The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

Today’s episode is all about confirmation bias. My oh my, what an important topic when it comes to applying behavioral science to life and work. You have likely heard the term “confirmation bias” before, whether you heard this episode when it first aired back in May of 2020 or not, as this is one of those concepts that gets thrown around a bit. It is easy to understand on the surface, but the depth of its importance and impact isn’t always realized.  Because our brains function largely on predictability and a love for the status quo, confirmation bias is part of our lives and work constantly. Did you know that whether or not you believe someone is difficult or easy to work with, can determine whether or not they are easy or difficult to work with? Kids' performance in school has been found to be tied to the way a teacher was told about them more than on their starting academic ability. Your view of your team or a project or a process can all be a filter that your confirmation bias either uses for good or to keep you stuck.  Now, in case you are wondering why I chose to refresh this episode today, it is because of the interview coming up on Friday with Wendy Smith about her book Both/And Thinking which will change your life. It is so good and fantastic. Because of that conversation, it felt like the best thing we could talk about today to set the stage is confirmation bias. As you listen today, think about what your biases are and where you have an “either/or” mindset. Our world is not one of binary choices. There are many opportunities in the both/and space that businesses can benefit from embracing and updating your filters to be set up for them is going to make such a difference. So, keep that in mind as you listen today. Show Notes: [00:39] Today’s episode is all about confirmation bias. [01:16] Confirmation bias is part of our lives and work constantly. [03:25] In its most basic form confirmation bias comes down to our brain’s desire to be correct and the subconscious filter deciding what gets through and stored and what gets ignored.  [03:59] The subconscious brain can do 11 million bits of information per second. The conscious brain can only do 40 bits.  [05:44] Stereotypes do go hand and hand with confirmation bias and many of these are taught to us intentionally or not when we are very young. [07:28] The four main ways you will see confirmation bias are: 1) not seeking out objective facts, 2) interpreting information to support your existing belief, 3) only remembering details that upheld your belief, and 4) ignoring information that challenges your belief.  [10:33] Studies have shown that seeing facts from an opposing side that contradicts what you believed going in actually has the opposite effect of what they should and can make people double down on their previous beliefs. (This is known as the backfire effect.) [11:18] You are going to seek out information that supports your beliefs and be more likely to believe, remember, and share those items that support your belief. You are also likely to attribute things to beliefs that aren’t necessarily true.  [14:01] This reinforcing tendency is because of illusory correlation which is when we overestimate the relationship between two items to reinforce our biases even when little or no relationship exists.  [15:49] We humans are pretty bad listeners by nature because our brains are processing so much information at any given time.  [18:42] It is important to not start the conversation with a predetermined recommendation before they have had a chance to tell you about their situation. Most everyone should have at least two options.  [21:35] We can inadvertently talk people out of something they have chosen to get if we aren’t careful.   [23:24] Confirmation bias doesn’t have to be a bad thing and it can very much work to your advantage in life and business.  [24:07] Your conscious brain has limited capacity and you can’t do everything so don’t waste the effort on little unimportant beliefs.  [27:17] People who have been injured will often see themselves as victims, especially while they are dealing with all the legal stuff. Many people have a big improvement when their cases are settled because they are able to get out of that victim mindset. This is confirmation bias in action. [28:24] You can change the belief that has been holding you back if you are willing to put in a little effort.  [29:46] Melina’s closing thoughts [30:40] You need to change YOU before trying to change them. [33:19] Try and find a real human connection point that can help you to get away from just seeing them as “that difficult team member.”  Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: A More Just Future, by Dolly Chugh Both/And Thinking, by Wendy Smith and Marianne Lewis What Your Employees Need and Can't Tell You, by Melina Palmer Influence, by Robert Cialdini You Have More Influence Than You Think, by Vanessa Bohns Top Recommended Next Episode: Vulnerability Loops (ep 229) Already Heard That One? Try These:  Framing (ep 16) A More Just Future, with Dr. Dolly Chugh (ep 247) IKEA Effect (ep 112) Reciprocity: The Amazing Power of Giving (ep 238) Priming (episode 18) Unity (ep 216) Dr. Robert Cialdini and the (Now!) 7 Principles of Persuasion (ep 157) The Power of Us with Dr. Dominic Packer (ep 178) The Most Important Step in Applying Behavioral Economics: Understanding the Problem (ep 126) Focusing Illusion (ep 89) Get Your D.O.S.E. of Brain Chemicals (ep 123) Decision Fatigue (ep 132) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  How to Effectively Combat Confirmation Bias with Melina Palmer Texas A&M Certificate program Check out the Master Your Mindset Mini-Course

In today's conversation, I am joined by Sarah Thompson, a behavioral designer at Live Neuron Labs, who has a master's in cognitive semiotics. Don't worry, we are going to have lots of conversation today about what cognitive semiotics is and why it matters. The first thing I want to set the stage on is to get you thinking about metaphor. Now, this isn't the first time we are talking about metaphors (or semiotics) on the show, but today we are talking about how important metaphor really is when it comes to understanding the brain, thought, and decision-making. Metaphor matters because research is starting to show that we don't just use them as colorful language, but we actually think in metaphors. It's how our cognitive system is structured. Sarah will talk about a lot of great resources including a book called Metaphors We Live By, which was written by George Lakoff and Mark Johnson. If, like me, you are ready to go all in on cognitive semiotics and metaphor, this is a book to add to your library immediately. Cognitive semiotics is an emerging field, so we all need to stick together and know who else is researching and working in this space. Get ready to have your mind blown (metaphor) as you listen today! Show Notes: [00:43] In today's conversation, I am joined by Sarah Thompson, a behavioral designer at Live Neuron Labs, who has a master's in cognitive semiotics. [02:08] Cognitive semiotics is an emerging field, so we all need to stick together and know who else is researching and working in this space. [04:29] Sarah shares about herself, her background, and the work she does. She is a behavioral designer. Her job is to apply behavioral science through design to help people make better decisions.  [06:10] Cognitive semiotics is how the mind makes meaning.  [07:43] One of the biggest insights from cognitive semiotics is that metaphors are incredibly powerful at shaping how we talk, how we think, and how we make decisions.  [08:21] Metaphors are something we don’t go out of our way to use. It is just something that naturally flows out of us.  [10:55] We have this myth that metaphors are just a part of language but metaphors are actually in all other types of communication including gestures.  [12:35] Melina talks about metaphor usage in songs, including what happens when something is unexpected. [14:21] In a metaphor we talk about one concept as if it is another concept.  [16:50] A lot of studies show that the earlier you can get a metaphor in your conceptualization of an idea the more ability it has to influence how somebody thinks about it. It is not as effective if you add the metaphor at the end.  [18:01] You are using metaphors constantly even when you are not thinking about them.  [18:24] Sarah shares a study from Stanford University about two researchers who wanted to know if using a metaphor could affect how somebody thought about a complex social issue like crime.  [20:07] A single word changed how people thought about a very complex social issue. The metaphor was more powerful at determining people’s response than their political affiliation.  [23:03] We have primary metaphors which are ones that are deeply rooted and embodied metaphors. We acquire them from interactions with the world at a very young age.  [25:36] The war metaphor was a mismatched metaphor for the pandemic.  [26:56] Metaphors are a part of our everyday communication. They have the ability to influence us and they structure our thoughts.  [29:20] The first key thing in using metaphors is identifying your user’s metaphors.  [31:44] Once you know what your users are saying you can figure out those higher level conceptual metaphors they have.   [33:04] Once you have their metaphors you need to evaluate them and figure out which of their metaphors align with the behavioral outcome we want them to do.  [35:44] We have lots of ways where you can go and find what people are actually saying.  [37:57] Some metaphors can be empowering, but others can be potentially harmful.  [39:19] The next critical piece is that whatever metaphor you use to describe your user’s problem you need to use the same metaphor to describe the solution.  [40:54] It is important to really think through all the ripples and steps of what a metaphor might mean and the effects it may have.  [43:27] With metaphors, it is particularly important to test because metaphors trigger associations or experiences that your users already have. You take a best guess, put it out there, and get feedback.  [44:44] Tests are always best!  [47:12] There can be so many mixed metaphors in a piece of communication.   [48:02] Mixed metaphors are like mixed messages. They increase cognitive load and make it more difficult for someone to make a decision. [49:18] Once you decide what your core metaphor is going to be you take it and try to carry it through the entire communication.  [51:01] Go and try and find all the metaphors around you first. Then jot down all the associations you have for it.  [53:42] Melina’s closing thoughts [55:02] Cognitive semiotics, understanding how the mind makes meaning, is so key to understanding behavior. And I can't wait to keep learning and researching more and more in this space in the years to come. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: Using Semiotics in Retail, by Rachel Lawes Using Semiotics in Marketing, by Rachel Lawes Metaphors We Live, by George Lakoff and Mark Johnson Philosophy in the Flesh, by George Lakoff and Mark Johnson How Customers Think, by Gerald Zaltman Connect with Sarah:  Sarah on LinkedIn Live Neuron Labs Top Recommended Next Episode: The Power of Metaphors for Brands with Olson Zaltman (ep 181) Already Heard That One? Try These:  Using Semiotics in Retail with Rachel Lawes (ep 191) The Philosophical Side of BE, an interview with Dr. Nick Hobson (ep 161) Priming (episode 18) Framing (ep 16) The Sense of Sight (ep 24) The Sense of Taste (ep 26) Sense of Touch (ep 28) Sense of Sound (ep 27) Sense of Smell (ep 25) Focusing Illusion (ep 89) Confirmation Bias (ep 102) Time Discounting (ep 51) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  How to build a baby: II. Conceptual primitives Metaphors We Think With: The Role of Metaphor in Reasoning Database of Conceptual Metaphors Embodied metaphor and abstract problem solving: Testing a metaphoric fit hypothesis in the health domain Do metaphors in health messages work? Exploring emotional and cognitive factors The #ReframeCovid initiative: From Twitter to society via metaphor The Case Against Waging ‘War’ on the Coronavirus

Today’s episode is all about making concepts tangible (what that means and why it matters in life and business). I am so excited to refresh this episode for you today because it shows how I was excited about something I didn’t have a word for several years ago, but was already searching for. Now I know this was at the root of my interest in cognitive semiotics, something we are digging into on this coming Friday’s episode with Sarah Thompson.  Cognitive semiotics may sound super technical, but it is essentially about how the mind makes meaning, and we talk a lot about metaphor in that conversation. These brain associations and the concepts like a blue square or yellow triangle, which I introduce in this episode are from George Lakoff (I read about in his book The Political Mind, which was part of the reading in my master’s program. I wish they would have included Metaphors We Live By as that would have changed my entire life if I had encountered it all these years ago, but I think things turned out ok so I’m not too mad about it.) While I didn’t realize it at the time, this episode from 2019 was my first real dive into cognitive semiotics and metaphor elicitation. This episode is all about what it means to make a concept “tangible” or a physical manifestation or physical representation of a concept, and why that is important for all kinds of businesses. Listen in for tips on making things more tangible (and making it easier for people to buy from you).  Show Notes: [00:38] Today’s episode is all about making concepts tangible. [02:43] This isn’t really a topic you can look up. There aren’t really papers or extensive research on this naming. It is more of an acceptable premise. (As noted in the refreshed intro, the field of cognitive semiotics is a place to start.) [03:21] The brain works on associations.  [05:30] The physical shapes and colors of road signs bring a physical presence that can be recalled easier. [07:04] The physical manifestation of the brand makes the business more real in your mind because there is a logo to relate to.  [08:18] Physical representation can do two big things for a business. It can make an abstract concept more real and impactful. And, it can tie back to an emotion or memory or other association you want to remember. Abstract concepts are everywhere in business.  [10:12] Businesses will say things that are more conceptual but feel tangible. That makes the point more impactful for the customer.  [12:50] The physical, tangible representation can be tied to our emotional center and trigger loss aversion. A personal example from DVDs. [13:35] In your business, where could you reverse the process and find a spot to inject a physical form where only a concept exists today to make your business more tangible and sticky for your customers? [16:24] When you take something from conceptual to tangible it makes it easier for the brain to categorize, relate, and remember.   [17:04] The second way that physical representation is helpful is that it can help remind you of associations you have made previously or of what is important to you.  [19:45] A strong brand is able to live through the lack of words and evoke feelings. They leave an impression even without their name.  [21:14] What could your business do to be a constant association and reminder in the brains of your customers? [21:22] One important reminder is to note where the association is taking place and what that says for and about your overall brand.  [23:07] You (typically) don’t want to be associated with the physical manifestation of a negative concept.  [24:47] You can strategically create visuals around what you are wanting to do to help you achieve your goals. What you surround yourself with has a huge impact on your approach to life, business, and success.  [25:16] Melina’s closing thoughts [25:33] The words and images we use and how we can be more impactful when we are consistent in our metaphor usage, it’s just so so important in life and business. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: What Your Customer Wants and Can't Tell You, by Melina Palmer How Customers Think, by Gerald Zaltman Alchemy, by Rory Sutherland Using Semiotics in Marketing, by Rachel Lawes Metaphors We Live, by George Lakoff and Mark Johnson Top Recommended Next Episode: Can behavioral economics increase savings? (65) Already Heard That One? Try These:  Framing (ep 16) Priming (episode 18) Color Theory (61) Loss Aversion (9) Time Discounting (51) Sense of Touch (28) Endowment Effect (139) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  Getting to the Top of Mind: How Reminders Increase Saving Progressive TV Commercial For Name Your Price Tool Progressive TV Commercial ‘The Box’ Jogger Commercial | Allstate Mayhem

In today's conversation, I am joined by Dr. Cassie Holmes. Her fantastic book Happier Hour was named a "must-read" of 2022 by Forbes AND by the Next Big Idea Club. The Washington Post also profiled it as one of their best health books read and recommended by experts in 2022.  Cassie is a Professor at UCLA’s Anderson School of Management. Her research examines how focusing on time (rather than money) increases happiness, how the meaning of happiness changes over the course of life, and how much happiness people enjoy from extraordinary versus ordinary experiences. Across these inquiries, her findings highlight the joy that stems from interpersonal connection and paying attention to the present moment. Cassie’s academic research on the role of time in cultivating well-being has been published in leading academic journals, including Psychological Science, the Journal of Personality and Social Psychology, and the Journal of Consumer Research, and earned her the Early Career Award from both the Association of Consumer Research and the Society of Consumer Psychology. Cassie was identified by Poets & Quants as one of the best 40  business professors under 40, and popular accounts of her research have been featured by NPR, The Economist, The New York Times, The Wall Street Journal, the Financial Times, and Scientific American. Happier Hour is based on her wildly popular MBA course, “Applying the Science of Happiness to Life Design.” It is so good and I can't wait to have you hear about some of the insights from her -- it will change your life for the better I'm sure. Show Notes: [00:41] In today's conversation, I am joined by Dr. Cassie Holmes, who you met a few weeks ago when she was on the "panel" episode with Dr. Ayelet Fishbach sharing how to have the best and happiest 2023 possible. [02:45] Her new and widely acclaimed book, Happier Hour: How to Beat Distraction, Expand Your Time, and Focus on What Matters Most, is based on her wildly popular MBA course, “Applying the Science of Happiness to Life Design.” [04:18] Cassie shares about herself, her background, and what she does. She studies happiness and in particular the role of time. [05:22] When we feel happier, it makes us better in the work environment. [08:02] She wrote Happier Hour after the success of her course so she could share her learnings with even more people. Readers can apply the insights and experience the benefits just like her students. [10:10] You can have this huge impact from changing a couple of little things if you put a little focused effort forward.  [12:21] Our time is so important. Maximize the amount of time that feels worthwhile and minimize the time that feels like a waste.  [15:12] Cassie shares a day of her life early in her career when she experienced time poverty. She wanted more time so she could slow down and experience the time she was spending.  [17:15] Time poverty is that acute feeling of having too much to do and not enough time to do it.  [19:25] With too little discretionary time people are less happy. When we have too much discretionary spent in time that doesn’t feel worthwhile, that undermines our sense of purpose and we feel less satisfied.    [21:45] It is not about how much time you have available. It is really about how you invest the time you have available. [24:20] Discretionary is what you want to do as opposed to nondiscretionary is something you have to do.  [26:35] On average people are most satisfied from social connection. The least happy activities tend to be commuting, work hours, and housework.  [28:25] After tracking your time for a week you have a fantastic data set where you can find which activities made you feel most satisfied.  [31:05] If it is not something you have to do and you are not enjoying it, that is an opportunity to reallocate that time to things that are worthwhile.  [33:49] Simply being outside had its own significantly positive effect.  [36:28] Experiencing awe can increase one's sense of time affluence.  [38:40] You don’t have to have your discretionary time all in one block.  [41:14] It is not the amount of time you spend on a particular activity that determines happiness. It is really the quality and your engagement in the activity that determines it.  [42:27] Ordinary experiences can bring us as much joy as extraordinary experiences if only we are paying attention and savoring and cherishing them.   [44:33] It is not just the amount of time you spend that determines its impact, it is really how you mentally engage in that time.  [46:55] The most worthwhile investment is in cultivating relationships. The single biggest predictor of having a satisfied life was having strong supportive relationships with family or friends that feel like family and that requires investment. [49:01] She was living her dream life and she found herself charging ahead because she was in her head thinking about other things she had to do. It was pulling her out of the moment.   [51:24] The goal is to pause in those moments and smell the (literal or metaphorical) roses. If we are rushing because we are time poor through it all then we might as well not spend the time in the first place.  [53:13] Cassie explains why she doesn’t make New Year’s resolutions.  [55:41] Melina chooses a word and theme to help her through the whole year. [58:10] Why change something that is working. She wants everyday to be what she wants it to be.  [60:12] Melina’s closing thoughts [61:29] The balance of a couple hours a day is enough for real lasting happiness.  Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: Happier Hour, by Cassie Holmes Get It Done, by Ayelet Fishbach Indistractable, by Nir Eyal How to Change, by Katy Milkman The Fun Habit, Mike Rucker Connect with Cassie:  Cassie’s Website Cassie on LinkedIn Top Recommended Next Episode: Using Motivation and Happiness Science to Make 2023 Your Best Year Ever (ep 249) Already Heard That One? Try These:  Get It Done: Surprising Lessons from the Science of Motivation with Ayelet Fishbach (ep 186) How To Change, an interview Dr. Katy Milkman (ep 151) Influence Is Your Superpower with Yale’s Dr. Zoe Chance (ep 189) Framing (ep 16) Brainy Health Benefits of Nature, with Dr. Jay Maddock (ep 203) How to Become Indistractible, Interview With Author Nir Eyal (ep 78) Get Your D.O.S.E. of Brain Chemicals (ep 123) Focusing Illusion (ep 89) Confirmation Bias (ep 102) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  All The Books from the podcast in 2022 Some of Cassie’s research on Time Affluence vs. Time Poverty and its impact on well being Giving Time, Gives You Time Does variety among activities increase happiness?

Habits are foundational to everything we do. When we think about habits we tend to think about the “bad” ones, things we want to change but there is so much more to it. Our brains run on habits, and without them, we couldn’t function. Many episodes of this podcast that have been dedicated to habits and related topics throughout the years, and this is the first one, which originally aired in the fall of 2019.  Since then, I’ve interviewed habits expert Wendy Wood and discussed habits with Richard Chataway (links to their episodes in these notes). I included habits heavily in my books and the reason I chose to refresh this episode right now is because of this upcoming Friday’s guest.  Cassie Holmes, the author of Happier Hour is my guest on Friday, and I thought that some reflection on habits is the best way to set you up to get the most out of that conversation. When you look at your day, what makes you happy? What is serving you and what isn’t? What has become a habit and what you should be more thoughtful about? This episode will help you in that process to understand further what a habit is, how they work, and what to keep in mind as you look to reinforce some and change others.  The main thing to remember is that we need habits. They aren’t inherently bad. Most of them are good. Understanding them and leveraging them is where the opportunity lies. Show Notes: [00:37] Today’s episode is all about habits. Habits are foundational to everything we do.  [02:45] You have a lot more good habits than bad ones. You just aren’t consciously aware of the vast majority of them.  [04:27] Sorting by color is a form of habitual purchasing. Even with infrequent purchases, the place you go and look is based on habits.  [06:25] The human brain essentially works on many many associations.   [09:03] Up to 95% of all buying decisions are habitual.  [11:09] Unfortunately the idea that it takes us 21-30 days to create a habit is wrong.  [13:33] 21 days is not the magic number for making or breaking a habit.  [15:16] A 2009 study from the European Journal of Social Psychology found the average number of days it took to form a habit was 66 days. (But don’t let that fool you…the range of data points matters!) [16:58] We approach habit changing all wrong.   [18:20] Habits are made up of four phases: cue, craving, response, and reward. [19:31] Habits form because your brain is trying to find predictable ways to get rewards. A cue is a signal to the brain that there is a reward around and that instantly leads to craving/desire/filter for that item.  [21:21] If you want to change a habit or start a new one, the cue and reward phases are driving the behavior.  [22:44] Cues have been found to fall into one of five categories: location, time, emotional state, other people, and an immediately preceding action.  [24:27] You aren’t craving the thing, but rather the reward it provides.  [27:05] When we know the cue and the reward our brain wants we can work to change the habit.  [29:31] One other crazy brain trick is word choice.  [31:27] Saying “I don’t” is empowering. This was your choice. It affirms the choice you made and makes you feel determined and full of willpower. (This is very different from “I can’t.”) [33:12] You should be confident that you made this choice so you can firmly say “No, I don’t do that.” [35:04] We can check our notifications and emails every couple of hours or a couple of times a day (instead of every instant as we get continuous pings, dings and buzzes) and it will be fine. Once the cue is gone, we won’t look at our phones as much and we can be more productive.   [38:07] Interrupting shoppers' habitual sequence can be a problem depending on your business positioning.   [39:05] As the brand leader you don’t want to do too much to shake things up or rock the boat.  [41:59] The habits of your current and potential customers are important to consider when building out your strategies.  [42:28] Melina’s closing thoughts [43:29] We are all surrounded by habits all day, they are a huge portion of the 35,000 decisions we all make each day. Understanding the rules of your habits is the first step in identifying which are working well for you and which you might want to let go of because they aren’t serving you well. [44:58] You want to focus on the right stuff at the right time and not changes habits that you don’t need to.  Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: What Your Customer Wants and Can't Tell You, by Melina Palmer What Your Employees Need and Can’t Tell You, by Melina Palmer Good Habits Bad Habits, by Wendy Wood Atomic Habits, by James Clear The Power of Habit, by Charles Duhigg Top Recommended Next Episode: Good Habits, Bad Habits, with Dr. Wendy Wood (ep 127) Already Heard That One? Try These:  The Power of Habit (ep 22) Framing (ep 16) Priming (episode 18) Get Your D.O.S.E. of Brain Chemicals (ep 123) Decision Fatigue (ep 132) Defaults: The "D" in NUDGES (ep 38) Herding (ep 19)  Availability Bias (ep 15) Unlocking The Secrets Of The Brain (ep 1) Status Quo Bias (ep 142) Using Behavioral Science to Tackle Addiction, with Richard Chataway (ep 134) Using Behavioral Science in Healthcare, with Aline Holzwarth (ep 135) Sitting Down with Habit Weekly founder, Samuel Salzer (ep 90) How To Be Indistractable, with Nir Eyal (ep 78) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  Three Purchase States How Long Does it Actually Take to Form a New Habit? (Backed by Science) Psycho-Cybernetics, A New Way to Get More Living Out of Life How Are Habits Formed: Modeling Habit Formation in the Real World How Long Does it Really Take to Break a Habit? The Amazing Power of ‘I Don’t’ vs. ‘I Can’t’ 5 Ways To Change A Habit Tiny Habits, by BJ Fogg

In this 'best of' episode, the host reflects on their achievements in 2022, including speaking engagements and book launches. They also discuss connecting with amazing guests and testing out a second episode per week. The chapter highlights the top episodes of the year, featuring discussions on anthropology and marketing, creating engaging content, and the influence of human behavior on technology. The host recommends listening to episodes on motivation, influence, and the Dunning-Kruger Effect. They also discuss the science of motivation and effective goal-setting in an episode featuring IELUT Fishback. Finally, the chapter recaps the best episodes of the year, covering topics such as influence, behavioral science, difficult conversations about race, and branding.

I love partitioning! It is such an under-discussed concept, which is why I decided to refresh this episode from 2019 for you here today. Partitioning is closely related to friction or sludge, but it isn’t exactly the same. While an experience that has partitions may be creating friction/sludge, it isn’t just about that. And, it isn’t always about reducing it. Sometimes, adding a partition is really useful when you want someone to stop and think. I’ll get into that more as we dig into the episode.  As you get ready to listen to the episode today, I encourage you to have some experiences in mind. Try and think of a time when you had a great experience with a company, where things were seamless and streamlined or it felt easy. And another where you were part-way through buying and then stopped or when you changed your mind on a project or whatever else. Try and think through what happened along the way and keep that in mind as you consider the idea of partitioning. Where were the unintended partitions and where did the lack of them make a difference?  Of course, look to your own experiences in your company as well. If you have a hard time closing deals or lose people partway through an application form keep that in mind too. It can all tie back to partitions. So let’s dive in and learn how you can use partitions in your business to create a seamless experience for your customers.  Show Notes: [00:37] Today’s episode is all about partitioning. I love partitioning! It is such an under-discussed concept. [02:39] Partitioning has shown us that when you put tiny barriers into place it causes a consumer to consider their options and be presented with a new decision point. This can be good or bad on both sides depending on the situation.  [04:33] Melina shares a study with bottomless soup bowls.  [06:34] Another study found that adding some sort of measurement reminder can help reduce consumption even if the cups are large. [08:45] One study found that once something became common it no longer acted as a partitioning mechanism.  [10:21] It isn’t just effort that matters but drawing the attention of the conscious brain really matters too.  [12:56] It is so easy to be tricked by our brains.  [15:07] Those with a high aversion to gambling were significantly impacted by the partitions.   [16:24] Partitioning money has also been found to help people save more and spend less.  [17:26] Essential with shopping…once you start the process of spending you are more likely to spend again until you hit a partition.  [19:07] Any cognitive intervention (something that makes the user stop and think) can trigger partitioning. This can be done using sounds, rhetorical questions, targets, or progress markers.  [21:37] It doesn’t have to feel bad or negative for the consumer.  [23:41] The cashier in an airport store bringing up the price of the almonds and forcing us to rethink our decision multiple times caused anticipated regret and lowered the total amount spent significantly.  [25:18] It is easy to talk people out of a sale, make them feel bad about a purchase, or start to regret it even when you are trying to be helpful.  [26:07] Setting up targets or progress markers, on the other hand, can be great partitions for a business to set up to keep on the radar of their current, past or potential customers.  [27:21] Removing partitions and obstacles can be great for businesses and customers alike.   [29:29] Partitions in the selling process are a recipe for getting ghosted. Always schedule circle-back meetings in the moment.  [32:03] Make it easy for people to do business with you. Remove unnecessary partitions in the process and everyone will be happier. [32:13] Melina’s closing thoughts [32:42] The concept of partitioning can help you to look for opportunities to make it easier to work with you, especially up front. Partitions are particularly dangerous early on and in the selling process.  Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: What Your Customer Wants and Can't Tell You, by Melina Palmer Friction, by Roger Dooley Sludge, by Cass Sunstein The Experience Maker, by Dan Gingiss The Selling Staircase, by Nikki Rausch Top Recommended Next Episode: Sludge: What It Is and How to Reduce It (ep 179) Already Heard That One? Try These:  Friction - What It Is And How To Reduce It, with Roger Dooley (ep 72) How to Make it Easy to Do Business With You With Nikki Rausch (ep 96) What Your Customer Wants and Can’t Tell You: All About Melina’s First Book (ep 147) How To Set Up Your Own Experiments (ep 63) Surprise and Delight (ep 60) Pain of Paying (ep 240) Peak-End Rule (ep 97) How to Create Remarkable Experiences with Dan Gingiss (ep 85) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  Nikki’s Website - Your Sales Maven

You’ve heard him before discussing the “Science of Cool” in 2021, and I’m thrilled to say that Dr. Troy Campbell is back. And, because it’s fun to keep things interesting, Troy and I are flipping the script in today’s episode.  What does that mean? Troy is here to showcase his Define & Apply Framework, something he does with clients in his role as Chief Scientist at On Your Feet and has done in the past with his work -- including spots he has held with Disney, Netflix, Nike, and as a professor at the University of Oregon. Instead of just telling us about it, though, we are going to walk through and experience it and, he suggested that he be the one doing the interviewing with me as the one answering the questions today. This is the third time we have flipped the script like this on The Brainy Business podcast. You definitely don’t want to miss handing over the reins so we can all learn to define and apply together. Show Notes: [00:42] In today's conversation, I am joined by Dr. Troy Campbell, who was on the show back in 2021 talking about the science of cool. [02:25] Troy is taking over the reins as host, and our beloved Melina is the guest on the show today.  [02:44] On this episode, we are going to deeply define ideas to be able to powerfully apply them across many areas. We will deeply define one idea from Melina’s book What Your Employees Need and Can’t Tell You.  [04:07] Burnt popcorn is the aspect of priming when we are specifically talking about change management.  [07:03] Melina shares an example of a burnt popcorn email she received.   [09:52] It is so easy to create burnt popcorn. Burnt popcorn can poison the day (week, month, year…). [12:07] You can guarantee they are going to be looking at the worst possible context of whatever it is that you are saying if you prime and set it up in certain ways. (“Not to be rude, but…” “Don’t take this the wrong way, but…”) [13:16] These mundane actions can create hours, days, and weeks of stress that can be avoided with a few seconds of better thought.  [14:33] There are small things you can easily adjust and very quickly see a positive impact.  [16:52] When it comes to a presentation, consider where you want people to be at the end. What is the most important thing you want from this one event? [19:07] Using really good images is important for priming in presentations.  [21:03] You can tell a lot in 90 seconds.   [24:13] Anchoring on something really bad to make the thing you are sharing seem better can definitely be burnt popcorn. The “not true” thing you said will not dissipate.  [26:28] If you give the brain a focus and then try to change that focus, it is still going to be stuck on that thing in most situations.  [29:45] Take the time to do the research and know who you are talking to. [31:44] We do really weird stuff that can come off as burnt popcorn.  [34:42] Through the book writing process there are glimmers of fun that Melina and other authors like to include.  [37:39] When you are not great with humor, many people lean toward self-deprecating humor.  Melina advises against that…especially if you are trying to build authority.  [39:14] She shares the Wizard of Oz reference from her book and what she meant by, “Glinda may have been a good witch, but she was a terrible manager.”  [41:29] Knowing where people are, where they are going, and the right points where you can be giving those nudges of encouragement, feedback, or support before they entered into a scary forest is something you can be doing as a manager to help.   [43:57] So many things become easier when you are thoughtful about how you present information.  [46:11] It doesn’t take a lot to make it so that things are better for those around you and yourself.  [48:57] It is one thing to go to Disneyland and it is another thing to build Disneyland.  [49:56] Melina’s closing thoughts [51:45] Troy's define and apply process is about teasing out what you do in a particular area and figuring out why it works. Get to the details about what makes it special and then expand it into other areas that may seem unrelated but are so relevant when you stop and make the effort. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: What Your Customer Wants and Can’t Tell You, by Melina Palmer What Your Employee Needs and Can’t Tell You, by Melina Palmer A More Beautiful Question, by Warren Berger Alchemy, by Rory Sutherland Buying Signals, by Nikki Rausch Connect with Troy: Troy’s Website On Your Feet Troy on LinkedIn Top Recommended Next Episode: The Science of Cool, with Dr. Troy Campbell (ep 169) Already Heard That One? Try These:  Disney (ep 144) The Truth About Pricing (episode 5) Change Management (ep 226) Framing (ep 16) A Surprise Guest… (ep 152) Ultimate Pricing Confidence with Special Guest Interviewer Nikki Rausch (ep 66) Costco (ep 47) Amazon (ep 159) Starbucks (ep 73) A More Beautiful Question with Warren Berger (ep 200) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Tingen Industries

Today’s episode is all about priming. This is something I talk about all the time, so if you have heard me speak or have read my books, or have been listening to the podcast for a while, chances are this isn’t the first time you are hearing about this concept. Next to framing it is probably the thing I talk about the most. While framing’s lesson is that how you say something matters more than what you say, priming shows us that whatever happens just before a moment of decision or action is very important in influencing the decision that is made. Yes, there are many examples as we get into the episode, so I won’t get into it too much right now. In the “It’s Not About the Cookie” framework, priming is the scent of the cookies or the burnt popcorn when we are talking about change management like in my second book, What Your Employees Need and Can’t Tell You. At the core of priming, we have the way that the brain filters information and how we make associations. These can be very literal like how we see an apple in the grocery store and are reminded of the company, and that can influence behavior or it can be more of a filter that impacts how we see people or think about a product or service.  We can be primed to buy using all of our senses, and it is important to consider them all as you think about your own messaging. As you listen to the episode today, I want you to consider all the senses and how they can impact behavior. Taking a step back and thinking holistically about your experience and looking for opportunities that are outside the norm, are great ways to incorporate priming and all the senses into your messaging. It may seem silly, but I encourage you to think with all your senses and wonder, “What might that look like? (or taste like or smell like...)  Show Notes: [00:37] Today’s episode is all about priming. This is something I talk about all the time, so if you have heard me speak or have read my books, or have been listening to the podcast for a while, chances are this isn’t the first time you are hearing about this concept. [01:56] We can be primed to buy using all of our senses, and it is important to consider them all as you think about your own messaging. [03:24] One of my favorite ways to start a foundations show is with a game or a series of questions to help you see how the concept works before I start explaining and today’s episode is no different.   [05:33] Your brain is lazy and incredibly busy, so it takes these shortcuts all the time.  [07:45] The effects of priming wear off quickly as our brain is quickly churning through information. Primes are everywhere and it’s not just about anchoring and adjustment. [09:05] Priming is about more than just numbers. It can also be done with words.  [12:43] Melina shares the results of a university study where people were primed with polite and rude words.  [15:25] Prime yourself and psych yourself up before you take any test. The brain can be very easily primed. An amazing example from Olympians. [17:11] The first step of visualization is to know what you want. Next, describe your vision in detail. Step three is to start visualizing and creating the emotions. Step four is to take daily action and step five is to have grit and preserve.  [18:31] We can be primed with physical objects as well. Melina share’s a study about students holding an iced versus hot coffee.  [19:48] Always drink hot tea or coffee and get hot drinks for people you want to make a good impression on.  [21:48] Everything you do and say matters and similarly whatever was said or done right before everything you do or say matters.  [22:34] You can’t control everything. It is worth looking at the things you can control. Take the extra step to evaluate if you are spending the money and buying things.  [24:29] Small things, just a few simple words, can make a huge difference.  [26:35] You are priming your brain to take on the traits of those outside influences.   [28:01] In all these studies, people said they were not influenced by the items, words, or numbers or that they didn’t even see them. It may not register on a conscious level but it is getting in there even if people don’t realize it.   [29:00] Marketing and advertising takes dedication and focus, consistent presence and messaging to break through the clutter, and making sure you are using the right primes to keep things moving in the proper direction instead of derailing the whole thing. Know your brand and who you are in the most simplest form.  [29:35] Melina’s closing thoughts [31:24] One more thing that is so important to consider with priming, is to know that this isn’t exacting and you should not expect the results to be fully generalizable. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: What Your Employees Need and Can’t Tell You, by Melina Palmer What Your Customer Wants and Can't Tell You, by Melina Palmer Misbehaving, by Richard Thaler Neurobranding, by Peter Steidl The Buying Brain, by A.K Pradeep Top Recommended Next Episode: Sense of Smell (ep 25) Already Heard That One? Try These:  Framing (ep 16) Change Management (ep 226) The Truth About Pricing (ep 5) The Sense of Sight (ep 24) The Sense of Taste (ep 26) Sense of Touch (ep 28) Sense of Sound (ep 27) Anchoring & Adjustment (ep 11) What is Value? (ep 234) What Your Employees Need and Can’t Tell You (ep 225) Focusing Illusion (ep 89) Get Your D.O.S.E. of Brain Chemicals (ep 123) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter  An Anchoring and Adjustment Model of Purchase Quantity Decisions Automaticity of Social Behavior: Direct Effects of Trait Construct and Stereotype Activation on Action Stereotype Susceptibility: Identity Salience and Shifts in Quantitative Performance “Math is Hard!” the Effect of Gender Priming on Women’s Attitudes New To Visualization? Here Are 5 Steps To Get You Started Here’s The Trick Olympic Athletes Use To Achieve Their Goals Who’s Minding the Mind? Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice Apple’s Logo Makes You More Creative Than IBM’s

In today's conversation, I am joined by Dr. Mike Rucker, author of the brand new book, The Fun Habit, which just came out a couple of days ago on January 3, 2023. Mike is an organizational psychologist and charter member of the International Positive Psychology Association whose work has been published in the International Journal of Workplace Health Management and Nutrition Research. His ideas about fun and health have been featured in The Wall Street Journal, The Washington Post, Fast Company, The Telegraph, Psychology Today, Forbes, Vox, Thrive Global, Mindbodygreen, and more. He was named one of ten digital changemakers by the Healthcare Information and Management Systems Society, and currently serves as a senior leader at Active Wellness. And, not surprisingly, today's conversation is all about fun! We also talk about framing and word choice and how fun and change really do go together. It's a great chat that I can't wait to share with you. Show Notes: [00:41] In today’s conversation, I am joined by Dr. Mike Rucker, author of the brand new book The Fun Habit.  [02:32] Mike shares about himself and his background. He is an organizational psychologist by trade but focuses more on behavioral science.  [02:44] His new book, The Fun Habit looks at living a life more joyfully through actively pursuing the activities you engage in rather than pursuing happiness.  [04:04] From 2009-2016 he optimized his life and tried to extrapolate as much happiness as he could.  [06:33] He found out that the more he tried to chase happiness the unhappier he was and he wanted to figure out why.  [09:08] We can have more longevity with certain tasks if we add a component that makes it pleasurable for us. We do mundane things – with a little creativity, we can reframe them.   [12:07] If we take control over how we spend our time and we bias it towards fun things, ultimately we are going to perceive the world in a more positive and optimistic light.  [14:41] If you don’t take time off the table for yourself you are not showing up as the best version of yourself.  [16:42] When our lives are overly habituated and we are always doing the same stuff we store those memories as single units. [18:58] Most people live this habituated life and that becomes comfortable, but you forget that you can have a little bit of time for yourself. [20:42] Disruption is a great opportunity for change.   [21:42] The initial step is to sit down and brainstorm what you would like to do more for fun. This could include past hobbies, things you authentically feel connected to, and things you long to do. Par your list down to 8-15 things so it is actionable. [23:34] An important second step is to make sure it is not an exercise of adding things to your already busy life. Mike suggests doing a time audit.  [26:16] We need to swap out the “low-hanging fruit” activities for ones that light us up more.  [27:15] First create space in your schedule. Once you have that, use the list you made to integrate things that are more fun into your life.  [28:29] A lot of times the biggest impact is looking for a way to change an activity so it is better, or adding something on. [30:56] When you hear about fun interventions at work you need to make sure everyone can come in and have fun at the activity in a safe place. Leaders need to be setting an example.   [33:07] Fun in the workplace generally unites you around a common goal. Cohesion comes from wanting to accomplish something together.  [35:16] Because our brains work in micro-moments and microdecisions, we really need to be looking at the little things. (Change is more than just the big stuff that requires a project team.) [38:00] People who have a best friend at work are more loyal, happier, engaged, and better employees. Helping to incorporate fun and allowing people to connect is valuable.  [40:45] You can either empower the individual so that they can have more fun and more vitality when they come back to the office or you can create it from an empathic standpoint where you are creating opportunities for organic fun.  [41:37] Fun is not the same for everyone.   [42:56] If the outcome of whatever you are trying to do can still be the same but allow people to do it in a way that feels comfortable to them, you are going to have more fun every time.   [44:10] Melina’s closing thoughts [44:54] We are a species that is meant to have fun. We should take the time and make the effort to bring fun back into our lives.  Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! Learn and Support The Brainy Business: Check out and get your copies of Melina’s Books.  Get the Books Mentioned on (or related to) this Episode: The Fun Habit, Mike Rucker Get It Done, by Ayelet Fishbach Happier Hour, by Cassie Holmes How to Change, by Katy Milkman Indistractable, by Nir Eyal Connect with Mike:  Mike’s Website Mike on LinkedIn Mike on Twitter Top Recommended Next Episode: Temptation Bundling (ep 250) Already Heard That One? Try These:  Get It Done: Surprising Lessons from the Science of Motivation with Ayelet Fishbach (ep 186) Using Motivation and Happiness Science to Make 2023 Your Best Year Ever (ep 249) Temptation Bundling (ep 250) How To Change, an interview Dr. Katy Milkman (ep 151) Framing (ep 16) Priming (episode 18) How to Set, Achieve & Exceed Brainy Goals (ep 248) Bikeshedding (ep 99) Habits (ep 21) Loss Aversion (ep 9) How to Become Indistractible, Interview With Author Nir Eyal (ep 78) Good Habits, Bad Habits, with Dr. Wendy Wood (ep 127) Vulnerability Loops (ep 229) Do You Subtract Enough? with Leidy Klotz (ep 162) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter