What Science Reveals About First Impressions (and How to Master Them)

You’re being judged faster than you think.

You walk into the conference room, coffee in hand. Before you’ve even said hello, every person in that room has already decided whether you’re confident, competent, and, most of all, trustworthy.

Sound dramatic? It’s not. Research from Princeton found that people form judgments about trustworthiness in as little as one-tenth of a second (Willis & Todorov, 2006). This is faster than you can blink. And those impressions tend to stick, shaping how your words are interpreted, your ideas are received, and whether others are inclined to follow your lead.

If leadership is about influence, this first second might be your most powerful—or perilous—moment.

The Blink Effect

A landmark study found that people form judgments about competence, trustworthiness, and likability in as little as 100 milliseconds (one-tenth of a second). And more time doesn’t necessarily change the verdict (Willis & Todorov, 2006).

In other words, our brains make up their minds almost instantly. Then they spend the rest of the conversation confirming they were right.

This tendency is rooted in evolution. For thousands of years, rapid “friend or foe” judgments supported survival by helping humans quickly assess threat or safety (Todorov, 2017). In the modern workplace, that ancient wiring is still running—only now it’s deciding whether we seem capable, credible, or cold.

Coach’s tip:

Remember, before you speak, you’re already communicating. Before each meeting or conversation, ask yourself, “How do I want the other person or people to feel?” This one question will guide how you show up.

Why Our Brains Jump to Conclusions

Here’s the thing: while your logical brain may be reasoning through a project plan, your emotional brain—the amygdala—is already scanning faces for safety and sincerity. Neuroscience research shows that the amygdala plays a key role in rapid social evaluations, particularly related to threat and trust (Adolphs, 2002).

That’s why leaders who seem approachable often earn trust faster than those who appear guarded, even when their skill sets are identical. People are reading cues they can’t always articulate—eye contact, tone, micro-expressions—and forming durable impressions in milliseconds (Todorov et al., 2015).

And the truth is, trust feels before it thinks.

Coach’s tip:

When you meet someone new, assume their brain is already deciding if you’re safe. Smile not to “look friendly,” but to signal calm confidence.

The Good, the Bad, and the Biased

Now, before you panic and rehearse your “trust face” in the mirror, let’s add nuance.

These snap judgments aren’t always accurate. Reviews of facial-trait perception research show that people’s ability to accurately judge true trustworthiness from static facial images is inconsistent and often influenced by stereotypes, prior experiences, and cultural bias (Jaeger et al., 2019).

Humans are very good at reading faces. We’re just not always reading the truth.

But the real insight here isn’t to fear first impressions: it’s to become aware of them in both directions. Notice how quickly you decide who’s “sharp,” “arrogant,” or “warm.” Awareness is the first step toward better leadership judgment.

Coach’s tip:

Don’t judge the judgment. Notice your own snap impressions and ask: “What evidence supports this?” and “What assumptions am I making?”

Why It Matters for Leadership Presence

We talk a lot about executive presence as if it’s a mysterious trait. But at its core, presence is about trust. Research on leadership and influence consistently shows that trust is a foundational predictor of followership and engagement (Dirks & Ferrin, 2002).

That first impression—the one-second read—sets the tone. Once someone decides you’re competent and steady, future interactions tend to reinforce that belief. But if they decide you’re aloof or impatient, it can take months to counteract that initial perception.

This is one reason technically brilliant leaders sometimes stall in their careers. Their competence isn’t questioned; their approachability is.

Coach’s tip:

Presence isn’t charisma. It’s consistency. If you want people to trust you quickly, behave in ways that make them right to.

Shaping, Not Faking, First Impressions

You can’t control how others think, but you can shape the signals you send. This isn’t about manipulation; it’s about congruence. Make sure your nonverbal messages align with your intentions.

I once coached a senior leader who was mortified when her 360-degree feedback revealed that her direct reports experienced her as distant. Through reflection, she realized how her intense focus, introverted nature, and constant sense of urgency affected how others perceived her. After we worked on a few subtle changes—holding eye contact longer and opening meetings with one personal check-in question—her influence increased dramatically. Same competence, different cues.

Coach’s tips:

• Eye contact: Steady, not staring. This signals focus, not dominance.

• Posture: Upright but relaxed. Confidence communicates ease, not rigidity.

• Facial energy: A neutral expression can read as detached. Engaging the muscles around your eyes when you smile conveys warmth.

• Voice: Slightly lower pitch and a slower pace signal calm and credibility.

• Virtual tip: Lighting matters. Make sure light comes from in front of the camera, not above it. (No one looks trustworthy under campfire lighting.)

Rethinking the First Second

The science is humbling: people form judgments about us faster than we can consciously register what’s happening. But it’s also empowering. That first second isn’t fixed—it’s an opportunity to intentionally show up as the leader you mean to be.

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References

Adolphs, R. (2002). Trust in the brain. Nature Neuroscience, 5(3), 192–193.

Dirks, K. T., & Ferrin, D. L. (2002). Trust in leadership: Meta-analytic findings and implications for research and practice. Journal of Applied Psychology, 87(4), 611–628.

Jaeger, B., Todorov, A., Evans, A. M., & van Beest, I. (2019). Can we learn to detect trustworthiness from faces? Review of International Social Psychology, 32(1).

Todorov, A. (2017). Face value: The irresistible influence of first impressions. Princeton University Press.

Todorov, A., Olivola, C. Y., Dotsch, R., & Mende-Siedlecki, P. (2015). Social attributions from faces: Determinants, consequences, accuracy, and functional significance. Annual Review of Psychology, 66, 519–545.

Willis, J., & Todorov, A. (2006). First impressions: Making up your mind after a 100-ms exposure to a face. Psychological Science, 17(7), 592–598.