0:11 before we start I needed to pay close
0:16 attention I'm gonna need you to pay
0:18 close attention I'm gonna use sleight of
0:21 hand to switch some hearts let's start
0:51 [Music]
1:01 so how many switches did you see did you
1:05 see six card switches if you said six
1:08 you'd be right but did you happen to
1:09 catch the other things we've switched
1:12 for instance now Mar in a suit and my
1:13 card to blue my furnitures gone and
1:15 everything behind me is switched while
1:17 you are focused on watching me change
1:19 the cards my team was changing
1:30 everything else clear it's evil I'm
1:31 sorry we're all blind
1:34 that's called inattentional blindness or
1:37 change blindness we're all affected by
1:39 it and that's we're gonna talk about
1:43 today I'm rich Ferguson I'm a magician
1:45 you might know me as a magician but I
1:47 bet you didn't know that I didn't learn
1:48 to read until I was 11 years old and
1:50 that gave me a very deep appreciation
1:52 for human behavior and today I'm gonna
1:55 share my greatest secret with you which
1:57 is crazy because I say magicians don't
1:58 share their secrets so I don't know if
2:00 there's anyone in the Union here but no huh
2:01 huh
2:02 but I'm gonna be sharing with you more
2:05 of a life skill how to read human
2:07 behavior so you can use it to apply it
2:09 in cells communications hiring fire
2:12 negotiations poker anything where there
2:13 is a situation where there's something
2:16 on the line a stress factor or a
2:18 situation where someone might not tell
2:21 you the full truth but before we start I
2:23 thought we'd play a little game I want
2:26 you all to close your eyes for just a
2:28 second all of you close your eyes I've
2:30 been up here Cup been up here in front
2:32 of it for a couple minutes imagine what
2:34 I'm wearing but specifically imagine my
2:38 tie is it dotted or is it striped I
2:42 imagine what color it is now open your
2:45 eyes now a few of you probably got it
2:46 right but some of you might have been
2:48 led astray by what I was saying
2:50 of course it's black I'm a magician it's
2:52 required by the Union all right not a
2:55 big deal but before we get into the
2:57 whole program I have to give you a
3:01 warning body language and influence go
3:04 hand-in-hand but you can't try to
3:05 influence somebody when it comes to
3:07 cells or negotiations or anything like
3:09 that without observing first so the
3:11 first rule of in
3:13 and persuasion is you must observe
3:16 details and clues before you push your
3:18 agenda otherwise you're just a cheesy
3:20 salesman and you're just pushing your
3:21 thing on them without any regard to
3:23 their nieve their fears their beliefs or
3:26 whatever so we're gonna start with human
3:27 behavior from a body language standpoint
3:30 but since we're at a college and were at
3:31 this beautiful place I thought I would
3:35 give you a pop quiz that's I can see the
3:37 stress on some faces already and say you
3:38 could trust me I'm a magician it's okay
3:42 maybe not so quiz number one do is a
3:44 person lying if they look up to the
3:48 right you've heard that a lot right it's
3:50 very common knowledge but it's not true
3:52 they keep you looking at a lot of things
3:53 they they could be look at those balloons
3:53 balloons
3:56 there's no balloons he looked you
3:58 totally looked like you I knew it
4:00 there's a lot of reasons people could
4:02 look that way but more importantly the
4:04 real takeaway here is you haven't
4:06 baselined this person you don't know how
4:07 they tick normally maybe they're
4:09 left-handed maybe they're right brain
4:11 dominant you don't know if that's where
4:12 they look when they lie or if that's
4:14 where they look to fabricate information
4:17 you don't know so if it's commonly known
4:18 that someone looks to the right and
4:19 they're lying
4:21 well did it make sense if they look to
4:22 the left they're always telling the truth
4:22 truth
4:24 no you can you don't have context you
4:26 don't know them so the real secret to
4:28 body language is evaluate in a person
4:29 and understanding their baseline before
4:31 you make a judgment call because if you
4:33 make a judgment call and call somebody
4:35 out on something like oh why you touch
4:36 and you're likely are you nervous
4:38 well now that says more about me is me
4:40 projecting than it does about the person
4:42 so I always be careful on that now if
4:45 someone's staring directly at you this
4:47 is very common of compulsive liars
4:49 be very careful know what does that mean
4:51 are they lying no it could mean a lot of
4:53 things one it could just be how they are
4:56 socially - it could be they may be if
4:58 they're in love maybe they're awestruck
5:00 or maybe they're just lying to you who
5:02 knows so when you go home tonight if
5:05 your significant other is staring at you
5:07 a lot they might be lying to you or they
5:09 might love you I don't know the answer
5:11 the fact is we don't have context I
5:12 don't want y'all going home and fighting
5:14 now all right you don't have context it
5:16 really comes down to context and more
5:18 importantly though win-win does the
5:21 shift of behavior happen that's key the
5:22 fact that they're in a certain position
5:25 means nothing this all comes
5:26 all this ice stuff comes down to the
5:28 visual auditory regions of the brain
5:31 over 25% of our brain is entirely
5:34 devoted to vision alone and another 25
5:36 is loosely related to vision so it's a
5:37 lot of your brain devoted to this so it
5:38 makes sense that your eyes might track
5:41 when I'm researching information from my
5:43 database versus me fabricating it
5:45 because I'm a certain dominant in my
5:46 brain arm right hand it's stuff like
5:48 that so you can't base on you can't take
5:50 this information and say oh someone is
5:51 lying because they looked away there's a
5:53 lot of reasons they might test number
5:56 two what's it mean if somebody's arms
5:56 are crossed
5:59 are they disinterested or are they not
6:02 listening to you you know that's the
6:03 common thing you might think when it
6:05 comes to human behavior but this is just
6:06 a snapshot we don't know why this
6:08 person's like this if you came across
6:10 this person and their arms are crossed
6:13 it means nothing to you because you
6:14 didn't do it now if you're trying to
6:16 sell them something you might want to
6:18 get them out of this state because they
6:19 will be more receptive to information if
6:21 you can remove them from that state
6:25 however if they're like this and you say
6:27 yeah the price is $13.99 I go oh really
6:29 and they've crossed their arms now you
6:31 have great Intel and that's what we're
6:32 talking about we're talking about the
6:35 win this is a great one is the person on
6:37 the left or the right more confident and
6:40 receptive to information now a casual
6:42 observation might say well you know the
6:44 person on the right here he's leaning
6:46 back he's comfortable his legs are
6:48 crossed he's got a smile on his face
6:50 of course he's the one I want to talk to
6:52 and you'd be dead wrong let me tell you
6:56 why the person on the left is doing a
6:57 couple things you might not be aware of
6:59 and this all comes down to subconscious
7:02 behavior this is key to reading people
7:03 and gathering Intel for you to create
7:05 your best strategy and success for sales
7:09 on the right his legs are apart that's a
7:12 very confident position now it's
7:13 different if he's next to you at a poker
7:15 player and he's got his legs open and
7:17 he's taking up your personal space now
7:19 its dominance that's far different from
7:20 confidence and it's sometimes very
7:24 misconstrued unfortunately he's also
7:27 sitting forward he's engaged another
7:28 subconscious sign of engagement he made
7:31 it not even know he's doing it but most
7:33 importantly the two things you're gonna
7:35 notice here is on the on the left his
7:38 thumbs are up and on the right his thumbs
7:38 thumbs
7:41 down and that's a really strong sign of
7:43 engagement and interest in what's going
7:46 on on the right his thumbs are down his
7:47 legs are crossed he's leaning back all
7:50 out of comforting himself he's very
7:51 nervous and he's not digging what he's
7:53 hearing and you might see that face he's
7:55 smiling that's out of nerve nervous
7:57 tension released because he's nervous
8:00 with the situation but then again I just
8:01 made all that up because these are
8:02 snapshots we don't have the context but
8:05 if it went from here to there I know
8:08 exactly what it means and that's the key
8:12 now I'm playing poker it's my turn to
8:16 play it's not his turn to bet yet yet
8:18 he's already mad dogging me he's already
8:20 got his hands on his chips what does
8:23 this mean and who's got the best hand
8:27 most evaluate it for a second well I can
8:28 observe a couple things right now
8:32 one he's playing his the magician duh
8:33 well I don't know why he's doing that
8:35 he's gonna lose his money I can change
8:39 the cards so that's that but moving on
8:41 to body language there's a couple things
8:44 you might notice one I'm wearing the
8:46 radiant wedding ring he's not what's
8:48 that tell you I have someone to answer
8:50 to when I go home he doesn't so he might
8:52 play a little looser and more
8:54 aggressively take some risk that's just
8:55 something to observe has nothing to do
8:57 with body language but it is all about
8:59 clues and assessing the whole package
9:02 couple things you might want to know
9:05 he's mad dogging me he knows he's doing
9:08 that he's consciously doing it and when
9:11 it comes to conscious acting under a
9:12 situation when there's a stress stimulus
9:14 not just in general life but when
9:16 there's something on the line you can
9:17 just bet the opposite of what he's
9:19 trying to portray so that alone tells me
9:20 his card - probably no good he's just
9:24 trying to steal some money - early in
9:26 the hand I'm holding my cards because
9:28 they're valuable to me you've heard walk
9:29 down the street and you see something
9:30 kind of weird going on here let me just
9:32 feel for your wallet you always protect
9:34 what's valuable to you and it's a lot of
9:35 times sub conscious and subconscious
9:38 signs are key to this stuff he's not
9:39 protecting his cards you've already been
9:41 thrown out on the table now let's look
9:44 at motive if his cards were so great and
9:47 he was he's got the winning hand why
9:49 would he do things to intimidate me to
9:53 scare me from giving him more money he
9:55 test number five
9:58 who's telling you less or more than they
10:01 should what's going on here somebody
10:04 knows more let's see how can I tell you
10:07 this have you ever encountered a time in
10:09 your life where you're talking to a
10:10 young child and a couple of their
10:14 friends and you already know the truth
10:15 like who broke something and then you've
10:17 pin them down you're like Johnny did you
10:20 break that vase and you're met with this
10:24 I don't know well I was playing with
10:25 Kathy and she was playing with the ball
10:27 and then it's just a whole lot of
10:29 talking and filler right one shoulder
10:31 shrugs mean they literally are telling
10:35 you half the story put your shoulder
10:38 down sir okay what message is being sent
10:39 here this is a perfect slide to
10:41 demonstrate that other items can be an
10:43 extension of your body language here a
10:45 woman is shaking my hand but it's very
10:47 delicate her fist is not in there sister
10:48 finger tips very timid but she's also
10:50 confirmed this timidness by bringing up
10:52 an item between us that's called
10:54 blocking that lets me know in this
10:56 particular environment or the setting or
10:58 something we said is causing her to be
10:59 very fearful of it so I want to get her
11:03 out of this position if I want her to be
11:07 receptive to information this is my
11:10 favorite slide because it shows how you
11:13 can project or miss read somebody based
11:15 on just a snapshot in life you walk into
11:16 a situation you see someone doing
11:18 something I you so nervous
11:19 bad thing to do because you don't have
11:21 the context so here's a situation this
11:23 tall good-looking dude shaking my hand
11:26 his hands on top very dominating kind of
11:27 position to be in
11:30 he's bigger than me he's tall he's
11:32 good-looking he's tan what's he got to
11:34 be intimidated by you know he doesn't
11:35 need to be dominating oh what's the hair
11:39 that's what it is it's no sorry uh but
11:41 let's evaluate this I'm gonna give you
11:44 two scenarios they end up in this exact
11:48 same shot one let's say I put my hand
11:50 out neutral like this to shake his hand
11:51 at a business meeting where everything
11:53 should be neutral and fair it's a fair
11:55 playing field we should start off
11:57 neutral and be open to information to
11:58 each other I put out my hand nice to
12:01 meet you and he turns my hand and brings
12:03 it toward him and squeezes it hard he's
12:05 trying to dominate me I can tell you
12:06 right then and there
12:07 he's not gonna care what I got to say
12:10 it's all about his agenda so what can I
12:11 do I'm a magician
12:14 I could do lots of stuff one his pockets
12:15 unprotected I could skill stuff you
12:17 can't even see it right I don't suggest
12:20 to do that from a body linguist
12:21 standpoint here's what you could do
12:24 he's got the control I simply invade his
12:25 space and put my hand on top just like a
12:28 politician and guess what I just did I
12:29 invaded his space letting him know
12:31 subconsciously that's all under the in
12:32 the back of the brain he doesn't even
12:34 know I've done it but the vibe sent is
12:35 I'm in control now
12:38 thanks for trying it's very cool but
12:40 that's not what happened here that's not
12:41 what happened cuz I'm a professional
12:43 observer I already knew where I stood
12:45 with this guy here he calmly seven-foot
12:47 tall he's good-looking I'm like okay I
12:51 got this guy's number I offered my hand
12:54 face up I offered it that way and that's
12:56 how I got to this scenario so it gave
12:58 him the illusion of comfort and control
13:00 because I'm sneaky that way
13:02 so the strategy of body language is very
13:04 simple first you identify if there is a
13:07 shift of behavior or not and then decide
13:08 what you're to do with that information
13:09 that's completely up to you if we had
13:11 two hours to talk about it we can talk
13:14 about strategy so now you've passed the
13:16 quiz do you feel safe you feel good now
13:17 no stress you I'm gonna judge you and
13:19 not gonna grade you now you've met the
13:22 peer go career prerequisite for my super
13:24 secret flow chart and the one thing
13:26 you're gonna take away from date today
13:29 is subconscious tells I'm gonna train
13:30 you to look for those and ignore
13:32 everything else because they're always
13:34 accurate they always tell the truth and
13:37 they are awesome so here's what we're
13:38 gonna do we're gonna stick on here for a
13:41 couple minutes think about reading a
13:43 person you walk into a situation only
13:47 two things can happen one they're
13:50 already in that position or two you put
13:51 him in that position so let's just go
13:52 through this we're gonna start with the
13:54 static side the static side is
13:56 interesting because you come across a
14:00 person who is already in a position you
14:02 don't know why they're there so you
14:04 don't have context and then also you
14:06 need multiple indicators you need other
14:09 clues to tell you what's really going on
14:11 so you're going to be left with a vague
14:13 outcome that's not actionable
14:15 information now I have to back up for a second
14:17 second
14:19 it's really important to understand this
14:22 pertains entirely to situations where
14:24 there's a stress factor and when there's
14:26 something on the line that someone may
14:27 not be telling you the full truth very
14:30 important because on the static side you
14:31 could of course just go up to your
14:33 girlfriend pick oh why are you sad and
14:35 they'll tell you this is under a
14:36 situation where there's negotiations or
14:39 poker or hiring or firing this is
14:42 different so when it's side of static
14:45 behavior you don't know anything so it
14:46 doesn't leave you with actionable
14:48 information now let's go to the shift
14:50 side this is the world I live in as a
14:53 magician on the shift side only two
14:55 things are gonna happen either it's
14:57 conscious behaviors or subconscious
15:00 behaviors if it's conscious behaviors
15:01 you know they're doing it they're
15:02 thinking about it just like the poker
15:05 player they know they're doing that but
15:06 they don't know they're holding their
15:09 cards tighter or looser or moving their
15:10 feet so that's the difference between
15:11 hundreds of conscious and subconscious
15:14 so on the conscious side only two things
15:16 are gonna happen it's either gonna be
15:18 natural and honest and all the other
15:21 clues also support that or there's gonna
15:22 be overacting for instance you're
15:24 selling something to somebody and you
15:25 finally hit him with the price that's
15:26 gonna be thirteen thousand five hundred
15:28 dollars for this used car and the oh
15:30 yeah you know and they're their feet
15:31 retreat their thumbs are teeth across
15:33 their arms everything about them says oh
15:36 no red flag but their face lights up oh
15:38 that's great you know I'm talking to my
15:40 wife tomorrow we got three other cars
15:41 we're looking at but yes you're my man
15:43 let me call you tomorrow all that's
15:45 acting and it's overacting and you can
15:47 read it simply if you can compare it to
15:48 subconscious pills because the
15:50 subconscious tells are always correct
15:52 they never lie because the person
15:54 doesn't know they're doing it that's why
15:55 I want you to focus on the subconscious
15:59 tale so if there's acting involved under
16:01 a stress situation go with the opposite
16:03 and you're most likely gonna be correct
16:05 it's very counterintuitive but that is
16:07 how it works if it's natural it's
16:10 probably true either way it leads to
16:12 actionable information information you
16:13 could take to build your strategy to
16:15 improve increase your sales or whatever
16:18 it might be now on the subconscious side
16:20 of things and this is the one thing I
16:22 want you to take away with today that is
16:25 just awesome they always tell the truth
16:27 they never lie they don't know they're
16:29 doing it think of the power and the gold
16:30 of that right there
16:32 so a subconscious tell Abby I have
16:33 playing poker with somebody let's say
16:36 the cards are dealt they look at him and
16:37 they just subtly shift up a little bit
16:39 they might as well tell me their cards
16:41 are great or if you're dating somebody
16:42 and they're like oh you know that sounds
16:43 great we should go out again tomorrow
16:45 but you see their feet retreat and crook
16:46 around the corners of their chairs out
16:49 of comfort they're just saying stuff but
16:51 what they really feel is I'm done if
16:53 you're selling something and you see
16:55 some of his hands retreat or their hands
16:56 go in their pockets and their thumbs disappear
16:57 disappear
17:00 thumbs disappearing big sign of no good
17:03 so you're looking for sub-conscious
17:06 tells they always are accurate and that
17:08 is the key to success of reading people
17:11 in magic in life so the golden rules of
17:13 body language are very simple I'm
17:16 possessive posture or gesture means very
17:19 very little without context subconscious
17:22 signs are almost always true in
17:24 conscious signs when there's that acting
17:28 involved or almost always false so I'm
17:29 gonna leave with a couple more ideas
17:32 here that go beyond this because we're
17:33 talking about reading other people
17:36 taking advantage of situations selling
17:38 to them negotiating with them but you
17:39 have to stop and realize you're only
17:41 half the equation right there because
17:43 what about you so now we have to
17:44 evaluate ourselves so here's just an
17:47 example what message is being sent here
17:49 here's a woman at a business mixer let's
17:51 say she's got a fistful of business
17:54 cards we are sure she might not have a
17:56 purse on her she may not have an outfit
17:57 that has pockets so she's got this
18:00 fistful of business cards out of just
18:02 the situation but the message sent
18:04 subconsciously to the other person is
18:06 still the same so you have to be careful
18:08 of what message you're unintentionally
18:10 sending so in this case it looks like
18:12 she's this there to hand out her cards
18:13 and she doesn't care what you have to
18:15 say it's a very dangerous thing to do
18:17 now in this situation who here has a
18:20 desk lots of us have desks have you ever
18:22 sat on the customer side of your desk
18:25 what messages are being sent is it
18:27 intimidating or dominating what's woody
18:29 what does it feel like well in this
18:31 situation here here's this guy on the
18:33 other side of my desk who maybe I'm
18:34 trying to negotiate with I want him to
18:36 open up I want him to be receptive to my
18:39 information but he's gonna be 25% less
18:41 receptive to my information if there's
18:42 junk in the way and it's blocking him
18:44 off and making him feel less secure
18:47 than me it's not an equal battlefield so
18:48 what you want to do is clear your junk
18:49 away and sit on the other side of your
18:51 desk and look at it and go does this
18:53 feel inviting or just get up and leave
18:56 your desk or better yet if you want to
18:57 push this person into a corner and this
18:58 is your objective then by all means
19:05 there's so much more I can say but I
19:10 just hope that I've helped just expand
19:11 your horizons when it comes to body
19:13 language especially subconscious tails
19:16 because they are gold my name is rich
19:18 Ferguson and I have one last thing to
19:20 ask you
19:22 keep your eyes open this time but just
19:33 [Applause] you
