Chase Hughes

100%.

100%.

Yeah. And I train sales teams all the time. They're like, oh, we have – it's hard to sell this product or this thing. And I'm like – I show them this thing. I'm like, where's the sales script these guys use at Yale University? There wasn't a script. It's not like, oh, let me get the perfect words on the phone for this telemarketing company. There's no script. There's no hypnosis.

Yeah. And I train sales teams all the time. They're like, oh, we have – it's hard to sell this product or this thing. And I'm like – I show them this thing. I'm like, where's the sales script these guys use at Yale University? There wasn't a script. It's not like, oh, let me get the perfect words on the phone for this telemarketing company. There's no script. There's no hypnosis.

Yeah. And I train sales teams all the time. They're like, oh, we have – it's hard to sell this product or this thing. And I'm like – I show them this thing. I'm like, where's the sales script these guys use at Yale University? There wasn't a script. It's not like, oh, let me get the perfect words on the phone for this telemarketing company. There's no script. There's no hypnosis.

There's no like NLP stuff going on where I have to say these little magic words. And I kind of view that aspect of persuasion like the guys that are obsessed with sales scripts. It's like Harry Potter. Like there's no magic words that are going to make someone take action. We take action based on the mammalian brain.

There's no like NLP stuff going on where I have to say these little magic words. And I kind of view that aspect of persuasion like the guys that are obsessed with sales scripts. It's like Harry Potter. Like there's no magic words that are going to make someone take action. We take action based on the mammalian brain.

There's no like NLP stuff going on where I have to say these little magic words. And I kind of view that aspect of persuasion like the guys that are obsessed with sales scripts. It's like Harry Potter. Like there's no magic words that are going to make someone take action. We take action based on the mammalian brain.

And what was present there at Yale University, if you're the volunteer there, you respond to an ad in the paper you've never responded to before. Novelty. At a university you've never been to. At a building you've never been in. With two people you've never met. In a room you've never been in. Sitting in front of a machine that's absolutely foreign to you. It's alien.

And what was present there at Yale University, if you're the volunteer there, you respond to an ad in the paper you've never responded to before. Novelty. At a university you've never been to. At a building you've never been in. With two people you've never met. In a room you've never been in. Sitting in front of a machine that's absolutely foreign to you. It's alien.

And what was present there at Yale University, if you're the volunteer there, you respond to an ad in the paper you've never responded to before. Novelty. At a university you've never been to. At a building you've never been in. With two people you've never met. In a room you've never been in. Sitting in front of a machine that's absolutely foreign to you. It's alien.

Every single step of the way was novelty. And then the guy in the lab coat, they made him like, I think he was 6'7". And he's running the experiment. And we have this stuff called white coat syndrome where we respond to doctors. And there's even research where people were given diagnoses for things they didn't have and they developed the symptoms because a doctor has told them this.

Every single step of the way was novelty. And then the guy in the lab coat, they made him like, I think he was 6'7". And he's running the experiment. And we have this stuff called white coat syndrome where we respond to doctors. And there's even research where people were given diagnoses for things they didn't have and they developed the symptoms because a doctor has told them this.

Every single step of the way was novelty. And then the guy in the lab coat, they made him like, I think he was 6'7". And he's running the experiment. And we have this stuff called white coat syndrome where we respond to doctors. And there's even research where people were given diagnoses for things they didn't have and they developed the symptoms because a doctor has told them this.

And that's how powerful novelty plus authority is. People talk into murder in under an hour. And there's no magic recipe to do it. It's authority and novelty. And authority has five components if you want to just go into them. So that's confidence. Obviously, somebody's got to be really confident to be an authority figure.

And that's how powerful novelty plus authority is. People talk into murder in under an hour. And there's no magic recipe to do it. It's authority and novelty. And authority has five components if you want to just go into them. So that's confidence. Obviously, somebody's got to be really confident to be an authority figure.

And that's how powerful novelty plus authority is. People talk into murder in under an hour. And there's no magic recipe to do it. It's authority and novelty. And authority has five components if you want to just go into them. So that's confidence. Obviously, somebody's got to be really confident to be an authority figure.

And this is just a conviction in my belief and a generalized belief in my head that everything's going to be fine. Everything's going to be okay. Discipline is number two. And discipline – I don't say discipline is part of authority because like if everybody – like when you were younger, you ever like go to a party and like put a really nice suit on and all that stuff?

And this is just a conviction in my belief and a generalized belief in my head that everything's going to be fine. Everything's going to be okay. Discipline is number two. And discipline – I don't say discipline is part of authority because like if everybody – like when you were younger, you ever like go to a party and like put a really nice suit on and all that stuff?

And this is just a conviction in my belief and a generalized belief in my head that everything's going to be fine. Everything's going to be okay. Discipline is number two. And discipline – I don't say discipline is part of authority because like if everybody – like when you were younger, you ever like go to a party and like put a really nice suit on and all that stuff?