Hello and welcome to the new mindset hootis podcast. My name is Case Kenney at case.kens.k on

Instagram and this is my weekly podcast where I create short no BS episodes dedicated to helping

you become the person you're meant to be, leave your comfort zone and live a purposeful and

fulfilling life. Let's go.

Thank you. live a purposeful and fulfilling life. Let's go. All right. Welcome to episode 787. Hello, my friend. Welcome to a fresh new episode of New Mindset. Who this, As always, thank you so much for listening. Thank you for supporting me. And today, I want to talk about a way to really tap into human motivation. And I'll start by sharing a very practical way to get people to say yes to you. But this is more than just a tactic or, you know, a negotiation technique.

This is also about you and what motivates you, like you looking in the mirror.

It's really interesting stuff and I'm excited to share it with you.

And it starts with what I think is a really common assumption about how we think about influence, right? How we think about what makes someone say yes, right?

We think that people say yes in a single moment. You ask them to do something, they evaluate it,

and then they decide yes or no in that moment, and it feels clean, it feels transactional.

But I have found, and research supports us, that most meaningful yeses don't happen that way in a confined moment. They are

decided over time, not in a single moment, over time, often over a series of smaller, almost

forgettable, tiny decisions. And the clearest demonstration of this

comes from a classic psychology study, which is known as the foot in the door effect. And the

premise is really simple. It's that people are more likely to agree to a large request if they've

already agreed to a smaller one.

Makes sense.

But it's interesting here, and it bears outlining the research.

In 1966, psychologist Jonathan Friedman and Scott Frazier basically proved this.

They tested it in a way that seems very, very simple.

Basically, they went door to door in a neighborhood, like a suburb, and they asked homeowners there for a small favor. They said, hey, would you be willing to place a small sign in your window promoting safe driving in your neighborhood? Right. It wasn't a huge intrusive thing. It didn't really cost anything. It didn't demand much thought. It was a small thing in your window. Will you do it? It's a good thing. It was the kind of request that most people would agree to without hesitating too much. And they found, of course, that a number of homeowners said yes. But here was the research. Weeks later, the same researchers has returned to those homes, but this time they asked them for something much bigger. Would they be willing to

install a large, unattractive billboard on their front lawn with the same message? And of course,

...