The 7/11 Rule: Shifting Fear into Productivity and Profitability

Did you know that neuroscientists at New York University and Harvard University discovered we make up to 11 assumptions about someone within just seven seconds of meeting them?

This phenomenon is known as the 7/11 Rule (not to be confused with the convenience store).

The Assumptions We Make in Seven Seconds

In those first seven seconds, people form impressions about:

Education level
Economic level
Perceived credibility, believability, competence, and honesty
Trustworthiness
Level of sophistication
Gender identity
Level of success
Political background
Religious background
Ethnic background
Social, professional, or sexual desirability

Once these assumptions are made, we unconsciously spend the rest of our interaction looking for evidence to confirm them.

Now, let’s connect this to something that impacts your ability to succeed in business: fear and how it shows up in your communication.

How Fear Impacts Communication

In 1971, Professor Albert Mehrabian of UCLA introduced the 7–38–55 Rule for communication:

7% through spoken words
38% through tone of voice
55% through body language

When fear takes over—whether it’s public speaking, networking, or a sales conversation—it affects your body language, tone, and focus. Symptoms like a racing heartbeat, trembling, sweating, or the urge to avoid the situation altogether are common.

This fear creates unintentional signals, such as:

Widened eyes
Raised eyebrows
Flared nostrils

These physical signs, while subtle, often convey emotions like anger, boredom, or arrogance—none of which are inviting to potential clients or collaborators.

Fear's Impact on Productivity and Profitability

Because 55% of communication is non-verbal, fear can unintentionally push people away. This undermines your ability to connect, communicate, and achieve your goals, particularly in areas like:

Sales and client conversations
Networking and building relationships
Team leadership

Even when you think you’re hiding your fear, others can sense it, creating barriers to productivity and profitability. Left unchecked, fear becomes a silent saboteur, keeping you stuck and preventing progress.

How to Shift Fear into Clarity and Action

If fear is holding you back from reaching your 90-day or annual goals—or even setting them—it’s time to make a change.

Here are three steps to start shifting fear into action:

Acknowledge the Fear: Recognize it as a natural response, not a reflection of your abilities.
Focus on Non-Verbal Communication: Practice calming your body language and tone to project confidence.
Join a Supportive Community: Surround yourself with people who inspire, challenge, and help you stay accountable.

Join The Momentum Squad to Overcome Fear

If you’re looking for a community to support and guide you, consider The Momentum Squad. For nearly 20 years, I’ve led this weekly strategic coaching mastermind to help amazing women in business shift from fear to clarity, confidence, and productivity.

When you join The Momentum Squad, you’ll get:

Weekly Momentum Calls every Monday to set intentions and tackle challenges.
Proven strategies to shift fear into action and increase both productivity and profitability.
A supportive network of like-minded women entrepreneurs focused on growth and success.

👉🏼 Click here to join The Momentum Squad today and start shifting fear into unstoppable momentum.

Final Thoughts

Fear may feel overwhelming, but it doesn’t have to define your journey. By understanding its impact, improving your communication, and surrounding yourself with the right community, you can turn fear into a powerful tool for growth.

Remember, greatness isn’t built on hustle—it’s built on habits.

Here’s to unstoppable momentum,
The Get It Done Diva
(Marianne Emma Jeff)

P.S. Don’t let fear hold you back another day. Join us for the next Weekly Momentum Call and start creating clarity, confidence, and commitment in your business. You’ve got this! 🚀