Ep. 72 Do You REALLY Give Your Audience What THEY Need? Part 3

Hey there, Mark Brown. We met some interesting characters in part one. We met a few more in part three, and this is the final part of the series. We've never done a series before, but this one really spoke to that, and I love the idea of what do they really need? I think a lot of presenters missed that. Mark. Mark.

Oh, well done. A pun. Okay. Yeah. The truth is, I think again, I said before, we work so hard to plan, prepare and present. We don't always really hear what our audience is telling us. And sometimes it's visual, at times it's verbal. But we all need to be aware of what they need and give that to them. Let's find out how to give our audience what they really need. Part 3.

Anyone can give a presentation. Few deliver unforgettable presentations. What's the difference? You're about to find out. Welcome to the unforgettable presentations podcasts with your hosts, world champion speakers and coaches, Mark Brown. Mark Brown.

Your life tells a story and there's someone out there who needs to hear it.

And Darren Lacroix. And Darren Lacroix.

Stage time. Stage time. Stage time.

Ready for some powerful presentation. AHAs. Let's dive right in.

Oh, Mark. So let's dive right in. If you have been following along this series, cool. You know what's about to happen. If you haven't, please go check out episode one. Well, I'm sorry, episode 70 and 71, which are part one and part two. This is the conclusion, part three. We're gonna meet a few more characters before we introduce the first one this week. Mark, anything else?

Well, the question still remains. Do you really give your audience what they need? We want to answer that question. So please check out episode 70 and 71, and we're going to dive into episode 72, part three. Do you really give your audience what they need? Darren, I am really eager to meet our next three audience members.

Yeah, they're sitting in your audience. They're smiling at you. They're happy. But what are they really bringing? Their life experience, their challenges, their skepticism. What do they really need? All right, let's go, Mark. First to Jacob. Hi, I'm Jacob. I'm in your audience. I am totally new to this subject. My job changed and now I need to be good at this. I'm really eager, but to be honest, I'm not sure I can do this. My boss gave me a stack of books and I don't know where to start. I'm feeling overwhelmed right now. I need you to make it simple and easy to Understand, I'm looking to your program to give me hope, connect with me, help me, give me what I need. All right, Mark.

Wow. There was one line in there, Darren. He said, I'm looking to your program to give me hope. Wow. And I'll confess, there are times I do get kind of keyed up about my presentation. I never stop and think, who is in my audience, who needs my program to give them hope, to keep going? You said before, Darren, we never know what. What experience they bring, what circumstance they bring. And we often joke about the individual who comes to our program with their arms crossed because the boss told them they had to be there. Where Jacob gives us a different perspective. There are individuals in your audience who come, yes, their boss told him to get there, to be there, but they have to take the course because they realize without it, they won't survive. They are drowning in a brand new job under enormous stress, and you have to give them hope, set their heart at ease, and make it, he said, simple enough for him to learn and grow. Just the thought of that makes me think, man, I've got to take a second look at my own perspective and my motivation when I face an audience. Because you know what? Jacob might be in the third row, and I don't realize it.

Yeah, chances are he is in the third row or she is in the third row, whoever that is in your audience. But we've got to keep this in mind. And sometimes if there's some basic content that you feel you need to cover for the Jacobs. Well, let's just acknowledge that if you've been around for years, you know this. But for those of you who are new now, you've just framed it that for the experienced presenter, they're going to be like, okay, yeah, I already know this, and that's fine. But now you've included them, you've made them, you've honored them, you've made them feel good about their experience, and you're not turning them off. Oh, this guy.

Really?

You're gonna do that basic thing. So if we frame it in the right way, we help both people. We make sure those people don't cross their arms. And the ones who are brand new, they're like, yes, I need this. So I think the secret ingredient to every presentation has to be that element of hope somehow, some way, maybe wrapped in a story. But I think when we talk about our own depths, the downtimes we've had, that's one of the ways we can do that. That, hey, what helped us turn around? What Gave us hope to bring that to the audience, to say, look, you're not alone.

You know, that's true. And it occurred to me, Darren, that one of the other factors involved here is this. To be unforgettable on stage, sometimes you've got to cover some things on the front end. For example, if you have that pre event call or pre conference call with your client and get an idea of the demographic who's going to be here, you know, do we have some new people, experienced people? What is my audience comprised of? So you can customize, tweak and frame and address a varying audience. Now on our podcast, we talk to new emerging speakers and also several experienced speakers, pastors, teachers and presenters. So we understand our audience has a range and it's wise for us to find out before we present who's going to be in the audience, what's their expertise level, what's their experience level. So you can then customize and frame your remarks in a way that you serve the experienced person, but you also serve the Jacob. And one sure way of doing that, it's a test, it's a trial. If you put yourself in their shoes and recall the first time you had to go to a program because your boss said you, or the first time you felt overwhelmed and you had to get the information, you had to use it, learn it and grow from it, it gives you more empathy for the Jacobs in your audience. And as Darren says, number one, acknowledge them. Two, serve them. And remember, they aren't the only ones who want hope. If we're good at what we do, we'll give everybody in the audience a taste of hope.

Some of those experienced speakers, presenters, experts in your field sitting in the audience, sometimes they need the reminder. They might need the pick me up because maybe they got knocked down recently. So we got to serve all of them. And Jacob's going to be the one who comes up to you after the presentation. Let's say it was live. Comes up to you after the presentation, maybe almost with tears, but with this look in their eyes that thank you, you helped me. And we've got to remember to take that time in a live presentation with people, if they do it online, if there's a Q and A or a little conversation after that, we can sincerely just reach people where they're at. That's our job. You know, they might be here, they might be there, they might be there. But we've got to reach them where they're at. We've got to be non judgmental and just help them get over what's ever in front of them at the time. Anything else before we go to Linda?

Just want to say one quick thing, Darren. I remember giving a. Giving a talk and having an audience member come to me with tears in their eyes and the knowledge that I was able to serve them well, where they were at that time. I can't tell you what that felt like or what that meant to me, knowing I had done my best to serve the audience. And somebody came to me in tears and said, thank you. I needed that. Wow. And there are Jacobs out there, male and female and other people who will want what you have, who will. Who want what you can deliver, as he said. He said, I'm eager when I'm overwhelmed, and that eagerness will show when they thank you for what you deliver for them. So thanks, Darren, for sharing Jacob with us and having me rethink my own style and my own presentation as well. I appreciate that.

Yeah. The Marys of the audience, the cheerleader we talked about in a previous episode, we love them because they're just like, oh, you're awesome. But when that one person comes up to you after and sincerely just look deep into your eyes and says thank you, they don't even have to say anything else. I'll take one of those over 20 Marys, because that's when you know you're doing what you were meant to do. All right, so let's meet Linda here and see what Linda, who's sitting in your audience has to say.

Hi, I'm Linda. I'm in your audience. I need some answers and a proven process to follow to say I'm skeptical. That's pretty much an understatement.

Yes.

I have heard it all before. I don't really care how good you say you are. I don't even care whose names you drop. In fact, that really does not impress me. I don't want to hear information that I can find in an article with a Google search in two seconds. Come on, really? Most presenters are full of it or they regurgitate what they have heard from someone else. I want to hear the real deal. I want to hear from somebody who has really lived it, and I want to know your source. And believe me, I will check on it. I will make you prove it. Connect with me. Help me. Give me what I need.

All right, Mark, I had someone come up to me after a. I won't mention the client, but a paid keynote speech here in Vegas, and they came up to me and said I had shown my stitches video, my first time on stage and they said, we've had a lot of motivational speakers here who talk to us, but you lived it. And that was big for me, just realizing, yeah, you can talk a good game, but the audience will feel it when they realize. And we deeply share our own experience and how we were feeling when we were down. So I think that's one thing I wanted to touch upon. And then one of the others that was more subtle. But, you know, when Linda was talking about the name dropper thing, there's a lot of presenters, there's one that I think of right away, and many people have seen him present, think name dropper, and it's like, okay, it's cool, but all of those people, how about your credibility? And after a while, it actually started turning me the other way, how I felt about that presenter. Because, look, we name drop, but I'm also name dropping. Some people don't even know who Patricia Fripp is, but I'm acknowledging the mentor that helped me. I'm not trying to say, oh, Patricia Fripp's my buddy. No, no, she gave me something that I put into action. There's a difference if you're trying to use the name to get credibility. I know a lot of people who worked for Tony Robbins and they make it sound like you were buddy, buddy with him. And yeah, maybe you work with him and maybe you need that for your credibility. I get it. But hearing that so many people who, I'm sure a lot of people work for Tony Robbins. But now to me, it's like a personal turn off. It feels like a name dropping mark.

I think that's partially how it comes across and how you present it. You know, if you say, I was hanging out with Tony last week and he told me this, and I do talk about working with Les Brown, not to name drop, but to show what it was like to be at a table with him doing a deep dive into making a story better. I was learning from him. So I consider that a name drop in a sense of what I learned in the framework of what I learned from him. And that's important. And she also said, I want the real deal. Now, I know many of our listeners, or some of them are certainly toastmasters, many of whom compete in contests and want to build their skill as presenters. And I recall I was at a Toastmasters District conference in a different country several years ago, but I remember vividly one contestant who had very good stage presence, a wonderful voice, great eye contact, and they spent the entire seven minutes telling the story of somebody who had overcome a deep difficulty, a failure. They came back, they fought and they won. And it was a really triumphant story. But I said to myself, this speaker just spent seven minutes pouring out their heart to us about someone else's life, and I know nothing about them. They brought zero experience to it. They simply told a story of somebody they admired from their life and made absolutely no connection to their own life. I didn't know what their real deal was. I didn't know what they had gone through. I couldn't gleaned from the benefit of their experience because they didn't have anything to share with me. And if you look, you and I all have experiences and we have experience that our audiences need. Don't compare yourself to a person whose name you have to drop. But everything that you go through is for a purpose. And I love what Linda says. I want the real deal. And she says, I want answers. I need answers. Don't regurgitate what I can find in a Google search. In two seconds, she's saying to us, darren, Mark Speaker, I want your experience. I want to know what you've been through. Connect with me. If I can relate to what you've been through, then I can listen to you. I'll hear what you have to say, but I'll check your source and I'll find out if you're lying to me or simply just going to reiterate something else. Don't do it. And she's screaming at us, give me what I need. And the last part is, I need a proven process. Yeah, you're really big on a process and I'll let you address that because you're big on processes. I know that well.

And Craig Valentine says it better than any of us where he says, put the process, not the person on the pedestal. So we're not saying, hey, I'm great. We're saying, no, this process works. It's proven. And she also talked about something that Gavin mentioned. Again, checking your source. But I think even making sure people have a process, a step by step process to follow. Even if you can't get it all into your keynote, let's say you're giving a keynote presentation online. What's that next step that could have your whole process? Maybe it's a book, maybe it's a course, maybe it's something else. At least I think it's our responsibility. Whether it's our process or someone else's process, I believe it's our responsibility to at least let our audience know. Here's the next step for you, whatever that is. And maybe they will, maybe they won't. But I think it's our responsibility to say, if this got you excited, here's what you could do next. Get this book, check this out, Watch this. Because we get people excited, we've got that personal connection with them, whether live or online. And so put the process, not the person on the pedestal. And I honestly think that's what Jacob needed as well. You want to give somebody hope, you hand them a step by step process or at least a few steps so they know, okay, I need to go do this. Like, for me, it was when I first met that comedian, he said on my very first night, when I asked for advice, he said, number one, get the book. Number two, go to an open mic night. Those are two logical steps. I went and got the book on Sunday night, I went to the open mic night. So I think it's our responsibility for both the Linda who's got the experience is super skeptical and Jacob who's new and needs that hope. Processes give hope.

Yeah. And very quickly then, I'd like us to think about this for a second. You know, Darren, I often use that mirror metaphor of holding a mirror up and look at yourself in the mirror. If you've ever heard a speaker and you left saying, wow, you're a good speaker, but what do I do with that? You know, it's a great story. Wow, they went through that. But what do I do with that? I need you to stop and think. Maybe you've heard it in a Toastmasters contest or at a conference somewhere or on a recording. And you ask yourself, what do I do with that? And ask yourself this question. Holding the mirror up. Am I causing my audience to ask the question, what do I now do with what Mark just told me? It's a nice story. It was really intriguing, but what do I do with that? We always give you, we always teach the audience, you have to do, think, feel, and do. What do you want your audience to think, to feel, to do after your presentation? And right here we're being told, Linda says, I need answers. I need a proven process. So revisit your presentation and be very clear that you know you're going to give your audience something to do that he can apply, hopefully right away to change their condition, situation, their performance and their lives.

Thank you, Mark. Well said. All right, now this last person. So of all three parties, this is the last person. We've saved this person for last because guess what? They could be in your audience, but you don't know it. You don't know it. So if we take this person, her name is Carolyn, and Carolyn. You put Carolyn in your audience, in your mind, every time, you'll give a better presentation.

Game changer.

Exactly. Just that mindset. Well, what if Carolyn is there? Ask yourself, what if Carolyn is there? So let's meet Carolyn. And why are we so excited about Carolyn? But guess what? Carolyn isn't normally in your audience and you don't know it. So she's there, but she's there for a different reason.

The suspense is killing me, man.

I'm not even nice. But now you'll never forget Carolyn being in your audience. All right, let's meet Carolyn.

Hi, I'm Carolyn. I'm in your audience. I'm an entrepreneur and I actually run a speaker's bureau. Speakers and experts are my business. I'm always on the lookout for that next rising star that I can book. Just know that passion is great, but it's not enough. Have you ever heard karaoke? That's not what my clients pay for. But here's the real deal. I have a stable of speakers that I have long term relationships with. I trust, trust them and they trust me. It works. You have to be different and better than the speakers I already work with. I don't need another speaker. I get 50 inquiries a day from best selling authors and reality stars saying.

Book me, book me.

You have to have amazing marketing materials already so that I can sell you. I won't create those for you. That is your responsibility. I want to help my clients. They pay me to help them get results, not pay someone to stand in front of an audience and talk. Look, you have to be so good and you create demand for your own talk. That turns into something. Spin off business for me if you're not there yet. Get professional training and then see me. First impressions last a long time. When my clients and meeting planners are happy, I'm happy. I've seen it all. If you move me, I'll know you'll move an audience. Connect with me, help me. Give me what I need.

Wow.

Wow.

There's a shocker. Wow.

Carolyn might be in your audience every time you present, either virtually or in person. And she's just given us. I mean, this is a little mini seminar here, Darian, on what to expect and how we can really move some like her. And I kind of chuckled to myself when I think of one phrase she used. She said she doesn't need a karaoke. She said karaoke. And I think of karaoke. As this one track of a well known song. And everyone, almost everyone tries to go on stage and open mic and karaoke and they want to sing that song in the same way that the singer does it. You hear people trying to imitate Mariah Carey with her voice or Whitney Houston, you know, or Luther Vandross and they want to sound like that person. They try really hard, but it's not original, it's not you, it's different. And that just kind of hit me. How much do I want to sound like somebody else? Because I was impressed by them. I like their style. We must really revisit that and ask ourselves, who am I and what am I going to bring to every presentation to impress someone like Carolyn?

Yeah. What I took from that same exact line was they're not looking for somebody who's passionate and yet empty. You know, Ford Sakes always says you can't give for him an empty well. So just because you're passionate and enthusiastic, that doesn't mean you sound good.

You.

Know, I mean, when I met you, Mark, before I was coached by you, I was passionate. I was karaoke, I was, you know, doing my.

Oh my gosh.

But it was my bad, dad. It was like a train wreck. Like you liked watching it but not quite sure exactly what happened and not quite sure what you're gonna do about it. And I also like that she was honest in saying, look, I don't need you. I've got plenty of speakers that are tried and true. And she has a relationship with. Now, that doesn't mean she's not looking. She is, but she's taking a risk the very first time she books you because she doesn't know what you're gonna be like when she shows, when you show up. She doesn't know how you're going to treat the event planner. She'll feel that out as she has a conversation with you. And also your marketing materials, they're not going to make them for you. You've already got to have world class marketing materials that they can use to sell you. So, I mean, now we train people, obviously, Mark, this is what we do for a living. So it may sound a little self serving. And it is. And it's the truth that if you're new and emerging, you gotta get trained, you've gotta find your way to become that passionate presenter whose world class content is not only sticky, but it helps people and gives them that proven process to follow. And it's unique, it's originally yours. Delivered in your style, your way, Mark, you And I know that sometimes we see presenters in the World Championship who we can name, who they're coached by.

Yeah, it's true. That is true.

Because the coach didn't pull out their style. The person took on the coach's style. I mean, I remember being inspired by David Nottage because my style was similar to his. And it helped release me that I can be me. This is the way I am. And that's the way he was. I'm like, huh? I can be me. Because if I was to try and be eloquent like David Brooks and use the words or sing like Mark Brown, oh, man, it just wouldn't happen. But when I saw David Nottage, I said, okay, I'm not going to try and be David Nottage. But our deliveries are similar. So it gave me permission to be me in my way. Now I'm telling completely different stories than David Nottage, because they're my stories, they're my experience.

But, yeah, and for those who don't know, David Nottage is a Toastmasters 1997, 98.

In the late 90s.

95. I think he was 96 one of those years. But he's a world champion from Auckland, New Zealand. And what's also interesting is another Toastmasters world champion, Jock Elliot from Australia, always says, your words will not fit in my mouth. What he's saying is, we have to be our own selves. We have to be the individual. We have to show ourselves as being unique. And Carolyn is saying, you need to be original. She doesn't want cookie cutter or karaoke. You got to be yourself. Bring yourself your personality, your material, your experience to the stage. And she gave us a real clinic here, Darren. She said, listen, you also need to get the training if you're new at this. She's telling us to continually hone our skills, to continually improve and to continually invest in ourselves. Unless anyone doesn't realize this, even as experienced speakers, we continue to invest in ourselves and in our presentations, not only in the skill to present, but in the idea of building our business in the virtual world. How do we get a better presence online? What do we look and sound like? And we're also teaching that now. We had to learn, make some mistakes, learn. We had to go and look at other programs as well and learn some ideas, learn some. I mean, Darren, you sat out, watch video after video to learn about handling zoom. Well, we've gone to other people's presentations to see what they do and to get some ideas. Listen, we need to continually be on the road of Self improvement. The better we get every single time, the more impressed Carolyn's will be. And don't forget this, Darren. Carolyn is a meeting planner. The world she lives in is with other meeting planners. And if you impress her, it's easier to refer you to other people. You know what? This guy was really good. Besides, she wants to sell you. Think about this. Here's somebody who wants to sell you if you are good. So we have the responsibility of being really good to catching their eye. She said, I'm looking for the next rising star. And to be that rising star, we need to listen to what she's asking us to do. And to begin even now, if we haven't yet done so, begin to take these steps, to be the person who she will see as the next rising star. To add to her wonderful body of speakers that she can share with the world.

Yeah, she's not looking for the next Les Brown. He's looking for the next original rising star. I remember mark in the 90s. I had seen this guy. He was a decent speaker. I don't even remember his name, but he had phrased his marketing as he was a young Zig Ziglar when Zig Ziglar was at the top of his game. And he was the guy, he was the Les Brown before Les Brown. And so he was saying he was the next Zig Ziglar. And somebody may have described them that way. It's not a bad testimonial, but we got to be careful that we're not trying to be the next anyone try to be the you and Mark, since we didn't plan on talking about this, but since we're going down this road, there's a show here in Vegas, where I live, called Legends. And Legends is a group of amazing impersonators. So there's woman who does. I have friends who sing in this who are great. Jennifer Joseph Lear will sometimes sing as Marilyn, and she's awesome. So there's all of these legends, but they're impersonators of the legends, and it's a great show. I found out one of my other friends who knew someone who was one of the Legends impersonators, that that person, what they were getting paid for doing that was like next to nothing. And so he was somebody who couldn't pay for their groceries impersonating somebody who has made millions.

Wow.

My point is, are you a legend or are you trying to impersonate a legend? The pay grade is very different. Hey, it may take a while to become a legend, but at least have that as the goal, you know, to be original. So anyway, there's a Carolyn in your audience. They may not say hello to you unless you're really good. They might not let you know you're there unless you're worth talking to. Why would an event planner. I feel bad, Mark, for event planners who go to NSA at the national convention where there's 2,000 speakers around now, the tried and true pros know how to be respectful. But even I remember they were an event planner, you know, early on, and they would get swarmed. And like she said, you know, she gets so many, you know, book me, book me, book me's all day long. Well, what she needs is original, great marketing materials with the original story. A new, fresh approach at a subject that her clients are having continual problems solving. We gotta figure out what problems we solve, where our message is best. It's just so important.

Yeah. She said she wants different and she wants better. She wants different and she wants better. I hearken back to what Linda said. She wants the real deal. And if we look at what we offer and who we are on the platform, physical or virtual, and realize that in our audience are individuals who are assessing us, who are looking at not only our content, our demeanor, our personality, they see our empathy for the audience. They see if we are simply trying to show the people how good we are. Because sometimes there are speakers who want to show you how good they are. And you know what? Experienced audience members like Carolyn, they'll figure you out in a nanosecond. Bring who you are, your honesty. And some of the best talks I've ever seen have come from very vulnerable places. When the speaker shared their own experience, they shared a mistake. They made a lesson that they learned. And show us how learning and applying that lesson has changed their life, and it can do the same for us. We have such an opportunity, Darren, and such a responsibility to acknowledge the people in our audience and try to serve them. Now, a word of caution here. We're not saying go to every presentation saying, I'm going to find a Carolyn. I'm going to impress the next meeting planner. That's not your mindset. Because if all you want to do is impress the next meeting planner, you're leaving Jacob behind, Linda behind. You're leaving Kristoff and Mark. You're leaving all our previous speakers, audience members behind. That's not what you want to do. Acknowledge a Carolyn might well be there. But if you want to be so good to serve your audience, that'll come across to the Carolyns. Who are trying to find the next rising star who could be you.

Yeah. And what's really cool is they have so much experience, like you said, they can see through bs. They've heard it all the time. They're around it all the time. They have these golden relationships already with the people who are paying them to bring them new speakers. So we've got to be that favorite. We've got to be that one who's going to help you nurture that relationship with that client. Not the one who's gonna be, excuse me, do you know who I am? That hurts their relationship. Cause it's not just that one presentation. It's their next year when they're gonna bring in another presenter, whether they go through Carolyn again or not because of how it went with you. The other thing is, they're so savvy that they're gonna be in the audience. They're not gonna tell you because they don't want you running up trying to get booked, handing them your card. But they're going to hear the conversations in the hallway. They're going to hear Jacob talking to Linda. And if they overhear Jacob talking to Linda, saying, wow, that was amazing. That was just what I needed. And Linda goes, yeah, I've been around for a while. That gave me a fresh perspective. They'll hear those side conversations, and those side conversations only come because we're so good. We're unforgettable.

And, Darren, there is something you always teach morning speakers, and you remind also experienced speakers about the relationship you can have with your existing meeting planner or your event planner. You always say be their favorite. Please take a moment and expound on that. Just so everyone is clear, what you mean by be the event panel's favorite.

Well, whether it's an event planner or when I started working with Jennifer, I asked them that question. What do I need to do to be your favorite?

Favorite?

I ask an event planner when I start the relationship with them. Hey, what can I do to be your favorite? Because every industry is different. Every person is different. They have different challenges. So I want to know what they need. It's kind of like the five love languages. What is your love language? Is it I get back to you quickly? Is it how I treat the AV staff? What is it for you? What's important to you so I can align myself with that and be that for you? Well, what does an event planner want? More business. Well, if I can bring Jennifer more business, guess what? I'm going to be on her radar screen. But every one of Them is different. And every event planner, it's a little different situation. You know, it might be you got to end on time. Let me know when you have arrived to the event site. Why? Because they've had it happen where one speaker didn't show up or came on the wrong day. We don't know what that is. So whether it's live or online, we've got to be early. Why? They're paying for this. Be that professional, be early. So you're not the one that raises their stress level. We want to be the one that. Oh cool. Mark's on the property. Great. Now where's Robert?

You know, you know, Darren, I want to thank you for that because the reason I'm saying thank you is Carolyn told us she's in the audience and she wants new content. She wants to make sure we've got some good marketing materials and she's told us all that. What Carolyn did not say explicitly is she's also watching you at the event, not just on stage. She's looking at the way you treat the people around you. She's watching your level of professionalism as a presenter, not just what you do on the platform. Platform. It's who you are at the event. So bear in mind, we work so hard to be good on stage. We want to deliver unforgettable presentations. We get that. But given the opportunity in a live setting, bear in mind Carolyn's are also watching your behavior in general. If you're doing a virtual presentation, you aren't going to physically go somewhere in a hotel. But what is the process like for them? Building leading up to the presentation? Do you have pre event meetings? Do you go on Zoom and have conversations? Do you ask questions? Do you answer questions? Do you send material in advance? Do you make sure that their job is as stress free as possible? When they see you as someone who is serving? That's one sure fire way to get higher on the favorites list.

So Mark, do we have a recap for our three audience members today?

Well, for Jacob, the number one recap item for Jacob is this. He said, I'm here at your program because I need hope. And you pointed out, Darren, not only do the Jacobs of the world need hope, chances are particularly in the environment we're in right now, we're recording this, the first recording of 2021. The world needs hope. And even in a virtual talk, when you share your life and experience, you can give a Jacob hope. There are people out there who are new, they're eager, they're inexperienced and they need our help. That's from Jacob, from Linda. Linda says she needs a proven process from the real deal. She says, I will check your source. She reminds us the need for originality, the need for our experience, not just simply regurgitating somebody else's material or what you could find on a Google search. She wants our authenticity. And please, please, please don't name drop to impress. You can use someone's name to show what you learned from them that you can pass on to us after applying your own experience there too. And finally, Carolyn, the meeting planner who gave us a mini workshop on what she needs. She reminds us for us to really get the bookings. Remember, she wants someone who's got their own marketing materials well put together. She won't do it for us. Passion alone is not going to work for us, she says. And also remember, you want to continue to get yourself trained, hone your craft, become professional. She needs different, she needs better, she needs original. And she's looking for the next rising star who could be you.

If you'd like to be coached by us or work with us or trained by us, check out stagetimeuniversity.com we do live coaching calls every single week where we really give people the direct feedback as well. So that is all for this series. If you haven't seen episode two or listened to episode, by the way, it's on YouTube and it's on your favorite podcast platform, YouTube as well. Part one, part two, and this is the end of part three. We saved Carolyn for last because secretly, what if she was in the audience? And Mark, I love what you said too, that like, don't try to impress them. You take care of all the other audience members. They will be impressed. It's not a direct path. And Mark, I am pumped beyond control. For next week we are going to sit down with the woman who wrote the book that changed my life, Judy Carter, the legend Judy Carter. I am so excited to sit down with her. She is just so much fun, so brilliant, a great speaker. And we're going to talk about one event that I saw her at a veterans hospital that blew me away. I was in tears at the end. So if you want to know more about that or hear about that, please join us next week for Unforgettable Presentations podcast. We will see you next week.

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