Why is it that I trust the doctor when he simply says, “You look healthy, don’t worry, you’re not sick”?

The first 90 seconds of your speech will determine how closely people pay attention to you. Not if they pay attention, but to what degree. It’s the difference between them taking notes and asking questions on the one hand, and checking their email under the table on the other.

That applies to what you write, your conversations, and what you record, as well. We tend to immediately make conscious or unconscious notes about peoples’ attire, table manners, language, sense of humor, attitude, attention and focus, and emotions. Books are often judged by their covers.

Haven’t you found that the plane’s cleanliness or lack thereof can affect your trip, or that the auto dealer’s service area gives you a lot more confidence when it’s spotless and uncluttered? What about the hotel lobby, and the doorman or desk agent?

And certainly, when visiting a home, you take into account the grounds, the interior, the layout, the lighting, and so forth. I’m impressed that my gardener’s tools and equipment are clean and neatly stored in his trailer. Nothing is rusted or rattling around loose.

No matter how much we may deny it, first impressions are lasting impressions. They can be overcome, of course. Or, they can overcome whatever follows.

That choice is ours.