If You Send Emails Or Manage People, This Changes Everything | Vanessa Van Edwards

0:00Hi, my name is Lewis Howes and welcome to the Daily Motivation Show.

0:12so the most successful pitches the next thing we found this was very very clear is that the more that the pitchers could spark dopamine the more likely they were to get a deal now dopamine is a very complicated chemical so just for our purposes food eating something no giving them like oh try Oh, yes, yes, yes. I was like, food, yes, yes. And very good, like taste testing, like opening something. Try it, taste it, smell it, lick it, touch it, feel it, wear it, play it. Any of those senses. We love. So when we are doing something that's different, that's tactile, so yeah, touch, smell, taste, wear, play, do, try, that was going to wake the sharks up.

0:52Dopamine is a little bit, it's a very complicated chemical, but I want to talk about it a little differently. It does feel good, right? So if they were to say that sharks, sharks, today I have a gift for you. The brain goes, ooh, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift, a gift. Dopamine is like that feeling of I want it, I want it, I want it. It's an excitement, but it's also motivation. So what they found is that when people have a lot of dopamine, they are more motivated to do things. They are more motivated to figure out a deal.

1:21They are more motivated to ask questions. So when a pitcher went in and not only had some kind of interactivity, some kind of a surprise for them, and sometimes it was a surprise. And they would literally say, and guess what, sharks? What? Right? What is it? We want to know what that is because we're like dopamine, dopamine, dopamine. So it doesn't have to be like, you don't have to walk in every meeting and hand out and like throw out Snickers bars. Right. Love a Snickers bar and that will work really well. That will work. It will work every time. But it's also verbal surprise. So it's also saying today I have something really special to share.

1:57Anticipation. Anticipation. It doesn't even have to be something major. It can be throwing in those little elements of surprise that people can look forward to. And here's the biggest one. So this is research that blew my mind. It changed the way that I write emails. So if you write a lot of emails, this study is for you. I'm going to break it down. It's kind of a complicated study. So here's what they did. So researchers had participants come into their lab and do like a little quiz, like a little math test. One group of participants read a set of directions that was very simple. Please take the following quiz, take your time, use a pencil, tell us when you're done.

2:32Very simple set of directions. The other participants got the same set of directions, but they sprinkled in a couple of achievement-oriented words. So achievement-oriented words are words like win, succeed, master, greatness. Okay? Those are achievement-oriented words. There's a reason why this is so powerful. In the directions they would say something like, please master all these questions. Take as much time as you can to win the right answer. Right? So they just sprinkled in a couple of these words, two or three of these words. They found that participants who had the achievement-oriented words performed better.

3:10They actually got more answers correct. Now, this is incredible. If you're a manager or a boss or you're working with people and you want them to perform at their best, just a couple of word swaps can help set them up for success. The second thing they found is that it also doubled, doubled participants' desire to keep working. If they could win, succeed, achieve. They worked on it longer, they worked on it harder, and they enjoyed it more. And the last one is that reading achievement-oriented words can change our own dopamine and testosterone. That's fascinating. You know, it's interesting because for years in high school and college, I had all, there was this store called Successions, I think it was called.

3:51I don't know if you remember this. It was like a motivational, inspirational store that had like a poster of like an ego soaring with a quote, right? Sounds like my office. Like something was just like, it was like Ted Lasso, you know, store. It's just like believe in yourself with like this. Where is this store? I want it. Okay. I think it's called Successions. I can't remember the name of it. I don't even know if it's around anymore. But my dad bought me a lot of stuff and I had all this sports type of inspirational quotes and, you know, Rocky posters and all these things of just people achieving.

4:23And I would stare in these walls and I should be like, I want to be that. Let me go take the actions every morning to work a little bit harder to reach the goals. And I was just consumed in a success, you know, word rule. You were literally priming yourself with those cues. Another study, I promise I won't do too many more, they put a picture of an athlete winning a race on top of telemarketers' scripts. The people who had the picture of the athlete winning earned more money. Come on. Yes. Like just in front of them? Literally a printed picture on their script. Oh, wow. So why I share this is because we do not realize that we are cuing people incorrectly or we are missing opportunities in every single email that we send.

5:10So 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 you've sent to important people, boss, partner, colleague, whatever, client.

5:49I want you to print those emails, and I want you to count the number of priming words you use. Good or bad. And even more, are they warm or are they competent?

6:05I have a brand new book called Make Money Easy. And if you're looking to create more financial freedom in your life, you want abundance in your life, and you want to stop making money hard in your life, but you wanna make it easier, you wanna make it flow, you wanna feel abundant, then make sure to go to makemoneyeasybook.com right now and get yourself a copy. I really think this is gonna help you transform your relationship with money this moment moving forward. We have some big guests and content coming up. Make sure you're following. And thank you for listening to this episode of The Daily Motivation Show.

6:48Thank you so much for listening to today's episode of The Daily Motivation, and I hope you have an amazing rest of your day. If you enjoyed this episode, make sure to click the link in the description. That will take you to the full episode of our main podcast on The School of Greatness. And if you are loving The Daily Motivation, please follow us over on Apple Podcasts and Spotify and leave us a review over on Apple Podcast right now. And if you want more exclusive content and ad-free listening experience, make sure to subscribe to our Greatness Plus channel on Apple Podcast right now. And if you wanna get even more inspiration from our world-class guests and learn how to improve your life and take it to the next level, then make sure to sign up for the Greatness newsletter and get it delivered right to your inbox over at greatness.com slash newsletter.

7:39Again, have an amazing day and I'll see you tomorrow with another episode of the Daily Motivation Show.