October 23, 2025 • 20 mins
Listen to this episode to discover:
- How to position yourself to be the obvious choice
- Stop letting their “Survival Brain Needs” get in the way of connecting with their prospect
- Use a simple EQ Brain Hack that can change any conversation in your favor
Today's Guest: Christian Hansen
Christian Hansen has gone behind the scenes in some of the biggest organizations in the world to find out the reasons why some people get chosen and why others don't. As the 2X #1 bestselling and LinkedIn Top Ten ranked author of “The Influence Mindset” and “The Influence Mindset for Sales Acceleration” Christian helps teams and organizations who want increase their earning potential by standing out from the crowd and influencing people to choose them. With degrees from Brigham Young University and The London School of Economics, he’s helped thousands of individuals position and sell themselves. A fan of international communication, history, and choral music, he currently lives in Utah with his wife. https://www.thechristianhansen.com/sales
CLEAR Acceleration Inc. Create Your Client Growth Engine https://www.christinecampbellrapin.com
Request your free 10-minute training resource on how to master your marketing message to create more impact and income in your business on the podcast page.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:03):
Everybody brings a unique perspective, a unique attribute,
and your ultimate competitive advantage comes down to the
person you're looking at in the mirror.
So today, I'm super excited to introduce you a guest today
who's going to talk about how doyou influence other human beings
to see you as the human being. That is a safe bet and the
(00:27):
person to choose. Give a very warm welcome to our
guest today, Mr. Christian Hanson.
Welcome to the show. Thank you so much, Christine.
It's an honor to be here. I'm super excited to have this
conversation. You and I have played in the
world playground, connecting to human beings, working in places
and with cultures that are not our own.
Yes. And yet there's a common theme.
(00:49):
Everybody wants to be the personchosen at recess.
So talk to us where your story begins and how you got to be the
guy who built a system to help people get influence and be
chosen. You know, it's kind of funny
because I never saw myself arriving here as an
entrepreneur, but I, I got my start in higher education
(01:10):
admissions. And so as I was the guy reading
and interviewing thousands and thousands of applications,
realize that I had a front row seat at learning something that
most people don't ever get the chance to learn.
And that is how do you stand out?
What works right? And I started to notice
patterns, habits and techniques that master communicators were
using, whether they knew it or not, that made them stand out.
(01:34):
And so overtime, as my career progressed in running MBA
programs and running HR programsoverseas, and then also working
in ultra high net worth finance,these same principles kept
coming up again and again of howgreat people and great
communicators stand out. So I wrote a book about it.
It's called The Influence Mindset, The Art and science of
(01:55):
Getting people to choose you. And it digs into this key thing
that essentially our brains are wired to pay attention to
certain things. And if you simply learn how to
communicate in ways that the brain is predisposed to pay
attention to, then you're going to stand out.
And the book was a #1 bestsellerand LinkedIn put it in their top
ten list for books on marketing,which is ultimately what I love
(02:16):
helping, you know, companies andbusinesses do, you know, love
walking alongside them, helping them shift their language in
such a way that it makes them stand out and be the obvious
choice in a really crowded marketplace.
But I love about where you have come from because we were
chatting before we came on screen, is that this isn't AI
enabled, this isn't patterns that you went to the shortcut
(02:37):
everybody's going to now, which is actually leading you to the
sea of sameness and not in fact standing out.
What was the first clue you had about these tips, these unique
things that the highly successful set started with?
Yeah. You know, it's interesting
because, you know, I remember specifically sitting in, you
(03:01):
know, an admissions committee meeting and an essay was pulled
up and, like, it was Friday. We were all tired.
And, you know, we're kind of thegroup of people that you think
would drink pickle juice to ruineveryone's day.
You know, that's what we do. And we are denying students
left, right and centre. But then there is this one
application that just came up right?
And there was something in how the student wrote something, how
(03:21):
they presented themselves something, how they made this
difference. And I watched as all the, you
know, the Grinches hearts in therooms, you know, spread the 10
sizes, their size and everyone'slike, we need to have this
student. Now.
The grades the student had were OK, right?
And the GPA not nothing was remarkable, but isn't how this
should have presented them. Like, So what just happened As
(03:42):
my colleagues all left, I then took that application and began
to study it and go, what are thethings that are working here?
Later, I actually had a very good friend of mine who found
out he had a congenital disease that he, he couldn't be a
chiropractor anymore. And he called me up.
He's like, I, I need to make a career change.
(04:03):
So as I was chatting with him, Isaid, you know, I think an MBA
would be a really good fit. And at the time I was running an
MBA program and I said, I want to teach you what these
strategies are. OK.
And as you apply to our program,I don't want to touch your
application. I'm not going to acknowledge
you. I'm not going to get involved in
any way. But six weeks later, after I'd
kind of trained and worked with him on these ideas, I watched
has one of my colleagues broughtup his application and said,
(04:25):
this guy, he's a chiropractor applying to an MBA program.
And his responses were amazing. And I watched as they started to
repeat all the key points that my best friend had said that I,
you know, coach them had to think in that different way.
And that's when I realized, as they all said, we're going to
admit this person, even though we would never have admitted
another person like him, But he was able to explain and position
(04:46):
himself so well. We think he'll do very, you
know, he'll be very successful here.
That's when I realized, OK, maybe I found some lightning in
a bottle and I need to share other share this with others.
I love it. We all bring something very
unique and it is up to us to also write that story and that's
what I hear in your example herewith your chiropractor person.
(05:06):
They could have been great on paper, but they had to
influence. Let's talk about that word
influence, because I think we get it everywhere from
influencers to be a person of influence to something that I
think is talked about so much but is not maybe commonly
defined. How do you define influence?
(05:30):
Influence as when two things occur that when you are able to
establish your competence and create connection with another
person, you have just influencedthem to choose you prior to
perceive you as more in advantageous than others.
We got to remember that people don't choose or reject you, they
choose or reject their perception of you and your words
(05:51):
and behaviors that you provide them are the materials that
people use to create their perceptions.
Now, we also need to understand,though, that our brains are
wired to, you know, ensure our survival.
And if my brain is wired to pay attention to things that help me
survive, that means your brain is too.
And yet in sales situations, ourinsecure brain sometimes hops up
(06:12):
and takes control, and it makes us feel great.
But I'm overlooking your needs at the same time.
So how can I intentionally put back my own insecure brain needs
and reinvest the energy into focusing that I'm helping your
brain feel like it's increasing its chances for survival.
And that's one of the key thingsthat I think when you're able to
(06:33):
establish competence and connection and focus on ways
you're helping the other person truly get to where they want to
go and not just, you know, have yourself say things, helps you
feel better. That's how you can create
influence in a way that influences people to choose you.
I love that this is too directional because connection
cannot be created on one side. It can be stirred, it can be
(06:56):
emoted, but it must have a receptive side.
And you call it the squirrel brain because you know, we talk.
Well, the biology of our own safety can lead us into some
unfortunate not serving communication patterns.
How do we stop that? You know, so I've discovered
(07:18):
that there are 7 EQ or emotionalintelligence brain hacks that if
you use these, it helps, you know, give your brain a chew
toy, have it sit in the corner, right?
So it's not getting in the way. So you can focus on other
people. So one of the things that I
train people how to do, for example, one of the EQ brain
hacks is, you know, first of all, when you ask your brain a
(07:39):
question, it helps it focus in the area that you wanted to.
So the person that controls the questions controls the
conversation. And that especially is relevant
with your brain. So one of the questions that I
like to help people ask themselves in any situation is
this, number one, how can I alsoacknowledge this person's
emotions right now? You may be in a presentation,
(08:00):
you've got your PowerPoint stuff, you have your brochure
with all the facts, figures and achievements that are going to
showcase what you can do. But in that moment as you're
sharing this, all the competencethat you can bring, how can you
also acknowledge this person's emotions right now?
When you do that, that creates that ideal balance of competence
and connection. That creates influence and helps
(08:23):
your brain focus on truly what'smost important.
And one of the ways that you cando that are my four favorite
words to use in conversations. And that is saying something.
It's saying that must have been when someone's talking to simply
reflect back to the point that must have been really hard or
that must have felt incredible. That must have been so amazing,
(08:44):
that must have been so fulfilling.
If you can take the moment to acknowledge their emotions, that
reflecting back the emotion thatthey're expressing to you in
that moment, that is one of those simple ways that helps you
build connection in a way that makes you unforgettable.
I think this is interesting. Connection is one of the things
that I think business owners right now are really struggling
(09:05):
with. Yes, we have really run this
pendulum that the world impostersyndrome is a nice badge of
honor. And I can hide behind
technology. I can hide behind automation.
I can hide behind somebody else's opinion being louder than
my own. And I constantly disrupt that
pattern by saying, just remember, you get hired for your
(09:27):
opinion and you get hired based on your ability to be seen as
human. And we have a lot of people in
the business world who think emotions don't play a role, yes,
or struggle to have learned. While we get they should.
Nobody's teaching this componentof it's OK to have every emotion
(09:48):
you have. None of them are good, none of
them are bad. They just are.
And what they are is transient, truthfully.
So just ride the waves. But for you and your own
experience, how do you take somebody who has that bias, who
has that discomfort that you're saying, gosh, you want me to
open the account of emotions at the table?
How do I take the leap of faith?Because you're saying it's a big
(10:11):
win on the other side. It really is.
We need to understand that that first of all behavior is, you
know, there's the phrase we decide emotionally and then we
justify logically. And we have to understand that,
you know, we are, you know, a problem is not a problem until
someone feels something about it.
(10:33):
OK. And so, you know, there are
things in my life that are not ideal and I need a fix, to be
quite honest. But the things that I'm spending
time and attention on are thingsthat I have feelings associated
with. And so though someone may come
with the reason of why they wantsomething done, I need to
understand that that may be the spear tip, but the shaft of the
(10:56):
spear behind what the driving force as to why they're doing
something are the emotions that they have.
And my ability to identify and respond and anticipate those
emotions are going to give me a competitive edge compared to
those who don't, right? When people reach out to me for
services, I can say things like,Oh yeah, I totally can do that.
That's not a problem. I can provide that value.
(11:18):
Or I can recognize the emotion that they have that they're
trying to be the hero of the story.
They're trying to overcome something, they're frustrated
and they're afraid of the impacts that's going to have in
their life. And so if at the same time, and
I can say I'm here to help you get to where you want to go.
And boy, I really see the difficulty that you've gone
through to get to where you haveand it is amazing to see your
(11:38):
progress. At the same time, I'm
communicating on the 2 levels ofcompetence and connection.
Thing is that if competence plusconnection equals influence, and
competence without connection isjust noise and you're going to
sound just like everybody else, we gotta have that balance.
So we've got influence happening, we're building
(11:58):
connection. But talk to me about this idea
of choice. How do we invite, secure and
recognize when choice is actually happening?
You know, when people are are making the choice, we need to
1st understand what they're whatis the reason behind the choice?
And one of the things is to really be sure you present is
(12:22):
how your value is the obvious choice.
And it is the most likely way that people are going to get to
where they want to go. And what I think the the easiest
habits and strategies of being able to secure that and
influence that is by speaking inwhat I call insight.
Now there's 4 levels of information and I cover this in
my most recent with the influence mindset for sales
(12:43):
acceleration, where essentially there's knowledge, right, then
there's experience, then we haveinsight and we have wisdom.
Now The thing is, is that and when you speak an insight, your
value is perceived to be much more higher than someone who
could only speak in knowledge and experience.
There was a study conducted in 2013 where a management group
assessed I think over about 60,100 thousand employees and
(13:06):
they asked him across the world what is the most important
attribute that a leader needs tohave.
And they discovered that being perceived as a strategic thinker
was major perceived value go up by a factor of almost 50
compared to someone else whose only perceived as being highly
skilled. So my question is when you share
your value, how much of it is talking about how much you know
(13:28):
and how much you've accomplishedversus how much you're able to
help someone use insight and little things so they can
shortcut the way to get to wherethey want to go?
Because when you are help peoplesee you as a strategic thinker,
that you communicate insight, then you're going to be seen as
the obvious choice by nearly a factor of 50 compared to someone
else. So as someone's making that
(13:50):
choice, how can you communicate your value in levels of insight
so they see you as the quicker way and the more secure way of
trying to get to where they wantto go?
Well it comes down to D risking choice.
Yes I share my opinion about what is likely to come.
I'm building from knowledge, I'mbuilding from lived experience
(14:12):
and I have a certainty based on the fact I might be chapters
ahead than the current person who is seeking a better outcome.
And I always tell people, you get hired for your opinion.
And when someone chooses to hireyour services, they're asking
that together you navigate an unknown future.
(14:32):
They don't expect it to be perfect.
They don't expect to have all the answers, but they're relying
on the knowledge and the expertise.
And they've chosen you because of the insights you shared,
which is why do not ever outsource your insight to an
algorithm of a blend of a million other people.
You're going to go right back tothe sea of sameness.
And so I want to ask you, how have you, because you've got 2
(14:55):
successful books, Congratulations on the most
recent publication, 2 successfulbooks right now.
How do you hold your own opinionwhen everybody is there to
influence you away from it? You know, this is one of those
gut check things because I thinkhow we show up authentically and
(15:18):
with authenticity is a is just as an important business asset
as the opinions or insights thatwe bring to the table.
And because that is a powerful thing.
You know, when when you encounter someone who is a
compelling personal story that has gotten them to where they
want to go. And that's coupled with the
insights that they bring. And that is a potent combination
(15:40):
of potent set of chemistry that influences you to choose them.
And so we, but yet so often times were taught to doubt or to
question ourselves and, and question our authenticity.
But the thing that helps me staytrue to being, you know,
authentic and, and who I'm trying to be and who I'm trying
to show up with in every way that I can, is simply realizing
(16:01):
that, you know, my, the greatestgift I can give to someone is
the gift of myself. And I'm not putting on any
narcissistic way that I'm anything, you know?
Where you contribute uniquely, make sure you do that.
Yeah, I, I have a unique set of backgrounds that enables me to
see things in ways that other people don't.
You know, as someone who's literally read thousands and
(16:23):
thousands of applications of people trying to tell me stories
to influence them to choose me, right, That influence me to
choose them. I can.
I've seen things that most people overlook.
And it's that background that has enabled me to identify
trends and habits that a lot of people overlook.
Now other people have other gifts, and I think it's
important to to avail yourself of the abilities and gifts.
(16:43):
Well, you know other people, butthere's a secret sauce, and that
secret sauce is unique and it gets the results.
And it has thus far. The most powerful question to
that that gut Check my peeps here in our audience.
Sounds good. Is it true?
Is it true for who I am when I look in the mirror?
(17:03):
And it is important we take thattime to do that because when
we're spinning and the world is asking for sound bites, it's
easy to trip and give them an instinct, but not in certainty.
And the truth always outs. So I want to ask you, because
you have been a fabulous guest with us here, I want to know
what's working for you to amplify your message.
(17:26):
How are you finding clients right now to serve to help them
create choice and influence in equal measure?
Absolutely. Uh, referrals right now are the
main thing that's really growingmy business, really serving
people and then empowering them to go and tell my story when I'm
not in the room. I believe that one of the most
(17:47):
important conversations in business happens between someone
I have just served and someone Icould potentially serve when I'm
not there, right? And so how am I empowering the
people that I'm just serving now, my current clients, how
empowering them to tell my storywhen I'm not there.
And that's been a key thing because then when they're people
out telling my story and about the service that I'm able to
(18:09):
provide them to others, that is a warm lead that I don't have to
work as hard for. And that when they reach out to
me and have a conversation, I know that they have been
prepared with the narrative and I've prepared other people to
tell on my behalf. And that makes those sales
conversations go a lot smoother.And in fact, the majority of the
growth of my business is coming 100% from referrals at the
(18:30):
moment. And and talking with former
people that I have served after offering additional value,
sharing them, you know the new concepts that are in the book
and how it could be most implemented and helpful for them
that is turning into more and more opportunities.
What's important to make referrals effective?
Guys pay attention, he just said.
I am influencing their narrativeand I'm equipping them to talk
(18:52):
well in a way that leads to trust, authenticity and a
confident solution to the problem the next client is
seeking. Love this on every level.
So tell us, how do we find you? How do we get these books that
we have been hearing about today?
How do we know more about your services?
Absolutely. By websites, the Christian,
(19:12):
hansen.com. Also, I'm really active on
LinkedIn. I have a weekly newsletter of
original content that I see and that I write about, you know,
how to become more influential and how to increase your
success. And it's, you know, stories that
I see and witness in the research that can help you do
that. So feel free to join my
newsletter. It's completely free on
LinkedIn. You can find me if you write
(19:33):
Christian Hanson influence on the LinkedIn search bar, then we
can easily connect there. And again, my website is at the
Christian hansen.com. This guy in your.
Network and the books are also available on Amazon and Audible
as well. So 2 tasks, my friends.
One, go connect to the ChristianHansen, find him on LinkedIn,
(19:56):
download his book and tell you how you're using that tool to
create big ripples of impact. I think that's an awesome,
awesome way to take action at a today's episode on here on
amplifier marketing message Christian.
Thank you for being our guest. Thank you so much, Christine.
It's been an honor to be here. Absolutely, guys, make sure you
stick around, grab your resources and we will see you on
(20:17):
our next episode. Take care.
Everybody brings a unique perspective, a unique attribute,
and your ultimate competitive advantage comes down to the
person you're looking at in the mirror.
So today, I'm super excited to introduce you a guest today
who's going to talk about how doyou influence other human beings
to see you as the human being. That is a safe bet and the
(00:27):
person to choose. Give a very warm welcome to our
guest today, Mr. Christian Hanson.
Welcome to the show. Thank you so much, Christine.
It's an honor to be here. I'm super excited to have this
conversation. You and I have played in the
world playground, connecting to human beings, working in places
and with cultures that are not our own.
Yes. And yet there's a common theme.
(00:49):
Everybody wants to be the personchosen at recess.
So talk to us where your story begins and how you got to be the
guy who built a system to help people get influence and be
chosen. You know, it's kind of funny
because I never saw myself arriving here as an
entrepreneur, but I, I got my start in higher education
(01:10):
admissions. And so as I was the guy reading
and interviewing thousands and thousands of applications,
realize that I had a front row seat at learning something that
most people don't ever get the chance to learn.
And that is how do you stand out?
What works right? And I started to notice
patterns, habits and techniques that master communicators were
using, whether they knew it or not, that made them stand out.
(01:34):
And so overtime, as my career progressed in running MBA
programs and running HR programsoverseas, and then also working
in ultra high net worth finance,these same principles kept
coming up again and again of howgreat people and great
communicators stand out. So I wrote a book about it.
It's called The Influence Mindset, The Art and science of
(01:55):
Getting people to choose you. And it digs into this key thing
that essentially our brains are wired to pay attention to
certain things. And if you simply learn how to
communicate in ways that the brain is predisposed to pay
attention to, then you're going to stand out.
And the book was a #1 bestsellerand LinkedIn put it in their top
ten list for books on marketing,which is ultimately what I love
(02:16):
helping, you know, companies andbusinesses do, you know, love
walking alongside them, helping them shift their language in
such a way that it makes them stand out and be the obvious
choice in a really crowded marketplace.
But I love about where you have come from because we were
chatting before we came on screen, is that this isn't AI
enabled, this isn't patterns that you went to the shortcut
(02:37):
everybody's going to now, which is actually leading you to the
sea of sameness and not in fact standing out.
What was the first clue you had about these tips, these unique
things that the highly successful set started with?
Yeah. You know, it's interesting
because, you know, I remember specifically sitting in, you
(03:01):
know, an admissions committee meeting and an essay was pulled
up and, like, it was Friday. We were all tired.
And, you know, we're kind of thegroup of people that you think
would drink pickle juice to ruineveryone's day.
You know, that's what we do. And we are denying students
left, right and centre. But then there is this one
application that just came up right?
And there was something in how the student wrote something, how
(03:21):
they presented themselves something, how they made this
difference. And I watched as all the, you
know, the Grinches hearts in therooms, you know, spread the 10
sizes, their size and everyone'slike, we need to have this
student. Now.
The grades the student had were OK, right?
And the GPA not nothing was remarkable, but isn't how this
should have presented them. Like, So what just happened As
(03:42):
my colleagues all left, I then took that application and began
to study it and go, what are thethings that are working here?
Later, I actually had a very good friend of mine who found
out he had a congenital disease that he, he couldn't be a
chiropractor anymore. And he called me up.
He's like, I, I need to make a career change.
(04:03):
So as I was chatting with him, Isaid, you know, I think an MBA
would be a really good fit. And at the time I was running an
MBA program and I said, I want to teach you what these
strategies are. OK.
And as you apply to our program,I don't want to touch your
application. I'm not going to acknowledge
you. I'm not going to get involved in
any way. But six weeks later, after I'd
kind of trained and worked with him on these ideas, I watched
has one of my colleagues broughtup his application and said,
(04:25):
this guy, he's a chiropractor applying to an MBA program.
And his responses were amazing. And I watched as they started to
repeat all the key points that my best friend had said that I,
you know, coach them had to think in that different way.
And that's when I realized, as they all said, we're going to
admit this person, even though we would never have admitted
another person like him, But he was able to explain and position
(04:46):
himself so well. We think he'll do very, you
know, he'll be very successful here.
That's when I realized, OK, maybe I found some lightning in
a bottle and I need to share other share this with others.
I love it. We all bring something very
unique and it is up to us to also write that story and that's
what I hear in your example herewith your chiropractor person.
(05:06):
They could have been great on paper, but they had to
influence. Let's talk about that word
influence, because I think we get it everywhere from
influencers to be a person of influence to something that I
think is talked about so much but is not maybe commonly
defined. How do you define influence?
(05:30):
Influence as when two things occur that when you are able to
establish your competence and create connection with another
person, you have just influencedthem to choose you prior to
perceive you as more in advantageous than others.
We got to remember that people don't choose or reject you, they
choose or reject their perception of you and your words
(05:51):
and behaviors that you provide them are the materials that
people use to create their perceptions.
Now, we also need to understand,though, that our brains are
wired to, you know, ensure our survival.
And if my brain is wired to pay attention to things that help me
survive, that means your brain is too.
And yet in sales situations, ourinsecure brain sometimes hops up
(06:12):
and takes control, and it makes us feel great.
But I'm overlooking your needs at the same time.
So how can I intentionally put back my own insecure brain needs
and reinvest the energy into focusing that I'm helping your
brain feel like it's increasing its chances for survival.
And that's one of the key thingsthat I think when you're able to
(06:33):
establish competence and connection and focus on ways
you're helping the other person truly get to where they want to
go and not just, you know, have yourself say things, helps you
feel better. That's how you can create
influence in a way that influences people to choose you.
I love that this is too directional because connection
cannot be created on one side. It can be stirred, it can be
(06:56):
emoted, but it must have a receptive side.
And you call it the squirrel brain because you know, we talk.
Well, the biology of our own safety can lead us into some
unfortunate not serving communication patterns.
How do we stop that? You know, so I've discovered
(07:18):
that there are 7 EQ or emotionalintelligence brain hacks that if
you use these, it helps, you know, give your brain a chew
toy, have it sit in the corner, right?
So it's not getting in the way. So you can focus on other
people. So one of the things that I
train people how to do, for example, one of the EQ brain
hacks is, you know, first of all, when you ask your brain a
(07:39):
question, it helps it focus in the area that you wanted to.
So the person that controls the questions controls the
conversation. And that especially is relevant
with your brain. So one of the questions that I
like to help people ask themselves in any situation is
this, number one, how can I alsoacknowledge this person's
emotions right now? You may be in a presentation,
(08:00):
you've got your PowerPoint stuff, you have your brochure
with all the facts, figures and achievements that are going to
showcase what you can do. But in that moment as you're
sharing this, all the competencethat you can bring, how can you
also acknowledge this person's emotions right now?
When you do that, that creates that ideal balance of competence
and connection. That creates influence and helps
(08:23):
your brain focus on truly what'smost important.
And one of the ways that you cando that are my four favorite
words to use in conversations. And that is saying something.
It's saying that must have been when someone's talking to simply
reflect back to the point that must have been really hard or
that must have felt incredible. That must have been so amazing,
(08:44):
that must have been so fulfilling.
If you can take the moment to acknowledge their emotions, that
reflecting back the emotion thatthey're expressing to you in
that moment, that is one of those simple ways that helps you
build connection in a way that makes you unforgettable.
I think this is interesting. Connection is one of the things
that I think business owners right now are really struggling
(09:05):
with. Yes, we have really run this
pendulum that the world impostersyndrome is a nice badge of
honor. And I can hide behind
technology. I can hide behind automation.
I can hide behind somebody else's opinion being louder than
my own. And I constantly disrupt that
pattern by saying, just remember, you get hired for your
(09:27):
opinion and you get hired based on your ability to be seen as
human. And we have a lot of people in
the business world who think emotions don't play a role, yes,
or struggle to have learned. While we get they should.
Nobody's teaching this componentof it's OK to have every emotion
(09:48):
you have. None of them are good, none of
them are bad. They just are.
And what they are is transient, truthfully.
So just ride the waves. But for you and your own
experience, how do you take somebody who has that bias, who
has that discomfort that you're saying, gosh, you want me to
open the account of emotions at the table?
How do I take the leap of faith?Because you're saying it's a big
(10:11):
win on the other side. It really is.
We need to understand that that first of all behavior is, you
know, there's the phrase we decide emotionally and then we
justify logically. And we have to understand that,
you know, we are, you know, a problem is not a problem until
someone feels something about it.
(10:33):
OK. And so, you know, there are
things in my life that are not ideal and I need a fix, to be
quite honest. But the things that I'm spending
time and attention on are thingsthat I have feelings associated
with. And so though someone may come
with the reason of why they wantsomething done, I need to
understand that that may be the spear tip, but the shaft of the
(10:56):
spear behind what the driving force as to why they're doing
something are the emotions that they have.
And my ability to identify and respond and anticipate those
emotions are going to give me a competitive edge compared to
those who don't, right? When people reach out to me for
services, I can say things like,Oh yeah, I totally can do that.
That's not a problem. I can provide that value.
(11:18):
Or I can recognize the emotion that they have that they're
trying to be the hero of the story.
They're trying to overcome something, they're frustrated
and they're afraid of the impacts that's going to have in
their life. And so if at the same time, and
I can say I'm here to help you get to where you want to go.
And boy, I really see the difficulty that you've gone
through to get to where you haveand it is amazing to see your
(11:38):
progress. At the same time, I'm
communicating on the 2 levels ofcompetence and connection.
Thing is that if competence plusconnection equals influence, and
competence without connection isjust noise and you're going to
sound just like everybody else, we gotta have that balance.
So we've got influence happening, we're building
(11:58):
connection. But talk to me about this idea
of choice. How do we invite, secure and
recognize when choice is actually happening?
You know, when people are are making the choice, we need to
1st understand what they're whatis the reason behind the choice?
And one of the things is to really be sure you present is
(12:22):
how your value is the obvious choice.
And it is the most likely way that people are going to get to
where they want to go. And what I think the the easiest
habits and strategies of being able to secure that and
influence that is by speaking inwhat I call insight.
Now there's 4 levels of information and I cover this in
my most recent with the influence mindset for sales
(12:43):
acceleration, where essentially there's knowledge, right, then
there's experience, then we haveinsight and we have wisdom.
Now The thing is, is that and when you speak an insight, your
value is perceived to be much more higher than someone who
could only speak in knowledge and experience.
There was a study conducted in 2013 where a management group
assessed I think over about 60,100 thousand employees and
(13:06):
they asked him across the world what is the most important
attribute that a leader needs tohave.
And they discovered that being perceived as a strategic thinker
was major perceived value go up by a factor of almost 50
compared to someone else whose only perceived as being highly
skilled. So my question is when you share
your value, how much of it is talking about how much you know
(13:28):
and how much you've accomplishedversus how much you're able to
help someone use insight and little things so they can
shortcut the way to get to wherethey want to go?
Because when you are help peoplesee you as a strategic thinker,
that you communicate insight, then you're going to be seen as
the obvious choice by nearly a factor of 50 compared to someone
else. So as someone's making that
(13:50):
choice, how can you communicate your value in levels of insight
so they see you as the quicker way and the more secure way of
trying to get to where they wantto go?
Well it comes down to D risking choice.
Yes I share my opinion about what is likely to come.
I'm building from knowledge, I'mbuilding from lived experience
(14:12):
and I have a certainty based on the fact I might be chapters
ahead than the current person who is seeking a better outcome.
And I always tell people, you get hired for your opinion.
And when someone chooses to hireyour services, they're asking
that together you navigate an unknown future.
(14:32):
They don't expect it to be perfect.
They don't expect to have all the answers, but they're relying
on the knowledge and the expertise.
And they've chosen you because of the insights you shared,
which is why do not ever outsource your insight to an
algorithm of a blend of a million other people.
You're going to go right back tothe sea of sameness.
And so I want to ask you, how have you, because you've got 2
(14:55):
successful books, Congratulations on the most
recent publication, 2 successfulbooks right now.
How do you hold your own opinionwhen everybody is there to
influence you away from it? You know, this is one of those
gut check things because I thinkhow we show up authentically and
(15:18):
with authenticity is a is just as an important business asset
as the opinions or insights thatwe bring to the table.
And because that is a powerful thing.
You know, when when you encounter someone who is a
compelling personal story that has gotten them to where they
want to go. And that's coupled with the
insights that they bring. And that is a potent combination
(15:40):
of potent set of chemistry that influences you to choose them.
And so we, but yet so often times were taught to doubt or to
question ourselves and, and question our authenticity.
But the thing that helps me staytrue to being, you know,
authentic and, and who I'm trying to be and who I'm trying
to show up with in every way that I can, is simply realizing
(16:01):
that, you know, my, the greatestgift I can give to someone is
the gift of myself. And I'm not putting on any
narcissistic way that I'm anything, you know?
Where you contribute uniquely, make sure you do that.
Yeah, I, I have a unique set of backgrounds that enables me to
see things in ways that other people don't.
You know, as someone who's literally read thousands and
(16:23):
thousands of applications of people trying to tell me stories
to influence them to choose me, right, That influence me to
choose them. I can.
I've seen things that most people overlook.
And it's that background that has enabled me to identify
trends and habits that a lot of people overlook.
Now other people have other gifts, and I think it's
important to to avail yourself of the abilities and gifts.
(16:43):
Well, you know other people, butthere's a secret sauce, and that
secret sauce is unique and it gets the results.
And it has thus far. The most powerful question to
that that gut Check my peeps here in our audience.
Sounds good. Is it true?
Is it true for who I am when I look in the mirror?
(17:03):
And it is important we take thattime to do that because when
we're spinning and the world is asking for sound bites, it's
easy to trip and give them an instinct, but not in certainty.
And the truth always outs. So I want to ask you, because
you have been a fabulous guest with us here, I want to know
what's working for you to amplify your message.
(17:26):
How are you finding clients right now to serve to help them
create choice and influence in equal measure?
Absolutely. Uh, referrals right now are the
main thing that's really growingmy business, really serving
people and then empowering them to go and tell my story when I'm
not in the room. I believe that one of the most
(17:47):
important conversations in business happens between someone
I have just served and someone Icould potentially serve when I'm
not there, right? And so how am I empowering the
people that I'm just serving now, my current clients, how
empowering them to tell my storywhen I'm not there.
And that's been a key thing because then when they're people
out telling my story and about the service that I'm able to
(18:09):
provide them to others, that is a warm lead that I don't have to
work as hard for. And that when they reach out to
me and have a conversation, I know that they have been
prepared with the narrative and I've prepared other people to
tell on my behalf. And that makes those sales
conversations go a lot smoother.And in fact, the majority of the
growth of my business is coming 100% from referrals at the
(18:30):
moment. And and talking with former
people that I have served after offering additional value,
sharing them, you know the new concepts that are in the book
and how it could be most implemented and helpful for them
that is turning into more and more opportunities.
What's important to make referrals effective?
Guys pay attention, he just said.
I am influencing their narrativeand I'm equipping them to talk
(18:52):
well in a way that leads to trust, authenticity and a
confident solution to the problem the next client is
seeking. Love this on every level.
So tell us, how do we find you? How do we get these books that
we have been hearing about today?
How do we know more about your services?
Absolutely. By websites, the Christian,
(19:12):
hansen.com. Also, I'm really active on
LinkedIn. I have a weekly newsletter of
original content that I see and that I write about, you know,
how to become more influential and how to increase your
success. And it's, you know, stories that
I see and witness in the research that can help you do
that. So feel free to join my
newsletter. It's completely free on
LinkedIn. You can find me if you write
(19:33):
Christian Hanson influence on the LinkedIn search bar, then we
can easily connect there. And again, my website is at the
Christian hansen.com. This guy in your.
Network and the books are also available on Amazon and Audible
as well. So 2 tasks, my friends.
One, go connect to the ChristianHansen, find him on LinkedIn,
(19:56):
download his book and tell you how you're using that tool to
create big ripples of impact. I think that's an awesome,
awesome way to take action at a today's episode on here on
amplifier marketing message Christian.
Thank you for being our guest. Thank you so much, Christine.
It's been an honor to be here. Absolutely, guys, make sure you
stick around, grab your resources and we will see you on
(20:17):
our next episode. Take care.
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