Our guest speaker today is Brian Galke.  I’m a big fan of Brian. He does some really cool things. Brian Galke, better known as subtle skills has worked with a variety of industries and positions from behind the scenes to the frontline. He brings a breadth of experience as an educator, a trainer and dynamic facilitator mixed with a side of.

Southern swagger. I would agree with that Southern swagger.  Brian has worked with dozens of companies throughout his career in a myriad of industries. He has unique knowledge in marketing sales, customer service, process improvement, leadership, coaching, and employee empowerment. Brian has now created subtle skills, a company that specializes in teaching unique skills that,  help anyone build rapport with customers, coworkers, and even friends and family.

 the company’s niche is in teaching facial feature analysis, a proactive skills. It helps you understand people in a whole new way. You know, we train and coach the disc here at the greater property group, you know, personality profiling, reading the personality types of your clients in order to convert better.

 so think about this on steroids. Think about the disc personality concept on steroids. So I’ve seen Brian talk about this. I seen him do his thing. It’s actually eerily accurate kind of creepy a little bit, Brian. Right? So anyways, Brian, welcome to the greater. Property group mastermind meeting this week.

We really appreciate having you welcome here. Thank you for having me on,  as you mentioned earlier, kind of we met ironically through clubhouse and then through a mutual acquaintance through club house. So creating connections and communication. It’s so many different ways to do it. And,  that’s how we ended up here was a Joe Ingram and clubhouse.

So thank you for, yeah. Yeah, Joe, Joe actually connected us originally. And then we realized we both kind of hanging out with Brad, which was just funny. Now, before we get into your presentation, I talked to you about this in a little bit of detail there, but th this skill of actually reading someone’s face, and I mean, you, you talk in a variety of subjects when it comes to reading personality types and whatnot, but specifically on reading and understanding.

Your audience through their face. How did this change your life? Understanding that? So I was always an introvert extrovert. Me I’d love to be around people. And I was terrified of being around people at the exact same time. So I was stuck in the prisoner of my own mind, everywhere that I went, because I wanted to be out and about, right.

Like I don’t like sitting in hotel rooms. I like being out in public places. But I was over overthinking everything and it’s because I was focusing on myself and in 2011, I met someone who taught me how to read face it’s. And once they did that, what I realized was when you give someone else your time and attention, you get out of the prison of your own mind and you get into the presence.

And that is the single skill that I can look back over my life and say, what affected my life? Most, both personally and professionally, it was that skill because I was no longer afraid of networking. I was no longer afraid of talking to customers. I wasn’t afraid of going out and talking to people in public because I was focusing on them.

And when you give people your time and attendance, They pay attention and that’s how you build relationships and build rapport with random strangers. And so I went from being on the help desk, the ultimate, you know, introverted job to I’m a regional vice president of sales now. And I used to be part of a presentation team that would go out any customer over a million dollars.

They flew me across the us with two other people to do those presentations. And what I would do is I would kind of stock people ahead of time what you’re going to see in a. ’cause I could PR practice everything in the hotel the night before, right. My PowerPoint, my projector, the program, but people were always the unknown.

Once I learned to read faces, I knew who thinks about the people around them. Doesn’t like focusing on themselves, who wants to know what’s in it, help them help other people who wants to get straight to the point. And during the presentation, I would point at that person when I was talking to what applied to.

Right. And so all it did was eight showed that much, like going to a foreign country. If you go to a foreign country and you just demand that they speak English, you’re not going to have a very good trip, but if you take a little bit of time to learn basic phrases, good morning, good evening, good day, good night.

That changes your experience and your travel, right. And life is no different when you learn to focus on other people. Life is wonderful. So yeah, that’s all really. Well said very powerful.  and how, okay, so here’s the other question I wanted to ask is how long did it take you to learn this? So that’s what I love.

You guys are gonna leave today, learning about eyebrows, and it’s going to be something that you’re able to take out to the world. Now you do want to take the coerce over and over cause like everything practice makes perfect, right? But you’re going to leave today and you’ll be able to download a cheat sheet when we’re done that you can instantly use.

And the whole thing is you’re not going to tell people what you’re doing, because if you walk in and say, Hey, I’m certified in how to read faces. People go like this, or they lean over. But all you do is you start focusing on people and there’s actually,  Courtney is,  a realtor in Las Vegas who was at the steep Sims event who to quote him, said, I thought it was a bunch of hooky until I started doing it to my customers.

And he realized when he started doing it, he got great results from it. So it’s something you can learn super fast and something you just perfect over. Really interesting. Steve Sims concierge to billionaire. So he would know finger to about reading people. So, okay, Brian, let’s get into it.  what do we need to know about the face?

I know you’ve got a presentation or let’s just let’s roll. I’m gonna pop it up real fast. Let me get it here. All right. Can everybody see me up on stage there? Yep. Yep. All right. So that’s a real fast, that’s just a Bradley’s event that was this past April called the real success event. And on the right-hand side with Steve Sims, recent speakeasy, if you don’t follow Steven, Brad, you guys are missing out Brad’s dropping bombs.

Podcast alone is something everybody needs to be subscribing to. And Steve Sims Bluefishing book is amazed, but what I’m here to really talk about today is how can you guys benefit from this? So what I’m about to teach you guys, was it done for my clients and people I’ve taught, enhance every interaction they have in their life help overcome introverted thinking.

I already told you my success story with that. And,  how it led them to both business and personal success now, because we’re going back into some places going back into lockdown and the restrictions and things. I like to call this, how to boom, in time zoom, because a lot of interactions are happening, not in face-to-face like they used to.

So this is a great way on how to just build rapport with people before you meet them. So you mentioned earlier that what you want people to do is to be proactive and to build their relationships. Right. And that’s exactly what we’re going to do because. This is a proactive skill that what I did is when,  David was telling me who I was going to be analyzing faces of today, I went and talked to people on Instagram and I went ahead and went with nice photos, but you can do that.

You can get somebody whose name and go on any social media source and figure out how would they best hear what I’m wanting to say. So that’s what I really love about, cause this is the current challenges we have. We’re either on zoom like we are today, which we can’t see a lot of the body or people are wearing masks, but even with masks, You can still see several facial features.

And that’s why I like to teach eyebrows. So I mentioned it today. What does it lead to promotions? Increased sales, enhance relationships.  if you tell people what, you know, how to do you become like a mini celebrity, but you know, then people are always kind of leery at the exact same time. So it’s a little bit of the background.

Are you guys ready to see some people you already know we’re going to start with Taylor. So,  They sent me these photos, shout out to Taylor, shout out to Taylor for being a good sport on this. I was actually talking to Taylor,  yesterday. I said, Hey, do you mind says, no, your pitcher did so,  I thank you, Taylor.

And then thank you, lending Chris, which we’ll get to, but let Taylor thank you. Yes. Thank you everybody for being good sports say,  what’s interesting is I did find different pictures to use, but so I just selected one that has the most facial features, right? What, when you learn how to understand people based on analyzing their face there’s on the left-hand side, which is what does everybody see?

But then on the right hand side is what do you see once you understand features? So. We’ll start. I like to read people top to bottom left to, right. So looking at Taylor here, what you see is she has an angled eyebrow, but they’re close to her eyes. So people who have an angled eyebrow, they want to know, help me understand it.

What’s my angle, so I can turn around and help other people. But what’s really interesting about her eyebrow is right here in this area. She has, what’s called an access here and that’s on her personal side. And if you, so if I was to ask anybody, Hey, are you married? That’s a personal question. Meaning this is the personal side of your face, and this is the professional side of your face.

So when we say the phrase, we’re all a little bit, two faced, it’s kind of true because the way we treat our inside world or, you know, a personal side and the external world or business side, it can be completely different. And so we’re all asymmetrically based,  based on. And how we handle the different aspects of our life.

So on her personal side here, she has,  what’s called access hairs. And what that means is she may love facts and figures, but it doesn’t gutterly make sense to her. She’s not going to pull the trigger on something. So I know when I’m talking with somebody like Taylor, I’m going to ask her like, Hey, do you have a good feeling for this?

How do you feel I’m going to ask those feeling type questions, because that’s how she thinks she also has. Upward angled eyes on both sides, which if you think eyes and you take actually a business card and you start in the inside of somebody’s eye and you angle up or angle down, then you can kind of tell what’s their outlook on life.

Both of her eyes, her professional one and her person one slightly angle up. So what that means is she’s always looking for the positive. She’s always looking for what’s the bonus of things. What’s the upside. Of everything, both personally and professionally. Now, when somebody who has angled up eyes, if you come to them with a lot of negativity, they’re going to start eventually shutting you out.

So I know what if I’m talking to Taylor, I want to keep things more on the positive side than going down, all the challenges that were happening now, here’s something that’s very interesting. And there’s actually on to the people that we’re gonna be talking about today is she also has what’s called movie star cheat.

So when you see the way that light reflects off of her cheats, when she walks into a room, She garnishes a lot of attention and that’s because the way that light reflects off of our cheeks. So if you look at older movies in the black and white days of movies, most actors and actresses had these high and wide cheekbones.

And that’s because when they walked in the light reflected off of it and it gives them a lot of attention. Now, people who have those hind wide cheats also get some. Jealousy because of the attention that they command when they walk into a room. So if Taylor’s getting the cold shoulder from somebody, then she needs to work on giving sincere compliments to that person.

Because what it’s doing is it’s sharing her attention that she’s getting with that person. And then it helps dissipate that Stripe that’s there. Does that make sense so far? Yes. All right. And I have multiple monitors here because I’m the total geeks I’m looking at. Everybody’s reaction over here, the PowerPoint here and you guys right here.

So it’s fascinating. Everybody’s everybody’s dialing in. You can see the concentration. They’re like, I have eyes. I have cheeks what’s happening here. So yeah, that’s, what’s called when we’re done. I guarantee you, 95% of the people are going go spend some time in front of. After this is done, cause we never taught to look at our own faces.

And we’re going to cover that here in just a second.  the last thing that Taylor really has is, and you have to find this in certain pictures, this little cleft right here is the what’s called the adaptability cliff, which means we can pretty much throw her into any situation. She’s going to adjust on the fly.

So if I was going to go talk to Taylor, I know, Hey, it’s got to make guttural sense to her. She likes to hear the positive, the upside of things. Right. And she gets a little bit of attention. So I know if I’m talking to her, somebody else that may come over and talk to her as well. So that’s just an expectation coming into it.

So that’s how you can go and look at somebody’s face and figure out like, how would I best interact with Taylor? So does anybody here know Taylor? Is that pretty spot on or is Taylor on? Yeah, well, did she pass me? Taylor’s right there. So I don’t know. Did, did she pass. Yeah, that was,  that was really cool.

I wasn’t like, I wasn’t expecting any of this. I sort of thought going into today that it was going to be more about like how you’re presenting yourself or how you’re smiling or something like that.  but everything that you pointed out is it describes me perfectly. So just going off of a photo that’s, it’s pretty crazy.

So what I’m going to, I’m not going to show the picture, but Taylor, you have a picture of you and a friend where you went have characterised drop your feet. And they actually drew out everything that I just talked about on you. Cause you’re on the right-hand side of that picture, including they drew the access here.

That’s on your personal side. So if you go look at that characteristic and that’s what facing is about is it’s about looking at people’s features and what stands out. So if you go and look at that picture, everything that I talked about, that artist’s captured on you that’s really cool. Thank you for that.

All right. Any questions before we move on to the next. No, no, but this is like, this is like science, Brian. So I’m like I’m riveted. Yes. This is like I said, it changed my life. There we go. Everybody’s got to face. And so I like to look at again, top to bottom left to, right. So if we start at the top, so he’s got Einstein lines here.

What that means is he’s not a bullet points person. He wants to understand things at a deeper level. So I know that I need to give a little more information like that, then I would just hide level. Right. So go just a little bit deeper because when you see these lines on somebody’s face, And it’s more on their forehead, especially, but I do, as I tell people, Hey, raise your eyebrows up, splint down and I’ll see those Einstein lines.

And what that means is they want to know more than the average person does. So they dig just a little bit deeper cause they want it put in intense time and study. Now what’s really interesting. And I’m gonna use this picture over here on the left. You can’t see his eyebrows, right? That’s actually a great thing cause it’s called a consensus builder.

So those are chameleon eyebrows. And what that means. I can’t see what kind of eyebrows he has. So it does two things. One I have to lean in closer to figure out what are they? And number two, because I can’t see him, I assume he’s just like me. So we all have mirror neurons where, when we see things in other people that are like us, we automatically like them a little bit more.

So him not having super defined eyebrows is actually a benefit for him because it does bring people in closer and they think he’s got the same eyebrows. And this is gonna make a lot more sense when I cover eyebrows a minute, but we want to show you the power of what you can use this tool for, and then we’re gonna teach you how to do it.

So everybody good with that. Okay. The next part over is when you look at it as noses, and yes, I’m going to ask you to pick people’s noses out is if I drew the same circle on this side and on this side, you can see this nostril is a little bit bigger. So if I talk right here, take a deep breath. Go ahead.

Why did everybody breathe through their nose? Right. That’s because that’s how we attack life. When we take things on, we go through our nose. So when the nostril is a little bit larger, like it is on his professional side over here, I know he’s a bigger risk taker professionally than he is personally. So you can actually look at somebody whose nostrils and tell where are they a little bit more adventurous, where are they willing to take more chances and let some people will have like the nostrils almost closed, shut on one side and then the other side can be.

And again, like we talked about, if I asked me, Hey, are you married? That’s a personal question. So that’s this side. Or it would be this side of his face. Right. But on the professional side, look at two things, his eye angles up just a little bit. And then the nostril is a little bit larger there. So he kind of loves what he does.

And he’s one of the, be more adventurous on his personal. The other thing he’s got to talk on right here. So I know that he’s going to talk. And so I’ll ask him questions. He enjoys talking. Cause like we talked about, he likes to dig a little bit deeper. So we’re going to have those conversations when we’re talking to him.

Now, the other thing about conversations. See how he’s got larger ears and kind of compared to his eyes, then I know he’s more auditory than he is visual. So I’m going to call him versus sending him a text or an email, because number one, he likes talking, he’s got the talk lines and two, he’s got larger ears versus eyes.

So he’s an auditory person. And when I’m talking to him, I’m going to say things like, Hey, does this sound like a good idea? Do you hear where I’m coming? Because that’s speaking his language. So when you look at someone and you say, okay, ear to eye ratio, like which one’s larger than you can adjust your copy, your emails, your conversations with them, so that they best hear what’s said.

And last but not least is. He also has this big rounded chin right here. That means he has no problem standing up for other people. Now there’s other features on his face, like the lines over here, they’re called courage lines. That’s where you’ll get up and you’ll take bullets for other people and that’s reflected in that rounded chin.

So how are we on that one? The general? Yeah, that was pretty good. Brian, I guess, over experience, right? Like, yeah. I think that’s been the personal side is not as much as the, the,  you know, professional side. So I am a talker. No question. Hey David, Nathan, Steve. He’s the best. And so when we’re looking at this, right, like there’s two ways to look at somebody.

So let’s say for example, like selling houses, Well, there’s two sides to selling a house, right? There’s a personal somebody. This is my home, but then there’s the purchase side of it. Right. We’re going to talk about features, but then there’s different things that you can see on somebody’s face where you may, instead of asking, when we get to eyebrows, I’ll talk about this.

Some people are going to ask like, Hey,  who’s going to come over to your house and visit versus how do you plan to use the house? So all these features on some of these face, it’s just telling you, how do they process information and what questions should I ask them? So I get on the same page as what they’re looking at.

Right. Let me jump over one more page here, then we’ll get into the good stuff. So with crystal here, right? So we have one of the interesting things about Crystal’s picture that was sent over is I can only see a majority of one side of her face, right? So her professional side’s a little bit hidden, but we can still make out plenty of features.

So like we talked about, she has the angled eyebrows here now, even though it’s hidden and you can’t see. I found another picture on Instagram. So see how it goes up and then angles down. So crystals thing has helped me understand it so I can help other people. So anytime you see an angled eyebrow, they’re thinking what’s my.

Teach me so I can help others. She has pretty much two different sides. So almost an evening on her personal side, she takes things as they are no positive, no negative, but she’s got a slight upper angle on her professional side. So it should, again, she’s looking for the positives for the perks on the professional side.

She also has those cheeks. So see how light reflects off of them on both sides. And then she’s got a good, strong chin. So I don’t have to worry about if I have to deliver any type of criticism or anything. I don’t have to worry that she’s going to go cry in the corner. I know that a good strong chin, like we say, Hey, take one on the chin.

Those are people who can handle adversity or criticism better than other people. So a smaller chin is something that you have to use the sandwich technique on, you know, compliment criticism compliment because they don’t have that strong chin that can handle a lot. So with that, are you guys ready to learn a little bit more about this?

Oh, I forgot to ask how, how right was that one?  it was pretty spot on Brian and I didn’t get to talk about, so you have this lovely feature right here called a Cupid’s bow. So when one screen too far,  so see this little arrow in your upper lip, when you’re giving, when you’re giving a presentation, you want to highlight that because that’s a subconscious arrow saying, listen to what I said.

So when you’re doing presentations and you’d have something that you really want people to listen to, you highlight that because it’s a subconscious symbol that says, listen to what I say,

highlight, how do you highlight the middle of yours? Cupid. Bow. Yeah. You don’t want to do that, but you know, what I tell all guys to do is like I trimmed so you can see my. So if guys have facial hair and it’s covering their upper lip, I say, no, trim it because if I use the phrase and I say, Hey, keep a stiff upper lip.

What does that mean? I don’t share your emotions. Right? So people with flatter upper lips, don’t like talking about themselves first. So that’s why I encourage people. Let you see what their lips, what your lips say. If your guys or women can advance the lips through lipstick or other. But that’s the entire reason why?

One of the number one plastic surgery things right now is to fill in lips is because we’re all natural lip readers. When we were born, we are born with sight, right? A fear of loud noises and a fear of Heights. And we take in the world through our eyes, which is why my cover eyebrows at the moment. But then we read everybody else’s lips to learn how to make the sounds that they’re making.

And that’s why kids, like I have a four-year-old right now she’s struggling in school to a degree. Cause all the teachers are more. And if you can’t hear everything they’re saying, it makes it very difficult for them to learn. It’s the same reason why when we watch movies that are dubbed over from one language to another, we kinda, we, we have a hard time keeping up with it cause we’re watching their lips move.

But the sound that comes out isn’t the same. Does that make sense? So. What people ask all the time is what is this based on? So this is based on, what’s known as physiognomy. It’s been around since the time of Aristotle. I don’t want to waste a lot of time here. If you want to learn more about it, you can just go to subtle skills.com forward slash.

The main thing I can tell you is there’s 42 muscles in the face. You have what you generically inherit from people, but then as you experienced different things, what happens is the mind moves that muscle. So the mind creates movement, movement creates muscle, and that’s why our face alters over time. And at the end of today, I’m going to show you an example of me and a 20 year difference in my own face because you guys were nice now.

You volunteered pictures of yourselves earlier. So,  but yes, go to the history if you want to learn more about it, but it’s been around for quite a while and we’ve actually all been trained to a degree in understanding people based on their facial features. So we talk about it in our language all the time.

Like I mentioned earlier, it’s written on their face. Keep your nose to the grindstone, keep a stiff upper lip, take one on the chin. I’m all ears. So we use these phrases all the time that if you actually stop and think about the phrase. So, so for example, keep your nose to the grindstone would give you a smaller nose and somebody who has a very small nose is great with repetitive redundant tasks that you have to do over and over again.

And that’s why the phrase keep your nose to the grindstone. Is there, it’s actually describing somebody’s nose and you’re like, okay, but wait,  you know, how did this come to be? It’s because authors artists and,  used to go and get certified in physiology. Because when they were writing a book, they couldn’t say, well, John’s just an evil guy, but they would say John with his downturn nose and his angled eyebrows in his pointy chin.

Right. We’ve all been trained in that. Or if you watch any Disney shows, right. All the villains have pointy features. Or if I said to everybody here, draw the devil, what would the devil have horns on top pointed beard at the bottom of. So we’ve been trained our entire life on how to understand people. We just never formally got taught on how to enhance that skill.

That does that make sense for everybody? All right. So the one thing I do love about physionomy is it is the first proactive skill I ever met. So. You mentioned it earlier, David, that you want everybody to be proactive. That’s what changed it for me, because I felt like I was walking in already knowing people.

So when I went to Steve Sims event, what I did is I joined the Facebook group for the speakeasy and I just watched all the people when they said, oh, I can’t wait to be there. So we weren’t allowed to speakers to advertise that we were going to be. Or to tell anyone at the event that we were speaker, but I just went and as they said on Facebook, can’t wait to be there.

I would screenshot their face. I broke down their face. So when I walked up, I already knew something about, and so I’d walk up and they’d get done. The guy, God, we met before. I feel like I already know you. I’m like, oh no, you know, just been around. But that’s what I was doing is I just feel comfortable because once I knew them, it was more like they were afraid.

Then they were a foe, right. We have a natural tendency to not want to be different or, you know, checked out of our tribe. So we’re always looking for commonalities with other people. So if you’ve ever read the book, the five lovely. It’s the exact same thing, right? The way that you receive love and other somebody else receives love can be two totally different things.

If you want a relationship to work, then they have to understand how you take it. And then how do they take and receive love? So it’s the exact same thing when I’m focusing on someone else. My entire goal is how would they best understand what I want to say? So with that, I do think we talked about this earlier.

Body language is extremely important. I recommend these two books for everybody.  the first one is what everybody is saying is a very picturesque book by Joe Navarro, former FBI. That’s about reading other people. But what I really challenge you to read is the book in yellow, which is my business partner’s book.

Janine is New York times bestselling author and body language. This book is about looking at your own body language and what are you projecting out to other people? So body language is crucial. Crucial. Everyone should know this still, but there’s a downside to it. Right now in this day and age, if you’re calling somebody on the phone, you can’t see their body language even here on zoom.

You can’t tell if my hands are in my pockets or my arms crossed. Right. So it’s not as valuable space room. Cause even on zoom. Right. If I’m looking away, like if I’m looking at my monitor, I’m going okay. You don’t feel like I’m paying as much attention as if I’m looking right at the camera. And so when you’re reading somebody’s body language, you’re looking down like the gentlemen, the lower right-hand corner, because you’re looking like are their legs crossed or their arms crossed, but when you’re reading, somebody’s face, you’re giving them your time and attention and it changes the dynamic of the relationship.

So even if you’re just looking at their eyebrows and you’re thinking, oh, well, what kind of eyebrows I have? What comes after. Eye contact. And it’s such a natural thing. And even if you’re nervous, if you look at somebody’s eyebrows, they think you’re looking at their eyes. So that’s why I really love about it.

I was also raised in the day and age of Dale Carnegie and how to win friends and influence people. This is great if you’re going into somebody’s house or you’re going into their office, right. Because you can see the pictures that they have out there, you get an idea of who they are and you talk about what you see, but the real challenges, especially in this day and age, Most people are doing more business over phone, email, video conferencing, or they want to meet at a neutral location.

So I still think it’s a valuable skill. Everybody should read it, that book by Dale Carnegie, but it’s not as advantageous as it used to be. Does that make sense to everybody? All right, so we’re going to dive in now. Everybody who’s ever seen the voice. You guys may see a bunch of celebrities. What I see is people that it makes perfect sense why they’re on the voice and that’s because they’re ear to eye ratio, they have larger ears.

So they might, hasn’t seen the show, everybody on that list. And if they hear somebody, they then turn around and see what the artists looks like. So these are all people who are more auditory. So what I would do is I would give them a call versus sending them an email or text because they like to hear things and they like to talk.

So when you see those larger ears and smaller eyes, you know, that person’s more auditory than they are visual. And again, like we talked about, you would use the phrases. Hey, how does this sound like a good idea? Do you hear where I’m coming in? Auditory phrasing is speaking. Their language makes sense. All right.

So we talked about this earlier. How long does it take to learn? You guys are going to leave today with eyebrows, which are my absolute favorite. And I’ll explain why in a second. So with that, we’re going to jump right in step one, just go and research the person. Once you have their name, you can do like I did yesterday and just stock them on Instagram.

That’s pretty awesome because everybody has a picture there, but you can also LinkedIn, Google, you name it. Ideally. You want a picture that is.  straight on, straight on, not angled well lit because you won’t be able to see both their personal side and their professional side. Then you start picking out one of two things.

You can either say what stands out about their face, which is what I did to everybody earlier is I picked what on Taylor’s face one on crystal space. What stood out? But what I could do is I can read every single feature on their face because everything tells me a little bit information, but you just pick and choose.

What do you care about? So again, I’m a teach you guys eyebrows, but you can just look at somebody’s space and say what stands out. When I looked at them, if I was a characterised, what would they draw? Make sense? Alright, next one. Over. We’re talking about speaking their language. So if you know who you’re talking to, then you can adjust and use auditory, visual or kinesthetic.

However, if it’s a flyer or it’s a presentation, it’s going to go to somebody else. Then I pepper, all that kind of language in there. So if they’re visual, do you see where I’m coming from? Picture this? You know, you say those phrases. Do you hear where I’m coming from? Does it sound like a good idea or if they’re kinesthetic is can you wrap your hands about it?

You know, how does this feed. You start using all these phrases and that way you’re speaking everybody’s language. So with that, the main goals are, who am I going to be communicating with? What features do I see or read? And then how am I going to modify my approach? So I’m speaking their language. We’re gonna teach you guys about eyebrows.

They are what I call just browsing. What I love about eyebrows are even when people smile, their eyebrows don’t really change it. And you can see them from so far away. There’s actually a phrase that say your brows, introduce you before you speak. And that’s because it’s the very first feature that we recognize on somebody else.

So like who wouldn’t recognize Nathan walking into a room immediately, right? Because you see his eyebrows versus you can’t see David’s as much. Right. You know, I’m coming to meet them before I turn around the corner. Yeah. So looking at this picture here, you can see. No matter what space they’re in first mill or back, you can still make out eyebrows above every other feature.

Right. And I know that people are thinking, okay, this is bold. Eyebrows are just born on your head. You’re correct. But I challenge you to go and Google celebrities without eyebrows. Yeah. That’s good. Yeah. Look at how many people you don’t even recognize. Right? I mean, we identify people by their eyebrows.

And so what’s the reason for that. It’s because our eyebrows, our filters, they are the very first protection mechanism for our eyes. Like we talked about when we’re born, we can see things and that’s how we take in the world. And that’s why babies have big eyes initially is for two things, one we’re attracted around things.

The number two, that is the entire way that they understand the world because they don’t, they’re not born learning a language. Right. So eyebrows help filter out dust and everything from getting. But they’re also an indicator of how do we take in input because this is our primary input source when we’re first born.

So how do I process information and how do I take it in? So there’s two different things about eyebrow Heights. So Taylor, for example, her eyebrows in comparisons to crystal are closer to her eye. What that means is if she has a low brow, which we’re going to cover in a second and,  crystal has more of a higher.

So we’re going to talk about that. But if you think of eyebrows like speed bumps and data racing down your head to get to your eye, right? Well, the higher the eyebrow is I have to go slow, go over the speed bump, and then I can get to the eye. Right? So it’s slow speed bumps, slow, but the closer to the eyebrow that’s the eye, the more data can erase down and only has to stop right before it goes there.

Does that make sense for him? So talking about high eyebrow proceed with caution, right. They need time to think about things. So for example,  crystal, do you hate being forced to make a rush decision? Like, do you suffer from buyer’s remorse if. Yes. Right? So that’s the eighth between her eyebrows and her eye here.

So when you see this on any customer, if you force them into a deal, like sign right now, here’s the thing, they’ll do it, but they won’t be your customer for life because you’ve forced them to do something they’re uncomfortable with give them time to make a decision. But follow-up because follow-up is important, but sometimes there’s that, oh, I’m going to get them in one close situation.

You’ll close and you’ll get the sale, but you won’t get a customer and you won’t have a relationship. Now. So they hate being forced, make quick decisions on the opposite side of that is that Taylor, her eyebrows closer to our eye, right? So she understands things fast and takes action fast as well. Now. So if you’re taking forever to follow up with her, she’ll find someone else to move on to.

Right? And this one is for anybody who has eyebrows or close to their eye is sometimes because we understand things so fast, we tend to interrupt other people. So if you have eyebrows or close to your eye, Work on giving people the latitude to get on the same page as you, without trying to force it. Does that make sense?

Yes. Okay. All right. So now we’re gonna talk about the three types of eyebrows. So we’re all raised to understand how to get the shapes into the holes. Right? Well, eyebrows are the exact same thing, same thing. So there’s three types of eyebrows. There’s a straight eyebrow, an angled eyebrow and a rounded eyebrow.

Now there’s more than that, but we’re just teaching you guys the basics that you can start using today. So you’ve got to get straight to the point of what’s my angle and a well-rounded eyebrow. So I round number one is the straight eyebrow. When you see somebody who has a straight eyebrow gets straight to the point of facts, figures data, and then just stop and say, what other information can I provide you with?

If you go into a whole long pitch? Like for example, there’s some people who have straight eyebrows that have been like, when’s he going to get to the point when I was talking earlier? Right? Give them the information step back and say, what other information can I get? Because they are very data-driven people and they want to get straight to the point immediately.

Then the next type of eyebrow is an angled eyebrows. So when I became a corporate trainer, After I learned face reading, my eyebrows actually went to where I have angled eyebrows on both sides. And that’s because I had to learn the material first so that I could then help other people understand it. So an angle isn’t a bad thing.

And when I say what’s in it for me, it’s helped me understand it so I can help other people, but they want to be involved in the process. And that’s why you have to think what’s their angle or what’s in it for them. And a great question to ask them as well. What do you think? Because when you involve them in the process, They feel like, okay, you’re speaking my language.

All right. Next one is around an eyebrow. So when you see a rounded eyebrow, easy way to think about as they think about the people around them. So friends, family, coworkers, colleagues, you name it. That’s her. They’re always thinking about first. So if you ask them a lot of questions about them, they don’t understand what you’re asking.

So using this in a sales, I like home sales. If somebody has a rounded eyebrow, I’m going to say, oh, who’s going to come visit you in the house. Or, you know, whose rooms who’s going to come stay in the guest bedroom, because they’re always thinking about everybody else. If it’s an angled eyebrow to me, oh, are you a cook?

You know,  how are you planning to use the house? And if it’s a straight eyebrow, what do you need to know about the home itself? You know? Cause they may want to know square footage. What’s the price per square foot. You know, what are the taxes? That’s how you can use all this information. So when you see rounded eyebrows, no, that they think about everybody else first and themselves.

Second. So with that, I know I covered a lot quick, so I chose this one on purpose because we covered three eyebrows. So if you’re talking with her, she’s got rounded eyebrows. So what are you going to think about? You’re going to ask her about everybody else. That’s around her first and herself. Second.

Then you are going to come over here super straight eyebrows, get straight to the point with him. Right. Don’t talk for very long. Give him the facts, give him the figures and then say, what else can I get you now? Like we talked about earlier. Interesting thing about our face is we have our personal side over here and we have our professional side, right.

So when you’re looking at, she’s got a straight eyebrow on her personal side, but look at that angle on her professional side, and you can literally see people who look like that. Nobody’s perfectly symmetrical. They actually used to try and do marketing and advertising where people were perfectly symmetrical and it creeped people out because we all expect some,  an asymmetry in our faces.

And the reason for that asymmetry is what we experienced. So you can even have identical twins, same genetics. Same parents. Right. But they had different school teachers. They had different trials in relationships that may have been good at sports or bad at sports. Good in school, bad in school. And as the mind creates movement, movement creates muscle.

It alters our face based on those experiences. So if we’re going to come in and look at people are coming, coming to look at a home. Right. So there’s several things I see this gentleman’s right here has Einstein lines. Like we talked about it. Yeah. So I know he’s going to want to know more than the average.

She’s not going to want the one sheet flyer. He’s going to know. Tell me everything about the house. When was the four redone? When were the pipes redone? You know, all kinds of questions versus hers, right? Don’t see that same information here, but they both have where their nose hangs down a little bit. So they’re going to want some,  they’re highly analytical so you can expect those types of questions.

So coming back over and looking at the opposite side of their face, right. You can see he’s got a straight eyebrow and she has an angled one on her personal side and a rounded one on her professional side. So depending on if you’re selling them a retail space, that would be her professional side. If you’re talking to personal side, she’s got the angle.

So again, who is she going to take care of? How do you plan to use the house versus saying who’s going to come over to the house? Does that make sense? Okay, last one. I’m gonna show you guys is. Two different pictures here. Now what’s interesting is this is a combination of looking at their faces, but also look at their body.

So there’s a natural tendency to carry things around. I would not do this. If you get a chance, put things out of your hands as soon as possible, because every single thing you have is a barrier in between you and other people. Right? So if I were him, I would first walk in and put the book down somewhere else and have my hands free because we’re always looking for hands.

That’s why we don’t trust people who have their hands behind them. Or their hands in their pockets. So you want your hands available to people? Yes. Not like in that I’m under arrest, but just, you know, you want your, this is actually a passive gesture because I’m open-handed right. I can’t be hiding anything one way or the other, but,  the other things I look at is look at his hand in his pocket.

Okay. Is he uncomfortable with the house? So I pay attention to body language. So I really want you guys to get the face ring is important because it’s protocol. Body language is reactive. That’s why I want you guys to pick up those other two books because you are preparing by reading their face and you can do it the minute you meet someone right after that’s.

When I swapped to body language and paying attention to what’s going on everywhere else. So I would also question, like, not only is his hand in his pocket, but why are both of her hands around his arm? Right? So those are the little things to pay attention to. Now I’m guessing that he’s the realtor, since he’s holding the business cards and everything.

Straight eyebrows straight eyebrows. Right? So they kind of get along so that he needs to make sure when he’s talking, she look how rounded her eyebrows are. If he gets straight to all the facts and doesn’t ask her about the other people that are gonna be there and the people around her, he’s speaking his language, but not hers.

And that’s where you kind of blend between the two people. So when you’re talking to him, I would give him the facts. Right. Hey, what else do you want to know about the house with her? I would, again, focused on, oh, well, you know, is this going to be, do you have children? Is this going to be children’s room?

Do you have people come visit you quite a bit? How do you plan to entertain in the house? So you want to make sure that you’re talking to everybody that you’re interacting with and that’s what you can learn just based on their faces there. Now we already talked, she’s got a flatter upper lip, so I’m not going to ask her a lot of personal questions.

So when you have somebody who has rounded eyebrows and a flat up. All they focus on is doing everything for everybody else. They don’t like talking about themselves. They’ll talk all day long about what they’re doing for everybody else, but not them makes sense on the picture on. All right over here on the right.

They’re pretty similar to a degree now, hers rounded eyebrows, as you can see his round just a little bit, but they’re more straight now. Here’s what’s interesting. Same upper lip. No big deal. So they both like talking about themselves so you can ask them. Matter of fact, if you see a fuller upper lip on people.

So like he’s got a full upper lip, he’s got a full upper lip. She’s got one, she’s got one. If you just do a sale for them and you don’t ask them personal questions, it feels very transactional. And they’ll feel you. So when you see something with a fuller upper lip, you want to pepper in questions like, oh, Hey, how’s your week been, been having a good time.

However, the flatter upper lip, you don’t want to ask them a lot of questions, but you pay attention when they start opening up about personal things, then you know what ha we’re in report. Now I can ask them questions, but if you do it right off the bat, You’re going to alienate that curse. So when you see fuller upper lips, if you make it about the sale and only the sale, it’s transactional.

And once again, you’ll have a customer one time, but you won’t have a customer for life. So I know we’ve got a few minutes left. I covered a lot. What questions do you guys. Do you want to see anything on these people here? Yo, that was crazy. I, somebody was asking about what is a big smile mean? I don’t know if that sure.

Actually smiles. Do you tell you something about people? Because if I smell like. It means I’m not ready to open up yet. And I’m just being nice when somebody has a smile, that’s so large that you can see their gums as well. That’s somebody who’s giving you their all when they smile, because there’s nothing left to hide.

Right. So the way that our body reacts is when there’s things we don’t like, what do you do? Your lower eyelids straightens out because it’s trying to shut people out. But also we, our lips are sealed, right? Or we go, oh, you know, so we try and hide our, our intake organs, which is our mouth and our eyes when we’re uncomfortable or we don’t like things.

So when you do a half smirk smile, we don’t trust it. But when there’s a big, huge smile, that’s somebody who’s giving you their all. But what you have to look for is what’s along with that smile. So actually having one of my presentations, there’s a girl has a big smile, but she also has a book like this in front of her and her lower eyelids have gone flat.

And I’d call that flat. So, what she did is she created a barrier in front of her. Right. And she put on a fake smile and her eyelids went straight. So there’s lots of things that you have to look at. It’s not about one feature. It’s about a combination of features together, or combination of body language together.

Does that make sense? Yeah, the Melanie’s not Melanie, Melissa. Oh,  sorry, Lisa. She was asking, can you explain full upper lip war? Do you mean more plumper? More defined? Yes. So the larger, like if you see someone,  okay, well, let’s use Elon Musk as an example, versus Oprah. Look at his. How much do you know about Elan as a person?

Right? You don’t hear a lot about him other than like the name of his kid and stuff, but what’s he always talking about what he’s doing to save the environment, how we’re going to go to Mars. He doesn’t talk about himself. Like Kanye does like Kanye. His biggest fan is Kanye. Right? And so when you see somebody who has a flatter upper lip, like here, you know, they don’t like talking about themselves.

They usually are focused on other people now become over to. Very full upper lip. Everybody knows Oprah story, and it’s a sheet overcame some tremendous things when you’re looking. But, so that’s what I mean by when you’re looking at it. So like everybody here, see, they have good fuller upper lip. So they have no problems talking about themselves, but as you go through the pictures and let me find some more, that have flatter up lips, I care bill gates, you hear about his charity and everything.

Right. But other than bill gates getting divorced, what do you know about bill? Not a lot. So that’s what I mean by the different lip style. So here’s a great one. Look how flat that upper lip is. Right? So, you know, if you start asking him a lot of personal questions, it’s not going to be very comfortable.

Going along with genetics and inheriting things. Well, when I traveled to, when we could travel to communist countries, I would see a lot of flatter up lips. Well guess what you couldn’t have in communist countries before 1988 couldn’t really have an opinion. Right? So what you’ll see over time is you’re going to see those lips change because as people, two things, one, we have a lot of plastic surgery that’s done now to enhance lips.

We never really knew why that’s the entire reason why. Got it. Okay. Well, I know I have to highlight my Cupid’s bow. Yep.  yep. Do that.  women have an amazing set of things that they can do, right? You can have your eyebrows threaded or changed and that’s the number one question. I get it. Oh, why let someone just go and do my eyebrows for me.

Yeah, but you don’t walk in with a straight eyebrow and they go, I’m just going to give you an angle today. Right? They enhance what’s already there now. And I’ll show you the picture of myself. And just one second, where my eyebrows changed over time. But women with blush can make their cheeks look wider than they actually are lipstick to highlight their upper lip.

We already talked about the Cupid’s bow women used to put on centuries, go Bella, Donna in their eyes to make their pupils larger because that’s an attractive. And they were literally poisoning their own bodies in the sake of beauty. So we can be astonished how, how my eyebrows have changed over to. I, I don’t doubt it actually that’s facts.

I have the pictures. I have proof that they had changed the bid. The biggest change was a marriage that had a drastic impact on my eyebrows situation. So where they, where they straight before versus now they’re a little more rounded. Well, all three of them were living happily together until one was evicted after marriage.

So bad.

So a question comes up when I say this, if I say unit brow, what do people immediately think? Right. Like super studious, everything else. So that’s how we think we associate eyebrows more so than we ever really think about. So if somebody has a total unit brow, we think, ah, super studious right ahead of the class price studies a lot.

So they’ve actually done studies where people can pluck out that area and add meditation to the routine and their brain can kind of settle down with. It’s fascinating facts about the body. I mean,

I feel like Brian, I feel like this is the tip of the iceberg. Like this is crazy and it presents. Yeah. So when I do have, is if everybody wants bought their phone, you scan the QR code. You can go down. The cheat sheet.  the three eyebrows it’s on my tablet. That’s there. I do have a course right. With Lightspeed.

So you can go back and watch it over and over and over again. We mentioned Bradley. Look, I have the book that I got certified in 2011. I still carry with me to this day because I’m constantly learning. And that’s the whole thing is repetition. You want to learn a skill, then come back and watch the video again, watch the video again.

What I did for you guys today is on the course.  put up in link here in a second. I’ll show you where we’re going and you just go to subtle skills.com forward slash GPG. Right? You guys know the initials and in there as the videos on eyebrows. So you can go back and watch that a few times also put the course on discount for 25% off until September 11th.

So if you use the code right here for woop, use the code right down here, you can see it and I’ll show you guys real fast. What the page looks like. That was put together. Sorry, like I said, I got to move around the screen here because one of the questions was, are you willing to show yourself? Since other people show me their faces earlier.

Here’s a picture of me at 16 and 36. So 20 year difference. And you can see, and this is on the GPG page. I mentioned earlier, I used to have larger ears, which was more independent type of ears. My eyes used to angle down. I was raised in kind of a negative environment where we’re always looking for the downside of what was going to happen instead of what the potential positives were.

And as I learned about self development and I got out of the prison of my own mind, Evened up on my personal side and angle up now a little bit on my professional side. Now I also went through hard times. So I’ve disappointed lines on each side that have deepened over time, but my eyebrows have changed as well.

So we look over here. I used to have a straight eyebrow, and then I had a rounded one on this side, and now I’ve angled eyebrows on both sides. So your face does change over time. And it’s just kind of amazing because it’s not anything we ever think about or do like we know to go to the gym to move muscles, but we never think about our face, but yet our parents told us growing up, don’t make that base or it’ll stick that way.

It’s a hundred percent true.

Incredible Brian. So again, that’s subtle skills.com/gpg. You had the QR code there as well.  if anybody wants to connect Brian personally, let me know. Or I get, I guess I can message you on Instagram, wherever. Yeah. That a QR code. It has my tap Lincoln on it, or it’s just subtle skills on Instagram. And what you’re going to see is on the page I gave you guys, I showed you people’s faces before what I’ve learned through a book called this Gnostic sales and marketing, which I highly rated.

Is people learn better through cartoons and vectors. So when you go onto the page created for y’all, that’s why I used rounded cartoons this time, instead of people’s actual faces. So that’s a great way to learn it as well. Yo, there’s a science to this. I mean, we say it all the time. Like Google your clients before you have a meeting with them before you call them, before you meet them, Google them, find out what they do for.

You know, find out what their disc personality type is. And now we are empowered with even more knowledge.  this is a real secret weapon guys. This is like super cool.  high-level stuff that will help you close and convert more sales and make more money. Right? Brian, like that’s what we like.

Absolutely. That’s like I went from being on the help desk to regional vice-president and more than 10 X my salary because of the fact of, I just learned to interact with people better. And look, when you do this, let me tell you the absolute best side benefit. And I’ll tell you one quick story on the way.

When you give people your time and attention, some people feel seen and heard for the first time in a long time. So for fun, I do,  events. I call it paid practice that people hire me to come in and just read basis. I did the young presidents organization the other day, so I wasn’t teaching people how to use this, but I just walked in and read their faces.

And one lady burst into tears and she said, I feel seen for the first time in years. And I’m used to it now because it happens quite a bit. And so I, to leave you guys with a quick analogy, I went to a wedding in Jekyll island, which is on the Georgia Florida line earlier this year. And the server came to fill up my glass of wine and I saw his name badge.

It said, Hungarian, I’m like, wait a minute. I’ve been to Budapest. I know some Hungarian. So I grabbed on my phone. I looked up how to say, thank you in Hungarian. And then I came back to fill up my wine glass. I said, Costano, he goes, you speak Hungarian. I said, well, I’ve been in Budapest. Just saying that one word guess whose entire table never went drive drinks the rest of the time?

Not only that he was so happy. Every other table benefited from taking two seconds to recognize him. That’s a real powerless people you’ve known for years that you’ve never maybe paid attention to, or maybe you’ve been too busy staring at this or this recently learning to read their faces will change how you interact with everybody.

So that’s my party, man. Amazing. Brian, everybody on mute yourself, give,  Brian a big round of applause. What’s an Elm Brian

dude. Fantastic. Right. That was amazing.  thank you so much for your time in the. I dunno if you noticed. I mean, I noticed, but he tailored this to a real estate agents perspective. So Brian put the time and the work in, so a big shout out to Brian. Thank you very much.  follow them,  connect with them.

Go to the website. I mean, I’m going to look seriously at this a little bit more and a shout out to Taylor. To Lynn and to crystal. Thank you for being good sports on that, Brian. Nailed it. Thank you very much, Brian. Well done. Big shot.