Public Speaking Motivate | Persuade | Influence. Public Speaking – Introduction Your Influence Factor Motivate Persuade Influence.

Public SpeakingMotivate | Persuade | Influence

Public Speaking – Introduction

Your Influence Factor

Motivate

Persuade

Influence

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


Effective Public Speakers Earn:Respect

Credibility

Leadership (command)

Dynamic

Charismat

ic Respected

leaders because they are effective

communicators

People want to (yearn to) follow



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


Present, speak, influence from a position of strength!

• Know your material• Be genuine• Be passionate• Be informative• And, don’t forget to

smile!


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


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


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.

Science Behind a Speech

Practice Live AudienceTime

+33%

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

BODY:

Simple, succinct data and talking points about your subject matter

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


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


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!”


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


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


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


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)


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


ATTENTION GAUGE

• The audience’s eyes should be on you at all times

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


Avoid standing with hands • On hips• In pockets


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


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


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

Use Power Words

DecisiveHot

CriticalUrgen

tCompelling

Mix Them In!

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


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


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


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


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?


Does it have a good rhythm?

• Vary the pace of speech

• Make sentences short and cut out tongue twisters


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


UseExciti

ngExciti

ng Verbs!


Get rid ofClichés

Buzz Words

Group Career Briefing

It’s why

It’s the

It’s where we

we get paid

center of our

universe

makeeverythi

ng happen


Running a group

• Find your strength in what you translate best to audiences and work it until it bleeds


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!


Why?

• Because its always a new audience!

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


You have got to

believe

you’re selling a

$100k+ opportunityto everyone in that

room


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


• Energy and excitementbut not

overhyped• Quell open

Q&A“Are you an eco-friendly green company?”

• Evaluation A/1Have them

sellAppearance

and communication


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

Absolutely, but it should only support your speech, not replace it

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


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


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


Never guess at an answer• That’s a one-way ticket

to zero credibility


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


• 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


• Time Management – run your day or it will run you

• The Art of Running POS

• Quality of Business – road to profitability• How to Drive $20k /

Week as a Unit Manager

• Overcoming Objections in the Field

Ideas

Public Speaking Motivate | Persuade | Influence. Public Speaking – Introduction Your Influence Factor Motivate Persuade Influence.

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