Hey, welcome back. Today's training is on emotional reasoning. What is emotional reasoning? It's when you use emotions to do your thinking for you. This is the classic challenge when people are trying to pick between the apple or the donut. Hmm.

Which one should it be? Well, logically, we pretty much know it should be the apple and not the donut. So why do we pick the donut? So often? It has to do with emotional reasoning. Let's look at this and explore it a little bit and find out why.

So, I use a simple formula here. E over i. e stands for emotion. Ai stands for intellect. Most people think they do I overeat that they're you know, say 80% logical and 20% emotional or 90% logical and you know, intellectual and 10% of motional but it actually ends up being the opposite. We like to think we do things for logical reasons. And then we know that we have emotions as well.

We're not ignorant to that or blocking that out. But in practice, and marketers have known this for years, emotion, Trump's intellect, remember, we move towards pleasure and away from pain. And there are and we'll talk about this later, a lot of unconscious forces going on. Most of them have to do with you know, emotional centers, and the subconscious mind more than that later. So most people are swayed by emotions, not intellect. So what we do is we do things for emotional reasons, but later, and this is another type of confirmation bias.

That makes it seem the opposite of what it is. We go back and we try to find intellectual reasons why we made these emotional decisions. I gave an example earlier about a guy feeling guilty. Because he bought a sports car. Well, here's what happens when he goes in to get that sports car. He goes to the dealer and he says I would like a hot red sports car.

And the dealer says, Oh my goodness, we have the hottest, reddest sports car you have ever seen. You got to see it. What's he playing on intellect or emotion? emotion? He says hop in that car. You look fantastic.

Feel those seats? That's real Corinthian leather. Why don't you crank up the stereo? Sounds great, huh? that surround sound. It sounds like you're actually there.

You can push it up so high, your heart will stop beating and start vibrating. Amazing. Hey, let's go for a test drive. They're going out for a test drive. They say this baby's got a lot of power. Go ahead nobody's looking.

Put the pedal to the metal. You and off they go. Feel that pushing you back in the seat. That's turbo Baby, you got to have that. The guy gets back into the dealership. dealer is whipping out the pen, he can't sign fast enough.

He's so happy. And then he pulls into the driveway and he sees the wife and he says, Oh shoot, or some other adjective. All of a sudden everything shifts. And he's like, sweetheart, this is a wonderful car. You know, I want you to have something reliable. It's got 100,000 mile warranty.

It's got all kinds of safety features. It's got a place for the baby seat in the back. Look, it's got a little vanity mirror for you. They gave me free oil changes for a year, and they gave me a really great rate on this. That list I just gave you does that imply even one reason why he bought the car? No.

Matter of fact, salespeople know that you buy largely out emotion and very little on logic or intellect. So what they do is, so you don't have buyer's remorse later. And as these people come at you like oh, I don't know your wife. When you're buying a red sports car, you can defend yourself and defend the sale. So you don't return the item the next day. You at least get past the three day lemon law and you know, regret law.

So, marketers know this, they work on this. And those are the percentages they use. Here's your percentages. 90%, emotional 10% logical. Marketers will tell you no, it's more like 95% emotional and 5% logical, but I'm gonna stick with these figures here. You may have a different figure in your head.

Every research district will be a little bit different, but I'll tell you, this will be pretty darn close. So let's continue just kind of rounding off the logic systems. I want you to know that everybody has a set system for how they think and how they put logic together. You know, the name of this program is why do people do the things that they do? So, to figure that out, you've got to figure out how their logic system works. watch an episode of House.

It's a great, great TV show god it was on for about eight years I wept when they took it off the air. What was it about? It was about looking at personalities and logic systems in house. And even his interns are pretty good at this. They love the game of it, of why people did the things that they do. And what were they doing?

They were trying to discover how they use the emotion over intellect, and what logic systems they used, how they put together reality. And so a lot of the things that we talked about what makes sense to you? How do you calculate things, and a lot of it is based on what your Bs, your values and belief systems. Remember, there's an old Zen expression that says, everybody is perfectly being who they are. You are programmed in a certain way. And just like a computer, if I put in the right inputs, I always get the same outputs.

Why? Because you're working on a logic system. I got to be a little careful because it's perceived logic. And it's the other person's logic system. Not what's sensible? Not what's right, not what most people would do.

What is your system, I am Paul Klein, I use the Paul Klein logic system. There's no two people that use a logic system identical to it. But once you know it, you will have very good predictive powers over what I'm going to do. Especially if you see it more clearly than I do with zero confirmation or any other kind of bias, you will be able to predict what I'm going to do better than I can. Isn't that interesting? This is how important logic systems are.

Now, conversely, because I don't want you to just understand why people do the things they do. I want you to understand why you do things. So look at your logic systems now that you're better educated. Notice how you do things. Notice the confirmation biases that you have. Notice Where you use the various defenses that we went over?

Notice yourself, honestly, just an honest evaluation of when you're doing Iover I emotion over intellect. And when you're actually doing intellect over emotion, which is that now that you're aware of it, you'll know to look for it and you can be more honest and your assessment, you will better figure out your logic system, you will find several flaws in it, and you'll be able to improve it. And guess what, your life will get better. And as you're learning all these different systems, and there's more to come, we're only about halfway through, we're about 60% of the way through, you're gonna learn more ways that people put logic and reality and thoughts and feelings together and you'll be able to compile this into a logic system. Okay, let's move on and I'll see you in the next training.