John always says that the difference between six figure advisors and seven figure advisors are powerful words. A single word has the power to change the course of a discussion. It can change the mood of a conversation and influence the motivation of those you are engaging in dialogue.
Take the word because for example. Social psychologist Ellen Langer found that when the word because followed a request that over 90% of people would comply as opposed to just making a request. People would even comply with the request if the reason given didn’t really make sense.
For instance when an actor tried to cut in line to make copies and said, “Excuse me, I have 5 pages. May I use the Xerox machine, because I have to make copies?” was nearly as effective as when they said, “Excuse me, I have 5 pages. May I use the Xerox machine, because I’m in a rush?”
In other words, it was the...
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