if you're channeling the most
01:20:28
funny person you know or the most charismatic person you know, it can transform your vocal and non-verbal cues
01:20:34
to be more like that person. Micro expressions. Yes. Okay. I feel like when I ask you a question, every question is
01:20:40
your favorite question. I have some that are not my favorites, but you haven't asked them yet. Okay, good. Okay, good. This is what got me into into this work
01:20:46
was actually micro expressions. So there are many people, especially if you have
01:20:52
um narcissists in your life, who misinterpret neutral expressions as
01:20:58
negative. So one of the problems I had early on that caused me to be awkward is I thought everyone hated me. I thought
01:21:03
everyone was angry at me. So I would misinterpret the expression. I would think they hate me, which made me even more awkward. It was a very bad cycle.
01:21:10
So what one of the first things I discovered with this work where I was like, why doesn't everyone know this? I was 20 years old and I stumbled upon
01:21:17
this idea that some of our expressions are universal that across cultures and genders and races we make the same
01:21:24
facial expressions for the same emotions. Now there's some some controversy about microp expressions and
01:21:29
how universal they are but there are seven that we've found have a lot of universal applications and I would love
01:21:35
to teach you those seven please. Okay, let's actually start with fear. So fear
01:21:41
is a universal response and when we make this face it helps keep us safe. It's when we widen our eyes so our eyelids
01:21:47
our upper whites show we raise our eyebrows up and we usually open our mouth like that. The reason we make this
01:21:53
face innately is because if we see a tiger like back from caveman days our
01:21:58
mouth opens takes in oxygen and opens in case we have to yell for help or run for
01:22:04
our lives. Our eyebrows and our eyelids lift up so we can take up as as take in as much of the space as possible. The
01:22:11
safest face I can make as a human is this one. Right? I can say anything. I can
01:22:16
take in oxygen. I can see as much as possible. That is why we make that expression expression when we feel fear.
01:22:22
When we see it and you see it a lot in business environments, you are spotting
01:22:27
oh I just tapped into a little bit of nervousness and it typically happens around confusion. So, I will sometimes
01:22:34
be giving a presentation and I'll notice someone will go and I know I just said something that they didn't like or they made them
01:22:41
nervous or that makes them feel a little bit afraid and I can say, "This makes sense. Are we all good? Let me rewind
01:22:46
and reexlain that again." So, I spot the fear and I immediately address it. So, what you want to look for is those upper whites of someone's eyes. That's how you
01:22:53
know that someone just triggered you triggered a little bit of nervousness in them. When you say upper whites of someone's eyes, what you what you mean?
01:22:59
I literally mean the upper whites up here. So, not lower. Like when I'm afraid, my eyes peel up so you can see
01:23:04
the upper whites of my eyes. It's very unnatural to do that, right? Like you would never do that normally. We do that
01:23:10
when we're actually feeling afraid. Now I I tend to raise my eyebrows up to show like a punctuation, but this is like
01:23:16
it's a much bigger expression. Yeah. So when you see it, make sure that you immediately address it so you calm that
01:23:22
fear. Okay. So fear is the first one. The second one that I want to talk about is disgust. So disgust is a very
01:23:29
negative emotion. We make it when we don't like something. So, it's when we crinkle our nose up and flash the upper
01:23:35
whites of our teeth. Yeah, it's a space. We do it to inhibit our nasal passages, like when we
01:23:42
smell something bad or taste something bad. But, interestingly, we also do this when we don't like something we hear or
01:23:49
see. I I see this a lot with lie detection. So, we do a lot of lie detection research and I've noticed
01:23:55
lying makes people feel dirty. We do not like to lie. And so people will often
01:24:01
lie as they'll make the disgust expression as they're lying. So I'll say, you know, so what do you think of the new guy? Oh, yeah. Yeah, you know,
01:24:08
he's pretty good. And they hold this expression up. Look for secret disgust.
01:24:14
If you ask someone a preference-based question, if they are lying, they will often show disgust because they're
01:24:20
literally disgusted with themselves for having to make that distinction. So it's an inhibitor. And you always want to
01:24:26
look up here. We don't do that naturally, right? We don't do that naturally at all. So, that's a really good one to look out for. Also, you can
01:24:32
predict behavior better with disgust, right? So, if you ask someone a question and they go,
01:24:38
um, you know that they're not in a good headsp space. That's when you immediately want to give permission.
01:24:43
Hey, look, I'm on your side. I'd rather just know what you really think. I have prevented lies. Yeah. By giving someone
01:24:50
full permission to just tell me the truth. Yeah. I think I'm I pull that sometimes when I don't want to do something. So, someone might say, "Do
01:24:56
you want to go to this restaurant?" I go, Yeah. And you don't even realize you're
01:25:01
doing it because we make it accidentally. It looks like a mulling but actually I've given away that I actually don't want to go. And why not
01:25:07
be in relationships where we can say, "Hey, look, we're good. We don't have to go to dinner." Yeah. Like I'd much rather say that. Okay, that's disgust.
01:25:13
Anger is a really interesting one. So anger, they did computerenerated faces and they found that when you make the
01:25:19
components of anger, it makes your face look stronger. People perceive you as stronger. So the reason we make this
01:25:25
from an evolutionary perspective is because when we are angry it makes us look physically strong which makes sense
01:25:30
before we get into a fight. So anger is when we usually uh tense our lids, we pinch our shoulders together and we
01:25:36
harden our lips and we often jut our jaw out. So jut your jaw at mem like before
01:25:42
a fight people often will be like what's up? What's up? They jut their jaw out because it makes you look stronger. It's
01:25:47
a way of like showing territorial gestures. And we also tense our lips and tense our eyes. This makes us see
01:25:53
better. So, right before a fight. No, you look confused. Okay. I'm sorry. I'm trying to Okay. So, so, um, harden your
01:26:01
lips. Yeah. I thought I had a heart on my legs. Oh, you actually did it perfectly just a second ago. Yeah. Yeah. Yeah. And then, um, you see those
01:26:07
vertical lines appear and then tut your chin out at me. Yeah. That's like, what are you doing? I don't like this. And if
01:26:14
you hold that expression, you'll begin to feel angry and defensive. Isn't that weird? Yeah. So, it makes you look
01:26:19
strong. That's why we make that face. I always look out for in the business environment. You don't often see that full anger, right? But you will often
01:26:26
see a chin jut. So if I'm like in a meeting or I'm a team call and I'm looking and someone goes,
01:26:33
"Yeah, I know that I've just made them a little bit angry." Typically in anger, people do two things. They go on the
01:26:40
offensive or the defensive. I want to prevent either. So when someone's angry, they go, "It's not my fault, it's your
01:26:46
fault." Offensive. Or they go on the defensive. Not my fault. I don't want that. Right? So they'll often attack or
01:26:52
they get very defensive and I want to disengage that completely. So I'll say hey look we are on the same page. If you
01:26:57
see someone in anger you want to immediately go into shared mutual understanding mutual goals. Mhm. Okay.
01:27:02
So that's anger. Let's talk about a good one which is happiness. So happiness we've talked about before which is the
01:27:08
only true expression of happiness is when the happiness reaches all the way up into our upper cheek muscles all the way up here.
01:27:15
I know I've tried so hard with the smiling thing since we last met but it's really not going well for me. I know.
01:27:20
But when you are happy, like when you laughed earlier authentically, it does it automatically. It already does it. So it's this upper cheek muscles. When we
01:27:26
reach those upper cheek muscles, don't fake smile. I'd rather you real smile. That looks good. Does it actually? Yeah.
01:27:31
Yeah, that was good. That looks good. Oh, yes. I like it. I'm always on the lookout for fake smiles, right? Like
01:27:37
especially in in the work setting is if someone especially in sales, I do a lot of sales trainings. If someone's like, "Oh yeah, I I love this, but they don't
01:27:44
love it. You're not done selling." Like keep building rapport. So you're looking for the absence of real happiness.
01:27:50
That's what you really want. And that's really You said it's about this section. Yeah. This section of your face. So this should go up and the eyes all the way
01:27:55
up. Yes. And you remember anyone can fake smile. It's all in your upper cheek muscles. All in your upper cheek
01:28:02
muscles. Okay. Here. Yeah. Like that. That's it. That's why you have to
01:28:08
be careful with Botox because um there's a lot of I could talk a lot about Botox if you want to, but when people um Botox
01:28:14
their smile wrinkles, they actually feel less happy. So there's a feedback hypothesis of when you show an emotion,
01:28:22
you actually begin to feel the emotion. So people who have Botox their smile wrinkles can't make a true happy face
01:28:29
and actually feel less happy. It's also the same with negative emotions. So if you Botox your anger, you'll actually
01:28:35
feel less angry. They've started to use it for anger management is if you botox your anger muscles, you actually are
01:28:41
less volatile. So there's all kinds of things that happen with our face when we begin to change it. Damn. Okay, so
01:28:48
that's anger. Um, sadness. Yeah, sadness is the most contagious of all the expressions. So, sadness is the hardest
01:28:55
one to fake. It's It's really hard to do. So, the first thing is you pull your mouth down into a frown and then you
01:29:01
puff out your lower lip. Mhm. And then you pinch your eyes together and kind of droop your lids. Mhm. Uh-oh. Made you
01:29:07
yawn. You know what's funny is if you make a sadness expression, it will either make you yawn or cry. Oh, your
01:29:13
eyes watering. Yeah, it worked. I think the yawn made the eyes water. But it's all but it's all part of the same system. Oh, right. Isn't that crazy? So
01:29:19
funny. Yeah. Isn't that weird how that happens? So, you know you've made a good facial expression or a good sadness expression when you actually begin to tear up. Mhm. They found that when
01:29:27
babies want attention, they pout out their lower lip because we find it quite cute, right? Like when babies do that,
01:29:32
we're like, "Oh, we need to we need to help you." So, it's actually evolutionary that when we do that, it actually is a way that we get help. So,
01:29:38
when I see that that downward frown, he'll pull their mouth into a downward frown. I know that something is going on
01:29:45
for them. And I'm careful with this at work especially. It's empathy,
01:29:50
compassion, or space. Like if someone's going through something at work, you
01:29:55
don't always want to be like, "Well, tell me about your divorce. Go ahead and tell me about that." No, you might want to be like, "Look, if this is not a good
01:30:01
time for a meeting, we can reschedule. We don't have to do this right now." So, I think that space is sometimes the best
01:30:07
thing. Or can I help? But it's hard to tell the difference. It's hard to tell. So I guess you you've just got to ask.
01:30:13
Yeah. And I think like that's the the mistake that people make when coding emotions is they think that they have to rely completely on their own reading.
01:30:20
No. If you see an expression you don't know what it means, be like, "Hey, all good. Are you good? You want to tell me
01:30:27
anything?" Like asking for clarity, no matter what the emotion is, whether it's good or bad, is always good. A little
01:30:32
trick I also use, if you want to calm someone down and you're not sure what's
01:30:37
bothering them, name an emotion you think it is and have them correct you. So, I will often use the word upset
01:30:44
because people will almost always correct you. So, I'll say, "Are you upset?" "No, I'm not upset. I'm angry."
01:30:49
"Oh, good. Now, we're at least on the same page. I know that you're angry." Interesting. And that really works well. Sometimes that winds people up a little
01:30:56
bit. Yeah. But at least you hit the truth. True. It does start the conversation. Yes. And it gets you to the truth of like, what are they actually feeling? Okay, we did those
01:31:01
ones. Um, contempt. Contempt and surprise, I believe, are last. So, we'll do contempt last. Surprise is a very
01:31:08
easy one. It's actually the longest of the micro expressions because we want to see it from far away. So, right, we just like go as wide as
01:31:15
possible. Um, surprise is not positive or negative. The most important thing about surprise is the difference between surprise and fear. Here's why. If I say
01:31:22
to you, did you know about that email that was going to be sent out on Monday to the whole team? Surprise, I had no
01:31:28
idea. versus fear I didn't know. So surprise versus fear is very important when
01:31:34
you're trying to gauge um does someone know something or not know something. It works really well with kids and teenagers too because they're bad at
01:31:41
hiding it, right? They're really bad at hiding it. And so like if you're like did did you did you take my
01:31:46
phone? Probably not. Or probably did, right? Like you know another I think did
01:31:51
I tell you my favorite one with kids is also nodding. Nodding cues work really well with kids and partners. if you didn't hear it from me. Where if we when
01:31:58
we nod yes in this culture it means yes. When you nod no it means no horizontally. With a kid you can often
01:32:05
be like do you want to go to the playground or do you want to stay here?
01:32:10
Often times they will pick the one that you associated with positive cues because they are reading your cues to figure out what the better choice is. So
01:32:16
oftent times with my kids I'll be like do you want to wear this shirt or do you want to wear that shirt? and I'll show
01:32:23
discuss and they're like well this one obviously. So you can also associate cues if you want to encourage someone to
01:32:29
make a choice if you know that both choices are the same with kids it works really well. Okay the last one is
01:32:35
contempt. Contempt is scorn, disdain, pessimism.
01:32:41
It's a mark of superiority and that's why it's so dangerous. When someone feels contemptuous, they're often
01:32:47
feeling better than you or they know better than you or they think better than you. In marriages, it's
01:32:53
particularly damaging. Dr. John Gottman found that when he observes silent
01:33:00
videos of a couple, he can predict with 93.6% accuracy if that couple will get
01:33:06
divorced within 30 years. If one member of the couple shows contempt towards the other, that basically if you're in a
01:33:13
relationship and someone is contemptuous of the other person, they show a one-sided mouth raise. Contempt is a
01:33:18
one-sided mouth raise or a smirk. Yeah. Mhm. If they show that, it means they
01:33:23
feel better than that person. And if that is not addressed, it fers and it grows into disrespect and hatred. So
01:33:29
Gottman looks for contempt because he knows if someone in the couple feels contemptuous of the other person, they
01:33:35
feel better than that person. And that is not an equal marriage. Is that the only way that it comes out? The the
01:33:42
smirk is the most reliable way that contempt can come out. Okay. Measurably, right? Like what about the eye roll? You
01:33:47
know, an eye roll can be sort of silly, but like I could like contempt no matter
01:33:53
the context is not good, right? Like if someone is like, I don't think so. You
01:33:59
know, they feel better than that's never a good thing. And I roll, you could be like, ugh, you're being so silly, right?
01:34:04
So like contempt is the one expression where one, you don't want to accidentally show it in your profile picture, so never show an an
01:34:11
asymmetrical smile. And two, if someone is showing you contempt, you have some rapport building to work on. Now, you
01:34:18
don't know what that contempt is. It could be about you, could be about the relationship. It even could be about self-contempt, right? But you want to
01:34:24
immediately be like, "What is going on? What are you feeling? What's going through your mind? What questions do you have for me to make sure you're
01:34:30
addressing whatever the reason for that contempt is so it doesn't fester?" It builds though, doesn't it, with relationships. Is there do you think
01:34:37
there's any turning back when you've bu because people will think about the people they know in their lives and there'll be some relationships where
01:34:42
they've kind of built up contempt over time. So the minute you see this person again, you're already kind of on edge.
01:34:48
You're probably already smirking, eye rolling, whatever. The only way the only way is shared experience. Talking more
01:34:54
usually doesn't get it. like you can talk more, but if you have shared experiences where you're building
01:35:00
oxytocin or you're building adrenaline, you're doing something new together that scares you both a little bit, it creates
01:35:05
all kinds of chemical connections and bonds. I think that's why sometimes when people go on like a couple's retreat or a big couple's uh trip, it resets them.
01:35:13
It really resets them chemically. If you are showing contempt, you might disrespect that person. You have to go
01:35:20
into shared activities where you can build respect back. Can we change? Can we I guess this is a
01:35:26
question that a lot of people well like it's quite foundational to learning from
01:35:31
you and listening to you is this like deep belief that we can change who we are because so many of us think that we're kind of stuck in our personalities
01:35:40
and that they are rigid and that they come from our trauma, our childhood, our genetics. But as it relates to like my
01:35:45
personality, I guess what is my what is a personality and can I change my
01:35:50
personality? Should I change my personality? you can kind of change your personality. That's probably not the
01:35:57
answer that you want, but they've actually researched this and when you look at personality, it's composed of
01:36:03
five main traits known as ocean. Openness, conscientiousness,
01:36:08
extraversion, agreeableness, and neuroticism. Every person on the planet Earth has these five traits and they
01:36:14
fall on a spectrum high, medium or low. These traits are somewhat heritable,
01:36:20
somewhat genetic. So there is a portion of our gen genetics we cannot change. For example, personality traits are
01:36:25
somewhere between 42 to 57% heritable. Meaning some of it is just literally our
01:36:30
genes expressing themselves. But that still gives us quite a bit of wiggle room. What I like to focus on is if you
01:36:36
are low on the spectrum and let's say neuroticism, which is how you worry, you cannot become low. You cannot become
01:36:44
highly neurotic. It's too big of a it's too big of a swing. But you could probably dial up to medium if you wanted
01:36:49
to. or if you were high you could probably dial down to medium. So you have let's say 30 to 40% potential for
01:36:55
change. So if you want to change your mindset, your goals, your personality, you have about 30 to 40% I think freedom
01:37:03
to grow or change in a way that you want to if you're purposeful. Can you give me the definition of those five? Yes. Okay.
01:37:09
So openness. Openness is how curious you are, how open to new experiences you
01:37:14
are, how creative you are. I think it's why you're willing to have new people in this setting is you like having new
01:37:20
questions. You're highly open people are extremely curious. Okay. The opposite is
01:37:26
low open. Low open folks love habit, tradition, routine. Jack, just said I
01:37:32
was a control freak though. Yeah. Control is not about openness. Okay. Right. Like you're willing to move
01:37:38
around the world. You're willing to meet a lot of new people. Low open people want to everything to be the same. They
01:37:44
don't want to travel. They don't want to experience new things. And the reason for this is actually they found that
01:37:49
highly open people have a certain form of gene called DRD4, which means that when they experience something new, they
01:37:55
get an extra load of dopamine. That is why extremely high open people are adrenaline junkies. They seek really new
01:38:03
experiences all the time because they want that dopamine hit. They actually get more dopamine when they try new things. Low open people have less
01:38:10
dopamine for new experiences. So they're like, "Why would I go travel when I have my perfect setup right here?" They are.
01:38:17
I think what's really important about personality is there is no bad, there's no wrong. We want diversity of
01:38:23
personality because our high opens, they explore. They're the ones trying all the new things. Our low opens honor our
01:38:30
traditions and our rituals. So in terms of finding a partner, very important. If
01:38:37
I were dating right now, I would probably make the dator take a personality test so we could see if we're
01:38:43
matched. I would literally I put up this test for free. So, I have a personality test. It is up for free. I think every
01:38:50
single person should take it. Know your own personality and also know your best friend's personality, your partner
01:38:55
personality. What would you be looking for? Okay. So, I know what ma what matches really well together. A high
01:39:01
open and a low open are going to have trouble. Okay. So someone who is spontaneous, wants to try new things,
01:39:07
new experiences versus someone who just wants to sit at home and do the same old things, go to the same restaurant. Yes. So let's talk about this very
01:39:13
practically. I know very quickly. So yes, you can have hopefully have people take the test and then look at the
01:39:18
results. Like you should actually screenshot it and look. If you're not sure, ask someone, "What do you usually
01:39:23
do for lunch?" A high open will be like, "H, I love trying new places. The new thing,
01:39:29
they always order the special every time." A low open person wants to go to the same restaurant with the same waiter, order the same meal and they
01:39:35
would never try the special why risk it. Very different approaches to the same thing. So in a relationship every
01:39:43
single meal they're going to have a problem. Like it's really easy if you have the same level of approach to new
01:39:48
experiences. Entrepreneurs as a leader leaders very good leaders are typically higher in openness. So it tracks for you
01:39:56
that you're high and open because you're willing to try new things. You're willing to risk it for the biscuit. You're willing to say, "Okay, I'm going to risk this new idea to see if it's
01:40:02
going to work." I love risking it for the biscuit. I know. And that's because you're driven towards more high dopamine. However, high open
01:40:09
entrepreneurs have shiny object syndrome where they are constantly chasing new ideas. No. And it doesn't always work.
01:40:16
No, not me. Okay. I'm joking. Of course, you do it right. You don't. Yes.
01:40:21
Exactly. And that can be very distracting. So, if you are working with a high open leader, you are probably
01:40:27
extremely frustrated. They keep wanting to try new projects. Do you think if I'm building a company, I should look for
01:40:33
people that are equal in openness to me or should I look for counterbalances? That's it. Okay. But god, they're going to frustrate me. They are going to
01:40:39
frustrate you, but they're going to keep you in check. True. Right. Like you should never have your C CFO as a high
01:40:45
open person. True. That's true. That's so interesting. So true. So like the best people like diversity of hiring is
01:40:51
so important in personality. The mistake I see in corporate because I do personality trainings for corporate is
01:40:56
managers hire their same personality and they're all having the same problems.
01:41:01
They can never have followrough. And that brings me to conscientiousness. Yeah. Conscientiousness is where I think
01:41:07
opposites attract. This is where I think that works. Conscientiousness is your approach to detail. So it's high
01:41:14
conscious people love like I'm high conscientious. I love alphabetizing. I love color
01:41:20
coding. Office supplies make me so happy. I love Post-it notes and files. I
01:41:27
like purses with 15 different compartments. Am I losing you? Yeah, you've lost me.
01:41:33
Okay, I've lost you. Yeah, cuz you're medium open. I mean, sorry. You're medium conscientious. I mean, all the things you just described, I'm
01:41:39
absolutely none of those things, right? Cuz you're medium. But I like detail in work. Like, I like work to be great and
01:41:45
like us to care about details, but I'm not like organized in the way that you described. Right. And also, you're not doing all the details. No. Right. You
01:41:51
have a team doing the really difficult details of the research or the editing because you can do it, but you're not
01:41:57
super super conscientious. I'm super super high conscientious. So, I love the details. I have a color-coded calendar
01:42:02
for my family, for example. I'm the only one who looks at it. I wish I was more like that. So, highly successful people
01:42:08
typically are more conscientious. And this is what we have to remember is they've studied this. Two low
01:42:14
conscientious people in a marriage have more financial problems. Yes. So unfortunately, this is one where high
01:42:21
conscientiousness can help you a lot in marriage, with finances, in business.
01:42:26
But medium is okay. So if you're low, you can work on dialing up your conscientiousnesses with tools, with
01:42:32
training, with habits books. That's why habits books are always on the bestseller list. It's because all the low conscientious and medium conscious
01:42:38
people of the world know, oo, if I want to be successful, I just have to get more habits. By the way, on the first
01:42:43
date with Ashley and Kendrick, Ashley said that she had a spreadsheet for how
01:42:48
she spends her days. And he was like, "Whoa, a spreadsheet." And she showed in
01:42:54
that answer that she was super high conscientious. That is really good to know in a new relationship is someone's
01:42:59
high or low conscientious. A high conscientious person, they will never be late, but they get very mad if you're late. So, it's really good to know the
01:43:05
conscientiousness of your team and of your partner so you can better predict their behavior. Is there an element of
01:43:10
neurode divergence here as well? Because I'm thinking if someone has ADHD or Yes, I think that they're actively studying
01:43:16
this now. I think neurode divergence, neurodiversity, there is personality trends with that. I don't know exactly
01:43:23
what they are yet, but I know that they're looking at how does the neurode divergent community deal with conscientiousness or openness. I know
01:43:29
that also, for example, neurode divergent folks have a different chemical response to even eye contact.
01:43:34
So like I talk about eye contact a lot, but I have to be very aware for my neurode diverent community. Eye contact is harder for them and that is because
01:43:40
when they're connecting they want to be processing and thinking. So it's much harder, more distracting for them if
01:43:45
they're making eye contact. So there's a lot of ways in which they are having a different response to um an interaction
01:43:52
or a connection. Okay, extraversion. So this is the one that this is the cool kid. I call it the cool kid of personality is
01:43:58
that everyone talks about extroverts and introverts but actually ambberverts are much more interesting to me and most
01:44:04
people are ambberverts. They fall somewhere in between extrovert and introvert. Introverts get energy from
01:44:09
being alone. Extroverts get energy from being with others. Ambiverts can dial up
01:44:14
into extroverted energy, but they need a lot of recharge time. Like I slept like 11 hours last night in preparation for
01:44:19
this interview, right? Like I knew that it was going to be a lot of intense like interaction time. So I wanted like a lot
01:44:25
of flat laying in bed time because I'm ambervert leaning towards introvert. I
01:44:30
get energy from the right people, but I can't do a lot of socializing. Are you like this off camera? Like if I asked
01:44:36
your husband what you're like when if I said to your husband, "Do an impression of Vanessa." Show me what that
01:44:41
impression would look like. Vanessa at home. It would be this but weirder. Like I'm like I'm like a weird person at
01:44:46
home. It would be totally like this but but bigger. Cuz at home I'm really comfortable. Like I'm a silly mom. Like
01:44:51
with my girls like I'm dressing like a dinosaur. I'm doing dance routines. Like I'm very silly at home. He would
01:44:57
probably say bigger if you were to ask him. Bigger. Yeah. Like more animated than more animated. Oh my gosh. Do you
01:45:04
think I'm that animated? I thought you were pretty animated. Oh my gosh. I'm even more animated probably at home.
01:45:09
Really? Yeah, cuz I'm even more comfortable. Okay. I'm putting on plays with my girls. Like I'll I'll do the whole Frozen soundtrack. I wouldn't do
01:45:16
that for you here, but at home I would. How many episodes we got to do before you do the Frozen soundtrack? A billion.
01:45:22
Okay. A million. No one will be with us if we do a billion episodes. Okay. So extraversion is important. Now this
01:45:27
happened on the date as well is he said, "I'm a super extrovert." and she said, "Oh, I don't go out that much." This can
01:45:33
also be an issue in a relationship. If someone is super extroverted, they need lots of people time versus someone who
01:45:39
is very introverted. They don't want the people time. That is constant tension in a relationship. You also have roles in a
01:45:46
company where I'll notice that people will hire for a role where the role
01:45:52
requires extroverting. For example, if you're in sales, you cannot be introverted. It's very hard to be
01:45:58
introverted because you're having a cold call. you'll have him to smoo and build rapport. You have to enjoy those networking events. So, it's important to
01:46:04
factor in what is the ideal personality for this role. So, for example, I have
01:46:09
roles in my company where I actually don't want an extrovert. Like, I don't want to chitchat. I don't want you
01:46:15
socializing. Like, I want you to be super high conscientious and really direct. I I we've we've had this where
01:46:22
I've had a role where I had to let someone go because she wanted to chat too
01:46:28
much. And I was like, I can't I can't chat. I don't I don't have capacity to
01:46:34
chat. I just like let's let's work right side by side, but don't talk to me. Kind of not really. Do you know what I mean?
01:46:40
You know what I mean? Where like I I knew that our team wasn't extroverted enough for her. And so you want to
01:46:47
really be careful about hiring a role for your personality. So, extroverts. Okay. Interesting. Oh, by the way, um the best leaders are high extroverts.
01:46:54
They found this. High extroverts. Yeah. What am I? Two stars out of three.
01:47:00
Middle. Middle. Makes sense. Like I think that if you were out sch smoozing more, it might help your business, but
01:47:06
might not. Might be distracting to you. But that's what the research says. I think if I was more extroverted, I'd be
01:47:12
a better better leader. I think my business would be more successful cuz I think it' be you'd be find it easier to
01:47:17
form new relationships and you know and we could dial that up for you but you couldn't completely change right like we
01:47:22
could dial up your extraversion but it would take a lot of energy that's the thing is we have we can change anything we want but you probably can only change
01:47:28
it 30 to 40% it's going to take a lot of energy and the question is like do you want to do that okay agreeableness
01:47:35
agreeableness is the hardest one to get agreeableness is your approach to teamwork highly agreeable people want
01:47:43
everyone to like them and typically say yes to everything. They're agreeable. So the problem with agreeable people on a
01:47:49
team is you ask them for something and they're like, "Oh, sure. Yes. Yeah, I know these people." But they shouldn't say yes. Yeah. And that is because they
01:47:56
so want to be liked and they they so struggle with people pleasing and boundaries. They don't have enough um
01:48:02
value in their own boundaries. They'll say yes to anything, but then they can't really do it. You have to be careful
01:48:07
with a highly agreeable person because they often overcommit. Yeah. I tend to find someone that's very agreeable. They
01:48:14
especially in the context of business where you're trying to figure out what the correct answer is. So you have a problem and you're trying to pass out
01:48:20
what the correct answer is. You never end up going to them because they will say either what they think you want to
01:48:26
hear or they'll just take whatever your idea was. You never get good feedback from an agreeable person. Exactly. You never get honesty. Yes. Because they
01:48:32
they can't. I have trouble with highly agreeable people as friends. And that's because they'll often I'll be like,
01:48:38
"Hey, do you want to go to this concert in two weeks?" Oh yeah. And they cancel me last minute always. Yeah. Cuz in
01:48:44
their minds like maybe but probably not. But they're afraid to tell me. You don't want your CFO to be agreeable. No. Now
01:48:52
let's talk about low agreeableness. Low agreeableness. Those folks default to no. They are highly skeptical. They
01:48:59
don't usually want they will not do something for getting along. And because they default to no, they typically can
01:49:06
be dream killers. Yeah. So if you're in a pitch or a presentation, they're like, "Nah, it never work. No, it'll never
01:49:12
work." Or you know you're with a highly a low agreeable person if they Google fact check everything you say. Mhm. Now
01:49:18
you have to know when to leverage them, right? Like I know when to leverage my low agreeable people. I know when I want to go to them. Like my husband can be
01:49:24
very low agreeable. In fact, leaders are often low agreeable because they can't say yes to everything. They have to be
01:49:30
willing to say no. They have to willing to have people be angry at them. So, I know when I go to my husband for an idea, I have to be ready. Ready for the
01:49:37
dream killing because he's going to be hard on me and that's good. The last one, my favorite neuroticism.
01:49:44
Neuroticism is how you approach worry. So, you're medium. A high neurotic is a
01:49:50
worrier. This is me. High neurotics believe that worrying is an investment
01:49:57
in failure prevention. Yeah. We worry to protect ourselves. And here's what's
01:50:02
really important to know. Low neurotics are very emotionally stable. They usually don't worry. They say things
01:50:07
like, "Don't worry about it." or "It'll all work out." They do that because they actually
01:50:13
have a different chemical response to negative events. What they found is that high neurotics, like me, we carry the
01:50:19
short form of the serotonin transporter gene. Serotonin makes us feel calm. It
01:50:25
makes us feel like everything's going to be okay. High neurotics, we produce less serotonin more slowly. So if something
01:50:32
bad happens to me, let's say I get a bad email, my adrenaline shoots up, my cortisol shoots up, I begin to worry, my
01:50:38
body is slow to respond with the serotonin that will say, "It's okay. It'll be okay." So I literally have a
01:50:45
negative response for longer. That is why we worry. High neurotics chemically
01:50:50
feel things worse than lonerics. So in a relationship, lonerics are like, "Why
01:50:56
are you worrying about this? You can't do anything about it anyway." And the hierotic is like because if it happens
01:51:01
it will feel very bad and my serotonin hasn't kicked in yet. So my husband is low neurotic. I'm high neurotic. This is
01:51:07
a great match. Is there a gender stereotype here? Yes. So women are
01:51:13
typically higher in eroticism and higher in agreeableness. So they've actually studied the difference between genders.
01:51:18
Women are higher in neuroticism and agreeableness than men. Men are also typically higher in extraversion. So
01:51:23
women are typically higher in worrying. Yes. And yes, people and people pleasing. Yes. And men are typically
01:51:30
lower in worrying and less likely to care about pe people pleasing and more extroverted by by nature. Typically, we
01:51:35
take our time when it comes to hiring at Flight Story because I fundamentally believe the success of a business is directly linked to how good you are at
01:51:42
hiring. And better hiring starts with smarter insights. LinkedIn, who's a sponsor of this podcast, has some of the
01:51:48
strongest hiring data available to help you identify the best candidates for your business. Their platform will even
01:51:54
pair you with those who match what you're looking for, which might lie outside of the job description and more
01:51:59
in their unique skills and interests. Because these days, hiring isn't just about finding the most qualified person,
01:52:06
but also finding the one whose experience, abilities, and interests align with your company's mission. And it goes beyond candidates who are
01:52:12
applying for jobs, too. In any given week, 171 million members who aren't
01:52:18
actively seeking jobs are open to new opportunities. Find your next great hire on LinkedIn and start today by posting
01:52:24
your job for free just by visiting linkedin.com/dac. So if I'm sat
01:52:31
listening to this conversation right now and I'm sat next to somebody and I'm like I think they might be a narcissist.
01:52:37
Oh no. And I I'll turn to them now. So if you're sat next to someone you think's a narcissist, just turn to them
01:52:42
and say, "Hey, we should do this personality test on Vanessa's website. What what score on the personality test
01:52:49
would I be looking for to spot a narcissist? Oh goodness. So narcissists tend to be uh higher in extroversion.
01:52:55
They typically love to be around people because it feeds their narcissism. Again, that does not mean that all
01:53:01
extroverts are narcissists. I don't know about conscientiousness. I don't know if that
01:53:06
correlates. Typically, narcissists are lower in agreeableness because they believe in themselves so much that they
01:53:11
don't they're like, I don't need people to agree with me. I'm totally great by myself. Typically, they are lower in neuroticism because they don't worry.
01:53:18
They're like, "Everyone likes me. I'm so great. Why should I be worried?" And I don't know about openness. So, luckily,
01:53:25
whatever their answer is, you don't have to be too worried, but you do want to have a conversation that goes like
01:53:31
this. I see that you're really low in neuroticism, which means you don't worry about things. When has that served you
01:53:38
and when has that not served you? The most important thing about personality is first analyzing yourself. knowing
01:53:45
where you fall. Second is analyzing someone else. How do they fit with you? And the last step is do you optimize or
01:53:51
compromise. A narcissist will not compromise with you. So you'll find out if they're a narcissist. If as you talk
01:53:58
about the compromises, they won't. When they talk about how they're neurotic, they never had a problem with
01:54:04
it. Oh, their agreeableness, it's always been great. Oh, their extraversion, they're perfect. Their conscientiousness, they do everything
01:54:10
right. They've never made a mistake. Their openness, their way is the better way. A narcissist typically believes
01:54:15
their personality traits are perfect typically. So, it's actually not their score, it's how they relate to the
01:54:22
score. Interesting. That should be a red flag. And you said at the start of the conversation, certain personality traits
01:54:27
correlate with longevity. Yes, they've studied this. So, you want to guess which personality traits last the live
01:54:33
the longest? Well, I'd say if you're high conscientious, then you're going to live pretty long because you're not
01:54:39
going to take many risks. You're not going to [ __ ] up. But there's a close second. Health. Um, so high conscious people are very good at habits,
01:54:44
exercising, brushing teeth, taking their medication, and there's one more that correlates to longevity. I'm going to
01:54:50
say high extroverts because you make more friends. That's it. You have a partner. That's it. So, if you are a
01:54:57
high extrovert, you have a support system. You invest in your support system and you're getting a constant
01:55:02
dose of oxytocin and serotonin, which makes you feel so good, which makes you feel belonging, which means you seek out people when you needed help. So, who
01:55:08
want advice? Extroverts live longer. Yeah. Extroverts and high conscious people live longer. You want to know who
01:55:14
lives the shortest? Can you guess? You tell me. The people who live the
01:55:20
shortest, who have the lowest lifespan are high neurotics. We worry ourselves to death. We have more chronic stress,
01:55:26
more anxiety, and more depression. So, neurotics have a an issue. And this is me. We have a problem with our
01:55:33
serotonin, right? Serotonin is very complicated. There's doing a lot of research on this. If I don't produce as
01:55:39
much serotonin and I produce it more slowly, I am having far more negative experiences than the same person in the
01:55:45
room. Like if I'm in a car and we almost get in a car accident and I'm the high neurotic that affects me all day long.
01:55:53
I'm like jittery and jumpy all day and people earlier like what are you talking about? We didn't even get in an accident. It's cuz their serotonin
01:55:59
kicked in right away began producing. They're like, "Oh, we're good." Whereas mine is like a slow faltering car. It's
01:56:05
like I know people like that. I feel sorry for them. Exactly. And they don't live as long. So I am working very very
01:56:12
hard in my life to one dial up my extraversion to have a really strong support system because I know that
01:56:17
supports me both mentally and longevity wise. But I'm also working on how to curb my neuroticism to dial down my
01:56:24
worry to know that it's not an investment in worry prevention. Worrying more does not prevent bad things from
01:56:30
happening but having resilience does. What about optimism and pessimism? You know, optimism is not a part of the
01:56:36
personality spectrum. However, high neurotics tend to be more pessimistic.
01:56:42
Okay? Right? So, the more you worry, the more you think bad things will happen.
01:56:47
Did you read hear about that study a study in 2015 um where they looked at the blood test results of extroverts
01:56:53
found that they had stronger immune responses than introverts? It doesn't make doesn't that make so much sense?
01:56:59
So, extroverts, there's a lot of things happening for extroverts. one is they're exposing themselves to lots of different
01:57:04
immune systems. So, they're getting more antibodies by exposing themselves to lots of different immune systems. But
01:57:09
two, when they're with people, they're happier. If you're an introvert and you're with someone and you're unhappy
01:57:14
and stressed, your cortisol is up, your adrenaline is up, you're not having as good of a time. Whereas, an extrovert is
01:57:20
getting all this energy, getting all this dopamine, which is fueling them, which is making them feel better, which makes them stronger. I was reading about
01:57:27
something a couple years ago as well that showed um that if you have stronger social connections, it's like an insulator of stress. Yes. So then if
01:57:34
you're lonely and you experience stress, you physiologically feel it worse. It's stress insurance. Yeah. Like investing
01:57:41
in your friendships, the reason why I talk about it so much, it is stress insurance. And by the way, lifelong
01:57:46
singles, they can predict lifelong singles. So lifelong singles typically
01:57:52
low in openness, which means they don't want to try new things. They don't want to go to new places. They don't want to
01:57:57
go to new restaurants. They won't go out and meet new people because they're low in openness. Low in extraversion, so
01:58:03
they don't get energy from being around people. And they're low in conscientiousness. They can't even plan it. That is a trifecta of you're going
01:58:10
to have a hard time meeting your friends, meeting your people because you don't get energy from people. You're not
01:58:15
open to meeting new people. And you cannot have follow-through with trying to get the habit to get those new people. This episode is really important
01:58:23
for those people because it means a you're not alone. There's other people who have this. Two, it could be your
01:58:28
genetics at work, right? I think that sometimes people get like down on themselves for it. I'm like, look, like
01:58:33
it could be how you're wired. You're not set up right to be getting energy from
01:58:38
people. Okay, we have to work on that. That means we have to find the right people in the right situation. So if I have that person, I have a lot of
01:58:44
lifelong singles who are my students. I say, "Okay, we can do this. We can do this." Okay, you don't get energy from
01:58:50
people. You're a low extrovert. Where do you get energy? Knitting, okay, books,
01:58:56
great. Hiking, great. Extreme sports, great. That's where I want you to hang
01:59:01
out. I want you to get energy from the activity, not the people. So that way, you're getting all this good stuff from
01:59:06
the activity. Meeting people becomes a side effect. And it's easier to be extroverted, to fight with that extroversion because you're like, "Oh,
01:59:12
they're doing the same activity." And you don't even have to be high open because if you love that extreme sport,
01:59:17
go to the same place every week at the same time, but do it all over the city. Mhm. That way, the first time is going
01:59:24
to be hard, but it's a ritual. It's a habit. And then whoever is coming in new, that's your that's your app. That's
01:59:30
your people. So, there's ways to do this. You just have to invest a little bit in it. I I I truly believe that
01:59:36
lifelong singles can find their person. They just have to be looking in the right ways. Is it important for me to
01:59:41
know someone else's personality type when I meet them? When you first meet them, you don't have to know their
01:59:46
personality right away. However, they found that you can tell many of the personality traits from a
01:59:53
handshake. From a handshake. So, like if we if we handshake I'm I'm like overthinking it now. Like he like didn't
02:00:00
shake my hand. I was like overthinking it cuz I was going to do What are you going to do? Don't do anything crazy. Okay. Okay. Like pretend that we just
02:00:06
met. Okay. Just pretend. Pretend. Oh, it's so good to meet you. Okay, so extroverts shake firmer. I usually do
02:00:13
this as well. So, sometimes I do this. Very good. And that's typically a mark of extraversion. So, like that speaks to
02:00:18
like a little bit higher on the scale. We tell from handshake of the firmness, of the length, of the amount of pumps
02:00:25
that happen. All of those things are informing that sort of like uh our brains like like figuring out someone's
02:00:31
personality. So, you can actually pay attention to what your instinct is. It's probably right. They've even found um
02:00:36
the weirdest, this is like the weirdest. They did a study where they observed people shaking hands and they filmed
02:00:42
them and found that in that minute after shaking hands, almost everyone touched their nose or their face and they found
02:00:49
that their nasal dilation increased. Meaning when we shake someone's hand, we're kind of smelling their
02:00:55
hand like I smell you. It's so weird. It's so weird. But that's what we're
02:01:00
doing. It's cuz we're stressing out something about their personality. There's a lot I think under the surface
02:01:05
that we don't even realize is happening. Like I swear that when I shake a nervous person's hand and I smell my hand, I get
02:01:11
a little bit nervous. Really? Yes. Like I don't like to be around nervous people because they like trigger my own nervousness. Yeah. Weirdest weirdest
02:01:17
thing ever. That's a really interesting thing. Like you get a vibe off people when you meet them. The vibe is real. Yeah. It's so real, isn't it? That's
02:01:24
that first impression. That vibe is so real. Yes. That's why I encourage people to not go to places where they're uncomfortable because people will pick
02:01:30
up on that vibe. Like go places where you thrive. like go to the go to the activities, do the things that you
02:01:35
actually like because that's going to come across. It's going to affect your vibe. This is so true. I I did something the other night actually with the team.
02:01:42
Do you remember that thing we did the other night? I probably shouldn't say it, but I went to a place which I'm like really uncomfortable in. Oh, why'd you do that? Because I They told me I had to
02:01:49
go. Yeah. But you didn't like it. I hated every minute of it. Right. I Your vibe was for sure off. And I looked at
02:01:55
myself in the photos after. I was like, "Fucking hell, you're having a terrible time. Like you really don't want to be. You cannot hide it. It's like my little
02:02:02
thing was like I was like you like terrified. You were probably like really afraid. So, I think that like energy
02:02:07
curation is important here. Yeah, it's so important. You can't fake it very easily, can you? When you and I don't think we should try to fake it, right?
02:02:13
Like I would much rather you set yourself up for success and say no to the things that don't work for you. And there's one way that I kind of
02:02:18
understand what I think about a person is is my vibe because it's so interesting doing this podcast. I've met hundreds and hundreds and hundreds and
02:02:24
hundreds of people and within the first five seconds I can feel them. Yes. And I
02:02:31
don't know how to explain it other than it's almost because I sit in my little room doing my research and then I'll come out, I walk around the corner and
02:02:37
within like 3 to 5 seconds I know whether we're good to go and we're ready
02:02:44
and we're calm and we're or if there's something off. Yes. Yeah. Yeah. That is
02:02:49
real. There's something off. That is real. So when you feel that anywhere on
02:02:54
a date, with someone you're hiring, on a team, you should trust that feeling because it is something that we cannot
02:03:00
we have not explained with science yet. It's pherommones. It's the shape of your face. It's the feeling of your hand and
02:03:06
mine. It's there is something happening chemically, physically, and you should trust it. Like, have you ever been led
02:03:13
astray from that? We have a closing tradition, as you know, on this podcast where the last guest leaves a question for the next, not knowing who they're
02:03:19
leaving it for. And the question that's been left for you is, what are you doing on a daily basis
02:03:26
to improve the life of someone else? And how can you serve others better?
02:03:36
This is weird. Of course, of course it is. Um, I knew I wanted to write books. I
02:03:44
actually think of myself as a writer. Like I want to be I wanted to be a writer. I've always wanted to be a writer. When I started to be a writer in
02:03:51
2007, social media did not exist. Your job as a writer back then was to write
02:03:58
books. And maybe if you were lucky, you had a three-month book tour. To be totally honest with you, I did not know
02:04:04
I was signing up for this. I did. I did not. If you had told
02:04:09
me that being a writer would mean sharing videos of my home and my
02:04:15
personal life every day, I probably wouldn't have done it. I don't love that part of my
02:04:22
job to be honest with you. And so, um, I know though that I have to share on
02:04:27
video every day, every day, right, to be able to get people to read my books.
02:04:32
Which part of it don't you like? All of it. I mean, all of it. Which part do you hate the most? Um, trying to synthesize
02:04:40
something very complicated into 60 seconds. I don't like it. I think
02:04:46
communication is very complex, but I know it's essential to boil down a tip into a hook and then a framework and I
02:04:54
don't love that. And so um when my career started to change like I was
02:04:59
writing books and then it was like oh it's you know 20% of your job is marketing now 30% of your job is
02:05:04
marketing now 50% of your job is marketing now writing books is six months of writing and the rest of your
02:05:11
life is marketing. I did not sign up for that. So um I get
02:05:17
up every day and I post videos on my stories and on my social media and I do
02:05:22
that to serve. I do not do that because I like it and if I could skip it I would but I can't. It's how I'm able to write
02:05:28
books and so that is how I serve. Vanessa, you are um you are an extremely
02:05:36
rare force in this art form. Thank you. You really are. It's I I loved it's so
02:05:42
funny on the podcast when I love having I love the conversation I have with somebody and I walk away with it feeling
02:05:47
like I need to watch it back again and take notes because there's so many new concepts that that feel so valuable to me. But then to see the way that the
02:05:53
world reacted to you, oh my gosh, it was incredible. It was like unbelievable. It was insane. I feel like I met like 8
02:06:00
million new best friends. That's kind of what it felt like. I mean, as of now, I think the the video is like 8 million. I
02:06:06
don't even That doesn't even count audio. It's the most downloaded audio episode we've ever had of all time. So,
02:06:11
it means that's probably another six or six or seven million people or something. And it it really did feel
02:06:16
like I found my people. Like I felt like literally it was like finding 8 million
02:06:21
new friends where I fel I met 8 million recovering awkward trying to connect
02:06:27
trying to figure it out people who are like learners and we were just flooded with love and it re-energized everything
02:06:35
that I do cuz I was like I have got to help everyone like I have got to be more helpful and so like it was just such a
02:06:41
gift like thank you for giving me the space and asking the questions because I just have met the most amazing
02:06:47
You deserve it. Oh, it's a special gift. Thanks. It's blown my mind how desperate
02:06:52
and hungry people are for this information. Yes. Vanessa, thank you so much for being here again. I really
02:06:57
appreciate you and thank you for the you had a profound impact on our show. You brought millions of new people to our show that had never listened before. So,
02:07:04
we owe you tremendously and thank you for what you're doing. You're a very unique person. You're you have all the right balance of like wisdom,
02:07:10
articulation. You're challenging but in the in the best possible way. So, and you're weird and you know you are and
02:07:15
you you you own it, which makes it um admirable, endearing, and uh a force for
02:07:21
for change cuz so many other people out there are struggling to step into their own sort of weird authenticelves.
02:07:26
Vanessa, thank you so much for being so generous with your time. It's wonderful to see you again. Thank you. Thank you for the from the gazillions of people
02:07:32
that stopped me in the streets and in the gyms and everywhere I went and sent me messages and just like overwhelmed me
02:07:38
with this like wave of appreciation because of that episode and shared it with their friends like crazy. Thank you
02:07:43
on behalf of all of them too. Please keep doing what you're doing. Okay. Yeah, I will. Thank you. The hardest conversations are often the ones we
02:07:49
avoid. But what if you had the right question to start them with? Every single guest on the diary of a co has
02:07:55
left behind a question in this diary. And it's a question designed to challenge, to connect, and to go deeper
02:08:01
with the next guest. And these are all the questions that I have here in my hand. On one side, you've got the
02:08:07
question that was asked, the name of the person who wrote it. And on the other side, if you scan that, you can watch
02:08:14
the person who came after who answered it. 51 questions split across three different levels. The warm-up level, the
02:08:20
open up level, and the deep level. So, you decide how deep the conversation goes. And people play these conversation
02:08:26
cards in boardrooms at work, in bedrooms, alone at night, and on first dates, and everywhere in between. I'll
02:08:33
put a link to the conversation cards in the description below, and you can get yours at the diary.com.
02:08:40
[Music]
02:08:52
Wow. Wow.
