influence – Jay Izso

Persuade and Influence for More Effective Selling Have you ever presented a perfectly logical argument, only to have it completely ignored? Most of us believe that if we just explain the facts clearly enough, people will change their minds. But the reality is that decision-making is rarely purely rational; it is deeply rooted in psychology, emotion, and trust. This week on A New Direction with Coach Jay, we are shattering the myth that persuasion is just about having the “gift of gab” and revealing the actual science behind why people say “yes.” I am thrilled to be joined live by negotiation expert Andres Lares, author of The 4-Step Process to Influence People and Decisions. As the Managing Partner at the Shapiro Negotiations Institute, Andres has spent his career dissecting the mechanics of influence. He doesn’t just share theories; he provides a practical, tactical blueprint that you can use immediately. Whether you are leading a team, closing a sale, or simply trying to navigate family dynamics, Andres is going to walk us through how to move from being ignored to being indispensable. In this episode, we are diving deep into the “Persuasion Cycle.” We will explore why credibility is the currency of influence, how to ethically leverage emotion, and why logic only works after you’ve established a connection. Andres will break down his proven 4-step framework, teaching you how to prepare for high-stakes conversations and how to structure your communication so that your ideas aren’t just heard—they are accepted and acted upon. This is about ethical influence that builds long-term relationships, not manipulation. Don’t leave your success up to chance—join us! If you want to stop guessing and start influencing, you cannot afford to miss this conversation.  Let’s take A New Direction together! Andres Lares book, “Persuade: The 4-Step Process to Influence People and Decisions” is an outstanding read for anyone in sales or negotiations.  This book is backed by their own research, as well as research of others.  It is timeless and practical. Is it a sales tool kit? Yes!  And so much more! In Persuade, Andres and his colleagues from their research outline the 4 Step process to increasing your sales, closing, and influencing others.  This book is not just about business, it applies to everyone who is ever been in negotiations…that may even include your children, spouse, or significant other. The 4 Step Process builds on each in the form of a pyramid.  So, the base level is “Build Credibility”.  Wait!  Before you assume credibility there is more to it than what you may be thinking.  If you said the word, “trust” as part of that equation you would be correct.  But Andres Lares et al. break it down on how to develop trust.  And it’s not just with words; it is also non-verbal as well. The next stage that comes next is “Engage Emotion”. Fact is, we don’t make our decisions with logic.  That has been demonstrated time and time again.  If you want to really get to the meat of getting people to make a decision you need to understand their emotions, but you also need to understand yours as well.  This is where Persuade really differentiates itself from other “sales how to” books.  The research is quite robust. The third level is demonstrating logic, and the top level is “Facilitate Action” or the close.  I believe this to be one of the best books I have read.  Personally, I have used this on my sales teams and found it to be so beneficial to build confidence and increase their ability to close more. Get Your Copy of Persuade by Clicking Here Please thank the sponsors of A New Direction Linda Craft Team, Realtors   Linda built her business in 1985 one relationship at a time, and her team and her continue to do the same things she did 40 years later. They have provided thousands of people the ability to help people sell or buy their next home with personalized legendary customer service. They have the experience, knowledge, and understanding of the home industry.  They also understand you and what you want and need from your next home purchase or sale. What is more they can help you regardless of where you live.  Ready to buy or sell your next home or your first…click on over to to www.LindaCraft.com Enhance Your Audiobook Experience with Zoundy! If you’re an author or narrator looking to produce high-quality audiobooks with ease, Zoundy is the ultimate tool you need. Designed specifically for audiobook creation, Zoundy delivers crystal-clear sound, seamless editing capabilities, and professional-grade production tools—all in one intuitive platform. Whether you’re recording your own book or refining your narration, Zoundy ensures every word is heard with perfection. And here’s the best part: As a listener of A New Direction, you get an exclusive deal! Head over to zoundy.com/jay and use the code JAY25 at checkout to unlock special savings on your audiobook production. Don’t settle for anything less than studio-quality sound—power up your audiobook journey today with Zoundy! Here is the truth: You tune into A New Direction because you want to grow. But consuming content and executing strategy are two different things. If you are leading a company between $5M and $50M and you feel like you are hitting a ceiling, the problem isn’t a lack of information. It’s likely a “human” bottleneck. I am Coach Jay, a Behavioral Strategist who specializes in fixing the friction that kills profit. I don’t just look at your P&L; I look at the psychology of the people driving it. I recently helped a stalled mid-market firm save $3 Million and secure new capital—not by firing people, but by realigning their behavior. Stop guessing. Let’s find the millions trapped in your org chart. Reach out for a discreet conversation: 919-369-2121 or visit TheCoachJay.com.

Put the “I” in Team…Positive Influence Most all of us have heard the saying there is no “I” in team. Well, the reality is there is no “we” either. But maybe if we saw the “I” as “Influence” we may have a different perspective. Because we all have influence, and since you are part of a team members who also are “influencers”, then perhaps there is an “I” in team after all. The fact, before we were born, we have influenced others. But for many of us we don’t think about the influential impact we do have on others. What is more often do not know what we can do to enhance our influence and create a more successful environment for others through our influence. In this episode of A New Direction Brian Smith Ph.D. walks us through his latest book “Positive Influence: Be the “I” in Team” to help us use our influence to positively impact others. It will be a growth moment for all of us! Dr. Brian Smith’s Book, “Positive Influence: Be the I in Team” is a practical read that you can start acting on right now. This book opens us up to the fact that we are all influencers.  And we have a responsibility to that fact we are influencing at all times. Further, the book explores the traits that it takes to be a positive influencer, as well as the pitfalls that can inhibit or hurt our influence. We all need to wake up to the fact that what we do and say matters.  But we also need to wake up to the idea that how we respond to whatever is said or done to us as an influencer equally matters. We need to be aware of not only what we say, or write, but how we present ourselves in everyday life. We need to be better communicators, better listeners, and be more aware of how our audience is responding to us and our message. The bottom line as an influencer is this:  It’s not about leading followers but influencing others. We need to put on humility, be ready to take the “high road”, which is not the most popular position to be in and put others ahead of ourselves. For it is then, and only then will we be at our best to be a Positive Influence the world around us. Please like the social media pages and say thank you to our sponsors of A New Direction. EPIC Physical Therapy, they have all the latest equipment, tools, and technology, but what makes EPIC…well…EPIC is their certified staff. They really do understand that no two injuries or people are exactly the same so they will customize a treatment plan specifically for you. So if you want EPIC relief, EPIC recovery, and EPIC results whether you are recovering from surgery or overcoming an athletic injury or just want to be a better version of you please go to  www.EPICpt.com Linda Craft Team, Realtors for more than 38 years they have remained at the top of the real estate market.  Why? Because they truly are known as the “Legends of Customer Service”.  For 38+ years they have built their business by building one relationship at a time. Linda’s first customer was in 1985 and they still come to see her today, because that relationship is still as important today as it was 38 years ago. Find out why Linda Craft & Team offer a real relationship difference.  Click on over to www.LindaCraft.com Coach Jay here!  Thanks for listening to and reading about this episode of A New Direction. I am a business and life coach that specializes in helping people improve their performance in their business and life, and help them become more successful in all aspects of their life. You may have thought about a coach, but you just were not sure if a coach is for you.  That’s a great question to ask, and I would encourage you to call me and least chat about it. My gift to you is Free complimentary call.  Let’s talk and see what if I am a fit for you.  Just fill out this form and let’s start talking.  Coaching Mavericks – Unlock Your Potential with Jay Izso My business is Coaching Mavericks, because there is a Maverick in all of us that when we find our way with our own unique gifts, talents and abilities, we will be the most successful.  Find me at www.coachingmavericks.com Also Book readers do you use Audible to listen to your books?  I do and I love it.  Now you can get your FREE 30 day trial and other discounts by using going to www.audibletrial.com/AND.

The Ultimate Guide to Power and Influence There is no doubt that successful people have power and influence. If you want to be more successful, then power and influence need to be part of the equation. True, in the hands of the wrong people those to things can be dangerous, but in the hands of the right people can make the world a better place for everyone. And on this episode of A New Direction bestselling author and founder of the Dilenschneider Group, Robert L. Dilenschneider joins me to talk to us about how to make you and the people around you more successful by developing your power and influence. Robert Dilenschneider’s book, “The Ultimate Guide to Power & Influence: Everything You Need to Know” is a practical guide to increasing your success and helping you make a bigger and better impact in the world. Chapter 1 of the Ultimate Guide to Power & Influence starts with a question we are all often asked, but never answer accurately…”Who are you?” So often we answer the question with what we do, or the roles we play.  But is that who we are really?  The answer is “no”.  The real answer to who we are is what do we stand for and what are our values. The fact is if we do not truly “know thyself”, how can we expect to be successful.  The answer is we cannot. Robert then dives into the areas of how to do better networking, making deeper connections, why helping others without an expectation of return or thank you is powerful…and so much more! The Ultimate Guide to Power & Influence is practical and straight forward.  Robert Dilenschneider gives you the insider insights into understand that you are in control of your own success. Please reach out and thank the financial sponsors of A New Direction: EPiC Physical Therapy  can help you whether you are suffering from an injury, post surgery, nagging aches and pains. From gym rats, to professional athletes, the highly skilled and certified staff at EPIC Physical Therapy is there to get you back to where you want to be. They understand that every body is different, so they design a custom treatment for you using the latest technology and knowledge.  EPIC Relief.  EPIC Recovery. EPIC Results!  That is EPIC Physical Therapy, check them out at www.EPICpt.com and Linda Craft Team, Realtors, for more than 38 years they have created relationships that last a life time. That is why when it comes to real estate they are known as the “legends of customer service”. They know that your home is personal.  It’s part of a life transition and it is part of your legacy of life. And over the years they have been perfecting their service and skills to help reduce the stress out of buying and selling your home as well as helping thousands of others. The Linda Craft Team would love to get to know you so that they can help you sell your home in the way it should be sold, and help you buy the home to start your next chapter of life.  Click on over to www.LindaCraft.com I have been asked, what is a “Maverick”.  A Maverick is not w what, but a who.  And the fact is we are all Mavericks. We all have a combination of gifts, talents, and abilities, like no one else that make us unique.  And that makes us Mavericks. And being a Maverick means living authentically to yourself.  And becoming as successful as you can be by living authentically to you. I have a successful track record coaching individuals, business teams and sports teams in developing a growth mindset, and help business sales teams in discovering methods to increase sales and more! So if you are feeling that you need a different direction, or perhaps you have a team that is in need of a different direction, then let’s talk. The first call is free and we can find out if I will be a good fit for you and your team. My business is Coaching Mavericks, because there is a Maverick in all of us that when we find our way with our own unique gifts, talents and abilities, we will be the most successful.  Find me at www.coachingmavericks.com

Everyone things they are right.  It is there way or the wrong way.  And we cannot disagree any longer, you have to be on one side or the other.  So what do we do?  We try to influence people by telling them how misguided they are, how wrong they are, we shame them, guilt them, we call them names, we label them, we put them in categories, and if they still continue in their ways we shun them publicly on social media.  And we think by doing all of this that we are influencing people. The fact is we have not influenced anyone.  We have not won anyone over, in fact we have drawn the line.  Instead, we feel safely tucked with our “we agree with you friends” who are cheering you on making you further believe that what you are doing is the “right” thing.  But in reality it only separates us further. In this episode of A New Direction world famous psychiatrist Dr. Mark Goulston joins the show and practically and powerfully demonstrates with me how “Real Influence” works.  He demonstrates to you that it is possible to completely get someone to remove their own anger and frustration and get them to help you accomplish the tasks that are the best for everyone.  The book, “Real Influence” is powerful in it’s own right.  It truly focuses on helping you get of “How do I get someone to do…?”  To “I need your help to “.  Dr. Goulston demonstrates how to move us from “our here’ to “their there”…and once you see and feel the power of it, you will become a true…no…a Real Influencer.   Please thank our sponsors for their financial and vocal support of A New Direction: EPIC physical therapy, they are my physical therapists and here is just one of the reasons why.  It’s not the cutting edge equipment, it’s not that they are certified in the latest therapies, and it’s not that professional athletes use them, no, the reason I go to EPIC is because I know that they are going to design a customized treatment program specifically for me, and they care enough to make certain I follow through with it.  That’s why I go.  And you can expect the same, so when you are ready for EPIC relief, EPIC recovery, and EPIC results go to EPIC physical Therapy. www.EPICpt.com Linda Craft & Team, Realtors, for 35 years they have been helping people all over the world protect their dreams and make new ones.  Let’s be honest, most people will never think about the price of the home they purchased and sold…but we all will think about the memories that were made in that home.  The powerful emotions that were in that home.  Because at the end of the day that is what makes the home.  The memories and the emotions of those memories.  Linda Craft and her team continue the tradition of being the “memory makers” by giving the home you are ready to sell the marketing and attention it deserves, and the new memories when you purchase your next home.  When you are ready for your memory head on over to www.LindaCraft.com