Transcript

Most Replayed Moment: Confidence Can Be Taught! Use These Body Language Cues To Your Advantage!

0:00 Uh About posture. Because that's kind of one way to make yourself Tola. Yeah. Um

0:10 Are there any clues in someone's posture and how important is Sort of. Mm playing with our posture to create a different impression. Yeah, absolutely. Not just not just posture, but uh territory. So I look at posture As you know, when we when we look confident

0:28 The shoulders back. or breathing to me, posture starts with the brain. How calm we are in our breathing. I was again in Valencia at this uh this venue and and uh a lady came up to me and she says, uh you're getting ready to go on the stage. How how can you not be nervous? And I said, Well, I am nervous I'm just hiding it. I'm acting like

0:53 Uh I'm I'm in control, but I've I've learned to do that because you don't want to look like a nervous FBI agent. Trust me. Cool, common and collected. in negotiations Um you don't wanna

1:07 Uh look uh needy. You don't want to look Desperate. Um and at the same time You don't want to come across as

1:20 You're indifferent, and sometimes Th that demeanor, that posture, those gestures, the the totality of it uh has a lot of meaning. Now you have to keep in mind a lot of successful businessmen I'm running into are actually on the spectrum. Right. So the autism spectrum. And so they don't make as much eye contact. They may have behaviors that are irregular. I have one I deal with uh who has Asperger's and so he uh sometimes jerks and so there's a lot of uh discomfort I find from others in reading him, I don't have any problem. I just see it, okay, this is his uh normal behaviors and we get around but you can tell a lot

2:03 uh a about a a a person when you've invested in things you're doing your diligence and you're talking to people Yeah, you can look at the numbers all day long. But you also are looking at the nonverbals and saying uh you know Uh are they communicating confidence or are they communicating uh desire or need or um

2:27 Or any kind of frailty. I I was just reflecting on a few of the interviews I've had recently. We've been interviewing for one particular very, very senior role. Yeah. And there were two final stage candidates. And I was just reflecting as you were saying how One of the final stage candidates. was extremely calm and sat back in their chair and the other one was very much leaning forward. And upon reflection, the second candidate wanted the job a lot more.

2:50 But the first candidate was probably more experienced, more confident, and had higher self worth. And their ability to be so relaxed in that environment. And kind of

3:01 Own the chair. In in my boardroom. Was actually It actually made me kind of Wants them more?

3:09 Because they were signalling to me that they had lots of options. They weren't intimidated, they weren't scared, they weren't nervous about this opportunity. You know, uh that's an interesting observation, Steven. And it's and it's a uh very good that you observe the the discrepancy. One of the things that I look for is what is their role going to be? А I don't mind that somebody is nervous. Um I myself Early on.

3:38 Coming from a humble background was often nervous. I tend to focus On the things that Most organizations Don't

3:51 put into their plan to look for. One of them is problem solving. Give me a list of The problems you have solved. Most quite most

4:04 People when they hire, they never ask that question. They tell you know, I can do Excel, I I know Microsoft, I d that's great. Please tell me what problems you have solved. Uh uh At your last uh job.

4:20 And and you know, how efficiently did you do it? How do you know if they solved the problem or they were on a team? Where someone else solved the problem. Because one of the things that I said you know, look for is is how many instances they tell and how they describe it because here's what's interesting.

4:39 The person who solves the problem goes into the detail and feels the emotion of The person that's telling story. Only conveys it. but doesn't know the emotion that is attached to solving it.

4:55 Mm-hmm. So when you f when that little child finally figures out how to You know, you give'em a trick lock where Would things have to go this way or this way and then the little thing opens. When they come back and tell you that

5:12 You see the gravity define behavior, the arching of the eyebrows, the bright eyes, and saying I solved it. I solved it. I got in there. Yeah, right. The problem the person that's just telling you this story doesn't know the emotion that goes with it. The other thing that you know I I I look for is and they may be nervous or whatever is how good are

5:37 Are they at observing? This is the one question that Um has uh actually saved a lot of companies when I say, Make sure that from now on you ask, How good are you observing? And they'll say, Well observing what?

5:55 Everything that matters. People. Events. Opportunities. Right? If you come to me and say, Well I can code this, okay, that's great.

6:06 But in the position that you're gonna be in, you're gonna be managing people. How good are you uh at observing people? The great thing about companies that that Seek this is Alright, so when you go and you business, you're you go see your subsidiary What are you what are you looking for?

6:27 What are you observing? Well, when I look at the books, uh How about the attitude of the people? Are people content? Are they happy? Or do they all look like they're constipated? I mean, I've been into companies that the minute I walk in, I go, Oh, jeez, you got management problems here. And the guy goes Who did somebody tell you? I I I said well you know, I'd have to be clinically stupid not to recognize

6:51 That all these people are walking around with their heads hung low. That they make no eye contact, nobody they pass each other in the subway and they don't talk to each other? You got management issues here. And it it you know, and it's like they hired for this skill But is that really what you need when you actually need somebody that is a great Um

7:17 Observer. Confidence. Is this something that you're born with, or do you think confidence can be trained into somebody? I think confidence can absolutely be trained. Coming from Cuba where we lost everything, arriving as a refugee, having nothing, and then all of a sudden Uh the FBI asked me to become I'm an I didn't apply to the FBI. The FBI actually came to me and asked me to apply. And then all of a sudden I said are uh are you guys serious?

7:48 Is like Yeah, I'm twenty three years old. You know, I'm barely learning how to shave. And with no confidence whatsoever and they Teach you to be confident.

8:02 You can teach confidence, and what I tell people is The easiest way to learn confidence is to be confident about one Thing. I don't care if it's

8:17 U stack paйперs better than anybody else. I don't care if it's the way you make your You're Bad uh any small

8:30 Thing. Show me that you're confident. Show me that that's better than anybody else's. And the minute you can be confident about one thing. Now you can be confident about Two things.

8:47 And then you can be confident about three things. This nonsense that I often see people say, Well, just come in and be confident. Uh I think that's nonsense. I think you have to learn And your your physiology has to learn to be confident about one thing. You know, with me, I was confident in uh playing football. Okay, I was fast, I could do certain things, I was confident about that. I

9:15 I knew that in basketball I could shoot a three pointer. Okay. confident about that. But not confident about a a a host of other things to be in a room full of executives I remember when I had no confidence. So how do I work on that? You you cannot unless you're a world class actor, you cannot walk into a place and all of a sudden

9:42 pretend you're you're confident. I tell people learn to be confident about one thing and sometimes it's knowledge. I always There is no meeting I go into. that I am not well read on that subject.

10:00 If you want to achieve confidence know everything that you can about a particular subject and that gives you so much great confidence. And I've seen young people come right out of college and they're sitting there, you know, they're their their elbows are in, they're s they're almost mousey looking, they're nervous, they're looking about constantly, they don't know where to look And You know, and I and I tell them. Know your subject.

10:28 Know your subject because the minute they begin to talk about that. They begin to flower and and and change. So So it's competence in a particular area or vertical creates confidence. Which then Kinda permeates. Yes, and and that's what the mil in the you know the military, the like the British military, that's what they they take young people, seventeen, eighteen, nineteen years old.

10:54 And they say, you know, we're gonna Change you into a warrior. Well, how's that? By running. By by getting you to climb up that rope. by doing any number of things where you come can come away and feel uh that confidence.

11:11 You talked in a video that I watched um for Wide about a variety of different ways we can exhibit and be more confidence and show confidence. One of them is really looking at the leaders in your life who are confident. And trying to sort of replicate some of those confident behaviors. Right. Um the other one was

11:29 About your voice. Use a deeper voice and do not rise at the end of the sentence. As if it's a question. Right. So let me talk about those.

11:38 Don't try to reinvent what's successful. A confident person doesn't have to talk fast and doesn't talk high. I I remember the first arrest I made and I said, Stop. This is the FBI. My voice was nobody was gonna stop. Nobody. Nobody. And the guys that were with me said, Joe, you gotta work on your voice. You have to have a command voice. Well, a command voice is down.

12:05 Like Like stop right there. I'll I'll give you an example. You talk to most executives and you say, um No, that's not acceptable. It's too high. No is always sad down.

12:20 No. Are we are we gonna No. That sounds like a complete sentence. You get you you get them to practice saying no. Absolutely. I d I did it at h you know, for ten years every

12:34 Every February The guy that uh uh Brian Hall who encouraged me to write my one of my books called Louder Than Words Invited me to go to Harvard and I I'll never forget I had a a complete Harvard class. I think there were s uh seventy six students and and I had'em all saying the word No. No.

12:55 No, going lower. He had stepped out of the room. For to to take a call. When he came back, he he he he thought I had a cult going. I said no, Brian. I just I'm teaching them the right way. Because these are gonna be future executives.

13:12 But you don't say No, no, no, no. Yeah. No. No. Now that sounds like a complete sentence.

13:19 No. No. That's not how it's gonna work. And and it's always uh lower. So we work on the words more importantly Uh we work on the on the gestures how much territory you occupy because the territory that you occupy if you're here You're shrivelled.

13:39 Uh you want to you don't wanna be excessive, you don't wanna look like a clown, but you you you wanna have the the space that you're entitled to. And then I think it's very important to learn to speak in cadence. When you speak in cadence, and I do it. Is people listen They have time to process what you're saying, but they can also attach the emotion that goes with it.

14:06 Who spoke in cadence? Churchill. Um Martin Luther King. I have a dream. This nation will rise up.

14:21 Live out the true meaning of its creed. We hold these truths to be self-evident. That all men are created equal. How? Can you imagine if he stood up there and said, I have one dream that one day might it's like who would listen to that?

14:39 But he was a preacher. And he knew how to command an audience. And when Churchill said we will fight them in the air. We will fight the beach. Mr. Fight on the landing ground. We shall fight in the fields.

14:53 And in the streets. We shall fight in the hills. We shall never surrender. The cadence Is

15:02 Наче седуктив. It is Powerful. And a lot of executives don't know how to use it. They just I I I've been to presentations where

15:15 People just let go. They're not even listening to what's being said. And yet somebody begins to talk to them in cadence and says This is our offer. It is not final.

15:29 But for the moment it is our best offer. Now you're paying attention. You're paying attention not just to what I said, but the emotion behind it. That's a lot better. To say, Well, this is not our last offer, but uh you know, we

15:46 Mm. There's a real authority when you slow things down just that little bit and provide the gaps. Which goes back to what I said, who controls Time. Controls. Mm.

16:00 You're establishing control over the theater of the negotiations. They don't teach that. Your hand gestures as well. You've got very complimentary hand gestures to what you're saying.

16:13 Even as you're speaking to me, you just went, Who controls time? Controls. And my fingers are spread out. Establishing how much We care about something when we fear. Our fingers come together and when we fear a lot, our thumbs tuck in.

16:32 I've I've seen people in negotiations give up a lot of information because all of a sudden they they're tucked their thumbs in and say, Okay, they're scared because dogs Tuck their ears in humans tucked their The the hands No matter how dark you are Your hands, the palm of the hands.

16:52 Are very visible. That evolved with us. Because they're expressive. So even in low light we can use our hands to communicate

17:06 The more confident we are, the further our fingers are. I care. Imagine if I said I care about you versus I care about you. It's a big difference. So in the first example you kinda had your fingers together and the second you spread them out. This

17:24 I care about this. And so they potentiate the message. Um en the human brain evolved also to look for the hands. Because the hands, number one Can be used as a weapon, but number two.

17:41 They are also emblematic of the emotions that um that we feel. And eye contact. Yes. Lots been said about eye contact and the importance of it. What should I understand about eye contact confidence? Eye contact in some ways is uh I mean, we could spend uh about forty minutes on it because I and I as a teacher I can tell you because you wanna have good eye contact. For instance, if you're dealing with a woman, you don't want it to go, you know, normal eye contact is here.

18:13 You don't want it going down to here to the breasts. Okay, so you must stay looking at the face, right? So you wanna keep it uh in in the face, but you also don't want to intimidate unless you want to intimidate. Um so you have to uh uh employ things like eye gaze behavior. You have to employ things such as looking away. Now you and I both look away as we're thinking about examples and And and different things. You can use eye contact.

18:42 for uh emphasizing Yeah. Look how often we use eye contact or our eyes to communicate opinions. Maybe with your partner you said, What do you think? And and immediately the look uh he or she may may look at your partner, not yours specifically, but somebody you live with, and they go, Mm. So with our eyes with our eyes, we often give our opinions.

19:09 So in negotiations it's uh it it's an important area. One of the things I think a lot about is about rapport building very, very quickly. You know, someone that does this podcast a lot. I I sometimes overthink it a little bit, especially when I'm meeting people like you, because I'm like, Oh my God, this guy's gonna be reading everything about me and da da da so sometimes I'm like I think I overthink it when I meet someone like your body language expert, someone who's good at behavioral science. Um I wanna talk about rapport building. We actually videoed our interaction today. So when when I walked in. Yeah. And I've got the video here. Let me have a look at this. See if there's we'll put it on the screen for anyone that's watching. But I just want you to analyse my interaction with you when I met you and tell me how it could have been better.

19:53 All right. So first of all you were waiting for me with arms Akimbo, which is I'm in charge, I'm the big guy, and so your arms were here. Yeah, I got it. But yeah. I actually do remember that. I remember thinking get your hands off your fucking hips. No no no. But but but it's fine. This is your domain. I expect this from you in your domain. But one of the things you immediately did was you immediately went around the table And you went forward to shake my hand. Right.

20:26 So one of the things that I say is How much people matter to us is determined by how fast we act. Okay. So the fact that you actually went from there to here and you did it immediately It demonstrates that you care.

20:44 As early as eleven months А бебі рекогніз Individuals or even inanimate objects that care just based on how quickly they move. Towards them or towards them. To do something for them. It's called a pro social act. And babies as young as eleven months recognize that. So this is something that uh I it doesn't surprise me because you've been successful.

21:11 You know, the the success is for me is measured on how well people Yeah. Thank you for the work, appreciate you. Thank you. You're very, very smart. You look like someone who uh Who works in the FBI?

21:25 I uh it's the FBI uniform. This is the Well uh will I be Mike or it's it just this just that one perfect. Okay. Uh this is always a good reminder to me of how old I look now. And uh and uh the only note that I would I would add is I would have remained standing a little longer. Ah, okay. And then made sure that, you know as I'm sitting, then you sit at the same time. Okay, so invite you to sit and sit with you. Rather allow me to all now

22:13 If you can see in that instance I'm actually still over you while you're already uh seated. That is in negotiations That would be as we say Contraindicated. What does that mean? It is it's a no no. It's a big word. It's a big word for Steve. Don't do that. What you just listened to was a most replayed moment from a previous episode. If you want to listen to that full episode, I've linked it down below. Check the description. Thank you.

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