Your Iconic Image : How To Read Faces
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Brian Galke
Subtle Skills\\xa0
Tagline: Subtle Skills for an Enhanced Life
As an Introverted/Extrovert, Brian purposely chose professions where people came to him for help (Retail, Hospitality, & Help Desk) to help ease his social anxiety. \\xa0
Over the course of his career he would pick up a book, or take a class, to learn a new tip/trick to\\xa0 better interact with people. With every new social skill, another promotion soon followed.
The #1 skill that changed his Personal & Professional life was learning Facial Feature\\xa0 Analysis.\\xa0 That skill alone lead to moving from being an Installer to Regional Vice President of Sales, not too bad for someone who still considers himself to be a bit of an Introvert.\\xa0
Brian is one of less than 100 people in the world who is certified in Facial Analysis and is one of the few who actually teaches it. \\xa0
Brian Speaks, Trains, and Coaches people on how to successfully enhance their Personal & Professional interactions with others
Subtleskills.com
https://taplink.cc/subtleskills
https://lookingforloveinallthewrongfaces.com/
www.marlanasemenza.com
Audio : Ariza Music Productions
Marlana: As an introverted extrovert, Brian Galke purposely chose professions where people came to him to help ease social anxiety. He was constantly trying to pick up a new tip or trick to better interact with people. But the number one skill that changed his life was learning facial feature analysis. Brian is one of less than one hundred people in the world who is certified in facial analysis, and one of the few who teaches these subtle skills for an enhanced life. Welcome, Brian.
Brian Thank you.
Marlana
So, I\'m just going to let you dive right into it. And you tell us what we can learn from somebody\'s face?
Brian
Sure. I\'ll start with how I found this. And because it\'s a learned skill, that\'s the number one thing. When people see what we\'re going to cover today, everybody thinks, oh, this was something that you just came up with, or something that you\'re born with. And it is not. What happened to me is in 2011, I met a gentleman, and he read my face and I was immediately blown away because like you mentioned earlier, I\'m kind of an introverted extrovert, and I love to be around people, but I was terrified of being around people at the exact same time. So, if you see my maroon bookcase over here, that\'s one of my bookcases. And it\'s full of books, like How to Win Friends and Influence People body language books, and LP books, you name it, because while I felt like I belong around people, at the same time, I felt like I didn\'t belong. And I lived a lot of time in the prison in my own mind, because I was overthinking everything. And when I met Mac full for heat was a quick, funny story.
Somebody was in town for a trade show. And we were supposed to go to dinner, and she called up to cancel on me and I just sat down at dinner. I\'m like I\\u2019m\\xa0stain. And she\'s like, no, you have to come meet this guy. I said no, I\'ve already got my glass of wine. I\'m staying here. Do you know what, thanks for bailing? She said, Trust me come and meet this guy. I went over there, and he read my face, and everything was so accurate. I immediately was like; how do I find this out? It turns out, he lives 40 minutes away
from me. And so, I spent time over the next year, he would get to have a get together twice a month, where you could go and learn about different facial features. And then he has a certification as well. I was instantly hooked. And I convinced one of my friends to do it with me so that when we went out in public, we could make it a game, and talk to everybody and what the true power of it all is, it got me out of the prison, my own mind into the present moment. And that\'s where my teaching people today is.
If you have concerns about networking, or cold calling, or anything like that, just lemme show you, you can look at people\'s eyebrows, and their eyebrows alone will tell you a little bit about them. The whole reason I teach eyebrows is because eyebrows lead to eye contact. And so that\'s always a walk a takeaway that people can get from here. So, with that, I\'ll jump into the presentation, and they can reach out to me. There\'ll be the QR code at the end. But I\'m at subtle skills, subtle skills are my website, you name it, or briangalke.com as you can see on here. So, with that, let me start sharing, feel free to jump in at any time because I do get passionate about this.
I do live in Dallas, Texas, but I was raised by New Yorkers. So, I talk fast, and I say\\xa0\\u201cy\'all\\u201d. If anyone is strictly listening to this, I know Brian will be talking through some of this. But if you really want the full effect, go over to the YouTube channel and check out the entire presentation.
All right, so that\'s what we\'re gonna teach about today, is how can you enhance rapport and build relationships strictly by learning to read faces. Ironically, I was at an event with Steve Sims this past week in Phoenix, and somebody was talking about the four pillars what everyone needs, and the first one was physical safety, second one was mental safety. And third was people want to feel seen and heard. And they also want to feel connected. And that\'s what\'s really cool about we\'re gonna teach you today. Is that something you can instantly do, because when you\'re focusing on reading somebody else\'s facial features, they feel seen and heard for the first time in a long time, and it changes everything. This is gonna sound funny for everybody reading. Some girl cried when I read her face, and I used to get freaked out and I would step away from it. When you\'re talking about what somebody\'s face says, and for example, she had rounded eyebrows, and she had rounded chin and some other rounded features, but she had a little line below her lower lip and above her chin called a verbal affirmation. And when you put these things together, what I knew is she always thinks about the people around her and that\'ll make more sense in a minute. But she has this little verbal affirmation line. So, if you\'ve ever read the book, The Five Love Languages, Words of Affirmation,
is how some people feel loved and seen. And when I said that, I said, look, I know you\'re so busy doing everything for everybody else, but if you don\'t tell people what you\'re doing, they can never say thank you and make you feel whole, and she burst out into tears in front of everybody and it\'s not tears of sadness. It\'s realizing this whole time she hasn\'t been getting what she needed, but it\'s written on her face. So, I love starting with stories like that because not I made somebody cry, but somebody felt seen and heard and that\'s what you can do just by giving people a few minutes of your time.
So, with that, I\'m Brian Galke, the reason I put up here is because I always have just settled skills and people wonder, well, who is the person behind it? So that\'s me. What are we going to talk about today is how to change every interaction you have and how this one skill once you learn it, it\'s helped me my clients, everybody else achieve both personal and professional success. Like I mentioned earlier, I went from the Help Desk to regional vice president sales, all because of this one skill now added with other skills. But this is the one leading the pack on how I became more successful. So went from 30,000 a year to much more than that, suddenly it faces.
What are today\'s challenges, we know we can\'t necessarily around the world meet face to face anymore. And a lot of our work is just like today, we\'re looking in zoom, so you only see so much somebody\'s face. Or if you\'re lucky enough that you can get to meet people; a lot of places still have mask mandates in place. So, what facial features can you still see? It\'s hard.
We\'re natural Ripoll lip readers? Well, if I\'m talking like this, and we can\'t see each other lips, are they smiling behind the mask? We lost a lot of skills that we used to be able to use in the past. Now here\'s the crazy part. We\'ve all been trained to degree in face reading we\'ve just never been formally taught. And we use it in our everyday language. So, if I say keep your nose to the grindstone, take one on the chin, keep a stiff upper lip. We\'re all talking about what somebody\'s face says about them. And it describes their personality. And that\'s one of the things that I just love is, every time I hear a phrase, I\'m like Boo, Boo, and I catch another one, write it down. And people always ask, what\'s it based on? No, I did not create it. This
has been around since the Greeks. It\'s based on something called physiognomy, which is understanding a person\'s temperament or character based on them, outward appearance. Now it doesn\'t say, Are you a cheater? Are you criminal, anything like that. All that it really says is your face can tell people.
How do you take in and process information? And it\'s crazy insane how accurate it is? Is it 100%? Absolutely not. But the amount of people I\'ve met and
read their face, it\'s rare that something is way off base. Now there are times that it is but it\'s in the high nineties in terms of accuracy.
What I absolutely love about it is this was the first initiative-taking skill that you could do. So, what I mean by that is we can go into social media, grab somebody\'s picture, analyze their face, and then we feel like we\'re meeting a friend versus cold calling. I did this one went to Steve Sims event in April of last year, I had no idea who anybody was besides Steve. But he added me to the Facebook group. And as people said, hey, I\'m so excited, I can\'t wait to be there. I would take a screenshot of their face and I would analyze their features. Then when I got there, I would just go out and start talking to them. And because I knew how they process information, they\'re like, oh, is this your third or fourth time here at the Speakeasy? I don\'t know, this is my first time, but people feel like they know you, because you\'re learning to speak their language. And when I used to do presentations, I was part of a group that any client over a million dollars, they threw me flew me and two other people out to do these presentations. Well, if you\'ve ever done presentations, everything in the hotel is, is my PowerPoint working is my presentation working is the projector working. But people that fourth P was always the unknown. Now I can prepare like who am I going to meet with don\'t read their face, or even if I walked into the room, because I didn\'t know who\'s going to be there, I would look for key features. I\'m going to teach you on the eyebrows. And I knew when I was talking to that person, I\'ll look at them and point out because their eyebrows tell you a little bit about them. I talked about this earlier, I think everyone should learn body language learning to read a room is invaluable.
Two of my favorite books right here is What Everybody\'s Saying by Joe Navarro that wants to understand other people\'s body language. And then my friend Janine Driver authored the book You Say More Than You Think, which is about looking and examine your own body language. Book is more prevalent right now and more important, because as we\'re stuck doing zoom, and we\'re stuck at home, we quit paying attention to how we interact with people. Because we only see this much of ourselves. So highly recommend picking up Jenny\'s book. The challenge with body language is just like the people are listening today. You can\'t see us, right? You\'re listening on the audio. But even the people who are watching the YouTube, they can\'t see what\'s going on below here, are my arms crossed, are your arms crossed or my legs crossed, are my hands IN my pockets. Now because I\'m talking with my hands, you know where mine arms, but
we have limited visibility, especially now that we\'re doing phone calling video. And there\'s actual meetings if you\'re lucky enough to get an in-person meeting. Most times somebody\'s laptop is in front of them hiding their body so you can\'t even really see that much. And for the people who aren\'t on the next thing when you\'re present. The thing about reading faces is you\'re giving people your time and attention and you\'re looking at them in the face. And when you look at someone you know when somebody\'s paying attention to you and they\'re making eye contact versus if somebody\'s looking down in a way and that\'s the real trick to body languages.
Do you have to look at body language through your peripheral view versus directly staring at somebody and to many people, like in the example we have here, the guy\'s looking down while he\'s talking to people, and people don\'t feel like he\'s being present in the moment. And that was a game changer for me. Because when you\'re never looking away, and you\'re not distracted by your phone, or your smartwatch or anything else, it makes an enormous difference in how people react to that because they do feel number three, and four, we talked about four. They feel seen, they feel heard, and they feel connected. And it completely changed my life. Other books I mentioned earlier, How to Win Friends and Influence People, everyone should have this. But this book used to encourage you to look around people\'s office and pick things to talk about, you know, do you see any sports emblems? Do you see any pictures of family, you name it?
And those are things that you just can\'t do anymore, because, again, we\'re looking at zoom, you can see a few things in my house, depending on which way I change my standup desks with wheels on them are impressive because I just completely change where I want to go every other day. So, I feel like I\'m getting to go places, even though I\'m not leaving this room. The challenge with it is like you said, over phone, emails, zoom conference rooms, you really don\'t get to see a lot about the environment more. And there\'s also, a second half of this people are like, oh, no problem asked a bunch of questions. Well, until you understand what their level of comfort is talking about themselves. You may be asking questions, but people feel like you\'re doing this and you\'re just getting in their face, and almost interrogating them. And it\'s a terrifying thing for a lot of people. So, I always like to start off with celebrities because people watch TV shows, right? So, these are three celebs or four celebrities from something called the voice. And when I look at them, the first thing, the very first thing that I look at is, I see people who have larger ears and smaller eyes? Now a question that comes up all the time is, well, people\'s ears are always gonna be larger than their eyes, it\'s correct, it\'s looking at compared to the size of their face to the eyes look larger or smaller. Same thing with their ears. But if you look at all for the people here, they have larger ears and
smaller eyes. Well, that\'s not surprising, because if you ever watched the boys, they would start like this listening until they heard something they liked, then they would turn around and physically see the person. So, if you\'re talking to somebody who has larger ears, and they have smaller eyes, then you would change it to auditory phrases. Hey, does this sound like a clever idea? Do you hear where I\'m coming from? Have you heard blah, blah, blah? And so, you can change this? If somebody has larger eyes. And they have smaller ears and I change it too visual things? Do you see where I\'m coming from? Picture this, you know, you can just continue to play with it. And let\'s say you can\'t read somebody\'s face, then do you just add in all three? Does this sound like a clever idea? Can you see where I\'m coming from? Can you wrap your hands around this, which is a kinesthetic way to talk to people as well. And I\'ll do that for presentations.
I look at if it\'s a leap behind them and give to somebody, what I\'ll do is I\'m designing for the main person who\'s going to receive because if you\'ve ever read the book, The Five Love Languages, the way that somebody receives something may be different for each individual person. So, if I see somebody who\'s more visual, I\'ll put in most visual terms and pictures, but in case they\'re going to pass it off internally, then I\'ll add in some Auditory and Kinesthetic. So, I\'m speaking to the entire audience, but I\'m focusing on my original contact. Does that make sense so far?
Marlana
Yeah. Fascinating.
Brian
And I get enthusiastic about this. So, I talk fast. So, feel free to slow me down.
Marlana
Right now, I\'m thinking to myself, thank goodness, this is being taped, because I\'m never going to remember all this, and I need to.
Brian
Well, good news is you can follow me on Instagram, I put little tips up all the time. I have a Virtual Training System, you can access 24/7 watch videos, and I always put-up cheat sheets and everything to the fun part here is how long does it take to learn it? This is hands down my favorite thing I can show you on Facebook. One of the people who attended the seminar I talked about last Monday, we were talking about auditory versus visual. He reached out to his office manager. He\'s a chiropractor. And he looked her picture, and she has larger ears. So, when he\'s talking to her, he\'s like, hey, I just want to make sure that I\'m hearing everything that\'s going on your world. You know, I want to know I\'m listening when you talk. And instead of her just saying, okay, she sent him this long paragraph about everything going on in the office. And he came up to me, he\'s like, oh, I use this. Yesterday, I used it. I said auditory words because I saw she\'s got larger ears and look at this response. And it changed the way that he is now interacting with his office manager which is going to help him. So instead of making it about the way he wanted to say it, he changed it to how would she best receive it and it already changed their dynamic and that\'s just after learning one thing. That\'s crazy. All right. So, with that, we\'re gonna jump right in. And I\'ll try to remember that there\'s some people who are just listening. So, I\'ll walk through all these a few steps. Super simple. Number one, if you know\\xa0those to whom you\\u2019re going to be talking. Then you get on, you look them up on social media, LinkedIn, Facebook, Instagram. What if you don\'t know who you\'re going Meet with what I do is going to a presentation somewhere in an office, I will show up early. And I\'ll say, hey, I\'m here for this meeting presentation today, can you tell me who I\'m going to be meeting with. And what I\'ll do is I\'ll grab one of their business cards, and I\'ll look them up, while I\'m sitting in the waiting room. So, I got a few extra minutes, which helps me prep. The other thing that you can do is if you\'re going into a client or website, everybody has a picture of who\'s important on the About Us page of a website. So, you can do research numerous different ways.
Number two, find a good picture of their face. What\'s a good picture of the face straight on well lit. And you\'ll understand when we start showing features here in a minute why that\'s important. But when you tilt things, it changes the way the features Look, when you\'re looking at it. Once I find a face, there\'s two ways to really read a face. The first one is hey, what stands out? So, if you were characterized and knew we were trying...
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