Hey everyone and welcome to our throwback episode. In our throwback episodes, we are reintroducing you to some of our most popular episodes.

This is great for new listeners who want to learn more about the work we've done in the past, and it's a great refresher if you've been a listener for a long time.

Enjoy. I have been in the insurance industry now for more than 30 years, and about 15 years ago

came across the information that we'll be talking about today when I saw a video of Robert

Chaldeini presenting at Stanford, and it really appealed to an analytical part of me because

it's all based in science. And state

would have it because of that video and some comments that were made about it. I ended up getting

in touch with Robert Chaldeney's organization and he was a guest speaker at state auto insurance

in the summer of 2004. And I went through his two-day workshop and stayed on top of my boss here at work

and said, I need to get certified in this. And that happened in 2008. And here I am today,

blogging, writing, training, coaching around the principles of influence. Fantastic. And so what are

those key influence or the seven keys to influence, according to Chaldeen?

Well, most people are familiar with what they call the six principles of influence.

And there's a seventh principle that he recently introduced when he wrote a book called pre-suasion

that came out in the fall. So let me first talk about the six principles that many people

are familiar with and then we'll

touch on the seventh.

So these principles of influence that Robert Chaldeini talks about have been around as long as

human beings have been around.

And what Robert Chaldeini did was to put the framework around them that people could really

grasp it and go, oh, I get it.

So he defined six principles of influence that guide a tremendous amount of human behavior. And I'll give a quick

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