Podcast Summary: Help Wanted
Episode: How to Get People’s Attention, Guaranteed
Date: October 2, 2025
Hosts: Jason Feifer (Entrepreneur Editor in Chief), Nicole Lapin (Money Expert)

Episode Overview

This episode dives into the art of getting people’s attention in professional settings—be it sales calls, networking, or presentations—by defying expectations and “shocking the narrative.” Jason Feifer shares a powerful lesson from Shark Tank’s Robert Herjavec on breaking conventional patterns to create memorable, genuine connections that drive engagement and results.

Key Discussion Points & Insights

1. The Problem: Playing It Too Safe

• Many professionals struggle to stand out because they do exactly what’s expected—resulting in interactions that are competent but forgettable.
• Jason frames the issue:

  “You are giving people exactly what they expect. And what they expect is boring.”
  [02:51]

2. Robert Herjavec’s Advice: Shock the Narrative

• Jason recounts an interview with Robert Herjavec, who shared a story about a young sales rep who knew the company’s products but failed to connect with clients.
• Herjavec’s advice to the struggling salesperson:
  • Enter the sales meeting, remain silent for a minute, then honestly state:

    “I am so nervous. This is my first sales call.”

  • This honest admission led to a dramatic turnaround—clients felt empathy and wanted to help.
• Jason emphasizes:

  “Robert stresses, this was not manipulation. The kid really was nervous, and it really was early in his career. Robert simply helped him lead with his humanity instead of hiding behind a professional facade.”
  [04:37]

3. Why This Works

• People expect a scripted, predictable professional interaction; defying that expectation forces them to pay attention and see you as more human and unique.
• Jason paraphrases Herjavec:

  “People don’t really want to listen to you… When you go on a sales call and you sit down and you’re so excited, the client is thinking, ‘How the hell do I get this person to leave?’”
  [05:30]

4. Everyday Examples of Narrative Shocking

• Virtual Meetings: Jason takes calls wherever he is (in the car, on the street), sharing about his day, which prompts unexpected, authentic conversation starters.
• Presentations: He opens keynote talks with an absurd or comedic “big promise” to disarm and engage his audience:

  “I’m not going to spoil it for you here. But anyway, everyone laughs.”
  [06:44]

• Performances: A juggler intentionally drops a pin to make the act appear riskier and more impressive, breaking the “effortless” narrative and earning genuine audience appreciation.

5. How to Apply This Yourself

• Ask yourself:
  • “What are people expecting?”
  • “How can I go beyond that?”
• Sometimes, doing something that feels “bad” or unprofessional (being honest about nerves, breaking from formalities, or even making a small mistake) can make you more memorable and relatable.

6. Final Takeaways

• Jason’s closing reflection:

  “Good is forgettable, safe is interchangeable, expected is underwhelming. Shock those narratives, then build your own.”
  [08:33]

• Before you can shock others’ narratives, you may need to challenge your own expectations about what’s “proper” or “good” in professional settings.

Notable Quotes & Memorable Moments

• On the power of honesty:

  “I am so nervous. This is my first sales call.”
  (Advice given by Robert Herjavec to his sales rep, paraphrased by Jason) [04:05]

• On audience expectations:

  “The narrative is: this meeting will be boring. This keynote speaker will be bombastic. The performance will go as planned. And each time the narrative is shocked, people lean in closer.”
  [07:20]

• On professional risk:

  “In all the examples I just gave, something technically bad happened… But in each case, that bad thing had a positive result.”
  [07:49]

• Episode close-out:

  “Good is forgettable, safe is interchangeable, expected is underwhelming. Shock those narratives, then build your own.”
  [08:33]

Important Timestamps

• 02:51 – Jason sets up the main problem: being forgettable by following expectations.
• 04:05 – Robert Herjavec’s radical advice for connecting with clients; the story of the nervous sales rep.
• 05:30 – Why most professional interactions are ignored; people have mental scripts.
• 06:44 – Jason’s own use of shocking the narrative in keynote speeches and virtual meetings.
• 07:20 – Applying narrative disruption: lessons from jugglers and performers.
• 07:49 – The common thread: “bad” moments can have unexpectedly positive results.
• 08:33 – Final takeaway and encouragement to the audience.

This episode offers a fresh perspective for anyone feeling stuck in professional ruts—reminding listeners that authenticity, surprise, and vulnerability are not just refreshing, but are often the keys to truly memorable and effective work.