In this video, we're going to talk about your brain. And my first question to you is, how many brains do you think you got? Think about that question for a second. How many brains do you actually think you got? It's funny, we're not doing a lecture or a presentation or keynote, I often asked this question and I get a whole bunch of different answers to that one, people say 12345678. I don't even know why six and seven, eight is coming from but, and we actually have three brains.

Obviously, we have one brain, but we could divide the brain into three different areas. And these are three different areas is the one I got up here we have the reptile brain, we have the limbic brain, and we have the neocortex. Now, the reptile brain is the original one, that is the oldest one and that is basically the one that gives us instinct, that's the one that makes us run away. We get scared of going into more aggressive mode if we become angry, or we just react spontaneously. So that is sometimes saving our life and sometimes it's creating a lot of problems you can probably recognize when it's creating problems in life in general. Then we have the limbic brain and limbic brain is the second oldest one that is the one that is keeping the emotions.

And we know the physical location of that part of the brain as well, because that is sitting up here right in the front. And the last brain piece of brain we have is the neocortex. And that is the rational brain and actually the newest one, and that is the one that is capable of handling information and do math and all of that. Now, what is kind of interesting is back to what I was mentioning in the previous video, is that our emotional side, and our ability to create decision is actually happening in the limbic brain. Now, we have made huge progress in research in the last 1015 years on brain and brain scanning. So that means that we know specifically today that if the limbic brain system has been damaged, we actually lose our ability to make decisions.

So there's no argumentation today, whether that to make a decision is actually emotional or rational. It is emotional. That has been proven scientifically. So many times that there's no doubt anymore. So that basically means that back to what we've been talking about earlier that the decision is made in the limbic brain system. And then later on we act the facts from the new context system to prove that our emotional decision was absolutely right.

Why are we talking about this? Well, obviously, we're talking about this because that is really crucial for you. When you focus on trying to convince a counterpart about something, having to persuade other people or make other people want to work with you like you and trust you. You have to relate to them on an emotional side. That doesn't mean obviously then the factual side is not important anymore, but the factual side might be secondary versus the personal relationship. Now, when we talk about this area here, have a look at all these emotions that pops up right here.

We have joy, we have sorrow, we have anger, we have fear. We have surprise, and we have discussed. Think about these emotions up here for a second is that in That is required to to get with another person? Or is that an emotion of feeling that you could generate all by yourself own alone? So my question is really, do you need other people around you to feel this emotion? Or can you feel this emotion all by yourself out in nowhere, just sitting in a small cabin.

Even other the other set of emotions up here then we have passion, we have guilt, we have shame. We have pride, we got envy, and we got jealousy. Same question, is these emotions that you could generate all by yourself? Or is this emotion that requires that you have at least one other person all the people around you? Now the answer to the first slide with the first set of emotion is obviously that is emotions that you can feel create and get all by yourself. You don't need other people to get that feeling of that emotion.

And the second set of the ones that's on the screen right now is obviously emotions that your primary Marry will generate when there's other people around you, it's very hard to be jealous on a tree, it's very hard to feel shame towards a doc, it's really hard to get some of these emotions if you don't have other people to have that feeling around. Now, some of you might be sitting and thinking we missing a very important emotion in here. And you can just think about for a second one emotion might that be it's one of the strongest emotions that really make us do irrational things. And that emotion is obviously love. Now Love is not only love towards another person that we can probably all agree those of us who has been trying to fall in laughter that is a really truly important powerful feeling that makes us do crazy things.

But love is not as I said only towards other people. It could be taught idea product processes, or whatever. So we have something called law of branding, because you might be able to come up with a free product, why you feel that the consumer are becoming quite irrational. So that means they lost Not when a new product is launched, they pay out in front, they do a lot of stuff that you would never ever do with another product or another brand. Just to name one could be Apple, not that I'm sponsored by Apple. But there's a lot of love branding around Apple, people just line up when a new iPhone is being launched, sitting there one night just to make sure to get the first one.

Or what they could do instead is not sit there all night, but just wait two weeks, and they'll be able to get that phone that is love friending. So that is a very, very powerful emotion, obviously, that you and I can use in our approach into convincing persuade, or make our way in any kind of meeting negotiation or relationship with other people. Way back to the old grades thousands of years ago, they actually figured it out already then because they're talking about the FS locus and the purpose. And what they figured out thousands of years ago is really that the credibility is only 10%. So the credibility up here is really what you know. The content of what you know.

Then we have the factual side, which is the 25%. So that is actually what you deliver. And the emotional side represents 65% of the reason that people will believe in you trust you, and like you. So think about the old Greeks philosophy about the FS locus and paths as well. Now, our mind is kind of fascinating, isn't it? And we'll probably never reach the end of studying the brain and our mind, but our mind can really be divided into our conscious mind and our subconscious mind.

Now, our conscious mind can only cope with plus minus seven thoughts at the same time. And you might think that's really that's really not a lot, but it is kind of a lot already. Because among those seven thoughts is not only listening to somebody talking at a meeting, it's also feeling that you're thirsty is also thinking, Oh, my back hurts is also thinking about a question you want to ask three minutes from now. It's also thinking about I have to take notes and is also thinking about what Should I buy for dinner tonight? So that is the seventh thought that can happen at the same time. But what is interesting is what happens when you go above the seven thoughts, well, then everything just becomes blank.

So more stuff is happening above the seven thoughts, you will not be able to remember that because it's basically not being stored in your conscious mind. But what is interesting is your subconscious mind is really remarkable. Because at the same time as your conscious mind only remember seven thoughts, your subconscious mind is able to register up to 10th thousand signals, and just listen very carefully because I purposely call that signals. Now you might know that feeling when you get a gut feeling about something your stomach sensation tells you that something is right or wrong and it's blue or yellow or it's left and right or whatever. That is basically not a gut feeling. It is your subconscious mind that has made a conclusion based on some of all the signals that it has registered Now obviously, we're not going through all 10,000 signatures because then we could keep going on this program for years and years, but I'm going to focus on the most important ones, because they are the one that actually generating as the emotion from other people that they trust you like you and want to work with you.

So the conscious mind obviously, is thoughts, logics, ideas, pictures, numbers, whatever we pick up in our subconscious mind is, as I just said, it signals its input, and its feelings as well. So another question to all of you is a study we did we were focusing on what is the greatest fear from an executive? And we just gave them again, a white piece of paper, they could answer whatever they want to, and we asked 5500 executives around the world and what was really fascinating is, this is the listing we got. So the majority of all these high level executives actually said failing is the key thing that I fear the most second was high third insects, financial loss De water diseases and death. Now, could you imagine that I gave you the same assignment? I gave you 30 minutes, I gave you a white piece of paper.

And then I was just asking you this question, write down the one thing that you fear the most in life. Do you think you will actually write down the fear of failing? I mean, a lot of people are saying, you know, that can't really be the case. It can't be the fear of failing that is a boss of becoming sick or death or losing a family member or losing your kid or your spouse or your parents or whatever. That can't be the case. But you know what, I honestly think it is the case because if you are in a position where you're doing a lot of communication, where you are standing in front of a lot of people during the year, we often see that the fear of failing is so strong, that it's out there outperforms the fear of death and disease and any other kind of fears we may have in life, because obviously first and foremost is something that is it.

That we're confronted with quite often. I've talked to a lot of CEOs around the world who actually are sitting in a lot of decisions every day making some tough decisions and some tough conclusions. And when you're talking to them, and they are being absolutely open and honest, a lot of them actually admits that their greatest fears every time they have to be onstage and talk in front of an audience. Now, it's not really the fear of talking in front of the audience. That is the most important part is this the fear of failing, just like when you're going through an exam, and you're afraid of not passing, some of you might have experienced that thing when that black curtain just comes down and you just forgot everything you just started the last couple of weeks. That's basically the same thing that is happening right here.

The fear of failing. So just remember this stress situation we gets in when we actually been confronted with other people. And we know that other people are expecting us to perform to a certain degree might actually just emphasize that irrational behavior that makes us more stressful and actually fear the risk of failing. UCLA in California did a study years ago that is still recognized as important study today. And that is the 738 55% study. Because what you see a and their professor claimed when they did this study is that only 7% of the reason that you believe in what I'm saying is based on the content, that means the word themself.

38% Of the reason that you believe what I'm saying is actually based on my tone of voice, and 55% of the reason that you believe in what I'm saying is my nonverbal communication. So that means my body language, how I'm using my arms, how I'm moving back and forward. If I have an eye contact, how I move my head, how straight and standoffs my body might be, and so on and so forth. Think about that for a second because if I started off my presentation, someone like this over here in the corner, just standing here with a very low voice, talking down to the floor, and perhaps even kicking nervously and insecure down to the floor, while while I'm saying something like this. I'm very happy. And I'm very excited to be here today.

It's going to be a fascinating, interesting presentation. And I have been looking forward to spending time with all of you guys for the last couple of weeks. Could you imagine I continue my presentation like that. I'm pretty sure that a lot of you would be sitting there sitting there thinking, My God, this is going to be a very long presentation. Because what is it that happened here we had a lot of what I call income growing behavior, because I didn't have any eye contacts. I was actually yawning when I'm saying I'm looking forward to spending time with you.

I was basically standing over here being nervous kicking down with my shoe into the floor, and there was nothing that was congruent from my content compared to the way I was presenting my content. So that means you were reading not listening a lot to my work. words because in my words, I was just saying I'm looking forward to it, I'm excited is going to be funny and thrilling. You were basically reading my tone of voice that was kind of low with no variation and lack of pauses. And you're obviously reading my use of body language as well. To do another comparison, when you listen to a new song on the radio, what is it you remember the first Is it the melody?

Or is it the lyrics? It's the melody. And it's the same thing when you're listening to other people. First you start matching the body language, then you look at the tone of voice and then finally, you compare all of that to the use of words. Now, these things are congruent and compatible with each other, then you will start increasing the trust level and likability towards that person. So when we talk about all communication, we have our individual level and we have our objective level and this is related to the 15 85% and research I talked to you about earlier.

So in the individual level, we have obviously reliability. We have the Personal chemistry, we have emotions. And on the objective level down here we have facts, experience and evaluations. Now, when we are talking about congruent behavior, it's all about us. It just mentioned what you were saying compared to how you're saying it. And it's truly important for us to generate trust that we are congruent in our behavior.

Could you imagine that you're watching the news and you have a new cost of sitting there and with a big, big smile says there was a terrible train accident in China last night, and 240 people died. Now that will be incongruent behavior. Just use that as a nasty example, right? Because you shouldn't be sitting with a big smile when you're delivering some really bad news. On the other hand, if you're delivering some really good news and should be a happy announcement, then you shouldn't be sitting there with a stone face either. That is incongruent behavior.

So when we're talking about congruent behavior, as I just said, it's a combination of what we're saying that it's a 7% how we're saying saying it and what our body is saying. So look at my colleague up here, this gentleman here, he's saying, I'm very happy that you can just look at his, his his position, his arms, his foot position. Obviously, we don't have a lot of facial expression on this gentleman. But I can promise you that your subconscious mind will tell you, I don't really believe that he's honest about what he's saying. Because obviously, he's body language is not in any way signaling what he's actually saying. So that's how our subconscious mind constantly are reading between the lines and comparing what we're saying, compared to what it is we're saying.

Now, our communication memory, I try to describe that on that slide up here. Now, for those of us that have a normal vision, at least wearing glasses, is that vision takes up 90% of all new information that we picked up. That's a lot, but that means that most of us are very visual. We pick up on something that happened from a graphical manner. Then we have our sensory memory. And our sensory memory is basically working a little bit like a computer.

It goes so fast, we don't have to think about it. But it's basically translating the real world into the language, our brain understand. And that is basically the same way a computer works. When you're sitting writing something in Word, the computer, obviously, as all of us knows, don't understand the wording that you're putting in there, it is translating everything to zero and one, okay. And that is basically the same thing that is happening in our brain. That we have two different levels of memory systems, we have a short term memory, and we got a long term memory.

Now the short term memory is basically like the ram in a computer. So when you turn off power on the computer, everything on the short term memory is gone. But the long term memory here is basically like the hard disk so the hard disk will will remember everything that is on the hard disk unless you get a hard disk error. And the same thing happens if you have a brain damage obviously, you could potentially lose memory as well. challenge in this case is obviously that the information you get that is new is going through all of this. And then you basically on constantly decide whether you want to store it for a short time in a short time is about five minutes, or you want to store it more or less forever, or as long as you live, because obviously, the long term memory unless you have a brain damage will actually stop everything until you die.

Now what is the difference from something going from short memory to long term memory? And think about that for a second? What is it that makes something move from short memory to long term memory. It is basically the rule w III FM. So that stands for obviously, what's in it for me. If you see the benefit of you, then you're not going to shuffle it out.

You're not going to drop it, you're not going to throw it out, you're actually going to put it in your long term memory. So let us just do a small test to see if you got a brain damage. Now obviously it's not something you should tell anybody else. Not something you should report to us. Let's just do a very quick test to see if you might have brain damage. Are you ready?

And you're going to ask you a couple of questions and then you will know all all all by yourself in your own world, whether you might be in the risk of having a brain damage. And the question comes right here. What did you do? May 20, and 1998. Think about it for a second may 20 1998. We don't even need the whole day.

Just talk about between, let's say nine o'clock in the morning until 11 o'clock in the morning, what were you doing that day? Now, I can't see you obviously, but I am pretty sure that a lot of you out there sitting there thinking right now, I have no clue whatsoever. And don't feel bad. By the way. I don't even know myself what I was doing may 20 1998 between nine and 11 in the morning, but if I'm describing a picture like this, you might be able to remember because imagine for a second that I am picking up a picture that I know a photo that I know for a fact is from May 20 1998. And I'm showing you that photo, you know what might happen right now, you might say, oh, that may 20 1998.

You know what, I remember that I was out canoeing, I can see the canoe on that photo. And there's some trees in the background when three of my very good friends. So you know what happened. We were out canoeing on the lake, and then we did barbecue around lunch. And what was really funny was later that day, we discovered there was a hole in the canoes, we actually lost it, it sank and we have to swim ashore. And what happened that evening was, and you can just tell the story and continue and going on.

What is that actually just showing us right there. It shows us that our brain is not working like a computer. We can't act information, add information and say may 20 1998. And the computer will stall that obviously, our brain is not working that way. Our brain is working like a camera because it picks up the vision. So that means if we see a picture of photo that describe that certain time and place our brain We'll go to the long term memory and pick up all that information.

Now, I was just making a joke, but it's probably series as well saying, Let's see if you have a brain damage. And the reason I'm saying that is that if you go back home, and you look in the family album, and you're looking at photos, and you can't remember the story around the photos, and obviously they have to be a photo with a background story just can't be a neutral portrait picture of you because that's not going to tell you anything, but a photo where you have friends and family and it might be nature background, a car, canoe, whatever. If you look at a photo like that, and you have no idea what was going on, you might actually be suffering from a brain damage and this is a serious part it can be treated with with with, with, with with the medicine as well. But you have to be aware of that because we know from a research point of view that you should be able to remember everything.

Now researchers argue a little bit back and forth, but they say that we should be able to remember everything from the age between five and eight and honestly From that time, we should really have stored everything in long term memory that we have a vision recorded experience about. Okay. Please remember this one up here facts and figures are forgotten and stories are retold. And what is I'm talking about this, as I mentioned to you previously, as well in another video. Well, in today's Well, we just have way too much information. We are overloaded with information today.

I had a funny interaction with my daughter recently she is 21 and studying at university in Denmark. And I was telling her about the concept of a library. And I actually actually explained to her What a library was, it's a building with lots of books in it, because ever since she stopped to study with she's just using the internet. Now when I started, believe it or not, there was no internet. So when I started my studying, I had to go to that building with all the books, the library and I had to spend a lot of time finding the right book, finding the right chapter and finding what I needed to know. Today is not reading Question about finding information that is pretty easy.

Now it's really filling the information that is correct. And that you can use for something. So I'm just using this example. Yeah, how much overload of information we have today. One of my trips, I went to a farmers market, I had a couple of hours off, it was a business trip and I went to this farmers market and I saw this booth here selling a lot of fruit, or you can say, as you can see, and I saw this sign saying here, we sell cheap and good fruit. And I was actually thinking when I sold this, that's a waste of information is that because obviously I can see that they are selling fruit.

I don't think if I approached this this booth here, I would go up and say could buy some bananas. I'm pretty sure the owner wouldn't look at me and say no, do you know what you can't buy anything? We're just exhibiting what we got. I'm pretty sure that he would be happy to sell me stuff. So isn't that just a waste of information putting that on here we sell. Another thing I was thinking about is I can kind of figure out its fruit.

You know, they're not selling car tires. repairs of windows or whatever. So I actually just confused me by putting even more text on it. Why even say fruit, and then the last piece of haze, it's very rare that I see anybody saying, we are selling bad fruit. So why even saying whether it's good or not. And you know what, by the way, I can actually look at the fruit and just decide myself whether I like it or not.

I'm not being convinced by that as a sign saying it's good fruit, if I actually can see it looks bad. So just to give you an idea about the overload of information, what you could have done in this case, just put up a sign saying cheap, and all the rest, I could have figured that out in a matter of less than a second. I'm saying that because in our world today, we just have overload of information. So if you want to be really good at your communication, if you want to be really good at making an impact, persuade and convince other people limit your information. I had a chairman of the board ones that always told me kiss the kiss, muddle. Keep it simple, stupid.

And that was really works in our world today. So try and limit your level of information and avoid the information overload. All the thing about this one up here, when you're doing your communication, basically, regardless what level you're at in your organization, the more the higher your rank, the more important is really. But communication is really different to what target group you're going to do your communication. So if you're doing communication towards people in politics that might be different to your communication towards your employees or the media, or whether you're working with investors or clients or neighbors to your organization or whatever you're doing. So think about communication can be very different based on who your counterpart Who is your target.