Jul 13, 2021
During this episode of
the Lab Coat Agents
Jeff Pfitzer talks to Michael
Reddington - President at InQuasive. He has a background in
forensics interrogation. Michael works with people to help them
become better listeners, interviewers, and more
- Michael shares how his life has been a series
of accidental job acceptances. He discusses his past success in
interviews and interrogation and what motivated him to continue in
- He really wanted to understand what it takes to
sit down with a complete stranger with completely opposing
interests, goals, fears, and motivation and persuade them to share
most of the truth in a very stressful situation.
- Decades of experience with the world’s leading
Non-confrontational Interview and Interrogations Training
organization made Michael realize that the very best leaders and
interrogators capitalize on the same two core skills –
Vision and Influence.
- Currently, Michael spends most of his time
working with executive and business professionals teaching them
“How to apply strategic, ethical, observation and persuasion
techniques with discipline listening methods.”
- Jeff is fascinated and is curious to know about
some fun experiences encountered by Michael.
- Several years ago, Michael received a phone
call from a Fortune 500 national company where the President of
Consumer Marketing was retiring.
- The Fortune 500 company wanted Michael to
interrogate their Director based on a fraud rumor. If the rumor
turned out to be true, then the company would fire the Director
otherwise, give him the VP post.
- Using good techniques, taking a report-based
approach, Michael interrogated the Director. Ultimately, Michael
compelled the Director to confess the frauds.
- Michael points out the importance of thinking
during any conversation or engagement “How will this one
conversation take me closer to my goals?”
- People have far more motivation to project
their own interest than work with us unless there is already a
strong relationship, says Michael.
- People in any type of position or authority or
expertise can get really tempted to chase the conversation down,
- Michael shares details about the research that
came out in mid-2000 on the topic of “Judging somebody’s
trustworthiness, just by looking at somebody’s
- Jeff and Michael talk about the psychological
tweaks one can make during important conversations.
- In a home-buying scenario, agents can encounter
couples with two different mindsets, depending on where they are
and how they feel. Michael talks about opting for a value-based
approach for communicating with people.
- Michael shares few tips about “How to start a
- “Our brains are wired to listen for information
that confirms what we already believe,'' says Michael.
- Jeff goes deep into a specific scenario and
asks Michael about those agents who want to improve their
- “Focus on the process, and the result takes
care of itself”, says Michael.
3 Key Points:
- Michael talks about his journey, the ups and
downs, and how he finally got the Certified Forensic Interviewer
(CFI) designation. The certification helped him get recruited by
the world’s leading Non-Confrontational Interview and
Interrogations Training organization.
- How can you create the best possible
reputation by building positive client relations?
- Michael talks about the 7 automated ways of