Author Archive | Adam Kornegay

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The Likeability Principle

Have you ever found yourself doing something you didn’t particularly want to do for someone, just because you liked him or her? Over the last several weeks, I’ve been writing about the principles of persuasion outlined by Dr. Robert Cialdini in his book, Influence: The Psychology of Persuasion. Another of his key principles is that we are more willing to say “yes” to someone we know and like.  In fact, this principle is so strong that we will respond positively to someone who simply mentions an individual we know and […]

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The Power of Social Proof

Have you ever been walking down the street in a crowded city and noticed a group of people looking up at a building?  Chances are, you couldn’t help but look up, too, to see what everyone else was looking at.  In fact, you can create this phenomenon yourself by simply stopping and staring up at a fixed object.  Soon, everyone walking past will start to look up as well. Our tendency to go along with what everyone else is doing is identified as “Social Proof” by Dr. Robert Cialdini in […]

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Demonstrating Your Authority

Have you ever noticed that people regard individuals wearing eyeglasses to be smarter than others? On the rare occasions that I wear my eyeglasses, I can regard myself as smarter—at least, when I’m looking in the mirror. It should come as no surprise, then, to learn that Dr. Robert Cialdini (in his book Influence: The Psychology of Persuasion) found that individuals exhibiting the appearance of authority could significantly influence the behavior of those around them. In one piece of research cited by Cialdini, scientists conducted two studies of a 31-year […]

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Harnessing the Power of Commitment and Consistency

In his book, Influence: The Psychology of Persuasion, Robert Cialdini identifies “Commitment and Consistency” as one of six key principles that describe how individuals are influenced by external factors. The principle describes our deep-rooted need to appear consistent to ourselves and to others, and to follow through on our commitments.  Once we have made a choice or taken a stand, we feel psychological pressure to act in a way that is consistent with that commitment. Generally speaking, this is a good thing.  Our economy relies on individuals living up to […]

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My All-Time Favorite Business Book: Influence: The Psychology of Persuasion

The bookshelves in my office overflow with business books.  The usual suspects are there: The Intelligent Investor (Graham), Stocks for Long-Run (Siegel), The Black Swan (Taleb) along with many, many others. Without a doubt, my favorite business book of all time is Influence: The Psychology of Persuasion by Robert Cialdini. Originally published in 1984, it has been revised and reprinted many times since. The book outlines six key principles that describe how individuals are strongly influenced, often subconsciously, by external factors. In my conversations with advisors, they are often fascinated […]

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Telling Your Story with Video

Have you ever read an email from a client or colleague and completely misinterpreted what was being said?  One of the biggest challenges with the written word is that it can be difficult to convey the exact tone and emphasis in the way that the author intended. In our industry, websites and brochures have become the status quo for telling “your story” to prospective clients and centers of influence.  These static landing pages are excellent required resources and serve as the first step taken at the initial indication of interest. […]

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Making Your Profile Stand Out on LinkedIn

Last week we wrote about two key areas to focus on when using LinkedIn: your profile and your connections. In this week’s article, I want to further explore ways to improve your LinkedIn profile. The two most important items on your LinkedIn profile are your photo and your headline. Try this little experiment: log into LinkedIn and in the search box at the very top of the page, type in the name of someone you know (not necessarily someone you are already connected with) but DON’T hit enter. Once you […]

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Hurry Up and Reflect

December is always an interesting time for advisors. Often, it’s a race against the clock to finish that last project or piece of business before year-end. We know an advisor who received a client request to open THIRTEEN new accounts for gifting purposes on New Year’s Eve. Naturally, the CSA had taken a vacation day (use it or lose it!), so you can imagine the kind of day that advisor had! With New Year’s Eve less than two weeks away, we hope you and your clients are fully prepared and have already […]

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Abundance or Scarcity?

A guest post by Adam Kornegay I once had a co-worker who lived in one of those neighborhoods where everyone went all-out for holidays.  One year, she invited me over to help pass out Halloween candy.  When I got there, I learned that she had bought 25 bags of candy! When the first kids arrived, I grabbed a handful to give to each of them.  Immediately I was chastised, “One piece per kid, Adam!”  I couldn’t believe it.  We had over 450 pieces of candy. Just one?  While I was […]

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