The "Smart Person" Trap
The "Smart Person" Trap
newsletter.scottdclary.com
Hi All!
Here is my weekly letter discussing mental models, performance, business and entrepreneurship.
If you love this content (please share it), but also…
Check out my Podcast, connect with me on YouTube / Twitter, and read my Daily or Weekly newsletter.
Sponsor: Netsuite
Running a business isn’t easy, especially with costs rising everywhere you turn. I’ve been there. That’s why I want to share something that will make a real difference: NetSuite. It’s a cloud-based system that brings together all your business processes — accounting, inventory, HR, you name it — into one place. No more wasting time juggling multiple systems or dealing with IT headaches.
The efficiency boost alone has been worth it for us. Plus, being able to access everything from anywhere? Game changer. I know, it sounds like a lot of hype, but over 37,000 companies are using it for a reason. If you’re looking to cut costs and streamline operations, it’s worth checking out. They’ve got a financing program going on right now at NetSuite.com/SCOTTCLARY. Take a look if you’re interested — it might be what your business needs.
Why Your Big Words Are Making You Less Influential
You just finished a presentation to senior leadership. Your slides were peppered with terms like “paradigm shift,” “synergistic approach,” and “holistic framework.” You used “leverage” as a verb six times. Your sentences were architectural marvels of subordinate clauses.
And nobody remembered a single thing you said.
Sound familiar? Congratulations — you’ve fallen into the “Smart Person” trap, where your desperate attempt to sound intelligent is actually making you less effective.
The Meeting That Changed Nothing
Let me tell you about Sarah, a brilliant product manager at a tech startup. Last week, she sent this message to her team:
“We need to optimize our cross-functional collaboration paradigm to leverage strategic synergies and facilitate enhanced user experiences through implementation of innovative methodologies.”
Her team nodded politely. Then they all went back to their desks and… did absolutely nothing. Why? Because no one had any idea what they were supposed to do.
Now imagine if Sarah had written:
“Our users are frustrated because our teams aren’t talking to each other. Let’s set up daily 15-minute check-ins between design and engineering to catch problems early.”
Same message. Different impact. The first version made Sarah sound smart. The second version made things happen.
The High Cost of Showing Off
Every time you choose a complex word over a simple one, you’re making a trade.
You’re trading actual influence for the appearance of intelligence. You’re swapping real impact for intellectual peacocking.
And it’s costing you more than you think.
Studies show that people remember only 10% of a message after three days. But that number plummets to nearly zero when the message is clouded by jargon and complexity. Your brilliant insights? They’re dying a slow death in the graveyard of impressive vocabulary.
The Real Smart Move
The most influential people in any field — from tech titans to world-class scientists — share one surprising trait: They can explain complex ideas in simple terms. They’re not trying to sound smart. They’re trying to be understood. To be useful. To create value.
And that’s what people remember.
Today, I’m going to show you how to break free from the “Smart Person” trap. You’ll learn why your brain is addicted to complexity, how to translate your expertise into language that actually moves people to action, and the counter-intuitive reason why simplifying your message takes more intelligence than complicating it.
But first, let me ask you something:
Are you ready to be remembered for what you helped people achieve, rather than the impressive words you used?
Because that’s what real influence looks like.
And it starts with a simple choice: Will you try to sound smart today, or will you choose to be useful?
The Hidden Cost of Intellectual Peacocking: Why Your Brain is Addicted to Complexity
Picture a doctor telling a patient they have “acute myocardial infarction with ST elevation suggesting coronary artery occlusion” instead of saying “you’re having a heart attack and we need to act fast.” The first version might showcase years of medical training, but the second version saves lives.
The Psychology Behind Our Complexity Addiction
Why do we want to sound smart?
Let’s get neurological for a moment. Your brain is playing a fascinating trick on you — one that’s deeply rooted in our evolutionary past. When you use complex language, your dorsolateral prefrontal cortex (the brain’s status center) gets a tiny hit of dopamine. It’s the same reward system that made our ancestors show off their fancy cave paintings and elaborate hunting techniques.
But here’s the problem: This prehistoric programming is sabotaging your modern effectiveness. While our brains reward us for displaying complexity (remember that dopamine hit?), this ancient wiring creates three devastating paradoxes in today’s world.
Just as our primitive craving for sugar once helped us survive but now leads to health problems, our instinct to demonstrate complexity is creating professional handicaps.
Here’s how this evolutionary mismatch manifests in what I call The Three Paradoxes of Complexity…
The Three Paradoxes of Complexity
The Expertise Paradox
The more you know about a subject, the harder it becomes to remember what it’s like not to know it
This “curse of knowledge” creates an empathy gap between you and your audience
Result: Your expertise actually becomes a barrier to sharing your expertise
The Credibility Paradox
Studies from Princeton’s Psychology Department show that complex writing is often perceived as a sign of poor confidence and unclear thinking
The more jargon you use, the more people suspect you’re hiding something
Simple language is associated with mastery; complexity with compensation
The Memory Paradox
Human working memory can only hold 4–7 pieces of information at once
Complex language forces the brain to do two jobs: decode your words AND understand your message
When cognitive load increases, retention plummets
This isn’t just cognitive theory — it’s costing organizations real money and measurable productivity.
When we look at the hard data, the impact of this memory limitation becomes startlingly clear.
The Real Numbers Behind the Problem
Let’s talk data:
81% of readers prefer simple language in business communication
Complex messages require 156% more processing time
Clear communication can reduce follow-up questions by 73%
Companies with clear communication outperform peers by 47% in employee retention
Yet despite these numbers, we’re seeing:
A 12% annual increase in business jargon usage
64% of employees saying they regularly pretend to understand complex workplace communication
$37,000 per employee in annual lost productivity due to poor communication
And for content creators, the cost of complexity hits even harder:
73% drop in audience engagement when content uses industry jargon
81% of readers abandon articles within 20 seconds when faced with complex language
Content with simpler language sees 57% more social shares
Email newsletters written at a 6th-grade reading level have 36% higher click-through rates
Blog posts with shorter sentences and simpler words get 63% more backlinks
Videos explaining complex topics in simple terms receive 2.7x more shares than their complex counterparts
Clear, simple marketing copy converts 93% better than jargon-filled alternatives
The irony? We keep investing in better cameras, fancier graphics, and more sophisticated platforms, tech, tools, while ignoring the one thing that matters most: being understood.
The Trust Economy: Why Clarity is Currency
Silicon Valley venture capitalist Marc Andreessen has a brilliant test for startup founders: Can they explain their complex technology to a smart 14-year-old? Those who can’t often don’t get funded. Why? Because clarity isn’t just about being understood — it’s about being trusted.
When you speak or write with unnecessary complexity, you trigger what psychologists call “cognitive strain” in your audience. This subtle mental friction:
Activates skepticism
Reduces trust
Decreases likelihood of action
Impairs memory formation
Lowers emotional connection
Think of it this way: Every extra syllable, every piece of jargon, every complex sentence structure is a tiny withdrawal from your trust bank account. And like any account that’s constantly depleted, the hidden costs compound in ways you might not expect.
The Hidden Costs: Beyond Just Being Misunderstood
The price of complexity goes far beyond mere confusion:
Decision Paralysis
Complex communication delays decisions
Teams spend 30% more time clarifying than doing
Projects stall while people decode instead of act
Innovation Barriers
Great ideas get lost in translation
Cross-functional collaboration suffers
Creative solutions die in complexity
Cultural Toxicity
Jargon creates in-groups and out-groups
Complexity becomes a power play
Trust erodes across organizational levels
Financial Impact
Missed deadlines from unclear communication
Increased training costs
Higher error rates
Lost opportunities from delayed decisions
The Status Game You’re Actually Losing
Here’s the ultimate irony: The very behavior you’re using to appear smart is making you look less competent to the people who matter most. In a world drowning in complexity, clarity is the new intellectual status symbol.
Consider:
Warren Buffett writes his famous shareholder letters at a 4th-grade reading level
Apple’s design philosophy is “simplicity is the ultimate sophistication”
Richard Feynman won a Nobel Prize in Physics but was famous for explaining quantum mechanics to freshmen
They understood something crucial: True power isn’t about showing what you know — it’s about sharing what you know in a way that creates value for others.
Are you ready to learn how to do the same?
First, take a moment to count the cost: How many opportunities have you lost because you chose impressive words over actual impact?
The good news? You can start changing that today.
We’re going to explore some practical tools, techniques and ideas for breaking free from the complexity trap.
Real Intelligence vs. Performative Intelligence: The Power of Purposeful Simplicity
The Feynman Principle: Why Genius Speaks Simply
Richard Feynman, the Nobel laureate physicist, had a radical approach to understanding complex ideas: If he couldn’t explain it to a freshman in simple terms, he didn’t really understand it himself. This wasn’t just humility — it was a profound insight into the nature of real intelligence.
Feynman’s method exposes what I call the three distinct levels of expertise, each revealing a different relationship with complexity.
The Three Levels of Understanding
Surface Understanding (The Mimic)
Memorizes terminology
Repeats expert phrases
Can’t adapt explanation to audience
Crumbles when questioned deeply
Functional Understanding (The Practitioner)
Knows how things work
Can solve common problems
Explains with some jargon
Limited ability to simplify
Deep Understanding (The Master)
Sees core principles
Creates simple metaphors
Adapts to any audience
Welcomes and illuminates questions
These three levels aren’t just theoretical distinctions — they’re reflected in how our brains actually process and store information. Think of your brain like a master file compression system: the better you understand something, the smaller and clearer the file becomes.
The Cognitive Science of Clarity
Recent neuroscience research reveals something fascinating: When we truly understand a concept, our brain creates what scientists call “compressed representations” — simplified mental models that capture the essence without the complexity. This is why:
Einstein used thought experiments about trains and elevators to develop relativity
Warren Buffett explains complex financial concepts using lemonade stands
Steve Jobs described the computer as a “bicycle for the mind”
They weren’t dumbing things down. They were displaying the hallmark of true mastery: the ability to find the simple within the complex.
The Translation Test: How to Know If You Really Know
Here’s a great exercise: Take the most complex idea in your field and explain it three ways:
To a peer (using full technical language)
To a smart teenager (using everyday analogies)
To a child (using stories and pictures)
If you can only do the first one, you’ve got performative intelligence. If you can do all three, you’ve achieved real understanding.
The Evolutionary Advantage of Simplicity
Now, from a cognitive evolution standpoint, our brains are wired to preserve energy.
So if we do not truly understand a concept, we can’t actually explain it (or explain it simply).
This creates problems.
Complex language creates what neuroscientists call “cognitive load” — it forces the brain to work harder than necessary. This triggers two primitive responses:
The Survival Response
Brain identifies complexity as potential threat
Attention narrows
Retention decreases
Trust diminishes
The Conservation Response
Mental energy diverted to decoding
Less capacity for actual understanding
Reduced ability to act on information
Lower likelihood of memory formation
This is why simple explanations aren’t just more effective — they’re more evolved.
The Masters of Meaningful Simplicity
Let’s look at how true experts communicate:
Charlie Munger (Vice Chairman, Berkshire Hathaway)
Complex Concept: Incentive-caused bias in financial markets
Simple Explanation: “Show me the incentives and I’ll show you the outcome”
Richard Dawkins (Evolutionary Biologist)
Complex Concept: Natural selection
Simple Explanation: “Like a sculptor who chips away everything that doesn’t look like the statue”
Carl Sagan (Astrophysicist)
Complex Concept: The scale of the universe
Simple Explanation: “Billions and billions of stars” (making cosmic scale graspable)
The Courage to Be Clear
But the obvious question (before we figure out the answer) is, why do we have so much trouble with this?
Why do we love to be complex?
Speaking simply requires intellectual courage. When you strip away the protective armor of complex language, you:
Expose your ideas to real scrutiny
Risk being misunderstood initially
Must admit when you don’t fully understand something
Have nowhere to hide
But this vulnerability is precisely what makes simple communication so powerful. It shows:
Confidence in your understanding
Respect for your audience
Commitment to actual impact
Intellectual honesty
And here’s the beautiful part: This kind of naked honesty doesn’t just feel better — it pays better.
The ROI of Real Intelligence
Organizations that prioritize clear communication see measurable results:
37% higher employee engagement
42% faster project completion
56% better customer satisfaction
29% higher profit margins
And for creators and content producers, the numbers are even more striking:
73% higher audience retention
81% increase in social sharing
92% better conversion rates
2.5x more backlinks and citations
Why? Because real intelligence multiplies itself through understanding, while performative intelligence dies at the end of each impressive sentence.
Breaking the Complexity Habit
Want to know if you’re actually being clear or just playing intellectual dress-up?
Here’s a brutal but effective way to find out. I call it the Intelligence Strip-Down, and it starts with the person who’s never impressed by your fancy vocabulary: your grandmother.
The Grandmother Test
Explain your idea to an elderly relative
If they get it, you’re on track
If they don’t, simplify further
The Metaphor Method
Find everyday analogies for complex concepts
Test them with different audiences
Refine until they consistently create “aha” moments
The Clearity Criteria
Can someone act on your explanation?
Does it generate good questions?
Do people share it with others?
Does it stick after 24 hours?
Remember: Your goal isn’t to make complex things simple. It’s to make complex things understandable. There’s a crucial difference.
Next, let’s explore exactly how to translate your expertise into language that creates lasting value. But first, try this: Take the last complex email you wrote and rewrite it for a smart 12-year-old. What changes? What improves? What becomes clearer even to you?
That clarity? That’s real intelligence at work.
The Value Currency: Why Usefulness Trumps Vocabulary
A young programmer once asked Linus Torvalds, the creator of Linux, about elegant code architecture. Torvalds responded: “Show me the code.” Not the theory. Not the elegant design documents. The actual, working code that solves real problems.
This is the essence of value currency: What you can do for others matters infinitely more than how impressively you can describe it.
To understand how to think about communicating I’ve broken this down into a few separate, yet important, ideas.
Why your brain remembers useful information but forgets impressive jargon
How value spreads itself while complexity dies in isolation
What happens in the trust economy when you choose clarity over complexity
The real metrics that prove simple beats smart every time
Why companies like Google and Amazon are moving toward radical simplicity
How to convert your expertise into actual value for others
Here’s the playbook.
1. How Useful Information Sticks
Your brain is a ruthlessly efficient librarian. It doesn’t file away information based on how impressive it sounds — it catalogues based on utility. This is why you can still remember your childhood phone number but forgot yesterday’s motivational speaker’s elegant turns of phrase.
Think about the last time someone taught you something truly useful. Maybe it was a keyboard shortcut that saved you hours, or a negotiation tactic that helped you close a deal. The information stuck because it had immediate, practical value.
And this utility doesn’t just help you remember — it creates momentum.
2. When Value Creates Velocity
Value spreads like a virus. When was the last time someone forwarded a jargon-filled email? Now think about how quickly practical tips and actionable insights travel across an organization.
A friend of mine, a junior analyst at McKinsey once created a simple Excel template that helped consultants format their slides faster. Within weeks, it had spread globally across the firm — not because it was brilliant, but because it was useful. No fancy presentation needed. Value spoke for itself.
And every time someone shared that template, something else happened: they built trust.
3. Building Influence Through Utility
Every interaction is a transaction in the trust economy. When you share something useful, you make a deposit. When you waste someone’s time with empty eloquence, you make a withdrawal. The math is simple, but the impact is profound.
Consider two types of experts:
The Vocabulary Virtuoso: “Our cutting-edge methodologies leverage cross-functional synergies to optimize organizational efficacy through strategic implementations of best-practice paradigms.”
The Value Creator: “Here’s a five-minute morning routine that will help your team catch problems before they become disasters. We tested it with 20 groups and it reduced emergency meetings by 70%.”
Who would you trust? Who would you remember? Who would you seek out when facing a real challenge?
This trust becomes especially crucial in today’s battle for attention.
4. Why Useful Wins
In a world drowning in information, usefulness is the ultimate filter. Your audience — whether they’re colleagues, clients, or customers — has a finite amount of attention. They’re constantly, unconsciously asking one question: “How is this relevant to my life?”
Microsoft’s Satya Nadella understood this when he transformed the company’s culture with a simple shift: Focus on value creation over value capture. Instead of asking “What can we sell?” they started asking “What problem can we solve?”
The result? Microsoft’s stock price tripled.
But here’s where it gets tricky.
5. The Paradox of Practice
Being useful often feels too simple to the expert. You’ve spent years mastering your craft. Surely you should demonstrate that expertise through sophisticated language and complex frameworks?
But remember: Your expertise isn’t measured by how well you can describe a problem. It’s measured by how well you can solve it.
When Jeff Bezos banned PowerPoint at Amazon, replacing it with six-page narrative memos, he wasn’t just changing a presentation format. He was declaring war on performative complexity. The memo had to be useful enough that executives could make real decisions based on it.
So how do you know if you’re creating real value?
The Value Velocity Test
Want to know if you’re creating real value?
Watch what happens after you share information:
Do people immediately try to apply what you’ve shared?
Does your advice get referenced in future conversations?
Do people come back asking for more specific details?
Does your information solve real problems?
Do others share your insights unprompted?
These are the true metrics of value — not the sophistication of your vocabulary or the complexity of your frameworks.
The Ultimate Currency Converter
Next time you’re preparing to communicate — whether it’s a presentation, an email, or a conversation — try this mental exercise:
Imagine your audience has to pay real money for every minute they spend processing your information. Would they consider it a good investment? Would they feel they got their money’s worth? Would they come back for more?
This isn’t just a thought experiment. In the attention economy, time is literally money. And people invest their attention where they get the best returns.
From Information to Impact
The shift from impressive to useful isn’t just about communication style. It’s about fundamentally redefining success. Instead of asking “How can I demonstrate my expertise?” ask “How can I make this maximally useful for others?”
Remember: People don’t remember what you say. They remember what they can use. Your vocabulary might impress them for a moment, but your value can serve them for a lifetime.
Now, let’s explore exactly how to break free from the complexity addiction and start creating real, lasting value. But first, take a moment to audit your recent communications. Are you trading in the currency of vocabulary, or the currency of value?
Because in the end, only one of these appreciates over time.
Making the Shift: Your Action Plan — From Complexity to Clarity
Let’s turn everything we’ve discussed into action.
Here’s your practical guide to making the shift from complexity to clarity.
Picture a master chef’s kitchen. Everything has its place. Every movement is purposeful. There’s no wasted effort, no unnecessary flourish.
That’s what your communication should look like.
1. Your Next 24 Hours
Start here:
Choose your highest-stakes communication for tomorrow
Write it as you normally would
Step away for an hour
Return and ask: “What’s the simplest way to say this?”
Rewrite it completely
Test it with someone who knows nothing about the topic
2. The Power of Pause
Build strategic pauses into your communication routine:
Before hitting send on any email, wait 30 seconds
Before speaking in meetings, count to three
Before finalizing any document, step away for an hour
These pauses aren’t delays — they’re investments in clarity.
3. The Measurement Matrix
Track your progress with these metrics:
1. Understanding Speed: How quickly do people grasp your message?
2. Implementation Rate: How often do people act correctly on your communication?
3. Clarification Requests: How many follow-up questions do you receive?
The Ultimate Question
At the end of each day, ask yourself: “Did I make something clearer today, or did I add to the world’s complexity?”
Because here’s the truth: In a world drowning in complexity, clarity isn’t just a communication skill. It’s a superpower.
Remember: Your words can either be a wall or a window. Choose to be a window.
The world has enough complexity. What it needs is your clarity.
Scott
Other Partners (They Have Some Special Offers For Readers.. Check Them Out)
Hubspot - https://hubspot.com/
Hustle & Flowchart Podcast - https://hustleandflowchart.com/
NetSuite — https://netsuite.com/scottclary/
Indeed - https://indeed.com/clary
Range Rover Sport - https://www.landroverusa.com/
CIBC Innovation Banking Podcast - https://www.innovationbanking.cibc.com/podcasts/
SmarterVitamins - https://smartervitamins.com/scott (Code: Scott)
NerdWallet - https://www.nerdwallet.com/learnmore
LinkedIn Jobs - https://linkedin.com/excellence