Some clips if you want to replay the whole training topic click the link https://open.spotify.com/episode/4MSzINUzlPYegRRcYO5zwa?si=JaC8npI8TvuUnlPysyZQFg

@Andrew Ruellan do you consider that to be the business of people for fixing cars, or the business of fixing people for cars?

So… why do most people pick A? If you answered A yesterday — the guaranteed £10,000 over a 25% shot at £50k — you're in good company. Most people do. Even though B is worth £2,500 more on average. Here's what's actually happening in your head when you make that call, and why it matters for how you run your garage. Choosing A: you're protecting against loss. Picking the guaranteed £10,000 isn't really about wanting £10,000. It's about not wanting to risk walking away with nothing. Psychologically, the pain of ending up empty-handed hits far harder than the pleasure of the extra £2,500 would feel good. Nobel-winning research (Kahneman & Tversky, Prospect Theory) found we feel a loss roughly twice as intensely as an equivalent gain. So the brain does the maths on feelings, not on pounds — and certainty wins, even when certainty is the worse deal. If that's you, ask yourself where else this shows up in your garage: - Discounting a job rather than risking the customer walks — protecting against the "loss" of that job, even when holding your price is the better long-run move. - Taking every booking that comes in, good customer or nightmare, because an empty bay feels like a loss. - Putting off a price rise for years, because the fear of losing customers looms bigger in your head than the extra margin ever does. - None of that is a character flaw. It's how brains are wired. But it's worth knowing it's running the show. Choosing B: you're playing for upside. If you went for the gamble, you're weighing this differently — you're comfortable trading a guaranteed outcome for a shot at something bigger, because on average, it's the better bet. That's not recklessness, it's just a different relationship with risk. You've done the maths, or you trust your instincts enough to bank on the odds rather than the certainty. That mindset shows up as: - Investing in a new lift, a new hire, or new kit before you're "certain" it'll pay off — because you can see the expected return is there even without a guarantee. - Raising prices confidently, accepting a handful of customers might leave, because the maths on the other side works out better. - Chasing bigger jobs over safe, small ones, because you're comfortable with variance if the average outcome is stronger. -