The Art of Decoding Facial Features | Brian Galke

[00:00:00] Speaker A: What I do is I'd first go look up somebody on LinkedIn and then what I do is I'd find all these different features that stuck out on their face. And every single one of these features teaches me something about the person. [00:00:17] Speaker B: Today our guest is Brian Galke, the decoding detective. An expert in communication and a dynamic speaker, Brian used his positions in retail service and help desks to master interpersonal skills. Eventually he discovered that there's a game changing technique he's come up of decoding facial features. Now a sought after speaker, he's shared stages with some of the big names, top industry figures such as Steve Sims, Greg Reed and Alex Hermosi. Welcome to the show, Brian. [00:00:46] Speaker A: Thank you for having me. [00:00:47] Speaker B: Excited to be with you today. We're going to have a lot of fun. Now prior to hitting the record button, we were chatting a little bit as we were getting set up for the show today and you kind of indicated that there's a fairly recent challenge that's kind of come your way in not too distant past that you've had to contend with. And so walk us through what's been going on and how you're making your way through it. [00:01:10] Speaker A: Sure. So during the pandemic my ex wife and I separated and it was just there wasn't anything that was wrong, it just wasn't right. And so at a time when we couldn't do a lot of things, we lived in different households and we had a small child. And that took because the court system and everything got backed up. We separated in 2020 and it took till 2022 for us to actually get divorced, which is just crazy. And then so I got divorced and took on a lot of the debt and things like that to help pay off. And then I got fired from a job of 21 and a half years about six months later. [00:01:42] Speaker B: Wow. [00:01:43] Speaker A: So you talk about two life like dramatic lifestyle changes in a short period of time. That was my 2022 and it was some of the best things and some of the worst things at the exact same time. [00:01:54] Speaker B: Yeah. Plus on top of that, you know, still dealing with, you know, pandemic related after effects in the mix. [00:02:01] Speaker A: Yes. [00:02:02] Speaker B: So a number of things. So it's interesting, obviously the delay in kind of closing out things with the divorce. A lot of that would have been a lack of being able to go to like, you know, having being able to get in front of a judge or you know, the legal system ramifications. So having that kind of extend or expand a little bit beyond maybe what it could have been. How did you find that that was impactful for you and you guys as you were trying to make your way through that transition? [00:02:29] Speaker A: Sure. Because it was taking so long. You just sit in limbo. And the problem, like anything else, is when you have too much time, you focus on what can be the negative things. So rather than, okay, it's done, it's time for us to move on. There was a lot of, when do we go to court? How do we settle things? So there was bickering before there was paper. Now the good news is we make way better co parents than we did being married. Nothing against her, nothing against me. It just wasn't meant to be long term and. But when you live in that time where you're kind of in the void of, well, you're not single, but you're not married, what do you do? And it just seemed to drag on forever and ever. And you know, it was a lot of. In Texas, you go to a mediator first before, and then if you can't agree, then you have to go to court. But the mediators were so backed up, I think we had to wait six months to have the conversation and it was all done over zoom. But the good news is when it's done, it's done. Now is every day perfect? No, there's still a lot of days that, you know, we should remember why we're not married. But, you know, we're also at a place where we did. This past summer, we did a trip to Italy and it was to show our daughter that we may be divorced, but she's not the reason. And just because you're not married doesn't mean you have to hate each other. [00:03:40] Speaker B: That's phenomenal. I'm so glad to hear that. I mean, and I think that that potential exists in a lot of relationships. And to hear that that's the approach that you guys have taken is, is absolutely warms my heart to even know that that's the case. And, and also just congratulations for getting to Italy. [00:03:56] Speaker A: Oh yeah, I love Italy. It's a. I, I love to travel. That's one thing that we did really well when we were dating and everything is we would go, I used to work corporate America, I used to sell technology to jails and prisons and they all shut down staff wise from Christmas to New Year. So all the traveling I did during the year would use my points and miles and we'd always go to Europe for Christmas. So we've done Germany, let me think, Hungary, Vienna, Prague, all kinds of places. So Got to travel quite a bit. I think I'm at 28 countries. And she was like closer to 50 because she used to travel for corporate America a lot. [00:04:29] Speaker B: Wow, amazing. So, you know, after the smoke kind of cleared and you, you had, I guess some finality to that part, like the official aspect of relationship. You know, things were, you know, pursuing along every day, everything was going fine and then all of a sudden you walk into work one day and you get the notice. Like how did that transpire where you, your 21 year endeavor with one company basically ended. [00:04:52] Speaker A: Yeah, social media. So you know, a company never tells you the reason that you're let go. But what happened is if you're familiar with traffic and conversion. I went with Steve Sims. So Steve Sims had a VIP ticket. I went along with him. He was my speaking coach at the time. So while I was working corporate America, I knew I wasn't happy and so I sold my soul for X amount of dollars and I was miserable for eight hours a day. So the way that I made myself happy was I would take vacation time and go attend events and I knew I wanted to be a speaker, so, so there was never conflict. I would take vacation days and I'd go speak for free. You know, maybe they pay my travel, something like that. Or I would go and attend events and that's how I'd recharge my battery. Well, at Traffic and Conversion there was a guy named Ryan Magin and he was doing like street style interviews and we happened to meet the day before Traffic and Conversion and he ran back into me. He's like, we got to create some videos with what you do. And I'm like, okay. So we did a few videos and I remember, I can tell you when I knew I was going to get fired. And it was November 2022 and I'm visiting my brother in Washington. We're there with my ex wife and kid. And so like we still travel even though we were, we were getting divorced. And I log into TikTok and he convinced me to create a TikTok account. I'm like, okay. But I never had anything as Brian Galky. Everything was subtle skills. All of a sudden it started saying all these people I knew saw my video and, and what had happened is they made a change to the algorithm that if you had my phone number in your phone, they were showing you my videos. So I went from being subtle skills, never had my name anywhere to all of a sudden all these customers I work with, coworkers, everything are seeing the videos and I Was like, I know this won't end well. Then a week later I was fired. And the paperwork said like repetitive, poor performance. And that's after 21 and a half years, never having a single HR write up, just getting rewarded on the company wide call for winning another state contract in things in September. So it was, it threw me for a huge loop because I knew I wasn't happy but I was afraid to leave because I was making good money. But when that decision was made for me, I took the month of December off because I thought, I've been working for 20, almost 22 years for one company, I'm going to take a month off for me. And during that month I pondered what do I do? Do I go back to corporate America, do I not? And I'd always wanted to be a speaker. And so I said, even if I have to live off my 401k for a year, I'm going to try it and see if this is really truly what I want to do for a living or not. And 2023 was really rough because all I was doing was depleting my 401k. I was paying my own travel to speak or maybe they paid my travel, but I had to pay, you know, hotel things of that nature and I'm sorry, meals and things. I had obviously child support. Now because I'm divorced, I have my own rent, I have bills, so my bills are going up and there's zero money coming in. And it was really challenging. There were a lot of days that I wanted to walk away and go, I can just go back to corporate America. But again, half my life I worked for a single company and I got zero going out the door, nothing. So why not invest in myself? And a lot of people are scared to take from their 401k. Is it the best advice? No. But you know what, who's to say how long you're going to live? So why not use the money to live? Because you can always make more money in the long run. [00:08:04] Speaker B: Well, and more importantly, you know, you have the opportunity to double down on yourself. And you know, from my vantage point, I firmly believe that you are your best asset and you can go buy assets, but you can't go buy yourself. But you can invest in yourself and there's a difference. And that's, that's the route that you decided to take. [00:08:24] Speaker A: Yeah, scary. Very, very scary. Wanted to quit a lot of times and the universe is kind of funny because every time I thought about leaving, another gig would come in and it wasn't enough to cover all my bills, but enough to keep me going so I didn't have to take as much of my 401k that month. And so every time, literally every time I really, truly think about quitting, another gig comes in. And so it was like life giving you little tips. Go, keep going, keep going. [00:08:52] Speaker B: Yeah, that's incredible. And now with, with, with all this change in this focus and now you've, you've been basically full time at doing this now for a while. How have you find the progression starting to take? I mean, obviously over 21 years you built a lot of relationships, you got to know a lot of people. So I'm sure that is a big part of what's maybe helped you do this. And you mentioned traffic and conversions. Great, great event to go to. I was at the one in 2024 actually in Vegas. And so I'm really curious, you know, how have you seen the progression take place? And just getting through that first really hard year and doubling down and being able to kind of like, ah, I can keep going and keep going and just like almost buying yourself a few more months of, of energy as you were, you know, getting these, you know, speaking events coming through. And, and when did you start to see the tipping point where you said, you know what, I can, I can double down on this? [00:09:43] Speaker A: Yeah, it wasn't for year one, for sure. Year one I made less. I made in year one when I made 21 and a half years ago. So that was the really, really defeating part. Ironically, to the question you asked. In the 21 years I was working, because I chose to get out of that industry, my contacts weren't worth anything. However, my contacts from what I was doing to feed my soul of going to different events and things, that's actually what kept me going. So it was nobody in my 9 to 5 world that really supported me. It was more of the people I met at seminars, at conventions, things of that nature that I would kind of pick their brain a little bit. How are you doing this? How are you doing that? Lucky. Luckily for me, several people just fell into my lap in a lot of ways. So for example, the guy that taught me how to decode faces, I met him in 2010 by fluke circumstance. But I loved what he taught and he changed my life. In 2019, when I was married, my ex had 90 days where we had to move to Scottsdale, Arizona. Well, they wanted her to move back and forth, but we decided to move the family there. And they said, hey, if this goes really well, Would you be willing to do this over and over? We thought, well, we can go on the nomadic life, but I couldn't do that with my corporate job. Now, Arizona and Texas are close enough that I could do that and still be there, but if they asked us to go east coast or west coast, I wouldn't be able to. So I reached out to my mentor and I said, hey, would you care if I taught this skill? He's like, no, not at all. And that's when I started going to events and kind of introducing myself. And when you say face reading, people like, ooh, can you read palms, too? And I'm like, no. You know, but it was meeting all these people. And it's funny, I knew what I wanted to do, but like everyone else, I had imposter syndrome. But when you're around successful people who believe in you, you believe in yourself more. Brad Lee was one of the first ones that I joined his Mastermind, Gosh, in 2017, I think, because we're coming up on or, no, sorry, 2020. So around the pandemic time, I joined his mastermind, and he befriended us, and then he brought on Janine Driver, and Janine Driver and I became friends because of Brad. And so I started meeting all these people. And then I met a guy named Joe Ingram. And Joe had Steve Sims on his podcast. And I said something to Steve about he needed to trim his upper mustache, because when we hide our upper lip, it's like keeping people at bay. And he's like, I don't care. But I followed up with Steve, and then he's like, hey, you want to be on my podcast? Yeah. Then after the podcast, he goes, you want to come speak at my event? I was like, yeah. And it was those little things that happened. So it wasn't anything that I strategically thought, I'm going to talk to this person. But going to events, investing, like you said, investing in yourself isn't to go necessarily see who the speakers are, because you can find a lot of speakers on YouTube, but it's to go listen to the speakers and meet the people in the audience. [00:12:31] Speaker B: What is this incredible thing called the Colby A Index I keep hearing about? I'm a certified Colby consultant, and I can't wait for you to discover what your natural instincts are. It works incredible for teams, for business owners, in families with our kids. The more you can develop and understand your knowledge of how you go and get things done in the world and how that happens with the people around you, everything can get so much better. Take the Initiative. Learn more about how this might show up in your life. As a certified coach, I'm happy to sit with you and help you understand the depth of your own superpowers. Get the process started by downloading my free [email protected]. [00:13:20] Speaker A: Investing in yourself isn't to go necessarily see who the speakers are, because you can find a lot of speakers on YouTube, but it's to go listen to the speakers and meet the people in the audience. And that's what really helped me do things, was it's kind of like when you, you know this, everybody loves the movie the Matrix, or I hope they do. When you are outside of normal 9 to 5, you're outside the Matrix. And so people that are in the 9 to 5, like, go get a corporate job, go get a corporate job. Even my parents were like, you, you want to do this. But when you find people who are set free and free is time based, not necessarily money based or anything else, then when you see them and they kind of inspire you, it keeps driving you more and more. At least it did for me. [00:14:01] Speaker B: That makes a lot of sense. I, I, I can resonate that from my own personal journey in the early, you know, starting in 1999, I got involved in personal development somewhat by Fluke and ended up taking spending a lot of money on a credit card to do a bunch of courses over a couple of years. And then that led to more and that led to more and real estate investment events and so on. And you know, before I knew it, 10 years later had gone by and I'd spent $50,000 on my personal financial education and I'd gone to all these events. But through the process of, that was a lot of network building and creating contacts and that was the circle of people that I wanted to spend time with. So I 100% resonate where you're coming from. What's interesting about that, I think there's an important lesson for our listeners to be able to take away is that, you know, you can always be building your network. Everything that you're doing is an opportunity to build up. And I used to do, I used to say that I was a business card collector. You know, people collect hockey cards and they collect baseball cards. I collected business cards and I would write on the card when I received it for where I met that person and what was something unique about them. And then I had a whole binder filled with those things so I could recall. Because you meet that many people, you need to be able to recall it. Yeah, and, and so it's very interesting to have that experience. And fundamentally that also led to my being able to leave the job as an electrician and be able to start in business for myself because of that network. So I completely resonate with your message. I think it's important that people can understand if you're not happy in corporate America, if you're not really excited about the day to day work that you're doing and you want to do something else, start putting in the effort to go and create the environment where you can be nurtured outside of that world so that you can build the thing that you want to do. [00:15:41] Speaker A: Absolutely. And I'll double down on that with something else. Everyone who has a job needs either a hobby or a side job. And the reason why is like if you looked at 2024, it was called the great unbossing. And so the great unbossing was so many people who were middle management, which was always the safe job, found themselves without jobs. And the only reason I didn't lose my, you know what when I got fired is I had something else to fall back on and something I was passionate about. If I would have just been fired out of the blue and not had anything and that was my identity, that would have been tough because it was going into the Christmas holidays, no money for presents, you know, without putting everything on credit cards. But because I had something that I wanted to do is why I survived it. There's a lot of people look at when people retire, if they don't have a passion project or something they love to do, their health dwindles away. Because part of our identity is what we do and what we provide. And if you find yourself without a job and you don't have anything else, it doesn't end up well for a lot of people. [00:16:44] Speaker B: Yeah, I mean, and I think to some degree the Social Security concept is built around that. They have a pretty good understanding, actuarially speaking, mathematically, that once people do officially, quote, unquote, do the retirement thing. The word retire means to be put out of service. [00:17:01] Speaker A: Yes. [00:17:02] Speaker B: And so, you know, I always think I was thinking about like a British show, like, oh, I'm going to retire for the evening. [00:17:06] Speaker A: Like. [00:17:07] Speaker B: Yeah, yes, the big long sleep is what you're going for. And, and people end up not living as long as anticipate. And then the result of that is, you know, once you lose a, once a spouse goes, it's common that the next spouse goes in a reasonably short timeframe after that. These are really common statistics. And so to be in a position where you have something that's driving you, you need to have some reason, some motivation to, you know, you don't want to become low hanging fruit for gravity. Don't let a lack of purpose drag you six feet underground. [00:17:41] Speaker A: Exactly. Well, and you asked a question earlier and I forgot to give you an answer and that was, how did I get going? It's consistency for me posting on Instagram, it's, look, I sucked. Go watch my earlier videos. They were horrible, but I kept consistently posting. So now I'm at close to a thousand posts and mainly their videos. But that's how I got to 200,000 followers. Wasn't through anything other than consistently posting. And something hits and you never know what's going to hit. You can think, oh, this video is going to be so great. And it's not that, but if you, it's like going to the gym, you don't go one time and all of a sudden you're in good shape. It's the consistency, that which you go determines the end result of everything that. [00:18:23] Speaker B: Makes a ton of sense. And at what point in you know, being consistent on as example, you know, you pinpointed Instagram, what was the point where you started to see, I guess the lever turn a little bit more, Things started to really ramp up. Was it one particular video? Was it, you know, six months in. [00:18:42] Speaker A: Probably four to 500 videos in, and I was at probably in 2023, late 2023, I was at like maybe 8,000 followers. And then just a few videos started to pop. One was Ryan Magin posted that video, reposted the video of him and I then in January, one video I posted that was just decoding somebody's face live on stage. And what I said in the video was, I said, well, their eyebrows right above their eye. And I was talking about height from eye, not eyebrow over here or somewhere else. And that video hit 3.5 million views. And just the comments going back and forth and everything. And after that it just, it kept adding up. And I was adding about a thousand people a day to my account. But you never know what's going to hit. But the problem is we're in a scroll society. So you can't put something out there and go, okay, I'm done. You're fighting the scroll. And that's why you have to be consistent. Like, I'm actually disappointed in myself because I haven't put any videos out in two or three days and I know I'm not feeding my audience and I Need to do that when we're done with this today. [00:19:43] Speaker B: And so, you know, as part of that process and being consistent, I'm sure some of that came both from your own decision, but there would have been some coaching, some mentorship there, and suggestions from people that, you know, what. What were you doing two a day, three a day? What was your target? Did you have a daily target or a weekly target? How did you chunk it up so that you could move that dial forward? [00:20:02] Speaker A: Sure. Five to seven videos a week. I was shooting for seven. I would get up and part of my morning routine was I would go find. I'd either record a video or what really seems to hit really well is if you catch yourself as speaking at an event, go take that video, put it in Opus clips, let it cut it up for you. And then what I was doing is I was going from Opus clips to cap cut and I was putting in B footage. Now you can actually get B roll footage in Opus Clips. But what I found was it wasn't just me speaking, it was what pictures. I was adding to it as well to capture people's attention. Because, you know, we were in that scroll society. So what can you pop up that makes somebody pay attention for a minute? Have your captions turned on? That's a big one. Like 80% of people watch videos with the sound off. If you don't have words, they're going to go right past you. Different platforms, different things. Like if you look, LinkedIn is mainly a post a picture and write something. They just added videos recently. So I think they will catch up to the TikTok, the Instagram. But really, even Instagram pictures aren't what's catching people's attention. It's stories and reels. And so it was being intentful of getting up every morning, creating a video or cutting up a video, putting in words to go along with it, and then using those two pieces of software. And that was part of my job every morning, was to do that for productivity makes a lot. Yeah. The other thing is, if somebody asked me to do something, it's always a yes, even if it's only for a short period of time. So if somebody's like, hey, there's an event in Dallas, you want to go? Sure. Does it mean I always buy the most expensive ticket? No. Sometimes I'd buy the cheapest ticket just to be in the room and be seen and to get the knowledge. But my answer is like, if you get invited to something, go, because you can always leave, but you never know who you're going to run into that you didn't plan to. [00:21:50] Speaker B: Hmm. Yeah. There's something about being in the event, you know, and, and in a people based world where technology has moved people more onto screens, zoom features, that sort of thing, there's less and less of that connection, but there's also a higher degree and desire to have it. So I think, you know, I was sharing this on a, on a previous episode, that there's a high degree of wanting to be able to reconnect with people in a physical environment and going to live events, whether it's concerts, hockey games, you know, whatever, those types of things. But also like from a perspective of business owners, it's actually going to networking groups, going to, going to mastermind events, going to events where they're industry specific to learn about marketing or learn about something and trying to get really clear on what your objective is there. Is it a certain speaker you want to see? Is it a photo you want to get with a certain speaker? [00:22:43] Speaker A: Right. [00:22:44] Speaker B: Or do you want to walk away from that event having had five of the most incredible conversations that you've ever had in your life? How many people do you need to talk to to get to make that happen? [00:22:55] Speaker A: Exactly. And we've all heard it. You know, you're one person away from your life changing. I've been lucky that I've met several people who have changed and altered my life. Jeanine Driver that I mentioned earlier, Brad introduced us. Her and I became friends at the time she was dating. So she'd send me pictures of the guys and go read their face. I'm going to tell them that I'm going to do it. And I'd send back what their face would say and like, here's what you have in common, here's what's different. We became friends in 2021. She was speaking at Bradley's event and I was like, yeah, I think I'm gonna go. And she goes, hold on one second. She calls back, she goes, you're going, but you're not going as an attendee. I'm like, what? Why? I wanna go, I wanna hang out with you guys. She goes, you're going as a speaker. And she'd called Brad and gave up 15 minutes of her time on stage to let me take my first stage. And let me tell you, it was not good. You know, I had the microphone, it was shaking like this and I wasn't really. My PowerPoints were kind of ugly, but I still love doing it. And the affirmation of people could use what I was teaching immediately, even though it wasn't the best presentation, but the information made it to them. After that, I was like, this is what I want to do. [00:23:58] Speaker B: Brian. This is fantastic. We're going to talk more about your speaking and how you overcame some of those challenges when we come back after this commercial break. Check out this great book, Cash Follows the Leader. It's all about uninterrupted daily growth with high cash value life insurance. We unpack what people need to know about how you can grow and store and warehouse your wealth in a totally different way than what we've been trained to do. Go ahead and download a free copy by going to coachcanfield.com cashfollows and get a copy right to your inbox right now. We are back with Brian hearing about his incredible stage experience. Now, professional speaking. Something that was a vision, something you wanted to do, you always knew that you wanted to do it at some point. And now having this opportunity and getting very focused on making it a reality. What comes up for me, Brian, is what was that drive? Where did that come from? What was the thing that made you say, you know what? I, I want to go be that guy up on stage? Where did that come from? [00:25:02] Speaker A: It came from a kind of a teacher's heart. And that is I love. I'm a total nerd. If you could see. I've got one bookshelf over here. I've got another bookshelf over here. I was really lucky that I didn't like reading in school. But when I got out of school, I got introduced to like that get motivated and these other things. And I loved going and learning. And what I found is a lot of people wanted to go, but they didn't want to invest in themselves. So they'd pick my brain. Well, like, what'd you learn at this one? Like, oh, well, there. There you go. And I started trading books with people and things like that. And as all that was going on, I was started on the help desk in corporate America. And then I got moved to be the manufacturing floor. Cause I hated sitting at a desk. But I love the people. I had to reach out to me because that's introvert side of me. But then I learned how to build the machines and then they needed an installer to go and install this. Well, I'm like, okay, well I want to travel anyway. So I became an installer. Well, they're like, oh, well, if you're the installer, you also have to be the trainer. And so I became the corporate trainer as well, when you're on site. And I loved teaching things to people, and that just was a consistent theme. As a matter of fact, one of my first dates in 2012 with my ex, she said, what do you want to do for a living? I said, I want to get paid to travel the world and teach people something. But what happened is every time I started to lean away from corporate America, I got a promotion. So over that 22 years, or 21 and a half years, I got 10 different promotions. So here I started on the help desk, second shift, you know, and then by the time I worked my way up, I was regional vice president of sales with a $40 million book of business. But what helped me in all those are all these skills that I was learning by attending events. So being an introvert, I started with body language books because why you can observe people and learn that. Then I read Never split the Difference, other books like that. So how to have negotiation skills, how to understand people, active listening, statement analysis books. Like when somebody says it, what's the intention? I kept picking up all these skills because being an introvert, it didn't come naturally to interact with people. Now, I'm good at asking questions, but conversing in things was kind of a challenge. And what I realized is this one skill of learning to decode faces really, truly changed my life to the degree and I wanted to share that with other people. So I mentioned before, in 2019, I reached out to the guy taught to me and I'd been teaching it to my friends, and I said, I would just really love to do this full time, do this. And he said, do it. And I said, can I trade under a different name? I don't want to take anything away from you and what you've built. Can I create my own company name? He said, absolutely. And the very first time I got on stage and taught it and somebody came up and they're like, holy crap, you helped me. That's when I was hooked. And like I said, I spoke for free for a very long time to get exposure, but I love doing it. Every time I came back, I had a post speaking hangover because I was so excited to be out there and meet all the people and everything. And I just come home to a quiet house and it wasn't fun for me. I just love being around people. When you go to seminars, you're around people who want to be there, who want to improve their life. And some of them are below you and some of them are above you. And you can learn from Everybody in that room. [00:28:07] Speaker B: Fascinating. Well, it's interesting, you know, you talked about being an introvert and yet the, the, the methodology by which you've gone to develop all these skills. Constantly going to events, surrounding yourself with people, getting into conversations with people repeatedly. You know, an outside observer would think, well, Brian's not much of an introvert. [00:28:25] Speaker A: Right. I have to fight my norm. Normally when I go to an event, when I was an attendee, I was in the back of the room, in the far back side. And there's a reason why I sit in the back and that is because if I sit up front and I know you're supposed to sit close to the speaker, I hear everything that's going on behind me. But if I'm sitting in the back, I don't get distracted by what's going on because then I can focus. And I know that sounds weird, but that's the way my brain works. But I had to fight it. And when I became a speaker, what I would do is I would go and look up people on LinkedIn ahead of time. And when I was decoding their face, I felt like I was meeting up with a long lost friend versus walking into something cold. That's a way that, it really helped me on this. And same thing when I used to do presentations, a lot of times we do, we knew some of the people who were going to be in the room. So I'd go look them up on LinkedIn or find a picture of them on social media and figure out how do they think, how do they take in information. And when I was making the presentation about the person and not me and my product, it changed things. [00:29:23] Speaker B: That's fascinating. And so a lot of the work that you would do is almost like the preemptive strike, we'll call it, where you're going in and doing some of that advanced research research specifically on, you know, photo images to be able to understand using the training that you have. So I'm curious about that, you know, for our viewers. Walk us through a little bit of, of that. You know, someone wants to learn these skills. Obviously we can't train them how to do all that here on this show, but. [00:29:47] Speaker A: Right. [00:29:47] Speaker B: What would be some of the initial things that you're looking at when you would do some of this research on someone that you might meet coming up at an event? [00:29:54] Speaker A: Sure, I would go and find them on LinkedIn. I'd start on LinkedIn. Why on LinkedIn? Because you're going to get a straight on, well lit shot. A majority of the Time. The reason I move off of LinkedIn is we don't know how long ago that headshot was. So I would use it to find the person and then I would see do they have a social media? Or I go Google their name. And when things show up, I could break down a face. Like, do you want to see an example of one? Sure. Okay, let me see if I can pull one up real fast. Okay. So you can see the picture here. So what I do is I'd first go look up somebody on LinkedIn, and then what I do is I'd find all these different features that stuck out on their face. And every single one of these features teaches me something about the person. So this person, Sam Taggart, he has the largest door to door selling event every January called Door to Door Con. And before I went to meet him, I went and looked up his face, and every single one of these things tells me something about him. So you ask the question, what's my favorite thing? Or the first thing I look for? And it's eyebrows, because you can see eyebrows from across the room. So if I don't know who I'm going to meet with, but I'm walking into a networking event, I go and look at how high or lower their eyebrows, and I look at what shape their eyebrows. [00:31:02] Speaker B: Okay. [00:31:03] Speaker A: And that's enough information to tell me. High eyebrows people need more time to make a decision. Lower eyebrow people make decisions very fast. So if I'm going to go meet with someone, I look and I go, are the eyebrows high or low? If they're higher, they need more time to make a decision. If they're low, get to the point as soon as possible. Now people go, oh, you're saying somebody's smarter or dumber? No. Sometimes waiting is the smarter move. Sometimes if you wait too long, you lose out. So there is no right or wrong. [00:31:30] Speaker B: People who make fast decisions make a lot of the. They make a lot of decisions real fast, but a lot of them aren't correct. [00:31:35] Speaker A: Exactly. So when you start, what's funny is we talk about faces all the time. I'm gonna show you more too. We'll just. Since we're looking at it like, if you go and Google people without eyebrows, you take away one feature and it's like, we don't know how to talk to those same people. Now you can go the opposite direction. That. And that is you can draw eyebrows on and it changes how we see people as well. Or if you take away one feature, we feel like we don't even know who we're talking to. So it's funny. And we talk about eyebrows when we talk about highbrow humor and low brow humor in comedies. So highbrow humor is when somebody tells you a joke and you have to think about it, and then you laugh. Low brow humor is Jackass and Three Stooges, instant physical comedy. So when you see people with higher eyebrows, think of it like a speed bump in the middle of the road. So if you imagine the forehead and Data's trying to get down to get into your eye, the high of the eyebrow, it can only go so fast. Go over the speed bump and try and speed up again. But if the speed bump is like putting a speed bump by the stop sign, then Data can race down and they'll make decisions fast. So when you see somebody with higher eyebrows, give them more time. If you see low eyebrows, then get to the point as soon as possible. So when I started doing this, what I realized is we're taught the golden rule. You want to be treated the way I want to be treated. But that's not always the case. So instead I just look and go, okay, do they need more time? Should I add in more slides, or should the presentation go longer or should it go shorter? And then the next thing I look for is there's three basic shapes of eyebrows. So there is straight, angled, and rounded. So straight eyebrows are. Get straight to the point. Facts, figures, data, and we're taught by television and movies. So what is Spock known for? Logic. What eyebrows do they give him? Straight eyebrows. Even the old Leonard Nimoy people thought they were angled, but no, they just did straight, but they did up like this. Warren Buffett's a good example. He looks at the numbers behind things. So facts, figures, and data. If they have angled eyebrows like I do, what's my angle? Help me understand it so then I can help other people. If I show you a picture of me at 18 versus 38, I used to have straight eyebrows, but remember I said I became a corporate trainer. Well, help desk. You have to learn it so you can help. Corporate trainer. I had to learn all the material so I could regurgitate it. So when you see somebody with angled eyebrows, they're. They're considered authoritarian, but it's because the person needs to understand, and then they can bestow knowledge. And then the last one you'll see is rounded eyebrows. Rounded eyebrow. People think about the people around them, and people go, oh, Elon's all about Elon. Where did he invest his money? Into Tesla, right? So when he made a bunch of money off PayPal and he invested in Tesla, well, that's not about him. It was about creating things that people can use. And then there's SpaceX and other things. So it's not just about him. He's actually. If you look at where people put money and time, that tells you where their passion is. And what does he do with all of his. Right. He puts in the things that help humanity to a degree. So it's kind of funny. I'll just show you one last one. We'll go back to just kind of talking. Nobody ever wants to look at me again once they realize what I do for a living. So I show my own face. And this is how much my face has changed over time. So when I was younger, my ears used to stick out more. Over time they became closer to my head. [00:34:44] Speaker B: Interesting. [00:34:45] Speaker A: My eyebrows used to be straight. Now they're angled. And then my eyes used to angle down quite a bit. And that's another facial feature. It tells you something about someone. So what's funny is this was actually all part of the academic system until Henry VIII had it yanked out. So he said, I don't like the idea that beggars and vagabonds can use this against their fellow man. And he had it pulled out of the English universities. [00:35:08] Speaker B: That's incredible. Brian, this is fascinating. I can't wait to explore more of this. We're going to dive right back in after this quick break. In the year 2009, my life completely and totally changed something momentum this and incredible happened to me. That thing was this incredible book, becoming your own banker. It was written by my mentor, an amazing friend of mine, R. Nelson Nash. It completely revolutionized and changed my entire life. You can learn all about it by registering for a free on Demand [email protected] Take the initiative. You won't regret it. We're learning all about the incredible techniques of face reading and Brian's walked us through a couple of amazing examples. Now, Brian, not everyone's going to go to the nth degree and get the manual and go to the training, get the certification to figure out how to do all this very exciting stuff. Obviously a lot of applications you've walked us through. Someone's brand new. They just want to, you know, maybe they're a person who is an introvert like yourself and they want to be able to feel more confident or comfortable at a social event or social gathering. Maybe that's the reason they want it. Maybe it's someone who's in sales. They just want to understand better how to approach and. And assist the person looking to buy something and make sure that they're. They're serving them in a manner meeting them where they're at. Fundamentally. [00:36:37] Speaker A: Yeah. [00:36:38] Speaker B: What would you say are the top three things that would be helpful for someone to understand if they wanted to learn more about this and explore? [00:36:45] Speaker A: Sure. My favorite to begin with, like I mentioned earlier, is eyebrows. And the reason more and more is because eyebrows lead to eye contact, which is a lost art. But eyebrows tell us so much. So the high and low and the three shapes we covered tells you how do people take in information and how do they want it presented to them? So that's enough to be dangerous. And then I go to eye angle, because I know, do they want to hear about the upside of things? Are they in the middle or do they angle down? And that tells you how to present the information. So if their eyes angle up, then I know they want to hear about the upside of things. Talk about your features, talk about your benefits. If they're even, then they'll listen to both pros and cons. If their eyes angle down, they're worried about the downside. So what does that mean? Let me know that you're not just telling me that your product's the greatest on earth. What are challenges that you've had? Let me know that you've thought about this. So when I used to present, I would say, this isn't the first generation of our product. These are what we learned from these failures that helped us improve our product. So I took what's a concern and then I could then turn it into a feature or benefit. But if I would just talked about the bells and whistles, people think, oh, this guy's just blowing sunshine. And so you just learn to look at people and figure out how. Do they take in information? Do they need time, or are they going to make a fast decision? How do they want it presented? Do you present it? The straight eyebrows, facts, figures, data, the angled eyebrows, what's their angle? Help them understand it so they can help others. Then the rounded eyebrow, think about the people around them. So you talk about how the friends, the family, the coworkers do it and then that eye angle. Do they want to hear about the upside of things, or do they want to hear about the downside of things and let you know that you've thought this thing through? So those are my simple ones. And for everybody listening, I thought I was brilliant when I bought Subtle Skills. Right? It's A good name, but nobody can spell subtle. So if they want to get the cheat sheet, you can literally go to getthecheatsheet.com and it'll redirect you to my website. [00:38:37] Speaker B: Great, great domain. Love that. We have some similar ones. We have seven steps. Ca don't spread. Don'tspread the wealth dot com. I love those simple, easy to remember ones. We have cashfollows.com so all direct to some of our books, which is great. And that's a phenomenal domain. Now I'm curious, Brian, we didn't talk about this before. At any of the breaks leading up to our conversation, you probably had a chance to go check out a LinkedIn photo of me. What, what, what are some things you would say about our conversation so far and what you've learned just from your training and your knowledge base? [00:39:11] Speaker A: Do you want to have some fun? [00:39:13] Speaker B: I do. Yeah, absolutely. [00:39:14] Speaker A: Then I'm gonna have you look right at the camera and we'll just do it live. So give me one second. I have some cool software. Skitch is a Evernote software that you can get for your Mac. And so just look right straight ahead. All right, so let me go and share the screen so everyone watching can see this as well. Okay. So you can see the picture of yourself here. [00:39:37] Speaker B: I can indeed. [00:39:38] Speaker A: We'll talk about a few things. So I'll add them and then I'll delete them while we're here. So the first thing is you have this area right here that's called a brow ridge. So that is a process driven person. Step one, step two, step three, step four. So if I'm giving you information, I can't do what's known as the waterfall technique, which is take your money and deliver a product. I need to explain what's going to happen during the process so you understand everything the way that it's going to work out. Then you have this part of your eyebrow right here angles away from the rest of your eyebrow. So this is considered. Let me do it this way. There's two sides to everyone's face. There is a business side and there is a personal side. So let me do this. I'll move it over just a little bit so we can be two totally different people. You're pretty symmetrical in eyebrows, eyes and everything else. But this little feature right here is known as an access hair. So that's somebody that even though your eyebrows look a certain way, you go by your gut before you make the final decision. That's more on your personal side. You've got a little bit here, but I can definitely see it on this side. So that is called the access hair. And that's when you go by your gut, you have larger ears and smaller eyes. So if you look at the comparison here, so more of an auditory learner. But you also have this wide area right here. So you're a kinesthetic learner, and you're an auditory learner. So I would use action words when I'm talking to you, and then I would give you something to hold, and I would use auditory terms because your ear, if we look at it, is larger in size than your eyes are. So I would say things like, hey, does this sound like a good idea? Do you hear where I'm coming from? You know, hey, come take a look. Come listen to this. I would use auditory words. I'm extremely visual. So even when I hang up the phone with somebody, I say, okay, I'll see you later. But we were having an auditory phone call. So it's just learning to speak other people's language. I'm going to get rid of this. But for a purpose, is the fact that you're auditory is you also have another line that affirms that as well. And that is you have this little line right here. So that's what's called a verbal affirmation line. So sincere verbal compliments go a long way. If you see anybody with that line right there. So we'll change color so people can see it a little bit better. But that little line you have right there is the sincere verbal compliments go a long way with you. So I used to work with someone who title and pay didn't matter. Appraise was important to them. And that's one of the visible signs. If you've ever read the five love languages, there's three of the five on someone's face. If they have fuller eyelids, it's time and attention. This wide area right here, which you do have, is right here. That is somebody who's physically demonstrative, uses action words, kinesthetic, hands on learner. And then this one right here is words of affirmation. So you have two of the five love languages on your face when you're dealing with other people. Now, this one isn't so big, but you can still see it right here. So if I do this one, you can see that little line right there. And then the other part that's interesting is you have a flatter upper lip. So with that, that is you don't talk about yourself until people get the right to get to know who you are. So you have no problem talking shop because you have a larger lower lip right here. But you don't share a lot of personal information until like they you decide, hey, this is a person I'm going to open up to. Yeah, very cool. Then high and wide cheeks right here. So lots of energy. You can keep going and going. You've got a strong nose ridge right here. Your eyes are pretty even. Well, they angle up slightly so go here. So if I draw from inside the outside, let me change the size of this though, so people can see it better. That's why I love the Skitch software. So yeah, so if you look at. [00:43:27] Speaker B: It, you can definitely tell you've practiced with this tool a lot. It's cool. [00:43:31] Speaker A: Oh yeah, this is what I do. I'll go and look up people on LinkedIn and just figure out all that information. So going back, for everybody who's watching, they're going, oh, well, can he do that twice? Yep. So step number one, got a brow ridge right here. Number two, this is the access hairs that you have. Where you go by your gut, you've got the larger ears, smaller eyes. So when I'm talking to you, sorry, you're double throat here. So you got the kinesthetic. So I'm going to use action words, I'm going to give you things to hold. I'm going to use use auditory phrases. Because you have a smaller eye, this brow ridge is your process driven person. So step one, step two, step three, let you know everything that's involved. On your personal side, you're gonna go by your gut before you pull the trigger. We talked about here. You have a flatter upper lip. So when we say the phrase keep a stiff upper lip, it means be stoic, don't share a lot of information. So if you see somebody with a flatter upper lip, if you ask too many personal questions too fast, they go like this. But what you do is you wait. Once they open up, they'll open up about everything, but they're slow to open up. And that's why the number one plastic surgery right now is lip enhancement for both men and women. [00:44:37] Speaker B: Really? [00:44:38] Speaker A: Yep. So it's an affect effect thing. So you go and have the affect done. They get their lips enlarged. Subconsciously, we know the phrase keep a stiff upper lip. So if somebody has larger lips, they're seeing this more approachable, they get approached more and thus they get the effect that they wanted by changing that affect. Then we talked about the verbal affirmation line that's right here. You do have a little bit of a cleft right here that says the highly adaptable cleft. And that is we can throw you pretty much in any situation. You'll figure out how to adjust on the fly. [00:45:09] Speaker B: Very true. [00:45:10] Speaker A: And then we talked about the high and wide cheeks right here. And one thing, strong jaws. So if you imagine the stronger somebody's jaws, it's from latching in. And so that means once you make up your mind, you can latch in easily, hold your position, you don't waffle on things. And it's very difficult once you've made your mind up on something to get you to unlatch that jaw. So people have one shot to win you over. If they screw up that shot, they don't get openings very often. [00:45:37] Speaker B: I love that. And so when you're doing these presentations, obviously, you know, you would use a slide to show that or similar to that on a stage. But I would imagine you do, obviously, podcasts and zoom presentations and things of that nature. So do you find that you're doing that live in a similar fashion with people on a regular basis? [00:45:57] Speaker A: Yes. So when I'm meeting people, if I want to pay attention to them, I do. I don't. It doesn't. It's not one of those things that I instantly am like, oh, I'm analyzing their face. But the way that I like to end a lot of presentations is like this, where I'll bring volunteers up, because I can tell you Anything on PowerPoint is true. But the way to proof of concept is bring volunteers out of the audience, because very few people go to an event by themselves. So they'll come up on stage, I'll say everything that somebody's face says. And usually I don't ask the person. I'm like, are you here with anybody? Yes. Then I'll say, is that accurate? And somebody else go, oh, yeah, it is. So it's. People go like, oh, you're gaslighting. You're cold reading people. I'll tell people, show me a picture of somebody on your phone that I can't read. They can't nod. They can't lean in, they can't lean away. It's a real skill. It's been around since Aristotle. It was part of the academic system until Henry VIII had it removed. The reason it's still around is because authors and artists for character development and attorneys learn it for jury consulting. Thankfully, I met Mac. He changed my life. I went to go prove he was a fraud, and damn it, I couldn't do it. And he became my mentor and my friend, and he just completely changed my life. [00:47:06] Speaker B: Wow. Brian, this was absolutely incredible. Loved it. Thank you so much. Not only for unpacking and doing it live on the show for us. I think it's phenomenal. Hopefully people got a ton of value out of that. Make sure you go and get the cheat sheet, because I think it'll be hugely advantageous to anyone watching. I appreciate your time. Appreciate you being with us and showing us what your subtle skills are. And for those of you tuning in, please make sure to tune in next week as we continue to unpack the major innovations and the challenges that are facing the entrepreneurs of today as they make a bigger and better, brighter future.