Lewis Howes

So if you send an email out to your team on Monday morning, hey, everyone, today is going to be a busy day.

We have a lot of challenges.

Let's make sure we're not late.

Research has found that when people read words like busy, challenge, or late, it literally primes them to be busier and later and more challenged.

You are literally making it harder for them to help you.

So if instead you think about, and this is a challenge I would love to, if you're brave enough to take it, open up your email sent folder,

And pull up five emails that you've sent to important people.

Boss, partner, colleague, whatever, client.

I want you to print those emails.

And I want you to count the number of priming words you use.

And even more.

Are they warm or are they competent?

So this is where the next level happens.

Highly charismatic people prime others with warmth and competence.

Oh, 100%.

Actually, this leads me to my next third point, my shark tank point.

We also noticed that when pitchers specifically acknowledge things from the sharks, and specific sharks, they were more likely to get a deal from that shark.

You did something amazing.

Maury, I've been so looking forward to working with you.

Robert, I love all your deals with all those athletes.