The Visible Hand

Why are entrepreneurs psycho? Well, actually, we’re all psycho—at least according to Rory Sutherland. He argues that the biggest breakthroughs and innovations don’t come from logic or rationality; they come from people who think beyond the obvious, driven by bold ideas and unconventional approaches. Entrepreneurs are often celebrated for their risk-taking, but at the core, they’re tapping into something deeper: what Sutherland calls the "psycho-logical." When marketers act like traditional economists, focusing only on rational behaviors and data-driven decisions, they miss the bigger picture. Customers aren’t robots. They’re driven by emotions, perceptions, and stories. To create real impact, you need to tap into the irrational, the emotional—the "psycho-logical." That’s where real influence happens. And thank you to the Elevate Utah podcast for the great discussion! #psycho #psychology #marketing #entrepreneurship #leadership #elevateutah

An easy way to make more money…in the future Did you know visualizing your future self could help you make better financial decisions today? Research says yes! Studies show that people who vividly imagine their future selves are more likely to make choices that benefit them long-term. Hal Hershfield's study even found that people who saw digitally aged versions of themselves were more likely to invest in their retirement. Why does this work? Simply imagining the future isn’t always helpful—it's often too vague. But when you visualize your future self, it makes your goals feel more real. It closes the gap between today and tomorrow, making it easier to take action. That’s the concept behind NerdWallet’s hilarious “Future You” ad, where they show a grumpy "Future You" stuck in a dead-end job because of poor financial planning. Here's a challenge: How often do you think about where you want to be in 5, 10, or 20 years? Why not try visualizing it? Download a free app like FaceApp, create an age-rendered version of your face, and spend 10-20 minutes imagining your future life. Taking the time to connect with your future self could be the spark you need to start making better financial decisions today! If you’re feeling bold, share your age-rendered picture in the comments. Let’s see the "Future You." #nerdwallet #future #investing #psychology #motivation #money

Control is a paradox... The more we try to control others, the less we actually feel in control. Mel Robbins calls this the "Let Them Theory"—and it's a powerful reminder for leaders, especially in hybrid work environments. As managers, the more responsibility we gain, the less time we have to micromanage—and that's a good thing. I've learned that micromanaging harms creativity and diminishes people's confidence. It makes them feel small, less capable, and ultimately hinders growth. Instead, we need to trust our teams. When we let others take ownership, we’re not losing control—we're empowering them to thrive, innovate, and grow. Trust is the foundation of great leadership, and when we embrace it, we create an environment where people bring their best ideas and true potential to the table. What are some recent lesson you've learned about trust and control? #leadership #trust #hybridwork #micromanagement #workplaceculture #teamdevelopment #creativity #confidence #melrobbins

Stereotype turned self-fulfilling prophecy? The phenomenon is called stereotype threat. Researchers Claude Steele and Joshua Aronson showed that reminding people of negative stereotypes about their group impairs performance—not due to lack of ability, but from anxiety caused by the stereotype. When we believe in a negative stereotype, it becomes a self-fulfilling prophecy. As leaders and marketers, we can help people thrive by emphasizing strengths rather than limitations. Here are 3 ways to reframe challenges, replacing doubt with inspiration: 1️⃣ Don’t say: “Are you sure you can handle this?” Say instead: “What’s possible if we approach this differently?” – This shifts focus from self-doubt to creative possibilities, fostering problem-solving. 2️⃣ Don’t say: “Don’t mess this up, okay?” Say instead: “How can we learn from our mistakes along the way?” – This makes experimentation feel safe, encouraging people to be confident. 3️⃣ Don’t say: “Let’s hope you don’t struggle with this like last time.” Say instead: “What’s one thing we can build on from past successes?” – This reframing boosts confidence by anchoring challenges to prior achievements. The words we use can empower or inhibit. Are you creating an atmosphere where your team feels inspired to overcome challenges—or one where limiting assumptions hold them back? #leadership #stereotypes #psychology #marketing

Can remote work help prevent groupthink? We know that groupthink thrives when there’s high pressure to conform to the majority, and when the push for collective consensus overrides better judgment. On one hand, the physical presence in traditional office spaces can increase the psychological pressure to conform. The close proximity and real-time interactions may subtly nudge people toward agreeing with the group, even when they have different views. Meanwhile, remote work creates space for deeper focus and independent thinking, free from office distractions. Asynchronous communication gives people more time to reflect and respond thoughtfully, potentially reducing the pressure to conform and encouraging fresh perspectives. But here’s the catch—remote work can also promote groupthink if we're not careful. Digital echo chambers and siloed teams may reinforce similar ideas, limiting exposure to diverse perspectives. So, what's the solution? A hybrid schedule seems ideal for striking a balance between group collaboration and individual autonomy. It gives teams the flexibility to work independently, while still engaging in meaningful discussions that challenge ideas and foster creativity. I’m curious to hear about your experience...!

If you're selling product features, you're selling the wrong thing. It's emotions, not facts and figures, that drive consumer purchasing decisions. Features by themselves are often boring. Benefits answer the question, "how will this improve my life?" Instead of listing product features, reframe them as emotional benefits. Here's an example for selling a smartwatch: Feature: Monitors heart rate. Benefit: Helps you stay on top of your health and catch potential issues early. Feature: GPS tracking. Benefit: Keeps you on track during workouts without worrying about getting lost. Feature: Waterproof. Benefit: Allows you to swim, shower, or get caught in the rain without worrying about damage. By highlighting benefits, you’re telling customers what’s in it for them. As a start, try asking ChatGPT to help you turn features into benefits. Let me know if it helps! #marketingstrategy #emotionalmarketing #customerengagement #benefitdriven #productmarketing #marketingtips #copywriting #consumerbehavior

I'm not biased, you are! Grant calls the "I'm not biased" bias one of his favorites, because it highlights just how blind we can be to our own thinking errors. Tali Sharot, a leading female cognitive neuroscientist, emphasizes that confirmation bias—the tendency to seek information that supports our beliefs—affects everyone, regardless of political stance. Julia Galef, a prominent voice in rationality, advocates for adopting a “scout mindset,” where we approach information with curiosity rather than defensiveness. As the election approaches, it’s important to remember: those who disagree with us aren’t more biased than we are. Recognizing our own biases is the first step toward fostering more productive conversations, even across political divides. The real danger isn’t others' biases—it’s the assumption that we ourselves don’t have any. #politics #bias #curiosity #psychology

Why do some brands stay with you long after the purchase, while others fade away? The best brands don't sell products - they sell emotions. Think about it: when McDonald’s says, “I’m lovin’ it,” they’re not just talking about a burger—they’re tying your feelings of love to the experience of eating at McDonald's. Whether it's the joy of a reward for your child or a nostalgic stop after a long drive, McDonald’s connects with you emotionally. Coca-Cola isn’t just quenching thirst—they’re bottling happiness. Nike inspires you to push harder. These brands know that once emotions take over, logic steps aside. Suddenly, price, convenience, and even product quality matter less when you're chasing a feeling. Have you ever bought a pair of Converse All-stars or Van’s slip-ons or Nike Blazers? They’re not comfortable, but we still buy them. Why? Because they remind us of something more—nostalgia, a trend, or a connection to a brand that feels personal. As marketers, it’s critical to understand that emotions often drive decisions more than we realize. This gives us an opportunity to create genuine connections that foster loyalty beyond reason. What brand do you turn to when you want to feel cool or smart? Share your story below, and let’s discuss how we can harness these insights ethically to inspire positive change. #emotionalbranding #behavioralmarketing #marketingpsychology

How productive are your remote employees? In Thinking, Fast and Slow, Daniel Kahneman describes a concept called substitution—when we’re faced with a difficult question (like "Are my employees being productive?"), we tend to replace it with an easier one (like "Did my employees work for 8 hours today?"). But what if, as leaders, we took the time to answer the hard question? What if we made it crystal clear what "real work" actually looks like—and then rewarded employees based on the value they create, not where they do it or how long it takes? That’s how we can shift the focus from busywork to meaningful work. Question: When and where do you do your best work? #wfh #rto #productivity #leadership #psychology

Does it matter that Pepsi tastes better than Coke? Not as much as you might think... In 1985, Coke changed it's recipe for the first time in decades. In taste tests, the new flavor outperformed rival Pepsi and the company launched a massive campaign selling "New Coke." The campaign completely backfired. Consumers were caught off guard. No one had asked for the change. And in no uncertain terms, thousands of angry phone calls let Coke know that consumers wanted the original taste back. As a marketer, you may think that product innovation is the answer to competition. But the story of new Coke is a cautionary tale about the importance of buyer emotions in brand loyalty. The best brands sell emotions. Maybe your brand’s problem isn’t an inferior product; it might be a weak emotional connection with your buyers. Imagine a tabloid was writing an exposé on you. What would it say? Fill in the blank "(insert your name) was caught having an emotional affair with (insert brand)" This video is the first of three videos I'm sharing on the role of emotions in marketing psychology. Be sure to follow along so you don't miss my next post. #coke #marketing #adfails #psychology #emotion