Why a Six-Foot Putt Isn’t Always a Six-Foot Putt
I used to play golf, but I haven’t picked up the clubs in decades. My wife Jane, however, is a big-time golfer, so when the major championships and other big PGA tournaments roll around, we spend plenty of Saturdays and Sundays watching. This past Sunday we watched the final round of the BMW Championship. Wyndham […]
Last Year We Lost $3.77 Billion. But…
Imagine having to stand in front of your shareholders and say: “Last year we lost $3.77 billion.” That was the situation Warren Buffett faced after Berkshire Hathaway’s difficult 2001. I first heard this story from Robert Cialdini in 2004, when he spoke at several State Auto agency partner meetings. He used Buffett’s situation to illustrate […]
Womb to Tomb… You Influence People Your Entire Life
When I teach the science of ethical influence, I often tell audiences that influence is a skill we use from womb to tomb. Most people nod in affirmation when they hear that. Then I share research cited by Dan Pink in To Sell Is Human. He found that the average American worker spends about 40% […]
Just Tell Me What to Do
I recently read a LinkedIn post where the author shared a fascinating study about music in a wine shop. Simply changing the background music dramatically shifted whether customers bought French or German wine. Then someone commented: “What kind of music should I play in my toy store?” I understood the question. But I also think […]
AI Can Amplify Your Voice. It Shouldn’t Become It.
A little over a month ago, I wrote an article titled “Is AI Making Us Lazy Influencers?“ The topic is top of mind again after reading a LinkedIn post that began with this attention-grabbing statement: “I don’t use AI to write my content.” The author quickly explained that statement wasn’t a badge of honor. His point […]
