Inside Influence

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Jonah Berger - The Catalyst: How to change anyones mind without having to push

Season 1, Ep. 82

“Greetings everyone, my name is Julie Masters and welcome to another episode of Inside Influence. In which I delve into the minds of some of the world’s most fascinating influencers – or experts in influence - to get to the bottom of what it really takes to own your voice - and then amplify it to drive an industry, a conversation, a movement or a Nation. 

Now, some might say, that one of the ultimate forms of influence is the ability to change the mind of someone’s else. 

Which shouldn’t be that hard right? Replace fact A with updated Fact B and then done. System overwrite. Opinion changed.

If you’re smiling right now – then I’m guessing you’re with me in that – never once – in my entire career of trying to get ideas adopted and actioned. Have I EVER had that experience.

Generally speaking, and by that I mean pretty much always, if we feel we’re being pushed to do something, we push back. If something new or novel is suggested, our brains automatically pick out every reason it’s a terrible idea before we even CONSIDER it.

Even when confronted with proven evidence that a change is needed research shows that - human nature (in its infinite wisdom) – then makes us MORE determined to double down on our current version of events. 

So - when opposition is literally hard wired into our nature – and without access to Yoda and some serious Jedi mind tricks – then then question then becomes – how do you change someone’s mind?

My guest today has spent a career unpacking the hidden forces behind influence.

Professor Jonah Berger is a marketing professor at the Wharton School at the University of Pennsylvania and internationally bestselling author of ContagiousInvisible Influence and now The Catalyst.

At the heart of Contagious - which (without overestimating) is a complete must read - is why certain products, ideas, services, and behaviours catch on. While others stay on the side-lines. 

The success of Contagious and resulting consulting requests for some of the worlds top tier firms – including Google, Apple, Nike - then led him to another insight. That there are two phases to impact. The first is getting someone’s attention – the second is converting that attention into action. 

That realisation - and resulting research - led to his latest book ‘The Catalyst: How To Change Anyone’s Mind’; a counterintuitive approach to initiating change - which isn’t about pushing harder or exerting more energy, but instead lowering the barriers that prevent that change from happening.

·      In this episode, we talk about what those barriers are – and how pushing against them, as instinctive as it feels, rarely works.

 

·      We discuss the technique of providing a menu; and why giving someone options allows them to buy in while retaining control. Sounds simple, but apply it and you’ll find this one is a game changer.

·      We look at the impact of movements – the role of protests - and the what next when it comes to harnessing attention into action.

·      And finally, one for the world we currently find ourselves facing: How to lift the handbrake of uncertainty. Allowing people to experience what you’re offering, by temporarily removing the risk involved in changing their mind.

At this point I would usually provide a menu of ways to enjoy the podcast – along with some suggestions of what to reflect on – but in the spirit of this episode – I’ll leave that up to your own free will.

Wherever you are and whatever you’re doing – I hope you enjoy my conversation with the incredible Professor Jonah Berger.... 

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7/26/2022

Nancy Duarte - Resonate: The secret structure of great presentations

Season 1, Ep. 144
Hey everyone - the Inside Influence team and I are taking an eight week sabbatical this winter (or summer if you’re in the Northern Hemisphere) to generally reset, recalibrate and refill our creative tanks.For many of us, myself included, that means traveling across the world to see family members where it’s been far too long between hugs.To keep you fueled while we’re gone, we’ve traveled back through the archives and pulled out four of our favorite Inside Influence episodes of all time. I can also hand on heart say that each of these has, in some way, radically changed how I show up, lead and influence.If you're new to the Inside Influence crew, enjoy the ride. If you’re a long-time listener, these are definitely conversations worth listening to twice.Stay safe and we’ll see you back with a brand new season in August.Today’s GuestIn this episode I speak with Nancy Duarte – CEO and founder of Silicon Valley’s largest and most successful communications firm, Duarte Inc. Nancy has spent the last 30 years immersed in the world of human storytelling and has been behind the scenes of some of the most compelling speeches – or as she calls them’ impassioned pleas’ – that we’ve ever seen. Including Al Gore’s ‘An Inconvenient Truth’.She’s worked with the thought leaders of global brands like Apple, Cisco, Facebook, GE, Google, HP, TED, Twitter, the World Bank – I’ll stop now. She’s also a renowned author of ‘Illuminate’, ‘Resonate’ and ‘Slide:ology’. Her TED talk ‘The Secret Structure of Great Talks’ has also been watched over 3 million times.She’s been the master of the crazy world of presenting since way before speaking was cool, back in the days of projectors and transparencies, where you had to draw your idea onto a sheet of plastic.You’ll LearnThe one pattern all the world’s greatest speeches have in commonThe power of using contrast when building frenzy behind your ideaHow to create action on the back of any presentations by ‘illuminating’ a new pathWhy we sabotage our own ideas – and how to let the struggle transform usSo, think of this as an absolute masterclass in how to convey an idea in its most potent form. Whether that’s across a boardroom table, a kitchen table, or a lectern to drive serious change.After this hour, you’ll have the world’s most powerful tools, so now there’s no excuse.References and links mentionedmy new ebook The Influencer CodeSubscribe to and Review the Inside Influence PodcastThanks for tuning into this week’s episode of the Inside Influence Podcast! If the information in my conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing people just like you!Also, don’t forget to hop on my website juliemasters.com and download my new ebook The Influencer Code or become an insider by signing up to my newsletter.
7/12/2022

Chris Voss - How to negotiate like your life depends on it

Season 1, Ep. 143
Hey everyone - the Inside Influence team and I are taking an eight week sabbatical this winter (or summer if you’re in the Northern Hemisphere) to generally reset, recalibrate and refill our creative tanks.For many of us, myself included, that means traveling across the world to see family members where it’s been far too long between hugs.To keep you fueled while we’re gone, we’ve traveled back through the archives and pulled out four of our favorite Inside Influence episodes of all time. I can also hand on heart say that each of these has, in some way, radically changed how I show up, lead and influence.If you're new to the Inside Influence crew, enjoy the ride. If you’re a long time listener, these are definitely conversations worth listening to twice.Stay safe and we’ll see you back with a brand new season in August.Today’s GuestWhat if I told you that as well as caffeine, chocolate, and your iPhone, you also had a yes addiction? My next guest, Chris Voss was the FBI's lead kidnapping negotiator. And what that means is he had to understand influence at a level and with stakes that you and I can barely imagine. For his 24 year tenure in the FBI, he was trained in the art of negotiation at Scotland Yard, at Harvard Law School. He's also the recipient of the Attorney General's Award for Excellence in Law Enforcement and has taught business negotiation at a number of prestigious universities around the world.He's the founder and CEO of the Black Swan Group. And he's also the author of Never Split the Difference, which is a book that I genuinely cannot recommend highly enough if negotiating, persuading, or influencing is a part of your daily life, which I can promise you, it is. In our conversation, we jumped into a number of really fascinating conversations. The first of which was how yes is actually the last thing we want to hear, which blew my mind because I had assumed that negotiation was all about getting to a yes. And apparently, not one single hostage negotiation technique is designed to get a yes. What are they designed for? You'll have to listen.LinkedIn: https://www.linkedin.com/in/christophervoss/Twitter: @VossNegotiationYou’ll LearnHigh stakes conversations: How to prepare your mental state when going into these conversations where literally lives are on the line?Delivering bad news: how to do it quickly and efficiently and get straight into what's next.How to kick off a negotiation and how to close it.This conversation, I think, is by far one of my favorite ones in the podcast so far. Chris has so many years of experience in international crises and high-stakes conversations. And it really showed me again that all the theories and the ideas and the models in the world count for nothing until you have been down on the ground in a high stakes situation and you've really had to put them to the test. I invite you to sit back, listen, take a fascinating peek behind the curtain of what has to have been one of the most interesting careers I've ever heard of. And as a result, take some tools, and in the words of Chris, start negotiating like your life depends on it.Subscribe to and Review the Inside Influence PodcastThank you for tuning into this week’s episode. If the information in my interviews have helped you please head to iTunes, subscribe to the show, and leave an honest review. Also, don’t forget to hop on my website juliemasters.com and download my new ebook The Influencer Code or become an insider by signing up to my newsletter.
6/21/2022

Brant Pinvidic - The 3 minute rule, how to say less to get more from any pitch

Season 1, Ep. 142
Hey everyone - the Inside Influence team and I are taking an eight week sabbatical this winter (or summer if you’re in the Northern Hemisphere) to generally reset, recalibrate and refill our creative tanks.For many of us, myself included, that means traveling across the world to see family members where it’s been far too long between hugs.To keep you fueled while we’re gone, we’ve traveled back through the archives and pulled out four of our favorite Inside Influence episodes of all time. I can also hand on heart say that each of these has, in some way, radically changed how I show up, lead and influence.If you're new to the Inside Influence crew, enjoy the ride. If you’re a long-time listener, these are definitely conversations worth listening to twice.Stay safe and we’ll see you back with a brand new season in August.Today’s GuestHave you ever been in a situation where you had limited time to pitch an idea? I’ve found myself in this situation more times than I can count so when someone sent me a book recently called ‘The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation’. I was ALL IN.That book was written by my next guest – Brant Pinvidic – award-winning film director, veteran television producer, keynote speaker, top-rated podcast host (Rob Lowe being one of the most recent guests I tuned into) and columnist for Forbes.With over 20 years of experience in producing, creating, and directing household TV shows and movies – Brant is widely recognized as one of the great creative leaders in Hollywood. Having given over 100+ successful film and television pitches over his career, Brant learnt that if he didn’t get them in the first three minutes – chances are he wouldn’t get them at all. Taking those business and storytelling lessons he developed a proven blueprint for leaders wanting to position their message with impact.You’ll LearnWhy three minutes is the key to creating an ultra-concise, ultra-compelling pitch for any idea, product, service or company.The Fire Alarm Test – If someone pulled the fire alarm after three minutes of your presentation or sales pitch, have you done enough to make people want to come back and hear more?The four core questions every successful pitch needs to addressWhy being passionate about everything – often means you are credible about nothing.How to close with a hook that guarantees action.And the difference between situational doubt and self-doubt – in particular why one of those mindsets is self-defeating – and the other is self-preserving.If now is the time to get others on board with your ideas, product, company or vision – those potentially hold the power to making it happen – then this episode is for you.References and links mentionedmy new ebook The Influencer CodeSubscribe to and Review the Inside Influence PodcastThanks for tuning into this week’s episode of the Inside Influence Podcast! If the information in my conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing people just like you!Also, don’t forget to hop on my website juliemasters.com and download my new ebook The Influencer Code or become an insider by signing up to my newsletter.