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The following is a chapter from Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical. This chapter is particularly appropriate just before New Year’s Eve. I hope it helps you get 2026 off to a great start.

PAVE the Way for New Year’...


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Why do I believe Santa is the ultimate salesman? To start, he has a couple of success stories most of us can’t compete with. First, he’s successfully run the same family business for hundreds of years. There’s something to be said for stability, especially over the long haul.

Second, Santa has a client base that expands every year — no matter the state of the global ec...


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Just over a week ago, when the college football playoff pairings were announced, we saw something on full display: human bias in all its passionate.

Sports fans are a funny breed, especially college football fans. Scarcity plays a big role. Unlike college basketball, where 64 teams make the NCAA tourn...


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We all know habits matter. But some habits do more than shape a single part of your life, they can shape all of it.

These are what Charles Duhigg, author of The Power of Habits, calls keystone habits: foundational routines that spill over into other areas, creating a ripple ef...


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When our daughter was young, she used to play with a little boy named Billy who lived up the street. Billy was all boy: shirtless, barefoot, and racing through the neighborhood like a wild man. We lovingly called him Wild Bill.

When Billy came to our house, my wife Jane had clear rules: behave respectful...


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