Lining up the Tumblers


Alright, so we’re gonna review a few slides from earlier just to make sure we’re all up to speed with everything so far …

Remember … neuroscientifically-speaking … there’s an ORDER of OPERATIONS … that our brains go through when we come across anything new … so … new information, new people … business, personal doesn’t matter …

And you guys’ve seen this slide … the timeline of the first :28 seconds … and …

I’m sure you’re wondering … why :28 seconds? …

Well … it just … seemed like a good number.

… But seriously … I have call-recording hooked up for my team, and after analyzing literally … hundreds of calls from different team members and … even myself … it seemed like the average time for making it past the Reptilian and Mammalian parts of the brain … and accessing the Neocortex …

When using this framework, that is … uh, it seemed to consistently land right around that :28 second mark …

I mean, yes, of course … it can happen a little left or right of that point on the timeline … but that’s really right where the average was … so that’s how I came up with the … :28 seconds …

But remember … you have to relieve those primal concerns of safety and emotions … in that order … and you know what’s crazy about all this?

Most people don’t even KNOW … that these are concerns of theirs … I mean, remember, this stuff is all done subconsciously, below the surface … like … it’s instinctive … like, you just know … when someone knows what he or she is talking about … and … when they don’t.

Same with when you … LIKE … someone … or TRUST … someone. Like, you can just tell, and you can usually tell within the first 30 seconds.

Remember the bit last section about the lake and the hazards lurking below the surface?

Here’s my attempt to equate all that to dealing with the different parts brain.

Um … when you first put the boat in the water? It’s like dealing with the Reptilian Brain. Like, does it float? YES or NO?

… Okay, we’re not sinking, so … we’re SAFE!

And now … we can start making our way back to the beach …

And on our voyage out there, we have to safely navigate and avoid all these hazards, so this is like dealing with the Mammalian part of the brain, all the feelings … and … emotions and stuff …

But, if we make it past all that without hitting anything? We’ve now made it to the beach … and we’re having a great time, everyone is HAPPY and SAFE … so this is like dealing with the Neocortex.


And, of course you guys’ve seen this slide before and how by the time you make it to this point, you’ve been judged. The other person has ripped you apart and reconstructed you in their minds and they’ve formed a mental image that is either favorable … EXPERT … or … not favorable … NOVICE.

I mean … remember, you don’t stop for a minute to analyze … and interpret … the tone of someone’s voice … and consciously choose … to feel … threatened or safe … or skeptical or open-minded … like, you just, get that feeling, and of course, you know what I’m talking about how, like …

You can just tell … like, in less than 30 seconds … if the person you’re speaking with can actually help you or not.

I mean, you just get that feeling …  and at this point, you’re either gonna pay attention and take this person seriously … or you’re gonna tune’em out and escape the encounter as fast as possible.


Remember earlier how I mentioned that all these little things are like … lining up the tumblers to a lock?

And how, when you do it just right, you’ll gain access to the prize?

Which is … having the other person actually pay attention? and take you seriously? because they feel safe and that they’re working with someone who can actually help them?

Well here’s my attempt to illustrate this

the first 28 seconds gauntlet

Think of these TUMBLERS … as BINARY … like … YES, NO … and how, they can literally restrict your access to the prize like … first and foremost

DO I FEEL THREATENED? If YES, SHUT it down! And get away from the threat NOW!

And … I know STATUS seems like a superficial thing to be concerned with … but really … I mean, instinctively speaking?

What this means is … is Expert versus Novice, like … the lower the status, the lower the credibility … I mean, think about it: higher status equals higher credibility, and really, what this comes down to … is …

And I know this’ll sound harsh, but, it rolls up to … in fact, all this rolls up toinstinctively DETERMINING … if someone is worth listening to.

I mean, think about it

You can come across as non-threatening? Make others feel safe? … Be the biggest Subject Matter Expert in the world? On whatever it is that you specialize in?

But … if you come across as … BORING?people’ll still tune you out.

Like, it sounds harsh, I know … but something like that or … any one of these, really … can keep you from ever actually … getting through … and connecting on a conscious level, I mean … think about it:

Your expertise may never have the opportunity to shine through … if … you … don’t get through the first :28 seconds without setting off alarms.

And also, I wanna point out how … just because you make it here doesn’t mean you’ll always stay here.

Like, the Reptilian and Mammalian parts of our brains are like … subconscious anti-virus software, constantly running in the background and just … scanning for threats.

But … it’s VERY IMPORTANT to know … that … you’ll NEVER connect on a conscious level if you set off alarms right at the very beginning, and this is the … science … behind why first impressions are just … so powerful.

I mean, think about it

Plenty of sources indicate that … it takes EIGHT subsequent positive encounters to overcome a BAD FIRST IMPRESSION, and I don’t know about you guys … but I can’t recall ever being given EIGHT ADDITIONAL ATEMPTS … to get it right.

I mean, really … this stuff is CRUCIAL … MISSION-CRITICAL … to just … get right as much as we possibly can.


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