Tune in to discover:

• The Experiment: Learn about the A/B test that compared a webpage with a financial advisor’s photo to one without, and what this revealed about immediate user trust.
• The Psychology of Trust: We explore the science behind why the human face is the most powerful and immediate trigger for trust, and how ambiguity aversion impacts your call-back requests.
• Authenticity is Key: Find out why stock photos and generic AI images won’t cut it, and how to ensure your photo improves credibility and conversion rates.
• Actionable Next Steps: Get practical advice on where to place your team photos for maximum impact, what type of photos to use (smartphone or professional), and the critical elements that must be in place along with your photo for a successful lead generation strategy.

Don't miss the insights that could transform your website from a generic landing page into a personal, trust-building lead machine.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

The episode centres on the application of behavioural science, particularly the work of Bass Wouters and Dr. Robert Cialdini, to marketing, sales, and lead generation, emphasising how small, costless changes can lead to massive results.

Key Topics Discussed:

• Behavioural Science vs. Market Research: Bass Wouters explains that behavioural science is fact-driven research on how humans actually make choices, contrasting it with traditional market research where people often inaccurately predict what will influence their behaviour. Case studies, such as the social proof message on UK tax payments and hotel towel reuse, demonstrated that appeals based on what peers are doing are far more persuasive than rational or environmental appeals.
• Daniel Kahneman's System 1 and System 2: The discussion explores Nobel laureate Daniel Kahneman’s concept of two decision-making systems:
  • System 1: The fast, instinctive, shortcut-based brain that makes the vast majority (90-98%) of decisions.
  • System 2: The slower, rational, effortful brain.
• Wouters emphasises that persuasive efforts should focus on triggering System 1, which "runs the show," rather than System 2, which is targeted by rational arguments.
• BJ Fogg’s Behavioral Model: The Fogg Behavioral Model is introduced as a framework for designing desired behaviour. Behaviour occurs when three factors converge at the same moment: Motivation, Ability (ease of the action), and a Prompt (trigger). Bas notes that most people incorrectly push for more motivation when they should be focusing on increasing ability (making the action easier) and ensuring the prompt occurs at the right moment (when motivation is high).
• The Power of Conciseness ("Word Jenga"): Wouters discusses the concept of "Word Jenga"—removing unnecessary words to reduce mental effort. Case studies show that shortening copy, even from three sentences to one, can lead to significant conversion increases (e.g., 46% increase on a landing page). They suggest communicating digitally with the simplicity required for System 1, which is compared to speaking to a "child of seven."

Online Influence Lab and Workshop:

Bass Wouters announces the launch of the Online Influence Lab on October 9th and a free workshop focused on practical, real-life case studies demonstrating how to design a winning prompt, increase ability, and boost motivation. He uses the case of "the Dutch Amazon" (bol.com) increasing product reviews by 400% as a workshop example. The online presence for the work is at

onlineinfluence.com

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Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.