The Amazing Authorities Podcast

Episode: The Psychology of Authority: Ethical Influence, Presentation & Trust
Host: Mitch Carson
Guest: Patrick Van Der Burght
Date: December 2, 2025

Episode Overview

In this engaging episode, host Mitch Carson sits down with authority-building expert Patrick Van Der Burght to explore the psychology behind authority, how it can be established ethically, and the subtle cues that impact trust and influence. Drawing from Dr. Robert Cialdini’s foundational principles of influence, Patrick shares actionable tactics for presenters, leaders, and business professionals seeking to harness the power of ethical persuasion. Together, they delve into real-world studies, personal anecdotes, and practical guidance—demystifying what it really takes to command respect and credibility.

Key Discussion Points & Insights

1. Physical Appearance & the Perception of Authority

• Height and Attractiveness:

  • Mitch highlights the subtle authority bestowed by physical attributes. Example: U.S. Presidents and full heads of hair.
  • Patrick cites studies showing attractive politicians receive “more than two and a half times the amount of votes” than unattractive ones ([03:06]).
  • Quote:
    “Attractive politicians received more than two and a half times the amount of votes of unattractive politicians… But it was very clear that handsome or attractive politicians receive more votes. So, yeah, there’s a lot of unfairness in that.” – Patrick ([03:06])

• Dress, Accessories, and Symbols:

  • Items like glasses, cars, pens, and even business cards influence perception ([05:55]).
  • Quote:
    “When we are uncertain, we look for outward clues… what we look like has a big impact, especially when we meet people for the first time.” – Patrick ([06:18])

2. Cultural Contexts & Authority Signals

• European versus Australian Attitudes:

  • Patrick discusses how “tall poppy syndrome” in Australia and modesty in Dutch culture can make overt displays of status a double-edged sword ([07:47]).
  • Overly flashy cars might prompt suspicion: “I’m paying for that” ([08:02]).

• Real-World Study: Car Status and Human Behavior

  • Experiment: More drivers honk at an old economy car than a luxury car that delays at a light ([08:15]).
  • Quote:
    “When the luxury car was [doing] the exact same behavior, less than half of the people honked the horn and nobody pushed the rear bumper.” – Patrick ([08:30])
  • People’s self-perceptions often diverge from how they actually respond to authority signals.

3. Practical Advice: How to Dress for Authority

• Dress For Success:
  • Patrick advises dressing “just one step better than your audience” ([11:05]).
  • Aim for clothes that are an authentic reflection of yourself while subtly positioning you as credible.
  • Quote:
    “Don’t underdress. Don’t be shy to show the fruits of your success.” – Patrick ([12:32])

4. The Rule of Authority & Reciprocity

• Reciprocity Defined:
  • Mitch and Patrick pivot to Dr. Cialdini’s principles, explaining how people follow those perceived as knowledgeable ([13:58]).
  • Quote:
    “People have a tendency to follow the leads of other people who have superior knowledge or wisdom. And that does make sense… This has a very strong, strong effect on us.” – Patrick ([14:10])

5. Establishing Credibility Without Boasting

• Common Pitfalls:
  • Self-promotion in introductions often backfires—people perceive it as bragging ([15:31]).
  • Instead, use pre-suasion or third-party validation.

Technique 1: Letter of Introduction

• Send an introductory email or document before meetings, outlining your background.
• Lets people “take the words you say with the gravity they deserve” ([18:49]).

Technique 2: Third-Party Introduction (Receptionist Example)

• Legendary real estate study ([15:31]–[21:54]; Starts at 18:13):
  • Before transferring a potential client call, the receptionist highlights the agent's expertise (years of experience, awards, etc.).
  • Result: Meetings booked increased by 20%, contracts signed by 15.55%.
  • Quote:
    “Meetings booked… increased by 20% and signed contracts went up by 15.55% with a sentence.” – Patrick ([22:19])
  • Memorable moment:
    Mitch exclaims, “Just that one variable change… so important, so profound.” ([22:21])

6. Sustaining Influence: Mastery & Application

• Retention Requires Practice:

  • Patrick notes 90% of new information is forgotten in a week without reinforcement ([23:21]).
  • “Knowledge doesn’t really give us power, it’s application skill that gives us power.” – Patrick ([24:02])

• Ethical Persuasion:

  • Effective influence should be rooted in authenticity and ethics.
  • Quote:
    “It’s ethical. There’s no need to lie or cheat… when used ethically, [this] works exceedingly well short term and long term. Where unethically, it might work short term, but is long term disaster.” – Patrick ([26:12])

Notable Quotes & Memorable Moments

• [03:06] Patrick: "Attractive politicians received more than two and a half times the amount of votes..."
• [08:30] Patrick: "When the luxury car was [doing] the exact same behavior, less than half of the people honked the horn..."
• [12:32] Patrick: "Don’t underdress. Don’t be shy to show the fruits of your success."
• [14:10] Patrick: "People have a tendency to follow the leads of other people who have superior knowledge or wisdom."
• [18:49] Mitch: "You've already created yourself."
  [18:49] Patrick: "..now that they know what's behind you, now they will take those words you say with the gravity they deserve."
• [22:19] Patrick: "Meetings booked… increased by 20% and signed contracts went up by 15.55% with a sentence."
• [24:02] Patrick: "Knowledge doesn’t really give us power, it’s application skill that gives us power."
• [26:12] Patrick: "It’s ethical. There’s no need to lie or cheat… when used ethically, [this] works exceedingly well short term and long term. Where unethically, it might work short term, but is long term disaster."

Important Timestamps

• [03:06] – Physical appearance and authority in elections
• [05:55] – How symbols and accessories signal status
• [08:15] – Luxury cars, traffic behavior, and unconscious respect
• [11:05] – Practical dressing advice for authority figures
• [15:31]–[21:54] – Receptionist script case study and increasing authority through simple introductions
• [22:19] – Quantitative impact: 20% more meetings, 15.55% more contracts
• [23:21]–[24:02] – Importance of practice and reinforcement in learning persuasion skills
• [26:12] – Ethical influence: long-term versus short-term outcomes

Additional Resources

• Patrick’s website: ethicalpersuasion.com.au (free eBook and a 7-day email challenge available)
• Recommended reading:
  Influence: The Psychology of Persuasion – Dr. Robert Cialdini

Tone & Language

The episode is lively, anecdotal, educational, and practical. Both host and guest maintain a tone of curiosity, authenticity, and deep respect for research-backed strategies. They emphasize real-world applications, ethical responsibility, and encourage listeners to combine knowledge with action.

Summary Takeaways

• Authority is established not just by what you know, but how you present yourself and are introduced.
• Subtle, ethical modifications in self-presentation and client interactions can produce significant results.
• Practice and repetition are key to mastering the skills of ethical persuasion and influence.
• Third-party validation and pre-meeting communication are powerful, often underused, tools for establishing authority.

Suitable for: Leaders, entrepreneurs, professionals, or anyone keen to master ethical persuasion and elevate their credibility.