Tag Archive for: Yago de Marta

Influencers from Around the World – The Crazy Effect

This month’s Influencers from Around the World post
comes from Yago De Marta. Yago has been a
guest blogger at Influence PEOPLE since I started this series. Originally from
Spain, Yago now spends most of his time in Latin America working with clients
to help them speak more fluently and persuasively. To learn more about Yago
visit YagoDeMarta.com or connect with
him on Facebook, LinkedIn or Twitter.

Brian Ahearn, CMCT® 
Chief Influence Officer
Helping You Learn to Hear “Yes”.

The Crazy Effect
weeks ago I met 50 of the most talented young boys and girls in Latin America.
They have accomplished their objective – to get the best qualifications of
their country. And now, they are called to be the next leaders of their
continent. There I was, I had to give a speech about what I would do if I were
them, how I would strive to capture an audience’s attention.
I told
them, “Speak easy.”
I told
them what happened to me five years ago, when I realized of the meaning of “the
crazy effect.”
I was in
Bolivia because I was working for the presidential campaign when I heard the
singer Julio Iglesias was in that country and his next concert would be in the
same city where I was staying. I felt very excited because Julio is the
greatest Spanish singer, and with more than 350 million CDs sold, he is one of
the best-selling artists in the world.
When I
arrived at the concert the stadium was full of people! I could feel how eager the
crowd was as they waited for Julio Iglesias to sing his songs. He started the
concert singing the sound track of our lives. These were songs people had song
in their minds thousand of times before. The audience became excited, then
happy. They were listening to songs that they loved and they felt as if they were
But, here
comes “the crazy effect!” Julio started singing songs he first sang in the 1990s.
Those songs are in English so most people couldn´t understand the lyrics. Worst
of all, those songs were not hits in Latin America.
As he
sang “Caruso,” and “To all the girls I’ve love before,” people stopped singing,
and some started to whistle (the equivalent of booing in America). Then he sang
One of
the greatest artists in the world was “losing” the audience and I realized how
many times I’ve seen the same effect with businessmen. People forget that a speech
(or a concert) is not yours; the audience owns the speech.
You can’t
say whatever you want. What you say must be:
  • Important,
  • Interesting,
    and most of all,
  • Relevant

 If you
speak about things that only your care about and don’t make it relevant for the
audience somehow, some way, you’re dead!
So when I
finished to give my speech on “The Crazy Effect” to these young, super talented
girls and boys, two guys stood up and told me they wouldn’t dumb down their speaking
just to be understood by more people. They were not meant to give people “what
they needed” because that’s what they call “populism.” In other words, their
speeches would not be about the audience, they would be about them (the
Well, oftentimes
people don’t know really what they want, they only think they do. However,
reality is people need to live a moment that’s worth something to them. So they
need things that are interesting, important, beautiful or thrilling…to them. In
other words, they need to feel that the speech is “about them.”
You can
talk about whatever you want but you have to be understandable, credible and
memorable. Whatever you are talking about you have to make sure it touches the
people because it has to be about them.

Influencers from Around the World – Influence Yourself

This month’s Influencers from Around the World post comes from Yago de Marta. Yago has been a guest blogger at Influence PEOPLE for several years now. He’s from Spain but now spends the majority of his time in Latin America working with clients to help them speak more fluently and persuasively. To find out more about Yago visit YagoDeMarta.com or connect with him on Facebook, LinkedIn or Twitter. 

Brian, CMCT® 
Helping You Learn to Hear “Yes”.

Influence Yourself

A lot of people ask themselves what they can or can’t do with influence techniques. I tell them that there are no set limits and that they can explore them in each sale or speech.
There will always be someone who will tell you what you can’t do. He will have his arguments but it doesn’t mean he has the reason. This article addresses this.
A year ago I was invited to give a speech in a very big auditorium in a city with about 1.5 million people in Latin America.  I have been in that country thousands of times but “each audience is different” and this city was “special.” When I entered in the auditorium I realized that it was too big and thought it would be difficult to fill the seats because the event hadn’t been publicized very much.
As people arrived they started taking places in the high part of the auditorium first. I was talking with the organizers (the mayor of the city and his team) and they were telling me that the people in their city were complicated and recommended I not make efforts to have them come closer. Apparently people in this city were not easy, a “tough crowd” you might say.
When almost everybody was in the hall, I was told to start my presentation and I realized that most of the people occupied the seats farthest from me. The mayor was about to introduce me to the audience and I asked him to ask people to get closer to the stage, so they’d be closer to me.
Then one of the strangest moments of my career happened. The mayor and his staff told me it was impossible to do this. He told me that he has been the mayor of this city for 20 years and that the people was too lazy to “move their asses” closer to hear me!
As you know, as you have heard and probably read a hundred times, you have to know your audience, your client. In this case, it was clear that the one that knew the audience was the mayor, not me. But, could it be limiting for my presentation?
I said to him, “Okay, no problem.  If there is no way to move them, I’ll solve it.”
The mayor introduced me, and gave me the microphone. I addressed the audience, “Good evening, it’s a great pleasure to be with all of you here today and I have something to confess to you; some minutes ago I asked your mayor if he could ask you to come closer to the stage to the front rows and fill the closest part of the auditorium. He answered me that it was impossible, that the people of this city are not likely to do that. Please, can you show him that he is mistaken?”
Suddenly, people all over the auditorium stood up and changed their seats to be closer to the stage.
That’s normal. When books talk about knowing the audience, they talk about knowing their ages, jobs, gender, but there is something easier and more powerful: you can know their motivations. You know their essence.
Maybe the mayor knew each person of his city, maybe he knew their names. But I knew why they were there.
It’s more important to believe in yourself than to believe in your audience. It’s more important to influence yourself than influence people.
You are learning and using many influence techniques and that’s what helps you accomplish whatever you want. But there is only one thing that you always have to remember – to know what people “really” want.
Yago de Marta
Speech & Media Training
Méx. +52 1 (55) 59810879
Esp. +34 655 361 555
BBpin: 2A24B191
Skype: yagodemarta

Influencers from Around the World – The Communicative Feature of Your Favorite Teacher

This month’s Influencers from Around the World post comes from Yago de Marta. Yago has been a guest blogger at Influence PEOPLE for several years now. He hails from Spain where he works with clients helping them speak more fluently and persuasively. To learn more about Yago visit YagoDeMarta.com or connect with him on Facebook, LinkedIn and Twitter. 

Brian, CMCT 
Helping You Learn to Hear “Yes”.

The Communicative Feature of Your Favorite Teacher

We all remember a teacher who made us love a subject in grade school, high school, or perhaps college. We all remember the teacher who helped us love literature, history, mathematics, or some other subject for which we had no passion to start.
That teacher seemed to get better performance from all of their students. He didn’t come to our home to study with us but nonetheless, he inspired us, and helped us find interest for a particular subject. In short, that teacher influenced us.
Even in the case of many poor students, most also had a
great teacher somewhere along the way. These students had no interest in school or anything related to school; they didn’t enjoy studying, but they found “something” in that one teacher that motivated them to sit down, take notes and study.
As it is a “universal” example of influence, 13 years ago I began to ask this question in my training clinics: What feature did your teachers have that made you love a subject in high school or college?
Pause to think about that for just a minute. Remember back
to your favorite teacher. See him talking to you, notice how he moved and what he did. Remember how that made you feel, how you began your relationship with that subject. Well, you’ve done it! I bet one of the features that came to mind is listed below:

A. He was explanatory

B. He made you participate

C. He knew his subject

D. He cared for you (the class)

E. He loved what he shared (the subject)

For the record, I bet most who read this article chose
option E and perhaps one of the other answers.
The point is we all know that one teacher influenced us in an ethical and positive way. We also know that the five characteristics noted above were decisive in our experience. But how are they related to the Principles of Influence?

He was explanatory – On the one hand, to be explanatory
implies a difference from the traditional teacher who was merely descriptive. So “to explain” implies effort, which implies an interest in the person – the student – to make sure he or she understands what is being shared during class. When the student understands that gives meaning to the class and that’s a comforting feeling. Thus, we find Liking. Striving to explain something involves approaching the figure of the student, and that is translated into a form of mutual identification.
Likewise, when the student feels he understands
something, some of the barriers he had about not study are demolished. In short, he is now open to learn more. This is an example of Commitment and Consistency which the teacher can draw on to further the learning.
Finally, when the teacher strives to explain the subject,
strives to approach the students, this creates an obligation to respond which taps into Reciprocity. So the more explanatory is the teacher, the better results are obtained.
He made you participate in the class – The student feels
important when he feels he is part of what’s going on. This feeling is comforting only if the teacher knows to balance the fears or nerves the student may have. However, in general terms the student will always feel positive when involved with peers. The student perceives the other’s participation and Consensus – going along with the crowd – makes him want to participate as well. This process increases the degree of student involvement with the subject so he feels more “compelled” to study after class. While making the class more horizontal, the teacher is placed on the same level as the student, a form of identification, and liking is increased.
He knows a lot – This is obviously Authority. We see that
element is very important because the above items, with the great presence of Liking, need to be balanced. In this sense, the students value the use of anecdotes and examples unknown. On the other side “to know much” is a point of reference for students. It becomes a reference image that can be pursued to improve, and it becomes an element of inspiration.
He loved what he talked about – As I noted earlier, this is the most important point of all. This is what makes all the other points possible. To love your subject means you have passion and that passion is contagious, motivating people to listen. It also makes learning more fun. It is the perfect combination of liking and authority. As others get involved because of that passion which makes it easier for those on the fringes – consensus – to join in and feel a part of what’s taking place.
We all know the influence a teacher can have because we have all felt that force. The key is that we should make people feel those same things as we meet them in our everyday life. And that can influence them to change and improve.


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Influencers from Around the World – The Determination of the Illusionist

This month’s Influencers from Around the World article is from Yago de Marta. If you’ve been a reader of Influence PEOPLE for any length of time then you’ve no doubt read some articles by Yago. I know you’ll find his insights on communication and influence thought provoking and challenging. You can find Yago on Facebook, Twitter and LinkedIn.

Brian, CMCT


Helping You Learn to Hear “Yes”.

The Determination of the IllusionistHave you ever seen an illusionist? Have you wondered how he’s capable of doing so many tricks? How is he capable of influencing the entire theatre? That’s what we are going to discover together in this post. The determination of the illusionist is the most powerful tool of influence aside from his self-esteem. To be determined – to decide to do something and be convinced you’ll succeed – is the key! The tennis player “knows” the ball will be in before he hits it; the poker player “knows” he will win before the game begins; and the surgeon “knows” that everything will turn out well for the patient. The result doesn’t always matter because the most important thing is the will of the practitioner. Let’s imagine together for a moment that we want to convince 200 people to put their arms up in the air. Well, you say, that’s easy because we’ve seen “persuaders” like Norma Barretta and Tony Robbins to do that many times. When they want people to put their arms in the air, they do it first! Okay, that’s a good explanation, but not good enough. We have talked about our product to the crowd. We have explained all its attributes and advantages. We want people to approve the product by putting their arms up. There is no doubt your product is perfect. Can you feel it? Remember my article “Anti-Social Proof” where I said there are always one or more people who don’t like you? No matter what you say, no matter who you are, some people won’t like you, your opinions, or anything related to you. Why? No worries because it doesn’t matter! That’s just the way it is so, accept it right now and move on. The people who don’t like you are like a “fifth column” of the public. Like a virus that inhibits what you display in the stage, these people don’t care what you say and they are your first “wall” so to speak. They are structural, always existing…but you can deal with it! There is another group of people. These are the ones who hear what you say, like what you say, and even care about what you say, but they won’t lift a finger! You know those people? There are a lot of them around. They can’t decide anything because they are passive, always waiting for something else. And they “slow” the movement of the whole crowd. They are the “inertia” of the group that you have to break, the group you have to change. They are your second “wall.” Wow, I have been talking about problems, limitations and “walls,” but how can we “take the castle”? Well, if we do like Norma Barretta, talking about our product and when we ask for approbation, and we put our arms up in the air while we are ordering people to do that, what do you think happens? Yes, about 50% of the public puts up their arms. What about the rest? The rest don’t want to do that, or rather, they don’t know they want to do that. But, as I wrote earlier, the most powerful tool of influence is the determination. So, what can you do? Well, if you want everyone to put their arms up, be determined. Wait. You are supposed to do it and you will do it! Insist, smiling or shouting, but insist. Suddenly, you’ll see that another 30% put their arms in the air because it’s normal. They wanted to see that you really care. They needed to see you believe and that you have a high level of physical activity. Congratulations, because you’ve broken a big part of the second wall. You knew who they were and knew that they needed to be pushed a little. Now, for the rest. If you insist, some of the rest will put their arms up. The group of “convinced” people is growing because social-proof (a.k.a. consensus) is growing every second. You are growing stronger and bigger but you’re still not there. The most important thing is not to give power to the “fifth column” of people. Just reframe the group as resistant but not-yet-convinced. You see? Be calm, I know it’s not easy to resist the “failure” and you can feel it easily. But remember, determination. Determination, determination, determination! And pride. You have to start showing a kind of pride. The fact is there are still people that haven’t been moved but this is a victory. You only see the ones who are convinced. Let’s move them slowly but with energy. Make the not-yet-convinced to feel alone. Remember, you are a type of illusionist and your “trick” always succeeds because you’ve decided what it is! At the end, there are only two or three people still in their chairs. Don’t worry because it’s normal, remember? We are surrounded by modern August Landmessers but it is okay because we understood that beforehand. So, we can predict the result and we get to define success. If you have the determination you’ll move the masses, you will move the crowd. We have an impulse that makes us follow those who know, or makes us believe that they know, where they are going (authority). We have an impulse to move like the other when he moves decidedly (liking). We have an impulse to do what the others do (consensus). We have an impulse to do what the other insist to do (consistency). We have an impulse to continue doing what the other appreciate (reciprocity). And you have the map, you know the rules, and have the determination. Just do it. Just do it. Just do it. Yago de Marta

International Speech and Media training expert


Influencers from Around the World – The Unavoidable Influence of Death

This month’s Influencers from Around the World article is from Yago de Marta. If you’ve been a reader of Influence PEOPLE for any length of time then you’ve no doubt read some articles by Yago. I think you’ll find his perspective on influence and death intriguing. I encourage you to check out his website and reach out to him on Facebook, Twitter and LinkedIn.

Brian, CMCT
Helping You Learn to Hear “Yes”.

The Unavoidable Influence of Death

Some months ago a very popular person from my hometown died. His name was Jose Antonio Labordeta. The purpose of this article is not to remember his life because media all around the world, especially in Spain, have already done that. The article that appeared in The Guardian (UK) made me ponder the following questions about death’s influence on the living:
What involves death that makes it so influential? Why does death go beyond our daily affairs and routines? What is the mechanism of death’s influence?In Labordeta’s case there is an element which allows us to follow his influence. In 1975 he composed “Song to Liberty” (Canto a la Libertad). At that moment and many times since there were people who proposed this song as the regional anthem of this area, Aragón. And from that time forward the song was sung in different historical events.
However, on September 19 Labordeta died and from that moment on everything changed. Google tells us about the great number of people who attended his funeral. Maybe some of them had never heard of his songs but the crowd of people shows us the way individuals and associations mobilized to make “Canto a la Libertad” the anthem of Aragón.At this moment the song hasn’t officially become the anthem so it’s difficult to give a final valuation on the way Labordeta’s death will influence his works. Nonetheless, we do observe most of Robert Cialdini’s principles of influence in death and that’s what this article is really about.
Reciprocation: Yes, it’s true that the dead cannot give us anything to invoke reciprocity but in some way, if we show ourselves to be understanding and kind with the dead, we hope others will show empathy with us when we die. One of the most common activities of the human mind is to wonder, “Who will come to my funeral?” Taking this idea, if we are kind with the dearly departed then we think people will be kind with us when we pass on.Commitment and Consistency: From childhood on, we are told to be respectful of the dead. This has happened since the origins of humankind. This expectation causes a kind of fixed attitude toward death in our minds throughout life. Even when we are older, if somebody dies we show ourselves to be sad and sorrowful. We are that way partly because we are expected to act like that.Social Proof (Consensus): This is very remarkable in the case of film or pop stars. Regardless of whether you liked or disliked Michael Jackson’s music, or regardless of the fact that some months before he died many people thought he was a pedophile, when he died almost everyone felt something different; they felt a little sad and depressed. And most people around the world felt similarly. Knowing and seeing how others felt was like a multiplier effect.Liking: We are going to die, every single one of us. Such is life. This obvious idea is what makes us identify with a person who dies. We don’t always identify in the same way, but every time somebody dies around us we get this feeling. Further, the mirror neurons come into effect, when we identify with the person who has just died. We tend to be more empathetic, softer and kinder.Authority: Myths are built in death. It happens this way with famous painters, writers and even politicians. Death tends to make the principle of authority grow. When somebody dies, his or her personality reaches highest levels because we are more respectful with the dead. It could also be because of traditions or culture, but respect is a form of authority.Scarcity: There’s nothing in our whole life that creates more scarcity than death. When we die everything we could have said, made, painted or sung seems to be not enough. Life is short and limited. Before dying we can keep on painting, singing or doing whatever we please but from the moment of death it is no longer possible. And so there you have from my perspective, how we are all influenced by death. Death’s influence, like death itself, is unavoidable. Yago


Influencers from Around the World – Anti-Social Proof

This month’s Influencers from Around the World post is from Yago De Marta. If you’ve followed along in this series then you know Yago hails from Spain and travels quite often to Latin America. He is a public speaking coach and media trainer with much of his work centering on politicians and businessmen. You can connect with Yago on Facebook and LinkedIn.Brian, CMCT
Helping You Learn to Hear “Yes”.
Anti-Social ProofEvery single day we see examples of the power of influence of social proof. As we are surrounded by people it is logical to think social proof is the principle of influence that occurs more often, widely and systematically in society. We strive to dress differently and end up dressing just like everyone else. We try to be independent and then just listen to the same music that millions of others do. We look for reasons to justify our support for our football team or our political party, but in the end, in all these activities lies the power of social proof in a persistent and powerful way.No matter how high we build the buildings; no matter how beautiful our musical compositions are and no matter if one day we are able to unravel the mysteries of the atom we are animals. Remember that – we are animals. So we learn something while we watch a group of monkeys or the organization of ants. In this sense it is worth noting the work of a Mexican that has been going on for more than ten years in California. There Cesar Millan rehabilitates dogs with problems. To look beyond their training sessions is a lesson of the continued use of Reciprocity, Consistency, Liking, Scarcity, and Authority. But what catches my attention most is the therapeutic use of Social Proof.
All of this reminds me of the examples shown in Robert Cialdini’s book Influence Science and Practice about the process of overcoming phobias. In the case of Cesar Millan, he uses the pack (the group) to rehabilitate dogs. It’s curious to see it especially with the more contentious dogs. Cesar introduces a dog to the pack and the new dog gradually learns the correct behavior with the strength of the group. The process is more than observation and learning. The process is more like entering into a large wave that pushes you and your attempts to resist beyond.We know from Millan’s pack example that social proof is powerful, but what is its limit? If we define a perfect environment to implement this principle it would not be unusual to choose the following:

– Number: The number of people determines the power of influence.- Time: The more exposure the greater the influence of the group.- Context: When the group is joined by the historical time and perfect place the greater the influence.- Authority: When group has an Authority reference the influence is increased.

Let’s shift gears now and look at probably the most important example of “Anti-Social Proof” in history. This is a tribute to all who have ever been able to resist and get out of the wave. These are the people who write our history!August Landmesser was a worker in Blohm und Voss shipyard in Hamburg, Germany. In 1931 he had joined the NSDAP (National Socialist German Workers Party) hoping to get a job through their membership of the party. In 1938 he was taken prisoner by the Gestapo, who condemned him for “Rassenschande.” Article 2 of the Law for the Protection of German Blood and Honor. That article prohibits the extra-marital sexual relations between Jews and Germans. In 1935, his request for marriage to a woman was rejected due to the Jewish origin of the future wife of August. After several trials, Landmesser was finally sentenced to two and half years of hard labor in the concentration camp Börgermoor. August Landmesser became known in history because of a photograph in which he is seen with his arms crossed. It was at the christening of the boat (now a school) of the German navy Horst Wessel in 1936. That day, the Fuehrer Adolf Hitler was present at Hamburg, when August refused to greet him as the thousands of comrades who worked in the shipyards did.
In early 1941 August was forced to work in factory that produced cars for the army. After that he was forced to join the I Battalion “999.” From the end of that year forward there was never any news about him. Maybe he died in one of the battles in which the battalion participated.The lesson we get is this: Maybe we are surrounded by thousands of people; maybe we are supposed to act like the rest; maybe we are inside the perfect wave (the perfect backdrop) but we always have the ability to choose our behavior, we always have the last autonomous capacity to decide and break against the wave instead of riding along with it.August took his decision at the time of history where Social Proof and Authority were not known as Principles of Influence. They were the law and he could find the force among the thousands of people around him.
However, it is worth reflecting on the importance of the number of people. With so many people around, he felt protected as it was difficult to notice him. That is, it is assumed that if there had been a dozen or so people around him he would have raised his harm. If you are interested in learning more about this story visit these sites:http://www.fasena.de/courage/english/5a.htm
http://www.freiburger-rundbrief.de/de/?item=545 Yago

Influencers from Around the World – Essentials for Political Personalities

This month’s Influencers from Around the World post is from my friend Yago De Marta. Yago resides in Spain and Latin America where he makes a living as a public speaking coach and media trainer. Like my other guest bloggers, we met because of his interest in influence and persuasion. Much of Yago’s work is with politicians (and businessmen) so his article explores two essential influence ingredients for politicians – authority and liking. Shoot a friend request to Yago on Facebook or LinkedIn, let him know you read his article and I’m sure he’ll accept.

Helping You Learn to Hear “Yes”.

Essentials for Political Personalities

When I train politicians I always repeat the same idea: the politician must be close enough to their voters that they trust him, and yet different enough so as to be considered able to do things the voter never could.

This means the politician must tap into similarities so they can identify with voters. Doing so allows the politician to “tune in” with them so the people sense their reflection, or “their way,” in the image they see projected on television. But the truth is that’s not enough. Clearly, we have great confidence in our best friend, yet we don’t let him take charge of our family finances or give a medical diagnosis for cancer for a loved one. That is, liking is not enough without the authority.

In the case of the politician this duality is even bigger. Everyone is looking for a candidate who is “special,” and it’s this special status that seems to be closely tied to political roles. Unfortunately it seems to be a scarce quality these days. Politicians are viewed differently because if the politician is going to govern the destiny of a country we must believe he’s able to do things we cannot.

Now if these two elements, liking and authority, must be linked to the personality of the politician, and both have different aspects, how are we to relate to them from a practical perspective on the personality of the politician? There are several ways but in this article we will focus on two: stylistic and internal.

Stylistic: A common mistake most novice speakers make is that they change completely when they speak from behind a lectern. All of a sudden they create a pose. They lose their original personality because they begin to talk in an artificial way. This error is very serious because the most important quality of liking in communication is “being real.”

There are two main styles: the systematic and casual. The systematic is normally observed in parliaments. It is characterized by very marked time, a major impact on certain syllables of words and a repetitive rhythm whereas the casual style is more conversational.

Casual is simply “telling” what we mean. My advice to politicians is simply this; go back to basics and be real. When behind the podium one must remember to talk as we talk in a cafe. The first style gives us strength, control, presence. It gives us authority. The second gives us fluency, closeness, credibility. All of a sudden we tap into liking and are likable.

Communicating well from the bench means being able to move on the continuum between the systematic and casual, between authority and liking. If we only rely on one, we can come across as robotic or worse yet, uneducated.

The second aspect we want to explore is the internal. Another common mistake of politicians is ego. I believe a big ego is the opposite of high self-esteem. Big egos can make the candidate come across as brittle and seem distant from the audience.

Remembering Gallway and “The Inner Game,” the player must be “in the zone” and focused. To be in the zone in politics, or in public speaking in general, means being strong and very secure. This implies feeling special, to feel that no one can say things the way we say them. This routine occurs in the mind; a state of force that allows for a very strong speech.

This attitude gives the necessary distance from political environment to create the authority. I often say that if that does not mean being proud. If we are focused, no. What is the focus? People. The politician, and really every speaker, should focus on people. You must look at people and think about the people. This attitude spiritually and emotionally binds you with the public. It’s the reason and motivation for the speech. It allows you to feel safe and absolutely connected with the public. This connection causes liking. It dilutes the ego in the mass communication to make something superior. And communicating well from the bench is being able to move on the continuum between “the zone” and “focused” tapping into both authority and liking. If we only rely on one, or the other, we may be seen as a tyrant or a weakling.


Note to readers: We may not be politicians but in certain areas of life, such as our careers, we need to effectively tap into both authority and liking if we’re to enjoy success to the fullest, because being liked, trusted and viewed as a expert is what will give you the best chance of hearing “Yes” when you make a request of another person.

Influencers from Around the World

Some of the best things about blogging for me have been meeting new people, making friends and learning about other cultures. Many of the people I’ve come to know through blogging are from all parts of the globe because people in more than 95 countries have taken time to read Influence PEOPLE! That stat blows me away!
Because the audience is becoming so diverse I’ve decided to try something new. I contacted several people in other countries who also have a deep interest in ethical influence and persuasion to see if they would write guest posts for Influence PEOPLE from time to time. They said “Yes” (see, persuasion works!) so I’d like to introduce you to four gentlemen because you’ll be reading their thoughts on influence in future posts.

Marco Germani calls Italy home. Marco reached out to me through Facebook and we quickly realized we had much in common. Besides the bond of influence, Marco has been an avid martial artist for many years. He recently wrote a book on persuasion in Italian, I Meccanismi della Persuasione, and has a blog by the same name, I Meccanismi della Persuasione.

A chemical engineer by training, about 15 years ago he became passionate about the study of personal growth. Over the years he’s channeled that passion by attending dozens of seminars and training courses around the world, learning from some of the best international coaches. An avid reader, he’s read countless books on subjects like persuasion, time management, coaching and goal setting.

He’s lived in France, Belgium, the USA and China while working as a technical manager and as export manager for several multinational companies in various industrial fields. During that part of his career he had the opportunity to take part in and manage negotiations in several international business deals. He presently works as a consultant for business internationalization, with a focus on Asian markets.

Marco has always been passionate about persuasion, negotiation and ethical sales. His personal mission is to create a high value for others by living his life with passion and total integrity. He realizes the key in this pursuit is the constant striving for self-improvement. He’s pictured above with his wife Monika. Marco is on Facebook, LinkedIn and Twitter if you’d like to reach out to him.
Sean Patrick resides in Ireland. Although we both enjoy good ale we didn’t meet in a pub. We met because of this blog and Facebook. After having read my blog Sean reached out to me on Facebook and we started chatting then exchanging massages because of our interest in training, particularly influence. Thanks to technology (Skype) we now video chat with some regularity.

Sean has more than 15 years experience in generating high value, high turnover strategic business. He has worked in roles ranging from inside sales, account management, new business specialist, and sales management. He’s been a business owner in six different companies in the technology sector. He’s managed multiple teams of salespeople in different geographic locations across the UK and Irish Republic. His reputation for ruffling feathers and getting business in the door quickly is legendary. In addition, he’s coached and continues to coach salespeople from all industries because he is passionate about the art of negotiation and customer service.

Sean’s interest in persuasion began in the late 1990s. He wanted to know what motivated people to buy and what factors made people hesitate to say “Yes” even if price was irrelevant. As if this isn’t enough, Sean is master practitioner in NLP. Well-read and familiar with leading persuasion authors, Sean also enjoys reading academic papers on psychological persuasion. He believes it is important to explore what we know and what we learn. He advocates putting everything into practice as often as possible while continuing to learn from those with whom we interact. You can find Sean on Facebook, LinkedIn and Twitter.

To learn more about Sean visit his training site, Sean Patrick Training, and check out his blog, Professional Persuader.

Yago de Marta hails from Spain but gets around quite a bit having conducted lectures, seminars and training sessions in Spain, Mexico, Chile, Puerto Rico, Nicaragua, Panama, Honduras, El Salvador, Bolivia and Colombia. He contacted me because of his interest in persuasion and possibly pursuing the CMCT designation. His list of current undertakings is quite impressive: Consultant and trainer in personal communication and persuasive oratory; Trainer of Directors and Spokespersons; Political Candidates trainer in Spain and Latin America; Debate coach for teams from the University of Zaragoza, Pablo Olavide, Seville, Cordoba, Diego Portales (Chile), Uniminuto (Colombia), CIDE (Mexico) and American (Puerto Rico).For 12 years Yago has being training people and candidates to speak fluently and persuasively in areas such as parliamentary debate. He’s a fiery competitor, having received major awards for his debate skills in Spain and world-wide competitions. He was a champion runner-up in 2005 and 2004 Spanish debates and runner up in 2005 and 2004 in the World Debate in Spanish.The technique Yago applies in his training is derived from his experience working with thousands of different personalities who are trying to become good speakers in complex situations. His style relies on practical learning where participants take into account their potential as they sift through weaknesses and improve strengths. The results obtained can be seen within the first hour of training because the tools used match up to the ability and style of each individual participant. In training workshops led by Yago people develop techniques to enhance their emotional intelligence, NLP, Social Psychology and Persuasive abilities, ethnomethodology, Institutional Communication Techniques Enterprise and, of course, classical rhetoric. All this requires a keen sense from Yago for detecting the skills and qualities that can be improved in each person. Yago has prepared many political and parliamentary leaders, sales teams and managers. He has explored the application techniques of debate to the teaching of bioethics, has improved the teaching skills of teachers and students, and has personally coached leaders in important positions responsible for many different projects and companies. Feel free to connect with Yago on Facebook and LinkedIn.Hoh Kim is from South Korea but we met in Arizona in January 2008. We were both there to go through Dr. Cialdini’s certification training. Hoh is one of the two dozen Cialdini Method Certified Trainers (CMCT) in the world and he’s the first person to present the Principles of Persuasion (POP) workshop in South Korea. He is the founder & head coach of THE LAB h, where he counsels business executives and high-ranking professionals in government and medicine to positively influence their stakeholders.

With over 10 years of experience in strategic communications consulting, executive media coaching, and crisis simulation and workshop design/facilitations, Hoh is one of the most sought after consultants, coaches and speakers in the area of crisis communication management and crisis leadership. His client base ranges from local non-profit organizations to consumer electronics companies in Korea and multinational companies listed on Fortune Global 500. Find out more about Hoh at his website, THE LAB h , or by visiting his blog, Cool Communications. You can connect with Hoh on Facebook and LinkedIn.

Globalization is here to stay, even if we never move. In all likelihood it will only accelerate as the world seems to get smaller with technology. We will be interacting with people all around the planet and because cultural differences impact the persuasion process it is good for us to learn about those differences. I hope you enjoy exploring the different perspectives on influence and persuasion from this group if international experts. Look for the first guest post on April 5th and the first Monday of each month thereafter.

Helping You Learn to Hear “Yes!”