Your brain makes decisions before you even know it — About how to make a good first impression

– One, two, three, four, five, six, seven. (upbeat music) During the last seven seconds something fascinating
happened in this room. Something horrifying, too. No matter if you are a woman or a man, no matter if you are old or young, no matter if you are experienced or not, no matter if you are German or American, no matter if you’re in your body or in the body of Mother
Teresa, you have all done it. You have judged me. In fact, science knows a little bit about what just happened in your brain. Your brain just made up
to 11 decisions about me. Some of you have already decided
if I’m successful or not. Some of you have already
decided if I’m reliable or not. Some of you have already decided
if I’m trustworthy or not. Some of you even thought
about my religious beliefs. Some of you thought about
my political opinions. At this point, you might
even have already decided if you would hire me, if
you would buy from me, if you would vote for me. Up to 11 major decisions. After the first impression
that you make on others a very powerful source
is working against you because it really doesn’t
matter if it’s seven seconds, if it’s a millisecond,
if it’s 11 decisions, it’s the source that works
against you afterwards, which is called conformation bias. Because you want to be right. You want the things to happen exactly the way you want them to happen. Because if they don’t happen the way you want them to happen you
are actually disappointed. It’s conformation bias working against me. It’s like that person you
meet yesterday evening at the bar and something about him or her really turned you off. There was something wrong about them. The next morning you meet
them in your audiences, in a meeting and they
turn out to be quite nice. Your brain makes you think
there’s something wrong with him. I can’t trust him. He’s tricking me. Instead of changing your initial opinion. And it’s happening to
you every single day. In average, around 3,000 times. Your brain is taking you on
a journey and on that journey you ignore everything,
everything that goes against your initial opinion. Because you want to see the
things that you want to see. And in that way, you ignore everything, everything that speaks against it. You on the other hand,
knowing that this just happens and that it has nothing
to do with the fact if you are a good human being
or not a good human being, that our brain is doing it automatically, can use that source for your advantage. Because if you give people,
at the very beginning, exactly what they want to see in you conformation bias will work for you. And keep in mind that
when I present that topic I always approach the topic
from a business perspective. So, I challenge you, your
meeting planners, your bias, those people who hire
you and they explore you for the very first time. For example, on your websites. What do you give them so that
you can let them travel down the path that you want
them to travel down? So, what is the first impression,
the best first impression you could make on a meeting planner so that conformation bias works for you? There is one thing I
want you to keep in mind, there is no such thing like
a perfect first impression, a good first impression,
a best first impression. The only thing that I encourage you is make one but make it on purpose. Make it purposefully. And when you do so, the last idea here is actually a very good
one because it turns out that our brains are quite lazy. They don’t wanna work, they take a shortcut through our eyes. We are visual creatures. Most information in our brain gets transmitted in a visual way. That’s just how we are built. My body language, for example,
right now is something that ends up in your brain
as a visual information. Sometimes when we have a meeting planner, a client on the phone, and we
only know his or her voice, even then we think we know how
that person could look like. It ends up in your brain
as visual information. And unfortunately,
unfortunately on this way, you do exactly what happened
at the very beginning when I walked on the stage. You put me into a box. You stereotyped me and
the same happens to you. And I know that from little on we learn that stereotyping is
bad, bad, bad, bad, bad. And it might be. But you need to understand
that first of all, I’m in the business of stereotyping. I study them. They are my content. And I know that there are boxes out there that also exist for you where people just put you in, unfortunately. But I’m not saying that
they are right or wrong. Because that’s the difference between stereotypes and judgments. What you do with the
information afterwards, you have it when you open the box. That is your issue because
judging is not okay. What I encourage you is to accept that there are stereotypes
because those stereotypes don’t exist because we made them up. Our brains work this way. They think in boxes. But it is important that afterwards, what you do with that information, that you don’t turn it into a judgment. Because afterwards
conformation bias will either work for you or possibly against you or to the person you did. (upbeat music)

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