{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Behavior Gap Radio","title":"1466 | Fear-Based Selling ","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/56bc15fd\"></iframe>","width":"100%","height":180,"duration":297,"description":"In this episode, Carl reflects on a recent conversation with Michael Kitces about fear-based selling and the surprising world of “disturb tracks” designed to create urgency and anxiety. Carl explores why tactics built on fear, complexity, and pressure may “work” in the short term, but ultimately erode trust and connection. It’s a thoughtful conversation about values-based selling, long-term relationships, and the kind of work Carl actually wants to do in the world.Want more from Carl? Get the shortest, most impactful weekly email on the web! Sign up for the Weekly Letter from Certified Financial Planner™ and New York Times columnist Carl Richards here: https://behaviorgap.com/ ","thumbnail_url":"https://img.transistorcdn.com/oPpubSYI2HsWptIcyPTqjaCo6SCa9oA5zWRh2pg4eiI/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzE5MTA4LzE2MTU4/MzA5NDEtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}