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Public Speaking – Signature Speech Secrets: Heide’s Notes

Heide MetzgerAfter more than 10 years in business, I’ve been blessed to receive more kind words, emails, and testimonials than I can count. Yet, every once in a while, a client surprises me. After she sent me this email, I asked her permission to share it with you. Obviously, she said yes (yay us!).

I got to know Heide Metzger for the first time when she joined my 30-Day Storytelling on Video Challenge (that I partner with Lou Bortone on) in the fall of 2015. She has a heart of gold and a HUGE vision to serve the world through fundraising massage parties. For example, let’s say you want to do the Avon Beast Cancer Walk and you have to raise your money to do that. Well, Heide has licensed massage therapists across the country who will come to your house while you host a party. Half of the money goes to you for your charity and half goes to the massage therapist for their time and energy. It’s a win-win-win!

I am honored she has chosen to work with me to help her expand her message and grow her mission. And yesterday she emailed me after being in the free webinar I taught and then joining the Signature Speech Mastery Program.

The following is her email written in it’s entirety, because even her signature and quotation at the bottom are wonderful indications of her huge heart and giving spirit.

Dear Felicia,

I wanted to get back to my office to write this since their where my notes (and thoughts) on the webinar were and wanted to share some with you if they can help you in any way to promote.

(Also the reason that I am on 2 of your lists is because this one is my general email to filter things through and the new one which will match the upcoming website, book, and marketing Fundraising Massage Parties, is what I use when it is something or someone I am working with currently or to follow up on. It is to cut out all other “noise”)

I wanted to specifically share with you the things that I put stars by and that made my eyes widen!
(HEIDEA = means I had an idea while you were teaching – these should come with a warning label)

1) “If you want to write a book, SPEAK about it first……….” WOW! Everyone else talks about having a book first to get your foot in the door! What great advice to get traction for a book launch!! I get that most people want a book out but don’t look at the marketing side of it though!

2) I loved the “chance to network with an entire room of people at once” I remember when I spoke in front of 180 Kinder Care teachers and when they came up to me afterwards, I felt like a rock star! Boy! Did I do EVERYTHING NOT to do for that event!! (That will be my testimonial for you after I finish your course and really ROCK!)

3) HEIDEA = When you mentioned the Naperville Chamber of Commerce, I thought about the mini-talk I am giving in Naperville tomorrow for the Alzheimer’s Walk Team in Naperville. They are committed to raising $500,000 at their event in September. Do you see an opportunity to speak to a local Chamber when events like that are going on in their town?

4) Your tip on simply adding “speaker” when you introduce yourself at events was great!

5) I AM IN LOVE with your simple 3-5 questions that people ask you the most! And what question should they be asking! For anyone that has an FAQ page on their website, brochures, or any marketing, THIS was a no brainer!!

THANK YOU!!! I got the other email about the 3 webinars tomorrow. It looks like one is at noon, another at !:00 and I am not sure of the 3rd, but I will rearrange a couple of things.

Feel free to let me know if you would like me to post anything anywhere.

With Much Love, Peace and Laughter,
Heide Metzger

“BE The Change You Wish To See In The World” Gandhi

With Much Love, Peace and Laughter,

Heide Metzger
 
“BE The Change You Wish To See In The World”   Gandhi
You can see the replay of the training that Heide took notes on at http://SignatureSpeech.com and join the program there, too. I’d love to have you!

Here is Heide’s fundraising vision explained using one of the video tools she learned about while taking part in the 30-Day Storytelling on Video Challenge with me and Lou Bortone. As you can see, she has a huge heart and I think a fabulous idea:

I Was Literally a Punch Line

live streaming imageYears ago when DVD players came on the market and started to become commonplace in many homes, my husband and I debated whether we should get a DVD player. My argument, admittedly weak as it was looking back now, was that VHS was the industry standard and had been for years. I thought FOR SURE the DVD player and the DVDs to go with them were going to be like the Betamax machines and tapes, which were popular with enthusiasts and early-adopter technologists, but never really caught on in the mainstream.

You see, I had watched my Dad years earlier buy into the Betamax, thinking it was going to be the next big thing, but it turned out to be a big dud. With that, my young opinions on early-adoption of technology were formed.

So when DVDs came along, in my mind it seemed a lot like the Betamax. I was completely against getting a DVD player.

Turns out I was also completely wrong.

Then, in the early 2000s, right as digital photography was becoming part of the mainstream, I was adamant I didn’t need a digital camera. After all, I reasoned, I’d taken photography classes. Those cameras could never reach the same quality as “real” cameras. Plus, it didn’t really matter; all I was doing was taking snapshots, anyway, so I was fine with the way I’d always done things.

Turns out I was wrong about that, too.

Now, in my marriage (perhaps like yours?), my husband and I enjoy some good-natured ribbing, especially when one of us is wildly wrong about something totally inconsequential in our world. That means, after it became abundantly clear DVDs weren’t going the way of the Betamax, I became the punch line of more of my husband’s jokes than I care to recall. Harrumph.

As a result, I now make sure I give a good look at anything technological coming down the line. I’ve got a good sense of humor, but I want to avoid giving my hubby any more jokes. 🙂

That includes in my business as well.

In 2006, when I started my business I didn’t even know what a blog was. But by the end of the FIRST DAY I heard of a blog, I had one up. That turned out to be a good move.

In mid-2007 when I heard about this new thing called Twitter, I didn’t understand what it was all about, but I signed up for an account, anyway. Months later after I “got it,” I was tweeting like I owned the Twitterverse, loving it, and made a lot of money from marketing on social media.

In 2009 when it was clear Twitter was going to be at least matched by the former college-party-annoucement site, Facebook, for business, I started spending more time there. That’s also paid off in a big way for me.

I’ve come a long way and now can spot a tech giant in the making based on a number of factors, and the most recent technological advancement I’ve chosen NOT to ignore is live-streaming video.

When Google+ Hangouts on Air started to be a thing, I did a few hangouts, but the technology wasn’t quite there yet to support live-streaming video on a large-scale basis because it relied on Internet speed and bandwidth. Too many people couldn’t participate live properly – heck I’ve even been kicked off my own webinars!

Fast forward to today and what has changed is simply: the iPhone (and all smartphone technology). Don’t ask me about why technologically speaking apps work so much better than the older versions of live-streaming, they just do. If you really want to see some of the whys you can try here or here.

As far as evidence that live streaming is *THE* now big thing that isn’t going anywhere but up, all you have to do is look at what two behemoths jumped on board. At first it was the slick new fancy apps like Periscope and Blab (and formerly Meerkat, which is no longer a player), but now… Facebook Live has become a major player and in the past few days YouTube has announced it will soon be rolling out a new live streaming feature.

Luckily I have smart friends, Jeff Herring and Mike Stewart, who not only get this stuff and use it themselves, but are excellent teachers. If you want to know how to use the new live streaming video, or just want to see a cool demo of it yourself, you can watch it here.

Speaking on video is something I know a bit about – and teach that myself. If you’re stuck on what to SAY on your live streaming videos, here are a few ideas for you:

  • Take a section of your Signature Speech™ and share it.
  • Answer your most frequently asked questions – one at a time, one per video
  • Address a comment, question, or rant you see on social media
  • Do a public service announcement about something that will protect your clients or the people in your market from an unsavory character or undesired result
  • Offer a glimpse into your daily life
  • Make your own rant – to the benefit of your viewers
  • Share a tip
  • Unveil a myth and explain why it is a myth and what the truth is
  • Explain one of the mistakes you see people making and what they can do instead
  • Tell a personal story and relate it with a moral related to your business

Whatever you do, don’t ignore this new tool available to you. You wouldn’t want your loved ones making YOU the butt of their jokes, now would you? It’s your turn to laugh – all the way to the bank.

A Better Way to Take a Compliment about Your Speaking

be grateful after a speechYou just delivered your Signature Speech, got off stage and now there’s a line of people waiting to talk to you about what you just shared.

Inevitably, someone will compliment you on some aspect of your speech and you might be tempted to say “thanks but…”

“Thanks, but I really could have delivered the close better.”

“Thanks, but some people seemed pretty zoned out.”

“Thanks, but I felt really off today and to the people who know me, it showed.”

I am personally guilty of all these, which would be how I know what might come to mind. 😉

Now, if you grew up like me, with someone in your life who asked you, “Who do you think you are…,” you may have a difficult time accepting praise. Or if you’re a church-going person, you undoubtedly heard many times in your life that humility and modesty are important traits. You might even feel guilty when someone gives you a compliment that you don’t think you deserve.

So it may feel only natural to deflect a compliment because it feels like the humble thing to do. In some speakers’ minds, the alternative is to imply boastfully, “Yep, you’re right. I rocked it and I know it.”

Yet, here’s why that’s a mistake. When you deflect someone’s compliment, it’s not about YOU. It’s about THEM. It’s like saying to that person, “Thanks, but you don’t know what you’re talking about.” It’s actually hurtful to the person. Now instead of feeling like they did something nice by telling you what they enjoyed about your presentation, your response could lead to them feeling badly.

You didn’t create a connection. You broke it. (ouch)

All that warmth and rapport you spent your Signature Speech building up? It can be gone in an instant.

Here’s what to do instead:

Whether you agree with someone giving you a compliment, remember it’s not about you at all. It’s about THEM. So acknowledge the compliment and then say something about THEM. Here’s what I say,

“Thank you! You are so kind. I appreciate it.”

And end it there. You don’t need to go any further. You get to maintain the connection you worked to create (after all, you never know where your next speech referral is going to come from!), and you didn’t act boastful in any way. In fact, you appear gracious, and that will continue to build the connection you started by being on the stage that day. YAY YOU!

Writing and Speaking = A Marketing Cycle at It’s Best for All Businesses

Question: Which came first, the book or the speech as a marketing tool?

Answer: It doesn’t matter! They are both fantastic and you can use both to sell the other!

It doesn’t matter what you do in your business. Being successful boils down to one thing: getting people to pay you for your products or services. Even if your main source of business is referrals, those referrals still need a way to discover what you’re all about. How do you do that? There are only two primary ways: in writing or by speaking. Everything else is an offshoot of those two basics.

Think about it. Even if you don’t have an official speech or you haven’t written a book yet, someone is going to email you or call you. And then you’ll have to answer in writing or by speaking to them on the phone or in person. Or they are going to Google you and run into your website where there is writing and hopefully video of you welcoming them. So let me ask you this:

Are you busy?

The answer is a big, huge, OF COURSE YOU’RE BUSY!!

So one more question: If you’re busy, why not leverage what you’re already doing to make your marketing and your life easier?

As a speech trainer and communication consultant, I’ve been on stages everywhere since the very beginning to market my own business. I started speaking in front of audiences of hundreds of people since the time I was 7 years old; so it’s natural to me. What wasn’t as natural was writing my first book. But here’s how I did it.

  • Step 1: I wrote a bunch of specific blog posts about various topics I knew my potential clients wanted to hear more about because audience members were asking me the kinds of questions I answered in the posts.
  • Step 2: Then I turned those blog posts into a fixed-term 12-week private membership site, which allowed me to fill in any blanks of tying that content together, as well as including specific activities members could do to help them implement the content.
  • Step 3: I took the 12-week membership site content, and turned that into 12 chapters of a book, plus wrote an introduction and conclusion. I added a quiz on Communicating with Confidence for one of the chapters, had the whole thing edited, learned what to do next from Kristen Eckstein to get it into print and self published that baby.

I wanted to write a book because it’s been one of those life-long bucket list things for me. Plus, most speakers worth their fee have at least one book published. So now I had a book. But then, that’s when something interesting happened.

People started to ask me to SPEAK about my book.

And then at those events where I was the featured speaker, audience members would buy my BOOK.

Then people who saw one or the other or both started HIRING ME.

It was AWESOME! One led to the other and back to the other and so on and so on…

As I went on, I decided I wanted to have some better marketing materials. Because the book and the speech were working SO well for me, I wanted to get them in front of more people. What I needed was a Speaker One-Sheet (or Author One-Sheet, depending on if you wrote your book or your speech first! LOL)

The one-sheet is a printed single-sided, brief marketing piece you can put on your website as a PDF or print and send to meeting planners about your topic. It looks all fancy and professional-like, which is how you want to portray yourself as an author, speaker and consultant, in case you didn’t know.

Next came the problem of the proverbial cobbler’s children having no shoes (that would be me not having a one-sheet!).

Shelley Hitz

Author and Speaker Shelley Hitz’s One Sheet

I know that a one-sheet is an important marketing tool. But (luckily) I was too busy to go through the gyrations of having one made. Finding a designer that didn’t flake out AND who understood me and what I wanted, trying to figure out the look and feel I wanted to convey, deciding what to put on it, well, it was time-consuming. And I realized, I’m not the only one who doesn’t have time for even the things that I know should get done.

So I created these Speaker One-Sheet Templates (using Powerpoint of all things!), because I know how to use Powerpoint and now I can crank one out in mere minutes. No hassle. Dozens of other speakers and authors have been using them, too and they all love them.

Author Shelley Hitz said:

I’ve been needing an updated one-sheet for the speaking I do and have been procrastinating hiring someone. I personally bought one of Felicia’s templates and within an hour had my one-sheet ready and added to my speaking page! WooHoo!

These speaker one-sheet templates are fast, easy, and give you a professional way to be sure you are using the full power of the speaking – writing marketing cycle.

Public Speaking – You Could Be Boring If…

Photo Courtesy of Kurt Scholle.

Photo Courtesy of Kurt Scholle.

Do you ever wonder if your audience is as excited about your speech as you are? Or maybe, are you secretly worried that you might be boring your audience to tears?

The first step to get past being boring is to admit you are a bore on stage. But how can you know for sure? Here are a few obvious, and maybe even less-than-obvious signs:
  • Sleepers: Some people have incorporated so much movement and activity into their lives that when they are forced to sit still, like during your speech, no matter how fantastic you are, they literally collapse and fall asleep. That’s more about them than it is about you. But if you have more than one person looking groggy as you speak, you could be boring.
  • Otherwise Engaged: If your audience members are sneaking glances at their phones, zoned out, arms crossed, looking around the room, and not listening to you or your message, you could be boring.
  • You Don’t Ask for, And Don’t Get Any Response: If your entire speech is one-sided and could be delivered the same exact way by video, you’re missing the point of having people there in person. With a live audience, you have the opportunity to ask questions, elicit feedback, even – gasp- ask them to stand up and move a little. If you deliver a monologue and never even ask for so much as an occasional head nod, you could be boring.
Lately I’ve been thinking about this as event season is gearing up again and we’re all bound to be stuck listening to boring speakers. Let’s make sure we’re not part of THAT group!!!
Making sure you’re not boring is just one benefit of having a proven Signature Speech(TM) working for you in your business. I invite you to come to my 1-day only live event, I’m calling Signature Speech(TM) Shazam! That’s on Friday the 13th of September, and I’ll be writing 13 speeches for only 13 participants – and I’m guaranteeing all 13 people will walk away with their speeches DONE that day. Jump on board right away so you secure your spot before it sells out (and it will).
And I promise you one thing: it will be anything BUT boring! In fact, I can promise you’ll laugh, you’ll have fun, and you’ll be productive. Now THAT’S a good day!
So back to being boring… have you ever had to admit you were being boring? What did you do about it? I’d love to know your experience in the comments below.

Public Speaking – Always Have an Offer When You Speak on Stage for Business

Always have a product or service to sell when speaking.

Always have a product or service to sell when speaking.

Last week I had the opportunity to speak at a women’s symposium event in beautiful Galena, Illinois. My client, Brian Basilico, author of It’s Not About You, It’s About Bacon, introduced me to the meeting planner because he was going to be speaking at the same event and was booked before I was. In a typical turn of events where another speaker had cancelled (sadly this happens all the time), the meeting planner called me in a panic; would I be willing to fill in at the last minute with less than 2 weeks’ notice? Sure. Of COURSE I would; I was planning to be there anyway!

One of the sponsors of the event, the beautiful and serene Aldrich Guest House Bed & Breakfast, was host to the speakers the night before the event. So there I was, sitting around the dining room table with Brian, an expert in social media, and Traci D. Ellis, an attorney who works with professional women handling their business and personal needs. Smart people.

Yet, as we chatted about our presentations (and they both put finishing touches on their slides), I quickly learned that neither had planned to offer anything for sale to the audience, except for Brian’s book.

Big mistake.

As I explained to them, there will be people in any audience who are ready to buy something from you RIGHT AT THE MOMENT YOU ARE ON STAGE. Unless it was in the speaker’s agreement with the event that you would not be permitted to sell any products or services, then by all means you should. And here’s why:

If you firmly believe in your heart of hearts that what you do for people with your services or the results that using your product can truly enhance the lives of those who invest, then it is wrong to withhold that from people you know you can help and who need it. All that’s left to do is to make sure they know what it is you offer. Plain and simple.

Beyond that, you deserve to make a living. Yes, I know you love speaking. And yes, I know it’s a joy just to be able to share your information with an audience. And yes, of course you get plenty of benefits from speaking even if you don’t make a dime. But as one of my mentors, Jeff Herring has always said, if you go out of business because you’re not making enough money to support yourself, then you’re doing the world a disservice, robbing them of your unique gifts.  So get paid when the opportunity presents itself.

There are too many complex steps to “closing” on stage with audiences so you get the maximum results to discuss in a blog post. Even so, with some audiences, you don’t need a bunch of tricks and techniques; and they may not be appropriate for that audience anyway. Even if you never try a single “closing technique,” all you simply have to do is tell your audience members, “You might be wondering about how the details of what we’ve been talking about today can help you. I also do consulting in my business where I talk to my clients on the phone for an hour and we work out the details to [fill in the blank]. Normally I charge $250 for this hour. Today I’m offering a [discount/bonus/wh

Brian Basilico, Author of It's Not About You, It's About Bacon

Brian Basilico, Author of It’s Not About You, It’s About Bacon

atever] so you’ll get that hour for just $197. If [what you do] is something you’ve been struggling with, let me know today and I can help you.” You’re not hard selling. It might take you all of 30 seconds to say. You’re just sharing in a friendly, helpful way.

Using that simple strategy, Brian was excited when he was approached by a couple people who wanted his offer and one ready to give him a

check on the spot. Had he not offered it, the opportunity could easily have been lost, the moment past, and the cash left on the table. Instead, by simply offering a service, someone in the audience gets to benefit from Brian’s substantial brilliance. And I couldn’t be happier for him or his new client!

Do you always offer something for sale when you speak? How has that worked for you? I’d love to hear your thoughts and experiences in the comments below.

Speaking to Serve and Raise Funds – One of the 21 Ways to Make Money Speaking

Looking at the displays in the stores, it’s obviously back to school time!

Soon kids everywhere will be sporting new wardrobes, sharpening new pencils, choosing their favorite folders and heading back to write essays about what they did this summer.

Not long after, we parents will receive the inevitable fundraising package from school where we can have the luxury of buying overpriced wrapping paper and cardboard-like frozen pizzas, while being asked to bug neighbors (who also have kids with the same fundraisers), extended family members, and colleagues at work to also take part in the never-ending quest of raising funds for schools.

But there are better, more creative ways, that are also less offensive to the taste buds and pocketbook.

For example, one interesting and more fun alternative to holding the same old fundraisers I’ve recently heard about is to raise funds through bingo events. My friend Shannon Cherry actually did her own version of bingo at her live event. And that got me to thinking about how you can use your skills to do something community-building and fun to raise funds for your favorite group

In my best-selling book, 21 Ways to Make Money Speaking, Way 6 is Speak to Help a Charity. When school begins this year, you can get in 21 Ways to Make Money Speaking by Felicia Slatterytouch with the fundraising chairperson – almost always a volunteer eager for ideas and help – and offer your services as a speaker to hold a fundraising event where you either donate your services in full, or, for you to make some money too, split the ticket sales 50/50 with the school. The book has a few more strategies in that Way for you to bring in some additional cash for the school and for you as well.

Then all you need to do is come up with a speech topic that is both relevant to your expertise and relevant to the parents at school (remember – school is about the kids, but fundraisers have to appeal to the parents, who hold the money).

For example, in my business I teach public speaking and communication skills to celebrities, experts, and entrepreneurs. Obviously that’s not going to appeal to all the parents at any given school. But in my days before my business, while teaching public speaking classes at the college level, I also taught interpersonal communication courses and male-female communication courses. I could easily pull together a fun 60-minute program on how parents can better communicate in their marriages and with their children using interactive exercises and more.

Remember, your goal here is to get paid to speak (so you can add “professional speaker” to your repertoire and bring in some cash) and to help others by serving from the stage at the same time, in this case specifically in raising funds for a school. But you can also have a display set up where you sell your books and offer your business cards, brochures and other marketing to those who attend who might be interested in working with you later, therefore turning the fundraising speaking event into a lead-generation tool for you as well.

So what do you think? Will you give this a try this at school year instead of being forced to buy a bunch of sub-par stuff – and do your part to serve from the stage? I’d love to hear your thoughts in the comments.

Writing a Book? Write Something Else First…

Having written two full-length books with another under contract, a handful of ebooks, and thousands of articles and blog posts, I know what it’s like sitting with a blinking cursor in front of you on a blank screen, almost mocking you. It’s not like you don’t have ideas. It’s not like you don’t know your stuff. But golly… when it comes time to put your butt in the chair and roll up your sleeves, something can overcome even the most accomplished, brilliant expert like you.

Call it writer’s block. Call it performance anxiety. Call it procrastination. Whatever it is, if writing a book is on your list of goals for 2012, the name of what’s stopping you from reaching your goal doesn’t matter — you gotta get past it and git ‘er done!

Enter: Public speaking.

If you are an author or want to be an author, one of the easiest places to start is with the speech you’ll give to talk about your book. I call it your Signature Speech™ for Authors and it can help you do a number of things:

1. Clarify your thoughts: when you have a bunch of ideas all rumbling around in your head, for many of us it often helps to talk your ideas out. One way I’ve found to be useful is to put together a list of questions I’d want someone to ask me about my book. Then I can come up with my answers.
 
2. Determine the hot topics: Yes, your entire book will be filled with useful information that is important to advancing your field, helping your readers, and in general sharing a bit of yours and others’ expertise. However, there will be parts of your book that will get readers extra excited—whether that is a new development in your field, a contrary opinion you have backed up by data, or a new way of looking at or doing something. People will be talking. Putting together your speech will illuminate for you what that will be because in any speech you want to serve from the stage with details that get your audience excited about their experience of listening to you.

3. Think in user-friendly chunks: Writing an entire book can be overwhelming. But when you write a speech, typically you start with the body of the speech, which should contain from 3-5 main distinct points, presented clearly for your audience. Each main point will be chunked into sections. Your book outline can then quickly spring from those sections.

4. Determine your goal for the book: Most savvy authors know it’s not the sale of your book that will make you money. It’s what you do to capitalize on the content from your book (use the buzz word “leverage” if you like) that will bring you the greatest cash flow.  When you pull back from the blinking cursor and look at your book from a 20,000 foot view as a cog in a wheel of content and opportunities for you, what details belong in the book become clearer. When you develop your speech first, you can easily see what content needs to be more fully elaborated on in your book and then further in programs, mastermind groups, and membership sites, all of which lead to more money in your pocket, in addition to being paid to deliver the speech itself!

5. Get feedback from audiences BEFORE your book is in print: Making changes in your book after it’s been published can be an expensive and daunting task (trust me… I’m writing the 2nd edition of my first book.). When you present the content of your book to live audiences you get the huge benefit of hearing their feedback on parts they liked best, parts they want to hear more about and parts they don’t care much about at all. You can deliver your speech to live audiences in person, but also think about teleseminars, webinars, being a guest on a blog radio talk show, presenting a podcast or other creative ideas to get your content in front of audiences to get that vital feedback.

If you are an author or want to be, you can pick up a free 24-minute video about getting started writing your own Signature Speech ™ for Authors at http://signaturespeechforauthors.com/.

Living and Breathing Your Message Is the Best Way to Communicate

Walk Your Talk
Here’s a tale of two very different entrepreneurs. See if you can spot the major difference.

Recently,  I learned from Bill Glazer, who before becoming a highly paid marketing teacher and consultant, ran his own successful menswear retail store for 30+ years. This guy has sales and marketing in his blood.

The purpose of the event was to show new members of the Glazer Kennedy Inner Circle how to move forward with their new membership and learn some basic marketing skills and beyond. The focus of the event was clearly on teaching and training.

However, because Bill is an awesome marketer, when he had the opportunity to talk about his company’s products, he did so, unapologetically. He didn’t come across as pushy or “salesy” – simply suggesting that if audience members were interested in learning more, there was more training to do so, gave them a reason to pick it up today, and casually moved on to his next training point.

It’s like he can’t turn it off.

Even as he went through his training presentation, much of the language was written in a way to sell the audience on paying attention to the next part of the training, keeping us interested and fully engaged. I’ll tell you, keeping an audience fully engaged for an hour isn’t easy to do, but for two very full days, that takes serious skill. Because Bill understands how to keep people engaged – after all marketing is all about engaging an audience so they pay attention to your offers – he was able to keep a room full of 300+ entrepreneurs paying rapt attention the entire two days.

The second entrepreneur was in the audience.

After the main meeting ended, there was a smaller follow-up implementation group with about 95 audience members from the local area. During that meeting one of the people in the audience stood up and started banging on the table, cursing and trying to “fire up” the audience to get excited about their businesses. In doing so, he made one of the official presenters running that part of the event clearly uncomfortable. So here was this guy, who has yet to be successful in his business as a personal trainer talking his talk by trying to be motivating.

However as I looked around the room, most audience members looked shocked, irritated and embarrassed by this person. The reaction had a lot to do with how he was speaking out of turn inappropriately. But something else struck me about why he was sitting in the audience and why his business has yet to be successful. As a personal trainer, his own body is anything but in shape.

Now don’t get me wrong… I’m not picking on the guy because he has some weight to lose (ha- I could stand to lose a few myself!). His issue goes way deeper than that. He has an integrity issue. And sadly many yet-to-be-successful entrepreneurs and experts suffer the same fate.

If you are not walking your talk and living what you teach others, people will not take you seriously and will not buy from you. The message you communicate is “do as I say and not as I do.” And that’s a major problem.

Who would want to hire an out of shape personal trainer?

Or an organization expert who pulls up to the networking meeting in a messy car?

Or a time management expert who is always late?

Or a graphic designer with a visually boring logo and outdated website?

Or a wealth coach who is in debt?

Make sure your first and best customer is YOURSELF.

When you live and breathe your own message:

You become a walking billboard for what you do.

People are instantly attracted to you because you are in full integrity.

Your credibility is inherent in who you are.

Prospects can see clearly that you are successful at what you teach and are easily motivated to hire you to show them how to do the same thing.

Someone like Bill Glazer, who is a millionaire many times over, has thousands of customers around the world because he lives and breathes his message. His entire world communicates that he IS a marketer. It’s not just his words. His words, his actions, and his life communicate a completely congruent message. So take a hard look in the mirror and ask yourself which entrepreneur are you most like and commit to doing whatever you must so your messages are in full alignment with who you are.

So tell me, how do you live and breathe your own personal message . . . or what changes do you think you can make to start to get your walk and talk to align with your message?

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