![]() ![]() ![]() One technique is to simply change the word “but” to the word “and.” “Johnson, great job on the project last week and there's just one more thing I want to talk to you about.” It changes the emotion. “Johnson, great job on the project last week, but there's just one thing that I need to talk to you about.” It erases everything that came before it and enhances everything that comes after it. But Tim, I was hoping you could talk about the word “but.”ĭavid: Whatever comes after the word “but” is more important than anything that goes before it. “Because” gives the feeling that there's a good reason coming, and ultimately it influences thoughts, choices, and actions.Īrruda: I love it. I do a lot of work with corporations and associations to help them find that difference maker.ĭavid: I'm happy to give you the magic words: “yes, but, if, because, someone's name, help, and thanks.” The brain loves to be super-efficient with its processes. I want to see So-and-So.” At the end of our lives, we're going to focus on our connections, not on our collections.Īrruda: As you made this evolution, is most of your work now in the corporate space?ĭavid: Absolutely. While we're sitting on our deathbed, we're not going to say, “Hey, can you please bring me my college degree so I can hug it one last time?” What we're going to say is, “Bring me the people. Over and over, my research comes back to human connection. There were jugglers, fire-eaters, stilt walkers in the hallways during the breaks, but salespeople were showing up too. Other magicians thought, “Tim, how are you doing 350 shows a year without agents?” So I began putting on events. After investing in this guy's program and studying it like it was my job, there was quite a turnaround. Truth be told, what mattered is that human connection-that element of being able to influence, to sell, to move an audience. I thought having better sleight of hand would make the difference. How did that happen?ĭavid: I saw an ad that said, “Book more gigs, make more money.” So I called the guy up and he told me that in show business, “business” is the bigger word. Arruda: You went from magic to what you're doing now. ![]()
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