What If You Could Instantly Persuade Anyone with Just 5 Words?

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THIS ISSUE

1. Feature: Dr. Ellen Langer “The mother of mindfulness.”

2. The lesson today: The 5 most powerful words for persuasion

3. Legendary curations: The ONE mindset shift that changes the way you age forever and more…

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FEATURE

You probably work with people. And with people, the only thing we can do is influence and persuade them, whether it’s moving towards a shared goal or convince them that our product will help them solve their problem. Well, unless you live in a cave, in which case you probably wouldn’t be getting this email!

What if I told you the key to persuading others isn’t about complex strategies but subtle, intentional choices in language? And that word choices are powerful!

Today, we’ll uncover the power of words inspired by the pioneering research of Dr. Ellen Langer, often called “The Mother of Mindfulness.”

Dr. Langer’s groundbreaking studies in behavioral psychology, including her famous copier experiment, reveal how small shifts in phrasing can create monumental changes in outcomes.

❤️ Heartset: The Power of Being Present

Dr. Langer’s career has centered on mindfulness—not just as a buzzword but as a scientific principle. Her philosophy? Mindfulness is about noticing new things, being truly present, and understanding how our perceptions shape our reality.

In her words:
"When we’re not being mindful, we’re running on autopilot, governed by old categories and routines."

This applies to writing, too. Often, we default to generic messaging, missing opportunities to connect with our audience. Mindful writing means tuning into what your reader truly needs and framing your words in a way that resonates with them individually.

Instead of writing for “an audience,” write as though you’re speaking to one person. Stay present with your message, and let it flow with intention.

🧠 Mindset: The Subtle Psychology of Words

Words aren’t just tools; they’re precise instruments that shape perception. The difference between a good writer and a great one lies in understanding the nuance of language.

Take these two phrases:

• “Let me help you.”

• “Here’s how you can take charge.”

Both offer support, but they have fundamentally different impacts. The first implies dependency—the writer as the rescuer. The second empowers the reader, casting them as the hero of their own story. More legendary isn’t it? 🤘🏽

This nuance becomes even more critical when considering words like “because.” 

Dr. Langer’s famous copier experiment revealed that simply adding “because” to a request, even with a weak reason, dramatically increases compliance. This is because people are conditioned to seek justification, even if it’s trivial.

Let’s extend this idea to other words. For example:

• “Want” versus “need.” Saying, “You need this” might alienate a reader by implying lack, whereas “You’ll want this” appeals to their desire for improvement.

• “Try” versus “do.” Saying, “Try this solution” feels tentative, while “Do this solution” exudes confidence and authority.

These subtle shifts aren’t just about semantics; they change how your audience feels about your message. And in my world of perception creation - feelings and emotions are key to unlocking connection and ultimately fandom.

🧰 Skillset: The Five Words of Persuasion (Backed by Science)

Now, let’s get tactical. These five words are the backbone of persuasive writing. Here’s how to use them effectively, along with the research that makes them so powerful:

1. You

The ultimate connector. Writing with “you” shifts your message from generic to personal, making the reader feel seen and valued.

Research: Studies in personalization, such as those conducted by marketing platforms like Mailchimp, show that addressing someone directly (e.g., with “you”) increases open and engagement rates by up to 26%. Personal language makes the reader feel like the message was crafted just for them.

Examples:

• “You’ll love how simple this process is.”

• “Here’s how you can take control of your career.”

2. Free

A word that eliminates perceived risk and draws attention. The promise of “free” creates an immediate sense of value.

Research: Behavioral economist Dan Ariely demonstrated the power of “free” in his research, showing that people often prefer a free item over a higher-value option that costs something. The word reduces friction and encourages immediate action.

Examples:

• “Download your free guide to persuasive writing.”

• “Get a free trial and experience the results yourself.”

3. Because

One of the most persuasive words, as proven by Langer’s copier experiment. Adding “because” satisfies the human need for justification.

Research: Ellen Langer’s study showed that using “because” increased compliance rates by 34%, even when the reason given was weak. This is because people are wired to respond positively when their actions are justified.

Examples:

• “Sign up today because this offer won’t last.”

• “Our clients trust us because we deliver measurable results.”

4. Instantly

In a world of immediate gratification, this word promises speed and efficiency.

Research: Google’s research on page load times revealed that users expect quick responses, with 53% abandoning sites that take more than three seconds to load. “Instantly” aligns with this psychological need for speed.

Examples:

• “Access your free training instantly after signing up.”

• “See instant improvements in your email open rates.”

5. New

Curiosity drives action, and “new” taps into that instinct by highlighting novelty and innovation.

Research: Neuroscientific studies show that novelty triggers the brain’s reward centers, releasing dopamine. This makes “new” an irresistible trigger for engagement.

Examples:

• “Discover the new way to attract high-paying clients.”

• “Try our new method for simplifying your workflow.”

Skillset takeaway: These words work because they align with universal human behaviors. Use them strategically in your copy to capture attention, build trust, and inspire action.

(Want more? Here are 65 Trigger Words from CopyBlogger.)

Why Ellen Langer’s Work Matters

Dr. Langer’s research reminds us that persuasion is about more than just words—it’s about intention. When you’re mindful of your audience, your language becomes more authentic, your message more impactful, and your results more meaningful.

Here’s your challenge: Look at your latest email, social post, or headline. Can you revise it to include one or more of these words? Start small, test the results, and see how your audience responds. (I used some of these words in my email title…)

P.S: Hit reply and tell me: Which of these words will you test first?

See you next Sunday!

Make your mark, live your legend 🤘🏽,

Howie Chan

Creator of Legend Letters

​Read my story​

​Follow me on LinkedIn

LEGENDARY CURATIONS

🔗 3 interesting things across the interwebs inspired by Dr. Ellen Langer:

1. The ONE mindset shift that changes the way you age forever. Checkout this short IG reel from Dr. Langer.

2. The expectation effect (think yourself to better health and performance.) This is one of my favorite issues of Legend Letters!

3. The holidays are coming and I often find myself staring blankly at Holiday Cards and Thank You notes. Want some help? Here 40+ sample messages that can help!

SOURCES

1. Trull, Hannah, The Power of an Email Subject Line, Akerink PR & Marketing, February 16, 2022 - LINK 

2. Ariely, Dan, The Nuances of the FREE! Experiment, Dan Ariely Blog, Augst 10, 2009 - LINK

3. Langer, Ellen, The Mindlessness of Ostensibly Thoughtful Action: The Role of “Placebic” Information in Interpersonal Interaction (The Copier Study), Journal of Personality aad Social Psychology, 1978, Vol. 36, No. 6, 635-642 - LINK

4. Kirkpatrick, David, Google: 53% of Mobile Users Abandon Sites That Take Over 3 Seconds to Load, Marketing Dive Blog, September 12, 2016 - LINK

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