The Currency of Influence Is Empathy
I’ve been sitting on this topic for weeks, not quite sure how to articulate it. As someone who studies influence professionally (and let’s be honest, obsessively), I’ve watched a concerning “trend” unfold across brands and thought leaders alike.
“Empathy is the currency of influence.”
I agree… except most of us are spending counterfeit bills.
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This week, I’m challenging the superficial understanding of empathy that’s become the go-to influence strategy in every business book, marketing webinar, and leadership podcast.
Is sharing your personal struggles really the key to connection?
Or have we fundamentally misunderstood what true influence requires?
When Empathy Becomes Theater
Business is influence. Marketing is influence. Leadership is influence. And yes, empathy is the currency that drives all meaningful transactions—but not in the way most “experts” are teaching.
The marketing world keeps selling us the idea that influence comes from sharing our journey and struggles.
“Be vulnerable!”
“Tell your story!”
“Share your challenges!”
This advice is everywhere, and there’s truth to it— except when it becomes vulnerability for vulnerability’s sake.
The prevailing wisdom suggests that sharing your struggles creates connection. But what if that’s just the lowest denomination of the currency we’re trying to trade in?
In the video, I share a counterintuitive case study from the luxury automotive world that completely transformed my understanding of how empathy drives influence. This CMO’s approach defied conventional wisdom about vulnerability—and delivered unprecedented results.
The Hidden Cost of “Me Too” Moments
We’ve all experienced that conversation where someone shares something personal, and immediately, someone jumps in with
“That happened to me too!”
This instinctive response—which feels like creating connection—might actually be devaluing the very currency we’re trying to exchange. I break down why this matters for anyone looking to build genuine influence and what to do instead.
Key Questions This Episode Answers
- Why does surface-level empathy fail to create lasting influence?
- What’s the fundamental misunderstanding about vulnerability in business?
- How do truly influential people invest their empathy differently?
- What specific techniques can replace our “me too” instincts?
A Question For You
When was the last time you experienced true empathy in a business context—where someone made space for you instead of sharing their similar story? Share your thoughts in the comments below— I’m genuinely curious about your experiences with this.
The secret to influence isn’t perfecting your story—it’s mastering the art of hearing someone else’s.
Until next week,
Let’s Connect
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