AI, Nonverbal Intelligence & High-Ticket Sales w/ Dr. Tatiana Teppoeva

0:00 So we know that it's about 5-7 seconds when we can make a first impression. And this is important to master your entrance whether it's on Zoom, during team meeting or if it's somewhere in person, how you show up is very important. So start focusing on these first things that we discuss. Posture straight and patiently yourself.

0:24 So this would be first one. The second one, if we don't know personality type of the person communicating with or if it's a huge audience and there are different personality type, we can just do mirroring. So we see what this person is doing and we can adjust. We can go slower or faster. We can be leaning more to the person or a little bit away space that we keep between each other.

0:49 So mirroring the behaviour. If you are in a big room with many people, see that overall energies, maybe people are tired, right? Or maybe the energetic and they're fresh like in the mornings. Before we dive back into today's conversation, I want to share something important. This episode includes a pay partnership with Better Help, a platform designed to make starting therapy easier. I know for my own journey as a leader and entrepreneur that life can sometimes feel overwhelming. There are seasons, severe stress, uncertainty, and pressure pewed up, and you need a safe space to process it all that severe therapy comes in.

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1:55 Once again, this is a pay partnership with Better Help, and I encourage you to take that first step. If you've been thinking about it, sometimes the best investment you can make easy yourself. Welcome to the King Dems podcast, where we share the stories of extraordinary people and dissect hot, relevant topics that shape our world. From visionary leaders to trailblazing creatives, we uncover the mindset, strategy, and grit behind greatness. Whether it's business, culture, or personal growth, we ask the real questions.

2:26 This isn't just conversation, it's transformation. The Kingdom's podcast, your next breakthrough starts here music licencing reimagined in your life. Ladies and gentlemen, we once again welcome to the Kingdom's podcast and diary of a CFO. And today I've got will be a BVVIP whitened out of Washington, United States of America by way of Saint Petersburg.

2:57 Rocherbeck, Welcome. Doctor Tatiana, TT. You know, it's an alignment of interest. I have been getting in on my scientific mode, my empirical mode in recent time. We recently had Doctor Ben Brain from Stanford University speak on the forecast about neuroscience. And we also have the privilege of having you, your habit are affiliated.

3:40 And it seems like recently I've been having people from the hygiene league schools think the very last episode was somebody from Oxford University. And next we have somebody coming from MIT. So I'm blessed, I'm very blessed, you know, or the founder and CEO of one non verbal ecosystem. The conversation we'll be having 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 closing high ticket deals with trust and influence. So Champions Day on The Kingdom's podcast, we're diving deep into the invincible language that drives leadership, trust and sales success. Our guest is the brilliant Doctor Tatiana Ticover, PhD, economist, AI strategist and founder of One non verbal Ecosystem.

4:31 With over 17 years at Microsoft and Boeing, Tatiana has mastered the intersection of data science, AI and human behaviour. She helps leaders and sales teams unlock the hidden power of nonverbal intelligence to close high ticket deals, build influence and elevate executive presence. Tatiana, it's an honour to have you with us.

4:56 You'll welcome to the kingdoms broadcast Pandaria for CFO. Once again, you're welcome and I hope we are able to do justice to the topics that we have in our hands today. So I think I'm going to start with the audience questions. I keep post on maintain for people to ask questions and all the social media platforms. So I have picked the top 2 questions. So the very first question from our audience is how can leaders use AI to better read and respond to nonverbal signals in high stakes business situations?

5:32 Thank you for the question. It's very current question that we engage more and more with AI. I would say that it depends on what exactly we are trying to do. There are different tools, and I also make suggestions for the companies based on their needs. What tools that would be more appropriate for them. But in general, there are tools that can personalise some of the reach out.

5:58 There are tools that can help evaluate body language for interview preparation. There are tools that can evaluate conversation. There are tools that can profile your potential buyers, clients, partners, etc. The only thing that I would say that we need to be very cautious and careful what tools we engage with and how we use.

6:20 And just a couple examples, some personalization tools for emails for example created offshores and they under US jurisdictions here where I am and they follow US regulations, but still they get access to all your emails incoming, outcoming all the information for them to be able to serve you. And if data leaks then potentially all emails will be exposed. So we need to be very careful when we signing up for some kind of services like that, that we understand the risks because the passwords even big companies like Google, Apple, etcetera can be leaked.

7:07 And some happened recently like a month, a couple months ago, big leak. So it may happen with the mouse as well. And we need to be ready that this information that we share can be available for web players. So while there are many tools, please look carefully what they provide and what kind of security they use. Because I looked, some companies don't promise very high level of security.

7:33 So this is something to be aware. But there are multiple tools that can be used. And another thing that when we use AI tools, we need to understand. For example, if we use profiling for LinkedIn, people posted on LinkedIn their profile to understand their pain points, motivation, what they do in life, what their personality type is.

7:57 If someone created this profile for them or they followed particular structure how to create profile, maybe they even use particular words, then you may not get exactly the personality profiles they are. You will get personality of the text that is listed on LinkedIn profile but not the true human behind it. So this is also something to keep in mind. So if you will be using LinkedIn as your compass on how to communicate with this person, then you can be a little bit off.

8:35 So that reminds me of, you know, personality profiling, what I say hotels like the likes of the Myers Briggs, the 16 personality test, which ones, you know, are tested and trusted that you can. Yeah, there's Disc and others that you called. I also use some systems that we have in Russia that are not that popular in US and all of them are good.

9:03 I prefer systems that have fewer divisions of personalities, especially when they teach people. For example, I have a training this one of the construction companies, so next week I'm not going to teach them all sixteen types of mayor's personality typing because it's not realistic to expect from salespeople to identify them.

9:27 So I prefer to use 6-7 main personality types and then depending on what company or people are doing, focus on specific few. Ask me more if interested in this aspect. And another thing that different systems created for different purposes and they uncover. So some look more into behaviour, some system look more into emotional angle. So depending on what we are trying to achieve, we may use one system versus another.

9:59 Sometimes I combine I combine a few to build comprehensive personality profiles. I think I like that, you know, and giving you background in economics, I see how this flows into creating these models because we use a lot of models in economics and we always assume Satori Paribu, all other factors remaining constant. Okay, let's delve into the second question from the audience.

10:25 What's the biggest mistake sales teams make when trying to build trust and lose high ticket deals? And how can frameworks like Human CEO Layer fix it? From my perspective as a personality profiler and non verbal communication expert, it's a cookie cutter approach. So when they try to use the same speech or same way they approach even non verbally right? How they communicate is it's one way to every single person or if they differentiate even tone of voice space and dressers and things like that.

11:03 So this cookie cutter approach is something that I would challenge and you ask how we can kind of fix it. It's be more tailored to particular personality type. So if you have opportunity to research who you will be communicating with, it's better to do in advance to understand their pain points, motivation, strengths, weaknesses, because each personality type has both and be prepared and also watch the person during the meeting or whatever communication you have.

11:40 Sometimes we don't have opportunity to prepare in advance. For example, in car sales, someone walks in and you see them first time and you want to personalise your approach. So watch for how they behave, how they talk, what they talk about, and try to adjust. That is quite interesting and of course it still brings me back to the whole ceteris variables of economic models.

12:06 You know, we always assume that all of the factors remain constant, but in real life other factors do not remain constant. Independent variables keep floating and all is all over the place. So if I am a personality type A for example, and I know that I am not the same way all of the time, there are days when I'm happy, the days when I'm in a mood, the days when I am depressed, the days when I am optimistic. But if you catch me on a day 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 them I don't have a best food. I am a Moody foodie because the food that I eat depends on my mood. So like, what's how? How do we capture the, you know, variables that always refuse to remain constant, right, despite the default setting? So that's why I use different personality profiling systems because some are based on self reporting and exactly like you said, if you are in a particular mood, you will answer questions in a particular way and they only will reflect your state at that particular moment.

13:34 But on another day, you are in a different mode, you answer questions completely differently and it will reflect on a different personality type. Some things may stay, but many may change. However, there are some systems that really are not self reporting. It's reflecting on how you behave, what your baseline is and what are the things that you are doing, expressing, etcetera.

14:00 We usually have two or three personality types in US and we are born with another one we adopted during our lifetime. Like is it because of the environment, how we were raised by parents, by culture, all of that. And the third one, sometimes it's pronounced, sometimes it's not very pronounced in people. They may acquire it during working in particular environment or living in particular family situation. So you can see third profile show up only in particular circumstances.

14:35 So for you would be if you ate particular food, right to simplify it and got Moody, this would be a probably your profile showing up more and it's will not be the one that you were born with. It would be the second or the third. The one that you were born with will stay constant and we can identify it regardless of your current mood because your motivations in life, your pain points, things that you care about, they pretty much are constant. And even if you will try to convince me that not, we can do an experiment and we will see that it's true. You may, you may be Moody and thinking like no, I don't care about this that I cared about yesterday. But if it's your baseline for 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. So this is how to think about it. Like more baseline type and then another one or two layers on top. Wow, you mentioned experiments. I need for experiments. I'm a science guy and I love the empirical method. So what experiment are we able to conduct on this podcast? And based on your profiling system, what would you say is my personality type?

15:57 I don't like giving like personality type openly about someone. I prefer to look at different things. So some, as I mentioned, systems require yourself reporting, right? So you would need to answer some questions. The ones that I'm using, I'm using what is available. So I can use your communication on social media.

16:22 I can use your behaviour right now, or maybe some behaviours that I observed before or after some facial expression, things like that. But I wouldn't just judge based on 20 minutes of interactions and without asking you specific questions that you may not be comfortable answering here. So let's keep it I'm. Doing you're a double comfortable answering here that sounds interested, that sounds interested. So I'm trying to find maybe like the most simplistic model that we can adopt, definitely with questions that I I would be comfortable answering.

17:06 It's not like questions some about some particular intimate area or anything. It just you, you will give away too much information. In. Danger like about your personality? OK. Maybe you don't want to do it, you know. I see, I see that, I see that. So I think for for me, like the personality profiling that I like the most is the one of the temperaments, right?

17:32 So we have the sun grains, the choleric, the melancholic and the phlegmatics, right? So for me, I think I'm a sun green. I think I'm like a combination of sun green and choleric. So yes, I like that. It's just four simple. I like that. But anything beyond four, it's a stretch. What are your thoughts? This is a good one of the 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 would you change your behaviour based on that? Is it enough for you? It may give us some idea of how we can approach, especially for someone like me who knows personality systems, personality profiling systems, and how this particular system aligns to other ones that I'm using more often. But if you know just those four, it's probably will be hard for you to customise your speech and 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 degrees of accuracy and degrees of dilution? Is is that correct? Depending on what you mean by accuracy and dilution, can you tell me more of what you have in mind? So you said the the four personality type is not in depth enough to make sales speech decisions. For example, about if we take maybe something like the 16 personality type, I think that's the Myers Briggs, right? If, if I'm correct, yes, that is a more accurate model, right? Deep dive into a person's personality and be able to ascertain a stable pattern in terms of adjusting your relationships, your communication with such a personality.

19:32 Yes and no. So I don't use Myer system, not much at all. I use other ones as far as and maybe, you know saying that this one is better than the other. It's not the goal of our conversation because again, they serve different purposes and Myer system has its own applications in particular environments where it's super valuable, but I'm focused more on other ones that are more applicable and easier. To apply and use.

20:04 So what I'm saying that depending on your goal, you may choose one versus another combination of a few in terms of the temperament, caloric and other ones. It gives us some information. But from my perspective, it's not sufficient to do, for example, sales speech. It's good to understand overall one person versus another, right with their preferences, but not enough to go deep.

20:32 So it means that the end justifies the means in terms of this perspective. So whatever it is your goal is that determines the kind of personality profiling that you would have to adopt. OK, so you have actually beat an entire ecosystem around decoding human signals. So how did your journey from Microsoft and we lead you into the world of nonverbal communication and AI trillion sales and psychology? Yeah, it's a great question.

21:03 It's the whole story. So I started reading Nietzsche and other philosophers when I was 16 and I had a book, How to Be in France and Influence People by Dale. Corrigan Wow. Yes, and. This is this is documented. I'm so sorry to interrupt you. This is documented. I've said this on many other episodes of this podcast. That book was the very first book I ever bought for myself with money that I earned for myself. Two books by Dale connecting how to wear friends and influence people and the art of public speaking are the two books I ever bought with my own money.

21:43 Wow it once again it's an honour. Yeah, and I pretty much use it as a manual. I was fascinated what motivates people, how they behave, why they behave the way they do. Sometimes they behave like wow, and sometimes you think like why this person did it right and how we can actually change thinking and behaviour that we have as well as others people. So I was really interested in psychology, but at that time in Russia it was not well playing profession. And I'm also a practical person and like numbers. So I decided to go into economics and study. And then I went into PHDI did the statistics and I taught grad and postgraduate students.

22:37 So I worked with people, I watched my students, I tried to make statistics and other subjects that I thought easy for them to understand, even though oftentimes it's not right. Statistics for many people seems to be hard. And after six years, I wanted to apply my knowledge and it's coincided with my immigration to the United States, which was 19 years ago. And I decided to completely switch from academia to business.

23:10 And this was my first switch in my career. So when I arrived to the United States, I started pretty much from scratch because I didn't have experience in business. My English was not that great. So I started a job for new graduates with low pay and things like that, and I built my career from there in the United States.

23:34 And it's booing. I was responsible for the whole customer satisfaction process. So again, I was thinking about psychology. I was thinking how to make customers better, how we can analyse customer feedback and things like that. And later in Microsoft, I worked on four or five different teams and I was touching people one way or another. All the products was I was on Azure forecasting Docfiber or if it was about hardware or if it was about Xbox support strategy, whatever topic I worked on, I always had people on my mind. So we are building products, we providing services for people and people provide feedback to us and we can see like how they think and why they think in that way, how can we make them happier?

24:26 So this pretty much approach to people and thinking was with me all the time. I also had mint teas at Microsoft. So I worked with people one-on-one and eventually I went to Toast Masters and got my Distinguished Toastmaster status. It was also hard work and a lot working with people 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 nonverbal communication and personality profiling. And when I I had enough of my corporate career, I want to do something for people myself now. Then I started thinking about having my own company. And this is what I'm working and 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 started reading those books. And now I can actually apply all the knowledge that I have accumulated over the years, reading so many books and having so much experience, I can now apply it in real life. Wow, it's a whole lot to unpack. You venture the age of 16 and the output is awful far from the tree. I remember when I was 16 years old had the privilege of reading the whole of the Bible from Genesis to Revelation. I was also in Bible school.

25:58 I think I graduated maybe Route 17 and also I was reading the work of ancient philosophers, the likes of Aristotle Plateau. It's it's interesting that this is well documented on the support cast. I've said there's a lot on the broadcast and also I've read groups of Nobel laureates, contemporary philosophers. I tell the younger generation, it's important that you read. My mom used to say a lot leaders are leaders and I understand better now.

26:28 I'm 33 years old now and I understand better that when you load yourself with information, relevant information at the younger person goes on to make you resourceful and relevant in the future, especially in the global landscape. I'm grateful for the opportunity to be able to speak with the brilliant minds of my own time. You know, at 16, reading Aristotle, reading Immanuel Kant, reading Adam Smith, reading John Locke, reading this Sky, even with St Churchill, a lot of people do not realise Winston Churchill won a Nobel Prize for Literature. There's a guy who wrote the book Why I'm not a Christian and I'm trying to remember him.

27:16 Veteran Russell, right? Reading this very brilliant mind. I used to wish that I wish I could have a conversation with these, you know, philosophers with these, you know, brilliant mind. But now I'm privileged, you know, to post 2 podcasts that are globally ranked. I said the time of our 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 speak with persons like yourself who have gone to the best schools in the world, have the highest educational qualifications and we can't dissect important topics. But it starts with building your mind. And yes, message to the younger generation, ensure to build your mind. But the most important thing is your mindset. Repeat your mindset.

28:04 Next, you build your skill set and then you get the right tool set and you are a well-rounded professional or entrepreneur. Coming back to, you know, the science behind human signals. A lot of leaders underestimate how much communication happens beyond words. What are the most powerful non verbal signals that professionals and entrepreneurs should become aware of in high stakes settings?

28:32 Sure. So one thing we can be aware of of our gestures. So there are some repetitive gestures. So if I do this thing one time or couple times during our talk, then it's OK. But if I start doing it every 30 seconds or so, then you will think like what's wrong with Tatiana, right? And different people has different gestures.

28:57 Some may have something like that, some may be scratching. And in high states, especially if we are under stress, we stop noticing it. People who come to me and we do assessment, I show them what they're doing. They're like, wow, I've never knew that. 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 high state situations, we don't pay attention. It's subconscious. So it's very important to notice it. And awareness is already big thing. So adapters is one thing to be rough and paying attention to. Another one is openness. So if you're open to someone and we communicate, people see U.S.

29:46 Open to the conversation to them versus something. It's not necessarily crossed arms. It can be just a push, it can be angle, it can be some other things that we do to not show our openness or show the opposite that we are close to the discussion and people read from us. Even if I say I'm so, so happy to see you here today and then I'm all somewhere else, you will not believe me, right? Or if I'm on my phone like hi, yeah, it's how you doing. So you will see that my attention is not with you. So this is another thing like show openness and be there, be present.

30:32 And the third one, I would say it's a space. So if we are like sitting like that or if we are very tight and making ourselves small or if we take a reasonable amount of space and show our presence there. So those three things I would say the most important and just give you one example about repetitive gestures adapters that I mentioned as a first point.

31:02 I recently made the post on LinkedIn about one person who is in marketing strategy. She is smart and brilliant and I was watching her educational slash proma video and it was small circle and I only could see her upper body. Presentation was 45 minutes long. Information was great but her performance was not that great because she made 379 repetitive gestures during this 45 minute presentation. Can you imagine 379?

31:40 That is massive. Yes, and it was all touching necklace, touching face in different places, touching eyeglasses 79. Let me touch my eyeglasses though. What are three other several times? I don't count, you know, and don't always pay attention to things, but if I think that this 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 to offer them my health because again, most likely if I tell her what she has done, she will not believe me. But if we watch her recording, she will start recognising. If when I point it out, she will start recognising and we'll say like my goodness, I didn't know I was doing it.

32:27 So this is what I see most frequently with my clients. So now I'm quite curious, how do you identify these patterns? Do you use AI or is it human observation? It depends. If we have many phone calls, many emails, then of course I will use AI to speed it up and simplify it for us. But I cannot do everything.

32:51 It can identify that there was pose or something like that, but it cannot necessarily say you why. So if we need to look into root cause or something like that, then I would need to interpret it and go into context. For example, I had a client coach. Coach was my client and her ongoing client, her client quit.

33:17 So she asked me to help you potentially identify why it happened. And we review it with her recording and I could identify maybe pauses, but not the context. So, So what happened? The coach went to the topic that was very sensitive for the client, and client nonverbal showed that she didn't want to talk about it. She didn't say anything, but nonverbal signs were that this was not the topic.

33:45 She wanted to go deeper. My client, the coach, misinterpreted it as a interest, so she did the opposite. She went deeper into the topic and her client was uncomfortable. She didn't enjoy this conversation and she quit. So the coach, my client lost her ongoing client and AI wouldn't be able us to identify the sensitivity and all those nuances.

34:14 So on some high level it's great to use AI, but in many cases you need to apply your own knowledge and experience. In terms of the example I gave you, the 379, I just counted it because it was just one of thing. I usually don't count people's suggestions. 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 it was not in the circle of the video recording. So maybe there are more as a gesture that she did. So it was just a good example to show people to pay attention to the gestures and things they do. So and many people after that 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 performance. Is it the same as you? Are you now being cautious about how you? Show up. Yeah, I think it's, it's very important to be self aware, right? And this is something I've always spoken about. I'm really grateful that I have a podcast that people can always go back to and talk about. I've spoken with Doctor Joey Droshagen. He's the, would I say, I don't want to call it founder, the inventor of the SMT approach, the subconscious mind training approach.

35:43 I've also spoken to another guy called Charlie. I've forgotten his last name. He calls himself the chief consciousness officer, right? So these are topics that are very close to my heart. And for me, people that know me know that I'm a very self aware person and I think self-awareness is very important for growth.

36:05 I pride myself in not being a perfect person or being a person who strives for excellence. I feel that affection is fit, right? When you put yourself out as a perfect person, you are not relatable. Or when you put yourself out as a person who strives for excellence, people can relate to you. The open to feedback, the open to correction, right and take everything has a feedback loop to ensure that you improve our whatever, whatever is that you are doing, right?

36:39 So being self aware, for me, I think it's like a default setting. I think for a lot of people, they have a blurry line between being self aware and being shy, right? If you are not confident in yourself, if you are not the kind of person that is open to making mistakes and making errors, being self aware can bring your confidence or your effectiveness efficiency.

37:04 I think the, the, the, the factor here is fear, right? Don't be afraid to make mistakes. Every one of us makes mistakes, right? And I think also nature versus nurture conversation comes here, right? Very early in life, I filled mathematics, you know, at the old level, that is the entrance exams into university. I failed it twice before I got to write the third time. But now today, I'm festive in economics, chartered accountant. I have an MBA.

37:33 I've lectured, you know, professional accountants. I've worked with the global B for accounting firms #2 and #4 in the world. So nobody would say this guy does not understand numbers. But if only you knew that at the age of 16 I was struggling with mathematics, you know, in exams, right? So that early introduction to the concept of failing and trying again, I think helped me as a person and also the peace and faith.

38:01 My favourite scripture is I can do all things through crisis. Chances be Philippians have to four verse 13. So if you believe that you can do all things if you believe in yourself and believe in your God, I don't think you should be shy or be afraid and even very well respected leaders across the world, like Nelson Mandela said, if we try, we need fill, but if we don't, we have filled. So in life, you just need to keep trying. Thomas Edison, who invented the with a light bulb, I heard he had 10,000 alterations before he got to track. So if a genius like Thomas Edison tried 10,000 times, not to keep trying, right?

38:38 So people, I think there's a need for reorientation in this, you know, age and time. People want to come off as being perfect. And you see these on social media, Instagram tick tock people their best face out there and try to leave like life is perfect for them there. But there's nobody that has a perfect life.

38:57 Tell people testing your admiring on social media does not have a better life than you. You only probably have a better camera and better locations for videos and teachers than yourself. So, but you know, coming back to the whole human signalling, you know, and AI, you have actually patented AI framework that it called patterns and behaviour and systems, right? And how can AI compliment you know and not replace the unique human art of reading, body language, tone and presence? Yeah.

39:30 And I will just add on your previous comment, if you don't mind. We are not trying to reach perfection, right. We're trying to reach our authenticity and. I love that. I love that word. God bless you. And the threat of some noise, right? So if we touch here office or something, it's totally okay, but if I do it 370 times, it's not that great, right?

40:02 Also, we often miss this element. I usually use it as a focus of my work with the client. Each of us has already brilliant things that we have the our, what we can call it perfect for example, but it's just authentic way we communicate with nonverbal signals that we are sending and things like that. So for each client, I highlight what they're already doing well because each of us does and many of us also we are not aware about those beautiful things 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 can use more of? And then I call it fine tuning, things that don't serve us well, some but habits that we accumulated, some things we do under stress and things like that. So I call it fine tuning and I totally for authenticity. I don't support like we need to 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 the strength of human that we are unique. As far as switching to AIAI is not at the point where it can do everything for us. If it will be at some point, that's great. OK, let's do everything for us. So as I mentioned before, I use it to speed up things, to look at things clear, but then to go into deep analysis, like what exactly the root cause behind it, What is the motivation, what other things AI often misses. Another example I can give you, there is a shoe company and they have a lot of advertisements they make for the shoes and some of this advertisement is not 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 in general. Sometimes it highlights something but if I look with my human eye I see issues with it and how not shoes highlighted but some other things. For example body parts of the human that are not a subject of this advertisement at all. To wrong emphasis or unnatural causes for the human, you look at this advertisement, they see like something is wrong and when you start analysing it's artificial, artificial poses. So AI cannot identify all of that very well yet. So I definitely use it when I can, but at this point we need experts to help it.

42:51 Absolutely, absolutely. I keep saying at least about AI given the fact I'm very fond of AII am AI myself. I say AI is meant to be an assistant, right? So AI is as powerful as the mind of the human who is using it, right? And we are in the age of the height of artificial intelligence. But unfortunately we are also in the age of the height of human foolishness. So it's crazy how 20-30 years ago, if you needed information, you needed to dig into a library, dig into, you know, restricted resources, right?

43:27 But now information is readily available and widely available, but we still have people asking the most stupid questions about any human history. So we need to develop our minds first, right? And of course, it's mindset skill set before the tool set. AI is just a tool set and I think people need to really, really get it right.

43:47 Coming to the high ticket sales and buyer profiling, you'll buy a match in a trademark to and human signal. They are also trademark those frameworks, their game changers. Can you break down how aligning of bias, personality and non verbal clues can shift the outcome of a multi $1,000,000 deal? Definitely, I like combining them both if it's appropriate for the situation that people reach out to me with. So personality layer, it's when we think about decision style of the person, what pinpoints they care about, what motivations they have in life and things like that. So we can understand if it's a data-driven person, is it a visionary?

44:34 Is it a relation based personality type or some other one. So we can then target our message and the way that they can understand. And in simple words we can say, for example, if you speak only English, but I talk with you in Russian, you will not understand me. Even if my idea proposal, the product I'm selling to you is great, right?

45:01 It will not be on the same page. But if? I. If I speak your language, then I can deliver this information the same as personality types if it's a data-driven person, but I'm trying to tell them or just imagine how you feel using this right? They don't care that much how they feel. They want to know efficiencies. They not want to know keep the eye and other things. So we will be speaking different languages, but if I give them what they want to hear in terms of what they understand, the language they understand, then we both win. I able to deliver my message, they hear me, we save time and hopefully I get them what they want. And another layer on top of personality layer is a signal layer.

45:53 And it's especially important when it's in person interaction. For example, car sales dealership or maybe a high ticket consulting or some other expensive, maybe a hotel chain or something like that. When your customer walks in and you don't have much information about them, about their 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 looking how they behave, what they're saying, the way they to the non verbal, you can evaluate relatively quickly and make a guess what would be a most 2 personality types. And this is what I teach of the person. And based on that, you tailor your communication again to speak on the same language they understand, not on our own.

46:51 And this is not only in business, but even in our personal lives sometimes. We have all best intentions and we put all best effort into saying something, sharing and we are so eager to deliver it and we know ourselves and we try to deliver the message in the best way we can understand. And we think like all the effort I put into this, how I'm explaining how I'm delivering, it's great for us.

47:19 But this is a different person and they may be interested in different things and they may have a different language. And if we don't adopt our messaging, even if it's great, it may not land. So in high stakes, it's very important because tailoring, tailoring your messaging to particular customer needs is super important and it's a win, win situation. Wow.

47:45 So talking about executive presence, you've actually trained executives on the executive presence code. It's interesting. You have a lot of trademarks. In practical terms, how can a leader walk into a boom and instantly command authority, trust, credibility, respect without even saying a word? Great question and we talked 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 audience, being straight, standing or moving in a straight way, not so you know, shoulders down or any angle or any of that space, taking appropriate space, not too much, not too little. These gestures and body positioning and how we see it depending we are staying standing or sitting.

48:41 Then also how much we have all of this, right? What kind of gestures? So paying attention to what we are sending out there and how much of it. And also keeping eye contact. Eye contact is very important to make sure that we communicate with the person and not with someone else. Worse with our phone, right?

49:04 So those three areas would be the most powerful to address first. And then there are other things to add on top of it. Wow. So when it comes to these posters, I'm glad we had a conversation about the differences between, you know, the best world countries, the third world countries is are different across the world and different, you know, posters mean different things in different cultures.

49:34 So you have been privileged to work globally and speak multiple languages, right? You are a step ahead of me. I've only been privileged to work globally, but I can't claim to be a master of multiple, you know, globally relevant languages. You know, how does cultural difference shape non verbal communication?

50:01 And what's universal signals can professionals rely on? You know, anywhere and everywhere in the world. Yes, this is a great question and even probably we heard cases about politicians travelling to different areas and making mistakes in how they dress or what they say. So it's. Even even the gestures.

50:28 Even the gestures. I'll give an example. So I think in Islamic cultures, males are not meant to have handshakes with females. And this has happened many times, even in my presence. And it feels sort of awkward when a female from the Western culture is trying to shake the hand of a respected, you know, Islamic or Arabic figure.

50:50 They try to politely decline it's it's awkward. Yes. So definitely if we have international audience or if we travel somewhere specifically, we need to educate ourselves on some of the habits and cultural things that this particular area uses. So has right in general if we are not aware we just can be mindful. For example colour white can be birth colour or can be deaf colour depending on where we are black estimated is different as well.

51:27 So if even we choose wrong colour, we are sending a wrong message. Maybe disrespect right? So not appropriate for the situation and we will look foolish and we will not pay respect to the environment where we are. Also personal space in some areas, very little personal space will be like, oh, intrusion into someone's place. In other cultures, it can be appropriate. And if you are too far, they 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. Eye contact. In some cultures, it's encouraged to have eye contact. In others, it's too much. It's it's. Rude. So those nuances we need to educate ourselves on, but there are some universal things that we can apply. For example, genuine smile, right? It's universal. The smile never goes out of fashion. Right.

52:27 And then some gestures that are universal when we soothe ourselves or when we leaning towards someone showing our interest or the opposite if we don't want to be involved, we lean in an opposite direction. There are different things that different and there are some other ones that are universal, so it's good to be aware of both, especially if we communicate with international audiences.

53:00 Interesting that speaks to your philosophy that I always reach that the capacity of a person is dependent on a couple of ease. And what are the ease? Your education, your exposure, your enlightenment and your experience. So that forms your capacity to function as a person. And Speaking of functioning as a person, something I very much appreciate about your journey is your personal receipts and your evolution over time. And it has spoken to your career growth and development. So transitioning from the academia to the corporate world like calling Microsoft and going on to entrepreneurship, which in my opinion is the ultimate is 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 mill terminated industry? Great question. And you said the keyword at the beginning that it's evolution. So I don't call it reinvention, it's an evolution because it's just one path that I had. I told you about my switch in career after academia. I have a switch recently from corporate to my own business. So it's all driven by my personal curiosity. Alonian and trying to achieve goals. I like achieving goals in academia. For example, I was interested in getting expertise and credibility.

54:31 At Boeing I received practise systems and customer experience that I worked in. At Microsoft I gain disability and presence. That led to some influence and now I have ownership and self validation that I can do things on my own and also learning a lot of self marketing, which is very hard for me. So it's an evolution for me and it's quite natural and I am glad that I've done those decisions that many people didn't approve at the time.

55:07 And also leading Microsoft, for example, or switching from academia. Many people expected me to teach in US but I'm glad that I did what I felt was right path for me because I'm truly in joins and join you. I think he, he just reminded me of something that I posted on LinkedIn recently. And it's it's talking about, you know, you doing your thing without people's permissions, right? So a lot of times people want to 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 Walsh. He posted on LinkedIn, quite a long post, but the image he posted says, and I quote, stop asking for permission to build the life you want. Your family will tell you no. Your friends will tell you no. The corporate machine will tell you no.

56:03 Go build it anyway. And I jumped on this and I said this powerful reminder. If you keep waiting for approval, you wait forever. Family, friends and the corporate system often say no, not because they see your limits or because they can't see your vision. The great builder, the greatest builders, entrepreneurs and leaders all had to face that no before creating their yes.

56:28 Stop seeking permission. Start building proof. Who else here is building something the world wants to them was to risk. So I'd love for you to speak to that, you know, people seeing limitations where builders like yourself and myself see opportunities and potentials onto the the potentials with confidentials they don't believe. What are your thoughts on you know this situation? It's, it can be a tough situation for someone and also for me, I've been contemplating 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, great company, great salary and things like that. So my own thinking and plus people around me or how my former Co workers will be looking at and I'm sure that many people like watching me right now and think she's going to be successful or one of those failures.

57:24 What are the statistics for small businesses to fail right and individuals to fail. But I like the phrase I learned from someone. We the win or we learn. So there is no failure. And whatever experience I'm getting, it will be my learning experience. And actually, many of successful small businesses, they failed at the beginning, they learned and they build something better.

57:51 And many failed multiple times before they build something successful. So it's about risk aversion. Are you ready to take the risk to pursue your passion? For me, it was worth it. For me, it was worth it to risk and potentially gain nothing except the experience, my learnings. But it was worth for me.

58:13 And for many people, other things take over and they don't make this step. So it's very individual decision. But research shows that at the end of our lives, people regret the most what that they haven't tried something, right? But they haven't done this and they haven't done that. So I don't want to be one of those people that regrets that I haven't tried something because I'm curiosity driven. So for me, I feel better risk and try. And in my case, maybe it's a little bit easy because if I want, I can go back to data science and AI. Even during last moment I had meta reached about to me 4 times asking me if I would be willing to interview. So I kind of have a Plan B if it doesn't work but I'm not even considering it.

59:05 But on psychological level, some people may say, Tatiana, it's easy for you because you have education, you have experience, and if you want you can go back. And I understand that. But at the same time, when I speech from academia in Russia to working in US in business, as someone who just graduated for very low salary, very low, even though by that time I already had PhD and six years of teaching at universities, I was ready to do, you know, this shift go down, down and start from scratch again and trace later again.

59:43 So it sacrifice personal decisions, what we want to sacrifice and what we are driven by. And again, talking about personalities, right, And personality types, my personality type prefers to risk and follow desires and wishes in life and achieve goals. So I'm goal oriented. So right now I'm working on my business. I.

1:00:08 Trying to help people and I'm sure I can do it, but I liking all the knowledge that to be successful in a big scale. So I'm putting a lot of effort into learning how marketing works, how funnels work, how to build my own website, how to edit my own videos. And it's so fascinating, all of it. It's the whole interfere behind the soul. Very interested learning it.

1:00:38 Wow. You know, I'm surprised because, you know, I see a lot of similarities between yourself and myself. I don't have a PhD in economics, but I do have APSC in economics, Right. And yeah, I went from that space into accounting, now into podcasting. And I just recently discovered that it's clear that I am actually a journalist.

1:01:01 I'm different from the rest of the broadcasters. But let's, let's not deceive ourselves. In just the very, very small span of time that I've been in this space, I have rejected into the global rankings. Look at the people who share this similar global rankings with me. They started maybe minimum of three years before me. But we understand how to follow the data points right and how to use data-driven decisions to improve our businesses. Coming into the media space, learning how to edit videos, thumbnails, you'll get it over time. When you start, people laugh at 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 the marketing funnels even when it comes to hiring people, right? One very big lesson I learned about hiring people is you need to always focus on the mindset first, not the skill set, right? And always ensure that you hire A plus individuals. A individuals tend to employ B 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 in that sort of area in the certain matter that you are trying to employ them. But essentially the mindset is the first thing. If you have the right mindset, then you can evaluate the skill set and of course, provide them with the right tool sets to execute, you know, the job.

1:02:26 And also reading books like Rocket fuel, maybe discovered that persons like myself and yourself, we are visionaries, but visionaries are not everything. We need integrators. Visionaries have the big picture thinking, the strategic thinking, but you need people who are excellent at execution to carry that vision and you know, make it executed. And then, you know, you have that synergy of individuals and beauty, you know, or being a good business. And it's always good to to seek help. It's always been to seek help.

1:02:58 And it will amaze you how willing people are to give you their time. Yeah. And people are not really willing to give money. But when it comes to time and advice, it's it's crazy how much people are always willing to give it. We don't get because we don't ask. 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. And of course, I'm always here, you know, to support the business because I, I know the pains of having to have sleepless nights building systems, building products, beauty services, beauty automations. It is crazy. But I think the, the, the, the risk, right is well worth the reward.

1:03:42 Because I once heard it somewhere that the shame of not taking the risk right in the end is greater than the shame of what people would say at the time that you were just taking the risk. Yes. And if you don't mind, I want to add about hiring employees. I just recently hired someone part time. I think also important element and to see a potential in someone because they may not have all the skills and be smarter than you at the moment, but they can grow into this person. So if you realise potential and give them seeds, soil and water to grow, then they come smarter and more skilled and whatever areas they are working on.

1:04:32 And another thing that I wanted to highlight that you actually when you talked about hiring different people, visionaries or executors, right, and things like that, it's personality profiling. So we know that someone is a visionary, it's a personality type, it's their core and another one is the executor and they will never be replaced by each other because it's their core personality type.

1:05:00 So thank you for mentioning it. This is who filing in action another application. Wow. So I am indirectly profiled to the profiler. That's that's interesting. I think it was it was easy. Anyways, I don't have to be a genius to identify somebody who shares, you know, that similar profile as myself, the real recognizer, real. And it's great when you see all 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 seeks validation, but in the end, I'm still a human being, right? And you feel validated where you be another human being who is, you know, on the same wavelength as yourself in in this world. Say it actually goes out to show you that you're you're not crazy, you're not mad, you're not mentally ill. You know, there's a space for, you know, people like us in the world.

1:05:54 And the interesting thing is successful people are people that take risks. In the end, successful people are people that take risks. It's crazy how people regrets at the end of their lives. The most common word on people's deathbeds is regret. I regret I did not try this. I don't want to be that person who goes out to regret never not me, not me. So it's it's interesting and I hope that we are also able to inspire people across the world, inspire the next generation, even after we have long gone.

1:06:27 Conversations like this can inspire people that these, you know, a set of individuals were able to take risks and able to look into their potentials and execute their potentials. I can do it as well. I love what you said about potentials, and I always say this. I look into people's potentials, right?

1:06:46 When people are younger, you judge based on your potentials. As you grow older, you judge based on credentials. Potentials are what eventually lead to credentials, and it still comes back to the whole mindset game, right? If a person has the right mindset, it actually forms their potential. Of course, the mind is the most powerful tool. The mind is what feels whatever 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? But their mindset is rubbish. And it took me a very, very painful process to realise it. Then we know that I'd rather get somebody with the right mindset and train them, because skill sets you can train, mindsets you cannot train. I think you can if the person is open and willing.

1:07:39 Willing. Only if they're willing. You cannot take. You can only take a host to the stream, you cannot force it to drink. So in the end, it's still a mindset, because being teachable is a mindset on its own. I think we can put it that it's easier easier to train skill set than changing mindset. Yeah, absolutely. Yeah, absolutely.

1:07:59 Yeah, I totally agree with you 100%. You know, this is the stuff that, you know, conversations between great minds is is made of we agree to disagree, we disagree to agree and we achieve common grounds and we educate our ourselves. So I very much love that. And yeah, I have learnt, you know, from what you just said, very, very key, right? It's not impossible to train mindset. It's just dependent on one variable, which is the willingness, right?

1:08:30 And willingness can help you, you know, switch your mindset while skill sets very easy to train, right? And with the right mindset, you have an accelerated, you know, training with the skill sets, just like when you're training your AIAI models is crazy what this LLMS can do when you train them. But the learning curve is highly accelerated. And of course the tool sets.

1:08:53 I think tool sets are like the easiest part of the equation, you know, being AI tools. There are some skills that also takes time to Polish if it's some very specific. Technical complex. Origin work, so I'm sure there are many professions where it's not easy to replicate someone's skills easily. Yes, absolutely, absolutely.

1:09:19 Because, you know, a lot of skill sets take years to train and I think that's where the bottleneck comes in. The people with the skill set probably have a very poor mindset and then you're stuck. So how do you how do you navigate that balance? Because it's something I've also had to navigate as an entrepreneur.

1:09:37 You're stuck with, you know, people that have the skill set, but a very poor mindset, but you are forced to work with them because the people with the right mindset don't have the skill set. So how have you been able to navigate that? In life in general or in my current? Yeah, yeah. In business in business. In business I think we attract similar people. So I've been going through this evolution process, self improvement, self development from early ages when I started reading philosophers and trying to understand other people's behaviour and my own, and I still work on that. Things evolve in life, events happen. I change something like bad 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 that. We didn't talk today about neurographics, but this is another area. This is algorithmic drawing where we work with conscious and subconscious if people are open and willing to do it. I use neuro graphics to change neural pathways.

1:10:50 Like maybe I'm healthier way of thinking about something to replace it with new approaches with new ways of thinking. I applied to to myself. It helped me a lot. How? Does that work? So when we work on a particular topic and the particular way we draw and rounding and there is particular algorithm that consists of eight steps. So you follow it.

1:11:18 And I'm a certified instructor and supervisor of it. This method has been for 10 years. So it's getting traction in US right now, but it's from Russia. So it's most popular over there, but it's in terms of countries right now we start looking at alternative approaches, why we found ourselves here or there, why we think this way.

1:11:40 So the particular way we approach our mind, we start building new neural pathways. And with our drawing, this hand, it's all connected hand and brain, how we think, we rewire, we rewire our brain sign times, even one drawing already gives results, sign times you need 20. So it really depends on the person on the problem, how it changes, like how many limiting 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 words, a neural pathways through. Growing on your pathways should draw it. Now I'm curious about what the 88 step process is and practical examples of problems that can be solved. So let's take addiction for example. I think that's quite popular in popular culture in the modern world. Is it possible to use neurographics right to help people gotta talk with an addiction programme, solve that problem of their or whatever attitude or behaviour or pattern problems that they have and what are these eight steps in the process?

1:12:51 So 8 steps. It's not like 12 steps in another programme. It's coming up with a theme writing words to activate neurons. Then we have composition step when we use particular algorithm idea for to address particular topic. Then we do rounding, then we do neurographing, then we add colour, then we have field lights fixation figure.

1:13:21 Then we add style to that and then we finish this checking on our topic theme again, if it change during our process or if it stays the same. So steps are not that I would say important until you really start drawing. It's just steps of the drawing itself. What would be maybe more interesting is to show you like I didn't have many walks here. I didn't think you'll be talking about this, but this is example of neurographics drawing.

1:13:54 So you see your surroundings those the lines particular shape. So this is an idea. So I don't have handy here at the moment to show you more, but I. Think we need to just get a Part 2 for geographics on its own. It seems like a really interesting topic. We can, I have a few videos on YouTube and I do free master class once a month say if people are interested to try. And I'm right now working on putting out their course on relationship healing graphics.

1:14:28 I repaired relationship with someone who was very dear to my heart, but we didn't have good relationship in five drawings in five drawings. And it's been about a year or more since then. And our relationship just getting better and better. People who around me witnessed that and they were amazed. And now I'm working on another relationship. But going to your question, we can work on different problems, all different goals.

1:14:57 But again, person needs to be open and willing to do the work because I'm not reviving someone else's brain anyhow, right? They do it. I just guide them using particular approach algorithm. My experience, right kind of questions guiding them in in the direction towards their goal and other things that I'm not taking on areas that are supposed to be licenced. So if it's a mental health, I'm not taking on people with mental health until they have their professional who is helping them with that and I complement it.

1:15:34 We work together. So because I'm not registered LMHC in US or something like that. So legally I'm not allowed to treat particular mental illnesses for diseases. But I had one client for example, we worked on relationship with her daughter, teenage daughter and during our sessions with her, I had some individual sessions with her. We uncovered that she also had some problems in relationship with her mom.

1:16:06 So I worked with her on on this topic as well. And later she reported to me that her tumour, 8 centimetres long got down to a pea size and then disappeared completely. She was not undergoing any other treatment if I knew that she had a tumour and I wouldn't take her to heal her tumour because I'm not a medical professional but I even didn't know that she had it. So sometimes we talk about psychosomatic when our particular way of thinking behaviour cause us to feel to have symptoms and some issues from medical perspective. So this is potentially what happened with her. But again, I'm only addressing, 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 things like that. So I'm working on that and I'm using mirror graphics as one of the approaches to overcome whatever limiting beliefs I have. I mentioned that I use it for relationship for myself and for other people and even building a course.

1:17:19 So you can address very many different things. So, for example, if you have desires, how to achieve those desires or goals faster and more efficiently? How to identify what is on the way between you and whatever or whoever. So there are so many different topics. I just don't get into areas that 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 and of course the right licence for you to practise setting divisions, especially when it comes to health or mental health related topics. And what a great way to say going to the fact that these is probably sponsored by Better Health. So Better Health is the world's leading online therapy tool. I'd like to get your thoughts on the effectiveness right and the relevance of therapy in the role of helping people's mental health and overall well-being.

1:18:24 Well, I definitely appreciate its value. I think it's helpful. I think important is to find right feet, make sure that the right there is a right feet between the client and whoever is providing services because if it's there, it's more efficient, it's amplifies the results. So this is again, human factor, right?

1:18:49 So if someone is very data-driven, but another person is just aspirational and they don't care about numbers, it's much harder for them to find common ground, even if they use particular approach just on the human level. But if you can relate much better and understand another person, then you can get the message across much more efficiently. So I think this element is important. That's why often times I see that a person went to one therapist and something didn't work, they went to another, something didn't work, and then eventually they found the bomb. So sometimes it takes a few tries to find that. But I definitely see the benefit. And I saw people who solved multiple questions and issues that they had with the help of

1:19:36 the therapy and after. I feel like after pandemic we need more of that, not less. Wow interesting. I love what you talked about getting the right fit and that's one thing I really appreciate about better help. It helps you to be able to connect with the right fit. If the first person you match with doesn't feel like a right fit, you can always switch therapies on the app from the comfort of your device right until you get another one.

1:20:07 So it's less stressful than having to go to physical locations to. You know, try therapy since you get the right one, but from the comfort of the device, you can just, you know, keep typing and switch. And of course, I think I appreciate something about the about the platform. They have journaling tools, we have group sessions. You know, these options actually help with your mental health joining and of course, you're healing from any mental health related conditions.

1:20:37 So I'm really grateful to be partnering with such well-being Grant and I hope for impact with this partnership that we have. So coming back to the future of sales and leadership with AI linking into the future, right into the not too distant future, looking ahead into say the next 5 after 10 years, how do you see AI reshaping leadership and you know, trust in sales processes and yeah, shoot forward thinking professionals and entrepreneurs focus the strategy. It's hard to envision what will happen in 5-10 years. Right when I was at Microsoft and needed to build forecast for doc fibre. 20 years from the day, everything is developing so quickly.

1:21:27 So it's very hard to do rocket. But if I just guess based on what I'm seeing and what I know right now, we use AI to help us. In five years, I think it will be more integrated and it's maybe will be equal. Most of the things AI in my area of expertise would be able to do and I would need to do like a 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 emotional intelligence, human signals, and we will have some behavioural dashboards, something like that. I think that AI will be able to read by our intention very well and tell us what person is kind of thinking based on nonverbal signals, based on how they talk, what kind of personality types they are reading right there. And this will be somewhat intimidating for some people because not everyone wants to be read right like an open book. So humans will be more aware and more eager to elevate their non verbal signals so they are not read as an open book by AI. So I think one thing will lead to another. So those are my projections, but

1:22:53 we will see what happens in reality. We can't only wait and see. I trust humans who always outsmart AI. So I do have an episode with an AI guru from America. The owner called the words. His name is Mark Andrews. The title of that episode is Humans first, AI Next. You know, humans are always fast and AI is going to be an assistant.

1:23:15 Wow. So the very last question for me before we get into the quick fire route is aimed towards helping our audience. So we do have an audience of entrepreneurs, professionals, leaders and growth champions. So what are three simple non verbal techniques they can start practising today to improve their influence and close more deals? Great question.

1:23:43 Of course, there are so many, but if we focus on top three, I would say first is awareness and first impression. So we know that it's about 5-7 seconds when we can make a first impression. And this is important to master your entrance, whether it's on Zoom during team meeting or if 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 straight and placing yourself. So this would be first one. The second one, if we don't know personality type of the person we communicating with or if it's a huge audience and there are different personality type, we can just do mirroring.

1:24:27 So we see what this person is doing and we can adjust. We can go slower or faster. We can be leaning more to the person or a little bit away space that we keep between each other. So mirroring the behaviour if you in the bedroom with many people see that overall energies, maybe people are tired, right?

1:24:48 Or maybe they energy you can they're fresh like in the mornings, we can adjust to those nuances. So this is I recommend to do 2nd. And the last one is a power positioning I mentioned a little bit earlier. So time your gestures, be mindful about your gestures. It's not everything, right? Mindful what you mean to show, Are you like showing and confirming something that you are saying or is it something just the noise? Don't make noise.

1:25:21 I just did this gesture on my camera and this actually means for camera it started operating on its own. So you see this is AI in action. So I didn't think about it, but it's already reacted to my gesture. So those three things master your entrance, strategic mirroring of the person or people in front of you and your partner, our position. I think that's absolutely amazing. So there we go to the quick fire round five questions for an and insightful give the fastest answer that you can give. Are you ready to rumble?

1:26:03 Yes, yes, yes, yes. OK, so what's 1 body language myth you wish everyone would stop believing? Yeah. So arm crossed is not always defensive for closeness. Someone can be just cold at the moment. Wow, Speaking of cold, London is beginning to get cold so I want to cross my arms. OK, I like that. So #2 If you could teach one non verbal skill to every CEO in the world, what would it be?

1:26:32 Presence being presence. I like that. I think presence influences charisma, so I love that one. Coffee, tea, or something else when you need laser focus. Green tea This Jasmine is my favourite drink. Wow, you're welcome to the tea culture, huh #4 What's the most surprising signal a client has ever misread, and what was the outcome? I guess I will use example I gave you when my client coach lost her ongoing client because of your misinterpretation of the nonverbal signals.

1:27:09 So the last one is this completed this sentence. Success without presence is dash. Short term win. Short term win. Wow, success without presence is a short term win. Wow, that's absolutely spot on. So at this point, from me to you, it's a very, very big thank you. I always say this gratitude is good attitude.

1:27:33 And when a person shares their time with you, they share their life with you because the SI unit for measuring life this time. So for me to you, it's love and respect to you for sharing your life and your time with us on the Kingdom's podcast and Diary of the CFO today. Me to the audience. Guys, don't forget, always do for something in your lives. Don't forget, conceive, belief, strive to thrive and achieve. Thank you so much for inviting me AI. AI, there you go.

1:28:04 And for your thoughtful questions, I was happy to share my knowledge and expertise. And please connect with me on LinkedIn or come and ask questions in private. If you are interested, I will be happy to share more information. So very grateful to be here with you. I appreciate this opportunity and please be aware of your nonverbal signals. Absolutely.

1:28:30 So I think I'm going to share your LinkedIn profile in the description. How about your website? What's the website? So we share that also in the description on the guest resources. OK, fantastic. There you go. So for me, it's goodbye. And of course, from TT is goodbye AI and TT, we are signing out right now.

1:28:54 God bless you guys.