If you’ve ever watched someone explain something with so much hand choreography that it looks like they’re landing a plane, you might think it’s a bit over the top. But science says those gestures actually shape how persuasive they seem. And honestly, it tracks. We’ve all met someone whose PowerPoint was forgettable, but whose hand motions could convince you to refinance your home.

A new study published in the Journal of Marketing Research analyzed thousands of TED Talks and paired them with controlled experiments to figure out why some speakers project instant clarity.

According to the research, people come across as more competent, coherent, and persuasive when their hands match the idea they’re explaining, as reported by ScienceAlert. This isn’t randomly flailing your arms around. The

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