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 Three Pillars of Influence:

Common Influence Mistakes:

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 inherited team example [31:30] Common mistakes that kill influence [33:15] The car buying example [35:00] Playing the long game with integrity

Memorable Quotes:

"The person with the most certainty in a situation will ultimately influence the other."

"Trust is when someone feels that something that is important to them is safe with us." - Brené Brown reference

"You can only influence people through what already matters to them."

"Influence is not about convincing someone to believe the same things that you believe but finding what matters to them and connecting that to your vision."

"At the end of the day, businesses are not just the numbers, businesses are people."

Your Action Steps:

Resources Mentioned:

About This Episode:

This episode challenges the conventional approach to influence that most entrepreneurs default to. Instead of perfecting your pitch or sharpening your arguments, Carolina reveals why understanding and aligning with what already matters to others is the key to genuine influence. Through client examples and practical frameworks, you'll learn how to build trust, remove judgment and create authentic connections that lead to yes.

Connect with Carolina:

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