Maximize Your Influence

Maximize Your Influence
Your Source for Top Persuasion, Influence and Negotiation Techniques
226 - The Science of Rapport
Feb 15 • 18 min
A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. How do you ensure that you’re making those…
225 - Major Sales Mistakes Costing You Money #2
Feb 7 • 18 min
Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much. Check this out. When we talk too much and fail to allow our audience to ask…
224 - Major Sales Mistakes Costing You Money #1
Jan 31 • 20 min
Common Obstacles That Limit Your Persuasion Success The worst time to learn a persuasion skill is when you need it. Persuasion must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion,…
223 - The Zegarnik Effect: Engage and Persuade
Jan 25 • 19 min
Zeigarnik Effect When we feel we’ve been left hanging, it drives us crazy! We want to know the end of the story. What is the missing piece? We want our tasks to be completed so we can check them off our list. This is also known as the “Zeigarnik…
222 - How to Deal With Refund, Complaints and Buyers Remorse
Jan 18 • 22 min
”Buyer’s remorse” is also a form of dissonance. When we purchase a product or service, we tend to look for ways to convince ourselves that we made the right decision. If the people around us or other factors make us question our decision, we…
221 - How To Be More Attractive (And More Likeable)
Jan 9 • 19 min
I am not going to be politically correct in this section. I know it is not fair. I know we should not judge, I am here to help you with reality. Everyone judges and some of these items are things you can fix – some of them you…
220 - The Dark Side Of Goals – Nudge or Net
Jan 4 • 21 min
Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen. So why don’t we do them? Why do we fall short of our…
219 - The Forgotten Power
Dec 20, 2017 • 19 min
How to Command Attention with Power and Authority Great persuaders know and understand how to use different forms of power, but if you’re like most people, you just cringed at the word “power.” Is power something we’re really allowed to talk…
218 - How to Resist Persuasion and Manipulation
Dec 13, 2017 • 21 min
I was asked an interesting question last week on a radio interview. I was asked, “How can you resist or repel an unwanted persuasive attempt?” He also asked, “How can you stop someone that always tends to manipulate you?”…
217 - Dave Kurlan – Baseline Selling
Dec 5, 2017 • 22 min
On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more…
216 - Brick Wall of Resistance Part 2
Nov 28, 2017 • 21 min
One of the Bricks - Fear of Rejection We all experience rejection in small doses every day. But what about when we persuade for a living? Rejection seems to take a higher toll. We avoid rejection like the plague, but it affects your income. Running…
215 - Dealing with Rude, Mean and Hostile People
Nov 22, 2017 • 21 min
The Hostile Prospect This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques: · Find common beliefs and establish a common ground. …
214 - The Brick Wall of Resistance Part 1
Nov 14, 2017 • 17 min
On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint in Southern California. And why first impressions really are important….
213 - How to Sell the Way Your Customers Want to Buy – Interview with Kristin Zhivago
Nov 8, 2017 • 19 min
Join Kurt as he interviews Kristin Zhivago. Kristin is president of Zhivago Partners, a digital marketing management company, and the author of the book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy. Kristin was one of the…
212 - Psychology of Making Your Prospects Wait
Nov 1, 2017 • 20 min
On this episode Kurt discusses the blunder and ninja of the day, and the psychology of waiting and whether or not is a good or bad thing and if it affects your ability to persuade. Atmosphere can also include the tension in the air. Is there a rush,…
211 - Persuading Millennials and Gamification - Travis Truett Interview
Oct 25, 2017 • 22 min
Join Kurt as he interviews Travis Truett, the CEO of Ambition, the first sales performance management platform built for the modern workforce thats currently endorsed by Google, Harvard Business Review and more. On this episode they discuss the…
210 - Double Dissonance - Get People To Persuade Themselves
Oct 18, 2017 • 21 min
The Theory of Cognitive Dissonance Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, “When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change.” Festinger’s…
209 - Power and Automatic Behaviors – Interview With Ben Voyer
Oct 11, 2017 • 19 min
Join us on this great interview with Dr. Ben Voyer. We are going to talk about: How persuasion has changed Biggest persuasion blunder Loss avoidance Power and relationships Influential nature of stories Professor Voyer is Loreal Professor of…
208 - True Objection or Knee Jerk Response
Oct 3, 2017 • 18 min
Objection Obstacles All excuses and objections can be boiled down one or more of these seven potential objections: Once you understand that all objections stem from one or more of these seven key areas, you will have a much easier time identifying the…
207 - Blueprint to Business Success
Sep 26, 2017 • 23 min
Blueprint to Business is the ultimate guide to becoming a successful entrepreneur. Bestselling author and CEO Mike Alden puts aside the rainbows and sunshine, gets real about what it takes to ‘make it,’ and gives you the real-world guidance you need…
206 - Do Closing Skills Still Work?
Sep 20, 2017 • 19 min
Inside the World of Objections and Concerns When you become a great persuader, you will view objections differently than most people do. You will even welcome objections and enjoy handling them. Why? You will realize that when people voice…
205 - What If The Competition Has The Same Price?
Sep 13, 2017 • 17 min
Charisma is influence. In other words, getting others to do what you want them to do and like doing it. People get uneasy when you talk about influence, but just like power, it is neutral. Some feel it can’t be learned, others get…
204 - Negotiation Blunder: Position vs Problem
Sep 6, 2017 • 19 min
Negotiation: Face-to-Face, by Phone or via E-mail In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Their…
203 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 3
Aug 30, 2017 • 25 min
Reduce to the Ridiculousness (JND): This technique involves paring down your request to something that seems manageable, easier to comprehend or easier to monetize. Let’s say you are trying to convince someone to purchase a life insurance policy. The…
202 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 2
Aug 22, 2017 • 23 min
“Door-in-the-face” is one of the most common techniques for implementing the Law of Contrast. Basically, an initially large and almost unreasonable request is made, likely to be declined—hence the “door slammed-in-the-face” as the prospect rejects…
201 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 1
Aug 16, 2017 • 24 min
Never fight on price. Price in not the issue – you are the issue. Only 6% of things are bought on price. Anybody can fight on price. Let’s learn 14 techniques to make price a non-issue. ”Price is what you pay. Value is what…
200 - Words That Kill Persuasion And Words That Influence
Aug 8, 2017 • 22 min
Verbal Packaging & The Leverage of Language The more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our…
199 - How to Create Trust in Strangers – Robin Dreeke FBI Interview
Aug 1, 2017 • 18 min
Robin Dreeke FBI Interview Did you ever leave an interaction saying to yourself, “That could have gone better?” Do you want to improve your leadership, interviewing, sales, and trust building skills for every aspect of your life? A…
198 - Raise Your Price, Work Less & Make More Money – Interview with Dave Negri
Jul 25, 2017 • 17 min
Dave Negri’s Secret Price Weapon Using “pricing” as a marketing strategy is often overlooked by entrepreneurs. It may be a little scary, butsometimes all you need is a higher price point to become more attractive to your target…
197 - TEFAMA - How The Brain Works
Jul 17, 2017 • 20 min
Amy Cuddy – Non Verbal Link I have already spoken at length about the necessity of positive mental programming and the initial steps one must take to put this powerful tool into practice. Great persuaders gain control over their destiny by…
196 - Anthony Iannarino - Becoming The Trusted Advisor
Jul 11, 2017 • 18 min
Anthony Iannarino - Becoming The Trusted Advisor What Is Not Advice Your product is not advice. Nor is your service. Nor are the solutions that you happen to sell. The features, benefits, and advantages of what you sell are not…
195 - Lie Detection and Human Deception
Jun 28, 2017 • 19 min
Negotiation Versus Persuasion Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view. With…
194 - Sales Strategies of Top Producers– Scott Ingram
Jun 20, 2017 • 21 min
This episode features guest Scott Ingram - In this episode learn all about why mindset and belief in yourself is absolutely fundamental. And the tips and tricks in getting yourself there. And how to show your customers/prospects that you truly…
193 - The Art of Persuasive Emails
Jun 13, 2017 • 19 min
The Value of the Simple Statement Simple is better than complex. Since we are unable to recapture or replay our spoken words, we hope that they will be correctly interpreted the first time they are heard. Unfortunately, spoken words can be the most…
192 - Humor, Improv and Influence - Interview - Kelly Leonard
Jun 6, 2017 • 17 min
What Does Improv Have To Do With Business? With guest Kelly Leonard from The ability to thrive amid change requires 4 things: · The ability to recognize where you…
191 - Handle the Heckler - Audience Control
May 31, 2017 • 20 min
This podcast is going to focus on how to handle the heckler and maintain audience control in any situation. One of the key factors is getting to know your audience. It is critical that you understand where your audience is coming from and…
190 - Beliefs that Sabotage Success
May 24, 2017 • 18 min
Synchronized Beliefs Very closely related to directing our thoughts are our beliefs or belief systems. Just as airplanes have guidance systems to direct them, so do we have systems guiding and shaping what we think, do, and believe. Without these…
189 - Leadership Expert – Jon Gordon
May 18, 2017 • 19 min
Jon Gordon’s best-selling books and talks have inspired readers and audiences around the world. His principles have been put to the test by numerous NFL, NBA, MLB coaches and teams, Fortune 500 companies, school districts, hospitals and non-profits….
188 - Charisma #3 – Inner-Charisma – Your Inside Dictates Your Outside
May 15, 2017 • 19 min
Charismatics have the ability to focus quickly in the moment similar to great athletes. To master the area of focus and concentration, we must implement what athletes do before, during and after the competition. …
187 - Charisma #2 – Empowering Others & Contagious Cooperation
May 8, 2017 • 20 min
Many think that when they get into positions of leadership or prominence that others should be serving them or looking up to them. This is great way to turn people off and decrease your ability to be charismatic. If your only focus is on…
186 - Charisma #1 – Presence – What Do You Radiate?
Apr 26, 2017 • 19 min
Passion is very contagious. When you transfer this passion, the people around you start to radiate that passion. They perform better, if it is at work, it is no longer work. They become more proactive, more willing to work as a team…
185 - Likeability and Charm Create Charisma
Apr 20, 2017 • 20 min
Rapport: The Instant Connection Rapport is the secret ingredient that makes us feel a harmonious link with someone else. It is equivalent to being on the same wavelength with the other person. Rapport is the key that makes mutual trust…
184 - Create An Instant Connection With Anyone
Apr 12, 2017 • 19 min
Similarity: Similar Is Familiar Similarity theory states that familiar objects are more liked than less familiar ones. The same holds true with people: We like people who are similar to us. This theory seems to hold true whether the commonality is in…
183 - Emotional Hijacking and Toxic People
Apr 5, 2017 • 18 min
Emotional States: Understanding Feelings and Moods Charismatic people know there is a fine line between logic and emotion. To influence someone you have to have both. Emotion will override logic every time. I am going to assume here…
182 - How to Create The Perfect Persuasive Presentation – Part 2
Mar 29, 2017 • 17 min
That first thirty seconds with your audience are critical. How do you start? Great persuaders craft and design their message. There is no room to wing it. Your opening is where your audience formulates and settles into their impressions of you. Think…
181 - The Perfect Persuasive Presentation
Mar 22, 2017 • 18 min
Structuring Persuasive Presentations Why should we be concerned with the structure of a persuasive presentation? Top predictor of professional success is how much you enjoy and how good you are at public speaking. Studies also show the…
180 - Engage and Persuade with Stories -Paul Smith Interview
Mar 16, 2017 • 23 min
Paul Smith (Author) - Lead with a story and Sell with a story Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior…
179 - New Trust Research and Interview with Michele Plunkett
Mar 8, 2017 • 20 min
Six stats on the importance of trust in influencer marketing “Only 22% of brands are trusted.” (Havas Media) That’s a frightening metric for any marketer. Without establishing trust between your brand and your audience, it’s…
178 - How Proxemics Creates Resistance
Mar 2, 2017 • 17 min
Proxemics: The Science of Space The anthropologist Edward T. Hall created the science of proxemics, which studies how people use, react to, configure, and occupy the space…
177 - Evan Carmichael Interview & The Secret to Creating a Business and Life That Matter
Feb 22, 2017 • 22 min
The Law of Obligation and Marketing We often see this method at work when companies give out complimentary calendars, business pens, T-shirts, or mugs. This specialty advertising is an $18.5 billion dollar industry. It not only creates…
176 -Create Interest and Intrigue With Your VBC
Feb 18, 2017 • 20 min
How You Can Tell If You’re Really Connecting I’ve talked about common rapport-building obstacles and how you can know for sure that you’re not connecting. But how do…
175 - The Energy of Influence
Feb 9, 2017 • 20 min
Energy of Influence Another way to enhance your ability to motivate yourself and others is to make sure all things are balanced in your life. Great persuaders lead a balanced life and keep everything in perspective. I…
174 - Getting Past The Gatekeeper
Feb 2, 2017 • 20 min
The Law of Obligation, also known as pre-giving or reciprocity, states that when others do something for us, we feel a strong need, or urge, to return the favor. Returning the favor rids us of the obligation created by the first good deed. The adage…
173 - How Aroma Can Help/Hurt Influence
Jan 25, 2017 • 15 min
Smells: The Aroma of Persuasion We all know what the smell of movie popcorn does to us. Smell is directly linked to our emotions. Our sense of smell is so powerful that it can quickly trigger associations with memories and emotions. Our…
172 - 4 Power Skills of Persuasion
Jan 18, 2017 • 24 min
Summary: Talking Too Much Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It…
Podcast 171 - Networking with Stephanie Burroughs
Jan 14, 2017 • 18 min
Today I interviewed Dr. Stephanie Burroughs. She is the author of Dating Your Business Prospect. She looks at networking in a whole new light. She calls it 360 networking. She explains how to use social media and expanding you…
170 - Eye Contact: Deception or Influence?
Jan 7, 2017 • 13 min
The New Year is here and your influence skills are more critical than ever. You have heard enough about goals – so let’s focus on those persuasion tools. Does your eye contact help you influence or does it trigger deception cues? …
169 – Dealing With the Angry Prospect
Dec 21, 2016 • 23 min
Anger is a secondary emotion. A prospect’s anger is usually an indicator that something else is askew and that he needs or wants attention. When we are angry – we want attention or action now. You can assist in diminishing his anger by determining t
168 – What Puts the “Brakes” on Success
Dec 7, 2016 • 26 min
Willingness to confront your fears is critical to mental programming. Great persuaders have mastered their fears. You will be tempted to leave your fears buried, but they will invariably come back to haunt you.
167 – Interview with Matt Powell on “Brain Wiring”
Nov 28, 2016 • 31 min
On Episode 167 of Maximize Your Influence, Kurt and Steve interview Matt Powell. Matt asks an important question other personal growth planning books never ask: what if you are choosing the wrong goals? Having taught thousands of students and selling t…
166 – Double Your Referrals With Donald Kelly
Nov 22, 2016 • 27 min
If you’ve been in sales or business for long, you know that a “referred” lead is 10 times better than most cold calls. On this episode, Kurt and Steve interview Donald Kelly, the Sales Evangelist about how you can double your referrals!
165 – NLP and Influence
Nov 10, 2016 • 28 min
Well, it’s finally over. The 2016 presidential election is in the books. Wow. Just wow! Kurt and Steve discuss the election and some of the tactics used by both sides that ultimately led to the victory by Donald Trump.
164 – Ego and Persuasion
Nov 1, 2016 • 22 min
Kurt and Steve start this episode by discussing how we can achieve effective presence as a persuader. Kurt also laments the end of boating season. They then continue their discussion about dealing with difficult people…specifically delving into low
163 – Invisible Influence with Jonah Berger
Oct 26, 2016 • 20 min
On this episode, Kurt and Steve interview Jonah Berger. Jonah is a Marketing Professor at the Wharton School at the University of Pennsylvania and a world-renowned expert on word of mouth, social influence, consumer behavior, and how products, ideas,
162 – Dealing With Difficult People
Oct 17, 2016 • 33 min
We all have them in our lives: difficult people. Admit it…when you heard “difficult people” you automatically thought of a couple by name, didn’t you! So what is a difficult person? This person is difficult by nature and/or disagrees with you an
161 – The Science of “No”
Oct 11, 2016 • 31 min
On this episode, Kurt and Steve read some listener mail from an business owner who finds himself dealing with a lot of calls from prospects just wanting quotes. They discuss how the power of “no” can draw prospects into a conversation where actual v
160 – Why Small Talk Stinks
Oct 4, 2016 • 28 min
On this episode, Kurt and Steve interview Rob Kendall, of Rob has devoted his life to understanding how humans converse with one another and what makes them go wrong…and right. Rob its the author of BlameStorming and Work
159 - Mindless Eating with Brian Wansink
Sep 28, 2016 • 22 min
The food industry is more successful than it’s ever been. Food is cheap, accessible. And many of us are eating A LOT of it. On this episode, Brian Wansink of the of the Food and Brand Lab of Cornell University joins Kurt and Steve. …
158 - Hijack Negotiations with Emotion
Sep 21, 2016 • 29 min
Worry When your prospect is worried or preoccupied with something occurring now or could happen in the future. The wrong type of worry can hinder persuasion. Worry is feeling anxious, uneasy, or concerned about something that may happen, or has…
156 - Pre-Solve Objections
Sep 21, 2016 • 32 min
Did you know that money can buy happiness? A recent study published in “Psychology Today” shows just that. Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness…up to a point. Continuing off of recent…
157 - Negotiation Techniques from a former FBI Hostage Negotiator
Sep 13, 2016 • 32 min
Labels Let’s explore the space between offer and acceptance – the space between “yes” and “no” is labels. “It seems like…” “It sounds like…” “It looks like…” (Followed by an effective pause.) …
155 - 3 Quick Keys to Rapport
Sep 8, 2016 • 29 min
It is human nature to mirror and match, or to “synchronize” with, the people we connect with.28 We don’t even think about it. It happens so quickly and so subconsciously that without a replay, one is unlikely to even notice it.29 What if you…
154 - 3 More Keys to Persuasive Presentations
Aug 30, 2016 • 24 min
If all my talents and powers were to be taken from me by some inscrutable Providence, and I had my choice of keeping but one, I would unhesitatingly ask to be allowed to keep the power of speaking, for through it I would quickly recover all the…
153 - 3 Presentation Killers
Aug 23, 2016 • 21 min
Capturing Attention Immediately What can you do in the first thirty seconds of your encounter to capture your audience’s attention? Can you prove to them that you are worth listening to? Think about this: Every time you communicate with someone,…
152 - Is Your Frame of Mind Costing Sales?
Aug 16, 2016 • 35 min
After discussing a few recent business trips, and of course, the food they ate on those trips, Kurt and Steve discuss a classic blunder: overuse of fear. Fear is a useful tactic when persuading others. It is very short term, however….
151 - Debra Fine on the Science of Small Talk
Aug 12, 2016 • 26 min
You can use conversational skills as a tool with which to build new connections, while avoiding awkward pauses and uncomfortable conversations. After all, making a good first impression is all about making others feel good when spending time with each…
150 - Stop Selling For Your Competition
Aug 2, 2016 • 26 min
Have you ever felt like you put in a bunch of work only to pave the way for your competitor? Many persuaders inadvertently do this only to find out too late that they lost the deal. The key to avoiding this is generating genuine…
149 - Profitable Lead Generation with Dan McDade
Jul 29, 2016 • 27 min
What is your message? What do you have to share that will make a difference in people’s lives? What is your main objective, the key thing you hope to accomplish? You’ve got to understand the big picture. Then, with the big picture in mind, you…
148 - Are You Winning the Negotiation Game?
Jul 19, 2016 • 29 min
When Steve asked Kurt how he was doing before the show started, he did not expect that Kurt would tell him that he just got done dealing with a bear in his backyard. Well, he didn’t deal with it…animal control did. But we’re proud that…
147 - Mind Reading with Carl Christman
Jul 14, 2016 • 25 min
Let’s talk a bit about deception. I don’t need to say it here, but I will. Deception is wrong and does trigger incongruence. On the flip the side the challenge you could have is that when you get nervous or uneasy you might be…
146 - Charismatic Power
Jul 6, 2016 • 32 min
It’s the 4th of July, so Kurt and Steve did what they do best: took their boats out and bbq’d! Back by popular demand, however, is the episode they did on Charismatic Power. Check it out!
145 - Interivew with Andy Paul of “Zero-Time Selling”
Jun 29, 2016 • 22 min
“He kept his promises.” Promises made during the persuasion process are fulfilled. Persuaders are honest and realistic in what they promise—they don’t build false hopes or expectations. They “underpromise and overdeliver”—not the other way…
144 - Deflect 3 Hardball Negotiation Tactics
Jun 21, 2016 • 28 min
You know we love talking about “Negotiaton’s Dirty Deeds.” A recent article by the Harvard Business Review gave some great pointers on deflecting some of the more common negotiation tactics. One of the best ways to insure a smooth…
143 - Influence Without Authority
Jun 16, 2016 • 28 min
Francis Bacon once said, “Knowledge itself is power.” Knowledge power is based on proficiency in a certain subject, procedure, or situation. Remember that you are the expert. People can be persuaded if they think you have more knowledge or expertise…
141 - Interview With “The Sales Whisperer”
Jun 8, 2016 • 24 min
On this episode, Kurt and Steve interview Wes Schaeffer, the Sales Whisperer! There are ways to start implementing empathy in your daily contacts and conversations. It does take some practice and evaluation. After every encounter ask…
142 - Are Colors Killing Your Presentation?
May 31, 2016 • 24 min
Happy Memorial Day!, If you’re not in the US, we hope you had a great Monday, May 30! If you have a tough negotiation coming up where your opponent will play the empathy card, we have good news. Acetaminophen can dull your sense of empathy! So…
140 - How Food Persuades (And Why You Should Care)
May 26, 2016 • 28 min
Did you know that if you think about what you ate earlier in the day, you’re proven to snack less? Kurt and Steve discuss a recent article by Psychology Today that studies this phenomenon. Size of packaging, color, position…all of these…
139 - Thoughts Trump Reality
May 19, 2016 • 24 min
Kurt and Steve begin this episode by discussing how in anything we do, we default down to the level of our training. Whether it’s a sport, self defense, language, or persuasion…the mind and body default to what their trained to do when they…
138 - The Last Missing Piece to Trust
May 10, 2016 • 31 min
An interesting study was conducted with dentists, whereby an ad was put in the newspaper asking for people to participate in a painful dental procedure.11 The first amazing thing about it was that people actually showed up. During the first part of…
137 - 2 Wasy to Enhance Credibility
May 3, 2016 • 24 min
How do you overcome this lack of credibility? Here are several ideas great persuaders use to boost their credibility: 1. In this very skeptical world your prospect is…
136 - Are You Perceived as an Expert?
Apr 29, 2016 • 26 min
One of the key ways to keep your competency on track is to be a lifetime learner. We consider others to be competent when we see them continually learning and advancing their training and education. I can remember going to buy computer products…
How Ego Destroys Influence
Apr 19, 2016 • 26 min
After briefly mentioning it on last week’s episode, Kurt and Steve quickly learned that most have a lot of “feelings about” the urban phenomena, RBF (otherwise known as Resting Bitch Face). So they dived in a little more and wouldn’t you know…
Signs of Deception
Apr 12, 2016 • 24 min
The worst thing for a persuader is that your audience members probably won’t ever confront you about your dishonesty or deception. They are not going to tell you that they think you are lying. They’ll just never work with you again and…
133 - The Illusion of Resistance
Apr 6, 2016 • 24 min
self-perception bias Ever wonder why others can’t smell their own stink? (perfume or body order) We are good at judging others and finding out what is wrong with them, but that analysis does not seem to work on ourselves. The same…
132 - Perfect Persuasion Template
Mar 31, 2016 • 30 min
Keeping Attention: A Bored Mind Says NO! It is common sense to realize you have to keep your audience’s attention in order to persuade them. If you lose them, you lose your chance for them to understand and accept your…
131 - Shut up and close!
Mar 24, 2016 • 29 min
The old-school approach to persuasion put a lot of the emphasis on the final outcome: clinching the deal, closing the sale. Back then, it was a lot more about getting the sale than having a true and lasting relationship with an actual person. The…
130 - Price…a non-issue?
Mar 15, 2016 • 30 min
This week’s article is sure to offend some listeners. If you’re a short man or an overweight woman, the British Medical Journal has bad news for you. Hey were just the messenger! Check out their recent study linking hight, body mass,…
129 - How Empowerment Increases Influence
Mar 14, 2016 • 29 min
All human beings yearn for direction and guidance. That’s why someone with a vision is so alluring and influential to us. Charismatics are able to create a strong clear vision of the future. People will jump on board when they can…
128 - Is Your Presentation “Interesting” or “Persuasive?”
Mar 2, 2016 • 27 min
Have you noticed the dramatic changes that have evolved in presentations, communication, and training over the last twenty years? The basic focus used to be on education. Many people are still trying to educate and they always lose their…
127 - Inner Qualities of True Leaders
Feb 22, 2016 • 27 min
On episode 127 of Maximize Your Influence, Kurt and Steve start by discussing a recent article, the 7 Mental Blocks to Being Rich. They then transition to part two of their series on qualities of great leaders. Intuition is a big part of…
126 - 4 Characteristics of True Leaders
Feb 17, 2016 • 27 min
After speculating about good dining in San Francisco and briefly insulting their listeners there, Kurt and Steve discuss a recent article about whether great leaders are born or made. They then launch into a discussion about the qualities of…
124 - Persuasive Politicians
Feb 11, 2016 • 30 min
One of the aspects of the Law of Association is the use of affiliation. Persuaders want you to affiliate their company with positive images, feelings, and attitudes. Our surroundings and environment trigger feelings and we transfer those feelings to…
124 - Persuasive Politicians
Feb 2, 2016 • 24 min
Neuroscientists have made significant progress on how the brain processes information. Our brain can be very bias. This is especially true in politics. People will always see the good in their party and find the bad in the…
123 - Turn No into a Yes
Jan 27, 2016 • 30 min
The Power of “Yes” Use questions that will create “yeses.” As you create your marketing and persuasive presentations, you must engineer the number of times you get your audience to raise their hands, say yes, or nod their heads. How many verbal yeses…
122- Foot In The Door vs Sympathy
Jan 21, 2016 • 28 min
Methods of Protecting Mental Alignment When we feel dissonance, we have to find a way to deal with the psychological tension. When the rubber band stretches, we cannot not live with this internal pressure. We will instantly try to find a way to…
121 - Help Prospects Persuade Themselves
Jan 12, 2016 • 31 min
The Theory of Cognitive Dissonance Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, “When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change.” Festinger’s…
120 - No Resolutions This Year…
Jan 5, 2016 • 26 min
We are firm believers that we all have greatness within us. We believe that we each have within ourselves unwritten books, un-started businesses, brilliant ideas, great inventions, charitable ideas, and untapped energies. But sometimes we have a hard…
119 - Persuading Rude People
Dec 15, 2015 • 27 min
The Hostile Prospect This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques: Find common beliefs and establish a common ground. Use appropriate humor to break the ice. Don’t start the…
Can You Learn Charisma?
Dec 11, 2015 • 29 min
Have you ever noticed how some people can captivate, inspire, and influence others without effort? Other people instantly like them and want to be around them. Some individuals can enter a room and everyone notices. They seem always to get what…
117 - Your Missing Ingredient To Create Rapport
Dec 3, 2015 • 32 min
Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, helps you create rapport, and makes your message more memorable. It can relieve tension, enhance relationships, and…
116 - Online Reviews: Validation or Sabotage?
Nov 17, 2015 • 31 min
Social Validation and Marketing The more a brand is advertised, the more popular and familiar it is perceived to be. We as consumers somehow infer that something is popular simply because it is advertised. When people are buying gifts for others,…
115 - When Persuasion Backfires
Nov 10, 2015 • 24 min
Your environment and the expectations of that environment should be persuasive. There is a concept called the Phillip Zimbado’s Broken Window Theory. This theory suggests that a building full of broken windows will cause people to assume that no…
114 - Persuasion, Touch, and the “No No Zone”
Nov 5, 2015 • 31 min
Touch is another powerful part of body language—important enough to devote a whole section to it alone. Touch can be a very effective psychological technique. Subconsciously, most of us like to be touched; it makes us feel appreciated and builds…
113 - Subconscious Triggers = 95% of Persuasion
Oct 28, 2015 • 32 min
To maintain order of the world, our brains link objects, gestures, and symbols with our feelings, memories, and life experiences. We mentally associate ourselves with such things as sights, sounds, colors, music, and symbols. These associations create…
112 - Scarcity: Abused, Overused - How to Use
Oct 20, 2015 • 24 min
The Law of Scarcity plays a large role in the persuasion process. Opportunities are always more valuable and exciting when they are scarce and less available. We want to be the ones to own the rare items or to get the last widget on the…
111 - Do You Attract Or Repel?
Oct 16, 2015 • 29 min
For this episodes article, Kurt and Steve discuss the top techniques of hostage negotiators. Admit it, you’re thinking of the movie “The Negotiator” all of the sudden. Now that we got that out of the way, we can actually talk about…
110 - How to Solve the #1 Objection
Oct 7, 2015 • 25 min
The better you become at handling objections, the more persuasive you will be. The key to great persuasion is anticipating all objections, problems, or concerns before you hear them. Great persuaders are always able to accomplish three critical…
109 - How You Create Resistance
Sep 29, 2015 • 21 min
We tend to rate our skills that we want, that we need or that we require higher than they actually are. To improve, grow and become more successful we have to know our weaknesses and be able to identify our blind spots. If we don’t…
108 - Jedi Mind Tricks
Sep 25, 2015 • 27 min
Are you good at flirting? Admit it, when we asked you rolled your eyes but were A LITTLE bit interested, deep down. As it turns out, flirting is related to your ability to influence. A recent article by Psych Central discusses what…
107 - Why we stink at listening
Sep 15, 2015 • 28 min
Being in sales or being a business owner can be emotionally exhausting. It’s important to develop the ability to pick yourself up out of a bad mood. To start this episode, Kurt and Steve discuss a recent article that gives you “8 ways to…
106 - Personalities Vs Meta Programs
Sep 8, 2015 • 29 min
Can your personality type change? A recent article from Psychology Today seems to think so. It’s not uncommon for many to become more friendly (or less friendly) the older they get. Check out the article here for more info. Did you…
105 - Engaged and Mentally Focused Prospects
Sep 1, 2015 • 29 min
Is Google rigging elections? On this episode, Kurt and Steve discuss a recent article that thinks so. Merely telling the masses that a candidate has a “high” approval rating tends to gender more support. So how much influence do the…
104 - Influence Killing Words
Aug 27, 2015 • 27 min
Everything that we understand and know about our world is based around words. Words don’t just have meaning, they have feeling. That’s why some words in some languages just don’t directly translate. One particular author has used…
103 - Are Deeper Voices More Credible?
Aug 18, 2015 • 30 min
As we get closer and closer (even though it’s a long way away) to the 2016 presidential election, more and more persuasion blunders will be on display. A recent article shows that politicians who have deeper voices (yes, even women) are…
102 - The Biggest Persuasion Blunder Of The Year
Aug 12, 2015 • 27 min
You can’t visit a business web page without hearing “follow us on Twitter!” We’re certainly guilty of this too. Follow us on Twitter @influencemax! A recent article from Psych Central shows that when customers complain about a…
101 - Does NLP Work?
Aug 6, 2015 • 30 min
When you’re an entrepreneur or sales person, being mentally tough is key. If you want the rewards that come from owning your own business or being on commission, you need to put up with days that can be full of rejection and…
100 - Shameless Bribery and Using Testimonials
Jul 28, 2015 • 31 min
It’s been 100 episodes! After inserting some canned applause and patting themselves on the back, Kurt and Steve discuss why disobedient kids may actually make more money as adults. They then proceed to insult people who don’t listen to…
99 - Wrong…Objections Are Good!
Jul 22, 2015 • 27 min
Whether you think you love it or not, you love to procrastinate. The brain thrives on it. The reason is that we tend to treat our “current self” much better than our “future self.” We give our future self way to much credit. We…
98 - Keeping Your Head In The Game
Jul 16, 2015 • 27 min
Do you sort your mail over the trash can? Do you delete most emails before you even consider them? That’s the reality of advertising today. Messages to your prospects need to be compelling and grab their attention. To start…
97 - Interview With Influence Expert Brad Harker
Jul 8, 2015 • 44 min
After Steve gives the full report on his recent trip to Puerto Rico (including a priceless blunder by the Ritz Carlton resort), Kurt discusses this week’s “geeky article moment.” A recent article on Psych Central reveals the advantages of both…
96 - Non Verbals of Charismatic People
Jul 1, 2015 • 29 min
To kick off this episode, the guys discuss what is likely the most offensive article they’ve ever featured on the show. Kurt insists that it’s Steve’s doing. We’ll let you read it for yourselves, but just know that “hand’s on” father’s…
95 - The Latest Dirty Deeds
Jun 23, 2015 • 35 min
A recent study shows that if you want to look trustworthy, you should also look happy. What’s the catch? Looking happy doesn’t necessarily make you look competent. Kurt and Steve discuss this study and how persuaders can walk the…
94 - Persuasive Voicemails
Jun 16, 2015 • 30 min
In persuasion, there are a few words and phrases that a lot of people say, but that they don’t really mean. In a recent article on, 11 of these terrible sayings are reviewed. It’s an entertaining article and Kurt and Steve discuss…
93 - Asking Powerful Questions
Jun 9, 2015 • 27 min
When it comes to persuading others (through owning a business, church, non-profit), it’s all about networking. Anyone who has ever been successful can attribute at least a part of that success to meeting the right people at the right time. …
92 - Three Catastrophic Mistakes Veterans Make
Jun 4, 2015 • 24 min
If you’re like most people, you don’t really enjoy paying taxes. A study in the UK recently discovered how to vastly increase the rate of collected taxes, just by adding one simple sentence to collection notices. Kurt and Steve discuss…
91 - Which Motivation Works Best?
May 27, 2015 • 29 min
Nobody has a perfect self esteem. We all have insecurities in ceratin areas of our life. The same is true for your prospects. Raise a prospects self esteem and you’ll catapult your chances of persuading them! On this episode, Kurt…
90 - What Annoys Your Prospects Most
May 21, 2015 • 30 min
Did you know that the noise of an aircraft engine can cause you to crave different foods? A recent study by Cornell University makes some compelling links between decibel level and food cravings. Kurt and Steve discuss the artice and also…
89 - Don’t Be A “Corny” Negotiator…
May 13, 2015 • 27 min
Is optimism overrated? A recent study from the University of Utah thinks so. Kurt and Steve discuss the study and what it means for persuaders. Some of us are better negotiators than others. Some of us respond differently to…
88 - Selling As An Introvert
May 7, 2015 • 23 min
Do you know somebody who is always blaming other people for their problems? Is it you? The fact is, we all do it. And sometimes we’re right. A recent article, however, shows why blaming others is not productive…even when it’s…
87 - Building Emotion
Apr 29, 2015 • 24 min
It’s always helpful to learn more about what successful people do in their daily lives. In this episode, Kurt and Steve highlight three key lessons we can learn form succeessful people. For this week’s Persuasion IQ question, Kurt and…
86 - Is Your Prospect Visual?
Apr 20, 2015 • 24 min
After discussing Kurt’s recent trip to Las Vegas, Kurt and Steve discuss an article that may be helpful if you’ve been to Vegas recently: “Are White Lies Good For Relationships?” You’ll be surprised at the conculsion! How can we tell if our…
85 - What Clients Like Most About Top Persuaders
Apr 15, 2015 • 24 min
Have you ever witnessed an animal “sniff” another animal and thought “wow I’m so glad I’m human?” A recent study shows that you might rely on smelling other humans. Check out the study here. On this episode, Kurt and Steve discuss what…
84 - When To Send Email Marketing
Apr 8, 2015 • 25 min
Do you rely on email marketing to generate leads? What about telephone prospecting? As it turns out, there are specific times of day and the week that are more effective…and it’s not quite what you think. Check out this episode for…
83 - Get Stalled Prospects To Act
Apr 2, 2015 • 25 min
They’ve talked about it a lot on Maximize Your Influence, but on this episode Kurt and Steve discuss a recent article entitled “10 Body Signs Somebody Is Lying To You.” They discuss the merits of the article as well as some additional…
82 - What Makes People Do Things They Don’t Want To?
Mar 26, 2015 • 29 min
A recent study published by Psych Central discusses how to make new habits stick. The article goes over a variety of techniques that will dramatically increase your chances of implementing new habits. Check it out here. On episode 82,…
81 - What Mood Are Your Prospects In?
Mar 19, 2015 • 26 min
Have you ever given a presentation and had a tough time connecting with the audience? Some audiences are just difficult. Other audiences can be connected with if you know some basic pointers. For this week’s article, Kurt and Steve…
80 - How To Create Value
Mar 12, 2015 • 26 min
Have you ever encountered a prospect who had a skewed view of what they should pay for your product? Would you like to have more control about what your prospects think your product is worth? Tune into this episode for more…
70 - What Top Persuaders Have In Common
Mar 5, 2015 • 25 min
On this episode, Kurt and Steve continue in giving you the “cheat sheet” for the Persuasion IQ test. You can find the persuasion IQ test by visiting and clicking “Persuaison IQ” on the bottom of the page. What do…
78 - Are “Fast Talkers” Persuasive?
Feb 26, 2015 • 28 min
We’ve all heard of the sterotypical “fast talker.” They come across as too slick and like they’re up to something, right? On this episode, Kurt and Steve discuss what the most persuasive rate of speaking is. They also discuss what kind of…
77 - The Best Way To Create Scarcity
Feb 17, 2015 • 24 min
With Valentines now over with, you likely know where you stand with your significant other. However, Kurt and Steve still find it fit to bring up a recent study that shows how you can tell if somebody loves you…or lusts after you. Check…
76 - Non Verbal Deception Clues
Feb 12, 2015 • 29 min
Do you know people who are ALWAYS late, no matter what? Do you find yourself telling these people earlier times in an effort to get them to unintentionally show up? A recent article in the Wall Street Journal studied type A (aggressive)…
75 - Verbal Deception
Feb 5, 2015 • 32 min
Have you checked out yet? Did you know that you can enroll in our 52 week persuasion course for as little as $7 a month? Shameless plug over. On this week’s episode, Kurt and Steve discuss a recent…
74 - Vision Versus Worry
Jan 29, 2015 • 26 min
Welcome to episode 74 of Maximize Your Influence! On this episode, Kurt and Steve roll out an interesting article published in the Economist. More and more, governments and intelligence agencies are analyzing body language to determine if…
73 0 Door in the Face!
Jan 22, 2015 • 26 min
Have you ever met the kind of person who is always stressed, has a negative attitude, and who nobody wants to be around? Oftentimes we later hear these people have major health problems down the road. In this weeks article, Kurt and Steve…
72 - Presentation Pitfalls
Jan 16, 2015 • 31 min
On this week’s episode, Kurt and Steve lead off with the “Geeky Article Moment” as well as some banter about food, NFL playoffs, and seagulls eating hotdogs. Yep. It happened. A restaurant in Pittsburgh has recently decided that it will…
71 - Setting and Achieving Goals in 2015!
Jan 8, 2015 • 27 min
Happy New Year! We’re back with the first episode of 2015! If you we’re asked “do you have a rewards card with us” last time you were shopping, you’re not alone. Business are loading up on rewards programs like never before, in hopes of…
#70 - Persuasive Writing Part 2
Dec 27, 2014 • 30 min
If you have kids or employees (they’re kind of the same, aren’t they) you have probably used threats as a way to gain compliance before. When we are in a rational state, we can all agree that most of the time threats are only good for very short…
69 - Grab Attention With Persuasive Writing
Dec 11, 2014 • 28 min
Are you tired of faking that you like your boss when you really don’t? Michigan State University has good news. Apparently, you don’t need to fake it anymore! Their study shows that your productivity and your bosses satsifaction with…
68 - Scarcity “Black Friday” Style
Dec 3, 2014 • 28 min
Every year it happens. Black Friday. That one day where retailers apparently lose their mind and start giving away massive discounts in order to lure bargain hungry shoppers. The urgency created on Black Friday is unparalleled! On…
67 - Scratching the “Itch”
Nov 18, 2014 • 29 min
Do you work in an environment where you need to be motivated…but your boss just doesn’t motivate you? This is increasingly the norm, unfortunately. A recent article by Harvard Business Review gives some helpful pointers if you find…
66 - Rejecting Rejection
Nov 14, 2014 • 26 min
Are you one of those sports fans that feels like the officials are conspiring against your team? Everybody has been THAT sports fan at some point in their life. As it turns out you may not be that paranoid. A recent study shows that…
65 - The 4th R of Resistance
Nov 7, 2014 • 30 min
Persuasion is one of those skills that gives you a leg up on the competition. When it comes to sales, there is no award for second place. And advantage you can get goes a long way towards coming in first place! Make sure you…
64 - The Third R of Resistance
Oct 30, 2014 • 27 min
After discussing Kurt’s upcoming visit to the Middle East, Kurt and Steve launch right into this week’s article. According to a recent article from Science Daily, toddlers who exhibit low empathy are in for a tough life. The study says…
63 - The 2nd R of Resistance
Oct 23, 2014 • 35 min
Do you enjoy the Maximize Your Influence Podcast? Learn more at You’ll have access to all of our top persuasion and influence training! You’ll get our 52 week persuasion mastery course, our persuasion…
62 - Interview With John Lee Dumas
Oct 15, 2014 • 34 min
On this episode, Kurt and Steve interview the CEO of Entrepreneur on Fire, John Lee Dumas. John is one of the most successful “virtual” entrepreneurs out there. His podcast is by far one of the most popular business downloads on the…
61 - The Four R’s of Resistance
Oct 9, 2014 • 28 min
60 - Presolving Objections
Oct 1, 2014 • 33 min
Did you know that money can buy happiness? A recent study published in “Psychology Today” shows just that. Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness…up to a point. Continuing…
59 - Squashing Objections For Good
Sep 24, 2014 • 34 min
Stay tuned as we will soon be rolling out Influence University…your way to access absolutely everything that Kurt has ever produced on Persuasion, Influence, Negotiation, and Leadership! One of the greatest features of Influence University is…
58 - Psychology of Objections Continued…
Sep 18, 2014 • 25 min
After a rant about Philly Cheesesteaks and Gourmet Grilled Cheese, Kurt and Steve continue to break down the psychology of objections. Undestanding what’s happening to your prospect mentally will help you overcome objections faster and many…
57 - “Overcoming Fake Talk”…Guest Interview With John R Stoker
Sep 9, 2014 • 36 min
Have you ever had a conversation that just didn’t get results? Or even worse, one that felt completely fake? On this episode, Kurt and Steve interview John R Stoker, author of “Overcoming Fake Talk - How To Hold Real Conversations that…
56 - The Psychology Of Objections
Sep 2, 2014 • 25 min
Closing a deal isn’t about a slick line at the end of your presentation. It’s about understanding what your prospect is REALLY saying when they say things like “I need to think about it” or “I don’t have the money.” First we need to figure…
55 - Creating A Powerful Call To Action
Aug 27, 2014 • 30 min
Have you ever met somebody that didn’t seem all that sharp but could sell circles around you? Here at Maximize Your Influence we help you hone your persuasion skills to generate the income and results you want! As always, send your comments,…
54 - Using Vision To Create Long Term Commitment
Aug 21, 2014 • 29 min
In Episode 54 of Maximize Your Influence, Kurt and Steve start things off by discussing a recent study about the chemical oxytocin. According to the study, the more oxytocin present in somebody’s system, the more accepting they are of…
53 - Inspiring the Uninspired
Aug 13, 2014 • 34 min
A whole year of Maximize Your Influence Podcasts are now behind us! And listenrship in the Islamic Republic of Iran is still strong (that has to be a fluke, right)! After two podcasts delving into the female brain, Kurt and Steve discuss a…
52 - Part Two Of Interview With Maureen Simon On The Female Brain
Aug 6, 2014 • 30 min
Don’t worry, it’s still us! We just have a new Itunes and podcast logo. Kurt and Steve discuss the recent news in the Middle East and the conflict between Israel and Hamas. They discuss the generations of emotion that are involved in…
51- Persuading Women…Guest Interview With Maureen Simon
Jul 30, 2014 • 25 min
The new is up! Not so much running…but definitely up. Pardon our dust as we continue to refine the new site. You can still, however, download the latest podcast episodes and read the blog. In the…
50 - Quickly Build Rapport
Jul 23, 2014 • 30 min
Remember: please subscribe to Maxmize Your Influence on Itunes, Stitcher Radio, the Windows Market Place, or whatever service you use to download podcasts! We appreciate you listening to the show! After giving some nots so great (and…
49 - Eye Contact…Creepy Or Effective?
Jul 17, 2014 • 28 min
We hope you had a great Fourth of July holiday! Even if you didn’t celebrate American indepencence day and the 4th of July was just a regular day for you…we hope you had a great one anyway! Remember to subscribe to the Maximize Your Influence…
48 - Powerful People Skills
Jul 8, 2014 • 31 min
After some useless banter about who should be allowed to wear bathing suits, the Fourth of July, and barbeques, Kurt and Steve launch into Episode 48. First, they tackle an article about how word choice reflects somebody’s mood. It doesn’t…
47 - Part Two Of Negotiation’s Dirty Deeds
Jul 3, 2014 • 35 min
After diving into “Negotiation’s Dirty Deeds” last week, Kurt and Steve continue the discussion by uncovering even more of the underhanded tactics other’s will use on you while negotiating. Steve takes over today’s “geeky article moment.” …
46 - Negotiaton’s Dirty Deeds…Part One
Jun 25, 2014 • 35 min
Due to listener demand, Kurt and Steve finally unleash “negotiation’s dirty deeds.” These are underhanded tactics and strategies that others will use against you while negotiating. Before this happens, however, Kurt discusses a recent…
45 - Is There Such Thing As Too Competent?
Jun 19, 2014 • 25 min
To start this episode, we lead off with another one of Kurt’s geeky articles. And this study, while strange, is compelling. As it turns out, there is a vast personality difference between dog and cat owners. In addition, cat owners…
44 - Do You Really Need To “Over Promise And Under Deliver?”
Jun 12, 2014 • 29 min
Kurt and Steve begin the show by discussing Steve’s recent trip to Dallas and how may pounds he put on from eating too much barbeque. They also discuss Kurt recently celebrating a birthday (happy 70th birthday, Kurt)! This turns into a rant…
43 - Charismatic Power
Jun 5, 2014 • 31 min
Is power different than influence? Absolutely. One can be influential without having a lot of power. But as power increases, it gives you more ability to influence. On this episode, Kurt and Steve discuss some examples of when…
42 - Can Your Prospects Tell If You’re “Full Of It?”
May 29, 2014 • 26 min
You’ve met these people before. The kind of person who has it all together. They’re dressed right. They know how to talk and they seem very knowledgable. But something just isn’t right. On this episode, Kurt and Steve…
41 - Always Talk To Strangers
May 20, 2014 • 30 min
After a brief rant about their listeners in Iran and the intimidation tactics of police in the United States (get off topic much, guys?), Kurt and Steve discuss a recent study about confidence. According to the Journal of Personality and Social…
40 - Creating A Passionate Presence
May 14, 2014 • 28 min
Charismatic people have a presence whenever they walk into a room. You can actually be in introverted person and not have a very outgoing personality and still be charismatic. Once you have charisma people what to be around you. They…
39 - Are Optimists Better Persuaders? Or Do Pessimists Have the Edge?
May 8, 2014 • 30 min
Leading off this episode, Kurt introduces a recent article that discusses the effect of an optimistic spouse. This study was conducted by the University of Michigan and is the first study we know of that links the optimism of others to…
38 - Watch Your Tone
Apr 29, 2014 • 35 min
If Kurt and Steve haven’t yet offended you on the podcast, they give it a good try here (all in good fun, of course). They also discuss the strange fact that a lot of listners to the podcast seem to be from Iran. After the initial banter…
37 - Selling with Stories
Apr 24, 2014 • 30 min
Do you like green tea? Then we have good news. The Journal of Psycho Pharmacology (yeah, that’s a thing) recently released a study showing that those who drink at least two cups a day are “sharper” mentally. You can read a summary of…
36 - Persuade with Power Using Ego and Esteem
Apr 16, 2014 • 34 min
Whatever the reason may be, the average person’s self esteem is lower than it has ever been in history. While it’s not great to hear that people are feeling worse and worse about themselves, persuaders can use this to their advantage. In…
35 - Alligning Your Life For Better Persuasion
Apr 9, 2014 • 36 min
We’ve all exeperienced times in our lives when we’ve felt “out of allignment.” Maybe one particular area of our life, such as finances, just wasn’t going the way we wanted it to. Most of the time we try to fix this by spending more time on…
34 - Attraction and Similarity
Apr 1, 2014 • 31 min
Do you like this podcast? Do you hate it? Either way, please leave us your feedback on Itunes! Also if you have anyone to nominate for the weekly “persuasion blunder” or the weekly “persuasion ninja”, please send your comments to…
33 - Supercharge Rapport by Mirroring and Matching
Mar 25, 2014 • 27 min
Have you ever met a sales person who just came on too freindly too fast? How did it make you feel? Chances are you couldn’t get away from them fast enough! All persuaders know they need to develop a rapport with their…
32 - Managing Your Non Verbals and Killing the Heckler
Mar 20, 2014 • 27 min
If you stood in front of a mirror and gave your typical sales pitch, you’d likely be shocked at the amount of non verbal behavior you display. More often than not, this non verbal behavior detracts from your message and causes subconsious alarms…
31 - Presenting Using the T.E.S.S. System
Mar 10, 2014 • 25 min
When presenting, especially to a group, it’s often impossible to know what personality type your audience is. That’s why it’s important to use the T.E.S.S. system (testimoinals, examples, stories, and statistics). This allows you as the…
30 - Presenting With Power!
Mar 5, 2014 • 32 min
Whether it’s to just one person or a staduim full of people, all persuaders are presenters. Presenting involves taking the stage or spotlight to persuade others to accept your idea or product. We’ve all been in presentations before that…
29 - Making Yourself Do Things You Don’t Want To Do
Feb 25, 2014 • 23 min
Have you ever had a day where you didn’t feel like doing something you KNOW you needed to do? How about everyday? The fact is sometimes we just don’t have the emotional gas in the tank to do something that we know we need to do on the…
29 - New World Negotiation
Feb 20, 2014 • 30 min
Have you ever been involved in a negotiation with somebody and wondered “can we just drop the facade? can we drop the formalities and get to the point here?” Well, the answer is no. When negotiating or persuading, many times people…
27 - Using Color, Smell, and Music To Your Advantage
Feb 12, 2014 • 29 min
Have you ever walked into a business and just had a bad feeling from the start? Chances are, the owner of that business did not know how to effectively use “The Law of Association.” On this epsiode, Kurt and Steve discuss how you can…
26 - Squashing Self Limiting Beliefs
Feb 6, 2014 • 30 min
When it comes to effectively persuasing others, the most difficult obstacle to overcome is often ourselves. On this episode, Kurt and Steve discuss how we can control and even eliminate beliefs that may be holding us back. In light of the…
25 - Does “assuming the sale” really work?
Jan 30, 2014 • 23 min
We’ve all heard that “assuming the sale” is one of the most effective persuasion tactics out there. But how does one avoid crossing the line from “confidence” to “shallow and transparent?” On this episode, Kurt and Steve discuss the…
The Law of Obligation: Give More Get More
Jan 22, 2014 • 35 min
Have you ever had the great displeasure of dealing with somebody who could never admit they were wrong? Or somebody who was constantly full of themselves? On this episode, Kurt and Steve discuss a recent article by Harvard Business Review…
23 - Using Effective Testimonials
Jan 15, 2014 • 38 min
We’ve all seen it: a late night infomercial parading testimonial after testimonial across the screen. After watching for a few minutes, we inevitably think “wow, if that guy can do it, why can’t I?” When used effectively, testimonials give…
Everybody’s Doing It…Why Shouldn’t You?
Jan 8, 2014
It’s a well known fact that humans look to others to validate their own actions. On episode 22, Kurt and Steve discuss how this powerful concept of “Social Validation” can be used to create massive action when it comes to persuasion. …
21 - Persuasion Killing Words
Dec 18, 2013 • 32 min
Words are powerful. Depending on which ones you use, you could be either supercharging or killing your presentation. In this episode, Kurt and Steve discuss the Law of Verbal Packaging and how you can best script your persuasive…
20 - Do People Trust You (Continued)
Dec 12, 2013 • 34 min
What are the remaining 3 C’s of Trust? How can we get others to trust us without coming across as cocky, arrogant, or condescending? How can we tactfully let others know about our credentials without coming across as bragadocious? In…
19 - Do People Trust You?
Dec 4, 2013 • 34 min
Do other’s trust you? The results are surprising. While you could be the most honest and trustworthy person in the world, trust often comes down to a few time tested methods that manage how people perceive you. Granted when it comes…
18 - Getting Your Foot In The Door And Cementing Commitments
Nov 20, 2013 • 24 min
Getting prospects to make and keep commitments is a cornerstone of the persuasion process. In this episode, Kurt and Steve discuss how smaller commitments lead to larger commitments and how to optimize the commitment process.
Part Two Of “The Law Of Dissonance”…Plus More Listener Mail
Nov 12, 2013 • 41 min
Why do our prospects often not do what it is we want them to do? In this episode Kurt and Steve discuss the scientific reasons why persuasion can lead down a path you never intended…and what to do about it. They also discuss an email…
16 - Leveraging “Dissonance” To Get Long Lasting Decisions…Quickly
Nov 6, 2013 • 41 min
In 1957, Stanford Professor Leon Festinger developed the “Theory of Cognitive Dissonance.” On this episode, Kurt and Steve discuss how persuaders can use this concept to leverage prospects into making long lasting decisions…and make them a lot…
15 - Using Allure To Build Value And Create Urgency
Oct 31, 2013 • 32 min
Kurt and Steve discuss how the “Law of Scarcity” can better be used to create urgency and bulid value.
14 - How To Mentally Prepare For Powerful Persuasion
Oct 24, 2013 • 37 min
Kurt and Steve discuss the top three ways to get mentally prepared to persuade with maximum efficiency.
13 - How To Listen To People You Don’t Want To Listen To
Oct 16, 2013 • 29 min
Kurt and Steve discuss how to better listen to people you normally don’t like to listen to. They also discuss how fatigue can factor into the persuasion process.
12 - Negotiation Pitfalls From The US Government Shutdown
Oct 9, 2013 • 30 min
11 - Part 2 of Interview With Personality Expert, Jerry Clark
Oct 1, 2013 • 33 min
Confidence: It’s All In The Arms - Plus, Interview With Jerry Clark On Personality Types
Sep 25, 2013 • 30 min
Kurt and Steve discuss confidence as it pertains to use of the arms. The cite a recent study which followed the perceived confidence of poker players. They also interview renowned sales expert Jerry Clark about Personality Types and how…
9 - Do People Like You? You’d Be Surprised…
Sep 17, 2013 • 31 min
8 - Detecting Deception
Sep 10, 2013 • 30 min
In this episode, Kurt and Steve discuss some of the top ways to tell if somebody is trying to deceive you or not.
7 - Presolving Objections
Sep 4, 2013 • 31 min
6 - Negotiate Like A Winner!
Aug 31, 2013 • 25 min
5 - Comparing Great Persuaders Against Poor Persuaders
Aug 25, 2013 • 30 min
4 - Micro Expressions and Body Language
Aug 14, 2013 • 25 min
3 - The Law of Involvement
Aug 9, 2013 • 34 min
Aug 4, 2013 • 24 min
In this episode, Kurt and Steve discuss the recent trend of airline passengers bartering with eachother for better seats. They also discuss the science of proxemics and personal space as they relate to persuasion and negotiation.
Aug 4, 2013 • 20 min
In the first episode of Maximize Your Influence, Kurt and Steve discuss subconscious triggers.