Latest / King Dems Podcast | Growth Mindset, Leadership, AI and Business Insights / AI, Nonverbal Intelligence & High-Ticket Sales w/ Dr. Tatiana Teppoeva

Transcript

AI, Nonverbal Intelligence & High-Ticket Sales w/ Dr. Tatiana Teppoeva · King Dems Podcast | Growth Mindset, Leadership, AI and Business Insights

• 0:00
  So we know that it's about 5-7 seconds when we can make a first
• 0:04
  impression. And this is important to master
• 0:07
  your entrance whether it's on Zoom, during team meeting or if
• 0:12
  it's somewhere in person, how you show up is very important.
• 0:16
  So start focusing on these first things that we discuss.
• 0:20
  Posture straight and patiently yourself.
• 0:24
  So this would be first one. The second one, if we don't know
• 0:27
  personality type of the person communicating with or if it's a
• 0:31
  huge audience and there are different personality type, we
• 0:35
  can just do mirroring. So we see what this person is
• 0:39
  doing and we can adjust. We can go slower or faster.
• 0:42
  We can be leaning more to the person or a little bit away
• 0:47
  space that we keep between each other.
• 0:49
  So mirroring the behaviour. If you are in a big room with
• 0:52
  many people, see that overall energies, maybe people are
• 0:56
  tired, right? Or maybe the energetic and
• 1:00
  they're fresh like in the mornings.
• 1:02
  Before we dive back into today's conversation, I want to share
• 1:03
  something important. This episode includes a pay
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  partnership with Better Help, a platform designed to make
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  starting therapy easier. I know for my own journey as a
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  leader and entrepreneur that life can sometimes feel
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  Once again, this is a pay partnership with Better Help,
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  and I encourage you to take that first step.
• 1:58
  If you've been thinking about it, sometimes the best
• 2:00
  investment you can make easy yourself.
• 2:07
  Welcome to the King Dems podcast, where we share the
• 2:10
  stories of extraordinary people and dissect hot, relevant topics
• 2:14
  that shape our world. From visionary leaders to
• 2:17
  trailblazing creatives, we uncover the mindset, strategy,
• 2:20
  and grit behind greatness. Whether it's business, culture,
• 2:23
  or personal growth, we ask the real questions.
• 2:26
  This isn't just conversation, it's transformation.
• 2:29
  The Kingdom's podcast, your next breakthrough starts here music
• 2:33
  licencing reimagined in your life.
• 2:38
  Ladies and gentlemen, we once again welcome to the Kingdom's
• 2:42
  podcast and diary of a CFO. And today I've got will be a
• 2:48
  BVVIP whitened out of Washington, United States of
• 2:53
  America by way of Saint Petersburg.
• 2:57
  Rocherbeck, Welcome. Doctor Tatiana, TT.
• 3:13
  You know, it's an alignment of interest.
• 3:21
  I have been getting in on my scientific mode, my empirical
• 3:26
  mode in recent time. We recently had Doctor Ben Brain
• 3:31
  from Stanford University speak on the forecast about
• 3:35
  neuroscience. And we also have the privilege
• 3:37
  of having you, your habit are affiliated.
• 3:40
  And it seems like recently I've been having people from the
• 3:43
  hygiene league schools think the very last episode was somebody
• 3:47
  from Oxford University. And next we have somebody coming
• 3:50
  from MIT. So I'm blessed, I'm very
• 3:53
  blessed, you know, or the founder and CEO of one non
• 3:57
  verbal ecosystem. The conversation we'll be having
• 4:00
  today will be centred around AI, which is very close to my heart.
• 4:04
  I'm AI at Ebola, IC member and non verbally intelligent and
• 4:08
  closing high ticket deals with trust and influence.
• 4:12
  So Champions Day on The Kingdom's podcast, we're diving
• 4:16
  deep into the invincible language that drives leadership,
• 4:19
  trust and sales success. Our guest is the brilliant
• 4:23
  Doctor Tatiana Ticover, PhD, economist, AI strategist and
• 4:28
  founder of One non verbal Ecosystem.
• 4:31
  With over 17 years at Microsoft and Boeing, Tatiana has mastered
• 4:36
  the intersection of data science, AI and human behaviour.
• 4:40
  She helps leaders and sales teams unlock the hidden power of
• 4:45
  nonverbal intelligence to close high ticket deals, build
• 4:49
  influence and elevate executive presence.
• 4:52
  Tatiana, it's an honour to have you with us.
• 4:56
  You'll welcome to the kingdoms broadcast Pandaria for CFO.
• 4:59
  Once again, you're welcome and I hope we are able to do justice
• 5:04
  to the topics that we have in our hands today.
• 5:08
  So I think I'm going to start with the audience questions.
• 5:11
  I keep post on maintain for people to ask questions and all
• 5:15
  the social media platforms. So I have picked the top 2
• 5:18
  questions. So the very first question from
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  our audience is how can leaders use AI to better read and
• 5:27
  respond to nonverbal signals in high stakes business situations?
• 5:32
  Thank you for the question. It's very current question that
• 5:37
  we engage more and more with AI. I would say that it depends on
• 5:41
  what exactly we are trying to do.
• 5:43
  There are different tools, and I also make suggestions for the
• 5:46
  companies based on their needs. What tools that would be more
• 5:50
  appropriate for them. But in general, there are tools
• 5:54
  that can personalise some of the reach out.
• 5:58
  There are tools that can help evaluate body language for
• 6:01
  interview preparation. There are tools that can
• 6:05
  evaluate conversation. There are tools that can profile
• 6:09
  your potential buyers, clients, partners, etc.
• 6:13
  The only thing that I would say that we need to be very cautious
• 6:17
  and careful what tools we engage with and how we use.
• 6:20
  And just a couple examples, some personalization tools for emails
• 6:25
  for example created offshores and they under US jurisdictions
• 6:31
  here where I am and they follow US regulations, but still they
• 6:37
  get access to all your emails incoming, outcoming all the
• 6:42
  information for them to be able to serve you.
• 6:46
  And if data leaks then potentially all emails will be
• 6:51
  exposed. So we need to be very careful
• 6:54
  when we signing up for some kind of services like that, that we
• 6:58
  understand the risks because the passwords even big companies
• 7:03
  like Google, Apple, etcetera can be leaked.
• 7:07
  And some happened recently like a month, a couple months ago,
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  big leak. So it may happen with the mouse
• 7:14
  as well. And we need to be ready that
• 7:16
  this information that we share can be available for web
• 7:20
  players. So while there are many tools,
• 7:23
  please look carefully what they provide and what kind of
• 7:26
  security they use. Because I looked, some companies
• 7:30
  don't promise very high level of security.
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  So this is something to be aware.
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  But there are multiple tools that can be used.
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  And another thing that when we use AI tools, we need to
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  understand. For example, if we use profiling
• 7:46
  for LinkedIn, people posted on LinkedIn their profile to
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  understand their pain points, motivation, what they do in
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  life, what their personality type is.
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  If someone created this profile for them or they followed
• 8:01
  particular structure how to create profile, maybe they even
• 8:05
  use particular words, then you may not get exactly the
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  personality profiles they are. You will get personality of the
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  text that is listed on LinkedIn profile but not the true human
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  behind it. So this is also something to
• 8:23
  keep in mind. So if you will be using LinkedIn
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  as your compass on how to communicate with this person,
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  then you can be a little bit off.
• 8:35
  So that reminds me of, you know, personality profiling, what I
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  say hotels like the likes of the Myers Briggs, the 16 personality
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  test, which ones, you know, are tested and trusted that you can.
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  Yeah, there's Disc and others that you called.
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  I also use some systems that we have in Russia that are not that
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  popular in US and all of them are good.
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  I prefer systems that have fewer divisions of personalities,
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  especially when they teach people.
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  For example, I have a training this one of the construction
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  companies, so next week I'm not going to teach them all sixteen
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  types of mayor's personality typing because it's not
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  realistic to expect from salespeople to identify them.
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  So I prefer to use 6-7 main personality types and then
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  depending on what company or people are doing, focus on
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  specific few. Ask me more if interested in
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  this aspect. And another thing that different
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  systems created for different purposes and they uncover.
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  So some look more into behaviour, some system look more
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  into emotional angle. So depending on what we are
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  trying to achieve, we may use one system versus another.
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  Sometimes I combine I combine a few to build comprehensive
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  personality profiles. I think I like that, you know,
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  and giving you background in economics, I see how this flows
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  into creating these models because we use a lot of models
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  in economics and we always assume Satori Paribu, all other
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  factors remaining constant. Okay, let's delve into the
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  second question from the audience.
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  What's the biggest mistake sales teams make when trying to build
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  trust and lose high ticket deals?
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  And how can frameworks like Human CEO Layer fix it?
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  From my perspective as a personality profiler and non
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  verbal communication expert, it's a cookie cutter approach.
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  So when they try to use the same speech or same way they approach
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  even non verbally right? How they communicate is it's one
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  way to every single person or if they differentiate even tone of
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  voice space and dressers and things like that.
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  So this cookie cutter approach is something that I would
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  challenge and you ask how we can kind of fix it.
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  It's be more tailored to particular personality type.
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  So if you have opportunity to research who you will be
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  communicating with, it's better to do in advance to understand
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  their pain points, motivation, strengths, weaknesses, because
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  each personality type has both and be prepared and also watch
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  the person during the meeting or whatever communication you have.
• 11:40
  Sometimes we don't have opportunity to prepare in
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  advance. For example, in car sales,
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  someone walks in and you see them first time and you want to
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  personalise your approach. So watch for how they behave,
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  how they talk, what they talk about, and try to adjust.
• 11:59
  That is quite interesting and of course it still brings me back
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  to the whole ceteris variables of economic models.
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  You know, we always assume that all of the factors remain
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  constant, but in real life other factors do not remain constant.
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  Independent variables keep floating and all is all over the
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  place. So if I am a personality type A
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  for example, and I know that I am not the same way all of the
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  time, there are days when I'm happy, the days when I'm in a
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  mood, the days when I am depressed, the days when I am
• 12:38
  optimistic. But if you catch me on a day
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  when I am not my good self, you would probably dislike me.
• 12:48
  So when my friends ask me what's your best food, I always tell
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  them I don't have a best food. I am a Moody foodie because the
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  food that I eat depends on my mood.
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  So like, what's how? How do we capture the, you know,
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  variables that always refuse to remain constant, right, despite
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  the default setting? So that's why I use different
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  personality profiling systems because some are based on self
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  reporting and exactly like you said, if you are in a particular
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  mood, you will answer questions in a particular way and they
• 13:30
  only will reflect your state at that particular moment.
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  But on another day, you are in a different mode, you answer
• 13:38
  questions completely differently and it will reflect on a
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  different personality type. Some things may stay, but many
• 13:45
  may change. However, there are some systems
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  that really are not self reporting.
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  It's reflecting on how you behave, what your baseline is
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  and what are the things that you are doing, expressing, etcetera.
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  We usually have two or three personality types in US and we
• 14:04
  are born with another one we adopted during our lifetime.
• 14:09
  Like is it because of the environment, how we were raised
• 14:13
  by parents, by culture, all of that.
• 14:16
  And the third one, sometimes it's pronounced, sometimes it's
• 14:20
  not very pronounced in people. They may acquire it during
• 14:25
  working in particular environment or living in
• 14:28
  particular family situation. So you can see third profile
• 14:32
  show up only in particular circumstances.
• 14:35
  So for you would be if you ate particular food, right to
• 14:39
  simplify it and got Moody, this would be a probably your profile
• 14:45
  showing up more and it's will not be the one that you were
• 14:49
  born with. It would be the second or the
• 14:51
  third. The one that you were born with
• 14:54
  will stay constant and we can identify it regardless of your
• 14:58
  current mood because your motivations in life, your pain
• 15:02
  points, things that you care about, they pretty much are
• 15:07
  constant. And even if you will try to
• 15:09
  convince me that not, we can do an experiment and we will see
• 15:14
  that it's true. You may, you may be Moody and
• 15:17
  thinking like no, I don't care about this that I cared about
• 15:21
  yesterday. But if it's your baseline for
• 15:24
  your personality type, you will steal when your mood will get a
• 15:28
  little bit better, you will still go back to your baseline.
• 15:31
  So this is how to think about it.
• 15:33
  Like more baseline type and then another one or two layers on
• 15:39
  top. Wow, you mentioned experiments.
• 15:42
  I need for experiments. I'm a science guy and I love the
• 15:45
  empirical method. So what experiment are we able
• 15:49
  to conduct on this podcast? And based on your profiling
• 15:53
  system, what would you say is my personality type?
• 15:57
  I don't like giving like personality type openly about
• 16:03
  someone. I prefer to look at different
• 16:07
  things. So some, as I mentioned, systems
• 16:11
  require yourself reporting, right?
• 16:13
  So you would need to answer some questions.
• 16:15
  The ones that I'm using, I'm using what is available.
• 16:18
  So I can use your communication on social media.
• 16:22
  I can use your behaviour right now, or maybe some behaviours
• 16:26
  that I observed before or after some facial expression, things
• 16:30
  like that. But I wouldn't just judge based
• 16:34
  on 20 minutes of interactions and without asking you specific
• 16:40
  questions that you may not be comfortable answering here.
• 16:44
  So let's keep it I'm. Doing you're a double
• 16:50
  comfortable answering here that sounds interested, that sounds
• 16:54
  interested. So I'm trying to find maybe like
• 16:57
  the most simplistic model that we can adopt, definitely with
• 17:01
  questions that I I would be comfortable answering.
• 17:06
  It's not like questions some about some particular intimate
• 17:11
  area or anything. It just you, you will give away
• 17:15
  too much information. In.
• 17:16
  Danger like about your personality?
• 17:19
  OK. Maybe you don't want to do it,
• 17:22
  you know. I see, I see that, I see that.
• 17:25
  So I think for for me, like the personality profiling that I
• 17:28
  like the most is the one of the temperaments, right?
• 17:32
  So we have the sun grains, the choleric, the melancholic and
• 17:37
  the phlegmatics, right? So for me, I think I'm a sun
• 17:41
  green. I think I'm like a combination
• 17:43
  of sun green and choleric. So yes, I like that.
• 17:47
  It's just four simple. I like that.
• 17:49
  But anything beyond four, it's a stretch.
• 17:52
  What are your thoughts? This is a good one of the
• 17:55
  systems, but it doesn't answer all the questions.
• 17:58
  So, for example, if you want to sell a car to each of them, how
• 18:02
  would you change your behaviour based on that?
• 18:05
  Is it enough for you? It may give us some idea of how
• 18:09
  we can approach, especially for someone like me who knows
• 18:12
  personality systems, personality profiling systems, and how this
• 18:16
  particular system aligns to other ones that I'm using more
• 18:20
  often. But if you know just those four,
• 18:23
  it's probably will be hard for you to customise your speech and
• 18:27
  behaviour to each of those four to get the best of it, right?
• 18:34
  So are you saying that the personality test right has
• 18:40
  degrees of accuracy and degrees of dilution?
• 18:45
  Is is that correct? Depending on what you mean by
• 18:48
  accuracy and dilution, can you tell me more of what you have in
• 18:52
  mind? So you said the the four
• 18:55
  personality type is not in depth enough to make sales speech
• 19:00
  decisions. For example, about if we take
• 19:04
  maybe something like the 16 personality type, I think that's
• 19:08
  the Myers Briggs, right? If, if I'm correct, yes, that is
• 19:12
  a more accurate model, right? Deep dive into a person's
• 19:16
  personality and be able to ascertain a stable pattern in
• 19:24
  terms of adjusting your relationships, your
• 19:28
  communication with such a personality.
• 19:32
  Yes and no. So I don't use Myer system, not
• 19:35
  much at all. I use other ones as far as and
• 19:39
  maybe, you know saying that this one is better than the other.
• 19:43
  It's not the goal of our conversation because again, they
• 19:47
  serve different purposes and Myer system has its own
• 19:51
  applications in particular environments where it's super
• 19:54
  valuable, but I'm focused more on other ones that are more
• 19:59
  applicable and easier. To apply and use.
• 20:04
  So what I'm saying that depending on your goal, you may
• 20:08
  choose one versus another combination of a few in terms of
• 20:12
  the temperament, caloric and other ones.
• 20:17
  It gives us some information. But from my perspective, it's
• 20:20
  not sufficient to do, for example, sales speech.
• 20:23
  It's good to understand overall one person versus another, right
• 20:28
  with their preferences, but not enough to go deep.
• 20:32
  So it means that the end justifies the means in terms of
• 20:37
  this perspective. So whatever it is your goal is
• 20:40
  that determines the kind of personality profiling that you
• 20:44
  would have to adopt. OK, so you have actually beat an
• 20:48
  entire ecosystem around decoding human signals.
• 20:52
  So how did your journey from Microsoft and we lead you into
• 20:57
  the world of nonverbal communication and AI trillion
• 21:00
  sales and psychology? Yeah, it's a great question.
• 21:03
  It's the whole story. So I started reading Nietzsche
• 21:08
  and other philosophers when I was 16 and I had a book, How to
• 21:13
  Be in France and Influence People by Dale.
• 21:16
  Corrigan Wow. Yes, and.
• 21:20
  This is this is documented. I'm so sorry to interrupt you.
• 21:23
  This is documented. I've said this on many other
• 21:26
  episodes of this podcast. That book was the very first
• 21:30
  book I ever bought for myself with money that I earned for
• 21:34
  myself. Two books by Dale connecting how
• 21:37
  to wear friends and influence people and the art of public
• 21:39
  speaking are the two books I ever bought with my own money.
• 21:43
  Wow it once again it's an honour.
• 21:48
  Yeah, and I pretty much use it as a manual.
• 21:51
  I was fascinated what motivates people, how they behave, why
• 21:56
  they behave the way they do. Sometimes they behave like wow,
• 22:01
  and sometimes you think like why this person did it right and how
• 22:06
  we can actually change thinking and behaviour that we have as
• 22:10
  well as others people. So I was really interested in
• 22:14
  psychology, but at that time in Russia it was not well playing
• 22:19
  profession. And I'm also a practical person
• 22:23
  and like numbers. So I decided to go into
• 22:27
  economics and study. And then I went into PHDI did
• 22:32
  the statistics and I taught grad and postgraduate students.
• 22:37
  So I worked with people, I watched my students, I tried to
• 22:42
  make statistics and other subjects that I thought easy for
• 22:48
  them to understand, even though oftentimes it's not right.
• 22:52
  Statistics for many people seems to be hard.
• 22:55
  And after six years, I wanted to apply my knowledge and it's
• 23:00
  coincided with my immigration to the United States, which was 19
• 23:05
  years ago. And I decided to completely
• 23:07
  switch from academia to business.
• 23:10
  And this was my first switch in my career.
• 23:13
  So when I arrived to the United States, I started pretty much
• 23:18
  from scratch because I didn't have experience in business.
• 23:22
  My English was not that great. So I started a job for new
• 23:28
  graduates with low pay and things like that, and I built my
• 23:32
  career from there in the United States.
• 23:34
  And it's booing. I was responsible for the whole
• 23:38
  customer satisfaction process. So again, I was thinking about
• 23:43
  psychology. I was thinking how to make
• 23:45
  customers better, how we can analyse customer feedback and
• 23:48
  things like that. And later in Microsoft, I worked
• 23:52
  on four or five different teams and I was touching people one
• 23:56
  way or another. All the products was I was on
• 24:00
  Azure forecasting Docfiber or if it was about hardware or if it
• 24:05
  was about Xbox support strategy, whatever topic I worked on, I
• 24:11
  always had people on my mind. So we are building products, we
• 24:15
  providing services for people and people provide feedback to
• 24:19
  us and we can see like how they think and why they think in that
• 24:23
  way, how can we make them happier?
• 24:26
  So this pretty much approach to people and thinking was with me
• 24:32
  all the time. I also had mint teas at
• 24:34
  Microsoft. So I worked with people
• 24:36
  one-on-one and eventually I went to Toast Masters and got my
• 24:41
  Distinguished Toastmaster status.
• 24:43
  It was also hard work and a lot working with people
• 24:47
  understanding why we say or do things this way and not another.
• 24:52
  But Toastmasters also led me into this area of interest about
• 24:57
  nonverbal communication and personality profiling.
• 25:00
  And when I I had enough of my corporate career, I want to do
• 25:06
  something for people myself now. Then I started thinking about
• 25:11
  having my own company. And this is what I'm working and
• 25:15
  building on right now and happy, happy to provide help to people.
• 25:19
  And eventually I feel like it's when I was 16, right, and
• 25:24
  started reading those books. And now I can actually apply all
• 25:29
  the knowledge that I have accumulated over the years,
• 25:32
  reading so many books and having so much experience, I can now
• 25:36
  apply it in real life. Wow, it's a whole lot to unpack.
• 25:41
  You venture the age of 16 and the output is awful far from the
• 25:46
  tree. I remember when I was 16 years
• 25:48
  old had the privilege of reading the whole of the Bible from
• 25:53
  Genesis to Revelation. I was also in Bible school.
• 25:58
  I think I graduated maybe Route 17 and also I was reading the
• 26:03
  work of ancient philosophers, the likes of Aristotle Plateau.
• 26:09
  It's it's interesting that this is well documented on the
• 26:11
  support cast. I've said there's a lot on the
• 26:13
  broadcast and also I've read groups of Nobel laureates,
• 26:19
  contemporary philosophers. I tell the younger generation,
• 26:22
  it's important that you read. My mom used to say a lot leaders
• 26:26
  are leaders and I understand better now.
• 26:28
  I'm 33 years old now and I understand better that when you
• 26:33
  load yourself with information, relevant information at the
• 26:37
  younger person goes on to make you resourceful and relevant in
• 26:43
  the future, especially in the global landscape.
• 26:47
  I'm grateful for the opportunity to be able to speak with the
• 26:50
  brilliant minds of my own time. You know, at 16, reading
• 26:55
  Aristotle, reading Immanuel Kant, reading Adam Smith,
• 27:00
  reading John Locke, reading this Sky, even with St Churchill, a
• 27:07
  lot of people do not realise Winston Churchill won a Nobel
• 27:09
  Prize for Literature. There's a guy who wrote the book
• 27:13
  Why I'm not a Christian and I'm trying to remember him.
• 27:16
  Veteran Russell, right? Reading this very brilliant
• 27:19
  mind. I used to wish that I wish I
• 27:22
  could have a conversation with these, you know, philosophers
• 27:25
  with these, you know, brilliant mind.
• 27:27
  But now I'm privileged, you know, to post 2 podcasts that
• 27:32
  are globally ranked. I said the time of our
• 27:34
  conversation, The Kingdom's broadcast is ranked global 2.5%.
• 27:38
  I have a CFO ranked about 5%. And I have the privilege to
• 27:43
  speak with persons like yourself who have gone to the best
• 27:46
  schools in the world, have the highest educational
• 27:49
  qualifications and we can't dissect important topics.
• 27:54
  But it starts with building your mind.
• 27:56
  And yes, message to the younger generation, ensure to build your
• 28:00
  mind. But the most important thing is
• 28:02
  your mindset. Repeat your mindset.
• 28:04
  Next, you build your skill set and then you get the right tool
• 28:08
  set and you are a well-rounded professional or entrepreneur.
• 28:13
  Coming back to, you know, the science behind human signals.
• 28:18
  A lot of leaders underestimate how much communication happens
• 28:22
  beyond words. What are the most powerful non
• 28:25
  verbal signals that professionals and entrepreneurs
• 28:28
  should become aware of in high stakes settings?
• 28:32
  Sure. So one thing we can be aware of
• 28:36
  of our gestures. So there are some repetitive
• 28:40
  gestures. So if I do this thing one time
• 28:44
  or couple times during our talk, then it's OK.
• 28:47
  But if I start doing it every 30 seconds or so, then you will
• 28:51
  think like what's wrong with Tatiana, right?
• 28:54
  And different people has different gestures.
• 28:57
  Some may have something like that, some may be scratching.
• 29:01
  And in high states, especially if we are under stress, we stop
• 29:06
  noticing it. People who come to me and we do
• 29:09
  assessment, I show them what they're doing.
• 29:12
  They're like, wow, I've never knew that.
• 29:15
  I have never known that I've been doing something like that.
• 29:19
  So it's a surprise for them because when under stress in
• 29:23
  high state situations, we don't pay attention.
• 29:26
  It's subconscious. So it's very important to notice
• 29:30
  it. And awareness is already big
• 29:32
  thing. So adapters is one thing to be
• 29:36
  rough and paying attention to. Another one is openness.
• 29:40
  So if you're open to someone and we communicate, people see U.S.
• 29:46
  Open to the conversation to them versus something.
• 29:50
  It's not necessarily crossed arms.
• 29:52
  It can be just a push, it can be angle, it can be some other
• 29:57
  things that we do to not show our openness or show the
• 30:03
  opposite that we are close to the discussion and people read
• 30:07
  from us. Even if I say I'm so, so happy
• 30:10
  to see you here today and then I'm all somewhere else, you will
• 30:16
  not believe me, right? Or if I'm on my phone like hi,
• 30:21
  yeah, it's how you doing. So you will see that my
• 30:26
  attention is not with you. So this is another thing like
• 30:29
  show openness and be there, be present.
• 30:32
  And the third one, I would say it's a space.
• 30:35
  So if we are like sitting like that or if we are very tight and
• 30:41
  making ourselves small or if we take a reasonable amount of
• 30:45
  space and show our presence there.
• 30:48
  So those three things I would say the most important and just
• 30:53
  give you one example about repetitive gestures adapters
• 30:58
  that I mentioned as a first point.
• 31:02
  I recently made the post on LinkedIn about one person who is
• 31:07
  in marketing strategy. She is smart and brilliant and I
• 31:12
  was watching her educational slash proma video and it was
• 31:17
  small circle and I only could see her upper body.
• 31:20
  Presentation was 45 minutes long.
• 31:23
  Information was great but her performance was not that great
• 31:28
  because she made 379 repetitive gestures during this 45 minute
• 31:36
  presentation. Can you imagine 379?
• 31:40
  That is massive. Yes, and it was all touching
• 31:44
  necklace, touching face in different places, touching
• 31:48
  eyeglasses 79. Let me touch my eyeglasses
• 31:52
  though. What are three other several
• 31:54
  times? I don't count, you know, and
• 31:56
  don't always pay attention to things, but if I think that this
• 32:00
  could be a good case to make people aware, then I do it.
• 32:05
  And by the way, I'm reaching out to this person that I mentioned
• 32:09
  to offer them my health because again, most likely if I tell her
• 32:14
  what she has done, she will not believe me.
• 32:16
  But if we watch her recording, she will start recognising.
• 32:21
  If when I point it out, she will start recognising and we'll say
• 32:24
  like my goodness, I didn't know I was doing it.
• 32:27
  So this is what I see most frequently with my clients.
• 32:31
  So now I'm quite curious, how do you identify these patterns?
• 32:35
  Do you use AI or is it human observation?
• 32:39
  It depends. If we have many phone calls,
• 32:43
  many emails, then of course I will use AI to speed it up and
• 32:47
  simplify it for us. But I cannot do everything.
• 32:51
  It can identify that there was pose or something like that, but
• 32:55
  it cannot necessarily say you why.
• 32:58
  So if we need to look into root cause or something like that,
• 33:03
  then I would need to interpret it and go into context.
• 33:08
  For example, I had a client coach.
• 33:10
  Coach was my client and her ongoing client, her client quit.
• 33:17
  So she asked me to help you potentially identify why it
• 33:21
  happened. And we review it with her
• 33:24
  recording and I could identify maybe pauses, but not the
• 33:29
  context. So, So what happened?
• 33:31
  The coach went to the topic that was very sensitive for the
• 33:35
  client, and client nonverbal showed that she didn't want to
• 33:39
  talk about it. She didn't say anything, but
• 33:42
  nonverbal signs were that this was not the topic.
• 33:45
  She wanted to go deeper. My client, the coach,
• 33:48
  misinterpreted it as a interest, so she did the opposite.
• 33:53
  She went deeper into the topic and her client was
• 33:57
  uncomfortable. She didn't enjoy this
• 34:00
  conversation and she quit. So the coach, my client lost her
• 34:06
  ongoing client and AI wouldn't be able us to identify the
• 34:11
  sensitivity and all those nuances.
• 34:14
  So on some high level it's great to use AI, but in many cases you
• 34:20
  need to apply your own knowledge and experience.
• 34:25
  In terms of the example I gave you, the 379, I just counted it
• 34:30
  because it was just one of thing.
• 34:33
  I usually don't count people's suggestions.
• 34:36
  Not the point how many, but she was doing it so much.
• 34:40
  And plus I don't know what she did with her lower body because
• 34:44
  it was not in the circle of the video recording.
• 34:47
  So maybe there are more as a gesture that she did.
• 34:51
  So it was just a good example to show people to pay attention to
• 34:58
  the gestures and things they do. So and many people after that
• 35:01
  that say that oh, Tatiana, you just told me about that.
• 35:05
  Now I'm being very careful like and shy about my own
• 35:10
  performance. Is it the same as you?
• 35:12
  Are you now being cautious about how you?
• 35:17
  Show up. Yeah, I think it's, it's very
• 35:20
  important to be self aware, right?
• 35:22
  And this is something I've always spoken about.
• 35:25
  I'm really grateful that I have a podcast that people can always
• 35:29
  go back to and talk about. I've spoken with Doctor Joey
• 35:33
  Droshagen. He's the, would I say, I don't
• 35:36
  want to call it founder, the inventor of the SMT approach,
• 35:40
  the subconscious mind training approach.
• 35:43
  I've also spoken to another guy called Charlie.
• 35:47
  I've forgotten his last name. He calls himself the chief
• 35:50
  consciousness officer, right? So these are topics that are
• 35:54
  very close to my heart. And for me, people that know me
• 35:58
  know that I'm a very self aware person and I think
• 36:02
  self-awareness is very important for growth.
• 36:05
  I pride myself in not being a perfect person or being a person
• 36:10
  who strives for excellence. I feel that affection is fit,
• 36:15
  right? When you put yourself out as a
• 36:17
  perfect person, you are not relatable.
• 36:20
  Or when you put yourself out as a person who strives for
• 36:23
  excellence, people can relate to you.
• 36:26
  The open to feedback, the open to correction, right and take
• 36:31
  everything has a feedback loop to ensure that you improve our
• 36:36
  whatever, whatever is that you are doing, right?
• 36:39
  So being self aware, for me, I think it's like a default
• 36:43
  setting. I think for a lot of people,
• 36:45
  they have a blurry line between being self aware and being shy,
• 36:50
  right? If you are not confident in
• 36:53
  yourself, if you are not the kind of person that is open to
• 36:57
  making mistakes and making errors, being self aware can
• 37:01
  bring your confidence or your effectiveness efficiency.
• 37:04
  I think the, the, the, the factor here is fear, right?
• 37:08
  Don't be afraid to make mistakes.
• 37:09
  Every one of us makes mistakes, right?
• 37:12
  And I think also nature versus nurture conversation comes here,
• 37:16
  right? Very early in life, I filled
• 37:19
  mathematics, you know, at the old level, that is the entrance
• 37:23
  exams into university. I failed it twice before I got
• 37:26
  to write the third time. But now today, I'm festive in
• 37:29
  economics, chartered accountant. I have an MBA.
• 37:33
  I've lectured, you know, professional accountants.
• 37:36
  I've worked with the global B for accounting firms #2 and #4
• 37:40
  in the world. So nobody would say this guy
• 37:42
  does not understand numbers. But if only you knew that at the
• 37:45
  age of 16 I was struggling with mathematics, you know, in exams,
• 37:52
  right? So that early introduction to
• 37:55
  the concept of failing and trying again, I think helped me
• 37:58
  as a person and also the peace and faith.
• 38:01
  My favourite scripture is I can do all things through crisis.
• 38:04
  Chances be Philippians have to four verse 13.
• 38:07
  So if you believe that you can do all things if you believe in
• 38:12
  yourself and believe in your God, I don't think you should be
• 38:15
  shy or be afraid and even very well respected leaders across
• 38:19
  the world, like Nelson Mandela said, if we try, we need fill,
• 38:23
  but if we don't, we have filled. So in life, you just need to
• 38:26
  keep trying. Thomas Edison, who invented the
• 38:28
  with a light bulb, I heard he had 10,000 alterations before he
• 38:32
  got to track. So if a genius like Thomas
• 38:35
  Edison tried 10,000 times, not to keep trying, right?
• 38:38
  So people, I think there's a need for reorientation in this,
• 38:42
  you know, age and time. People want to come off as being
• 38:45
  perfect. And you see these on social
• 38:47
  media, Instagram tick tock people their best face out there
• 38:51
  and try to leave like life is perfect for them there.
• 38:54
  But there's nobody that has a perfect life.
• 38:57
  Tell people testing your admiring on social media does
• 38:59
  not have a better life than you. You only probably have a better
• 39:02
  camera and better locations for videos and teachers than
• 39:06
  yourself. So, but you know, coming back to
• 39:09
  the whole human signalling, you know, and AI, you have actually
• 39:14
  patented AI framework that it called patterns and behaviour
• 39:17
  and systems, right? And how can AI compliment you
• 39:22
  know and not replace the unique human art of reading, body
• 39:26
  language, tone and presence? Yeah.
• 39:30
  And I will just add on your previous comment, if you don't
• 39:33
  mind. We are not trying to reach
• 39:37
  perfection, right. We're trying to reach our
• 39:39
  authenticity and. I love that.
• 39:42
  I love that word. God bless you.
• 39:44
  And the threat of some noise, right?
• 39:49
  So if we touch here office or something, it's totally okay,
• 39:56
  but if I do it 370 times, it's not that great, right?
• 40:02
  Also, we often miss this element.
• 40:05
  I usually use it as a focus of my work with the client.
• 40:09
  Each of us has already brilliant things that we have the our,
• 40:15
  what we can call it perfect for example, but it's just authentic
• 40:19
  way we communicate with nonverbal signals that we are
• 40:23
  sending and things like that. So for each client, I highlight
• 40:27
  what they're already doing well because each of us does and many
• 40:31
  of us also we are not aware about those beautiful things
• 40:34
  that we are doing and that we can leverage to our advantage.
• 40:38
  So this also important awareness like what am I great at, what I
• 40:43
  can use more of? And then I call it fine tuning,
• 40:47
  things that don't serve us well, some but habits that we
• 40:51
  accumulated, some things we do under stress and things like
• 40:55
  that. So I call it fine tuning and I
• 40:58
  totally for authenticity. I don't support like we need to
• 41:03
  be all robots and do exactly as everyone else.
• 41:08
  I don't think this is great. We're all so unique and this is
• 41:12
  the strength of human that we are unique.
• 41:16
  As far as switching to AIAI is not at the point where it can do
• 41:21
  everything for us. If it will be at some point,
• 41:23
  that's great. OK, let's do everything for us.
• 41:27
  So as I mentioned before, I use it to speed up things, to look
• 41:31
  at things clear, but then to go into deep analysis, like what
• 41:36
  exactly the root cause behind it, What is the motivation, what
• 41:40
  other things AI often misses. Another example I can give you,
• 41:47
  there is a shoe company and they have a lot of advertisements
• 41:52
  they make for the shoes and some of this advertisement is not
• 41:56
  great and I have a couple posts about that on my LinkedIn.
• 42:00
  So if I share those images with AI, AI says that they're great
• 42:05
  in general. Sometimes it highlights
• 42:07
  something but if I look with my human eye I see issues with it
• 42:12
  and how not shoes highlighted but some other things.
• 42:17
  For example body parts of the human that are not a subject of
• 42:21
  this advertisement at all. To wrong emphasis or unnatural
• 42:26
  causes for the human, you look at this advertisement, they see
• 42:30
  like something is wrong and when you start analysing it's
• 42:35
  artificial, artificial poses. So AI cannot identify all of
• 42:41
  that very well yet. So I definitely use it when I
• 42:45
  can, but at this point we need experts to help it.
• 42:51
  Absolutely, absolutely. I keep saying at least about AI
• 42:56
  given the fact I'm very fond of AII am AI myself.
• 42:59
  I say AI is meant to be an assistant, right?
• 43:02
  So AI is as powerful as the mind of the human who is using it,
• 43:06
  right? And we are in the age of the
• 43:09
  height of artificial intelligence.
• 43:11
  But unfortunately we are also in the age of the height of human
• 43:14
  foolishness. So it's crazy how 20-30 years
• 43:19
  ago, if you needed information, you needed to dig into a
• 43:22
  library, dig into, you know, restricted resources, right?
• 43:27
  But now information is readily available and widely available,
• 43:31
  but we still have people asking the most stupid questions about
• 43:34
  any human history. So we need to develop our minds
• 43:38
  first, right? And of course, it's mindset
• 43:40
  skill set before the tool set. AI is just a tool set and I
• 43:44
  think people need to really, really get it right.
• 43:47
  Coming to the high ticket sales and buyer profiling, you'll buy
• 43:51
  a match in a trademark to and human signal.
• 43:55
  They are also trademark those frameworks, their game changers.
• 43:59
  Can you break down how aligning of bias, personality and non
• 44:03
  verbal clues can shift the outcome of a multi $1,000,000
• 44:08
  deal? Definitely, I like combining
• 44:10
  them both if it's appropriate for the situation that people
• 44:15
  reach out to me with. So personality layer, it's when
• 44:19
  we think about decision style of the person, what pinpoints they
• 44:24
  care about, what motivations they have in life and things
• 44:29
  like that. So we can understand if it's a
• 44:31
  data-driven person, is it a visionary?
• 44:34
  Is it a relation based personality type or some other
• 44:40
  one. So we can then target our
• 44:43
  message and the way that they can understand.
• 44:46
  And in simple words we can say, for example, if you speak only
• 44:51
  English, but I talk with you in Russian, you will not understand
• 44:55
  me. Even if my idea proposal, the
• 44:58
  product I'm selling to you is great, right?
• 45:01
  It will not be on the same page. But if?
• 45:03
  I. If I speak your language, then I
• 45:07
  can deliver this information the same as personality types if
• 45:11
  it's a data-driven person, but I'm trying to tell them or just
• 45:16
  imagine how you feel using this right?
• 45:19
  They don't care that much how they feel.
• 45:21
  They want to know efficiencies. They not want to know keep the
• 45:24
  eye and other things. So we will be speaking different
• 45:29
  languages, but if I give them what they want to hear in terms
• 45:33
  of what they understand, the language they understand, then
• 45:38
  we both win. I able to deliver my message,
• 45:42
  they hear me, we save time and hopefully I get them what they
• 45:47
  want. And another layer on top of
• 45:50
  personality layer is a signal layer.
• 45:53
  And it's especially important when it's in person interaction.
• 45:57
  For example, car sales dealership or maybe a high
• 46:01
  ticket consulting or some other expensive, maybe a hotel chain
• 46:07
  or something like that. When your customer walks in and
• 46:12
  you don't have much information about them, about their
• 46:15
  personality type, you didn't have time to do research.
• 46:18
  Maybe you didn't have their name right, just walked in and by
• 46:24
  looking how they behave, what they're saying, the way they to
• 46:29
  the non verbal, you can evaluate relatively quickly and make a
• 46:34
  guess what would be a most 2 personality types.
• 46:38
  And this is what I teach of the person.
• 46:42
  And based on that, you tailor your communication again to
• 46:47
  speak on the same language they understand, not on our own.
• 46:51
  And this is not only in business, but even in our
• 46:54
  personal lives sometimes. We have all best intentions and
• 46:59
  we put all best effort into saying something, sharing and we
• 47:03
  are so eager to deliver it and we know ourselves and we try to
• 47:09
  deliver the message in the best way we can understand.
• 47:12
  And we think like all the effort I put into this, how I'm
• 47:16
  explaining how I'm delivering, it's great for us.
• 47:19
  But this is a different person and they may be interested in
• 47:24
  different things and they may have a different language.
• 47:27
  And if we don't adopt our messaging, even if it's great,
• 47:31
  it may not land. So in high stakes, it's very
• 47:34
  important because tailoring, tailoring your messaging to
• 47:39
  particular customer needs is super important and it's a win,
• 47:43
  win situation. Wow.
• 47:45
  So talking about executive presence, you've actually
• 47:50
  trained executives on the executive presence code.
• 47:54
  It's interesting. You have a lot of trademarks.
• 47:56
  In practical terms, how can a leader walk into a boom and
• 48:00
  instantly command authority, trust, credibility, respect
• 48:06
  without even saying a word? Great question and we talked
• 48:09
  about a few points already, but let me bring it up again.
• 48:14
  So first would be a post chance place, so being open to the
• 48:19
  audience, being straight, standing or moving in a straight
• 48:23
  way, not so you know, shoulders down or any angle or any of that
• 48:29
  space, taking appropriate space, not too much, not too little.
• 48:33
  These gestures and body positioning and how we see it
• 48:38
  depending we are staying standing or sitting.
• 48:41
  Then also how much we have all of this, right?
• 48:45
  What kind of gestures? So paying attention to what we
• 48:49
  are sending out there and how much of it.
• 48:52
  And also keeping eye contact. Eye contact is very important to
• 48:57
  make sure that we communicate with the person and not with
• 49:01
  someone else. Worse with our phone, right?
• 49:04
  So those three areas would be the most powerful to address
• 49:09
  first. And then there are other things
• 49:11
  to add on top of it. Wow.
• 49:13
  So when it comes to these posters, I'm glad we had a
• 49:17
  conversation about the differences between, you know,
• 49:22
  the best world countries, the third world countries is are
• 49:27
  different across the world and different, you know, posters
• 49:32
  mean different things in different cultures.
• 49:34
  So you have been privileged to work globally and speak multiple
• 49:41
  languages, right? You are a step ahead of me.
• 49:44
  I've only been privileged to work globally, but I can't claim
• 49:49
  to be a master of multiple, you know, globally relevant
• 49:55
  languages. You know, how does cultural
• 49:58
  difference shape non verbal communication?
• 50:01
  And what's universal signals can professionals rely on?
• 50:05
  You know, anywhere and everywhere in the world.
• 50:08
  Yes, this is a great question and even probably we heard cases
• 50:15
  about politicians travelling to different areas and making
• 50:21
  mistakes in how they dress or what they say.
• 50:25
  So it's. Even even the gestures.
• 50:28
  Even the gestures. I'll give an example.
• 50:30
  So I think in Islamic cultures, males are not meant to have
• 50:35
  handshakes with females. And this has happened many
• 50:38
  times, even in my presence. And it feels sort of awkward
• 50:42
  when a female from the Western culture is trying to shake the
• 50:44
  hand of a respected, you know, Islamic or Arabic figure.
• 50:50
  They try to politely decline it's it's awkward.
• 50:55
  Yes. So definitely if we have
• 50:59
  international audience or if we travel somewhere specifically,
• 51:04
  we need to educate ourselves on some of the habits and cultural
• 51:09
  things that this particular area uses.
• 51:12
  So has right in general if we are not aware we just can be
• 51:16
  mindful. For example colour white can be
• 51:21
  birth colour or can be deaf colour depending on where we are
• 51:25
  black estimated is different as well.
• 51:27
  So if even we choose wrong colour, we are sending a wrong
• 51:31
  message. Maybe disrespect right?
• 51:34
  So not appropriate for the situation and we will look
• 51:37
  foolish and we will not pay respect to the environment where
• 51:42
  we are. Also personal space in some
• 51:45
  areas, very little personal space will be like, oh,
• 51:48
  intrusion into someone's place. In other cultures, it can be
• 51:53
  appropriate. And if you are too far, they
• 51:56
  say, oh, this person doesn't want to be too close to me.
• 51:59
  What's going on? They want to be far away.
• 52:03
  Eye contact. In some cultures, it's
• 52:06
  encouraged to have eye contact. In others, it's too much.
• 52:09
  It's it's. Rude.
• 52:12
  So those nuances we need to educate ourselves on, but there
• 52:16
  are some universal things that we can apply.
• 52:20
  For example, genuine smile, right?
• 52:22
  It's universal. The smile never goes out of
• 52:25
  fashion. Right.
• 52:27
  And then some gestures that are universal when we soothe
• 52:32
  ourselves or when we leaning towards someone showing our
• 52:37
  interest or the opposite if we don't want to be involved, we
• 52:42
  lean in an opposite direction. There are different things that
• 52:48
  different and there are some other ones that are universal,
• 52:52
  so it's good to be aware of both, especially if we
• 52:57
  communicate with international audiences.
• 53:00
  Interesting that speaks to your philosophy that I always reach
• 53:04
  that the capacity of a person is dependent on a couple of ease.
• 53:08
  And what are the ease? Your education, your exposure,
• 53:11
  your enlightenment and your experience.
• 53:13
  So that forms your capacity to function as a person.
• 53:17
  And Speaking of functioning as a person, something I very much
• 53:21
  appreciate about your journey is your personal receipts and your
• 53:25
  evolution over time. And it has spoken to your career
• 53:29
  growth and development. So transitioning from the
• 53:32
  academia to the corporate world like calling Microsoft and going
• 53:37
  on to entrepreneurship, which in my opinion is the ultimate is
• 53:41
  nothing short of remarkable. So what mindset shifts allowed
• 53:45
  you to be going to solve at each stage and to build influence in
• 53:50
  mill terminated industry? Great question.
• 53:54
  And you said the keyword at the beginning that it's evolution.
• 53:59
  So I don't call it reinvention, it's an evolution because it's
• 54:05
  just one path that I had. I told you about my switch in
• 54:10
  career after academia. I have a switch recently from
• 54:14
  corporate to my own business. So it's all driven by my
• 54:19
  personal curiosity. Alonian and trying to achieve
• 54:23
  goals. I like achieving goals in
• 54:25
  academia. For example, I was interested in
• 54:28
  getting expertise and credibility.
• 54:31
  At Boeing I received practise systems and customer experience
• 54:37
  that I worked in. At Microsoft I gain disability
• 54:41
  and presence. That led to some influence and
• 54:44
  now I have ownership and self validation that I can do things
• 54:51
  on my own and also learning a lot of self marketing, which is
• 54:56
  very hard for me. So it's an evolution for me and
• 54:59
  it's quite natural and I am glad that I've done those decisions
• 55:05
  that many people didn't approve at the time.
• 55:07
  And also leading Microsoft, for example, or switching from
• 55:11
  academia. Many people expected me to teach
• 55:13
  in US but I'm glad that I did what I felt was right path for
• 55:19
  me because I'm truly in joins and join you.
• 55:23
  I think he, he just reminded me of something that I posted on
• 55:27
  LinkedIn recently. And it's it's talking about, you
• 55:32
  know, you doing your thing without people's permissions,
• 55:36
  right? So a lot of times people want to
• 55:38
  put you in a box, but you don't have to stay in that box.
• 55:42
  You need to discover yourself. So there's a guy called Justin
• 55:46
  Walsh. He posted on LinkedIn, quite a
• 55:48
  long post, but the image he posted says, and I quote, stop
• 55:53
  asking for permission to build the life you want.
• 55:56
  Your family will tell you no. Your friends will tell you no.
• 56:00
  The corporate machine will tell you no.
• 56:03
  Go build it anyway. And I jumped on this and I said
• 56:07
  this powerful reminder. If you keep waiting for
• 56:11
  approval, you wait forever. Family, friends and the
• 56:14
  corporate system often say no, not because they see your limits
• 56:19
  or because they can't see your vision.
• 56:21
  The great builder, the greatest builders, entrepreneurs and
• 56:24
  leaders all had to face that no before creating their yes.
• 56:28
  Stop seeking permission. Start building proof.
• 56:31
  Who else here is building something the world wants to
• 56:35
  them was to risk. So I'd love for you to speak to
• 56:37
  that, you know, people seeing limitations where builders like
• 56:42
  yourself and myself see opportunities and potentials
• 56:45
  onto the the potentials with confidentials they don't
• 56:47
  believe. What are your thoughts on you
• 56:50
  know this situation? It's, it can be a tough
• 56:53
  situation for someone and also for me, I've been contemplating
• 56:57
  for a year before I made a decision to leave.
• 57:00
  It's my own thinking process like, oh, this is a stable job,
• 57:05
  great company, great salary and things like that.
• 57:08
  So my own thinking and plus people around me or how my
• 57:13
  former Co workers will be looking at and I'm sure that
• 57:17
  many people like watching me right now and think she's going
• 57:21
  to be successful or one of those failures.
• 57:24
  What are the statistics for small businesses to fail right
• 57:28
  and individuals to fail. But I like the phrase I learned
• 57:32
  from someone. We the win or we learn.
• 57:35
  So there is no failure. And whatever experience I'm
• 57:38
  getting, it will be my learning experience.
• 57:41
  And actually, many of successful small businesses, they failed at
• 57:46
  the beginning, they learned and they build something better.
• 57:51
  And many failed multiple times before they build something
• 57:55
  successful. So it's about risk aversion.
• 57:58
  Are you ready to take the risk to pursue your passion?
• 58:02
  For me, it was worth it. For me, it was worth it to risk
• 58:06
  and potentially gain nothing except the experience, my
• 58:10
  learnings. But it was worth for me.
• 58:13
  And for many people, other things take over and they don't
• 58:17
  make this step. So it's very individual
• 58:19
  decision. But research shows that at the
• 58:22
  end of our lives, people regret the most what that they haven't
• 58:26
  tried something, right? But they haven't done this and
• 58:30
  they haven't done that. So I don't want to be one of
• 58:33
  those people that regrets that I haven't tried something because
• 58:38
  I'm curiosity driven. So for me, I feel better risk
• 58:41
  and try. And in my case, maybe it's a
• 58:44
  little bit easy because if I want, I can go back to data
• 58:47
  science and AI. Even during last moment I had
• 58:51
  meta reached about to me 4 times asking me if I would be willing
• 58:56
  to interview. So I kind of have a Plan B if it
• 59:01
  doesn't work but I'm not even considering it.
• 59:05
  But on psychological level, some people may say, Tatiana, it's
• 59:09
  easy for you because you have education, you have experience,
• 59:12
  and if you want you can go back. And I understand that.
• 59:16
  But at the same time, when I speech from academia in Russia
• 59:20
  to working in US in business, as someone who just graduated for
• 59:26
  very low salary, very low, even though by that time I already
• 59:30
  had PhD and six years of teaching at universities, I was
• 59:35
  ready to do, you know, this shift go down, down and start
• 59:40
  from scratch again and trace later again.
• 59:43
  So it sacrifice personal decisions, what we want to
• 59:48
  sacrifice and what we are driven by.
• 59:51
  And again, talking about personalities, right, And
• 59:54
  personality types, my personality type prefers to risk
• 59:59
  and follow desires and wishes in life and achieve goals.
• 1:00:03
  So I'm goal oriented. So right now I'm working on my
• 1:00:07
  business. I.
• 1:00:08
  Trying to help people and I'm sure I can do it, but I liking
• 1:00:14
  all the knowledge that to be successful in a big scale.
• 1:00:18
  So I'm putting a lot of effort into learning how marketing
• 1:00:23
  works, how funnels work, how to build my own website, how to
• 1:00:27
  edit my own videos. And it's so fascinating, all of
• 1:00:31
  it. It's the whole interfere behind
• 1:00:35
  the soul. Very interested learning it.
• 1:00:38
  Wow. You know, I'm surprised because,
• 1:00:41
  you know, I see a lot of similarities between yourself
• 1:00:43
  and myself. I don't have a PhD in economics,
• 1:00:45
  but I do have APSC in economics, Right.
• 1:00:48
  And yeah, I went from that space into accounting, now into
• 1:00:55
  podcasting. And I just recently discovered
• 1:00:58
  that it's clear that I am actually a journalist.
• 1:01:01
  I'm different from the rest of the broadcasters.
• 1:01:03
  But let's, let's not deceive ourselves.
• 1:01:05
  In just the very, very small span of time that I've been in
• 1:01:10
  this space, I have rejected into the global rankings.
• 1:01:14
  Look at the people who share this similar global rankings
• 1:01:17
  with me. They started maybe minimum of
• 1:01:20
  three years before me. But we understand how to follow
• 1:01:24
  the data points right and how to use data-driven decisions to
• 1:01:28
  improve our businesses. Coming into the media space,
• 1:01:31
  learning how to edit videos, thumbnails, you'll get it over
• 1:01:35
  time. When you start, people laugh at
• 1:01:36
  you or you're doing this, you gotta take it.
• 1:01:39
  It's a feedback loop, you know, and also understanding, you know
• 1:01:43
  the marketing funnels even when it comes to hiring people,
• 1:01:48
  right? One very big lesson I learned
• 1:01:50
  about hiring people is you need to always focus on the mindset
• 1:01:54
  first, not the skill set, right? And always ensure that you hire
• 1:01:59
  A plus individuals. A individuals tend to employ B
• 1:02:03
  individuals and BS employees, CS employees, That's not right.
• 1:02:07
  You should always see to hire people who are smarter than you
• 1:02:10
  in that sort of area in the certain matter that you are
• 1:02:14
  trying to employ them. But essentially the mindset is
• 1:02:17
  the first thing. If you have the right mindset,
• 1:02:20
  then you can evaluate the skill set and of course, provide them
• 1:02:23
  with the right tool sets to execute, you know, the job.
• 1:02:26
  And also reading books like Rocket fuel, maybe discovered
• 1:02:29
  that persons like myself and yourself, we are visionaries,
• 1:02:33
  but visionaries are not everything.
• 1:02:35
  We need integrators. Visionaries have the big picture
• 1:02:39
  thinking, the strategic thinking, but you need people
• 1:02:41
  who are excellent at execution to carry that vision and you
• 1:02:46
  know, make it executed. And then, you know, you have
• 1:02:49
  that synergy of individuals and beauty, you know, or being a
• 1:02:53
  good business. And it's always good to to seek
• 1:02:56
  help. It's always been to seek help.
• 1:02:58
  And it will amaze you how willing people are to give you
• 1:03:03
  their time. Yeah.
• 1:03:04
  And people are not really willing to give money.
• 1:03:06
  But when it comes to time and advice, it's it's crazy how much
• 1:03:10
  people are always willing to give it.
• 1:03:12
  We don't get because we don't ask.
• 1:03:14
  And over time, you only just get better and better and better.
• 1:03:18
  And for me, I wish you the very, very best.
• 1:03:21
  And of course, I'm always here, you know, to support the
• 1:03:23
  business because I, I know the pains of having to have
• 1:03:27
  sleepless nights building systems, building products,
• 1:03:31
  beauty services, beauty automations.
• 1:03:34
  It is crazy. But I think the, the, the, the
• 1:03:38
  risk, right is well worth the reward.
• 1:03:42
  Because I once heard it somewhere that the shame of not
• 1:03:47
  taking the risk right in the end is greater than the shame of
• 1:03:53
  what people would say at the time that you were just taking
• 1:03:57
  the risk. Yes.
• 1:03:58
  And if you don't mind, I want to add about hiring employees.
• 1:04:02
  I just recently hired someone part time.
• 1:04:07
  I think also important element and to see a potential in
• 1:04:10
  someone because they may not have all the skills and be
• 1:04:15
  smarter than you at the moment, but they can grow into this
• 1:04:19
  person. So if you realise potential and
• 1:04:22
  give them seeds, soil and water to grow, then they come smarter
• 1:04:29
  and more skilled and whatever areas they are working on.
• 1:04:32
  And another thing that I wanted to highlight that you actually
• 1:04:36
  when you talked about hiring different people, visionaries or
• 1:04:40
  executors, right, and things like that, it's personality
• 1:04:43
  profiling. So we know that someone is a
• 1:04:47
  visionary, it's a personality type, it's their core and
• 1:04:51
  another one is the executor and they will never be replaced by
• 1:04:56
  each other because it's their core personality type.
• 1:05:00
  So thank you for mentioning it. This is who filing in action
• 1:05:04
  another application. Wow.
• 1:05:06
  So I am indirectly profiled to the profiler.
• 1:05:10
  That's that's interesting. I think it was it was easy.
• 1:05:13
  Anyways, I don't have to be a genius to identify somebody who
• 1:05:17
  shares, you know, that similar profile as myself, the real
• 1:05:20
  recognizer, real. And it's great when you see all
• 1:05:24
  you get to meet great minds that share your personality type.
• 1:05:27
  It's when I say it's refreshing. I'm not the kind of person who
• 1:05:32
  seeks validation, but in the end, I'm still a human being,
• 1:05:35
  right? And you feel validated where you
• 1:05:38
  be another human being who is, you know, on the same wavelength
• 1:05:42
  as yourself in in this world. Say it actually goes out to show
• 1:05:47
  you that you're you're not crazy, you're not mad, you're
• 1:05:49
  not mentally ill. You know, there's a space for,
• 1:05:51
  you know, people like us in the world.
• 1:05:54
  And the interesting thing is successful people are people
• 1:05:57
  that take risks. In the end, successful people
• 1:06:00
  are people that take risks. It's crazy how people regrets at
• 1:06:04
  the end of their lives. The most common word on people's
• 1:06:09
  deathbeds is regret. I regret I did not try this.
• 1:06:12
  I don't want to be that person who goes out to regret never not
• 1:06:17
  me, not me. So it's it's interesting and I
• 1:06:20
  hope that we are also able to inspire people across the world,
• 1:06:24
  inspire the next generation, even after we have long gone.
• 1:06:27
  Conversations like this can inspire people that these, you
• 1:06:31
  know, a set of individuals were able to take risks and able to
• 1:06:36
  look into their potentials and execute their potentials.
• 1:06:40
  I can do it as well. I love what you said about
• 1:06:42
  potentials, and I always say this.
• 1:06:44
  I look into people's potentials, right?
• 1:06:46
  When people are younger, you judge based on your potentials.
• 1:06:49
  As you grow older, you judge based on credentials.
• 1:06:51
  Potentials are what eventually lead to credentials, and it
• 1:06:55
  still comes back to the whole mindset game, right?
• 1:06:58
  If a person has the right mindset, it actually forms their
• 1:07:02
  potential. Of course, the mind is the most
• 1:07:06
  powerful tool. The mind is what feels whatever
• 1:07:09
  it is that you're able to achieve in your lifetime.
• 1:07:12
  There are a lot of people with fantastic skill sets, right?
• 1:07:17
  But their mindset is rubbish. And it took me a very, very
• 1:07:23
  painful process to realise it. Then we know that I'd rather get
• 1:07:28
  somebody with the right mindset and train them, because skill
• 1:07:32
  sets you can train, mindsets you cannot train.
• 1:07:35
  I think you can if the person is open and willing.
• 1:07:39
  Willing. Only if they're willing.
• 1:07:41
  You cannot take. You can only take a host to the
• 1:07:42
  stream, you cannot force it to drink.
• 1:07:45
  So in the end, it's still a mindset, because being teachable
• 1:07:49
  is a mindset on its own. I think we can put it that it's
• 1:07:52
  easier easier to train skill set than changing mindset.
• 1:07:57
  Yeah, absolutely. Yeah, absolutely.
• 1:07:59
  Yeah, I totally agree with you 100%.
• 1:08:01
  You know, this is the stuff that, you know, conversations
• 1:08:05
  between great minds is is made of we agree to disagree, we
• 1:08:08
  disagree to agree and we achieve common grounds and we educate
• 1:08:13
  our ourselves. So I very much love that.
• 1:08:16
  And yeah, I have learnt, you know, from what you just said,
• 1:08:21
  very, very key, right? It's not impossible to train
• 1:08:24
  mindset. It's just dependent on one
• 1:08:27
  variable, which is the willingness, right?
• 1:08:30
  And willingness can help you, you know, switch your mindset
• 1:08:33
  while skill sets very easy to train, right?
• 1:08:36
  And with the right mindset, you have an accelerated, you know,
• 1:08:40
  training with the skill sets, just like when you're training
• 1:08:43
  your AIAI models is crazy what this LLMS can do when you train
• 1:08:48
  them. But the learning curve is highly
• 1:08:51
  accelerated. And of course the tool sets.
• 1:08:53
  I think tool sets are like the easiest part of the equation,
• 1:08:57
  you know, being AI tools. There are some skills that also
• 1:09:02
  takes time to Polish if it's some very specific.
• 1:09:07
  Technical complex. Origin work, so I'm sure there
• 1:09:11
  are many professions where it's not easy to replicate someone's
• 1:09:15
  skills easily. Yes, absolutely, absolutely.
• 1:09:19
  Because, you know, a lot of skill sets take years to train
• 1:09:23
  and I think that's where the bottleneck comes in.
• 1:09:26
  The people with the skill set probably have a very poor
• 1:09:29
  mindset and then you're stuck. So how do you how do you
• 1:09:32
  navigate that balance? Because it's something I've also
• 1:09:35
  had to navigate as an entrepreneur.
• 1:09:37
  You're stuck with, you know, people that have the skill set,
• 1:09:40
  but a very poor mindset, but you are forced to work with them
• 1:09:44
  because the people with the right mindset don't have the
• 1:09:47
  skill set. So how have you been able to
• 1:09:49
  navigate that? In life in general or in my
• 1:09:53
  current? Yeah, yeah.
• 1:09:54
  In business in business. In business I think we attract
• 1:09:58
  similar people. So I've been going through this
• 1:10:03
  evolution process, self improvement, self development
• 1:10:07
  from early ages when I started reading philosophers and trying
• 1:10:12
  to understand other people's behaviour and my own, and I
• 1:10:17
  still work on that. Things evolve in life, events
• 1:10:20
  happen. I change something like bad
• 1:10:24
  habits, I acquire new bad habits or new thinking patterns.
• 1:10:28
  So I constantly work on myself and I attract people who open to
• 1:10:32
  that. We didn't talk today about
• 1:10:35
  neurographics, but this is another area.
• 1:10:38
  This is algorithmic drawing where we work with conscious and
• 1:10:42
  subconscious if people are open and willing to do it.
• 1:10:46
  I use neuro graphics to change neural pathways.
• 1:10:50
  Like maybe I'm healthier way of thinking about something to
• 1:10:55
  replace it with new approaches with new ways of thinking.
• 1:10:59
  I applied to to myself. It helped me a lot.
• 1:11:03
  How? Does that work?
• 1:11:05
  So when we work on a particular topic and the particular way we
• 1:11:11
  draw and rounding and there is particular algorithm that
• 1:11:15
  consists of eight steps. So you follow it.
• 1:11:18
  And I'm a certified instructor and supervisor of it.
• 1:11:22
  This method has been for 10 years.
• 1:11:24
  So it's getting traction in US right now, but it's from Russia.
• 1:11:28
  So it's most popular over there, but it's in terms of countries
• 1:11:32
  right now we start looking at alternative approaches, why we
• 1:11:37
  found ourselves here or there, why we think this way.
• 1:11:40
  So the particular way we approach our mind, we start
• 1:11:44
  building new neural pathways. And with our drawing, this hand,
• 1:11:49
  it's all connected hand and brain, how we think, we rewire,
• 1:11:53
  we rewire our brain sign times, even one drawing already gives
• 1:11:57
  results, sign times you need 20. So it really depends on the
• 1:12:00
  person on the problem, how it changes, like how many limiting
• 1:12:05
  beliefs they have on this topic and things like that.
• 1:12:08
  But I saw amazing results. So it's pretty much, in simple
• 1:12:12
  words, a neural pathways through.
• 1:12:15
  Growing on your pathways should draw it.
• 1:12:18
  Now I'm curious about what the 88 step process is and practical
• 1:12:22
  examples of problems that can be solved.
• 1:12:25
  So let's take addiction for example.
• 1:12:27
  I think that's quite popular in popular culture in the modern
• 1:12:32
  world. Is it possible to use
• 1:12:34
  neurographics right to help people gotta talk with an
• 1:12:39
  addiction programme, solve that problem of their or whatever
• 1:12:45
  attitude or behaviour or pattern problems that they have and what
• 1:12:49
  are these eight steps in the process?
• 1:12:51
  So 8 steps. It's not like 12 steps in
• 1:12:55
  another programme. It's coming up with a theme
• 1:12:59
  writing words to activate neurons.
• 1:13:03
  Then we have composition step when we use particular algorithm
• 1:13:08
  idea for to address particular topic.
• 1:13:12
  Then we do rounding, then we do neurographing, then we add
• 1:13:17
  colour, then we have field lights fixation figure.
• 1:13:21
  Then we add style to that and then we finish this checking on
• 1:13:27
  our topic theme again, if it change during our process or if
• 1:13:33
  it stays the same. So steps are not that I would
• 1:13:37
  say important until you really start drawing.
• 1:13:39
  It's just steps of the drawing itself.
• 1:13:42
  What would be maybe more interesting is to show you like
• 1:13:46
  I didn't have many walks here. I didn't think you'll be talking
• 1:13:50
  about this, but this is example of neurographics drawing.
• 1:13:54
  So you see your surroundings those the lines particular
• 1:13:58
  shape. So this is an idea.
• 1:14:00
  So I don't have handy here at the moment to show you more, but
• 1:14:06
  I. Think we need to just get a Part
• 1:14:08
  2 for geographics on its own. It seems like a really
• 1:14:12
  interesting topic. We can, I have a few videos on
• 1:14:15
  YouTube and I do free master class once a month say if people
• 1:14:20
  are interested to try. And I'm right now working on
• 1:14:23
  putting out their course on relationship healing graphics.
• 1:14:28
  I repaired relationship with someone who was very dear to my
• 1:14:32
  heart, but we didn't have good relationship in five drawings in
• 1:14:36
  five drawings. And it's been about a year or
• 1:14:40
  more since then. And our relationship just
• 1:14:43
  getting better and better. People who around me witnessed
• 1:14:46
  that and they were amazed. And now I'm working on another
• 1:14:49
  relationship. But going to your question, we
• 1:14:53
  can work on different problems, all different goals.
• 1:14:57
  But again, person needs to be open and willing to do the work
• 1:15:01
  because I'm not reviving someone else's brain anyhow, right?
• 1:15:05
  They do it. I just guide them using
• 1:15:08
  particular approach algorithm. My experience, right kind of
• 1:15:12
  questions guiding them in in the direction towards their goal and
• 1:15:17
  other things that I'm not taking on areas that are supposed to be
• 1:15:22
  licenced. So if it's a mental health, I'm
• 1:15:26
  not taking on people with mental health until they have their
• 1:15:29
  professional who is helping them with that and I complement it.
• 1:15:34
  We work together. So because I'm not registered
• 1:15:39
  LMHC in US or something like that.
• 1:15:42
  So legally I'm not allowed to treat particular mental
• 1:15:47
  illnesses for diseases. But I had one client for
• 1:15:51
  example, we worked on relationship with her daughter,
• 1:15:55
  teenage daughter and during our sessions with her, I had some
• 1:16:00
  individual sessions with her. We uncovered that she also had
• 1:16:03
  some problems in relationship with her mom.
• 1:16:06
  So I worked with her on on this topic as well.
• 1:16:10
  And later she reported to me that her tumour, 8 centimetres
• 1:16:16
  long got down to a pea size and then disappeared completely.
• 1:16:22
  She was not undergoing any other treatment if I knew that she had
• 1:16:26
  a tumour and I wouldn't take her to heal her tumour because I'm
• 1:16:31
  not a medical professional but I even didn't know that she had
• 1:16:36
  it. So sometimes we talk about
• 1:16:39
  psychosomatic when our particular way of thinking
• 1:16:43
  behaviour cause us to feel to have symptoms and some issues
• 1:16:50
  from medical perspective. So this is potentially what
• 1:16:53
  happened with her. But again, I'm only addressing,
• 1:16:56
  for example, if someone is afraid to go public like myself.
• 1:17:01
  Like I don't like showing up and speaking to many people and
• 1:17:06
  things like that. So I'm working on that and I'm
• 1:17:08
  using mirror graphics as one of the approaches to overcome
• 1:17:12
  whatever limiting beliefs I have.
• 1:17:14
  I mentioned that I use it for relationship for myself and for
• 1:17:17
  other people and even building a course.
• 1:17:19
  So you can address very many different things.
• 1:17:22
  So, for example, if you have desires, how to achieve those
• 1:17:26
  desires or goals faster and more efficiently?
• 1:17:29
  How to identify what is on the way between you and whatever or
• 1:17:35
  whoever. So there are so many different
• 1:17:38
  topics. I just don't get into areas that
• 1:17:41
  I need to have licence for to be able to touch on.
• 1:17:46
  Absolutely, it's essential that you have the right credentials
• 1:17:49
  and of course the right licence for you to practise setting
• 1:17:53
  divisions, especially when it comes to health or mental health
• 1:17:57
  related topics. And what a great way to say
• 1:18:00
  going to the fact that these is probably sponsored by Better
• 1:18:05
  Health. So Better Health is the world's
• 1:18:08
  leading online therapy tool. I'd like to get your thoughts on
• 1:18:12
  the effectiveness right and the relevance of therapy in the role
• 1:18:19
  of helping people's mental health and overall well-being.
• 1:18:24
  Well, I definitely appreciate its value.
• 1:18:26
  I think it's helpful. I think important is to find
• 1:18:31
  right feet, make sure that the right there is a right feet
• 1:18:36
  between the client and whoever is providing services because if
• 1:18:41
  it's there, it's more efficient, it's amplifies the results.
• 1:18:45
  So this is again, human factor, right?
• 1:18:49
  So if someone is very data-driven, but another person
• 1:18:53
  is just aspirational and they don't care about numbers, it's
• 1:18:56
  much harder for them to find common ground, even if they use
• 1:19:00
  particular approach just on the human level.
• 1:19:02
  But if you can relate much better and understand another
• 1:19:06
  person, then you can get the message across much more
• 1:19:10
  efficiently. So I think this element is
• 1:19:12
  important. That's why often times I see
• 1:19:15
  that a person went to one therapist and something didn't
• 1:19:19
  work, they went to another, something didn't work, and then
• 1:19:22
  eventually they found the bomb. So sometimes it takes a few
• 1:19:26
  tries to find that. But I definitely see the
• 1:19:28
  benefit. And I saw people who solved
• 1:19:32
  multiple questions and issues that they had with the help of
• 1:19:36
  the therapy and after. I feel like after pandemic we
• 1:19:41
  need more of that, not less. Wow interesting.
• 1:19:45
  I love what you talked about getting the right fit and that's
• 1:19:48
  one thing I really appreciate about better help.
• 1:19:50
  It helps you to be able to connect with the right fit.
• 1:19:54
  If the first person you match with doesn't feel like a right
• 1:19:57
  fit, you can always switch therapies on the app from the
• 1:20:02
  comfort of your device right until you get another one.
• 1:20:07
  So it's less stressful than having to go to physical
• 1:20:10
  locations to. You know, try therapy since you
• 1:20:14
  get the right one, but from the comfort of the device, you can
• 1:20:17
  just, you know, keep typing and switch.
• 1:20:20
  And of course, I think I appreciate something about the
• 1:20:23
  about the platform. They have journaling tools, we
• 1:20:26
  have group sessions. You know, these options actually
• 1:20:29
  help with your mental health joining and of course, you're
• 1:20:34
  healing from any mental health related conditions.
• 1:20:37
  So I'm really grateful to be partnering with such well-being
• 1:20:43
  Grant and I hope for impact with this partnership that we have.
• 1:20:48
  So coming back to the future of sales and leadership with AI
• 1:20:53
  linking into the future, right into the not too distant future,
• 1:20:58
  looking ahead into say the next 5 after 10 years, how do you see
• 1:21:03
  AI reshaping leadership and you know, trust in sales processes
• 1:21:08
  and yeah, shoot forward thinking professionals and entrepreneurs
• 1:21:12
  focus the strategy. It's hard to envision what will
• 1:21:15
  happen in 5-10 years. Right when I was at Microsoft
• 1:21:18
  and needed to build forecast for doc fibre. 20 years from the
• 1:21:24
  day, everything is developing so quickly.
• 1:21:27
  So it's very hard to do rocket. But if I just guess based on
• 1:21:32
  what I'm seeing and what I know right now, we use AI to help us.
• 1:21:38
  In five years, I think it will be more integrated and it's
• 1:21:42
  maybe will be equal. Most of the things AI in my area
• 1:21:47
  of expertise would be able to do and I would need to do like a
• 1:21:50
  little bit at the end to clarify and provide more information.
• 1:21:55
  In 10 years, I think it would be fully comfortable of providing
• 1:22:01
  emotional intelligence, human signals, and we will have some
• 1:22:06
  behavioural dashboards, something like that.
• 1:22:08
  I think that AI will be able to read by our intention very well
• 1:22:14
  and tell us what person is kind of thinking based on nonverbal
• 1:22:18
  signals, based on how they talk, what kind of personality types
• 1:22:25
  they are reading right there. And this will be somewhat
• 1:22:29
  intimidating for some people because not everyone wants to be
• 1:22:34
  read right like an open book. So humans will be more aware and
• 1:22:39
  more eager to elevate their non verbal signals so they are not
• 1:22:45
  read as an open book by AI. So I think one thing will lead
• 1:22:50
  to another. So those are my projections, but
• 1:22:53
  we will see what happens in reality.
• 1:22:55
  We can't only wait and see. I trust humans who always
• 1:22:58
  outsmart AI. So I do have an episode with an
• 1:23:03
  AI guru from America. The owner called the words.
• 1:23:06
  His name is Mark Andrews. The title of that episode is
• 1:23:09
  Humans first, AI Next. You know, humans are always fast
• 1:23:13
  and AI is going to be an assistant.
• 1:23:15
  Wow. So the very last question for me
• 1:23:19
  before we get into the quick fire route is aimed towards
• 1:23:23
  helping our audience. So we do have an audience of
• 1:23:27
  entrepreneurs, professionals, leaders and growth champions.
• 1:23:32
  So what are three simple non verbal techniques they can start
• 1:23:36
  practising today to improve their influence and close more
• 1:23:41
  deals? Great question.
• 1:23:43
  Of course, there are so many, but if we focus on top three, I
• 1:23:47
  would say first is awareness and first impression.
• 1:23:50
  So we know that it's about 5-7 seconds when we can make a first
• 1:23:54
  impression. And this is important to master
• 1:23:58
  your entrance, whether it's on Zoom during team meeting or if
• 1:24:02
  it's somewhere in person, how you show up is very important.
• 1:24:06
  So start focusing on these first things that we discuss posture
• 1:24:11
  straight and placing yourself. So this would be first one.
• 1:24:15
  The second one, if we don't know personality type of the person
• 1:24:20
  we communicating with or if it's a huge audience and there are
• 1:24:23
  different personality type, we can just do mirroring.
• 1:24:27
  So we see what this person is doing and we can adjust.
• 1:24:30
  We can go slower or faster. We can be leaning more to the
• 1:24:35
  person or a little bit away space that we keep between each
• 1:24:39
  other. So mirroring the behaviour if
• 1:24:42
  you in the bedroom with many people see that overall
• 1:24:45
  energies, maybe people are tired, right?
• 1:24:48
  Or maybe they energy you can they're fresh like in the
• 1:24:52
  mornings, we can adjust to those nuances.
• 1:24:56
  So this is I recommend to do 2nd.
• 1:24:58
  And the last one is a power positioning I mentioned a little
• 1:25:03
  bit earlier. So time your gestures, be
• 1:25:06
  mindful about your gestures. It's not everything, right?
• 1:25:10
  Mindful what you mean to show, Are you like showing and
• 1:25:15
  confirming something that you are saying or is it something
• 1:25:19
  just the noise? Don't make noise.
• 1:25:21
  I just did this gesture on my camera and this actually means
• 1:25:27
  for camera it started operating on its own.
• 1:25:31
  So you see this is AI in action. So I didn't think about it, but
• 1:25:37
  it's already reacted to my gesture.
• 1:25:41
  So those three things master your entrance, strategic
• 1:25:45
  mirroring of the person or people in front of you and your
• 1:25:49
  partner, our position. I think that's absolutely
• 1:25:51
  amazing. So there we go to the quick fire
• 1:25:54
  round five questions for an and insightful give the fastest
• 1:25:58
  answer that you can give. Are you ready to rumble?
• 1:26:03
  Yes, yes, yes, yes. OK, so what's 1 body language
• 1:26:07
  myth you wish everyone would stop believing?
• 1:26:10
  Yeah. So arm crossed is not always
• 1:26:13
  defensive for closeness. Someone can be just cold at the
• 1:26:17
  moment. Wow, Speaking of cold, London is
• 1:26:19
  beginning to get cold so I want to cross my arms.
• 1:26:23
  OK, I like that. So #2 If you could teach one non
• 1:26:27
  verbal skill to every CEO in the world, what would it be?
• 1:26:32
  Presence being presence. I like that.
• 1:26:34
  I think presence influences charisma, so I love that one.
• 1:26:39
  Coffee, tea, or something else when you need laser focus.
• 1:26:44
  Green tea This Jasmine is my favourite drink.
• 1:26:47
  Wow, you're welcome to the tea culture, huh #4 What's the most
• 1:26:52
  surprising signal a client has ever misread, and what was the
• 1:26:57
  outcome? I guess I will use example I
• 1:26:59
  gave you when my client coach lost her ongoing client because
• 1:27:06
  of your misinterpretation of the nonverbal signals.
• 1:27:09
  So the last one is this completed this sentence.
• 1:27:13
  Success without presence is dash.
• 1:27:16
  Short term win. Short term win.
• 1:27:19
  Wow, success without presence is a short term win.
• 1:27:23
  Wow, that's absolutely spot on. So at this point, from me to
• 1:27:28
  you, it's a very, very big thank you.
• 1:27:30
  I always say this gratitude is good attitude.
• 1:27:33
  And when a person shares their time with you, they share their
• 1:27:35
  life with you because the SI unit for measuring life this
• 1:27:39
  time. So for me to you, it's love and
• 1:27:41
  respect to you for sharing your life and your time with us on
• 1:27:45
  the Kingdom's podcast and Diary of the CFO today.
• 1:27:48
  Me to the audience. Guys, don't forget, always do
• 1:27:51
  for something in your lives. Don't forget, conceive, belief,
• 1:27:55
  strive to thrive and achieve. Thank you so much for inviting
• 1:27:59
  me AI. AI, there you go.
• 1:28:04
  And for your thoughtful questions, I was happy to share
• 1:28:08
  my knowledge and expertise. And please connect with me on
• 1:28:12
  LinkedIn or come and ask questions in private.
• 1:28:17
  If you are interested, I will be happy to share more information.
• 1:28:20
  So very grateful to be here with you.
• 1:28:23
  I appreciate this opportunity and please be aware of your
• 1:28:28
  nonverbal signals. Absolutely.
• 1:28:30
  So I think I'm going to share your LinkedIn profile in the
• 1:28:34
  description. How about your website?
• 1:28:36
  What's the website? So we share that also in the
• 1:28:39
  description on the guest resources.
• 1:28:44
  OK, fantastic. There you go.
• 1:28:46
  So for me, it's goodbye. And of course, from TT is
• 1:28:50
  goodbye AI and TT, we are signing out right now.
• 1:28:54
  God bless you guys.