The master of persuasion: Interview with BJ Fogg

How do you use persuasion to change others’ behavior -- or your own? 2 days ago, I held a live Q&A with my mentor, Stanford psychologist BJ Fogg. He’s the father of the field of Captology -- Computers As Persuasive Technologies -- and he taught me most of what I learned in psychology and persuasion early on. ...

Case studies: The psychology of penetrating their mind

This week we’ve been focusing on the psychology of hustling, or how to unconventionally achieve disproportionate results. You’ve read: How to test responses at bars, which includes rich examples of testing in bars, streetside markets, and dozens of other areas 5 fascinating experiments from the world of psychology and persuasion, where I showed you how little behavioral control ...

3 Case Studies: Ordinary people using extraordinary scripts to hustle

It happened again last month. One of my friends told me an interesting factoid -- "Did you know that Victorian houses in SF used to be considered cheap models, but now everyone loves them? -- and I said "Hmm, interesting" and continued chewing my sandwich. Two weeks later, I was walking with the same friend, and I said, "Hey, I ...

Behind the scenes of a psychological campaign

There’s a great story I know about a very sophisticated marketer who writes 30-page long emails. Someone asked him, “Does anyone really read those?” He laughed. “Only the buyers,” he replied. There are profound differences between people who consume and people who take action. It's not just about buying something, either -- it can mean testing your assumptions, pursuing ...

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Wednesday Workout: Testing your assumptions

Everybody has a plan until they get punched in the face. — Mike Tyson Remember in college when you’d read a chapter from your textbook, shrug your shoulders, and say, “Done. I got this.” Then you took the test and your ass royally kicked? That’s because it’s easy to read and read and believe we “got it,” but ...

Let’s get serious: Wealthy people are not evil

I read this line over at Trent's blog, The Simple Dollar, where he was talking about people who can afford nice things. ”To get to this point, you either had to make some tremendous sacrifices along the way – often damaging relationships and missing out on life-affirming experiences and going through painful “salad years” without much at all – or simply have ...