But before that, did you end up hiring the two people?

But before that, did you end up hiring the two people?

We're in process for that right now. We're in process for that. Okay, ready for the game? All right, all right, here's the game. I'm gonna give you two options here. Okay, so let's say I gave you a plan to Basically, you're trying to save jobs. That's your objective here. Okay, So Plan A is it will help you save one of three power plants and you will save two thousand jobs. Are you following me so far?

We're in process for that right now. We're in process for that. Okay, ready for the game? All right, all right, here's the game. I'm gonna give you two options here. Okay, so let's say I gave you a plan to Basically, you're trying to save jobs. That's your objective here. Okay, So Plan A is it will help you save one of three power plants and you will save two thousand jobs. Are you following me so far?

Power plans?

Power plans?

You're talking aboutower plans. Yeah, we're talking about power plans. You're trying to save jobs here. You're trying to make a decision on how many power plants will survive and how many jobs will survive. Okay, does that make sense? So first plan, you'll save one of the plants and one of the three plants, and you'll save two thousand jobs. Makes sense? Yes?

You're talking aboutower plans. Yeah, we're talking about power plans. You're trying to save jobs here. You're trying to make a decision on how many power plants will survive and how many jobs will survive. Okay, does that make sense? So first plan, you'll save one of the plants and one of the three plants, and you'll save two thousand jobs. Makes sense? Yes?

Yeah?

Yeah?

Second plan is Plan B has a one third probability of saving all three plants and all six thousand jobs, but has a two third probability of saving no plants and no jobs even one third plant. So thirty three percent chance of saving all jobs. What would you pick?

Second plan is Plan B has a one third probability of saving all three plants and all six thousand jobs, but has a two third probability of saving no plants and no jobs even one third plant. So thirty three percent chance of saving all jobs. What would you pick?

I would pick number AA is a guarantee.

I would pick number AA is a guarantee.

Okay. So now now, okay, we just did that one. Okay, So here's the second version.

Okay. So now now, okay, we just did that one. Okay, So here's the second version.

And to be clear, I picked the version that says one plant, two thousand jobs. Correct the guarantee that then a chance of no jobs.

And to be clear, I picked the version that says one plant, two thousand jobs. Correct the guarantee that then a chance of no jobs.

Correct? All right? Ready for version two? Yeah, so version two, the plan will result in the loss of two of the three plants and four thousand jobs. Are you following me?

Correct? All right? Ready for version two? Yeah, so version two, the plan will result in the loss of two of the three plants and four thousand jobs. Are you following me?

The plan will result in the loss of.

The plan will result in the loss of.

Two of the three plants and four thousand jobs.

Two of the three plants and four thousand jobs.

That's the same thing. So I'll still be left with two thousand jobs.

That's the same thing. So I'll still be left with two thousand jobs.

No, okay, So that's the first option. Now let me give you option B. This plan has a two thirds probability of resulting in the loss of all three plants and all six thousand jobs, and has a one third probability of losing no plants and no jobs. Which one would you pick?

No, okay, So that's the first option. Now let me give you option B. This plan has a two thirds probability of resulting in the loss of all three plants and all six thousand jobs, and has a one third probability of losing no plants and no jobs. Which one would you pick?

The same thing is what you told me earlier, So which one you pick? It's a because you're it's the same thing. You're just saying.

The same thing is what you told me earlier, So which one you pick? It's a because you're it's the same thing. You're just saying.

Correct now, Like I'm going to share my screen with you. Okay, So this is known as gain framing and loss framing. Okay, So funny enough, this guy as part of this class, he sent a survey before he taught our class. And this guy does like a lot of M and A deals. He's a professor at the London School of Business. So check this out. Do you see my screen? Yes, so you can see version ones over here. So you pick Plan A, right, So sixty two percent of people pick Plan A when it's when it's a gain, when it's framed as a gain, But when it's framed as a loss, three percent of people pick Plan B.

Correct now, Like I'm going to share my screen with you. Okay, So this is known as gain framing and loss framing. Okay, So funny enough, this guy as part of this class, he sent a survey before he taught our class. And this guy does like a lot of M and A deals. He's a professor at the London School of Business. So check this out. Do you see my screen? Yes, so you can see version ones over here. So you pick Plan A, right, So sixty two percent of people pick Plan A when it's when it's a gain, when it's framed as a gain, But when it's framed as a loss, three percent of people pick Plan B.

Wow.

Wow.

Yeah, and so a certain amount of people got the wording.

Yeah, and so a certain amount of people got the wording.

Has phrase is correct? Let me read it for everyone who can't see it. Plan A and version one is the plan will save one of the three power plants. We're just going to call them power plants and two thousand jobs. Okay, that sixty two percent people will pick that. Version two for same plan A, this plan will result in the loss of two of the three power plants and four thousand jobs. I would still pick that because it's like, you're still going to save two thousand jobs no matter what. While Plan B in version one was this plan has a one third probability of saving three power plants and all six thousand jobs, but has a two thirds probability of saving no power plants and no jobs, which means sixty six percent chance that everyone loses their job and none of the power plants are around and we need power. And version two for plan B is this plan has a two thirds probability of resulting in the loss of all three power plants and all six thousand jobs, but has a one third probability of losing no power plants and no jobs. It's the same thing, is just how people are framing them.

Has phrase is correct? Let me read it for everyone who can't see it. Plan A and version one is the plan will save one of the three power plants. We're just going to call them power plants and two thousand jobs. Okay, that sixty two percent people will pick that. Version two for same plan A, this plan will result in the loss of two of the three power plants and four thousand jobs. I would still pick that because it's like, you're still going to save two thousand jobs no matter what. While Plan B in version one was this plan has a one third probability of saving three power plants and all six thousand jobs, but has a two thirds probability of saving no power plants and no jobs, which means sixty six percent chance that everyone loses their job and none of the power plants are around and we need power. And version two for plan B is this plan has a two thirds probability of resulting in the loss of all three power plants and all six thousand jobs, but has a one third probability of losing no power plants and no jobs. It's the same thing, is just how people are framing them.

Correct, And so how you frame things is really important with your marketing. Your messaging matters at the end of the day, and you might think you have a lot more control than you do as a consumer, but you don't because this stuff is happening to you all the time, and so neil you as a going through this exercise. Half the class got version one, half the class got version two, so you wouldn't have seen both versions. So who knows what you would have chose with the second one? Right if I only gave you that one? Who knows? So I think I.

Correct, And so how you frame things is really important with your marketing. Your messaging matters at the end of the day, and you might think you have a lot more control than you do as a consumer, but you don't because this stuff is happening to you all the time, and so neil you as a going through this exercise. Half the class got version one, half the class got version two, so you wouldn't have seen both versions. So who knows what you would have chose with the second one? Right if I only gave you that one? Who knows? So I think I.

Would have chose version A for both of them.

Would have chose version A for both of them.

Here's what I'll say. Let me add one more thing here. We'll add in some more influenced hacks here, So.

Here's what I'll say. Let me add one more thing here. We'll add in some more influenced hacks here, So.

You want to know why I think the framing not necessarily off. If you look at version two, it says for Plan A, this plan will result in a loss of two of the three power clans and four thousand jobs. A lot of people aren't good at math. They just looked at it. I think a lot of people looked at it as there's a loss of four thousand jobs. And if you look at this, most people would not assume or no right away. I'm taking a guess here that two thousand jobs would be saved if you only got version two Plan A. The assumption is this, four thousand people are losing their jobs, and that's it. No one. He's not actually clearly saying that two thousand people will keep their job.

You want to know why I think the framing not necessarily off. If you look at version two, it says for Plan A, this plan will result in a loss of two of the three power clans and four thousand jobs. A lot of people aren't good at math. They just looked at it. I think a lot of people looked at it as there's a loss of four thousand jobs. And if you look at this, most people would not assume or no right away. I'm taking a guess here that two thousand jobs would be saved if you only got version two Plan A. The assumption is this, four thousand people are losing their jobs, and that's it. No one. He's not actually clearly saying that two thousand people will keep their job.

Who knows. Man. All I know is it's a little biased.

Who knows. Man. All I know is it's a little biased.

You get what I mean, right, It's just like depending on how you frame things. Keep in mind, the big lesson I would get here is not about framing a gain or a loss. I think a lot of people are just terrible at matt. So if you don't break things down in a way that people can easily understand, and you're not doing the maths for them, you're not going to have funny enough.

You get what I mean, right, It's just like depending on how you frame things. Keep in mind, the big lesson I would get here is not about framing a gain or a loss. I think a lot of people are just terrible at matt. So if you don't break things down in a way that people can easily understand, and you're not doing the maths for them, you're not going to have funny enough.

He actually said that. He said that, So let me scroll that. I'm gonna share one more here. And there's a lot of stuff from this class. This is the one that I enjoyed the most this class, So Neil, you want to read this one off.

He actually said that. He said that, So let me scroll that. I'm gonna share one more here. And there's a lot of stuff from this class. This is the one that I enjoyed the most this class, So Neil, you want to read this one off.

Imagine you are shopping for a dinnerware set and there is a sale at a local store where dinnerware sets are sold. You have chosen to buy the luxury line of a dinnerware set. Please indicate below the maximum price you're willing to pay for the following dinner set. Do the text below is too small for meters.

Imagine you are shopping for a dinnerware set and there is a sale at a local store where dinnerware sets are sold. You have chosen to buy the luxury line of a dinnerware set. Please indicate below the maximum price you're willing to pay for the following dinner set. Do the text below is too small for meters.

Okay, here, I'll read I'll read it. Okay, so funny enough. So Neil, let me ask you this. You can choose between buying two luxury sets of dinnerware. Okay. So the first set is you get twenty four pieces, okay, and the dinner you get eight dinner plates, all in good condition. You get eight soup bowls, all in good condition. You get eight dessert plates, eight all in good condition. What are you willing to pay for this?

Okay, here, I'll read I'll read it. Okay, so funny enough. So Neil, let me ask you this. You can choose between buying two luxury sets of dinnerware. Okay. So the first set is you get twenty four pieces, okay, and the dinner you get eight dinner plates, all in good condition. You get eight soup bowls, all in good condition. You get eight dessert plates, eight all in good condition. What are you willing to pay for this?

One dollar? I don't want to spend a lot of money.

One dollar? I don't want to spend a lot of money.

Oh my god, okay, useless? All right. The second option.

Oh my god, okay, useless? All right. The second option.

Okay, so eight dollars. So I'm getting twenty four pieces in essence, right, all in good condition.

Okay, so eight dollars. So I'm getting twenty four pieces in essence, right, all in good condition.

Yeah.

Yeah.

So for the twenty four pieces, I don't know, I'll pay call it two dollars a plate. I'll do one hundred bucks all round. I'll give you a hundred bucks.

So for the twenty four pieces, I don't know, I'll pay call it two dollars a plate. I'll do one hundred bucks all round. I'll give you a hundred bucks.

Let's say a hundred bucks.

Let's say a hundred bucks.

Really nice, because you're saying this is luxury quality, right, yep, yep, yep.

Really nice, because you're saying this is luxury quality, right, yep, yep, yep.

Okay, next one, so luxury set. Now you get forty pieces, Neil, So you get the same twenty five for all in good condition, but you get eight cups, two of them are broken, and you can also get eight saucers. Seven of them are broken. How much are you willing to pay for this one? Persons one hundred.

Okay, next one, so luxury set. Now you get forty pieces, Neil, So you get the same twenty five for all in good condition, but you get eight cups, two of them are broken, and you can also get eight saucers. Seven of them are broken. How much are you willing to pay for this one? Persons one hundred.

Bucks probably would pay like one hundred and ten hundred and twenty.

Bucks probably would pay like one hundred and ten hundred and twenty.

Okay, yeah, you're not a normal person. So usually what happens, you.

Okay, yeah, you're not a normal person. So usually what happens, you.

Really want to pay one hundred bucks as well, And I would say, hey, it's broken, give me a discount and get more from my money because the original twenty four is all in good condition. Ideally, it would try to try to convince the seller to give me a discount. And the reason being is like, hey, the set's messed up. I can't use it all, and I don't really have eight people coming to my house all the time. I have no more than six. And I'll try to get that thing for fifty dollars and get.

Really want to pay one hundred bucks as well, And I would say, hey, it's broken, give me a discount and get more from my money because the original twenty four is all in good condition. Ideally, it would try to try to convince the seller to give me a discount. And the reason being is like, hey, the set's messed up. I can't use it all, and I don't really have eight people coming to my house all the time. I have no more than six. And I'll try to get that thing for fifty dollars and get.

Okay, okay, not everyone's a Neil Putel negotiator. Okay, let me read this line over here. I know we can. We can get to the key takeaway here. So when making an argument, the strength of that argument is only as strong as your weakest link. So again, I want to give credit to this guy, A Nero Steva Nathan I believe is his name. So again, credit for me.

Okay, okay, not everyone's a Neil Putel negotiator. Okay, let me read this line over here. I know we can. We can get to the key takeaway here. So when making an argument, the strength of that argument is only as strong as your weakest link. So again, I want to give credit to this guy, A Nero Steva Nathan I believe is his name. So again, credit for me.

I'm the one who got the best deal.

I'm the one who got the best deal.

I got half off. You got the deal, dude. Okay, first of all, Okay, so let's go back to this. When making an argument, the strength of the argument is only as strong as your weak is linking. So if I tell you all these amazing things about this house that you're going to buy in Beverly Hills, and then but then there's there's like three other things that stick out up by the way, there's like someone that comes in and takes a crap on the floor every Friday. You didn't need to add that part, right, So the point is you want to only add into strong pieces of evidence to strengthen your argument, and all the other stuff you can just leave it out.

I got half off. You got the deal, dude. Okay, first of all, Okay, so let's go back to this. When making an argument, the strength of the argument is only as strong as your weak is linking. So if I tell you all these amazing things about this house that you're going to buy in Beverly Hills, and then but then there's there's like three other things that stick out up by the way, there's like someone that comes in and takes a crap on the floor every Friday. You didn't need to add that part, right, So the point is you want to only add into strong pieces of evidence to strengthen your argument, and all the other stuff you can just leave it out.

Yeah, I get it, because anytime you're talking about bad things, people give massive discounts. In essence, what you want to do is just talk about the good things. And if there's other things like broken plates or broken cups, but some cups are good instead, you'd be like, oh, you're also getting these six cups for free. You're getting these five x for free. He's still charge for the twenty four pieces that are in pristine condition. You just throw in the other stuff for free.

Yeah, I get it, because anytime you're talking about bad things, people give massive discounts. In essence, what you want to do is just talk about the good things. And if there's other things like broken plates or broken cups, but some cups are good instead, you'd be like, oh, you're also getting these six cups for free. You're getting these five x for free. He's still charge for the twenty four pieces that are in pristine condition. You just throw in the other stuff for free.

You want the flip side here, So here's the flip side. So what we're saying here is quality of argument. Trump's quantity of arguments. Okay, that's a note that I play here. So you don't want to dilute away from your strongest arguments. Focus on the key for you now. Now if you want, if you need to call out the negative points, dilute it with a lot of negative points. So Neil, let's say I'm selling you, CLIs right, and I salis if I'm running an ad, you know what the very end and ad It's like side effects might include heart attacks stroke, But no, no, it's like thirty day.

You want the flip side here, So here's the flip side. So what we're saying here is quality of argument. Trump's quantity of arguments. Okay, that's a note that I play here. So you don't want to dilute away from your strongest arguments. Focus on the key for you now. Now if you want, if you need to call out the negative points, dilute it with a lot of negative points. So Neil, let's say I'm selling you, CLIs right, and I salis if I'm running an ad, you know what the very end and ad It's like side effects might include heart attacks stroke, But no, no, it's like thirty day.

It's so fast on these pharmaceutical commercials where you can't even hear all the side of it. Like side effects may include they give you like the three or four biggest ones, and then on the screen is a list of like another like fifty. At that point it's like, whatever, what is the pro that this drug does? And does it solve the problem?

It's so fast on these pharmaceutical commercials where you can't even hear all the side of it. Like side effects may include they give you like the three or four biggest ones, and then on the screen is a list of like another like fifty. At that point it's like, whatever, what is the pro that this drug does? And does it solve the problem?

Now, if I sold you and I said side effects include heart attack and stroke, what would you say? Nothing? Find it right? So anyway, that is the value of this event. It was a great event. Use these influence attacks.

Now, if I sold you and I said side effects include heart attack and stroke, what would you say? Nothing? Find it right? So anyway, that is the value of this event. It was a great event. Use these influence attacks.

Check out What two Things, And congrats to Eric. You got a certification from MIT for completing the course, So congrats Eric, I know you s been many, many years to get that degree. The last part is make sure you rate review this podcast. We need more five star ratings. It works, it's great, we love it, and it helps us get more traffic and listeners. And we appreciate everything that you guys are doing for us, and hopefully we can keep giving you guys more and more back, more great knowledge, more great education that helps your businesses and your marketing growth.

Check out What two Things, And congrats to Eric. You got a certification from MIT for completing the course, So congrats Eric, I know you s been many, many years to get that degree. The last part is make sure you rate review this podcast. We need more five star ratings. It works, it's great, we love it, and it helps us get more traffic and listeners. And we appreciate everything that you guys are doing for us, and hopefully we can keep giving you guys more and more back, more great knowledge, more great education that helps your businesses and your marketing growth.

And the more five star ratings we get, the more dopah meane hits we get, and that makes us want to continue to do these Thank you, We'll see you later.

And the more five star ratings we get, the more dopah meane hits we get, and that makes us want to continue to do these Thank you, We'll see you later.