Udemy

Platform

English

Language

Investing & Trading

Category

Persuasion in Hedge Funds/Private Equity/Investment Banking

Influence weapons to use raising from allocators when managing hedge funds or private equity - or in investment banking.

4.40 (31 reviews)

Students

10 hours

Content

Mar 2021

Last Update
Regular Price


What you will learn

How to use powerful influence weapons with prospective investors and the team members they manage

How to more easily raise millions of dollars in committed capital from investors - retail and institutional


Description

LIKE ALL OTHER COURSES. UNLIKE ANY OTHER COURSE

Learn 56 state-of-the-art elite persuasion and influence techniques from my 5 years of influence and performance coaching of top hedge fund managers, private equity and venture capital GPs, other asset managers and investment banking professionals in all different types of institutional sales and investor relations situations. I'm a 2x MIT-backed entrepreneur turned persuasion psychology coach who has worked with (and made better negotiators of) different profiles, and this course is for you if you're seeking to improve your influencing, for professional selling or just know more about how to win friends and influence people.



WHO THIS COURSE IS FOR

  • Billion-dollar AuM managers of hedge funds trying to raise capital from allocators;

  • Fund managers trying to lead their team better (convince analysts and PMs to do things they don't want to);

  • Investment banking professionals trying to pitch hot deals to corporate or PE buyers (or manage their talent);

  • Any investment professional that aims to become a fund manager in the future, manage investment and research teams, and manage institutional capital;

Throughout my experience in persuasion psychology coaching and training for influencing, I've compiled a framework with my most elite persuasion and influence techniques to use for influence, and I'll share all of them with you on this course. Besides just pure influence and technique, there are multiple bonuses included to help consolidate these influence lessons.

These techniques use similar psychological principles leveraged by persuasion scientists and master salesmen. You will see many techniques similar to Robert Cialdini's, Chris Voss's and/or Grant Cardone's, for example, but these will be the deeper, more general psychological persuasion elements (don't be scared by the "general" - we will apply them and explore very specific applications of these, for example raising capital from allocators as a hedge fund manager, negotiating a side letter provision as a private equity GP, or pitching a hot deal as an investment banker). Field-tested and proven in the most extreme situations.




LET ME TELL YOU... EVERYTHING

Some people - including me - love to know what they're getting in a package.

And by this, I mean, EVERYTHING that is in the package.

So, here is a list of everything that this course covers:

  • How making something seem more exclusive makes it more persuasive, limiting access to it or creating more scarcity;

  • How limited access and scarcity work, by making people fight for something due to not having enough time or openings, by pressuring them into making a decision, or by seeming to be associated with exclusive or elite people or entities;

  • How the psychological effect of "removing licenses" work, by cutting of someone's exit before they even think about it;

  • How artificial scarcity can be created by using "rolling limitations" - periods of scarcity combined with periods of non-scarcity;

  • How specialization makes something seem more targeted and "just for you", even if the thing is, in fact, generic;

  • How reducing the number of tasks that you do and the people you do them for (using, for example, the 80/20 rule) can help you become more specialized;

  • How the "advanced effect" works - people always prefer the "advanced" material, even if they are newbies;

  • How secrecy works, by having non-public or confidential steps to a formula - or its variations of mystique - having an aura of secrecy around yourself, and not your work - or vanguard knowledge, being the first person to reveal something;

  • How the technique of "the diagnostic" works, obtaining information and seeming an authority while maintaining a "trusted advisor" frame;

  • How non-attachment works, by signaling abundance, and the extreme technique of "costly signaling" - hurting yourself on purpose just to show that you can do it);

  • How adverse transparency works - being honest even about things that go against you, which makes you more of an authority, and specific variations (small flaws,  other opportunities, or  the opportunity cost of going with you);

  • Advanced applications of adverse transparency, including being more self-demanding, blaming yourself for mistakes you make, or unsatisfactory backtracking (going back to correct something incorrect you said in the past);

  • How displayed authority works - by having an object or another person sing your praises instead of you yourself, you make it seem less biased;

  • The different forms of displayed authority, including introductions by other people, objects such as trophies/diplomas, associations with people or institutions of high value, your image itself, and your behavior in terms of status;

  • The manipulative tactic of "weaving" - picking a group of experts, for example for an interview series, and then inserting your opinion together with theirs to try and seem like you are in the same league or group;

  • The concept of "theaters", including security theaters - situations where nothing may be actually done, but the appearance of something is everything;

  • How naming and labeling fallacies work - attributing specific labels to reduce a person or thing to that label, and how the presence or absence of a name has an effect in terms of personalizing or depersonalizing someone or something;

  • (30 technique descriptions ommitted due to Udemy text length constraints);

  • How to use streamlining to make something seem less effortful, by using words (such as "simple", "quick", "fast", "just 2 steps", "instant access"), by bringing structure ("It's 3 easy steps") or by preempting issues and removing them ("If you don't know how to pay, visit ABC page");

  • How the principle of implementation intention forces a person to visualize how to do something, which makes them more likely to do it because it's less mental effort;

  • How to illustrate progress and loss to change the mental effort of something (both illustrating all the progress done so far, triggering sunk cost biases, or illustrating loss to trigger loss aversion);

  • How removing exits works, by removing the person's licenses to do something;

  • How to use framing to change the apparent value of something (is a barebones application a "basic" one, or one where you can "focus" and "do a few things very well"?);

  • How to use context to change the relative value of something (Something that's $1000 seems expensive. But if it's $2000 at 50% discount, it's suddenly very valuable);

  • The role of perceptual contrast in making something seem valuable;

  • How to use extreme anchoring to strengthen your framing (Instead of mentioning a $10k price, mentioning a $30k price that is lowered to $10k just for the person. The price is the same, but they will value it much more);

  • How changing the option set changes the value of something (Compare a $20 book to $10 books - expensive. Compare it to technical manuals worth $70 - very cheap);

  • How the middle option effect works - people usually pick the middle option in a group - so the options can be manipulated to guide the person, using "decoy options";

  • How to change the option set to strengthen your positioning in terms of the best/the first/the only (You may be "one of the best" workers in your department, but you may be "the best" 40-year-old-plus worker in your department);

  • The role of salience in something's value - the more it stands out, the more people remember it. Using bold propositions, bold names, supranatural stimuli or the bizzareness effect;

  • How salience works in presentations through the peak-end effect (people remember the highlight and the end) or the recency-primacy effect (people remember the beginning and end);

  • The role of intent labeling in closing (forcing a person to state what they are going to do, either actively, or by using active choice - "I will do this" instead of just replying "Yes");

  • The effect of future lock-in, which results from time discounting bias. Giving a person a small advantage in the present in return for them being locked for the future;

  • How justifications make something more persuasive - ideally, tailored justifications, but how even simple justifications - "I need this just because" always persuade more;

  • Considerations in persuading both emotional and logical people (focusing on improving the "basket" of things offered, regardless of their value, versus improving logical elements of the offer such as the price);

  • How eliciting multiple reasons or examples work, by making someone like something more or less;


Screenshots

Persuasion in Hedge Funds/Private Equity/Investment Banking
Persuasion in Hedge Funds/Private Equity/Investment Banking
Persuasion in Hedge Funds/Private Equity/Investment Banking
Persuasion in Hedge Funds/Private Equity/Investment Banking

Content

Introduction v3.0

Why Persuasion?

Disclaimers and Course Structure

All 56 Techniques

A 7-Star Course

The Big Five v3.0

Intro

Pre-Framing: Diagnostic

Priming: The Code of Conduct

Contact: The D.I.S.C. Personality Types

Disarmament: "UP" Answers

Constriction: Implementers

Pre-Framing 3.0

Intro

Exclusivity: Intro

Exclusivity: Limited Access

Exclusivity: Limited Access in AM

Exclusivity: Limited Access in EBR

Exclusivity: Specialization

Exclusivity: Specialization in AM

Exclusivity: Specialization in EBR

Exclusivity: Secrecy

Exclusivity: Secrecy in AM

Exclusivity: Secrecy in EBR

Authority: Intro

Authority: Diagnostic

Authority: Diagnostic in AM

Authority: Diagnostic in EBR

Authority: Non-Attachment

Authority: Non-Attachment in AM

Authority: Non-Attachment in EBR

Authority: Adversary Transparency

Authority: Adversary Transparency in AM

Authority: Adversary Transparency in EBR

Authority: Displayed Authority

Authority: Displayed Authority in AM

Authority: Displayed Authority in EBR

Authority: Social Proof

Authority: Social Proof in AM

Authority: Social Proof in EBR

Characterization: Intro

Characterization: Eliciting

Characterization: Eliciting in AM

Characterization: Eliciting in EBR

Characterization: Embodiment

Characterization: Embodiment in AM

Characterization: Embodiment in EBR

Characterization: Polarization

Characterization: Polarization in AM

Characterization: Polarization in EBR

Paradigm

Paradigm in AM

Paradigm in EBR

Outro

Priming 3.0

Intro

Money

Money in AM

Money in EBR

Effort: Intro

Effort: Rigidity

Effort: Rigidity in AM

Effort: Rigidity in EBR

Effort: The Home Advantage

Effort: The Home Advantage in AM

Effort: The Home Advantage in EBR

Effort: Initiative

Effort: Initiative in AM

Effort: Initiative in EBR

Effort: Obstacles/Testing

Effort: Obstacles/Testing in AM

Effort: Obstacles/Testing in EBR

Effort: Indoctrination

Effort: Indoctrination in AM

Effort: Indoctrination in EBR

Effort: Escalation of Commitment

Effort: Escalation of Commitment in AM

Effort: Escalation of Commitment in EBR

Effort: Code of Conduct

Effort: Code of Conduct in AM

Effort: Code of Conduct in EBR

Desire

Desire in AM

Desire in EBR

Characteristics

Characteristics in AM

Characteristics in EBR

Physiology

Physiology in AM

Physiology in EBR

Outro

Contact 3.0

Intro

Empathy: Intro

Empathy: Statements of Empathy

Empathy: Statements of Empathy in AM

Empathy: Statements of Empathy in EBR

Empathy: D.I.S.C. Personality Types

Empathy: D.I.S.C. Personality Types in AM

Empathy: D.I.S.C. Personality Types in EBR

Empathy: Confirmatory Mirroring

Empathy: Confirmatory Mirroring in AM

Empathy: Confirmatory Mirroring in EBR

Empathy: Past Implementation

Empathy: Past Implementation in AM

Empathy: Past Implementation in EBR

Identity Labeling

Identity Labeling in AM

Identity Labeling in EBR

Reciprocity: Intro

Reciprocity: Giving

Reciprocity: Giving in AM

Reciprocity: Giving in EBR

Reciprocity: Personal Touch

Reciprocity: Personal Touch in AM

Reciprocity: Personal Touch in EBR

Reciprocity: Return Timing

Outro

Disarmament 3.0

Intro

Common Objections in AM

Common Objections in EBR

Provoking: Intro

Provoking: Exclusion Confirmation

Provoking: Exclusion Confirmation AM

Provoking: Exclusion Confirmation in EBR

Provoking: Negative Anchoring

Provoking: Negative Anchoring AM

Provoking: Negative Anchoring in EBR

Provoking: Starting with the Negative

Provoking: Starting with the Negative AM

Provoking: Starting with the Negative in EBR

Provoking: Preemptive Labeling

Provoking: Preemptive Labeling AM

Provoking: Preemptive Labeling in EBR

Provoking: Adversary Transparency

Provoking: Adversary Transparency AM

Provoking: Adversary Transparency in EBR

Weakening: Intro

Weakening: The Possibility Shuffle

Weakening: The Possibility Shuffle AM

Weakening: The Possibility Shuffle in EBR

Weakening: Value Identity Contradictions

Weakening: Value Identity Contradictions in AM

Weakening: Value Identity Contradictions in EBR

Weakening: Social Identity Contradictions

Weakening: Social Identity Contradictions in AM

Weakening: Social Identity Contradictions in EBR

Responding: Intro

Responding: UP Answers

Responding: UP Answers AM

Responding: UP Answers in EBR

Responding: Increasing Certainty

Responding: Increasing Certainty AM

Responding: Increasing Certainty in EBR

Responding 5W: Intro

Responding 5W: Reshaping

Responding 5W: Reshaping AM

Responding 5W: Reshaping in EBR

Responding 5W: Flipping

Responding 5W: Flipping AM

Responding 5W: Flipping in EBR

Responding 5W: Accelerating

Responding 5W: Accelerating AM

Responding 5W: Accelerating in EBR

Responding 5W: Deflecting

Responding 5W: Deflecting AM

Responding 5W: Deflecting in EBR

Responding 5W: Diagnosing

Responding 5W: Diagnosing AM

Responding 5W: Diagnosing in EBR

Outro

Constriction 3.0

Intro

Reinforcing: Intro

Reinforcing: Streamlining

Reinforcing: Streamlining AM

Reinforcing: Streamlining in EBR

Reinforcing: Implementers

Reinforcing: Implementers AM

Reinforcing: Implementers in EBR

Reinforcing: Intent Labeling

Reinforcing: Intent Labeling AM

Reinforcing: Intent Labeling in EBR

Reinforcing: Future Lock-In

Reinforcing: Future Lock-In AM

Reinforcing: Future Lock-In in EBR

Reinforcing: Progress and Loss

Reinforcing: Progress and Loss AM

Reinforcing: Progress and Loss in EBR

Reinforcing: Presence vs. Details

Reinforcing: Presence vs. Details AM

Reinforcing: Presence vs. Details in EBR

Limiting: Intro

Limiting: Context Manipulation

Limiting: Context Manipulation AM

Limiting: Context Manipulation in EBR

Limiting: Eliciting Multiple Reasons

Limiting: Eliciting Multiple Reasons AM

Limiting: Eliciting Multiple Reasons in EBR

Limiting: Social Identity Contradictions

Limiting: Social Identity Contradictions AM

Limiting: Social Identity Contradictions in EBR

Limiting: Removing Exits

Limiting: Removing Exits AM

Limiting: Removing Exits in EBR

Outro


Reviews

P
Patrick13 October 2020

Will have to actually put in practice some of these techniques before giving a verdict, but there is every reason for them to work.

P
Patrick12 October 2020

Interesting, "exotic" techniques. Seem very easy to apply and have the potential to help with institutional negotiations. Very curious to apply this.

A
Adam3 October 2020

Good information and techniques. I particularly like the deep explanations of the science that backs up every principle.

J
Jessica3 October 2020

Great range and quality of techniques. As the isntructor says himself, not all of these can be easily used with institutional clients, but for private clients and talent, very practical and pragmatic. Happy with the purchase.

A
Alice3 October 2020

Excellent explanations. Skeptical abou some concepts, but the instructor explains the basis for the techniques very clearly.

S
Sidney23 September 2020

Interesting to use. I liked how the instructor clarified how to deal with dominant types. Clearly knows Wall Street.

F
Frances22 September 2020

Interesting techniques for different stages. The first module was not that strong, but the closing one is very powerful.


Coupons

DateDiscountStatus
10/15/2020100% OFFExpired

3414710

Udemy ID

8/12/2020

Course created date

9/15/2020

Course Indexed date
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