Advice from a Slot Machine: How Expectations Influence Action

Fresh from Jake's Mindlab: The Psychology of Slot Machines and Our Expectations

I love a good casino trip. The buzz, the lights, the sounds - it's all part of the allure. While my wife typically gravitates towards the slots, I'm more of a blackjack player. But even I can't resist the siren song of a slot machine, especially when it's got a unique feature.

Recently, I came across a particularly interesting slot machine at a local casino. It had three bonus features, each represented by a string of firecrackers. The machine's instructions clearly stated that any spin could trigger a bonus. However, the machine also had a hidden element: a series of rockets that could randomly appear on the reels.

When a rocket appeared, it would shoot up and potentially ignite one of the firecrackers. The more firecrackers that were lit, the closer you were to triggering the bonus. But here's the twist: the number of lit firecrackers had no bearing on whether you would actually hit the bonus. It was purely a visual cue.

Despite this, I observed an interesting phenomenon. People were more likely to play a machine with several firecrackers lit, believing that they were closer to a big win. Conversely, machines with few or no lit firecrackers were often ignored.

This behavior is a classic example of how our expectations can influence our actions. When we see a machine with many lit firecrackers, we anticipate a big win. This positive expectation can lead us to play more aggressively, often betting more than we might otherwise. On the other hand, a machine with few lit firecrackers may leave us feeling discouraged, leading to less aggressive play.

A key factor in this phenomenon is the perceived time and money investment. Players sitting down at a machine with few or no lit firecrackers are often prepared to spend more time and money to reach the bonus. They see it as a long-term investment, believing that persistence will eventually pay off.

In contrast, players at a machine with many lit firecrackers often have a shorter fuse. Their expectation is that the bonus is imminent, and they're less willing to invest significant time or money. This is despite the fact that the firecrackers have no actual impact on the odds of winning.

The casino, of course, is aware of this psychological phenomenon. By creating a visual cue that suggests progress towards a win, they can manipulate our expectations and encourage us to play longer.

So, what does this have to do with our daily lives?

Consider your own "slot machine" - your workday. How do your expectations influence your productivity? Do you start each day with a sense of optimism and anticipation, or do you approach it with dread and resignation?

Just like the slot machine, your chances of success are the same regardless of your current situation. Yet, our expectations can significantly impact our motivation and performance.

Here are five NLP-based techniques to improve your expectations and boost your productivity:

• Reframing: This is changing the way you perceive a situation to focus on positive aspects or opportunities. For example, instead of thinking "I hate making cold calls", reframe it as "I'm excited to connect with new people and potentially discover new opportunities."
• Anchoring: This is associating a positive emotion or state with a specific stimulus, such as word, image or gesture. For example, before starting your workday, listen to a favorite song that energizes you. Associate this song with feelings of success and motivation. Whenever you need a boost, listen to the song to trigger positive emotions.
• Submodalities: This is exploring the sensory details of a memory or experience to enhance or change its emotional impact. For example, imagine yourself closing a big deal. Visualize the details, including the client's reaction, your feelings of accomplishment, and the receipt of the signed contract. The more vivid your visualization, the more powerful it will be.
• Future Pacing: This is visualizing yourself having already achieved your goals to build motivation and confidence. For example, imagine yourself at the end of the week, having successfully completed all your goals. What does it feel like? How do you celebrate? Visualize these details to build motivation and confidence.
• Visualization: This is creating mental images of yourself succeeding to reinforce positive beliefs and expectations. For example, imagine yourself confidently making cold calls, the conversations going smoothly, and the clients expressing interest. Practice this visualization daily to reinforce positive beliefs and expectations.

By incorporating these NLP techniques into your daily routine, you can significantly improve your expectations and boost your productivity. Remember, your mindset is a powerful tool that can shape your reality.