Steve Beecham

Steve Beecham is President of Home Town Mortgage in Alpharetta, GA and an author and speaker who shares his techniques for helping companies and individuals succeed in business through networking...

Because I Said So

Didn't you hate hearing that phrase from your parents when you were growing up? Do you catch yourself using it when dealing with your own kids? Somehow, it works – or at least serves to end the conversation.

And while that may not be the best example of using the word "because" persuasively, some folks believe it could be the most persuasive word in the English language.

In a recent article in Inc. Magazine, Jeff Haden references a test at a copy machine, described in detail in Robert Cialdini's book Influence. To net it out, in Scenario 1, someone asks to cut the line for the copy machine without giving a reason. 60% of the people in line allowed the person to go ahead of them. In Scenario 2, the person wanting to cut the line gives the reason that he is in a hurry and 94% allowed him in. Was being in a hurry a good enough reason?

Cialdini writes, “A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.”

So if we know that people are more responsive to us when we give them a reason, imagine the power of giving them a meaningful reason.

In your dealings with the people you lead, both personally and professionally, don't be afraid to use the word "because". But for best results, be sure to follow it with substance.

Bad Buzz
Posted August 14th 2018
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Are You Good Enough?
Posted August 7th 2018
You need to feel you are good enough to handle the transaction for your customer. When you do, your confidence shines through. ...

A to G
Posted July 31st 2018
The summer months can be slow for business. Here is a video presenting a great technique to use to increase your business – eve...

Charisma
Posted July 17th 2018
My buddy Ed Wheeler sent me a great article about charisma by Brett and Kate McKay. They say, "Charisma is what allows you to c...

Help Wanted
Posted July 11th 2018
People feel an obligation to help others in need. Harvard Business School Professor Felix Oberholzer-Gee did an experiment (sim...

Pay Attention
Posted June 27th 2018
In his book Pre-Suasion, author Robert Cialdini offers some great nuggets about paying attention. Here are some of my favorite...

Go Pro
Posted June 20th 2018
Steve is back on the Real Estate Success Show with Brian Patton to talk about striving to the be the best version of yourself n...

Social Proof
Posted June 12th 2018
There is no doubt we are affected by other people's behavior. We may not think we are, but we are. If I decide to buy from you ...

Buy the Ticket
Posted May 24th 2018
If you watch my Beechwalks videos you have probably already heard this story but I believe it's one worth repeating. About a ye...

Dos Equis Anyone?
Posted May 15th 2018
He speaks many languages, and three of them only he speaks. He has never waited 15 minutes after finishing a meal before return...