Episode Details

Your pitch is perfect, your logic is airtight and your value proposition is crystal clear. So why won't they buy, invest or partner with you?

In this episode, we explore why most entrepreneurs approach influence backwards and reveal the three fundamental pillars that actually move people to action. Drawing from client cases including a stalled bank loan and a resistant team, we break down the difference between influence and manipulation and why the person you need to influence first is always yourself.

Episode Summary:

After reflecting on September's achievements and the beauty of being in the "messy middle" of entrepreneurship, we dive into one of the most critical skills for any visionary leader... influence. Carolina shares insights from working with clients in the Visionary Mindset Program's sales module, revealing why traditional persuasion tactics fail and what actually creates genuine influence. Through stories from the trenches and wisdom from sources like Brené Brown's work on trust, this episode transforms how you think about getting others to say yes.

Key Takeaways:

The Foundation: Influence Starts With You

• The person with the most certainty ultimately influences the other
• Rate your conviction about what you're offering from 1-10
• Address your doubts before trying to influence anyone else
• Your internal alignment determines your external impact

The Three Pillars of Influence:

1. Trust - Making what matters to them feel safe with you
2. Removing Judgment - Seeing them with genuine curiosity instead of criticism
3. Understanding What Already Matters - Connecting your vision to their existing values and needs

Common Influence Mistakes:

• Talking more than listening
• Relying only on logic when humans make emotional decisions
• Pushing your agenda instead of aligning with theirs
• Ignoring what truly drives them
• Confusing influence with manipulation or convincing

Episode Highlights:

[00:00] Introduction and gratitude for September [02:30] The beauty of the "messy middle" in entrepreneurship [04:15] Sebastian's parking spot at Disney Studios story [06:45] Why influence is the oxygen of business [08:30] Business school lesson: Your biggest challenges will be about people [10:00] Influence vs. convincing vs. manipulation [12:30] The first person you must influence is yourself [14:45] Rating your belief in what you're selling [16:00] First pillar: Building genuine trust [18:30] The Speed of Trust insights [20:00] Brené Brown on trust and safety [22:15] Second pillar: Removing judgment [24:30] The bank employee story [26:45] Third pillar: Understanding what already matters to them [29:00] The inheri