public speaking motivate | persuade | influence. public speaking – introduction your influence...
TRANSCRIPT
Project Yourself as a Leader
Why?
The way youproject yourself as a leader
(thought leader)will
have agreater impact than anything else you
do indetermining your success as a
Leader
Project Yourself as a Leader
Effective Public Speakers Earn:Respect
Credibility
Leadership (command)
Dynamic
Charismat
ic Respected
leaders because they are effective
communicators
People want to (yearn to) follow
Project Yourself as a Leader
Project Yourself as a Leader
Recent Study:
IBM cited public speaking skills as
the #1 factor
in determining criteria for promotion at the executive level
Effective Public Speaker = Leader
As leaders you must:• Thrive in the spotlight
A dynamic speaker can:
• Cover up “blemishes” or “flaws”
• Buy time to improve on weaknesses (opportunities)
Being a good speaker carries that much weight
Effective Public Speaker = Leader
Definition of Effective Public Speaker
What all great leaders have in common is that they can “stand and deliver” a captivating message that elicits emotion in the audience.
Communication
QA
How much time do you spend on the single most important quality of a leader –
effective communication?
Probably
NOT enough!
Communication
At Liberty National, we have opportunities
• All day/everyday • In and out of the
Branch • To “hone our craft”
in effective communication
We are always on stage!
There is no on/off switch
Nor should there be
Communication
Where are the Opportunities to Influence with communication?
• Field Training• In the home
selling• On the Phone• Agency meetings• Leadership
meetings• Manager
meetings
Communication
There are times when the spotlight gets brighter:
• Groups• Leadership Academy
– 101 thru 301 Seminars
• Branch Manager meetings
• Conventions
Keys to Communication
You must prepare and practice your craft, which ultimately will become your influence factor
If not, your weakness will be exposed
Keys to Communication
Present, speak, influence from a position of strength!
• Know your material• Be genuine• Be passionate• Be informative• And, don’t forget to
smile!
Keys to Communication
Make it your culture to always be a role model in the way you communicate in and out of the office
Become a Dynamic Leader
LeaderDynamicLeader
• Be yourself• Be consistent
in ideals and motives
• Be inspirational in everything you do
Become a Dynamic Leader
LOYALTY deep sense that you will lead others to greater success.
MOTIVATION you will create a Branch of self-motivated, confident people that will run through walls for you if asked.
EMULATION imitation is the finest form of flattery. Your people will want to emulate your style because it’s effective, dynamic, and contagious!
PRODUCTIONwell-structured and organized professionals will drive your production (AP and recruiting) to new higher levels.
•deep sense that you will lead others to greater success
LOYALTY
•you will create a Branch of self-motivated, confident people that will run through walls for you if asked
MOTIVATION
•imitation is the finest form of flattery. Your people will want to emulate your style because it’s effective, dynamic, and contagious!
EMULATION
•Well-structured and organized professionals will drive your production (AP and recruiting) to new higher levels
PRODUCTION
Become a Dynamic Leader
The way you project yourself “on stage” as a leader will have a greater
impact than anything else in determining your success as a leader.
Designing a Speech
PROBLEM
SOLUTION
Past Present Future
CAUSE
EFFECT
Make it Flow1. Problem and Solution2. Past, Present, and
Future3. Cause and Effect
Designing a Speech
Organize your ideas on index cards:
Open / Intro
• Key is to get off on the right foot
• Golf 1st Tee Body Index
• Talking and Data Points
• Logical and Emotional Appeals
• Success Stories
• “Storytelling” – Mark Murphy,
Leadership IQ
Close / Conclusion
• Final chance to influence
audience
Let’s Break It Down Further
Introduction – Your speech starts the moment you walk on stage
Who
What
Why
What’s your objective – Why your audience should listen
Make it Clear
Let’s Break It Down Further
Introductions can include:
Quotations Rhetoric
al Question
s
Stories or
Anecdote
Startling Statistic
(my favorite) Historic
al EventTitle of
Your Speech Use of Same
Day Newsworthy
Item
Simple Facts
AVOID:
• The Phrase “Before I begin”
you began when you walked to the front of the room.
• Do not apologize for anything on stage
sign of weakness
Simple Facts
KEY:
Quickly develop a common bond with your audience while emphasizing the speech subject.
Simple Facts
CONCLUSION:
“A speech is a like a love affair. Anyone can start one, but it takes a lot of skill to end it.”
The Conclusion Must:
SUMMARIZE YOUR SPEECH
• Summarize your major points – quick review
• Remind your audience of your attitudes toward the ideas you expressed
The Conclusion Must:
PROVIDE CLOSURE
• Your conclusion must give the audience a feeling that your speech is complete
• People have a psychological need for closure
• Put a period at the end of your speech – and leave it there
The Conclusion Must:
CONCLUSION KEY – Leave a Great Final Impression
• Last chance to influence audience expectations
• Conclusions should “grab” their attentionI grab their attention and hit them right in the gut!
“Stability,
financial
strength,
captive
market, and
the opportunity of
a lifetime”
“If we don’t
call you back,
I wish you the
best of luck in
your career
search!”
The Conclusion Must:
CONCLUSION KEY – Leave a Great Final Impression
• “Selective” – People covet what they can’t
have, make them covet you
• Cue the audience in advance of your closing remark – It builds anticipation
Art of Giving A Good Speech
First, Understand…
No Born Speakers
Practice and Experience
Student of the Game
Art of Giving A Good Speech
BODY LANGUAGE
• Audiences want animation, passion, and energy
• The eyes are the window to the soul
• The face is the front door
• Use facial expressions to accentuate key points
• it’s a great rapport builder
Art of Giving A Good Speech
BODY LANGUAGE
• Audiences will take away from your speech the emotion and appeal points you illicit in them
• The TRICK is – you must bring it out!
• Smile early and often
Art of Giving A Good Speech
BODY LANGUAGE
• The way you move, dress, act, and make eye contact dramatically affects how the audience receives your message
• Dress for success (stated not overblown)
Art of Giving A Good Speech
BODY LANGUAGE• Do your verbal and
nonverbal messages match?
• Make eye contact with as many people in your audience as possible
• Establish eye contact at the end of a thought – people will nod their heads under the pressure of your gaze
Punctuating Your Speech with Posture
Stand up straight, feet slightly apart, and your arms ready to gesture
Lean slightly toward your audience• Indicates you are
engaged• Indicates you are
attentive• Indicates you are
poised for communication
Punctuating Your Speech with Posture
Moving around the stage is fine
• It helps maintain audience attention
• Make your pattern irregularAs not to lull your audience
• Avoid endless and erratic movements
It is a distraction
Voice, Tone, and Inflection
• It’s not really so much about what you say (content) but how you say it
• Don’t be monotone
• Use vocal variety
• Change your tone levels and voice inflection to emphasize (sense of urgency)
• It’s your job to keep your audience engaged and interested, think compelling
Voice, Tone, and Inflection
Keys to Remember• You control the
speed, tempo, and format of the speech
• Stay supremely confident as you stand and deliver
Dogs Smell Fear• If they smell fear in
your voice, they are going to question your conviction
Voice, Tone, and Inflection
Pronounce clearly, and get rid of the filler sounds• Um• Ah• Like
Use volume as a tool
• Be vocally dynamic• It can have
amazing affects on audiences
• You Know
• Okay• Actually
Distractions
CELL PHONES• Stay poised, don’t lose your
train of thought
PODIUMS• Rule of thumb is “don’t use
them”• You don’t connect as well
with audience• Disengages and acts as a
barrierIf you do decide to use one – step from behind it as often as possibleMy best use for a podium – keep a bottle of water there
Distractions
TECHNICAL ISSUES
• Be prepared to go
“old school”
• Have your back up
notes close by
Microsoft will close
on you – and reboot
is not an option.
LATE ARRIVALS
• Acknowledge them
and move on if
necessary.
Distractions
KEY
Act as if everything that happens is planned
Great time to inject humorIf you are funny – if not leave it alone
Stop Pause
and Calmly move
forward
Vocabulary
Avoid industry jargon words (group only) unless you define them to the audience
AUMAP
RMSDCN
etc.
Tactics
Asking rhetorical questions does 3 things:
1. Gets audience to concentrate on a single discussion point
2. Allows speaker to control direction of the point being made (the answer you want to hear)
3. Elicits feedback from audience
?
Tactics
The Rule of Three:
Grouping together three words, phrases, or sentences makes a powerful impression on the human mind
I Came I Saw I Conquered
Recruit
HireTrain
Repetition
MLK repeated, “I have a dream” 47 times in his famous speech
• Repetition is a dramatic way to create a rhythm
• It’s a dramatic way to make a point
• It’s a dramatic way to show your style
Do Not Become Predictable
BRANCH AND MANAGER MEETINGS
• You will lose your luster – guaranteed!
Predictable pattern of presentation
themes
Predictable pattern of motivational tactics
• Key
Keep them guessing
Mix it up
Do Not Become Predictable
IDEAS
• Outline a recent book you read
• Outline a recent movie you saw
• Use industry news as a topic for discussion
• Review a new sales or recruiting methodologySpi
nSoluti
on
Needs–Based
TAS
Customer
CentricWhatever is hot! There’s always
something new
Do Not Become Predictable
This lets your people know 2 things:
1. You’re on top of your game 2. You expect them to be too
Do not become a victim of your own success
You might think you sound inspiring but if your not getting the results you want, chances are you might have become stale and static
Do Not Become Predictable
Key is to recognizes this and change it up
VIDEO yourself from time to time!
• If you want to check your nonverbal body language – turn the audio off
• It’s an amazing tool
Dress the Part
Your attire
• Is part of the message
• It should augment what you say
• It should not detract from it
Make Your Speech Sparkle
Transitions Between Topics
• Make Them Flow – they are the glue that holds your speech together
• Let your audience know when you are moving from one idea to another
Make Your Speech Sparkle
Do Not Write Your Speech Like a Report
• It’s meant for the ear not the eye
• Write it like you say it
• Written speech should recall like a great movieYou remember all your favorite parts by heart
Read Your Speech Aloud in Practice
• How does it sound?
Make Your Speech Sparkle
Does it have a good rhythm?
• Vary the pace of speech
• Make sentences short and cut out tongue twisters
Make Your Speech Sparkle
Avoid Passive Statements
Prune It Out
Passive voice is like a weed that creeps into your writing
Be Specific Let the audience
draw their own conclusions
Do Not
Group Career Briefing
It’s why
It’s the
It’s where we
we get paid
center of our
universe
makeeverythi
ng happen
Group Career Briefing
Running a group
• Find your strength in what you translate best to audiences and work it until it bleeds
Group Career Briefing
In the group presentation
• You can get all the same laughs and all the same positive reactions in all the exact same places every time!
Do Not Fall Victim to Your Own Mastery!
Are you challenging yourselfto do the best group you’ve ever
done each time you run it?
Don’t Get
Stale Be Creative
Do Not Fall Victim to Your Own Mastery!
You have got to
believe
you’re selling a
$100k+ opportunityto everyone in that
room
Do Not Fall Victim to Your Own Mastery!
What’s their energy level? You can see it their
eyes when you warm them upBe versatile
You need to play to this mix when running an effective group
That’s diversity
We typically present to a mix ofBaby Boomers Generation X Generation Y
Get Smart:
Baby Boomers
• Love empirical data – feed it to them!
• They look for honesty and credibility
• They admire value and flexible schedules
Baby Boomers
1940 1950 1960 1970 1980 1990 2000
Get Smart:
Generation X (my peeps)
• Need a compelling reason to make a change in their lives!
• Tough sell
Baby Boomers
Generation X
1940 1950 1960 1970 1980 1990 2000
Get Smart:
Generation Y
• Need to be entertained, captivated, and spoon-fed material that gives them instant gratification
• Easy enough!
Baby Boomers
Generation X
Generation Y
1940 1950 1960 1970 1980 1990 2000
Get Smart:
Key to selling the dream:
• Personal convictionYour story of success
• Passion for making people’s lives better
Your customers and your AgentsIf it’s real, it will translate
• Making this a selective process!
People covet what they can’t haveMake them covet you!
Additional Notes on GROUP
• Dynamic Lead Source
• Put your best athlete on stage to transfer belief
THAT’S YOU!
• Make it personalName Tags
Arts and crafts at a Fortune 1000
• Stop and pause for effect
Additional Notes on GROUP
• Energy and excitementbut not
overhyped• Quell open
Q&A“Are you an eco-friendly green company?”
• Evaluation A/1Have them
sellAppearance
and communication
Additional Notes on GROUP
No one should ever get up and walk out of group
That is all recruiting control and evaluation
Expectations were not set and qualification was not deep enough
Note
Using PowerPoint Presentations
Cautions
• Don’t let a PowerPoint cause your speech to be underdeveloped• You still must sell your
message while being compelling
• Have your OWN strong Opening and Closing
• Dim the lights
Turn the PowerPoint on only after your opening
Turn it off before you close
Don’t ever “fade to black”!Huge
mistake!
Handling After-Speech Questions – It’s Inevitable
We sometimes do an after-group interview
• Avoid Q& A in group setting
The secret to giving a brilliant answer is knowing the question in advance
Anticipation• Think about all angles
someone could possibly look at when asking you a question about your topic
Handling After-Speech Questions – It’s Inevitable
Don’t ever let someone pose a question and give a speech, it’s still your spotlight!
You’re on stage until everyone that heard your speech has left the building
Handling After-Speech Questions – It’s Inevitable
Repeat the question to the audience
• There is nothing more frustrating then giving a brilliant answer to a question that no one heard!
• Or remembered!
• It can also buy you some time if needed
Handling After-Speech Questions – It’s Inevitable
Never guess at an answer• That’s a one-way ticket
to zero credibility
Handling After-Speech Questions – It’s Inevitable
Keep your answers
Simple Succin
ct Brief
Tie your answers back to your speech to reinforce the points you made earlier Makes you look like
you foresaw the questionWhich you actually
did!
Speech / Presentation Topic Ideas
• Building Your Empire – 10 codes at a time • Creating the Right
Recruiting Culture – and keeping it!
• Networking For Success in the Online World
• Recruiting as a Lifestyle
• Dynamics of a Successful
Branch
Ideas
Speech / Presentation Topic Ideas
• Improving Field Training
• Turning Hires Into Codes
• How to Run an Effective Group
• Recruiting by the Numbers
• How to Become an Effective
Leader at Liberty National
Ideas