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Do you worry about losing your voice?

No. When I love the music I’m singing, it is just there for me. – Barbara Streisand, in CBS Sunday Morning interview, Aug. 21, 2011

Smart woman.

Do you know how to find your voice?

It what you say and how you say it when you’re in the moment talking about something you love, fear, hate, dread, want or wish for.

It’s your unvarnished truth.

It’s what you say when no one’s looking or listening.

It’s what you say when you’re not trying to be smart or politically correct.

It’s what you say when you’re talking out your feelings without reservation or censoring.

Your voice is in your first draft.

Yet too often we edit out our voice.

We review what we’ve written and start woryying what people will think.

We start trying to impress or we clean up our prose so it’s grammatically correct.

We think about our planned remarks and decide they’re too risky so we dial them back.

Yet when we play it safe and take out the edge, our voice becomes generic.

We start sounding like everyone else.

Because we have taken out the one thing that makes us uniquely interesting.

Are you writing a blog or article today? Working on your manuscript? Planning a presentation?

Dare to be distinct.

Trust what you think and feel have the courage to voice it.

Have the courage to trust what you think and feel – and voice it.


Don’t edit yourself.

Go stream-of-conscious and allow your passionate point of view and take on life to come out and play.

The world is a better place when you have the courage to trust what you think and feel – and voice it.

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“Fear is a pair of handcuffs on your soul.” – Faye Dunaway

I was coaching a client today and she was admitting that, even though she’s a successful international executive, she still gets nervous when she speaks.

She has an important investor pitch coming up next week and she’s afraid she might freeze up.
I asked her, “Are you an athlete?”

“Yes. I swam in college and I run, work out or do yoga several times a week.”

“Good. From now on, you’re going to approach speaking as a sport.”

“What do you mean?”

“There are two kinds of athletes.

Those who, when the game is on the line, say, ‘DON’T give me the ball’ and those who say, ‘Give ME the ball.’

I’m betting you’re the latter.”

She laughed and said, “You’re right.”

“From now on, prep for speaking just like you would for a championship match.”

1. Check out the venue in advance so you have home-field advantage.

When I speak at conferences, I always go to the ballroom the night before (sometimes at midnight) when no one’s around.

I take the stage, throw my heart to the back of the room and give part of my presentation with the same volume of voice and animation I would before an audience of a thousand.

“Why is that so important?”

“You can’t be casual at practice and expect to be brilliant as soon as you start playing for real.

The same is true for speaking. You can’t expect to be your best in a boardroom or ballroom if you haven’t rehearsed with the same intensity and quality you want for the real-thing.

Pop Warner said, “You play the way you practice.”

Practicing the way you want to present where you’re going to present gives you a competitive edge. Other speakers will feel out of place in these unfamiliar surroundings but you’ll be relaxed because you’re on your home turf.

2. Go for a walk/run to get out of your head and into your body.

Have you been told to practice your speech in front of a mirror?

That’s terrible advice!

Why?

Practicing in front of a mirror focuses you on YOU which makes you self-conscious which is the opposite of the stream-of-conscious state you want to be in when you speak. Plus, you want to focus on your audience (not yourself).

The best way to develop the ability to do that is with RWWA.

“What’s that?” she asked.

“You’ve heard of MBWA – Managing By Walking Around – which is when you get out of your office and connect with your front-line employees to find out what’s really going on?

RWWA – Rehearsing While Walking Around – is when you walk-talk your presentation which more closely mimics what will actually be going on when you speak.

I always go for a walk outside the morning of a presentation.

Not only does this kick-in my endorphins and get my oxygen pumping and blood flowing – it aligns left and right brain so I’m at my analytical/creative/energetic best and raring to go.

Plus, looking around at my surroundings while navigating my way and rehearsing my talk is a way to practice multi-focus speaking.

Multi-focus speaking is that state of concentration where you’re sharing your message while observing and adapting to your surroundings – without getting distracted or pulled off topic.

Experienced teachers and champion athletes are pros at multi-focus. A teacher can be writing on the white board and delivering the lesson plan while noticing that Suzie is texting on her (forbidden) cell phone, Nick is sleeping and Vanessa is whispering to Tiffany.

A world-class athlete can process the elements – a change in the wind, a heckler in the third row – without allowing it to break their concentration.

Confident presenters have mastered the ability to stay focused on what they’re saying now and adapt what they’re going to say next . . . in real-time . . . as they evaluate the reactions of their audience and respond accordingly.

For example, If I’m speaking and notice a couple people in the back row checking their email, I might walk towards the back of the room and raise my voice to re-engage them . . . all without losing a beat.

When I suggested this to my client, she said, ‘Sam, I agree with RWWA in theory, but it doesn’t always work in real-life. What if I’m running late and arrive at an event minutes before I’m supposed to speak?”

I asked, “How much money are you asking for?”

“1.5 million.”

“So, you’re asking for more than a million dollars and wouldn’t invest a few hours to prep yourself to increase the likelihood of closing this deal?

You’ve spent months putting this venture together, developing your products, website and team, and wouldn’t do the one thing that could make the difference between you walking in feeling pressured and panicked . . . or walking in feeling poised, professional and powerful?

Your future may rest on whether you get a yes from someone in this room and land funding.

Isn’t it worth arriving early – just like an athlete prepping for the Olympics – so you can acclimate by RWWA which will prepare you to do your best and be your best?

Walking briskly turns panic energy (“What if I forget what I’m going to say?) into pro-active energy (This is how I’m going to keep my cool if my mind goes temporarily blank.)

She protested one last time. “What if I’m still nervous?”

Then, you’re still in your head, THINKING about what YOU want to say and what the audience might think of YOU. This feeds fear which keeps you in neck-up nervousness.

Audiences come in three states of energy – actively resistant, apathetic or eager.

Our goal as a communicator is to have such commanding, convincing, confident energy, it wins over the neutral and resistant individuals and adds to the energy of the fans.

The best way to access and exude that type of ConZONEtration is to immerse yourself in the “one-with-what-you’re-doing-peak-performance-zone state” where there’s no room at the mental inn for doubts.

The best way to do that is to remove the handcuffs of fear that exist in your head and free up flow by embodying your message.

And the best way to embody your message is to immerse yourself in your presentation beforehand by DOING IT and MOVING IT – not standing in front of a mirror and thinking it or reading it.

Want more ways to see speaking as a sport and walk in with the confidence of a champion athlete?

Check out my books What’s Holding You Back? and ConZentrate (both from St. Martin’s Press) which show how to access the exquisite state of confident ConZONEtration where you remain poised under pressure and perform your best.

Guy Kawasaki . . . Genius in Action Part 3,

By Sam Horn, The IntrigueExpert

This is the final post detailing the excellence in action that Guy Kawasaki demonstrated during his keynote for Ruth Stergiou’s Invent Your Future Conference in NoCA.

Guy Kawasaki Genius in Action Part 3, By Sam Horn, The Intrigue Expert

Guy Kawasaki Genius in Action

Actually, there were many more things Guy did extraordinarily well . . . however these blog posts are already long enough.

Want to know what I suggest? Go see Guy in person if you have a chance.

I am a firm believer that our personal and professional impact is directly proportionate to our ability to communicate compellingly and convincingly.

If you’d like to turn no’s into yes’s – if you’d like to win buy-in from the people who have the power to scale your career, buy your products or services or support your message and mission – do yourself a favor and study great communicators like Guy (on the stage) and Seth Godin (on the page).

Then, adopt and adapt (don’t copy) their masterful approaches so you too know how to capture and keep everyone’s attention and respect – from start to finish.

7. Guy featured a kaleidoscopic mix of reference points.

“Let’s give em something to talk about.” – Bonnie Raitt

Hmmm. Let’s see.  Grateful Dead. Check. Steve Jobs. Check.

Personal examples. Professional examples. Check. Check.

United States anecdotes. International anecdotes. Yep.

Fortune 500 success stories. Small business success stories. Yep. Yep.

Some speakers commit the cardinal sin of focusing solely on a few “favorites.” sports. Kids. Corporate life. That leaves some people out. They may not like sports, don’t have kids or work for themselves.

Guy gave everyone something to “talk about.” By using a wide range of “demographically-correct” reference points, he made sure everyone felt included, honored and acknowledged.

The eclectic mix kept us eager for what’s next. Novelists call this a page-turner. The speaker equivalent is a “seat-edger,” as in, “We were on the edge of our seats the whole time.”

One of the most effective ways Guy modeled this was by using “pulled from the headlines” or “signs on the street” slides to prove his points.

For example, he mentioned he was just in New England checking out colleges with his kids. To illustrate how “disenchantment” can be caused by overcomplicating things, he popped up a Smartphone photo showing a sign from an Ivy League university campus that went into great detail on how to . . . (wait for it) cross the street.

Embedding his point in a recent, first-person story lent instant credibility to his case because it had currency. This isn’t
tired shtick – it just occurred yesterday or last week.

And he did this with EACH of his points – providing a “couldn’t see it coming” reference that explored the point in a compelling, convincing and creative way.

If you’re about to give a presentation, go back over your planned remarks. Double check that you have balanced gender, age, ethnic, work-life, geographic and industry diversity.

And, hold up a prop! Make it show not tell. Sharing an article from THAT day’s newspaper that’s relevant to your topic will charm your audience and turn “blah-blah-blah” into “rah-rah-rah.”

8. Guy was in his “Tony Bennett” zone.

“I have found if you love life, life will love you back.” – Arthur Rubenstein

Have you ever had the distinct privilege of seeing and hearing Tony Bennett in concert? If not, do yourself a favor and grab a ticket for his next concert in your area.

Tony Bennett is the consummate entertainer. Not just because he has a voice like “butta” and not just because he’s a great song stylist.

It’s because Tony Bennett LOVES HIS AUDIENCE . . . and isn’t afraid to show it. When singers (or speakers) love what they’re doing, we love ‘em back.

Tony may have sung I Left my Heart in San Francisco a thousand times but you’d never know it. He gifts each audience by singing that song as if for the first time.

What many speakers don’t understand is that our audiences will feel the way we feel.

We won’t have fun if you’re not having fun. If you’re not happy to be up there – we’re not happy to be down here.

We want speakers who welcome the opportunity to add value and who show up fully present with an unapologetic, unabashed personality.

Too many speakers dread speaking. I remember attending a book-author event in Washington, DC , where a famous actress who’d just written a memoir got up and said, “I rather be dead drunk in a gutter than standing up here speaking to you today.”

Yikes. How do you think that made us feel?

Guy brought his A game and his whole self to the party. Guy was in his body, in his element and in the moment. And when speakers invest themselves 100%– we feel lucky to be along for the ride – because it’s a great ride.

9. Guy replaced wah-wah information with real-world WWW stories.

“The world is not made up of atoms; it’s made up of stories.” – Muriel Rukeyser

Actually, as explained in a recent Newsweek cover story entitled Brain Freeze, the world is not made up of atoms; it’s
made up of information. And we’re drowning in it.

We don’t want more information. We want epiphanies.  And we don’t get epiphanies from wah-wah information. We get them from “WWW” stories” that vividly portray Who, Where and What was said.  WWW stories are pulled from real-life – NOT from the internet or from your colleague’s books.

If we wanted stories from the Internet or from your colleagues
books – we’d go online or go buy those other people’s books.

When you speak, we want to hear what you think, what you have experienced, what you have gleaned. And we want you to re-enact those lessons-learned so we’re in the room with you as they happened.

We want you to make your story our story by putting us in the story. You can do this by putting yourself back in the moment
and place it happened and describing:

WHO? Describe the individuals involved with specific physical and emotional details so we can SEE him or her in our mind’s
eye and know what’s going through their mind.

WHERE? Put us in the room, on the plane or in the pool (or as Nancy Duarte – author/speaker on Resonance
did so vividly in her keynote that day – put us on Half Dome). Make us a fly on the wall so we’re standing right next to you.

WHAT WAS SAID? Re-create and re-quote the dialogue so it’s as if it’s happening right NOW.

For example, Guy shared a story where he was speaking for a client in South America and realized, shortly before his talk, that he had a washing machine made by this manufacturer.

Understanding this was an “enchantment opportunity,” he quickly texted his sons and asked them to take a picture of the family washing machine and send it to him so he could incorporate it into his program.

Here’s where Guy got it right (yet again.)

Instead of just mentioning his sons sent him the photos – he put up a slide that showed the actual back and forth texting from his sons. He talked us through the chain of events and turned it into an unfolding mystery that brought it alive and brought it home. Guy’s message had the ring of truth – because it was true. Kudos.

10. Guy created the exquisite state of entrainment.

“What did the meditation teacher tell the hot dog vendor? Make me one with everything.” – poster in yoga studio

Have you ever experienced that lovely peak performance state of flow?

If you’re an athlete, maybe you were immersed in your golf, tennis or basketball game and played out of your head (literally and figuratively).

If you play an instrument, perhaps you lost yourself in the music and weren’t even aware of the passage of time.

If you’re an artist or author, the world slipped away and you were completely absorbed In your painting, dancing or writing.

That flow sate – when we are one with what we are doing – is also called “entrainment.”

And Guy created it. There was no shuffling in the seats. No checking of watches or email. We got swept up in his world.

Everyone who’s experienced this state of flow knows it is a powerful and persuasive high. Everyone was bliss-fully entrained– or as Guy calls it – enchanted.

As The Intrigue Expert and author of POP!, ConZentrate and Win Buy-In, I have studied the art and science of entrainment for the past 20 years.

What I have learned is that while we can’t force it, we can facilitate it.

The ten ingredients above all combine to create entrainment.

The good news is, you can too.

Yes, Guy is a master at what he does. The good news is that speaking eloquently and “intriguingly” is a skill that can be acquired. I know this because I’ve helped many entrepreneurs and executives create more compelling, convincing communications.

We can all get better at this because these are replicable steps.

Do you have a presentation coming up? Use these 10 points as a checklist while preparing your communication so your audience will be seat-edgers.

Get Anyone Intrigued in Anything in 60 Seconds

Get Anyone Intrigued in Anything in 60 Seconds

1. Have us at hello by leaving out the parts people skip.

2. Engage everyone’s head and heart with facts and feelings.

3. Condense your concepts into one-of-a-kind sound bites.

4. Have the courage to be counter-intuitive.

5. Honor your family, mentors and contributors.

6. Use the power of three to create oratorical flow.

7. Feature a kaleidoscopic mix of reference points.

8. Get in your “Tony Bennett” zone.

9. Replace wah-wah information with real-world WWW stories.

10. Create entrainment by getting in the flow.

If you do these things, your audience will care about what you care about. They’ll be engaged and enchanted from start to finish. You will have delivered substantive value and they’ll be more likely to buy into and act on your ideas and initiatives.

And isn’t that a primary reason we communicate?

– – – – – – – – – – – – – –

Sam Horn, The Intrigue Expert, and author of POP! and Win Buy-In, is an award-winning communication strategist who’s worked with clients including Cisco, Intel and NASA.

Her work has been featured on NPR, MSNBC, BusinessWeek.com and in Readers Digest, the Washington Post, New York Times and Investors Business Daily.

She helps people crystallize their strategic, signature message and get it out of their head and where it can make a positive difference for others and a profitable living for themselves. . www.SamHorn.com Sam@SamHorn.com

Guy Kawasaki . . . Genius in Action Part 2,

By Sam Horn, The Intrigue Expert

This is Part 2 of a 3-part series in which I share the specific things GuyKawasaki did so well in his keynote presentation at the Invent Your Future conference at the Santa Clara Convention Center in California.

You might want to have an upcoming presentation in mind while you’re reading this to get maximum benefit.

Guy Kawasaki . . . Genius in Action

Guy Kawasaki . . . Genius in Action - Sam Horn


What’s a situation you’ve got coming up in which you’ll be asking for approval, funding, support or a yes?

Who’s the decision-maker? Who has the power or authority to give you the green light or the support you need to move ahead with this idea or initiative?

What’s that person’s frame of mind? Or who will be in the audience and how receptive or resistant do you anticipate they’ll be?

Factor that into how you design and deliver your remarks – and use these techniques that were so masterfully modeled by Guy – to increase the likelihood you’ll have them at hello.

4. Guy had the courage to be counter-intuitive.

“Only dead fish swim with the stream all the time.” – Linda Ellerbee

The quickest way to lose an audience is to state the obvious.

The quickest way to engage an audience is to state the opposite.

Think about it. If you agree with everything a speaker says, why listen? The speaker is just confirming what you already know; not stretching you or teaching you anything new.

For example, he made a flat out recommendation, “EVERY ONE should go see the movie Never Say Never with Justin Bieber.”

As you can imagine, that got a “Really?!” response from this high-powered group of entrepreneurs and executives.

He then backed up his claim by saying, “It will teach you everything you need to know about marketing. Watch how Justin goes into the crowd before concerts and gives tickets to little girls who don’t have tickets.
Watch how. . . . “

He then upped the ante by promising, “If you don’t like the movie, I’ll give you your money back.” THAT’s putting a stake in the ground.

We appreciate speakers who have a passionate point of view – who dare to address (vs. tip toe around) the elephants in the room. Speakers who challenge our assumptions and admit the emperor has no clothes cause us to rethink what we “knew to be true.” They serve us at a higher level because we walk out wiser than we walked in.

5. Guy honors his family, mentors and contributors.

I want compassion to be the new black.” – American Idol judge Steven Tyler

Guy began by acknowledging a mentor in the audience, Marylene Delbourg-Delphis, who encouraged him to write. He frequently referenced colleagues including a special shout out to:

Facebook marketing guru Mari Smith in her trademark turquoise

Guy talked openly about his love for his wife, kids and parents and shared several “from the home front” stories of neighborhood hockey games, backyard bar-b-ques, etc.

What’s that got to do with anything? We like people who like their families.  In fact, novelist James Rollins, (NY Times bestselling author of Amazonia, etc.) told me he’s researched the ten best ways to create likable characters. Guess what #1 was? “Being kind to kids and animals, in particular, dogs.”

Simply said, our heart goes out to people who are compassionate.
This wasn’t contrived on Guy’s part. It’s simply who he is.

Many speakers think they have to be “serious” when speaking in business situations. Guy modeled that speaking affectionately about who and what has influenced us “warms up” a talk and establishes that all-important likability. He showed that not can we embody intellect and emotion – it’s more powerful and persuasive when we do.

6. Guy used The Power of Three to create oratorical flow.

“There’s a kind of ear music . . . a rhythmic synchronicity which creates a kind of heartbeat on the page.” – Allan Gurganus

Orators have known for centuries that communicating things in threes sets up a rhythmic flow that makes our message reverberate.

Furthermore, listing three real-world examples fleshes out your points and increases the odds every person will relate to at least one of your samples.

For example, Guy showcased Amazon.com, Zappos and Nordstrom on a slide to illustrate benchmarks of mutual trust.

He then went deeper by citing empirical evidence that showed how each of these companies have created a culture of mutual trust. But giving varied, yet specific examples (instead of one vague, sweeping generalization), we GOT what he meant.

No puzzled looks – no one left hanging.

For example, Amazon has a policy that says you can return an E-book in 7 days if you don’t like it. As Guy said,
most people can read a book in 7 days so that’s trust.

Next Guy asked, “Who would have believed a few years ago that hundreds of thousands of women would buy shoes online . . . WITHOUT TRYING THEM ON?!” What makes that possible is Zappos  visionary policy of paying for shipping both ways. No risk; all reward.

Nordstrom, of course, is famous for pioneering a generous refund policy that has proven over time that most people will honor the “We trust you” policy which offsets the few who take advantage of it.

Want more examples of how Guy Kawasaki hit it out of the park at the Invent Your Future Conference with his Enchantment keynote?

Sam Horn, Guy Kawasaki and Ruth Stergiou at the Invent Your Future conference in Silicon Valley

Ruth Stergiou, Guy Kawasaki and Sam Horn


Check the next blog for the final 4 ways Guy practiced what he taught.

What’s one of the breakout TV shows this season?

“Are You Smarter Than a 5th Grader?”

Learn from this title. Look at the lead lines in your blog postings, articles, chapters, and Web pages.

Do they start off by simply describing what you have to say or sell?

Why not rephrase those introductory remarks into questions that elicit answers? You’ll be setting up two-way communication instead of a one-way sermon.

Look at the difference between “Don’t Sabotage Yourself” and “Are You Sabotaging Yourself?” One is an order. Do you know anyone who likes to be ordered around? The other Socratically causes people to stop, reflect, and respond.

Next time you write marketing material, ask yourself, “How can I open with a question so I’m capturing interest instead of making a statement?”

Why is that so important? Statements sit on the page. Questions engage.

Several attention-getting names caught my eye this morning.

Today’s WSJ features an article about people who have taken advice from spouses about work-related issues only to have that advice backfire. What are those spouses called? Badvisors.

This mornings USA Today features an article about Chrisopher Buckley, author of the brilliant Thank You For Smoking, and his latest satire about the coming fiscal Armageddon when 77 million baby boomers start wanting their Social Security checks instead of their MTV. Its clever name? Boomsday. Brilliant.

Fellow blogger Marilynn Mobley,Senior VP of Edelman, emailed about a new company that makes luxury items for young children, such as pacifiers adorned with crystals. Their smile-inducing name? Aristobrats!

The good news is, ANYONE –with a little brain power and the Alphabetizing technique described in my POP! Stand Out in Any Crowd book– can come up with their own stop-em-in-their-tracks title to help their priority project break out.

I used this technique to create my trademarked topic of Tongue Fu!® – the verbal form of Kung Fu. A popular book attracting a lot of media attetnion is called Shopportunity.

Want to learn how to create a name that gets you and your ideas noticed? Read more at http://SamHornPOP.com.

Best-selling author Elmore Leonard was once asked why he thought his books were so popular. His answer? “I try to leave out the parts people skip.”

I had the pleasure of sharing my POP! tips on a podcast recently with John Jantsch – author of Duct Tape Marketing and creator of Forbes’ and Fast Company’s #1 rated blog on small business and marketing.

As you may already know, POP! stands for Purposeful, Original, and Pithy – the three prerequisites to sticky messages that capture and keep your attention.

John modeled the POP! process with his succinct definition of marketing. He said, “Marketing is getting somebody who has a need to know you, like you, and trust that you can supply it for them.”

John also mentioned his sure-fire system for test-marketing his material to make sure it POP!s. He runs it by his four teenaged daughters to see if they “get it and want it.” He added, “They’re imaginative, playful and have no time for B.S. If it doesn’t pass their litmus test, it’s back to the editing room.”

Look at your marketing messages and elevator speech.

Are you leaving out the parts people skip? Have you condensed the definition of what you do into a succinct sound-bite? Do you have a litmus test to see if people “get and want” what you have to offer?

If so, kudos. If not, it’s back to the drawing board or . . . listen to our podcast that talks about how you can market your business by developing attention-grabbing names, slogans, and ad campaigns at www.DuctTapeMarketing.com.

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