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Never Look Silly In Front of A Crowd Again

There is a saying that goes, “Luck is when opportunity meets preparation”… this saying could not be any more relevant when it comes to presenting.

When you know that you have crossed your “t’s” and dotted your “i’s”, you have a higher level of confidence and experience significantly less anxiety.

Wouldn’t it be great if you had a checklist that would virtually guarantee you have done everything you can to prepare for and maximize your talk?…

In addition, wouldn’t it be great to have a reference guide asking the right questions that FORCE you to be on your A-game?

That is EXACTLY what our presentation checklist does for you!

Just like a pilot goes over his pre-flight checklist, you must go over your pre-presentation checklist. But it doesn’t stop there, there are very subtle things that you should do DURING your presentation, that if overlooked, quite literally can make or break your performance.

And even if you do everything perfect before and during your presentation, you’re still only 2/3’s there, because there is a another list of other actions that must be complete.

You work hard to create your presentations and the opportunities to speak, make sure you’re maximizing them!

[Video Series] Speak with Confidence series – Video 5

10X Business Letter
March 15th, 2014
San Diego, Ca
Windy 67 Degrees
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Speak with Confidence series – Video 5

Welcome back to our “Speak with confidence” video series. From all the ideas we have covered so far in this FREE training series, this specific strategy has impacted me the most.

When you fully implement this simple idea, you will have an entire new attitude about presenting your message in front of groups of people, regardless if it is in front of a camera or a live audience.

 

Let me know if this idea is helpful to you.

Roberto Monaco
The 10X Business Letter
Co-Founder, Influenceology

P.S. – Have you reserved your seat for our next Influencing From the Front program? 

Answer this Question or Die

10X Business Letter 

April 10th, 2014 

San Diego, Ca 

Comfortable 67 Degrees 

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Dear 10 X Business Builder,

 

One of the great benefits of being a public figure in your chosen space is you are always abundant with opportunity.  

 

Meaning, people will always want to be involved with you, either as a client or as a partner.  

 

It’s a phenomena that will happen 100% of the time if you put yourself out there.

 

People recognize, by the mere fact that you are willing to get out there and speak, you’re a go-doer.

 

Some of the opportunities are great and some are…. Well, let’s just say “not so great” .

 

You always have to kiss a few frogs before you find your prince, right?

 

Recently, Roberto and I had an opportunity that came across our desk that really sparked our interest…

 

It had all the things we look for.  

 

It had a founder with a proven track record, who was a team player and knew he can’t do it alone.  It had a patentable technology.  It was well funded.  A working beta version is already built.  The exit strategy was easy to understand and very viable.  The board of directors and advisors are a proverbial list of who’s who’, leaders of companies that are household names… — We were excited!

 

Roberto and I were honored that we might be able to be involved in building this company, so we set up an “exploratory” phone conversation.

 

When we got on the phone with the founder, we were instantly impressed with the opportunity, not only for the above reasons, but because the founder began expounding on all the verticals that this technology could be used in [the market size]… — Now we were really excited!

 

But in the back of mind something wasn’t sitting right.  I couldn’t quite verbalize it yet, but I knew something was about to come spewing out of my mouth.  [It’s a familiar feeling I’ve had many times before and usually it comes out quickly and without a filter.]

 

Sure enough, the founder was in mid sentence explaining all the cool features of his baby, when I rudely blurt out,…

 

“But,what PROBLEM does it solve UNIQUELY and BETTER than all the available alternatives?!”

 

I could see it kinda caught him off guard. (I’m not sure if it was the question, or the timing :0)

 

But nonetheless, he couldn’t answer it.

 

This is a common challenge that I see entrepreneurs make frequently, and that is NOT being able to explain what your widget will DO for your prospect.

 

Here’s why you must be able to answer this question or your business is bound to die.

 

There is NO company if there are NO sales.  (Unless you are Snap Chat or Instagram!)  And there is no sales if you don’t have an effective offer.  And you can’t have an effective offer if you articulate what your widget DOES for your prospect. 

 

Essentially, this is your USP (unique selling proposition).  It’s the fundamental question that you need to be able to answer.

 

You need to step into the your prospect’s shoes and answer their dominant question, “why should I choose you, versus everyone (or every other option) that says they do what you do?

 

When speaking with entrepreneurs I find they struggle with this because they want to talk about ALL the features.

 

Understanding USP’s and competitive advantages can become very complex and very academic if you let it.

 

It doesn’t need to be.  

 

But, if you want to dedicate your life to studying marketing and knowing every possible way you can compete then read Competitive Advantage by Michael Porter.

 

But all you really need to know is people do things for one of two reasons:

  • To gain pleasure, or 
  • To avoid pain. 

Research shows people are more willing to act to avoid pain than to gain pleasure.  So even though both can be used to sell something, I choose to stack the odds in my favor and use PAIN.

 

And when are people in the most pain?  

 

When they HAVE PROBLEMS!

 

That’s why it’s so important to focus your messaging on problems you solve.

 

This is most easily illustrated with smoking as the example.  

 

I don’t know if there has been more money poured into a cause than, “Stop smoking” campaigns.

 

I don’t think there is a soul on this planet who doesn’t know that smoking is bad for you — yet people still smoke.

 

Advocates use both pain and pleasure to try and persuade cessation.  The promise of seeing your kids graduate (pleasure) and disturbing videos of people on breathing apparatuses (future pain). 

 

But what generally has to happen before someone quits?  Yep, you guessed it.  The doctor reports cancer, emphysema or the like (Problem).  

 

A vendor of cessation products is more likely to sell to that person now when they have a a real problem than when it was promises of pleasure.

 

This is why I say focus on the BIGGEST problem you solve and figure out a way to solve it uniquely.

 

At InfluenceOlogy we help people overcome their FUNDA (Fear, Uncertainty, Nervousness, Doubt and Anxiety) of speaking in front of groups.  We solve this problem uniquely with our holistic four part teaching frame work – the psychology of an influencer, Structures, Delivery techniques and Increments of influence.

 

What does our program DO for you? It transforms you from a mediocre presenter, into a powerful Influencer.

 

Being able to answer the question, “What PROBLEM does my product/service solve UNIQUELY and BETTER than all the available alternatives?” is the starting point because if you can’t sell, you don’t have a business.

 

Loving Living Giving Large,

Jeff Paro 
EditorThe 10X Business Letter

P.S.If you’d like to learn more about our unique framework it’s all right here.

Game Changer. Little Known Communication Skill that Some Consider the Most Powerful of ALL.

10X Business Letter
March 27th, 2014
San Diego, Ca
Cloudy 62 Degrees
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Dear 10X Business Builder,

What I’m about to share with you could change your life forever.

If…

You take the time to marinate on how and where you can apply it.

It’s a concept that we teach at our premier presentation skills workshop, but it can be (and is) used in many other forms of communication.  As a matter of fact, I recently purchased a marketing book from Internet Marketing guru Frank Kern and I was surprised to learn (shouldn’t have been) that he uses this tactic throughout his marketing campaigns.

What I’m eluding to is a term called “pre-framing”.  It’s a communication tactic that we refer to often and people ALWAYS have questions.

So instead of writing a detailed article about it, I have decided to have one of the best practitioners of pre-framing teach it and it explain it thoroughly in the video below.  

[Editor’s side note: If you have kids (or have been a kid yourself), pay attention to how amazing children are at pre-framing]

 What is Pre-framing and How to Use it?

Preframing

(if the above image isn’t clickable, use this link to watch video)

 

Loving Living Giving Large,

Jeff Paro 
EditorThe 10X Business Letter

PS – This video is actually paid content.  It’s 1 of 50+ videos in The Influencer’s Playbook.  But we think this concept is so important, we are giving everyone access to it for a limited time.  If you like this video’s content and enjoy online learning, check out The Influencer’s Playbook.  If you want more of a “hands on” approach and enjoy an immersion experience, then you may consider our upcoming IFF.

[Video Series] Speak with Confidence – Part 4

10X Business Letter
March 13th, 2014
San Diego, Ca
Brisk 72 Degrees
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Dear 10X Business Builder,

Here is the fourth video of our popular NEW series “Speak With Confidence”.

In this particular video, you will discover a  very “simple” principle that has helped many presenters (including myself) to increase their confidence level immediately before their presentation.

In spite of this simplicity, this principle will allow you to:

  • Connect with your audience before your presentation
  • Gather “presentation intelligence” so you can adjust your content accordingly
  • Induce the law of social proof
  • And obviously, increase your confidence level

How to Build Confidence Speaking

Roberto Monaco
The 10X Business Letter
Co-Founder, Influenceology

PS – This is just a smidgen of what we teach you at Influencing From the Front.  It’s 3 days of pure learning.  Stuff you haven’t heard anywhere else.  Get the full details here.

What Matthew McConaughey wants to teach you about speeches

10X Business Letter
March 6th, 2014
San Diego, Ca
Sunny 72 Degrees
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Dear 10X Business Builder,

We always tell graduates of our speech class, “Influencing from the front”, that will never be able to watch a presentation the same again. I equate it to learning how a magic tragic works — you look from an ‘insider’s’ perspective.

The Oscars is the Holy Grail for speeches. Both good and bad.

I personally didn’t watch them, I don’t have cable television, but Roberto was on them like white on rice. (Shhh… don’t tell anyone — he has a reputation to live up to) He claims his significant other made him watch them, but I know he was secretly hoping to get a glimpse of the Biebster in the audience…

All kidding aside, there are some great lessons to learn from the acceptance speeches that night.

I asked Roberto which ones he thought were the best and he said, Jared Leto and Matthew McConaughey (side note: he actually said, “Jay Leno and Matthew McClay!” — gosh, it NEVER gets old)

I asked some of my other friends and those two names came up each time. So, I Googled their speeches and took a gander.

After watching them, it was obvious why both of their speeches were so compelling.  For sake of time, I just chose one to review.

So, let’s take a look at Mr. McConaughey’s speech and see what we can learn:

Matthew McConaughey accepts the Best Performance by an Actor in a Leading Role award for 'Dallas Buyers Club' onstage during the Oscars at the Dolby Theatre on March 2, 2014, in Hollywood, Calif. | Getty Images

Matthew McConaughey accepts the Best Performance by an Actor in a Leading Role award for ‘Dallas Buyers Club’ onstage during the Oscars at the Dolby Theatre on March 2, 2014, in Hollywood, Calif. | Getty Images

Best Actor: Matthew McConaughey


First off, let’s be honest, Matthew McConaughey has a great stage presence, as he should, he’s a professional actor. Quite frankly, it should be an embarrassment to the trade for any of these ‘pros’ to give a bad speech — it’s basically what they do for a living.

Besides having extreme confidence and charisma, structurally, Matthew McConaughey’s speech employed a structure/influence tactic that we have been teaching for years… AND YOU SHOULD USE IT TOO.

Influenceology’s presentation framework is: Opening, Preframes, Body, Pre-close, Close

It was a textbook version of The Power of Three body and he even used pre frames.

He opened with the obligatory “thank dear academy… blah blah blah”

He then used a content pre frame stating that:

  1. He needs someone to look up to,
  2. something to look forward to and
  3. someone to chase.

Then he proceeded to build the Body of his speech around those 3 chunks.  Each chunk he states his claim and then backs it with an explanation/illustration and/or story.

Chunk 1: He needs someone to look up to. Illustration: He referred to God. Quoted a famous quote.

Chunk 2: Something to look forward to Illustration: He explained that was his family.  Told story about father. Thanked mother. Thanked wife/kids.

Chunk 3: Someone to chase Illustration: A hero to try and be like (who was him in ten years). Told story about conversation he had with an “important person”.

Then he summarized (Pre-close) and Closed.

His close used the power of 3 as well: To all of that, he says “Amen,”  ”Alright, Alright, Alright” and “Keep on Livin”.

The total speech, which I agree, was fantastic was only 3:50.  Do you think this could be used in an impromptu situation or maybe a toast?

Notice how when he was talking about his father, he used his body to illustrate his story.  When telling a story, you want to do everything you can to help the audience paint their own vidid picture — to make them feel like they are there.

10K take away

Also, re-watch when he is telling the story about becoming his own hero, HE PLAYED BOTH ROLES.  He had a conversation with himself.  That is a very ninja influence strategy that we call “quotes”.  You quote another person and have that “difficult” conversation with yourself — knowing that the audience will automatically go internal and have that conversation too.  This could be used to ‘wound’ your audience without breaking rapport.  You aren’t speaking to them directly, but you are indirectly.

For example, if I want to use the “quotes” tactic to get people to take their health more serious:

“Then one day Roberto came to me and asked, ‘how are you doing on your health?’”, I said, “i’m doing pretty good, I’m working on it”  then Roberto said, “Jeff, what do you mean you’re working on it?… you’ve been saying that for 2 years now.  You’re 65 lbs over weight, you’re no longer overweight, you’re morbidly obese!… You have high blood pressure and your diet is STILL unhealthy.”  I sat there for a few moments and realized he was right, I had been lying to myself….telling myself, “it’s not that bad”, “I’ll fix it tomorrow”, “diets don’t work for me”…

Anyone who is sitting in the audience that is anywhere remotely in that situation will go internal and start to play the role of me. (heck even some people that aren’t overweight will question if they are).

Super, super powerful strategy and Matthew McConaughey employed it perfectly.

Next time you have have to create a presentation fast, consider the power of 3.

What about you? Did you have a favorite?

Loving Living Giving Large,

 

 

 

 

Jeff Paro
EditorThe 10X Business Letter

P.S. - If you would like to learn more about the Power of 3 and crafting engaging, persuasive and impactful speeches, we have a few seats available for our flagship workshop… Influencing From the Front