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The Payoff of Paying Close Attention

Analogue marking is a powerful tool for persuasion

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When someone is telling a story, which parts of the story do you pay most attention to? Beyond your awareness, you are likely to be unconsciously directed by the speaker to pay closer attention to specific areas of the story — the spots where they place emphasis.

The storyteller may raise their voice, move their hand, or use a different tone for the most critical parts of their story, and this usually gets our subconscious attention. In fact, the same principle applies to the written word.

You probably noticed the word “parts” in the first sentence of this article since it is bolded. In the world of neuroscience, we call this emphasis analogue marking, and it’s a strategy that’s important to use in your day-to-day interactions as you become a better persuader.

Making the Subconscious Conscious

As a listener, you can benefit from bringing analogue marking into your conscious awareness. Some speakers analogue mark without realizing it, and it’s highly beneficial to pay attention to their cues. A memorable example is from a story about Milton Erickson, as a student, before he founded the American Society for Clinical Hypnosis. 

Apparently, during a series of lectures, Erickson paid special attention to the moments when his professor changed his tone, placed greater emphasis on certain details, and repeated himself. Many students would simply have heard the subtle changes in delivery without thinking further of their importance. 

Erickson made note of these changes in emphasis and, as part of his exam preparation, he only studied the specific material the professor had analogue marked.

After the exam, the professor confronted Erickson, accusing him of cheating. It turns out he had achieved an exceptionally high mark. That was how well Erickson was able to read his professor by understanding and paying attention to his use of analogue marking. 

He essentially knew which specific material would be on the exam based on how his professor had delivered the material. Erickson turned over his notes to prove to the professor that he had simply followed the teacher’s own unconscious cues. 

Essentially, Erickson was reading the professor’s “tells,” just as one would read an opponent during a poker game.

Erickson had a special talent for paying close attention to people. If you’d like to enhance your skills in this area, rest assured that active listening can be improved with practice. In time, you will consciously notice things that previously were only available to you on a subconscious level.

To begin, pay attention to:

  • Gestures and body language
  • The volume at which the person is speaking
  • The tone the person is using
  • The cadence of the person’s speech

The more that you practice paying attention to these subtle communication signals, the better you will be at identifying and making use of them. Eventually, you’ll become better at consciously leveraging your own style of analogue marking, which is a valuable persuasion tool.

Using Analogue Marking in Persuasion

Remember, you can analogue mark to place greater emphasis on some of the information you’re communicating and draw your audience’s attention to it. The same tactics apply as with learning to be an active listener. 

That is, you can analogue mark by changing your tone, increasing or lowering your volume, slowing or quickening your speech, or using a gesture. As any skilled orator will tell you, using an analogue mark is best done subtly. Even small changes will greatly impact people’s interpretation of your words.

Ask Questions Intentionally!

The questions that you ask yourself and others send the imagination on a quest. It’s all about understanding the usually subconscious implications of the kind of question you ask. For example, consider the difference between these two questions:

  1. Why are you dissatisfied?
  2. What would make you feel satisfied?

Ultimately, these questions engage and guide the imagination in very different directions, although one may initially think they have a similar intention. The first leads the listener’s imagination on a quest to search for supporting evidence around being disappointed. The second engages and guides the imagination in the direction of searching for fulfillment. 

We can also add another layer by applying analogue marking to our questions (as you see with the words that are bolded above) to further increase our influence at a subconscious level by emphasizing the desired state.  

Searching for an objective answer to a question? Start by finding a neutral way to phrase the question (or ask in several different ways). Keep in mind that, unlike a scientist, as a persuader you are intentional, rather than objective. You’re always working towards moving someone from their current state to the desired state. 

So, if you want someone to feel more satisfied, you’ll increase your influence by asking the question that sends their imagination on a search for satisfaction. You can also utilize analogue marking to highlight the instruction to feel satisfied

By phrasing and delivering the question this way, you are instilling thoughts in the other person, guiding them to feel more satisfied, empowering them to reframe their experience in a more positive way. Over time, these small, subtle changes in your language will add up.

Think, Act, Do

Analogue marking is a powerful tool for persuasion because it helps shift someone’s mindset, moving them towards the desired state, even when they are unaware of what you are doing. By paying more attention to other people’s subconscious analogue marking, you will set them in motion from thinking to then acting in the desired manner. 

Stephen McGarvey is an international speaker, an expert on persuasion and influence, and the founder of a boutique consulting firm, Solutions In Mind. He assists corporations and audiences around the world in solving difficult communications problems by guiding them on an engaging, fast-paced, fascinating journey inside the unconscious mind. His new book is the USA Today and Wall Street Journal #1 Best Seller  Ignite a Shift: Engaging Minds, Guiding Emotions and Driving Behavior (Morgan James Publishing, July 2022). Learn more at solutionsinmind.com.

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Success Advice

11 Mark Manson Lessons That’ll Redefine Success in the Digital Age

Success in the digital age isn’t about hacks, it’s about the raw, real lessons Mark Manson actually lives by.

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In 2016, Mark Manson released The Subtle Art of Not Giving a F*ck, a brutally honest, thought-provoking book that redefined self-help for a new generation. (more…)

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Change Your Mindset

The Secret Daily Routines Behind History’s Most Brilliant Thinkers

Uncover the daily rituals and hidden habits that powered history’s most brilliant minds to success.

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Why Daily Rituals Matter

Every great achiever has one thing in common: discipline. Behind the novels, inventions, discoveries, and masterpieces are small, consistent habits repeated daily. (more…)

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Did You Know

How to Turn a Simple Link-in-Bio Into a Powerful Brand Hub

Transform your forgotten bio link into a high-impact gateway that fuels engagement, clicks, and conversions across every social platform.

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Personal Development

These 11 Habits Will Make You More Productive, Successful, and Confident

Boost your focus, confidence, and results with 11 powerful habits successful people use every day.

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Successful people love to help beginners. They have an incredible work ethic and rarely complain. As a result, others naturally look up to them and want to follow in their footsteps.

But here’s the truth: there’s no success without sacrifice. You’ll need to give up comfort, excuses, and sometimes even social approval to accomplish your goals.

Value comes from solving problems, and these 11 powerful tips will help you become more productive, successful, and confident, starting today.

1. Take Short Breaks After Finishing a Task

Psychology shows it’s important to reward positive behaviour.

After completing a big task or finishing a book, take five minutes to walk, stretch, or simply breathe. This quick reset helps your brain recharge and strengthens focus.

Many great writers swear by morning walks, solitude, and reflection can unlock creativity.

But if you refuse to take breaks, don’t be surprised when burnout hits. Your brain needs recovery time just as much as your body does.

2. Schedule Your Most Important Tasks First

Multitasking kills productivity. If you want to get more done, try time blocking, a method where you dedicate set periods for specific tasks.

Productivity expert Caitlin Hughes explains, “Time blocking involves scheduling blocks of time for your tasks throughout the day.”

For example, if you’re a writer:

  • Research your topic at night.

  • Write your first draft in the morning (don’t worry if it’s rough).

  • Edit in the afternoon, great writing comes from rewriting.

You can’t buy more time. Use it intentionally and without regret.

3. Eliminate Distractions from Your Workspace

Focus is the foundation of success.

According to Inc. Magazine, it takes an average of 23 minutes to recover from a distraction. That’s nearly half an hour of lost productivity every time you check your phone.

Put your phone away. Close unnecessary tabs. And yes, limit your Netflix binges.

Meeting deadlines consistently is one of the fastest ways to stand out and earn respect.

4. Take Full Responsibility for Your Life

Entrepreneur Derek Sivers once said, “Everything is my fault.”

This mindset doesn’t mean self-blame; it means self-ownership. Stop pointing fingers, making excuses, or waiting for others to change.

If your habits (like smoking or drinking too much) hold you back, it’s time to make better choices. Your friends can’t live your dreams for you; only you can.

5. Invest an Hour a Day in Learning New Skills

Knowledge compounds over time.

Whether you read books, take online courses, or practise a craft, consistent learning gives you a competitive edge.

I used to struggle with academic writing, but I improved by studying the work of great authors and applying what I learned.

Your past doesn’t define you; your actions do. Every new skill adds another tool to your arsenal and makes you more unstoppable.

6. Develop a Growth Mindset

Psychologist Dr. Carol Dweck introduced the concept of fixed vs. growth mindset.

  • A fixed mindset believes success is based on natural talent.

  • A growth mindset believes success comes from effort and learning.

Choose the growth mindset. Embrace challenges. See failures as feedback. In today’s fast-moving digital world, adaptability is your biggest advantage.

7. Learn Marketing to Reach People Who Need You

I once believed marketing was manipulative, until I realised it’s about helping people solve problems.

If your work provides genuine value, marketing is how you let others know it exists. Even Apple spends billions on it.

Don’t be ashamed to promote your skills or business. Without visibility, your ideas will never reach the people who need them most.

Creative professionals who understand marketing and sales have an unfair advantage.

8. Ask Your Mentor the Right Questions

Good mentors can fast-track your growth.

While mentorship often costs money, it’s one of the best investments you can make. Great mentors don’t care about titles; they care about your progress.

If you don’t have access to a mentor yet, books are your silent mentors. Read the best in your field, take notes, and apply what resonates.

9. Build Confidence Through Action, Not Affirmations

Author Ryan Holiday once said, “I don’t believe in myself. I have evidence.”

Confidence doesn’t come from shouting affirmations into the mirror; it comes from proof. Doing hard things, keeping promises to yourself, and following through.

When you consistently take action, your brain gathers evidence that you can handle whatever comes next. That’s real confidence, grounded, earned, and unshakable.

10. Focus on Your Strengths

Your strengths reveal where your greatest impact lies.

If people compliment you on something often, it’s a clue. Lean into it.

A former professor once told me I was creative, and that simple comment gave me the confidence to go all in. I studied creativity, applied it daily, and turned it into my career advantage.

Double down on your strengths. That’s how you build momentum and mastery.

11. Identify and Challenge Your Limiting Beliefs

Your beliefs shape your reality.

For years, I believed I couldn’t be a great writer because of my chronic tinnitus and astigmatism, sensory challenges that made concentration difficult. But over time, I realised those struggles made me more disciplined, observant, and empathetic.

Your limitations can become your greatest motivators if you let them.

Avoid shortcuts. Growth takes time, but it’s always worth it.

Final Thoughts

Becoming productive, successful, and confident isn’t about working harder than everyone else. It’s about working smarter, consistently, and intentionally.

You don’t need to overhaul your life overnight. Start small: take a break after your next task, schedule your priorities, or spend one hour learning something new.

Every habit you change compounds into long-term success. Remember, true change comes from practising new behaviours.

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