people don't like incongruency they don't like incongruency in life and they surely don't like

incongruency within the people that they're interacting with because incongruency means that

something is wrong something is off something is out of line and at that point the walls go back up

the defensive comes back in, and the deals are

done. And not done as in, good to go. Done as in. We're done talking about this.

Welcome to the Waste No Day podcast, a podcast specifically for and about the home services industry as it relates to

plumbing, heating, air conditioning, and electrical. More than a podcast, Waste No Day is a credo,

a determination, a mindset. It is a never-ending discipline. It is a refuse to lose pursuit. It is a

wake-up call every morning to waste no day. Now here's your

host, Brian Burton and Nate Minnick.

Hey, welcome to another episode of the Waste No Day podcast, your host, Nate and Brian,

hanging out with you again. Looking forward to a great episode. This time we're going to be talking

about tactical trust and influence. It's an intriguing title. Brian, thanks for coming up with that.

Looking forward to it. It's going to be a little bit of a summary of some previous episodes,

or we're going to bring it forward to today, and we are going to re-examine some things that maybe you're not doing anymore, or maybe you never have been to begin with. It's going to be a good and interesting show. We're looking forward to it. It's going to be just the two of us today, although we're going to invite some guests from Christmas past to join us, perhaps

in spirit more than in actuality, but it should be good either way. And we'll look forward to that

content here in a minute. Before we do, though, we're going to have an introduction to kick it off,

and we're going to turn to our quote master Brian to get started. Author of influence and

persuasion and head of psychology at Arizona State University,

Dr. Robert Chaldini, Bob, as we call him, said, you cannot persuade.

Yes.

Influence, sorry.

...