I’ve always been a fan of Adam Grant, soaking up his wisdom through his books and eagerly reading his newsletters. This week, one piece resonated deeply with me, underscoring a lesson I’ve emphasized in my role as a Cialdini trainer for years. In his piece on job interviews—In a Job Interview, This Is How to Acknowledge Your Weaknesses—Grant discusses a candidate who openly acknowledged her lack of qualifications in her application. Instead of glossing over her weaknesses or inflating her capabilities, she embraced humility. Yet, she didn’t stop there—she pivoted to highlight her unique streng ..read more

In a world that often feels increasingly fragmented, I’ve been thinking about a simple, yet profound truth: we’re all marginalized, albeit in vastly different ways and to varying degrees. Every day, our news feeds are inundated with stories of division and the targeting of various communities and individuals. Aside from the blatant conscious choices, a subtle form of marginalization persists through our unconscious biases – those preconceptions we’re not even aware we hold until a light is held up to them. Learning from Reflection Consider a moment from my own life. I once told my daughter, Ab ..read more

I hope 2024 is off to a great start for you professionally and personally. Lots has been taking place with me as I facilitate learning opportunities for new Cialdini Certified Coaches. I’ve also been working on an in-depth sales course for the Cialdini Institute. More on that to come. Suffice it to say, life and business are good! Best of luck for an even better Q2 for you! Sincerely, Brian What’s Influence PEOPLE all about?       Why – Help you achieve more professional success and enjoy more personal happiness.       How – Teach you the science of ethical ..read more

A Celebration! Would you like to see Dr. Robert Cialdini live? Here’s your chance…so don’t blow it because you’ll regret it! In the past, your opportunity to see “The Godfather” of influence was limited to special invite only events and corporate conferences. Not so with Influence Amplified. In celebration of the 40th anniversary of Cialdini’s New York Times best-selling book, Influence: The Science of Persuasion, there will be a first of its kind in the U.S. Influence Amplified is a two-day, in-person event featuring Dr. Cialdini and other Cialdini trained experts. Your Presenters Not only wi ..read more

Bringing about change doesn’t have to be as hard as we sometimes make it, if we become good sailors and learn the right influence skills.  Robert Cialdini, affectionately known to many as the Godfather of influence, can be your ship captain to help you navigate the high seas, making your influence attempts more successful more often.  If you’ve followed me for more than five minutes, then you know my association with the good doctor goes back decades. In fact, I recently celebrated my 16th anniversary as a Cialdini Method Certified Trainer (CMCT). More recently I’ve become a faculty ..read more

Ever stop to think about how a simple greeting can reveal so much? I found myself thinking about this during a casual exchange at my local cigar shop, a place you’ll often find me working these days. A regular strolled in, and our conversation kicked off with the typical, “How are you doing?” His response, “Not too bad,” sparked more than just small talk—it became the inspiration for this article. That phrase, “Not too bad,” is intriguing, isn’t it? It sets “bad” as the norm, suggesting that anything a little better than bad is good enough. Most of us interpret it as “I’m okay,” even when thin ..read more

Have you ever caught yourself doing something that, upon reflection, seemed a bit out of the ordinary? Maybe you’ve made a purchase just because it was the last item on the shelf, or perhaps you started saving more for retirement without fully understanding why. Well, you’re not alone, and there’s a fascinating explanation behind these decisions: behavioral economics. I recently listened to a podcast series that was entertaining and enlightening when it comes to the quirks of human behavior. They Thought We Were Ridiculous is a masterpiece crafted by the brilliant minds of Tim Houlihan and Kur ..read more

Last week was a bit surreal as I had a homecoming of sorts. I spent the bulk of my insurance career, 28 and a half years, with State Auto Insurance (a Liberty Mutual company since 2021). After nearly four years with The Travelers, I walked into State Auto in May 1990. The final time I walked out of the building was November 2018. A Blessing I was blessed to work for State Auto for many reasons.  First, I loved what I did. People were usually surprised when they heard me use the word love. I think that’s because so many people don’t enjoy their jobs. I believed in the company. There were g ..read more

Last week, while at home juggling several work tasks, I noticed my MacBook Pro prompting me to run an overdue update. Pausing my work, I initiated the update. This moment of maintenance sparked a thought about my other computer, a MacBook Air, stationed in my video studio for live presentations. Suspecting it needed the same care, I made my way upstairs. As I entered the studio, something unexpected caught my eye—the usual mattress sprawled on the floor had vanished. That led me to believe it was moved into the guest bedroom in anticipation of our great nephews’ visit. My hunch was correct as ..read more

In How to Win Friends and Influence People, Dale Carnegie shared some time-tested wisdom, “If you are wrong, admit it quickly and emphatically.” But when we shift from personal interactions to the complexity that comes with business relations, Carnegie’s advice, while foundational, is only the starting point. Imagine you’re at your favorite restaurant. You’ve been looking forward to this meal all week, but when it arrives, it’s not what you ordered. The server, upon realizing the mistake, promptly admits the error. That’s good, right? But if the story ends there, with an apology and nothing mo ..read more