https://www.youtube.com/watch?v=vjfAvujtR44

When I first heard you at NSA when you joined, you told the story of how you learned how to make words beautiful and you described the process you went through because you weren't as articulate, certainly as a young man as you are now. I never forgot those things that you talked about. Could you share how you developed that such unique Les Brown word delivery system that you have? This would be helpful to this group.

Mr. Washington said, what do you want to do with your life, young man?

I said, Micah, okay, sorry.

Okay. He said, what do you want to do with your life, young man? I said, I'd like to become a disc jockey. He said, Here are my car keys. I said, what is it? He said, I want you to go in my car at 12 noon. Don't go to the cafeteria. Bring a sandwich to school. He said, In order to be successful, you must be willing to do the things today others won't do in order to have the things tomorrow others won't have. I want you to listen to a guy named Paul Harvey. He's the greatest communicator in the world. He does a program at 12 noon called the Rest of the Story. So at lunchtime, I would be in his car and the air conditioning going, eating peanut butter jelly sandwiches. and listening to Paul Harvey who said, Good day. And I studied Paul Harvey. I watched Billy Graham. I turned the volume down. I watched his eyes. He was very intense with his eyes. I studied Zig Ziglar. I learned the value of energy. Zig had energy. Jim Rohn, When the end comes for you, let it find you conquering a new mountain, not sliding down an old one. Other philosophers, Winston Churchill, the truth is incontrovertible, malice may attack it, ignorance may deride it, at the end there it is. When I train speakers, I say to them, you must be a perpetual learner. As soon as your audience knows as much as you know, they no longer need you. Robert Chuller said, we must expand or we are expendable. And we're in this place, but Peter Drucker said that we must be willing to unlearn, learn, and relearn. So this is a new space, Einstein said, the thinking that has brought me this far has created some problems that this thinking can't solve. So I wanted to make, Mike Williams said, Brownie, you must study and you must be, I don't want to train you to speak in a niche. I want to train you to speak to the world. Because when I told him I wanted him to be my coach, because I saw him speak and he was so captivating and had humor and quotes and well read. And I said, man, I said, can you teach me to do what you do? He said, Yes. So I said, Great. And then he asked me a question, James, who you want to speak to? I said, the NAACP, the Urban League. All of a sudden the phone went dead. I say, Man, we lost the line. He said, no, we did not. I said, what happened? He said, I don't want to work with anybody who has such a small vision and hung up again. I called him back. I said, Man, please don't hang up on me. He said, what do you want to do? I said, I want to speak to the world. He said, okay. Then we got some synergy. It's a good fit because you can. I don't want you to see yourself as Les Brown, L.B. Triple P. Les Brown, your platter playing Papa. There were none before me and there will be none after me. Therefore, that makes me the one and only. Young and single and love to mingle, certified, bona fide, and dubiously qualified to bring you satisfaction and a whole lot of action. not just a disc jockey. I want you to empower and change people's lives. You got that in you. I say thank you, Mike. Sometimes you, and this is write this out, sometimes you have to believe in somebody's belief in you until your belief kicks in. Does that make sense?

Really, I think that is part of the key is the, you know, being around people that believe in you oftentimes more than you believe in yourself. I mean, you talk a lot about that in your book. And I mean, I would not be, I don't think I'd be where I'm at with addiction recovery had I not met many individuals that somehow, you know, when I'm talking my way out of any level of living a functional life, even surviving, is having people, you can do it, you can do it. And I think the difference though is when it's puffy versus it really penetrates, you know, like real nutrition versus, you know, where's Michael Burnoff? Michael Burnoff's somewhere in the building. I think he's downstairs.

Yeah, but I want to say Thank you. When I, when my issue dealing with the drugs and I knew what your passion was, you got to have somebody that you can talk to and you can be transparent with and share things about yourself and know that they won't judge you. And so I knew when I called you, and told you that I was addicted to drugs, you wouldn't say, you less round, you're the motivator. How the hell you get hooked on drugs? You didn't judge me. I say to speakers, who you are behind the words are far more important than the words that you speak. And so because of your compassion, when I'm training, working with speakers, I work first with the messenger, and then the message, and then the delivery. Because if it comes through the words that you speak, it comes through when you're speaking that people can feel you or they can just hear you. and they hear you in their heart. But if you want to change an audience or change a person, you have.

To.

Acknowledge that people are asking three questions when they see you. Who are you? What do you have? And can I trust you? Can I trust you? Can I trust you with my heart? Can I trust you with my secrets? There's a book years ago I read called, well, I'm afraid to tell you who I am, because you might not like me and that's all I've got. So this is Les Brown, the motivator, who talks about if life knocks you down, try and land on your back, because if you can look up, you can get up. And I had to call my friend and say, hey man, I'm dealing with something up in here. And I know you know. And you were so confident to me. You gave me strength. You said, you, can do this, man. And that, I mean, I knew I had my work cut out for me. And that meant so much to me. And I'm so honored to be here to serve you and your group. And I'm always available to you. I want us to finish life together. But you do, yo. You know, when I was first diagnosed with prostate cancer, They said, I was terminal. My mother had passed and she came to me to dream. She had a great sense of humor. She said, Baby, I heard you have prostate cancer. She said, you, said, you miss me. I'm looking forward to seeing you. I woke up, I said, Not now, Baba. I ain't ready to see you yet.

I have to say something about just the, I mean, it is really interesting what you just said. What a great framework of the messenger, the message, then the delivery. The ability to convey and transfer belief, to transferability. I have a friend who's 60 years old who two weeks, six days ago was diagnosed with pancreatic cancer. I let him know you were coming down here, and he's like, I love Les Brown. And he's like, Is there any way you could connect me to him?

-I kind of like to talk to him.

-Yeah, you did. And-- oh, yeah. And, well-- Yes. The reason I bring this up-- Did.

He tell you about our conversation?

-Oh, he loved it. I mean, he left me a message last night, a group of closest friends. -Really? -Yeah. Very successful dude. And he-- I mean, he is in such a good state of mind right now. He's also aware of the fact that this is not the cancer you want to get, right? I mean, he's telling me about how he's met in the last week with supposedly the best pancreatic cancer doctor in the world. And he's like, it's across the board, the differences where some will say no matter what you do, you got two to five years, and others where it's like, no, there's no limits. He's talked to so many people, and he's tired, and he's exhausted, and his wife who's more along mainstream medicine and he's very, but the fact is that conversation with you literally changed the trajectory of this guy's behavior, his thought process. And the reason I bring this up is that when you can transfer belief, hope to other people, because I think hope is an interesting thing. Hope used in a in false, superficial ways is like bullshitting people.

Yes.

There's damaging ways to use hope and hope used in certain ways heals people, right? And so the point is you talk to this individual. And so it's not just a conversation though. You have developed this ability, which I know is part of what you do with other people. That's your business, right?

When I ask him a key question, I said, why you wanna be here? For his wife, for his children. When you think about Man Search for Meaning and Viktor Frankl, he said, the Jews that survived the inexpressible cruelties of Nazism, and I went to Poland. I wanted to go to the place where Anne Frank was, and I went to Auschwitz because I worked with a guy named Sam Axerod, who was one of my early mentors. He said, they either had some spiritual commitment they had with their lives or some loved one that they were determined to see or some reason that was bigger than them. And so once I found out that his reason was his family, I started talking about it from that point. I said, let me tell you something. Why are we going to do this? And And notice I said, why we are going to do this? I spoke from the end that we got this done. You got to stick a fork in it like you see a basketball game, a guy shoots a Vaskin's, you know, Curry, Steph Curry, and start running down court before they even hit the nets, all right? So that when we speak to people, we want to affirm them. Whenever I speak, I say, again and again. You have something special. You've got greatness in you. You have the ability to do more than you can ever begin to imagine. What we're doing is where we are breaking through all of the negative conversations that's in the collective consciousness of people. Your passion, your energy, and the words that you use will dismantle and open up their mind where they begin to see. I want everybody to repeat after me, please. It's possible. I want you to write this, I want to show you a model that you can use in any type of situation. So if you go get brought in to speak at a corporation, first you want to do a needs assessment, find out their mission statement, and find out what is it they're looking for. And then what I do at the top of your speech, what you want to do is paint the picture what they say their goals are in their mission statement and say it's possible as you begin to look at the genius network, the golden objective of changing the planet of operating out of the thinking that as we face inevitable death, one day we're going to leave here what in the meaning and purpose of our lives that will not be undone or destroyed when we are gone. The people that come here at the Genius Network, I want to say to you, Mr. Polish, that those people will be transformed, and the people's lives that they touch, they will be transformed, and this will have a rippling effect into the future that you don't get to see. Let us say together, it's necessary.

It's necessary.

That as you decided to do this and get involved in doing the greater work, greater is he that's in you than he that's in the world, that you decided, I got to do this. You got to, Ken helps it, that you said to yourself, I want to live a life that will outlive me. I've had a defining moment in my life that I'd lost myself in drug addiction, and then there was a defining moment that I said, this is not me. And I died to who Joe was then to give birth to this Joe that you now see. And I decided it was a non-negotiable with my life. I want to live a life that will make an impact. The things that I've gone through will not define me. They will refine me so I can live a life of contribution. Let us say together, it's you.

It's you.

It's me. It's me. George Bernard Shaw said, the people that make it in his life, they look around for the circumstances that they want. they can't find them, they create them. And so you decided that I'm going to take a stand with my life, therefore taking you the whole arm of God, that ye may be able to withstand in the evil day that having done all to stand, you decided when something happens, there's a victim, there's a perpetrator, and they're the witnesses. And you decided, I'm not going to be a witness. You decided that if you're not a part of the solution, you're part of the problem. That gave birth to the Genius Network. You see what I did with it? How you edified the person who started it, who wrote the check, and you make him look good. He will not only write you another check and bring you back 95% of my speaking engagements are repeat, and they give me referrals. You want to fry the fish while the grease is hot. Is there anybody else you know that can use my services? All right? You see what I did with that? Yes.

Go ahead. Hey, I hope you're enjoying this video and I want to let you know that I have a new book that's come out and if you'd like to get it absolutely free, there's a link below in the description or you can wait till the end of this video or you can simply go to joesfreebook.com.

And you can get a copy there.

Since I brought this goofball up, Michael Burnoff, who's an amazing speaker, can you throw him up?

So, okay, earlier...

I'm not on this level with my very good friend, Jewel. You know, he's an icon. Let's give him another round of applause. I love and admire your work, your sharpness, your eye, your intuition, your gift to the planet. You've been so for a long time. I've been watching you. Yes. Yes, sir.

So.

You called me.

In part of this, so in Michael's book, he has a book called Average Sucks. and he's a great speaker and he's a trainer and he's a coach and he's really good at many things. And in the book he talks about food and I was using this as a metaphor towards real, you know, sincerity versus faking it, right? And so the way he talks about food is there's food that is addiction.

Addiction.

Which, you know, would be donuts and sugar and fat and just like unhealthy food. The second would be entertainment, which is what most restaurants would be. And then there's nutrition. And I look at people that way too. There's speakers and there's coaches and there's marketers that are, you know, they're not good. I mean, it tastes good, but it's, you know, it's kind of like a shit cake.

Will I ask you a question, please? So do you mind? Go ahead. Your book is entitled, what's your first name? Average Sucks, Michael Burnhoff. Michael?

Yeah.

You said, average sucks. Yep, not sex, sucks. Yeah. Sometimes people, I will be praying for you, Michael. Michael, I want to ask you a question. When you go back and look at your life, you're four or five, who's somebody that you admired that that really impacted how you see yourself. How I see myself? Yes. Somebody that you saw, that you admired, that you said, wow, they made you feel safe, made you feel good. And because of their character, because of how they treated you, because of their example, they influence you in becoming the person that you are now. Who's that person? I've had a ton of them. I would say. I'm talking about when you're around five or six years old. Five or six years old? Yeah. Who was the closest person? your reference group? Literally had, I was at a family event and there was a cousin. It was a one time meeting. It was a cousin, came in for a funeral and literally just said something to me. He said, you don't have to always listen to everything your parents say. You can be anything that you want to be. And I remember hearing this at a weird age, about eight years older than me. And he said this to me and I remember those words to this day. I had a couple interactions with this gentleman. Okay, hold yes, man. Yeah, comfy breaks. Now I want you to listen to different. Ladies and gentlemen, I want you to shake someone's hand on your right and left and say, you can be anything you want to be. Do that right now, please. That's good. You can be anything you want to be.

That's good.

Ladies and gentlemen, I went to a funeral and they said, Coincidence is God's way of staying anonymous. And I ran into a cousin of mine and he said that to me. He said, you, can be anything that you want to be. I was going through an experience at this time trying to find my footing in life. How many of you had some moments in your life trying to make sense of and say, what is this all about? You remember? those moments when you question yourself and he affirmed me. And so I want to share with you some things I learned from my cousin. Now, that's good. That goes different than average sucks because you're assuming that I'm average or he's average. We're not. So you're like, you blocking a lot of people. But when you say, you can be anything you want to be. Maslow said the number one thing that people want is self-actualization. So now you're firming people and things I learned from my cousin, you now are in that category. People go online to find out information. How did you get to where you are? And what did you learn from your cousin? you want to create the want to that they want to know, what did you learn from your cousin? Because you got some secrets that you learned that allowed you to become the person that you are now, to die to who you were, to give birth to who you are now. And you've decided that you can be anything you want to do. His words when he spoke to you, that went to your heart and and you carried it all these years. He didn't say to you, Average sucks. And so the reason I ask you that question, I work with people to get what's in your heart. Average sucks. That's a head thing. You can be anything you want to be. People need to know that in the face of the pandemic, in the face of artificial intelligence, in the face of the statistics that over 350 million people that will be unemployed because of artificial intelligence, you'll say, you can be anything you want to be. I'm not saying that there will be 350 million people who will lose their jobs. My cousin taught me that 350 million people didn't lose their jobs. 300 million people have been freed up so they can become entrepreneurs to control their own destiny. It was one said by one philosopher that things may happen to you and things may happen around you, but the things that really count are the things that happen in you. You can do anything you want to do. You can create your own economy. this is a new place of accelerated change, overwhelming complexity and tremendous competition. You've got greatness in you, great as he that's in you than he that's in the world. My cousin was right. And because of those words, he spoke to me. I redefined myself. Because of what he said to me, my life was never the same again. Because of what my cousin said to me, I decided to become an ambassador in life and encourage people to pursue their dreams rather than live their fears. Solid.

Okay.

I like it. And then I think marketing and all our market research, that's a whole nother conversation.

So.

But do you see what I did with that? Yeah, I like that. How many jokes?

Yeah.

Do you see the difference?

Yeah.

Raise your hand if you see the difference of what I was talking about. I got a funny story for you after this.

Well, here's the thing, just to bring it up, Andre, don't go away. So the power of relationships, so how many years ago now was it, Andre, that Michael Bernoff and Kameron Herald and then John Rulon said, you know, to you, we need, you need to meet this dude. I happen to be in, so do you know Andre Norman by chance?

Yes.

Okay.

It's a black man.

What's it?

Yeah, it's a black guy. Trying to bring all the black people together. But it's something different.

So, I mean, it seems to me, so we're recording this conversation. It seems to me that all these incarcerated individuals that you're in charge of this program to putting, you know, content on 650,000 tablets that are in prisons for people that are incarcerated would be very valuable for them to hear a conversation like this.

1000%. Yeah.

And because, you know, when you're in a position like that, the thing that incarceration does for most people is they usually don't come out better. They usually come out worse.

And.

They now have an identity of a convict. They have an identity that I fucked up, I'm a loser, whatever. The interesting thing on the stats, there's 2.2 million people incarcerated in the United States. We're the highest incarcerating country in the world, 25% of the world's prisoners. are in the United States and 80 to 90% of everyone arrested or thrown in jail, drugs and alcohol were involved. And 40% of people that are incarcerated committed some sort of violent crime, which is a different discussion. 60% have not. So there's a lot of addicted people that are incarcerated. And putting people into a punitive system, you can't punish pain out of people, is really damaging. And it's not just the incarcerated people, the 2.2 million people for every person incarcerated, there's a whole family unit and relationships that are attached to that person. So there's a very, there's an opportunity to change that person so that they can get out and become an Andre Norman because many people do not. And I would have never met Andre if it wasn't for Michael or Cameron or John. So it's, it's a relationship thing. And when I heard his story, you know, I was like, I want be.

Helpful to this individual.

And it was supposed to be for like five months. It's now been five years. That's crazy. And he's saved lives and we've done a lot of stuff. And here we are with people with skills and talents and abilities. Everyone here. And through a mechanism here, he's now in a position where I think by the end of this year, there'll be like a million tablets that delivers education and content to people. And that's one of the things he's in charge of. And so, and he's an incredible speaker. If he would have not at some point figured out, I want to go and address people. I want to teach them, you don't have to go down the path I did. It is all through speaking, just like Joel Weldon. I mean, speaking is the vehicle. It is the mechanism to getting messages and inspiration out to people, and you can make a lot of money doing it. But you know that conversation you have with my friend Rick, is worth a lot. That guy is a multimillionaire. He is rich as hell. It wasn't about money. It was about what it did for his mindset, you know? And so the ability to speak and influence and persuade goes way beyond a business. I mean, it's what you can either, you know, Hitler was a powerful orator. You know, it's what you do with it that makes the difference.

Hitler, it's doing something we're witnessing now. People who have great presentation skills are able to create an experience. It's one thing to speak and people hear you. It's something else when you speak, people feel you. That's a different dynamic. So he was a master communicator. The people that that make that transformation, it's like Norman. It was not just the speaking. Norman died. If a man to gain his life, he must lose his life. Norman who went to prison, he was liberated when he got out even before they released him because he got a new identity. Once your life has a new identity, people that we work with, the people that are part of our team, the people that we align ourselves with for some social good, once you have a different mindset, that gives your life a sense of purpose. And once your life has a sense of purpose, then that gives your life a sense of direction. So now, Norman is an asset to society rather than a liability. Robert Kennedy said, if we cannot save the many that are poor, we truly cannot save the few that are rich. So when we look at the smash in graphs, and all the killings that are taking place, we're watching the throes of a dying beast. Something has happened. And the only way that we can take this on, cultures of violence, cultures of other, you know, when you can put traps together and immigrants, it's one thing to talk about preventing people from coming here, but creating traps in water so they would drown in their children. That's not who we are as a country. We are the greatest country on the planet. And so that cultures are created by words. And the reason that I'm committed to training people how to communicate to create peace, I said, I'll give you perfect peace whose mind is stayed on thee. Harmony. When we have harmony with ourselves and our spirituality, our family, our relationships and the purpose of our lives and joy, stuff's gonna be happening. Life would be happening. But when you have a sense of spiritual strength, you are able to handle it. You know, Jesus, he walked on water, but he went out there in a boat. And so you have to have something that when life be lifing, that you can hold on to that allows you to say, I'm gonna be all right. And this is what you're doing now and the relationships that people are building here. One goose can fly 75% further in formation with other geese than it can ever fly by itself. And so the relationships and the sharing that people have and building relationships, building new reference group. They did this 85 year study at Harvard University and they said the people who were successful had a reference group of about five to seven people that they connected with, that they identified with, that they had goals and dreams and held each other accountable. The same things that you're talking about right now. This is extraordinary. This is what the Genius Network is something that needs to be replicated all across this country and around the world because politicians will won't do it, and religious leaders won't do it. They keep us divided by politics and religion. They keep us at each other's throats. What you're doing is that you have one agenda, and that agenda is greater is he that's in you than he that's in the world. You have the power to create peace. We have the power to turn to each other rather than turn on each other. We have the power to believe a legacy. And, yes. I got a funny story for you after this.

Well, here's the, this brings, and for.

Generations yet unborn, that's what the Genius Network is all about.

All righty. Why do you speak? When you get an opportunity to speak, whether it's to a podcast, a stage, live virtually, live on site, why do you speak? Now, some of you in here are gonna tell me, well, Mike, I love the juice from the audience. I love the standing ovation. It just pumps me up. That's a lot of people in this room. All those of you are like, what? No, no, no. It's about the money. How many books get sold back of the room? How many people sign up for my services after I speak? Or the check I get when I walk on that stage. Both of those are not focused on your audience. Some of you will say, but Mike, no, no, no, no. If I sell lots of books, that's going to help my audience. Yeah, but your goal when you walked on stage was to make money for you. Your focus was you, even if you took all the I's out of your speech because of what you were focused on. The focus biggest mistake people make by far is they've got the wrong focus when they walk in front of the room. the wrong focus. What's the right focus? To impact and empower. And so we're going, Mike, I got to impact. I know we're always taught to impact, but what do you mean by empower? Well, here's the sign you didn't empower. Have you ever been into a big event? You've seen what I'm about to see happen. See, the speaker impacts by digging into your wounds, into your pain point, so much so that the audience has a codependency relationship with a speaker when they walk offstage. They must buy your book because they're in a place of pain or hurt. You left the audience in a deficit from where they walked in. It is unfair. It is manipulative to do that. To empower means I am a better human being the moment you finish speaking than I was before I started talking. Now, what's the difference? Well, if you get surveys after you speak, this is what you're going to love. If you fall into the first two categories we mentioned, you're going to love comments like, well, The best speech ever. The speaker was a 10 out of 10. Notice who they're both about? The audience isn't even talking about themselves in the post event survey. What does it look like when you impact and empower? More words like you're about to see on that screen. Like, for instance, how about this? Real. Because it was real to my life. Life changing because I changed my life because of something you shared. Everything's about the audience. It enriched me as a human being because of what you shared with me today. That's what we're looking to do when we step on a stage. And by the way, that will sell you more books. That will bring you more clients. You just don't focus on those things when you're doing this work. So what does it look like when you have these conversations? How do you impact and empower? First of all, we've got to know what you need to impact and empower. and there's three things we need if we're going to impact and empower, and that is timing, quantity, and the formula. Now, what do I mean by timing? Look, timing is everything. Timing is everything. I'll give you an example of bad timing. You see it a lot with slides, and what it is is a person will say, Hey, I'm about to give you the slide, give it away instead. The slide's talking, wait, wait, the audience isn't ready for this yet because you're not going to buy in because I'm talking while it's saying it. How many are frustrated right now while I'm doing it to you? for you. Because you don't know who to look at right now, because that's talking while I'm talking about the same things I'm talking. It happens all the time and here's why. You chose to use the slides as your guide because you don't know what you're saying on stage. I'm just being honest.

Hey, I hope you're enjoying this video and I want to let you know that I have a new book that's come out and if you'd like to get it absolutely free, there's a link below in the description or you can wait till the end of this video or you can simply go to joesfreebook.com and you can get a copy there.

You got chosen to make an impact, not to show how much you know by following a guideline in front of you. You should know your material before you ever walk in front of that stage. It is critical. Now compare that to this timing. Watch this slide. Now here I'm going to intentionally try to make a point and reinforce it with a slide. For instance, Joe Polish is brilliant. Now of course Joe didn't say that. I said that. But notice what happened? A few people just snickered. They laughed. Why did they snicker and laugh? Anyone in the room? Why'd they snicker and laugh? Because it was Joe. Right? If I don't let that sit for a second, you don't have time to recognize, hey that was a little play on words, a little something he could do with that to catch our attention. to go, did Joe really say that? Now some of you are going, Joe's capable of saying that. All right? But no, I'm not going to take a shot like that at Joe. Of course not. So that's a way you could use humor. By the way, how clean is the slide?

Right?

Super clean. We're not trying to overload information. Some of you are going, well, that's for humor maybe or to catch their attention. What do I do if I really want to bring home a point? So I'm going to ask all of you a question right now. I ask every audience I speak in front of, and I want you to answer from your heart what you believe to be true. If what I'm about to say is true, you're going to yell every. If it's not, you won't. Those lie virtually, you're going to type it in the chat if you agree with what I say. Here we go. Does every human being deserve a basic level of dignity and respect? If you agree, every human being deserves that at some level. Just yell every. Yeah. And every means every. Not 99%, not anybody except our enemy. Now let's pause about what's happening on the slide. It brings home the message while inviting you into my Instagram because it's my Instagram shot. It's an actual message we shared on Instagram. So you get to reinforce your message and invite your audience into your community to have a relationship with you long term because you do care about the audience. You want that long term relationship. So those are examples of timing. Now, send me a go, well then what's an example of quantity? Well, we've all seen this too. Remember that and we're flying, flying, flying, flying, flying, and there's tons of information, tons of information, and the slide looks the same way. This is a real slide from a presentation I followed. Real slide, massive overwhelm. So we go in, we never do that, we never do that, Mike. I keep it simple, I keep it short, I talk about one thing and only one thing in those 10 minutes, and now we are confused because you didn't give us enough information. Here's how we know you didn't give us much information or too much. We have way too many questions when you're done speaking. But remember that and we're flying, flying, flying, flying, and there's tons of information, tons of information, and the slide looks the same way. And you think you rocked it because everybody's asking questions. The fact is, when you get really good, you'll pay attention to all the questions they were asking you afterwards, and you will answer them in the talk. Because here it works with Genius Network, because we're going to get that Q&A sometimes, so that person's doing a brilliant thing by doing it in this moment. Claudia, you did a great job of that because you knew you had the Q&A coming. But if you only had an hour keynote with no Q&A, are the same results the same thing? Because they're going to be leaving the room and you get it. You agree with me like, yeah, I don't want them leaving the room with all those questions. I got to be able to answer those questions. So we want to be able to avoid all that confusion. So what's the right quantity? Right here it is three. You don't teach more than three. It's overwhelming. You don't teach less than three. The human brain has been taught two things. in threes. Joe Polish is brilliant at this. Elf, what is it? Easy, lucrative and fun. It's all over this room. The power of three. You get this, right? So make sure your speeches are in threes. If you have an hour, three lessons. If there's going to be a subplot, only three things under those three. The brain learns in threes. Now we got to the timing and we got to the quantity. We are left with the formula. What's the formula when it comes to speaking? Well, let's look at it. First of all, we're going to invite our audience in. We're going to reveal something they didn't see coming, and then we're going to show them the solution. How do you invite? You invite by investigating the audience live in the room. Wait, what do you mean? I was supposed to research my audience, know everything about them before I walk in the room. But you don't. You think you know everything about them before you walk in.

In the room.

When you're really gifted, you'll walk in the room and start asking questions that your audience genuinely gets to answer and that will give you all the fuel to reveal the false narratives they are clinging to. See, if you don't get to their false narratives, you could be brilliant and put on an amazing show, they will never change their life because they walk out with the same false narratives they walked in the room with. You must reveal their false narratives so they're disgusted by them themselves. I'm like, I don't want to hang on to that thing anymore. And then you give them the show. Then you show the solution because they want it. They're like, hey, I don't want to be what I was before that false narrative.

What's the solution?

And you just deliver the solution at that moment. So what does the show look like? Well, nobody wants to see that kind of show, that's for sure. And none of us want to hear about Joe's Tic Tac ever again. Ever again. That's not the kind of shows we're talking. about here, right? We're talking about really showing them how to live the IRS formula. If you didn't catch it earlier, that's IRS, folks. Some of you caught it. So I want you to have a positive Viewpoint from now on. When you think of IRS, you're going to be how I'm going to investigate, how I'm going to reveal and how I'm going to show. And I'm going to do that for you right now. I'm going to take you my last audience, and you're going to become them right here. That audience was ninth graders two days ago in California, 500 ninth graders in a gym. It's a great place to speak. You have 500. They've been told they're going to go to a speaker on sexual assault and rape. Whoo! We're going to be told how not to rape, what not to do. We don't want to be in the room, just like you heard in the introduction. But they start having fun with me right away. And suddenly they're answering all my questions. We're having this great discovery. I'm about to take you midway through that discussion. I'm going to ask you to answer every question I ask you. with a verbal response because we are in the discussion business, not the telling business. Nobody wants to be told what to do, but they love to have conversations. So I'm going to ask you, and if you're live virtual right now, I want you to be typing away in the chat to every question I ask and you'll see the rhythm, even those of you live virtually, how common our answers are in these moments. All right, here we go. Two people alone in a sexual intimate moment. First date. They've never kissed before, but they want to. Do most people stop and say, Can I kiss you? Or do you think most people just go for it? Which one? Ask first or go for it?

Yell it out?

Go for it.

Yes, that's what everybody says. Everybody goes for it, right? So why don't we just ask instead of going for it? Give me reasons. Raise your hand. Give me reasons you think people do not ask why they instead go for it. What's that?

Permission.

Permission. What do you mean by permission?

In case of rejection.

Ah, fear of rejection, yeah, so whatever you do, don't give them a choice. Ooh, that sounds pretty awful, doesn't it? I'm not gonna ask you 'cause you might say no, so I'm just gonna do it to you. By the way, if you agree that sounds awful, just say, Awful.

Awful.

Yeah, even if we did that before today, I think we all know, no. We don't ever want to do that again. Right, so fear of rejection, we just debunked that. That's a really weak excuse. What's another one?

Yes.

Kill the moment. Yeah, it's gonna kill the moment. It's gonna ruin the mood. Now why is that funny? Because that means you actually think you're smooth. The fact is, you're already awkward.

We all are.

If you've ever been sexually active, you've been awkward. Ever heard of braces, by the way? that gets awkward really fast. You're not afraid of being awkward. You're great at being awkward. Think about how awful it is though to think, I don't want to be awkward, so I'm going to take a chance to do something awful with their body.

So I don't look awful.

Awkward.

Wow.

I think we all can agree that's not the approach we want to be, the person we want to be. Right? And by the way, the amazing part is if you just go for it, you can be awkward and ruin everything and harm someone. That's the difference. So then some of you are going, well then Mike, what do we do? How do we ask? How do we get to that place? Well, some of you might be thinking, I'm still not sure I want to ask. So I'm going to ask you two questions. I ask every audience in the world. Question number one, right? Does every human being deserve a choice before you do something with their body sexually or intimately, yes or no? Yes. Question number two, how do you normally give somebody a choice? You simply ask a... We all believe in asking first. So how do you ask first? One, look them in the eyes. It should be intimate. Number two, smile. It should be fun. Number three, ask the question. Now I need a volunteer quickly for this one. Could I volunteer you? Is that okay? Your first name is? Marlon. Marlon, could you step up here? Hey, Marlon. Hey, Marlon. Marlon, you're going to imagine that your partner is right where my hand is. It's more than a tic-tac away though, so you're okay. All right, so they're going to be right there. And on the count of three, we're gonna have you ask that person for a kiss as if you're the only two in the world, no one's near you, and you've been wanting to kiss them all night. Are you ready, Marlon? All righty. Let's count to three. Let's count to three for Marlon. One, two, three. All right, give it up for Marlon. Great job, great job, easy. Hey, Marlon, do you think that would be awkward if it was happening in the real moment?

No.

Why not?

It's completely natural, just to do that. Yeah, it's completely natural.

Listen to that.

Give a big, big round.

Marlon did a great, great job. Room lets be it. You can sit down, Marlon.

You did a great job.

Marlon, you're gonna get a Can I kiss you t-shirt for rocking that. Yeah, yeah, yeah. By the way, audience, could it be awkward if you ask yes or no? Sure it could. The better question is, does it matter? Let me prove to you it doesn't. You're alone with someone you want to kiss. You've been wanting to kiss them all night. They lean into you and say, Can I kiss you? Are you gonna do this? You asked awkward, ruined it. Or are you gonna be doing a woohoo dance? This is about to happen. If you create a woohoo, yeah, woohoo. Yes. What'd we just do, folks? Those same students who said they'd never ask, remember? We all go for it. What was the formula? We started by asking them questions. We investigated their world, right? And then, then, we revealed the false narratives they're hanging onto. And then at the very last moment there, we showed them the solution. That's how you get results. And somebody going, Mike, how do you know those are results? I think our computer went to sleep on us back here because I was going to show you the results. But let's see if we can bring it back just so you can see it real quickly here. Yep, it did. So here we go, we'll share that again. All right, so there we are. Here are the results just quickly because I'm wrapping up here. So we just went through the formula, invite, reveal, show, Now, I said my last audience, ninth graders. So that is an average audience for me. So is US military 40-year-olds, though. But here's what the results actually look like. 96% of my audiences say they're more likely to ask first after a one-hour experience. 95% say they're more likely to intervene to stop sexual assault at a party. 96% say they're more likely to support survivors moving forward in one hour. That's not about me. That's about focusing on the audience like everyone in this room can do. So I'm going, Mike, that's just not enough proof for me. You've got to have better proof than that. Well, remember those quotes that looked incredibly powerful earlier? Like real and bold, enriching? Sounds like something the administrators would say, a general in the US military would say. Those are the exact quotes from Monday's survey of ninth graders. Not my best stuff. Because that's what you should always be looking to do. Change lives, make an impact. Now it is everybody's in this room's turn to do the same. I've got a workshop for you to make it nice and workshop worksheet that's one page and you can dive into this formula and start writing your next speech. You can start making your next one more powerful. Maybe just gonna start with a part of that speech. Notice the survey link, how easy it is, not SurveyMonkey, mikesgift.com, All survey links should be like that. I bought this for this event, right? But all my events are custom for that.

What makes in your mind people successful at speaking and what causes them to fail?

Well, I think the answer to the first question is what makes a successful speaker? It's one word. Results. Just think about that. I mean, if we think of the great speakers in our nation's history, John F. Kennedy, what did he say? We're going to land a man on the moon in 10 years and bring him home safely. What was the result? We landed a man on the moon and brought him home safely. Ronald Reagan said, Gorbachev, tear down that wall. And what happened? The wall was turned down. Martin Luther King said, you know, I have a dream. and what happened with the civil rights movement. Look at the results those three speakers got with the words that they used. So that's what you need to think of as a communicator. What are the results that you're going to get? And one of the things in this system that I've developed is I've tried to create tools and ideas that are so doable so simple and easy to use, and I framed them around a word, a sentence that you taught me, Joe, that little hinges swing big doors, that little tweaks, just like opening with no have feel. So let me share with you as a listener, one of the other little tweaks you could think of. So let's say if I said to you, Joe, I can help you earn more money.

Yep.

That sounds like a good statement, but you're probably pretty broke right now. Or if I said, Joe, I can help you get in better shape. Chances are you're probably not in very good shape now. But if I add one word in front of better or more, so here's the tool. Anytime you use the word better or more, put in even. So let me give you that statement again. Joe, I can help you earn even more money. Joe, I can help you get in even better shape. Look how the tone of that message completely changes by giving your listener credit. Now that doesn't mean they can't get in better shape, but it means that they're already doing something in the right direction. and just that word even. So in working with so many of our members at Genius Network on their presentations, just putting little tweaks like that, it's simple stuff, but it's taken me 46 years to figure these things out by watching and critiquing over 10,000 speakers and seeing how little things like that can make a difference. think about just little tweaks, easy things.

No, I totally agree. You know, the interesting thing about what you just said, the psychology behind it, is that most of the self-help books are, you know, what's wrong with you and how to fix it versus what's right with you and how to enhance it. And whenever you approach someone in that way, it's way less threating and it's more validating and they become more open to hearing what it is you have to say. So that framing that you did is really powerful. And one thing I learned from you early on is you made this analogy that I've talked about quite a bit where you said if you had a beautiful or valuable painting and you duct taped it to the wall without any lighting, versus if you put it in a frame and you put it in a museum and you had, you know, great lighting, all of a sudden it it it's just a completely different context. So, so much of what we teach at I Love Marketing with the eight profit activators before during after education based marketing all of the stuff is really about how to frame and position what it is you do and then our friend Jason Flatland has this great line where he's like anything that you're selling you want to put information in front of it. Well, people have to communicate in order to do that.

So.

I want to ask you about what are some things that everyone here could do to frame their message in way and now you're already talking about it. I mean we're right in the middle of having a whole conversation. All of this is about framing, right? But I want you to really speak and elaborate a little bit more on that, because I think it's so important for people to get that context.

Well, let's just pick the subject that, you know, this podcast is about, about marketing. So just imagine this was your presentation and you're going to talk to the audience that we have tonight about the three most important things they need to know about marketing. Okay, so remember what Ben said when I started working with Ben three years ago, he had so much information, he had so many great ideas, but we narrowed it down to three things. Just three things. So it was easy to follow. And I think that's one of the best ways to frame it is since we're here to talk about marketing, and all of these books and seminars that have been done and all the years, Joe, that you've studied these things, I boiled it down to the three most important things that you need to know. So let's start off with number one.

And we talk about number one.

And one other suggestion is, especially when you're doing an interactive thing like we are, is just like you're interrupting me, not interrupting, adding things or asking questions.

I'm interrupting you.

I'm not interrupting. We're having a discussion. When you have a conversation, it's a two-way street. Even though we have hundreds of people listening to us, they can still text in and I'm sure we'll have some other questions coming up. But when we have this back and forth discussion, it's important before we go on to idea number two, Does anybody have any questions about what we covered on idea number one? Because this is a tool in our ultimate speaking system. Don't continue with point two if somebody's brain is stuck on point one and they have something that's holding them back. So let's get any questions out.

Good.

Okay, now let's go to idea number two, idea number three. And since we're talking about structuring a message, We know we have to have an opening, something that grabs them. Then we have to have our content and then we have, and this is where people get confused, they confuse a closing and a call to action. And they're completely different things. The call to action, in my experience and opinion, should never be the close. The call to action should precede the close. And the closing is like the bow on a package. It's an impacting story. It's an emotional connection. It's a reinforcement of a key point. It's something that leaves the audience with a wow. Not a call to action. Sign up for my course. Get my book.

No.

So let's just say that Ben was going to make a presentation on his book and he said, you know, you can go to Audible, you can get the book here, you can go to Amazon. Okay, that's his call to action. Then what if he said on page 116, I tell a story about this man and his wife. And then he uses something from that book as a story to drive home the point. And of course I'm making this up. I don't know what's on that page, if there's a story about a man or woman in the book, but, and then if he said, and that man or that woman could be you. Your personality isn't permanent. Your personality isn't permanent. Now go out and make it a great day. That's a closing. That's a wrapping up of his message that he would have given to us if we had more time and we could understand what he was saying in the middle of nowhere. But that's one of the ways to structure it is to make sure you're very clear in your mind and one of the things Earl Nightingale taught me in the three years we spent together, the last three years on our planet that he passed on in 1989, so he moved here in 1986, and I took him fishing a number of times. He was up on our houseboat at Lake Powell, was he described the idea of moving a message from your mind to the mind of the audience. And if you numbered all of the pieces in your mind and could move them like blocks of a building to the mind of your audience. When you got finished, they would see the same picture that you see in their mind. And that's what you can do to be an even better communicator. Get a clear picture in your mind what your message is and what picture do you want this to create for your listeners? And my picture for you, as you've tuned in to this I Love Marketing Meetup, is what Joe started with. I had no idea what he was going to say to me, but that speaking is a learned skill. And it is not about you, it's all about your audience. And it's being you. It's being who you are, not a performance. And you know, so many times people think when they're going to hire a speech coach, he's going to talk about how to make gestures, how to use your voice, how to use your eyes. That's ridiculous. I mean, most of the people that are listening to this are over 30 years old. You've spent 30 years being you. Why would you want to be somebody else? And then if somebody sees you in your business off the stage or off a video, They think, well, who are you? You're not the guy that I talk to or listen to or connected to. And that's what again about Dean and Joe. All the time I see you both speaking, you are always the same. You're Joe and Dean. What you see is what you get. And that's so wonderful. And every one of you has that. You have your own you. just be you.

I think it's important to make this distinction, too, that when people think about speaking, that they may think, well, I'm not going to do any public speaking, or I don't speak to audiences or get up on stage and speak. But everything that you're talking about in terms of all the skills that you.

Share with people, the structure, the formatting.

Of your message, the Gathering your thoughts, of how to convey it. Even words like thinking about those building blocks that no matter what, whether you're speaking in front of a crowd or you're speaking in the boardroom at your company or you're speaking one-on-one in a sales presentation or conversation with somebody, the.

Better you are at being able to.

Organize your thoughts and present them in a way that conveys the real communication to the person that the only one that matters, the one person that you're talking to, that's really the bigger picture of what it is that you're helping people do. Yeah.

But could I call on one of our members to add to what you just said? Because when you said, I thought of Jennifer Carroll and, and how the message that she created about prostate cancer from her husband. And I hope Jennifer is still here. I saw her earlier. Jen, are you still on?

Hi, Joy.

Hi.

Well, first of all, Jen and I go way back. And she was one of my first coaching clients that I've worked with over these, what, 15 years maybe?

Plus, plus.

And when you lost your husband, to prostate cancer and you wanted to get under this movement, we worked on this presentation of yours. And how it's not all about Phil, it's about them. And just in a short version about getting checked and the coach up in Canada, the hockey coach. So could you share how you were able to do what Dean was saying? about structuring and organizing your ideas, because Jennifer Carroll is a ball of energy. She's going in all different directions and you found out very quickly that doesn't work in speaking. That your audience needs to be able to follow your message. And that's what you've done with your talk. So take over, Jen.

Definitely resonated with me when you said, you know, you want to have your clothes, have your wow story after your clothes. And you help people.

After the call to action. After the call to action.

Yes.

The story that I had that I shared with you and we left it to the very end was that I went to visit my son and I'm trying, my son, my husband passed away prostate cancer. So I was speaking to people all over the world about having health number one and treating health number one and getting checked. That was my bit on bum and that was my call to action. It's just go get checked. And so I told the story about how I went to visit my son who plays professional hockey up in Canada and as I was there, my late husband was very sick at the time and I was just going up to see Austin and bring him home to see his father for what ended up being the last time. While I was there, one of his coaches came up to me after one of the games and he said to me, hi, Jen, give me condolences. I hope your husband is doing well. And by the way, what does he have? And I said, prostate cancer. And he said, Whoa, prostate cancer?

Really?

I'm sorry, I thought he was fighting for his life and I thought everyone survived prostate cancer. And I said, well, yeah, if you get checked. You can be one of the 97% of the men in the world that survived prostate cancer, but Phil, he wasn't that guy. He didn't really believe in going to the doctor. He didn't like to go in there. He didn't want to go and get checked. And he looked at me and he said, oh, I'm sorry. I went home and I took Austin home. And he said goodbye to his dad. sadly, Phil passed away shortly after. And fast forward a couple months, I was back in Canada and I was watching my son play another hockey game. And up comes Coach Jeff. And he gave me his condolences. He said, I'm sorry to hear that your husband passed away.

It's very tragic.

And he said, But I want you to know, I went in and I got checked. And you know me, and you told me to not be afraid. and you told me that you didn't care if I was afraid, and you didn't care if you didn't want to go, and you didn't care about all those things, that you wanted me to have the opportunity to watch my son live out his dream and walk my daughter down the aisle, and that my husband wasn't going to have the chance because he was home and he was dying, and that you looked at me and you pointed your finger in my face and you said, you go in and you bend over and you take it like a man. He said, Get up, it woke me up. And I went in and I went in and I saw the doctor and I bent over and I took it like a man. And I need to tell you that today. And you know what? When I was in there and the doctor was putting on my glove, I said, Doc, I'm doing this for a woman. And it's not my wife. And it engaged people in laughter, which of course it's a tough subject matter. And I, and I'll tell you, you ask anyone at Genius Network, if I stand up, I'm the bend over and take it like a man, gal. And it's not maybe what I thought my legacy would be, but it's okay as long as it gets men bending over and taking it like a man and hopefully save some lives through this shared. But thank you.

Can you see the impact of that closing to put the rapture on this message? about prostate cancer and getting checked. You know, it's one thing to say how important it is, but putting it in a story after the call to action is what made Jennifer's closing so powerful. So thank you, sweet lady, for sharing that.

And.

We will talk again.

Good morning. Are we having some great ideas? Well, Joe told you that that can you've got is just a reminder of what you can do every time you have to make a presentation. So when you think of freedom of speech, we know that's one of our gifts as Americans, but we have people from 11 different countries. So basically, freedom of the speech means what makes a great speech or speaker? What can you do to be even better? Well, there are limitations. You certainly can't libel anybody. You can't slander somebody. You can't yell fire in a theater and create incitement, and you can't commit perjury. We should add a couple of other things. You shouldn't be boring, and you shouldn't be offensive. And Michael Fishman talked about being open. I was offensive yesterday after lunch, and I need to apologize. I made a comment when we come back, we should have had the robots serving lunch because we were so late. The speakers were on outside, and the serving staff heard that. And that was offensive. We have to be so careful what we say. It's something called the privilege of the platform. Our words have power. So I apologize to the staff. If they're not hearing it, I'll go and tell them lunchtime. So what makes a great speech? Well, we've got to be open. so I've been doing this since then. I mean, that was 1974, and I've been paid, as Joe said, 3, 000 times. I've coached so many people. And at all those smaller meetings that we have in Tempe, I have a handout of these ideas, so don't write anything down. There are three things I'm going to share with you. How do you have freedom of the speech? Freedom when you speak. First, be relevant. One thing. Be. If the next 10-minute speech was working for the post office. How would you, would you be excited to hear that message? Is anybody here ready to quit their job and go to the post office? No, that's not a relevant topic. So here's the first thing. Is your message relevant to that audience at that time? Yesterday, there were 14 speakers on the stage. We had the panel at the end. Every one of them had relevancy to this group. I told you the sponsors were selected by a survey. the speakers are selected by a survey. What did you want to hear? So these topics were relevant to the audience. So I made some notes about what happened in relevancy. Peter talked about the future. The first three, Dan talked about procrastination, and Shawn Stevenson talked about laugh, cry, and get them to think. Those are relevant subjects. what if you asked yourself, is what you're saying relevant to the people that you're talking to and set it up in the introduction? Have the introduction say so we've asked our speaker to talk about this subject and why it's so important to you is.

Hey, I hope you're enjoying this video. And I want to let you know that I have a new book that's come out. And if you'd like to get it absolutely free, there's a link. below in the description or you can wait till the end of this video or you can simply go to joesfreebook.com and you can get a copy there.

So before you even say your first word, the audience is mentally geared up to hear what you want to hear. That's relevancy. Second thing to think of is clarity. Is your message clear? What if the next speaker on this stage was going to talk about the top 10, top 10 lists on the top 10 websites. That is actually the title of a speech. Can you imagine how the audience felt when they heard that title? What is that all about? That's impossible to understand. So your goal is make it impossible not to be understood. How can you be so clear in your message? And when you have clarity, you hear the audience say this to you afterwards, I really could see what you meant. I see what you mean. It's a visual thing. I got the picture. When you talked, I could really see what you were saying. And yesterday, we had speakers that did that. So looking at my notes, I want to use Peter Diamandis as an example. He had seven speeches. He had seven speeches. He talked about computers, robots, human longevity, Artificial Intelligence, Energy, Virtual Reality, and Space Exploration. Did you understand what he talked about? This is stuff we never even heard of. And how did he do it? Every message was opened with a title slide that was different from all the other slides. Now we knew we were on a different subject. Each one moved progressively through his message. And then he said, so what does this mean to you? and then he connected that with such great clarity even though that it was such an innovative message. Doable is the third idea. And this is perhaps the most important thing for you to think of. If you want freedom of speech in your message, is your message doable? So what if our next 10-minute speaker was going to talk about how to finger text at a hundred words per minute? when a recent study found that the average person in this room can text about 38 words a minute. Well, if you heard that, you might say, well, sounds good, but can I do it? So I happened to look in the Guinness Book of Records and I found the fastest finger texter is a guy in Brazil and he can do 83 words a minute. So how can we talk about you doing 100 words a minute? It sounds like a great idea, but it is not doable. So here's what you need to think of in your call to action, which is always a verb. What do you want the audience to do? Think, feel, say, go or buy. What action are you asking for? And if you would think in your mind, can they do that? Can they do that? So let me look at yesterday's Closing 10-minute speaker, Craig, crazy man, Dyswalt. Would you say he had energy and passion for a subject? Would you say he was loud? Because that's why it was written in the introduction. So Joe has me write all the introductions. So we set it up that this guy worked with Guns N' Roses. This is going to be a different kind of program. This is a rock star guy. So when he started yelling at you, you were already prepared. What are you putting in the introduction to prepare people about your accent, about your height? Big guy gets on the stage, everybody's thinking, how tall is that guy? Put it in the introduction. And Fred is 6'7. Okay, nobody's thinking about it now. We've got the answer. So if you want to have a call to action, let's look at our doable speakers. If we had Craig back up here, he talked about six books that you could write. And I asked my tablemates after he finished that, Do you think you could do that? And somebody said, oh, Mike, I've been wanting to write a book. I never thought of that. I could have a book of quotes. I could use my own system. That was such a simple idea. My tips. I could put my tips in a book. I could do interviews, my blog posts. How many of you, when he gave those six, thought to yourself, I could do one of those? Let me just see your hands. That's a doable idea. Are your ideas so doable that the audience says, I can do that. Because that's all it counts. What's going to happen when you finish speaking? What about reverse shoplifting? Now that was such a creative idea, you might say, that would be great, but I don't think I would do that. That's not really me. But some of you could do that. So that's great. By the way, are these insights helpful for you? Okay, so what I'm going to do is Joe's arranged, I'm going to do a special follow-up video on all the speakers you've seen and go into a lot more depth of what you've seen here that you could use, specific things so you can use speaking to build your business and also position you as an expert. How do you get better as a speaker? Now, Joe Mansueto, I work with a lot of you one on one, coaching on the content. That's my strong suit. How do you organize your ideas so it's impossible to be misunderstood? But you can do that today, and you do it by watching and listening. That's your job. Like these two characters up here, just sit there and watch these speakers. We've got nine more coming today. Open up the handout on your table. There's a white envelope that says, Don't open until Joe will tell you. Somebody find that envelope, open it up and pass it around. I wanted to use this idea. Many of you use handout materials. We have 350 people in the room. Open the envelope, quickly pass those sheets around the table. So we have 350 handouts that are already being distributed. Nobody has to go through the room. This is a simple idea. If you do events, Put your handout material on the table and just put it on an envelope with a little sticker like that. So if you would look at that sheet and on that first top it says freedom of speech and there are the first two ideas, relevancy and clarity. On the back of the page is the idea of doable. Let's go to the call to action at the very bottom where the can is. Take those three words. Is it relevant? Is it clear? Is it doable when you organize your next message? Study every speaker that you see and hear and ask what worked, what didn't work? And then follow up by watching that video I'm going to send you about relevancy, clarity, and doability. How many of you were you in this room last year on October 26th or 27th? Raise your hands. We had 24 speakers. How many do you remember? What are you going to do as a result of what they said? There was one speaker that left more of an impact based on the survey that I did and Genius Network did, and that was John Paul DeJoria. He runs multiple companies. He's worth $2.7 billion. How many remember that interview? It was impactful. He was quiet and calm. He said two words in 45 minutes. that everybody in that room was left with and they could do. Be nice. Be nice. So what can you do for your audience? Be relevant, be clear, be doable. You'll have freedom of the speech. And when you do those things and you're nice, it makes a difference. Now make it a great day.

Brian, come on.

Okay, stop. You just heard one word. Did that get your attention? That is the power of words. Thank you, Kyle. You did a great job. What words are you using? What if we had, and I certainly wouldn't yell this, at a meeting if we heard the word fire. If that was said at a meeting, we would all know what to do. We've got to get out. That's the power of your words. Your words have great power. We talked about that earlier when I mentioned that comment about what you're saying to yourself. So we need to think about just the words that we use, whether it's to ourselves or others. So I'm going to give you a word. Would you think of elephant. Okay, how many see an elephant? Maybe not one on a pot. How many saw something like this in your mind? Did anybody see these eight words? No. Every time you use a word, it creates a mental picture. And Daryl, your willingness and Brian to go help whatever was happening in that room was illustrated by that. That our words have great power. And that's why when you speak, everything you say is transferred to your audience's mind. So whether you're speaking at a Genius Network event, at an annual meeting, or a 10-minute talk here, you're doing a webinar, you're putting a video on your website, which so many of you do, a podcast, or a radio interview, television interview, or if you're at the Redneck yacht club giving a speech. Now all these ideas are in a handout for you so you don't bother taking notes. So what if I said to you, since we heard we have a lot of financial advisors in the room that are in the money business, I can help you earn more money.

Does that sound like a good statement?

I can help you earn more money. But if you think about those words, doesn't that infer that that you're probably not doing very well. Or what if I said, I have a system to get you into better shape. Now Fred, you're in great shape, right? Mr. Muscle Man here. But if I say, I have a system to get you in better shape, what picture comes to mind? Something like this. So here's your first four letter word, even. If you will use this four letter word every time you say more or better? So let me give you those two sentences again. I can help you earn even more money. What does that say? This is the kind of person you are. I have a system to get you in even better shape. What does that mean? Jim do. Is that good? Is that what you want me to say, Jim? Magnificent physics. physical shape. It also gives people credit. It builds people up. Do you like that first idea? It's so simple. And in working with many of you on your presentation, Linda, on your meeting, we talked about just changing a few words that make such a greater impact. So just imagine it's Monday, the third, that's this coming Monday, about 9:30 27 and you're back in front of your team. David, you have a lot of people that work with you. How many people do you have? We heard Nick had 22. How many in your company? 155. 155. So let's say at 9:37 in California, David's going to be in front of his people. And he says, you know, I just got back from Genius Network. I am so excited. I got so many great ideas. We're going to make three changes around here that are going to grow our business even more. Now is that a good statement? Okay, but we had that word change. Well, how do you feel when somebody says we're gonna change something? Fear, uncertainty, disruption, confusion, all of those thoughts run into mind. A threat or loss, if we're gonna change something. So you know what these people are gonna say, David? in their own mind. Wait till Thursday. He'll forget about everything. And we'll just go back to normal because he'll calm down. So here's your second word. Replace change with improve. I've got some great ideas on how we can improve what we do here. People. You know what people say? If you go back on Monday and say, oh, I just came back from genius. No, I got so many. ideas on how we can improve things. Well, what do you have in mind? People love to improve. So replace change with improve. Would that help you have a nice day? How many say that to people? Have a nice day, have a good day, end our emails, oh so great talking to you, have a nice day. Don't ever say that again. It's a conditional phrase. It means sure I'm gonna have a nice day as long as I don't get a root canal. As long as I don't have to sleep on a bed of nails, go through an IRS audit and end up with this shirt. Sure I'll have a nice day as long as I don't have to learn the names of David's 11 kids. You have one of your daughters here, right? And there's 10 more back home. He doesn't even know the names of all 11 kids. Alex, please stand up. Sure, I'm gonna have a nice day, as long as I don't have to pronounce. How do you say that last name? See how easy it is for him. Or keep up with Linda McKissack's 101 activities, right, Jim, that she's got planned for this week. Then I'm gonna have a nice day. So here's the third word. Instead of have a nice day, make it a great day? If you put, make it a great day, when your kids leave for school, have a nice day, well bus drivers tests, all that's going to affect me. Make it a great day, who's responsible? It's our responsibility. Just one little change and people get stopped by it. Put it on your voicemail, end your emails with it. Now those of you in Genius Network that I've been working with see that on all my emails and now it's now it's coming back the same way to me, make it a great day. Little things can improve your speaking impact. If you just think of those 15 letters, even, improve, and make, could that make a difference? Mike, you're a master, and we're going to hear about that at sales letters and videos. You spend a lot of time thinking about the words you use because you've learned that if you just change this a little bit, it makes such a difference. And I saw the reaction when I said even, I can help you make even more money. As opposed to I can help you make money, because you probably don't have any. Just those little things. So we are needing more political correctness. Now we got Trump in the White House, we got Joe up in front of the group. You don't want to say to people, they've got a beer belly. This is not not the best use of words. He has the liquid grain storage facility. This would be much better. You don't want to call a woman a nag. She's just verbally repetitive. Much better. And you don't ever want to say somebody is a total ass. You're much better off saying that they have a radial, a rectal cranial inversion. That's much better for that. But seriously, even before you use more and better, improve instead of change, and.

Make it a great day.

One last thought, since we have a lot of women in the room. I don't know much about personal defense or anything like that. We have many members that do that. I don't think any of them are here today. But if you do need help, just like Kyle yelled in my opening, help. This group came to help. But if you were in a parking lot and yelled help, we've heard the Kitty Genovese that happened in New York where a woman was screaming for her life and she got killed in front of all these people and nobody did anything. So here's a suggestion and this would work for men too. Help my baby. Just add my baby. Old women will come to your help. if a baby is threatened. But if it's just you alone, you might be out there all alone. The power of words. So I told you I had a handout. Let me pass this out quickly and then we'll cover a few things on making your own killer 10-minute talk. So if you could pass this down your way and this the other side and this your way. And then there's some at the end for the back table, and we have some extras for the people downstairs. If somebody could, we'll just stack them up an extra stack for downstairs people. When you speak, it's great to have a handout. Wasn't it nice you didn't have to write all the ideas down? So on the first page there we have the help in the fire, the mental picture about the elephant, at the bottom of that first page it says, the three power words even, improve, and make. And the examples I gave on the back are those other illustrations. E is help my baby. But look down below under some of the speaking ideas. Is there any question, number one, the golden thread? That's the one sentence that summarizes what you say. In my case it was the power of words. Does anybody get confused by what what I was talking about. Are you having a single statement that your audience can follow? Then the visuals added impact. I had 78 slides on the screen. Did it seem like 78? Use more visuals, but make them simple. One or two words, that's it, or a picture. And number three, add humor. And here are five examples of visuals you laughed. I didn't have to be funny or say a joke. The picture added the impact. Think about doing that when you speak. And now, make it. Make it. Make it a great day.

You know how companies spend millions of dollars on on advertising and they go out there, I mean if you just watch the Super Bowl you'll see how much money they spend on advertising. But what I've learned is if they combine that with some public relations they actually will get a bigger bang for their buck. And this morning we talked about marketing and how many different ways there are to market to your audience. I find there's 13 different ways. One of them is public relations and speaking. That is one tactic under marketing. So that's what we're going to talk about today. So what do I mean by free speech? Joel always tells us to make sure we tell you exactly what we're thinking when we give you a term. And a free speech is something that you're not getting paid for and you can't make an offer from stage. So you're really just giving something to the community or connecting with someone or in this case, being here at Genius Network, this is an opportunity for a free speech by being a member. It's one of the benefits that we get, which all of us should be using. And I'm glad I'm using it today with you guys. Here's some ways that you can do free speeches for your audience. Of course, there's YouTube, Facebook Live, which we're doing a Facebook Live right now, webinars, social media, all of those things. And I should let you know at the end, I will give you a way to to get this presentation so you don't have to take notes. You can just enjoy it. And I will also give you a couple of gifts at the end as well. So I'm going to talk about Pixar who's an iconic brand now. And happens to be, this is a view that I see on the way to my daughter's school when I drop her off in the morning. I actually go right by Pixar. And I'm inspired by the creativity that's going on inside of there. But you know in 1986 it was just an idea. and Steve Jobs and two of his friends put this in as a side project. It wasn't even their main focus. And they went around and they gave so many free speeches and they told so many people about what they were doing as an innovative and creative company. They were being mind-blowing out there but no one knew who they were. And they spent all this time and they even went to Disney and said, Disney, we want you to be part of this. Disney's like, no way, don't want to have anything to do with it. We don't see this in our future. Do you know 20 years later, Disney paid over $7 billion for Pixar. But in those first years when they were doing free speeches and they were getting out there and giving the word, other people couldn't see into the vision. But they saw their vision and they stuck with it. And that's the key. They were consistent. They kept getting the message out there. and they stuck with their vision. So me personally, I love working with global companies, companies that really want to make an impact and a positive impact around the world. I've worked with companies in finance for many, many years in lifestyle, business, including my own company, and pets. My husband's a world-class veterinarian, and so I support him in that industry. and that industry brought me to our biggest conference just a month ago. And at that conference were 17,000 attendees. And I was invited to a free and beautiful breakfast with Jack Hanna in the penthouse. And there were about 20 of us invited while there's 17,000 people at the conference who can't wait to meet him. Well, during that two or three hours that we spent together, a lot of people we were asking him all about animals and all about the things that he did in the world around animals. And he would give a lot of canned answers and things he said a lot. Well, I had the opportunity to sit with him and his wife for a little bit, and I was asking him about his media, and he just lit up talking about it. He's like, no one ever asked me this. And so I just asked him, How did you get started? And he goes, I got started because we had an ape in captivity, that was going to have a baby, and what we wanted to do is get the word out. So he went to the local news station, local news station put him on. Then Good Morning America saw it, they invited him on. And you know the rest after that. He spent the next years having 200 times that he 200 presentations on the David Letterman Show. Now the thing is, in the beginning he only got paid zero. Nothing. He paid his own way, he paid his transportation, he paid his hotel room. Over time he got a $75 stipend every time he came in. So that's pretty close to free if you're flying to New York. He said at the very end at his 200th appearance he started getting $125. But what happened was he built a global brand. And now this little zookeeper who in the beginning just asked for one little story that that blossomed into another, and he said yes at every single opportunity. He's now worth over $8 million. There's very few people in veterinary medicine or in zoos that can claim that. But it was really wonderful to see how it touched his life just by saying yes. So every time you speak, you have the opportunity to create the next opportunity. I mean, that's what happens. Everyone gets up here and they talk about the last time they were here and the things that happened in between, well, it wouldn't have happened unless they took the chance to come up here. So what you want to do in your company is create buzz around the things that you want to get out there. If you're wanting to tell the world what you do and how you do it, create a way to share that. Like we're watching Carrie who's doing it on Facebook Live. We're watching people sharing it on social media. We're watching Joe who's doing it in many different fashions. and it was really interesting because the reason I'm inspired to even share this with you today is because the last meeting I was here, Joe had mentioned he spent over $300,000, which he reminded me was $360,000 on an advertising campaign. And the advertising campaign got the name out, got his name in all these beautiful publications. But what I told him is, what if he took that $360,000, split it in half, Put half in advertising and half in PR. I think I would have gotten him a bigger bang for his buck. He would have gotten so much more attention and it would have been better attention because it would have been articles written about him, not just advertisements. So that is what sparked me to want to come to you guys today is to start thinking when you're putting together your marketing budgets, take some time, take some energy in getting the news out to the media. The media is thirsty to tell your story. and all it takes is one phone call and the connection and the follow through. Richard Branson is mentioned every single time in this meeting, right? I don't have to put his name up, I don't have to put anything up there, but you know he's done many free speeches in his life too. And he's thought about many different ways to support his community and his clients. And can you believe those are his brands? Now that I have nine, I feel like I'm really behind the times, right? I'm not there. But he is managing all these because he's thinking about all the ways to connect with his ideal client. And you know every one of those brands has a spokesperson and every one of those brands has somebody who's putting out regular news releases and calling media and telling them what's going on. And that's why when we open USA Today or Forbes, our entrepreneur, we're constantly seeing his name out there because he's consistently getting the story out there. And it's really something that you can do as well. right now is worth $5.1 billion. And it all started with just little ideas, consistency, and building great teams to help them do it. So, my recommendation to all of you is to look at these companies, PRcom, PR Newswire, PR Inside, PR Web, put a profile up there, get things ready so that when you have news to share, which frankly should be at least once a month, if not once a week, something that's going on in your company, a new talent that you acquired, a new software that you're working with, a new collaboration, at least get the word out there so the media get used to seeing your name and who you are. And the biggest key is follow up. They won an award with Infusionsoft. It's their elite business of the year for my PR and marketing company, which was extraordinary. But the next day, my team went and created a news release got it out on the wire. And then within two days, I had interviews with Entrepreneur magazine, Forbes magazine, Huffington Post. They sent me a list of all the places the news release was put. 20 pages. All around the country, all around the world. That never would have known who I was if we didn't get the word out about this. Infusionsoft is even happy because their name is being circulated with it. So not only am I happy, but the person who gave me the award is sending me a thank you you know, saying, wow, we love all this attention for our company. And that's how you get attention, is by creating a way for the media to talk about you, for social media to talk about you, to go viral, especially if it's a great and interesting story. Now, this is a meme that I put up in November 2015. In January 2016, all of a sudden it went viral. On a Friday, it had a million views. By the following Friday, it had 40 million reach. It was unbelievable how many people were looking at this meme. So I have a little thing here. 40 million reach, 328,000 shares, 2,800 comments. And it was just by sharing something that Julia Roberts, I mean we all know she's a movie star, and she was actually sharing something that was a quote from someone else. It wasn't even her quote, but it had this huge reach. But the beauty of this is it added 25,000 names to our email list who are interested in talking about what we're interested in talking about. And it let us put them in a category where we have conversations with them based on this topic. So how would you like to add 25,000 names, actually more than $25,000, 25,000 names to your list? you can do that just as well. So paying attention to your community, planting the seeds exactly like Joel said. These are coming up a little bit faster, but I will tell you planting the seeds is so important, watering them, nurturing them. Looking at the ways to not only get connected, but to stay connected. Look in this room, everyone you're connected to, how do you create a way to stay connected? And then building your tribe, both online and offline, in person and online. So, when you speak, you get more exposure, more opportunities, and more connections. We've established that there. And I'll tell you what, these guys are doing it, I'm doing it, and I know that you guys can do it too. And I hope that I was able to prove to you today that there is power in a free speech at the Genius Network.

You talked about formulas, so I'd like you to teach me as quickly as possible how to put together an entire speech. If you do have-- yeah, I actually.

Do have a formula, and I'm going to show it to you with the visual aid. I got something right on the other side here that's gonna help you.

All right, this thing.

Yep.

Right there.

Okay. And begin.

So I want you to think about a speech totally different than you ever thought of it. Most people think about, I gotta have points. I gotta. I gotta impress them. I've gotta be. I gotta have a funny opener. Just put all that aside. I just want you to think about a speech in three simple blocks. Stories, they're the blue blocks. Activities, they're the yellow blocks. And your points are the red blocks. And now you have the start of a speech. And depending on how much time you have, you can have as many of these three black chunks as you need. So, for instance, if somebody says, hey, I need you to do a 10-minute talk like you do in your Genius Network meetings, you might say, great, I'm going to start with a really funny story, get them laughing. Then I don't want it just to be about any old story. I want to have a reason for why I told it, and so I want them to be able to digest their story with an activity. so I might have them write something down on a worksheet or turn into a group of three. And now that's starting to get them to digest the material that you are teaching to the story. So now you have your activity in the story. And then lastly, you have your point, which is the whole tie, tie-in of the story and the activity. And the point is where you can have your facts, it's where you can show research, it's where you can. reference interviews that you've done with other people to add credibility to what you were doing. But when you have a speech, just start thinking about, I need a story, I need an activity, and I need a point. And in a one hour speech, you pretty much only need, I call the SAP, story activity point. You only need about three saps to make a speech. Three stories, three activities, and three points. And when you start to think about, man, It's just blocks in my head. Well then when you're planning, you know, like you do multi-day conferences, you're like, great, I need a bunch of blue blocks, bunch of stories to choose from, I need a bunch of different activities to pick from, a bunch of points, things that I want to teach, you know, give me an example of a point in marketing that you would teach.

Robotic marketing, how to can and clone yourself using sales letters or 24 free reports.

Okay, so now robotic marketing, you call it. Well, you could tell a story about the first time you ever can and cloned yourself, right? Then now, what would be an activity?

Creating a Consumer Awareness Guide.

There you go. So now you have the start to your keynote. And, you know, if you want it emotional, you get an emotional story. If you want it to be just factual about how you came across something, it could be just a. the story just to establish the scene, but story activity points.

I want to say this too. So if people are thinking, well, I'm not really super skilled at something because of course everyone is in something, but you can do talks on anything. For instance, remember that movie How to Lose a Guy in 10 Days? You can do speeches on something that almost everyone's done, how to destroy a really great relationship or how to go broke very quickly.

You got stories on both, actually. A Netflix series. Yes.

But the point is you can actually take any sort of life experience using that model and you can make a funny speech, you can call it something to get someone's attention, but then within it are some great life lessons because you can tell people what to do, if you know what to do in certain areas. You can tell people what not to do. If you've learned what not to do, you can tell people how to do it. You can tell people how to think about it. You can use this for knitting, how to teach a parrot how to talk, how to build and grow a business, how to get hired, how to walk away from something in your life that's not working, how to overcome pain.

And what's great about this model, and as a professional speaker, somebody pays you to show up and bring both information and entertainment. That's what a speaker is supposed to do. Speaker is supposed to shift emotion and transfer ideas. That's when a speech gets good. And sometimes you get to your speech and they say, Joe, we're actually running late on time. We, we're gonna give you an hour. Now you only get 15 minutes. Most people would freak out. They'd be like, well, I planned out an hour. I memorized an hour. If you had your SAP model, you'd go, great. I'll just cut a few of those stories, but I'll cut a couple of the points, but I'll just reduce one of those activities. And you can just mix and match, and you can be as flexible as you need to right before you step on stage. And I can't tell you how many times this simple model bailed me out over the years.

Okay, I hope you found that video awesome and useful. So if you want to get a free copy of my book, I want you to click here. And if you want to watch some more videos that will be useful and awesome, click here.

Go ahead.

You're over here. Do it now.

Come on.

Thank you.

Watch them.