Step into the fascinating world of communication mastery with Brian Galke, a wizard of facial decoding. Imagine possessing the superpower to decipher someone's preferred communication style even before they utter a single word! Picture yourself confidently navigating a bustling room, armed with the knowledge of the perfect way to connect with each person present.

Join me in an engaging conversation with Brian Galke as he unveils the secrets of understanding and interacting with people through the art of facial decoding. Get ready for an eye-opening exploration into the subtle nuances of facial features that can unlock the door to effective communication. This isn't just a podcast; it's a journey into the extraordinary realm where communication meets the magic of facial expressions!

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Julie Brown:

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Brian Galke

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LinkedIn

I love etymology, which is a scientific

study of the origin and evolution

2

of a word or of sayings semantic.

3

Meaning now.

4

Some of, you may have heard the

term high brow or low brow before.

5

The terms, highbrow and lowbrow come

from phrenology, the 19th century

6

science of regarding the shape of

the skull as a key to intelligence.

7

Uh, high forehead meant.

8

Hi intelligence, a low one.

9

Not so much.

10

Well, the so-called science of phrenology

isn't used anymore for a number of

11

different reasons, not the least

of which is that it led to notable

12

episodes of racism and prejudice.

13

Um, but what if we could use physionomy.

14

The art of understanding other people

based on their facial features.

15

To unlock the keys to

better communication.

16

Welcome to episode 180

5 of this shit works.

17

A podcast dedicated to

all things networking.

18

Relationship building

and business development.

19

I'm your host, Julie Brown.

20

Speaker author and networking coach.

21

And today I am joined by Brian gawky,

a facial decoding expert who is going

22

to discuss how we can discover how

people like to be interacted with.

23

Simply by looking at

the shape of their face.

24

Are you skeptical about this topic?

25

I would be surprised if you weren't, which

is why I want to have this discussion.

26

My guest today thinks that the face

is a map of what we've been through

27

when it speaks volumes about people,

without them having to say a word.

28

And if we can learn to decode

it, we can easily build rapport

29

and strengthen our relationships.

30

And isn't that what this

podcast is all about.

31

So without further ado,

Brian, welcome to the podcast.

32

Brian: Thank you for having me.

33

Julie: Yeah, of course.

34

Um, find this fascinating.

35

My first question would be briefly,

how does someone get involved in this

36

expertise, technically facial decoding?

37

Like how do you become involved in it and

then become an expert in a speaker on it?

38

Brian: Sure.

39

Fluke Circumstance.

40

Like most things in life,

it was very much unplanned.

41

I had a friend who was coming to Dallas.

42

I live in Dallas, Texas.

43

She was coming into town for a

trade show and she said, you need to

44

come meet this guy who's a speaker

and he's over at the trade show.

45

I'm like, why do I need to meet this guy?

46

She said, he reads faces.

47

And I go, oh yeah, let me

rush over there for that one.

48

You know, I thought there's no

way I've got over here, body

49

language, books, everything.

50

I'm an introvert at heart.

51

And so I Like every good introvert

wanted to study people to figure

52

out how to interact with them.

53

And I went over there, but I

thought since I've never heard

54

of this, this is total BS.

55

I'm gonna go blow holes in this guy.

56

He's gonna say generic things that

are known as Barnum statements,

57

which are, Oh, you've had a hard

time in life or something so

58

generic it applies to everyone.

59

Julie: Is that come from like

Barnum and Bailey circus?

60

Oh, okay.

61

Very I see.

62

I love entomology.

63

Like, I love entomology so much.

64

Okay.

65

Brian: that's exactly right.

66

And so I went over there and I was

like, I'm going to get this guy.

67

I'm approved.

68

He's a fraud.

69

And he sat us down at dinner and

without, without us saying a word,

70

there were six, eight people with us.

71

And he dissected every single

person to a T including me.

72

And I'm like, Whoa, Whoa, what is this?

73

And so he had a book and what happened

was he was an attorney who went to the

74

pretty prestigious school here in Texas,

uh, Texas Christian university, AKA TCU.

75

And he went there for

undergrad and then law school.

76

Well, while he was studying, he

found phrenology that it's taught to

77

attorneys for jury consulting, and

he ended up loving it so much that he

78

left his law profession and decided to

teach that around the world full time.

79

And he created books, he created

flashcards, and it's been around

80

since the Greeks, where they

started trying to understand people

81

based on their facial features.

82

And what he found was he had such

incredible good luck and I guess

83

look is a bad term when he used the

skill, he got good feedback from it.

84

And so much so that what he would

do when he was traveling is he

85

would actually go to fairs and other

places and set up a booth and just

86

say, Hey, let me do it for free.

87

And that way he got feedback

that wasn't biased from people.

88

And so I thought, okay, I'll

study this and I'll see.

89

And as I mentioned, I

was kind of an introvert.

90

I was on the help desk when I found

this book and I was great at body

91

language, but body language is reactive.

92

And I'm like, wait, this is the

first proactive skill I can use.

93

So I bought the book.

94

I bought the flashcards.

95

I still keep them on my desk to this

day to show people, and then it's

96

kind of hard to see with the light.

97

And I would take them out and I

started getting feedback on, and it

98

helped me go from being on the help

desk to regional vice president of

99

sales, because once I learned to focus

on other people, two things happen.

100

One, I got on my own way, you

know, so many times as being an

101

introvert, we're overthinking

things that I was making it about.

102

Oh, what do they think about me instead

of how do I build a bond with them?

103

And number two is when you're

in sales, especially we get

104

what's called commission breath.

105

Cause we're so focused on what

we want to push as our agenda.

106

But when we learn to alter it,

it's like going to another country.

107

Instead of demanding that they speak

English, you learn basic phrases of their

108

language and it changes the engagement.

109

Julie: Right.

110

Okay.

111

So let's talk a little bit about

the facial features that you

112

mostly look at for, analysis.

113

Where do we start on the face?

114

Brian: I start with eyebrows.

115

But the reason for that is

because you can see eyebrows.

116

Julie: my glasses off so you can see

117

Brian: Well, actually,

here's the funny thing.

118

If you put your glasses back

on, most people pick glasses

119

that match their eyebrows.

120

So

121

Julie: Oh, I guess I do.

122

Brian: So that's the funny thing.

123

That's why I teach eyebrows.

124

Two reasons.

125

One is eyebrows lead to eye

contact, but you can also see

126

them from across the room.

127

So, for example, if you're going to

event a networking event and you don't

128

know the people you're going to meet,

you I start with here because then it

129

leads to eye contact, but you can also

figure out just from eyebrow height and

130

eyebrow shape, the very, very basics.

131

I could talk about eyebrows for

half a day, but the very basics are

132

the higher the eyebrow, the more

time they need to make a decision.

133

I just did a post about this on

Instagram today and take time.

134

Um, the higher eyebrow, you imagine

data trying to race down the

135

forehead to get into the eye, the

higher the eyebrow, you can only

136

go so fast, go over the speed bump.

137

And then try and speed up again versus

somebody's eyebrow, who's very low,

138

sits almost on top of their eye.

139

Those are people who

make decisions very fast.

140

So data can race down

their forehead very fast.

141

So if you walk into and you meet someone

and the eyebrows higher, they're gonna

142

need more time to process the decision.

143

If the eyebrows sitting on top of

the eye, get to the point faster.

144

And you mentioned earlier that we talked

about this in our everyday phrases.

145

So when we talk about in comedy, There's

highbrow humor and lowbrow humor.

146

Highbrow humor is when somebody tells

you a joke and you got to kind of

147

think about it and then you laugh.

148

Lowbrow humor is jackass

and three stooges.

149

Julie: Yeah.

150

Brian: So we talk about face, uh, faces

all the time in our everyday language.

151

And the reason for that is it was

taught also to authors and artists.

152

So not just attorneys, but also

to people with disabilities.

153

But I call it the triple A

attorneys, authors, and artists.

154

Why?

155

Because authors in older books didn't have

a picture for every character in the book.

156

Men wore suits, women wore dresses.

157

So you couldn't expand

upon their wardrobe.

158

The only two ways to describe characters

in a book were through their actions

159

and through their facial features.

160

Julie: Mm hmm.

161

Brian: And then if you've ever

watched any Disney show, read

162

any fairy tale, what do they do?

163

They tell us about the people

based on what they draw.

164

And that's why no matter where

you go in the world, Villains

165

look the same, which is vampires.

166

You name it.

167

Heroes look the same.

168

Someone who takes care of people

have all the rounded features.

169

It's because they all

took the same courses.

170

So we've been taught our entire

life how to understand people

171

based on their facial features.

172

It just wasn't a formal training

like we're learning today.

173

Julie: So, it, the eyebrows, is

that the only thing it's telling

174

you is how quickly they make

decisions and process information,

175

Brian: That's just the height of it.

176

There's three basic shapes of eyebrows.

177

There are straight eyebrows, which

is get straight to the point.

178

There's angled eyebrows.

179

What's my angle?

180

Help me understand it.

181

And then there's rounded eyebrows,

which are, they think about the people

182

around them first and themselves second.

183

So I like, I always start off the

presentations with, let me teach you

184

how to get free food or drinks, upgrades

in a hotel or upgrades on an airplane.

185

Julie: Yeah, let's do that.

186

I love getting free shit.

187

Brian: Yeah.

188

So the first part is if you

want free food and drink, the

189

first place you can go practice.

190

This is servers.

191

Why?

192

Because servers are overworked and

underpaid, but you can throw me into the

193

bus and say, Hey, I heard this podcast.

194

And this guy, Brian said that

your eyebrows kind of explained

195

a little bit about you.

196

Can I ask you about

what your eyebrows say?

197

And people go, yes.

198

And when you get it right, they're like,

wait, wait, let me get somebody else.

199

And they start bringing people over.

200

And when you do it all of a sudden,

they're like, can we get you anything?

201

You're like, yes, you can.

202

So that's cool.

203

Julie: Get me all the free shit.

204

Brian: Oh, yes.

205

And then if let's say you're going to a

hotel and you want to ask for upgrades.

206

Well, if they have a straight eyebrow,

you know, to get straight to the point.

207

So you can just walk in and

say, I'd like an upgrade.

208

Julie: Are there any upgrades

209

Brian: Exactly.

210

If it's an angled upgrade, are you the

person who can help me get an upgrade?

211

Because it's what's in it for them.

212

And especially if you have

status with the hotel, you can

213

say, Hey, I'm a diamond member.

214

Are you the person who can

help me with an upgrade?

215

And if it's a rounded eyebrow, they

think about the people around them.

216

You can say, Oh, that

flight was just obnoxious.

217

I'm just, I would love a place I

could stretch out in maybe a little

218

larger room to walk around in.

219

And then they'll go, Oh,

I can get you an upgrade.

220

And those same skills can

be used on the airplane.

221

So I'll go to the airports

and I'll give a great example.

222

I was in Indianapolis one time trying

to get home to Dallas, but they wanted

223

me to fly to LGA or LaGuardia airport.

224

Spend six hours there

and then catch a flight.

225

It was gonna be like 14

hours with the trail.

226

I'm like, nope, not going to do that.

227

So I went to the airport early.

228

The lady working at the gate, cause

they're the ones that have the power.

229

She had rounded eyebrows and I

knew there were storms coming in.

230

That's why my flight was being.

231

Uh, Delayed and moved around everything.

232

So my first question, because she

had rounded eyebrows was, Hey, how

233

are your co workers doing today?

234

Because they think about the people

around them first themselves.

235

Second, she said, they're all doing

a cast that I know it's your fault

236

because you guys control the weather

and the pilots and the flight

237

attendants and the maintenance.

238

You know, it's all your fault.

239

And she laughed.

240

And I said, And how are you doing today?

241

Is everybody being nice to you?

242

She said, Yes, I said, Okay, great.

243

Look, I'm on the eight o'clock flight, the

one that's gonna have to go to LaGuardia.

244

You know, I saw there's

a three o'clock flight.

245

I have the second best seat in the house.

246

If there's any way to get down that three

o'clock flight, I would just love it.

247

Julie: Mm hmm.

248

Brian: So do you think I got

on the three o'clock flight?

249

Julie: Yeah.

250

Brian: I also got bumped

to first class and

251

Julie: that.

252

Brian: it's all about people have

the power and this is just a skill.

253

It's not the only skill I

read body language books.

254

I'm currently reading a book

called the light switch.

255

I think you guys would love it.

256

Um, it's written by a former FBI agent

who ran the behavioral analysis unit

257

where they were teaching FBI agents.

258

How to figure out who they want to be

an asset to flip to come work for the U.

259

S.

260

against their country.

261

It's a fantastic book.

262

And so I'm constantly

always working on my skills.

263

But this was the first skill that one,

it kept me in the moment with a person.

264

I think everyone needs to know

how to read body language.

265

The top two body language books

I recommend are number one.

266

Janine drivers.

267

You say more than you think.

268

That's what does my body language

say about me when I walk into a room?

269

It's good.

270

It's filled with excellent exercises for

you to examine your own body language.

271

Then I like Joe Navarro is what

everybody is saying because it's a

272

very picturesque book that says what

is other people's body language saying?

273

So I do think it's an important skill.

274

But what I realized is you have to

be in the room and that's reactive

275

skills that you're paying attention.

276

Like, you know, is somebody

being put off on me?

277

Am I doing good?

278

Are they crossing their arms?

279

Are they leaning away?

280

But with faces, when I'm giving

you my time and attention in a day

281

and age where these lovely devices

connect us to the world, I'm holding

282

up my phone for since we're on audio.

283

Um, our phones connect us to the world,

but they disconnect us from each other.

284

And when you're Yeah.

285

And when you're learning to actually look

someone in the eye and give them your time

286

and attention, it's what sets you apart

in the day and age where smartwatches

287

and everything else distract us.

288

Julie: Yeah.

289

Let's talk a little bit about the lips.

290

I've heard you say you can read

a lot about somebody from the

291

shape of their upper lip or,

292

Brian: Yes, that's correct.

293

And there's a cheat sheet.

294

If anybody wants to get it, you can go

to just get the cheat sheet and it'll

295

cover, or sorry, get the cheat sheet.

296

com and it'll cover eyebrow height,

the three eyebrow shapes, and a

297

few other features, including lips.

298

But when we say the phrase, keep a stiff

upper lip, that means be stoic, right?

299

Hold your emotions in.

300

That's based on when people

have thinner upper lips.

301

You know, not to ask a lot of personal

questions until they feel comfortable.

302

So I've done a lot of

traveling around the world.

303

When you go to former communist

countries, you'll see a lot of thinner

304

upper lips or flatter upper lips.

305

Why?

306

They couldn't have a public opinion

about things that was risking death.

307

So if you watch body language, it's called

a lip concealment where you go like this.

308

When you're keeping

your mouth shut, right?

309

So as you do that over time, what happens

is there's 42 muscles in the face.

310

The mind creates movement,

movement creates muscle.

311

So if you're, let's say as a kid, you

were raised in a household that you were

312

told kids are to be seen and not heard.

313

Well, every time you start to talk, they

shut you down and you go, and that will

314

literally flatten out your lip over time.

315

It's also the reason why the number

one plastic surgery right now is lip

316

enhancement and nobody really knew why.

317

It's because this is our personal lip.

318

Our upper lip is our personal lip,

and we want to seem more approachable.

319

Now, here's a funny thing.

320

Women have been changing or altering

their lips for centuries because

321

what someone will do is they'll

actually draw on with lipstick, larger

322

upper lips than they actually have.

323

So if you ever have gone up to see,

especially like an older, like in,

324

let's say late seventies, sometimes

you'll see they'll draw their lipstick

325

larger than their lips actually are.

326

Julie: know that was gonna be my

question when you were talking about

327

eyebrows cuz especially women women

very rarely have naked eyebrows

328

like we we Put eyebrow pen on them.

329

We put gel on them our eyebrows

that you see on our face are usually

330

much smaller than But then what

we show because of makeup, but

331

then also with lip enhancements.

332

Like, so how, how are you reading

people who was, I guess, mostly females.

333

Um, because we have a

face on mostly every day.

334

Brian: Great.

335

I have an analogy for this because

I have a six year old one time we

336

went to a birthday party and they

had face, uh, face painters there.

337

And what happened is whatever her

face was painted as is what she

338

projected to the world and how

she acted at the exact same time.

339

So she went as a little lion

and so she was actually a tiger.

340

So she would walk around as a tiger go

raw and everybody treated her like a tiger

341

because they could see on her face What

she wanted to be treated like makeup is in

342

plastic surgery or no different So the if

you do a study on Especially younger girls

343

who feel out of control of their life

What they'll do is they'll shave off if

344

they have rounded or straight eyebrows and

they'll draw on angled eyebrows Because

345

angled eyebrows are, what's my angle?

346

Help me understand it.

347

But they're also seen as

authoritarian eyebrows as in, I

348

want to be involved in the process.

349

And so nobody knew why they were doing it.

350

And sometimes you see where they've

overdone the angle in their eye where it

351

looks ridiculous, but that's the reason

why that they draw in the angled eyebrows.

352

So when you are altering your face, you're

attempting to change how, what you present

353

to the world and how people respond to it.

354

So we know how we do that with clothing.

355

It's just there's ways to do it

with facial features as well.

356

Julie: Do you think there are

any ethical considerations,

357

surrounding the use of this tool

358

Brian: I used to

359

Julie: we're using this tool in diverse

cultures or multicultural settings?

360

Like, what are, what are the

ethics around it or ethical

361

Brian: so far I haven't found anything

that has really stood out to me.

362

And the reason for it is I'm not

saying every gender has this or

363

every race has this because it's

about what do your features for

364

your particular face say about you?

365

So, for example, Everybody can have

large lips or small lips, and with

366

having larger ears or larger eyes,

it's based on specifically your

367

features, and it's not just a feature.

368

It's a combination of features.

369

So it's kind of like cooking.

370

When people are learning this, they learn

eyebrows first, like eyebrow height.

371

Then they'll come to eyebrow

shape, and you work your way down

372

the face, kind of like reading a

book top to bottom, left to right.

373

I used to be really concerned about

teaching this to HR because I thought,

374

well, what if somebody doesn't get a job?

375

Based on what somebody can

learn about facial features.

376

But then you have to think

of it from the company side.

377

What's worse than a bad hire?

378

So I don't know that there's

necessarily anything that is really

379

there because it's not about judgment.

380

It's more about trying to understand

people because there are very few

381

facial features that somebody should

immediately go, Ooh, and step away from.

382

Now there's combinations of

features that I'll pay attention to.

383

And it's again, what we've

been taught over time.

384

So if I see somebody who has a very

downturn nose, and has a pointy

385

chin and has angled eyebrows.

386

I'm gonna pay more attention to

them, but it has nothing to do with

387

gender, race, anything of that nature.

388

Um, right handed, left handed, it's

all, what do their features say?

389

And because there's 42 muscles

in the face, our features

390

change constantly over time.

391

So in my presentations, I'll show

a picture of me at 18 versus 38,

392

and my ears used to stick out more.

393

My eyebrows were straight versus angled

now, and then my eyes used to angle

394

down and over time they angled back up.

395

So our facial features can change as well

based on what's going on in our, our mind.

396

So when I mentioned earlier, the mind

creates movement, movement creates muscle.

397

Well, when your parents said, stop

making that face or get stuck that

398

way, there's actually some truth to it.

399

Julie: When my husband says

to me, don't make that face.

400

I'm like, it's the only face I have.

401

Brian: Right.

402

Julie: Um, I've, I've listened to,

watched a couple of your videos and,

403

um, I think, I think they're great.

404

The videos where you're

speaking in front of crowds.

405

And I heard you say in one of

the videos that we, for better

406

communication, need to learn to speak.

407

other people's language instead

of pushing our own agenda.

408

I mean,

409

Brian: A

410

Julie: I mean, we're all trying

to get something out of, you

411

know, out of our efforts.

412

And for most people who listen

to this podcast, it's networking

413

and relationship building.

414

So what do you mean by speaking

other people's language?

415

I mean, I'm assuming there's the

literal, yes, when you go to another

416

country, try to speak their language,

but what are we talking about when

417

we're all speaking the same time?

418

Brian: very simple one is people learn

through three basic sub modalities.

419

That is auditory, visual

and kinesthetic learning.

420

So if someone has In proportion to their,

their size of their face, larger ears

421

than they tend to be auditory people.

422

So you'd say things like, Hey,

does this sound like a good idea?

423

Do you hear where I'm coming

from or what I hear you saying?

424

So those are with people with larger ears.

425

If people have larger eyes, then

they're more visual learners.

426

So you'd say things

like, well, picture this.

427

Do you see where I'm coming from now?

428

And I'm bad.

429

I will hang up a physical phone call

and say, okay, I'll see you later.

430

Why?

431

Because I'm extremely visual.

432

If I only used visual terms talking

to an auditory person, they're not

433

always going to hear what I'm saying.

434

So you learn to add it all in.

435

And then the third

component is kinesthetic.

436

They're hands on learners.

437

And the facial feature that

represents that is below the

438

nose and above the upper lip.

439

If it's a very wide area right here,

it's called the, uh, not the frenulum.

440

I can't think of the term right now,

but when that's why those tend to

441

be hands on physical people who like

to learn with hands on learning.

442

So you'd say things like, well, once we

get up and get moving and once we take

443

charge and here's the crazy part, if

you're going to go meet in with someone

444

who does podcasts or they put out

press releases or they've got a blog.

445

They will write in the

language that they prefer.

446

So one time I went to, there's a

company here in Dallas I did training

447

for, and I went and grabbed one

of the blogs of their CEO, it was

448

actually a press release, and it was,

we're gonna hit the ground running.

449

And once we get up, we're just

gonna tackle the competition.

450

So when I met with them, what did I do?

451

I used kinesthetic words.

452

Why?

453

I want to speak his language,

454

Julie: I can't stop looking at myself

trying to figure out what my face is

455

saying like it's I know the listeners

This is not a visual medium But we

456

you know Brian and I can see each

other and I'm feeling a little self

457

conscious right now because I feel

like what is he saying about my Eyes,

458

what is he saying about my lips?

459

Yeah

460

Brian: I call this the skill to make

you want to lean in and look away

461

because once, once you learn it,

that's why I purposely put a picture

462

of myself up like six slides into my

keynotes because I want people to see

463

my face and know it's not that bad.

464

But what was funny is the gentleman

that taught to me great guy, but

465

what he would teach it, you'd go

sit in a chair in the middle of

466

the room and he pointed your face.

467

Okay.

468

And you're like, okay, it's not awkward

enough to be in the center of the room,

469

but he's literally pointing your face.

470

But one of the things that he

taught me over time was when

471

you're talking about other people's

facial features, what do you do?

472

You point at yourself and you say, well,

I can tell by year this that way the

473

person can see what you're talking about.

474

Versus if I do this, the whole time I

point at you, all you see is my finger

475

and we know that pointing is bad, but yes.

476

So that's why the company's called

subtle skills, because if you

477

learn this, you never have to

tell anybody what you're doing.

478

And that's the funny thing is it's

hit or miss once I, I asked normally

479

if I'm at, let's say it's a two day

event, I asked to be a day one speaker.

480

So people can come up and

talk to me afterwards.

481

And the entire reason why is

because people are fascinated by it.

482

We all want to know more about

ourselves and what are the faces saying?

483

And so what I set up, like, for example,

if I have a 60 minute keynote, I'll leave

484

the last 15 minutes for volunteers if

there's a way for them to get up on stage.

485

But if not, I hang around the events.

486

So people can come up and going

back to earlier, the thinner upper

487

lip, if somebody said, Oh, analyze

their face, I won't do it now.

488

If they come up and say, would

you analyze my face all day long?

489

But I know automatically people are

guarded with that thinner upper lip.

490

And so if they have that and somebody

else volunteers them, I know they're

491

not going to be happy with it.

492

And I should write down a piece of paper.

493

They're going to disagree

with everything I say.

494

And because we were talking

about a mutual friend that I

495

want you to meet Janine Driver.

496

Janine is a rock star when she's on stage.

497

She shares all of her stories.

498

She even over shares sometimes.

499

And when she gets off stage, if

people ask her personal questions, she

500

goes, Why do you need to know that?

501

So it's once you get to know

people, you can just recognize

502

these features and know, do I

need to keep it strictly business?

503

Should I make it personal?

504

But you're right.

505

As soon as people know what, you

know, then they're a little more

506

like, Oh, how are you doing?

507

Let me just hide my face the entire time.

508

Julie: Okay, so we'll do let's do

a quick read read my face quickly

509

and I promise I won't get upset

510

Brian: So I'll tell you one

of the things that stands out.

511

That first is you have very full

upper eyelids and that's one of

512

the things that's on a cheat sheet.

513

So I was raised in the day and age of Dr.

514

Seuss.

515

So the more lid you see, the

more they think in terms of we.

516

So I know you like to do

things with other people.

517

You prefer that doing things alone.

518

So if I was going to do anything, I

would invite you to go, but I would

519

also, when talking to you, use inclusive

language like, well, once we do this

520

and once we get started, when we work

together, because that's how you think

521

is with fuller upper eyelids, your eyes

522

Julie: for makeup too

523

Brian: Yes.

524

Well, and but you choose to

highlight it with your makeup.

525

Right?

526

Um, your eyes angle up slightly.

527

So you were more the optimist

that you want to hear about

528

the positive side of things.

529

If I have to come deliver bad news

to start with the positive, then

530

work down to the negative instead

of starting at the negative.

531

Good, good, strong jaws.

532

Once you make up your mind, you can

easily latch in and hold your ground.

533

You're pretty much a movable.

534

So if I had to come and convince you

to change your mind, I better bring

535

facts, figures and data and a legitimate

reason because you don't waver easily.

536

Julie: Right.

537

Brian: then we talked about that.

538

Um, here's a funny one.

539

When our noses tilt up slightly, that we

can always see our nostrils right away.

540

That's like saying I've got

air to share with other people.

541

So people will come up and talk to you

because they're like, Oh, she's up for

542

listening to what I'm going to talk about.

543

And she's got air to share.

544

Well, air is a very vital thing, right?

545

So if we all said, take a deep

breath, people go through their nose.

546

So when your nose angles up slightly,

That tells other people that

547

you're willing to listen and share

your time and attention as well.

548

And then, uh, race.

549

Julie: i'm like anything else

550

Brian: Oh, yeah.

551

So when you talk, you've

got talk lines right here.

552

So, um, for the people listening, what

we're talking about is it's, it's to the.

553

If you're going from the inside the mouth

to towards the ears, she's got vertical

554

lines in her chins when she smiles.

555

So that is a talk line.

556

So I know that's the way you get to know

people is through deep conversation.

557

Um, and then raise your

eyebrows up, squint down.

558

Julie: screen

559

Brian: Yeah.

560

Okay.

561

So I can't see if you have, is

there a way to make this larger?

562

Okay.

563

Squint down again for me.

564

Okay, so you have to.

565

So that's called the force

focus line right here.

566

Some people calm their

elevens in their head.

567

Julie: I should get Botox.

568

Brian: Well,

569

Julie: shouldn't be able to see them.

570

Brian: we're talking about for

the people listening is when I had

571

her squint when she raised up her

eyebrows, she's got long lines that

572

are horizontal across her forehead.

573

That's someone who does

deep intense study.

574

So while you can give her the bullet

points, you better give her the

575

user manual because she likes it.

576

She dives in deep to understand things.

577

Then when she squinted in between

her eyebrows were two vertical lines.

578

Yeah.

579

That are fairly deep.

580

And what that means is

deep, intense study.

581

When she's in the middle of something,

then she completely can zone out

582

everyone else while you're working.

583

And then, um, what else did

I see when you did that?

584

Oh, so what the interesting

area is in between your eyebrows

585

is this area right here.

586

It's a little bit, it's

called a self will pad.

587

And what that means is you could

have a micromanaging boss and it

588

wouldn't matter because you're always

thinking, what else should I be doing?

589

What else should I be doing?

590

What else should I be doing all the time?

591

So,

592

Julie: boss is terrible.

593

It's me.

594

Brian: Yeah.

595

So yes, those are all

the things I can see.

596

And this is over a very,

very small picture.

597

But what I'll do for fun is I'll go grab

a few pictures of you off of Instagram

598

and other places, and I'll put arrows.

599

And this is what people

think all the time.

600

Oh, he's just gaslighting.

601

He's just saying things are there.

602

The whole reason I send you a

picture of it is because I'm going

603

to be able to repeat exactly what

we talked about at another time.

604

So unless your face has changed

dramatically since the last time I saw

605

you, I'll be able to do the same diagnosis

or decoding your facial features every

606

single time I see you, I'm going to

say the same thing because I have a

607

procedure top to bottom, left to right.

608

Now, the only thing that may

change is like I used to have

609

straight eyebrows over time.

610

I got angled eyebrows because once I

became a corporate trainer, I didn't

611

understand the material for me.

612

To be able to, uh, and digest it, to

be able to explain it to other people.

613

So angled eyebrows don't necessarily

mean a bad thing, but they can,

614

because it's an authoritarian thing.

615

The person wants to be in control.

616

Well, if you're a corporate

trainer, that's what you are.

617

Right.

618

You have to deliver the information

or now that I teach on how to

619

understand facial features, I

have to understand the material.

620

That's my angle to then

explain it to other people.

621

So I still want to help other people learn

the skill, but I have to learn it first.

622

Julie: It's almost like you're cheating.

623

Brian: It is to a degree.

624

The funny, the cool thing is,

is people's faces are a map.

625

That tells us how to talk to each other.

626

We just haven't been formally

trained crazy part because

627

you look this up earlier.

628

Phrenology was actually the

reason that this got kicked

629

out of the academic system.

630

So once this was taught, it was part

of the education system until Henry the

631

eighth said, I don't like the idea that

beggars and vagabonds can use this skill.

632

And so when they said phrenology,

which was bumps on your head

633

is what you're born with.

634

And as you mentioned,

it was very prejudice.

635

Yes.

636

Well, they threw it out and they said,

well, we'll get rid of physiogamy,

637

which is face reading at the exact

same time, but it was still kept

638

alive to teach to the three A's

attorneys, authors and artists.

639

Julie: Yeah.

640

Brian: So it is, it is like a cheat

code, but everyone's face is just

641

telling you, here's how to talk to me.

642

We just haven't been formally taught

643

Julie: It's interesting when you think

about the, the attorneys because any

644

sort of true crime documentary, which

I've watched, which everybody knows

645

I've watched, like when they talk about

jury selection, or if they do a deep

646

dive into how they chose the jury,

I think it's so interesting how they

647

choose juries, but I don't think I've

ever heard anybody say, Oh, we do it

648

based on these features of their face.

649

It's mostly like, what are they wearing?

650

What are they doing with their hands?

651

Like how, how is their face reacting to

certain, um, stimuli in the room, whether

652

they're words or whatever, but not just

the actual Physical structure of the face.

653

Brian: the physical, the resting facial

features, give you an idea of how do

654

they take in and process information.

655

Everything else that you just

mentioned is reactionary.

656

So micro expressions by Paul Ekman, I

think most people should learn that.

657

The reason I don't focus on it is I

feel like I'd be so busy waiting for

658

your face to react that I wouldn't

be giving you the time and attention

659

that I need to, um, body language.

660

I already mentioned, I think it's huge.

661

Everybody needs to do it.

662

Um, you can look at someone.

663

We're all, we have an idea of body

language or somebody who's closed off.

664

We know not to ask him a lot.

665

If people are open, they're

open for conversation.

666

So you're right.

667

Jury attorneys use a variety of things

in what they call trial science.

668

But yes, physiognomy is one of them

or face reading is a skill that's

669

taught to some attorneys as well.

670

Julie: Yeah.

671

Well, I told you in the intro that,

yes, I was skeptical, even though I had

672

watched, you know, we have talked before

and I had watched your things, but,

673

because I had not seen it in action.

674

Um, I don't think I'm

so skeptical anymore.

675

I think there's some real shit here.

676

Brian: Yeah, I actually one of my slides

in addition to the pictures of me between

677

ages is I said, are you skeptical?

678

So was I because I was, I thought if

I hadn't heard of it and I can find

679

very few books on it, it can't be real.

680

And so I encourage people look, get the

cheat sheet, go and test it for yourself.

681

But it changed my life.

682

I've been using it for 13.

683

5 years.

684

And is it 100%?

685

No.

686

Is it high nineties?

687

Yes.

688

And I'll have to send you

some clips of the last.

689

I did a two hour presentation last

30 to 45 minutes was just people

690

coming up because this was a

very small private mastermind and

691

people always come up stoic, right?

692

Oh, they're not gonna be able to read

me and they always walk away either

693

turning red or laughing because they're

like, God, how does he know this?

694

And I'm like, it's not

695

Julie: Right.

696

Yeah.

697

Um, okay, so the cheat sheet

is get the cheat sheet.com.

698

And then what about you?

699

Um, where should people connect with you?

700

Is it LinkedIn?

701

Is it your website?

702

You mentioned Instagram, like where's

the, or Twitter I think, or X or TikTok

703

Brian: Uh, I'm pretty much agnostic.

704

I need to get better.

705

I don't do Twitter.

706

I should add that in, but on everywhere.

707

No,

708

Julie: leave it I, I think you

should be like, dominant in one

709

or two places, so I'm dominant

in Instagram and LinkedIn, so.

710

Brian: I am also, um,

for it's subtle skills.

711

Nobody can spell it, but S

U B T L E and then skills.

712

S K I L L S.

713

And what you'll see underneath

it is because it's verified.

714

It has my real name too,

which is Brian G A L K E.

715

But I'm everywhere.

716

Subtle skills.

717

Julie: Well, that's awesome.

718

Okay.

719

And I'll put links to that

in the show notes anyways.

720

Um, but this actually has been

really, really interesting.

721

I'm, I'm really glad.

722

I'm forgetting how we were introduced.

723

Brian: Kevin Kepler.

724

Julie: Kevin, Kevin, the man

with the million dollar voice.

725

Yes.

726

Yes.

727

Kevin.

728

My, my listeners will remember that voice.

729

Um, so Kevin introduces, but I'm so glad.

730

I'm so glad we did this.

731

Thank you for coming.

732

Brian: Yes.

733

Thank you for having me.

734

So.

735

What do you think now?

736

Are you still skeptical?

737

I have to tell you.

738

After I talked with Brian, he

sent me a bunch of marked up

739

images of my face, pointing out.

740

How the different parts of my face,

the shapes, the angles, et cetera, laid

741

out a roadmap for him, understanding

how I like to be communicated with.

742

And also how I like to engage with people.

743

You know what he, wasn't far off.

744

I got to tell ya.

745

Does this seem like a lot of work?

746

Yes, constantly analyzing the

features of others to determine

747

how to interact with them.

748

Seems like it would be exhausting, but

maybe it's the kind of thing, you know,

749

the more you do it, the easier it becomes.

750

In any case.

751

I really enjoyed my

conversation with Brian.

752

I walked into it thinking it was

going to be more of a side show

753

talent, if you know what I mean?

754

Funny that he referenced PT Barnum

in the beginning of our conversation.

755

But I left thinking it might

actually be a really valuable tool.

756

If you take the time and effort

into learning more about it.

757

Now.

758

Onto the drink of the week,

which sticking with a circus

759

theme is the electric circus.

760

Here's what you're going to need.

761

Three fourths sounds of gin,

three fours ounce of Madorie

762

three fours ounce of lemon juice.

763

Three, four ounce of Jenna.

764

Puppy one dash barkeep, Chinese spitters.

765

I didn't know what that was.

766

So I used her.

767

Um, regular aromatic bitters.

768

Combine all ingredients and a mixing

glass and shake with ice shake,

769

shake, shake, shake, shake straight

into a coop or a cocktail glass

770

and garnish with a lemon twist.

771

All right friends.

772

That's it for this week.

773

I hope you enjoyed this conversation.

774

If you like what you heard

today, please leave review.

775

Please do that and

subscribe to the podcast.

776

Also, please remember to share the podcast

to help it reach a larger audience.

777

If you want more.

778

Julie Brown that's me.

779

You can find my book.

780

This shit works on Amazon

or Barnes and noble.

781

You can find me on

LinkedIn at Julie Brown BD.

782

Go ahead and reach out.

783

Just let me know where

you found me when you do.

784

I'm Julie Brown underscore BD

on the Instagram, or you can

785

pop on over to my website, Julie

Brown, bd.com until next week.

786

Cheers guys.