Fact is, it’s a big red herring! 

It came out in the early 1970s from Albert Mehrabian, currently Professor Emeritus of Psychology, UCLA. While he is a brilliant professor, even the man himself says that his findings are largely irrelevant unless a person is talking about their attitudes or feelings. He is almost embarrassed that the ‘rule’ is cited by many misinformed and yet experienced trainers and consultants throughout the world.

Next time you hear anyone say this, ask them where it came from and how they know it to be true. In the meantime, you should place a lot more emphasis on a balance of communication messages. From my own anecdotal research, the ratio is more like 35-35-30. That means it’s vitally important what you say, which makes scripts absolutely vital!

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