Ex-psychiatric nurse reveals the mind hacks that turn conversations into cash – no side hustle required

Feeling stuck in your career? Wondering why your income’s not matching your ambition, even though you’re working harder than ever?

According to Jessen James – a 9x award-winning international speaker, sales psychology expert, and former psychiatric nurse – it’s not your CV or side hustle that’s holding you back. It’s your ability to influence.

Jessen grew up in poverty as the child of Mauritian immigrants, facing racism and hardship early in life. By 27, he was one of the UK’s youngest Ward Managers, leading high-pressure psychiatric units. But when the 2009 recession cost him his job, Jessen pivoted – launching a care business, achieving financial freedom by 31, and becoming a millionaire within two years.

Today, he brings the insights of clinical psychology to the commercial world, teaching people how to master the psychology of persuasion – landing better jobs, negotiating pay rises, and attracting high-value clients.

“It’s not about business jargon or corporate scripts,” says Jessen, founder of the Influence To Income Method™. “It’s about human behaviour. If you can’t get people to say yes, you’ll stay stuck – no matter how good you are.”

Jessen says most people don’t have a lead problem – they have a sales flow problem.

“But I’m not talking about old-school, sleazy sales,” he clarifies. “It’s about helping people see your value. That’s where the money is – and this is how you start fixing it today.”

Here, Jessen James shares five psychological mind hacks that can help boost your income – without the need for a second job or endless hustle.

Talk to the version of them that already said yes!

People don’t buy when they understand – they buy when they feel understood, so really start to tap into their emotions. Before someone buys, they’ve got to see themselves in the outcome – whatever that transaction is – your boss, a customer, or whoever that interaction is with.

Get them imagining life after they’ve said yes – what changes, what improves for them, how it feels to them. When people start to emotionally connect with that version of themselves, they start selling themselves for you – and it’s as simple as that. I love the saying – remember this – you’ve already got the gig, you’ve already got the yes in theory, and “the buyer” is now just looking for a reason to say no. So, don’t let them find a reason to say no!

People buy confidence, not credentials

At the end of the day, people buy into your certainty more than your credentials. Confidence isn’t just about being attractive – it’s all about being persuasive. Here’s the thing. If you start to speak with hesitation, have tell-tale signs in your body language – people simply won’t trust you. It is that simple.

The best way is to speak slowly, clearly, and unapologetically. That calm authority makes people believe you can deliver – so own it.

Don’t just tell people what they’ll gain – show them what they’ll lose by not making any moves

Fact: The human brain is wired to avoid pain more than it’s wired to chase pleasure. That means people move faster to avoid loss than to gain something new. Paint the price of procrastination. Analysis paralysis becomes analysis overload – you overthink yourself out of progress.

People need to feel what taking no action is really costing them – in money, time, energy, and opportunities. When the pain of staying the same gets louder than the fear of change – that’s when they move.

Match their mood, command the room

One of the fastest ways to lose a potential buyer – or even just someone’s attention – is by showing up at the wrong emotional level. This is what I teach inside my Influence To Income Method™ training. You’ve got to match their mood before you command the room. If someone’s uncertain, and you come in like a bulldozer – you’ll lose them instantly. So, start by reading the room, meeting people where they are – then shift the energy upward. People need to feel seen before they’ll follow you. Meet them. Match them. Then lead them.

Make it feel like their idea

Let me let you in on a secret… the fastest way to lose a sale is to tell someone what they “should” do.

No one likes a smartass – and this is the number one way I see people losing sales. Let’s be frank, people don’t like being sold to – but they love buying. So instead, switch your mindset to use language that makes them feel in control. Ask questions. Let them arrive at the answer themselves – and when it feels like their decision, they’ll commit harder and faster. Trust me.

So whether you’re trying to grow your bank balance or just stop leaving money on the table, these subtle psychology shifts could be the missing piece. Start practising today to start turning your conversations into cash.

Follow Jessen James on Instagram and visit jessenjames.com