Public Speaking and Presentations Pro: No Beginners Allowed! | Jason Teteak | Skillshare

Public Speaking and Presentations Pro: No Beginners Allowed!

Jason Teteak

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14 Lessons (4h 12m) View My Notes
    • 1. Introduction and Welcome to the Course

    • 2. Session 1 Hook Your Audience

    • 3. Session 2 Show Confidence

    • 4. Session 3 Overcome Nervousness

    • 5. Session 4 Tailor Your Approach

    • 6. Session 5 Speak Well

    • 7. Session 6 Body Language

    • 8. Session 7 Keep Their Attention

    • 9. Session 8 Maximize Media Impact

    • 10. Session 9 Manage Pace

    • 11. Session 10 Answer Questions

    • 12. Session 11 Make It Enjoyable

    • 13. Session 12 Handle Distractions

    • 14. Session 13 Close Well

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About This Class

I want to model for you 117 of the most Advanced Public Speaking and Presentation Skills on the Planet that will transform you from a good public speaker to an absolute ROCK STAR and go for BIGGER conferences. 

These are the same 117 skills we’ve used to help hundreds of thought leaders give amazing presentations to spread their ideas.  

That’s why there are simply NO BEGINNERS ALLOWED into this program!

Let me ask you a question...

Are you sick of procrastinating or “freaking out” about presentation deadlines, complicated content, or just giving a boring presentation?

...even better question: Is your audience sick of those things?

Maybe you feel you don’t have all the answers, you don’t know where to start, or you just want to stand out from the crowd of presenters and thought leaders?

While many thought leaders have great ideas to share, they often MISS THEIR AUDIENCE

According to a recent Leadership study published from Forbes 70% of employed Americans who give presentations agree that presentation skills are critical for their success.

Yet…32% of people have fallen asleep during a PowerPoint presentation.  That’s about 1/3 of the people…

According to another national survey, four out of 10 top executives admit to nodding off in boring presentations…40 percent admitted to actually falling asleep during some particularly boring talks.

The problem is, most thought leaders CONTINUE to give boring, stale or mediocre talks that don’t meet the needs of their audience…

“It wasn’t anything special.”

They end up losing credibility, NOT being looked at as a subject matter expert and their audience ends up not caring about what they’re presenting up there, and they often don’t even know it!

So, why do I bring all this up?

Because I wanted you to know you’re not alone. 

I wanted to learn this so badly…

…that I spent years trying to figure it out --- to no avail.  I just couldn’t.  There were countless talks, gurus, tapes, books, lessons I read, and they didn’t help.

Finally, I decided to watch the best speakers in the world. I watched and transcribed thousands of talks to really analyze everything they said. 

I spent over 10 years studying their body language, their tone of voice..

What I discovered is that the most amazing keynote presenters have something in common…

…secrets that set them apart.

They don’t teach you these in school...

I’ve never read them in any book...

…and most professionals have never even heard about them.

Dazzle (the inside name of this program) reveals them ALL...

…every advanced technique you need to stand and deliver an amazing presentation using my exclusive presentation skills training video.

Here’s how it works:

Dazzle is an Advanced, Step-by-Step Plan for giving a Dynamic, Exciting, commanding, Engaging, Special, professional, Credible, polished, Awesome, rock star presentation that touches emotions…

   ...and allows you to go for bigger and bigger conferences.

Just follow the 117 skills laid out in 13 modules in Dazzle…

In Modules 1 through 4, you’ll learn how to hook your audience, show confidence, overcome nervousness, and tailor your approach to any audience.

Specifically, we’ll cover…

  • How to write, organize and prepare for your presentation in less time…

  • A powerful 5 step approach to introducing yourself that will get even the toughest audiences to believe in you, listen to you, and trust you…

  • An easy system for practicing and improving your presentation that doesn’t require an audience…

  • Techniques for building a relationship with your audience and why it’s so critical to do it…

  • Effective strategies to overcome your fear of public speaking

  • Fool-proof methods to avoid feeling intimidated by powerful people and their friends…

In Modules 5 through 8, you’ll learn how to speak well, present with your body, keep their attention and maximize media impact.

In this middle portion, we’ll cover…

  • The blueprint for creating a PowerPoint show that can remind you what to say, and still engage your audience without patronizing them…

  • Exactly what to do with your hands during your presentation, and why it’s so important to get it right…

  • The “James Earl Jones effect” tips for speaking with impressive confidence…

  • How to take advantage of working the “sweet spot” – the place in the room that makes you look confident and engaging every time…

  • The secret to creating an amazing experience for your audience no matter how boring your topic may be…

In Modules 9 through 13, you’ll learn how to manage pace, answer questions, make it enjoyable, handle distractions and close well.

In these final modules, we’ll cover…

  • The secret to answering questions so that you always look like you know the answereven when you don’t…

  • How to identify and harness your unique strengths, and the pitfalls of trying to be like someone else…

  • The 4 presentation styles of adults and how you can use them to connect with every member of your audience

  • The truth about what makes people laugh and how you can use that to your advantage…

  • How to finish your presentation right on time EVERY time and close so your audience feels like you're the best they’ve ever seen…

  • And a whole lot more...

If you haven’t experienced this before, it’s an amazing feeling… come away from a presentation knowing your audience connected with you, trusted you, learned from you, believed in you and took action BECAUSE of you...

With this step-by-step training plan, you’ll have a proven system of 117 new skills you can follow to Go Big, show you can do this, and fast-track your way to your next presentation, talk or big speech.

You’ll feel a confidence as a presenter you’ve never felt before.  

This program will change your presentations forever.

If this 13-module process sounds difficult, don’t worry: we make everything simple, easy to understand, and quick to learn.

In fact, you can complete the entire training in just four hours! 

Which means by this time tomorrow, you’ll be able to share your ideas on any stage more clearly, powerfully, and succinctly.

While the rest of the world continues to muddle through boring presentations and inspiring talks…

…you’ll gain credibility, confidence and unprecedented skills to present anything in a polished, interesting and dynamic way…

Your presentation will be a better reflection of who you are as an individual…as a thought leader. 

You’ll scale down complicated content to really connect with your audience, and have the skills to make boring content exciting…

…to spread your ideas, touch emotions and go for bigger and BIGGER conferences.

Again, these are the same 117 skills and techniques I modeled and taught to hundreds of thought leaders to help them spread their ideas.  

 Don't take my word for it. Hear what others have to say... 

  "I figured Jason Teteak might have a few new tricks—but not much that I hadn't heard before. I was wrong. Jason integrates the latest research on presenting, learning, and audience dynamics with a captivating style that plays with the ironic fact that he is doing presentations… about presentation skills. And therein lies the secret to this marvelous program." 

  - Philip Deloria- Professor and Associate Dean, University of Michigan 

  "It's pretty simple. Jason Teteak walks the talk. In this day and age, finding a true thought leader amongst many is the key to getting to new levels. Listening to Jason and benefitting from his teachings will take you to that new level you seek. He is cutting edge, extremely practical and connects in a way that is motivating, informing and memorable. Some of the biggest benefits received from Jason are tactics, ideas and methods that are immediately implementable. Watch Jason's program before your competition does." 

  - Al Lautenslager- Best-selling Author, Guerrilla Marketing in 30 Days 

  “I have been to several seminars on public speaking and giving presentations, including Dale Carnegie training. I truly went into this thinking that I couldn't possibly learn anything new, but I found myself scribbling notes like a mad woman during the presentation. I quickly realized that these were tips and techniques that I had never heard before, and that I could use immediately upon my return to the office." 

  - Joey Monson-Lillie- Human Resources Manager 

And in case you’re skeptical, we even include case studies like this one to prove just how effective this system is…

“I consider myself a pretty good presenter. Large group, small group, whatever; I rise to the occasion. And this isn’t just my opinion; I get good evaluations from my internal classes! So other people tell me I’m a good presenter. That said . . . I was looking over the offerings today. I came across Jason’s Dazzle program. Jason started the program by saying he was going to teach all 157 of us how to give an amazing presentation. That’s some chutzpah. But he followed through. Wow! Just before watching his program, I finished a PPT that I’ll be delivering to Yale at their kickoff next week. Now I want to tear half of it up. This program ought to be required for everyone. Best . . . class . . . ever!” 

    - Craig Joseph -- EHR Physician Advisor (MD)

“There are so many different things in this program from the power of the pause to facial expressions and body language that I think are just phenomenal strategies and things that we don’t necessarily think about but I think as presenters we owe it to our audience.”

    - Joe Crabtree-- Administrator

I truly want to help you give more effective presentations and this is the perfect time for you to start improving your success with public speaking, and Dazzle is the most powerful program available to help you do it.

Instead of NOT being invited to the table…

Instead of NOT being looked at as a subject matter expert…

Instead of LOSING them early on or boring them later on…

You can feel confident and command a room, even if you don’t have all the answers…

You’ll have the 117 advanced public speaking skills you need to present anything…

With a proven systemfor being an amazing speaker.

Instead of trying to research and learn all of these advanced public speaking skills on your own…wasting your time, patience, and valuable confidence dollars trying to figure out how this process works…

You can simply follow our PROVEN 13-module system to start seeing results almost instantly!

And you can do it all today, by getting access to Dazzle: Public Speaking and Presentations Pro…No Beginners Allowed!

So, to go from good to great, here’s what you should do:

Click the button and start connecting with your audience TODAY…

And like all our Rule the Room trainings, this one is protected by our 30-day, no-questions-asked guarantee…so if you aren’t happy for any reason, just let us know and we’ll give you your money back…no questions asked.

We know this process works, because it’s the same system that helped hundreds of our clients spread their ideas.

…and you’ll get to see me model exactly how to do it with a real live audience!

And as your audience grows…

You’ll be able to talk in front of bigger and BIGGER groups…delivering a confident, articulate, eloquent talk that reflects the true thought leader that you are...

That’s because, there’s a value loop of first the talk, then the opportunity, then more talks, then more opportunities, and on and on and on…

Stephen Covey once said:

“Until a person can say deeply and honestly, "I am what I am today because of the choices I made yesterday," that person cannot say, "I choose otherwise.”     

It’s time for you to choose otherwise…take action now to elevate your speaking to elite thought leader status!

Click the button and start connecting with your audience TODAY…

About Your Instructor

International Public Speaking Coach, TEDx Speaker and Best Selling author Jason Teteak has taught more than one million people how to flawlessly command attention and connect with audiences in their unique style.

He’s won praise and a wide following for his original methods, his engaging style, and his knack for transferring communications skills via practical, simple, universal and immediately actionable techniques.

Or as he puts it “No theoretical fluff”.

Jason gained recognition at EPIC Systems in the medical software industry, where he was known as “trainer of trainers of trainers.”

He has developed more than fifty presentation and communication training programs ranging in length from one hour to three days that serve as the basis for The Rule the Room Method.

In 2014, 2015, 2016, and 2017 he was named #1 Best Selling coach on Public Speaking for his on-demand video teaching tools that quickly took off for over 100,000 online students around the world.

Teteak has flipped the model and changed the approach to great Public Speaking for even the most seasoned veterans.


1. Introduction and Welcome to the Course: Here's exactly what to do in order to get more sales, more promotions, eliminate your fear of public speaking and even deliver a key note that gets your audience to do what you want. I've spent 20 years presenting, teaching, training, observing and giving feedback to presenters. What I've discovered is that the most amazing keynote presenters have something in common secrets that set them apart. They don't teach you these in school. I've never read them in any book, and most professionals have never even heard about them. Dazzle reveals them all. Every advanced technique you need to stand and deliver an amazing keynote presentation using my exclusive presentation skills training video In dazzle, you will learn how to instantly captivate your audience and keep them so engaged. They can't wait to hear what you have to say next. How to quickly identify the needs of your audience without them knowing you did it. The secret to answering questions so that you always look like you know the answer, even when you don't The blueprint for creating a power point show that can remind you what to say and still engage your audience without patronizing them. An easy five step approach to introducing yourself that will get even the toughest audiences to believe in you. Listen to You and trust you. The James Earl Jones Effect Tips for speaking with impressive confidence. How to write, organize and prepare your presentation in the last time. Foolproof methods to avoid feeling intimidated by powerful people in their friends. How did identify and harness your unique strengths and the pitfalls of trying to be like someone else? Effective strategies to overcome your fear of public speaking the secret to creating an amazing experience for your audience. No matter how boring your topic, maybe how to take advantage of the working the sweet spot, the place in the room that makes you look confident and engaging every time. An easy system for practicing and improving your presentation. That doesn't require an audience exactly what to do with your hands during your presentation and why it's so important to get it right. The four presentations styles of adults and how you can use them to connect with every member of your audience. The truth about what makes people laugh and how you can use that to your advantage. Techniques for building a relationship with your audience and why it's so critical to do it . How to finish your presentation right on time every time and close your audience feels like you're the best they've ever seen. And, ah, whole lot more. If you haven't experienced this before, it's an amazing feeling to come away from a presentation. Knowing your audience will want to buy your product, hand you a promotion or start doing business with you and love you for it. You'll feel a confidence as a presenter you've never felt before. This program will change your presentations forever. I truly want to help you give more effective keynote presentations. This is the perfect time for you to start improving your success with audiences and presenting and dazzle is the most powerful program available. To help you do it. Simply click the button to get started. 2. Session 1 Hook Your Audience: my name's Jason T. Dick, and I'm going to teach you today the skills in the secrets of master presenters techniques that most of you have probably never even heard of techniques and skills that will get even the toughest audiences to thank you. So that was my hook for dazzle in dazzle is a very unique program. A lot of people that have taken presto, some of you have taken presto asking me questions in that there are almost always the same kinds of questions they say. Well, how do you do this, though? But how do you do that, though, if I want to practice this, What do I do? That that's what dazzle is Dazzle contains all of it. Everything that I know about presenting all of the techniques that you need, all boiled down into 39 different things. You'll see 13 here. Each one of those has three key ingredients that I'm gonna teach you for exactly how to deliver presentations. And I'm not talking about fluff. I'm not talking about theory anymore. It's all gone. I got rid of it. I'm going over all practical stuff that you can use stuff you can use tomorrow, you're gonna get hundreds of things today that you're gonna learn. You're gonna want to write down as much as you can. And you're gonna want to write this down and still watch what I'm doing. Because I'm gonna model everything that I suggest that you do. From the hook to the deliver, Bols, how to engage people and even how to close well and everything in between. Like answering questions, managing pace and even dealing with distractions and maximizing media impact. All that stuff. I'm gonna give it to you here today. We're going to start with this 1st 1 and I want you to watch this. This next section is called How to Hook your audience. I want you to watch for all 13 sections How I continue to hook you. So I started a hook at the beginning. I said, I'm gonna teach you the secrets of master presenters. Let me let you in on the first secret. If you want to hook people, you must establish a mystery. They have to have a mystery right up front that you don't solve till the end. You have to stay and in order to in order to get the answer to the mystery. They have to stay. They will tell you this story. There was a professor that I know and he, uh he would He would teach his students and he always noticed a pattern around 10 minutes before class time was supposed to end, people would start to pack up and drove him nuts. He couldn't figure out how to stop this. And he learned this technique about the mystery. So he would start every session, every lecture with some kind of a mystery. And it's I'll tell you the answer at the end. And he played around with this in one time. He actually didn't tell him the answer at the end, and people started to pick it against him. They started, they would not leave. First of all, nobody packed up. And at the very end, they said, tell us the answer was No, not to know or stand. We want to know the INS. He established this mystery well. Here's the key to this for the hook. It's a lot of people think the hook is the first thing you say, and then you're done. It's not. You need to have a hook all the way through. I call it the main hook. My main hook was the secrets of master presenters. That's what you want today. But it's not enough for me to just leave it at that. Every single topic I have up here, you see, 13 of them is gonna have its very own hook that feeds the main hook. Let me give you the 1st 1 I'm going to teach you how to get your audiences to crave your presentations. That's the first time. That's the hook for how to hook. And so here's how I'm going to do it and I click this and now I show you the next deliverables. I'm gonna show you how to get them to believe you. I'm gonna show you how to get them to listen to you, and I'm gonna show you how to get them to trust you. Now, this is a really cool set of ingredients that I've just developed on getting there, believe you getting them toe, listen to you and get him to trust you that you must do every time you hook him. Remember, the number one reason adults learn things is because they know Why? That's why we start off with getting them to believe you and the way to get them to believe you. The number one thing gonna want right down is fulfillment. You want to get audiences to feel fulfilled? Let me give you example of two hooks that I created. You tell me which one's better and what I'm gonna teach you how to deliver a hook. That's my first took. I'm going to teach you how to get your audience to crave your presentations. Obviously, the second one's better. But my question for you is why there's three things I can give you and give you what? Why and how. Which one did the 1st 1 give? You said I'm gonna teach how to deliver a hook. Would that give you? I told you what I was gonna teach you. It's not compelling. Nobody wants to know what they're gonna learn. Police? Not first. First thing they want to know is why they should learn it. You got you got to get didn't believe you. So when I said you, I'm gonna teach you how to get your audience to crave your presentations. There's a feeling that's the first secret for hooks, he will say. Well, Jason, what's the project? How do I do it? You got to create a feeling You got to get them to feel something. How do you get him to feel? You got three choices. You could get him to feel happy, more successful, or have more freedom with your hook. Look at mine. I say I'm gonna get to teach you how to get your audience to crave your presentations when they crave my presentations. I'm happier. I'm also more successful, and I worry less. So here's what you do. I'm gonna give you this specific thing that you need to do. Now. I want you to go home after you're done with this. And I want you to start off your sentence with I'm going to teach you. By the way, that's a confident hook rather than I hope to teach. You don't hope to teach you anything. I'm gonna do it. Confident people are going to do it. And then what you want to do is right after you, right? I'm going to teach you. I want you to fill in the underlying blank with the following. I want you to change whatever you're going to teach him. You don't know what you're gonna teach him to. Something that's gonna create happiness, freedom or success and gets them to believe that they want what you're gonna teach them. Here's the rule. You cannot include your deliverables in your hook off limits. You can share these after you say your hook. But when you say your hook first notice. I said, how many teach you how to get them to crave your presentations? And here's how I'm going to do it. And when you say the how I want you to put this on a power point, I don't want you to say these things. They're adults. They can read what they're going to get. And they frankly, they don't really care what they're going to get if they don't believe in what you're gonna give them. I'll give an example. Dr. Martin Luther King Jr had a number of people show up on a hot August day in the 20th century and gave a speech, and thousands of people would never met him before. Showed up to get t get this speech and he didn't say I have a plan. What did you say? I have a dream that created a feeling. He got them to believe in him. And when they did, they all wanted to know what he had to say in what he had to say was very, very cool. But the reason they showed up wasn't cause he had a plan. Wasn't what he was gonna tell him. It was the belief they had on what he was gonna tell. That's what you need to do. That's your hook. Now, your second part of hooking someone is actually this part. How do you get him to listen to you? Once I give you the hook, I'm gonna get you. Teach you how to get him to crave your presentation. I believe you. I like that. Now I have to deliver it immediately. So if you want to get them to listen to you, they will not listen to you unless you put your money where your mouth is in. The way to do that is to show them the deliver, bols. And when you show them these deliverables, these three things, they must also have some element of happiness, success and freedom within them. And my favorite way to do this is to start them with action verbs Because nobody can get happiness, success or freedom if they don't do something. So notice. I started every one of these with an action from this case. The word get. I'm gonna teach you how to get and that's going to give you something. If you look at this well, I don't know if I want to learn how to get people to listen to me. Of course you want to know that. And here's the way you really send your deliverables home. You can do this even before your presentations. You can. No. I actually walked in here today knowing that everything I'm gonna teach you. You want How did I do that? How do you think I don't read your minds? But how did I do it? I know what I'm gonna teach you. You want it? How did I do it? I researched it. Now the quickest way to research this we have technology now is to send an email toe 100 people. This is what I'm going to suggest. You do You know 100 people that would take your presentations. You have two choices, by the way, for who? You email people who have taken them already and people who will take them. I recommend splitting it down the middle. So if I send 100 emails, 50 of them will have already taken my presentation and 50 of them will have never done it. And I'm gonna ask them one question. I'm going to say I want you to send me the top 10 things that you would want out of this presentation. Or that you would have wanted that you didn't get. I did this for this. I did this for dazzle. I emailed 100 people, some who had already taken it, some who had not taken it and I received. On average people sent me five responses. I asked for 10. I got five. I knew I'd only get about half anyways, Why ask for 10? It really only wanted five. So I got 500 responses and I boiled it down 2 13 things that I would teach you. And these are the top 13 things they wanted to know. Almost everyone I talked to said they want to know how to hook their audience, show confidence overcome nervousness. This, by the way, was the number one hitter. Overcoming nervousness overcome my fear of getting in front of people. They want to know how to do that. They want to know how to maximize media impact. And sure enough, when I taught presto to some of you, I got four questions yesterday. One of them was how doe I actually practice this stuff. How do I practice my facial expressions? How do you even know if I'm doing it right? Another one was What? Jason, you show me some power points, but is it okay to have complex images? Should I have those in my in my room? Some of you were here. You know, this happened other rooms was Why would I get if I get distractions? How do I handle those? And I thought to myself, Cool. I've got it all in dazzle. The reason I've got it all there is because I've researched this stuff. Those ear deliverables in one last thing I want to recommend to you is when you get them to listen to you. You want to create what I call delivery Bols, which are 13 deliverables here and then sub deliver Bols. For every delivery ble you want to write down three sub deliver Bols that start with an action verb. Also, that you can give people so they have an opportunity to toe walk through the delivery bols with you and know exactly what you're gonna teach in. The last key for this is the sub deliver. Bles are also a representation of fulfillment happiness, Success in freedom. Very powerful. Now let me give you some practical stuff. I mentioned that I'm gonna give you practical stuff all day long. I've already given you a couple, but let me give you some step by steps Now some of you are are this type of learner, your step learners. If you want to get to trust you, here's the five ways to do it. You stand up here. I'm gonna tell you exactly what to do in the 1st 2 minutes of your presentations. First thing you do, you don't move. You stand here still don't pace. Don't move your hands on Lee. Move your head like it's on a slope. I'm not saying you can never move, but in the first minute stand still. It looks confident. It looks powerful it looks calm. It sets the media's and it handles the number one need of any learner, which is to feel safe. Sand still and use your eyes to move to keep your body still and start with this. Here's your introduction. Hi, I'm Jason T. Dick Pause. That's number one. Step one introduced yourself by saying Hi, I'm X y Z, and when you do this, bring your inflections down at the end of your first statement because it looks more confident. For example, if I said hi, I'm Jason T. Dick. No, it's not very confident High. I'm Jason T. Dick, and then step to deliver your hook. And how did I say you should start it? And I am going to teach you. This is Step two. So hi, I'm Jason T. Dick, and I'm going to teach you the secrets of master presenters techniques that most prisoners have never even heard off techniques that will handle even the toughest of audiences. Stop. That's number two, by the way, if you want to know how to write a hook Ah, foolproof way that works every single time. Then you should watch captivate because I will spend an hour and 1/2 teaching you of giving you a recipe that I've created for how to create any hook, whether it's main or topic and the delivery bols for any presentation, trained or lecture that you do. So if you're interested in that watch captivating once you've delivered the hook, Step three is you tell them what you know this Now you tell him to deliver, Bols, here's what I'd recommend And here's how I'm going to do it. And then you step aside and you press click notice. I'm already telling you how to create your power points to whatever you research, whatever they tell you, whatever you narrow it down to, that's what you put here. And did you notice the little red there that red Tosi? Exactly where we are at any given time and you have it in front of you, So review I give you my introduction. Hi, I'm Jason T. Dick. I'm gonna teach you, dusted it up, and here's how I'm going to do it. Click. And now the next thing you're gonna want to do as you want to give them some kind of credentials here's the reason for this people don't believe you if they don't trust you. Remember? I'm trying to get them to trust you right now, so you have to give them some kind of credentials. But the last thing you want is to feel like a know it all to look like a know it all you want. What I call humble enthusiasm may want to write that down. If you understood in the theory here, you want humble enthusiasm. So what you do is you say something about your role that will show them How are you going to help them get the focus off of you? Let me give an example. Let's say I say to you, Hi, I'm Jason T. Here's my hooking. There's my deliver ALS and I'm a trainer. Most people do this, by the way. That's what they do. I'm a trainer. This is what I do or I'm I'm a professor or I'm a teacher. I'm a doctor. Don't do that. Say something like this. Say I help people becomes successful with their audiences. Now take your role right now, write it down and then I want you to rewrite it in terms of what you do for people do it right now. Now, I want you to know the number one need of a learner's feeling safe. So whenever I ask someone a question, especially volunteer one of these things I want to tell you why I'm gonna do it. Because the other people in the room are gonna learn from this. If you hear what other people wrote that's gonna let you peer in on how to do this process and help you and do help you do it even help you improve it. So would you come up with something to give me an example? Tell me the new one? Yeah. Giving. I helped create a culture of giving for l s A fantastic. I will tell you if it's fantastic, by the way. Not because I'm praising in patronizing ways because it actually will work. The reason that will work is why by will that work for her? It's action. What else is it about her? No, it's about them. Who else has got one? Yeah, I help people become invested in their alma mater. Notice the happiness, success and freedom intrinsic in these statements. It's fantastic. What else you got? Have students maximize. I helped students maximize their academic potential. Fantastic. You guys see how you can do this? I promised you practical techniques, and we've already delivered on three of them. By the way, what I just did is another trick you can do within the 1st 10 minutes to build credibility . You don't just want to tell them your credentials. You want to show him how much you've taught. You must do this within the 1st 10 minutes. You say to them you've just learned three of the most powerful techniques on the planet for hooking an audience. And how did I, by the way, waited? When did I wait to do that? I wait until you proved that you did it. I just got to hear three people prove that they could do it. And that's when I said you've just learned it. I didn't say it after I gave a lecture and just hoped you got it. I proved you got it. Then I said that you got it in a classic rule of presenting is telling me you're gonna tell him. Tell him and tell him what you've told him. But most people know that rule, but they don't know how to apply it. I just taught you how to apply it because you have to first get them to tell you. Then you tell him what you taught him. So that was stepped for the full name. The hook, The deliver Bles in step four was the credentials. Maybe Step five, Step five. To get him to trust you, you show enthusiasm about what you're about to do. You show excitement about what you're about to do in. This must be sincere. You can't fake a smile and you can't fake enthusiasm as much as you might try. It will come across this fake, so you actually must believe what you're about to write. But I'm gonna have you do another thing you should note. By the way, have you do a lot of working here today? You're gonna do a lot of things to create stuff for your presentations because it's practical. So I want you to write down a statement now that tells them why you're excited to teach them what you're gonna teach them to present to them. What, you're gonna present him. Let me give you my example. Helping others become successful with an audience is what I do. And I'm really excited to work with you today. Now you should know this. Step five is an optional step. Some people think it's overboard. And I would agree in certain audiences in a moment I'm gonna teach how to tailor your approach to audiences. But some audiences need this. Some audiences need a professor, a teacher, a trainer of presenter who has enthusiasm right off the bat. So I want you to write one now for yourself. What do you excited about for your class? For your presentation? Why is it excites you? Write that down right now. I'm excited. About what? Again as you're doing this, I'd love to get a couple volunteers. Would you come up with Were you excited about? Yeah, I think I just hear how we will work together to be successful in the next calf here. I'm excited to share how we will work together to be successful in the next campaign. Fantastic. What else I mean mentioned I'm excited to share info that's useful to you and make your job easier. Notice what she did. She included some hook in there too. Isn't that neat? Have you noticed that the steps I'm giving these five steps some of you can take these and discreetly go through them step by step others and you play with them. You'll take the excitement phrase and you combine it with your credential phrase or you'll combining with your hook phrase. This is exactly how to do this. Let me give you one last option for how to get them to trust you that I really, really like. And it's high. It's with the way you do. This is, you say, a credible statement within the 1st 3 minutes of your presentation. Let me give an example of how I could have started this topic. I remember I said I started with I'm gonna teach you how to get your audiences to crave your presentations. I could have said Did you know that the number one time that people check out of your presentations has been the first within the 1st 10 minutes? I want you to take 30 seconds. Seriously? Want you do this one should take 30 cents. I want you to write down why you think that IHS So what do you got? Why do people check out within 10 minutes. Why do you think? Yeah, it doesn't feel relevant to their needs. What else did you come up with? They think they know it already. Anything else? Yeah, for this. They've heard this all before. I think if you're not completely engaged, if they're not engaged, easy for distractions. Did you notice there's a theme for all four of those? What's the theme? What? What? The information you're telling them has know what's in it for me? Write that down. What's in it for me? That's what your hook needs to deliver. They have to know within 10 minutes what's in this for me? For their presentations or they're gonna leave. And by the way, you say, Jason, people don't leave my room. Yes, they do. They don't have to leave physically. They can check out mentally. They do it all the time, But the research says they'll check out within the 1st 10 minutes. That's why it's so critical. What I'm talking about right now, this first topic, the hook is your most important one. Because if you don't do it, everything else doesn't matter now. What was the credible statement that I used? I said within the 1st 10 minutes. What? People check out. I said that within the 1st 2 minutes of my presentation. And if I say that and it feels right, most of you will say Scott knows what he's talking about. I didn't say to you. Hey, I got this much experience, and I know what I'm talking about. I never said that, but you still believe in what I have to see. Still, trust me because of that incredible statement that I made. So I've given you six things now that you can do right up front to get them to trust you. Let me say one more time. I'm not just teaching you things. I'm not just giving you practical things. I'm telling you what I gave you. You got to do that within the 1st 10 minutes to I just said I just gave you six things you can use right from the get go. And all of you who were wondering if you should stay are thinking yourself who? This guy's for real. He's actually got real stuff. He proved to me that he has real stuff. I'm actually writing real stuff. He told me real stuff. All one of the 1st 10 minutes. That's good stuff. And then when you're done with your first topic, you say to your audience, What questions do you have about hooking your audience? You wait seven seconds. That's what I'm to do right now. No questions you have about hooking your audience. Yes, bring more technical glorious point. You know, this is information that will help with you and doing your job. Yeah. Are there other ways to be You're gonna go into more peace, but so it's not. It's not a present. You're actually have this like, Yes, it's dry. I'm really glad she asked this question. Let me pare repeated So everybody heard it, she said. When you're basically switch, what she what? She said. I hear this a lot, Jason. You got it easy. You get to teach about presenting. Everybody wants to know that. But what if I have to teach some dry topic that not everybody intrinsically wants to know? What do I do? The answer is the captivate module. In 90 minutes, I'm going to show you how to transform. Any topic is dry as they come into something that people have tohave. It's very very cool. I could answer that for you, but it would take 90 minutes for me. Notice that what I just did, though, is I punted and I punted a question. But my key whenever I upon a question, I want her to know three things. I care deeply about her question. I'm going to meet the need and I absolutely know the answer. Very important that you do those three things, because if you don't, she feels put off notice. How did I do that? First of all, I paraphrased her question and I thanked her for it. It meant a lot to me that she asked that because I wanted to share with the rest of you how important it is that for some hooks there hard to write. This is why captivate exists. It's very important that you understand that I'm actually in captivate, Peggy, I'm gonna give you an example off a drop of a twosome, dry topics and how they were transformed. And I'm gonna give you this stuff by step recipe on how to create a hook and all the deliverables for not just your main hook, but for all your topic hooks. It's very, very cool. So I encourage you to check that out. Okay. All right. Notice also. I told her exactly when she'd get that answer. Most people, when they answer questions all answer that later. Really? When? So tell him exactly when you're gonna get it. 3. Session 2 Show Confidence: I know you're waiting for my next took because this is the next topic, right? I'm going to show you how to show utmost confidence that makes your audience feel completely safe in good hands and thinks that you're trustworthy. That's what I'm gonna do. Now, why would I want to? Did you know this is one of the top 13 things I got out of those 500 responses? This is the top 13. The reason for this is I want you to ask yourself question right now. Are you naturally confident? If you're wondering if you're not, here's how you can tell. If you were at a restaurant with a lot of very important people, would you just go up to a complete stranger and start talking to them? Some of you would say Oh, absolutely. I know who you are because you're the confident people. Naturally. But you should know 50% of the world was born confident. 50% was born nurturing. They're opposites of each other. I was born nurturing. A lot of people are surprised when I said I say that because I show a lot of confidence in my presentations. But I've centered myself. I've learned how to do this. This is another thing. I tell people all the time. They think, Oh, Jason, you were just born as a great presenter. I'll just never be that way. That's not true at all. I completely disagree. I learned everything that I'm going to teach you. I learned it all from scratch, and I didn't used to be this way. I know I was not a good presenter, a good teacher in a good trainer. When I first started, I'll give you some stories to share with that with you, you should know I'm not naturally confident, so you can learn this. But even if you are not your company, you could say, Oh, I could just check out of this topic. I'm actually confident I'll be fun. No, naturally confident people have a tendency to under prepare. They just think they can handle it. They don't need to worry about it naturally, nurturing people have a problem with nervousness and fear. Now we're gonna talk about nervousness in a moment, but we're gonna start with confidence. Here's the key. You don't have to be naturally confident to show confidence. I'm gonna teach you today how to show confidence. Here's how you do it. We're going to start with confident language. I'm going to tell you I actually a lot of people wonder about my credibility on this one. You should know that for the past five years, the most things that I've done as a trainer, teacher, professor, presenter, all the things I've done with working with audiences One of my favorites is to observe classrooms and presentations and give feedback. I have observed thousands of people present, teach and train and give lectures, and I give them feedback on these things and I typically for the average person, I will watch them for two hours and then I'll give them about 20 pages of feedback. And we'll go over that in what I call a post observation feedback conference where I spend one hour delivering this feedback to them. And one of the things that I do is I give them specific examples of all the things they're doing well. Typically, the 1st 10 to 13 pages are all positive feedback strengths that they have that I observe, and I give them exact examples of what they did and then the next seven or eight pages are things they can work on and tips for how to do those things in. One of the most common things I see is the use of non confident language. I'm gonna tell you my heaviest hitters right now, over a lot of years of research that you should never do. Here's the 1st 1 I'm going to suggest that you remove the following six words. Try perhaps, maybe kind of. Sort of, I guess. And I think you probably couldn't catch those fast enough. But there is a common pattern between all of them. So you know enough to memorize? What's the common pattern? Kind of sort of. Maybe. I think I'm gonna try hopeful. Tentative? Yeah, none of it is absolute. Your language needs to be absolute. I'm not hoping to teach you today. I'm going to I'm gonna do it. It's not a cocky thing to say that because you're not bragging about yourself. You're just simply saying I'm going to teach you how to show confidence. Now, if I wasn't, why would I be here? Second most common thing that people do is they use the word sorry rather than the word apologize. Now let's talk about grammar for a moment. Apologizes a verb. What? Sorry. It's an adjective. If I say to you, I apologize. I'm actually using a verb to describe my action that I'm apologizing for, which is totally appropriate if I say to you, I'm sorry. Think about the grammar There. Sorry is an adjective describing who? Me? I don't want you to think I'm a sorry person. Not sorry. I apologize. Not sorry, person. You save Jason. This is such a minor little silly thing you add up 150 minor silly things and you get yourself a good presenter. So get the next one unconfident statements. Here's my top three. I didn't mean to say that. Remove that from your vocabulary. Good. Presenters always mean to say what they say, and they certainly don't want people to think they didn't mean it. 2nd 1 removed, if you humor me for a moment. No, I don't need you to humor me. I'm gonna I'm gonna teach you things and you'll listen to them because they're very interested in you guys are gonna want them. By the way, one of the questions I got yesterday with Jason, If I videotaped myself, how do I make sure I'm doing stuff? Right? This is how Listen for these words in your statements. Get rid of him. 3rd 1 Oh, I'm not I'm not a physician. I'm not a nurse. Well, I'm not. A professor will see I'm teaching a bunch of professors. I'm not a professor, but I want them to think on the professor. I want to believe I'm a pharmacist. I want them toe literally. Imagine that I am, in fact, a physician. I'm in MD now, actually. Watch someone give a demo. One time to 150 physicians. This person was not a physician. This person was a person who writes code. Person stood up there and for an hour and 1/2 talk to these physicians and it end. One of the physicians came up and said So where do you get your degree? I thought he was a physician. He never told him he was a physician, but he used language that got him to think that my point is don't ever say I'm not one of you. You want your audience to think you are one of them. I call this empathy. You guys know the word empathy, but this is how you show people that you are on understanding. Their plight is if they think you've been in their shoes very important. Another thing suggestion is called compact statements. One of the most unconfident things to do is to not have compact statements that you use me . Give an example. Would you mind? Looking up on my screen is not a good example. How could I change that? Make it more compact. Look up on my screen now what some people say, Oh, Jason, it's so rude just telling you. Look up your screen. It's the tone that's important. 7% words you say 38% your tone and communication. So let me give you an example how I could do this right? I think I will get my screen. Did you feel the tone? Come down a little bit? Collections and buying tickets warm, its inviting. But the action verb tells you exactly what to do. Why would I play around with? I've only got so much time with you. Why would I say Would you mind? Because if I say, would you mind? I'm basically pulled please listen to me. Please do that. That's not a confident person. Yeah, confident tone. Let's talk about your tone for a moment. Some of you already know this because you've taken presto. But for a man, the most confident tone is a deep, resonating tone. And here's something I didn't tell you in Presto, you men can actually change your tone. You can actually change it. Say, Well, how do I do this? You should know. I haven't always had a resident deeper tone. I have depended over the years and I haven't gone, haven't had an operation or anything like that. I have actually just practiced breathing from my diaphragm and watching it and feeling it resonate and come out of my mouth. It's something that's very, very powerful. I always talk about James Earl Jones. This guy is the most confident tone I've ever heard. I mean, any time just watching an advertisement the other day, and he was the one that was behind the advertisement and that advertisement, I guarantee you he got paid a lot of money because he could make the advertisement seem trustworthy just from his tone. So I always given example if I talk up here in my throat, it's just not as confident sounding, and this is what I would naturally do. This is my real tone right now. I'm not faking this. It almost sounds like I'm on helium, but I'm not faking this. This is what happens if I don't bring it from down here and then let it resonate. You feel the difference. Which person would you believe and trust more? In women? There are two tones for you. We talked about thes also impressed, but we're going to dive into these a little bit more now. Women. You actually have two tones that you were born with. That you can use ones. The more bubbly tone ones, more articulate tone. Both of them are very, very cool. It's nothing. Neither one's better than another, but one of them is better up front. The other one's better later on, when you're trying to keep people from falling asleep, you want the bubbly tone when you're trying to keep people from falling asleep and really get enthusiasm. But when you first start women, you want that calm, articulate, toning. You can practice this. My suggestion is toe watch. Katie Couric. Watch her watch some of the best female newscasters in the world. They go to school for this. They go to school to learn this articulate tone. They actually stand up and get in, sit down on their thing and a Let's look at the camera. And they are taught how to pronounce every syllable perfectly and how to do it calmly. They've done researchers with CEOs that deal with female salespeople and the ones that get the most sales of these articulate tones. You need to do this. Women. You can practice this. Here's how you practice this. Take something you're going to say. Write a script out and just practice reading like a newscaster. And when you do it, pause after every statement for about a second. It's like I just did and then keep going. And when you when you say a word going, don't say going, going and then stop it and start the next word. I could do that one better and then start the next word. It sounds more confident, more articulate, and it just sounds like I'm more trustworthy. So if you're in a rush to talk, it doesn't sound, is articulate doesn't sound is trustworthy. It's OK if you're naturally like this, but you can practice these things. That's what's so great about this. These are not things I was born with. I practiced them. How about body language? The most confident body? 01 last thing about confident tone. I forgot to mention this. The most confident inflections and volume in pace you can use. The most confident volume you can use is your normal volume. If I talked really soft, it's not quite as confident. And if I talked really loud and I try to get people said, that doesn't look confident, either. I'm more having to work too hard. So if you need a microphone to go normal volume, do it. But you should never over extend. I want you to imagine you're talking to a person in a private room three feet away. That's how loud you should talk in terms of pace. You want to keep your pace at a normal pace. You don't want to go to slow. You don't want to go too fast, but you do want a pause in the middle, and in terms of inflections, you want to bring them down at the end of your statements. Whenever you bring your inflections down at the end of the statement, you make yourself look more confident whenever you're bringing reflections down. The in a statement you like yourself, make yourself look more confident. No, Whenever you bring your inflections down at the end of a statement, you make yourself look more confident down at the end, and I recommend when you need your confidence 1st 5 10 minutes. People have formed their impression of you within the 1st 5 to 10 minutes that they meet you even before you say anything. And that's this third part. This third part is body language. Now, when we talk about body language, you should know that the most confident body language stands I've talked about this before is where your hands air down your feet are pointed towards your audience. You can point them forward or out, but they should be pointed towards your audience towards both sides of your audience, and your head is on a swivel. Moving around their eyes are the things that make them feel good. So your eyes need to look at them. Your you do not need to move around to engage them. A lot of people think this. I'm not saying you can't move around. A lot of people have the personality where they move around and do stuff. That's great. Keep doing that. But when you don't need to do it anymore when you're at default, like right now at default, I don't want to be here. A lot of people would talk like this with their hands right here. What does this imply when my hands are right here? Maybe I have them here and I talk. Maybe they're just right here. What? What's this? Imply? I'm closed off to you. I've got something to hide. You might not think that I do. You might. So, Jason, that's so untrue. I have nothing to hide. Well, you do have something to hide because you don't have full confidence. Because if you did, you wouldn't have to do that. It takes a lot of confidence to be able to stand here like this in front of an audience. When I first did this, I thought to myself, My gosh, they're looking at my hands. They're looking at him. Oh, they're looking at him. I can tell they are always so uncomfortable. I got to stop this. Oh, that's so much better. See, when you bring him up here, you're doing this because it makes you feel better. It's not about you. You got to get that out of your head. It's about down. They need to feel safe, not you or some people I used to be. This was my fair. I actually have never had a problem with my hands as much as my pacing. I would just want to pace a lot if I didn't. If I wasn't moving, I felt like I wasn't engaging them. How many of you in the last 30 minutes? It felt I've been totally boring. Nobody has. You've been engaged, but I haven't moved. I've been standing here the whole time, Huh? That's interesting. Now you can move. I'm not saying you can't move. If I need to make a point, I'll make the point. But then I'm going back down again. It's really, really important. Your eyes Tell your confidence your eyes tell the story. If I want to know how you're really feeling, I'm not gonna look at your mouth because your mouth can smile in your eyes can scorn your eyes. Tell the story there. The only place in sincerity on your face and your face is that no see universal form of communication on the planet. I'm gonna look at your face if I want to know about you and you're gonna do the same with me, You're gonna look at my eyes and say, Is he looking at me every once in a while? So what I recommend is, if you want to show confidence, look at every audience member within the 1st 10 minutes, you must do this. Look at everybody within the first time. It's it makes them feel safe. I recommend 1/2 2nd for a small group like this. I recommend a full second 23 seconds for a large audience of 5000. And you look at each section then that each person this is confident, body language. One last thing. Shoulders are going to be back. By the way, what happens when I put my shoulders back? Where to my hands go, they go down. There's a reason for that's the most naturally come confident stance on the planet right here. So when you first start your presentation I want you to practice this. This is the practical for you know. I have now given you a five step method for a hook. And I've given you exactly what to say with your language. And I've told you how to start your hooks and your deliverables Start your hooks that I'm gonna teach you. Start your deliverables within action verb. And now I'm telling you exactly how to stand You stand straight up. You look at your audience like this your head on a swivel and you say Hi, I'm Jason T Dick and I'm gonna teach you X y z And here's how I'm going to do it. And here's my credentials. And here's why. I'm excited to teach you And here's my credible statement. Let's get started. Wow, that is going to hot be how you can show confidence and hook your audience notice. One of the coolest things about this agenda slide is it reminds me to ask you if there's any question because guess what I'm gonna do. Each one of these things is about 15 minutes. And so after every 15 minutes, I'm gonna ask you for questions. I'm gonna do it again. and I'll have to do is look up here to remind myself what to say. Here's one thing about you that you need to do when you ask the questions. Never say, Do you have any questions? Because the answer to that could be yes. And then everybody's claiming in front of everyone else. I don't know what I'm talking about. Don't understand. But what you want to do is say what questions do you have and you want to end that with what you just taught? I was actually talking with a presenter one time, and the presenters said to me, Jason, when I watch you present, it's almost as if you know the questions that are going to get asked of you I said, Well, most of time I do and they say, Well, how in the world do you know? Because I tell people what I want them to ask me, What do you mean? I said, Well, I don't say what questions do you have? I say, What questions do you have about showing confidence in hooking your audience? And then when they ask questions, they ask about showing confidence in hooking my because that's what I prepared. I didn't prepare the the unit on frogs today, so I don't want any questions about frogs, but I want questions about showing confidence in hooking my audience. So I'm gonna do that right now. I'm gonna wait seven seconds for you guys to answer this. Did you notice the last question I got from Peggy? It actually timed it out. It took 4.5 seconds. That's about average. So long as it takes. Usually about seven. The reason for that is it took a little while to figure out what you want to ask and then figure out how to ask it while five seconds for that. Who is that uncomfortable for? Just like the hands. Who is it uncomfortable for? It's really uncomfortable for me. You gotta practice this stuff. So what questions do you have about hooking your audience in showing confidence? Yes, right. How I dress. It's very important. So the question is, how do I show conference with my outfit? This is really, really important to me. I spend hours trying to figure out the right stuff to wear. First of all, my most important piece in my outfit is actually my shoes because it's the only thing I get to see. So I love having confident shoes. It's very important to me that I have really cool, comfortable, confident shoes. I looked on. Oh, yeah, I love those shoes. But the other thing that I want you to do is think about your your outfit in terms of what makes you the most confident not what necessarily looks the best. Maybe you're confident cause you look it. That's great. But when you go to buy outfits for when you give presentations, I want you don't think about when you put the thing on. Does do I feel really confident in this. You know what I'm talking about? You know the outfits where you put him on you. I don't just don't doesn't feel like get rid of those things. Don't ever wear that stuff when you present where stuff that you feel confident in and if you're not sure, one of my favorites if I'm if I'm if you're a man. One of my favorites is a dress shirt that fits really, really well and feels good and looks good. And you always want to dress equal to or above your audience never below. So And you know, if you want air on this air on conservative, so that's a really good point to err on conservative. I always get away with a dress shirt and really nice wool dress slacks because pretty much everybody that I that I work with is wearing that also or less than that. Every once in a while I see a sport coat or a tie, and from the most part I don't wear that just because I don't I don't feel comfortable wearing that because I need to move around and do stuff. And I want them to see what I'm doing with my body language, and I can't get that as much for this book. But if I don't give a presentation how to give him presentation and I got people who are gonna wear sports coats and ties, I'm wearing one of those two. Yeah, thank you for that question. What other questions you have about showing confidence and look in your audience now notice I'm giving you all my techniques. I'm telling you exactly how to do stuff, and I'm also gonna tell you what's in my mind at any given time during my presentations because I want you to understand what I'm thinking and how I'm doing what I'm doing right now it's in my mind is it's been about 50 minutes now, about 45 minutes since we've started in the morning, which is where this is right now. I could go about 90 at the most without losing people, and I'm talking. I got to be real good to do that. Typically, I would say 70. My personal favorite is 75. I will never go longer than 75 minutes without taking a break. Now we're gonna do one more topic here in a moment because I haven't even gone 75. You have even gone 60 yet. But you should know. And some of you are starting to feel it already. Like, um, I've been paying attention now, but I wonder if I'll be able to pay attention for the next topic. Are you feeling that? And the way that you get people to do that is two ways. The 1st 11 is what I just did. What did I just do? I added humor. Now you should know I didn't plan that humor. I'm an intuitive person. I was born this way. There are other people who are analytical people. They were born that way. If you are analytical, you need to plan your humor. I'm serious. You need to do this. I was just talking about my brother about this before the presentation. He goes, Jason, you're gonna wing some stuff today. I said totally. That's what I do. I feel the audience out and I wink stuffed to meet their needs. He goes, I could never do that. He said I would have to plan everything. Memorized it. I said, Well, that's because your analytical and that will totally work for him. Yeah. All right. So you talked a lot of showings. What advice? People whose meetings? One of one. We're Mm. So the question was, how do I handle people who are one on one? Where when? When I'm working one on one with people to show confidence with them. And how do I look good in front of that person? Is that right? And sitting down with them? Got it. So how do I handle one on one sitting down in office space? By the way, One trick. I just did with him that you should know is I paraphrased his question and then it end. I said, Is that right? And did you notice what he did When I said, Is that right? What do you do? He corrected me and added some more. And that's when I got it. Now I'm ready to answer his question. Whenever you answer questions, please do that. It's really important that you paraphrase the question and then you ask them if that's right. If you're wondering about a step by stuff for that, I've got coming up. So again, the question was, how do I handle one? A one? A special. If I'm sitting down, here's what you do. I'm gonna go ahead and show you this. I'm gonna sit down in this chair and when I do this first thing I want to do is I want my shoulders. My feet are done now. I don't have feet anymore. I have shoulders. So what I want to do is I want my shoulders to be pointed towards the person like this. I want to be open to them. It's okay if my legs aren't I can cross my legs and it's my shoulders that I want to point to them because I want them to feel open. The other thing is the number of feet of space varies now. So when I was standing in front of an audience, I want to go 5 to 10 feet from my audience. 33 to 10 is probably Min Max, but somewhere around five is what I like when I'm one on one with somebody, I want to be between one and three feet from them. One is going to be very close to personal space, though. So careful on the one I recommend around three, maybe 234 feet. And when I do this, I want 70% eye contact, one on one now what that means is, I don't want to look them in the eyes. But I want to stop looking at them every once in a while because if I look at them too much , it becomes creepy. And so I want 70% eye contact with this person, and the other key is good. Listeners are much more interesting. Been good talkers, something that's very you might even want to write that one down. Good listeners are much more interesting for people than good talkers. And so when you're one on one, it's a great opportunity to listen. And I just taught you one of the coolest techniques to listen to somebody. What you do is you paraphrase and the quickest way to do this The bus recipe for this is it . Sounds like you're saying X y Z is that right? By the way, men in the room. This is a very cool trick for your significant others do this even if it's not a trick. Actually, it's It's a lifesaver. My wife, my wife loves it when I do this because she feels heard. It's so important. People need to feel the number. One reason people feel listened to is because they feel like you heard what they had to say . So one of the things I'm going to suggest is when you're talking to people one on one, stop thinking about what you're going to say next. Don't do that instead, think about what that person sane most people one on one will be OK. OK, I'm listen, this person, by not releasing something about what I'm gonna say, Oh, no, no. I want to say this and they jump in the interrupt. Don't do that. Well, just listen. You'll think of what you're going to say next, and sometimes what you're gonna say next is gonna going to be different based on what that person just said. So those are my top tips for how to deal with somebody. One on one, eyes on the person. 70% of the time. My eyes move all around the room, but I'm never gonna do that one on one. I want to have my shoulders to the person, and I want to paraphrase and listen to what they have to say. And I want to do less talking and more listening. Does that help? Good notice. I said, does that help? I only want to do that when I think it helps. Seriously, that's another intuitive trick. Is you wanna wait? You never want to say Does that help? If you think the person didn't get what they wanted, You wanna do You wanna wait till they got that 4. Session 3 Overcome Nervousness: Well, let's move on. Here comes the next. I was telling you what I wanted to teach you next. And I said, You guys are all adults, and you're probably gonna start falling to sleep soon, so I gotta have a really awesome hook again. I can't just say, Oh, I'm gonna keep teaching now. I cooked you before. I'm gonna grease roll through that hook. No, that was long gone. I need another hook. This is another reason why I love this agenda approach, because it reminds me No, I need a hook for the red one. Need a hook for the red one. So here's the red one. I'm gonna teach you how to overcome nervousness. This is the number one answer on Jason's family feud of finding out what people wanted in dazzle. I asked him what they wanted and almost everybody gave me. How do I overcome nervousness? It was the number one answer, and I'll be honest with you. I have been doing this for 20 years and I still get nervous. Oh, it still happens to me every single time, especially in front of really, really either important people or a lot of them Just the other day, I had to give a presentation in front of 5000 people and I was so nervous. Here's what you do. I'm gonna give you now the specific things you can do exactly what to do to never show nerves again. How's that for a hook? Pretty. You get even. Know your guy? I don't know if I can make it through Now you're gonna make it through, aren't you? Yeah. See how I got you again? And by the way, I planned that right before break. I planned to have a topic that I could do that with my put my number one as topic three because I wanted to hit right before break When you start to lose you a little bit So here's what you do. The research says that the number one way in the number one reason people feel nervous is because they're not prepared. It's the number one reason. And I was just talking to some folks this morning and I said, Hey, you guys prepared differently than I do. But I need to be prepared to even though I said I wing stuff I need to prepare so well that I can wing it. Sometimes I actually prepare to be intuitive. If that's you, you can go ahead and do that. But if you're analytical, you prepare to be analytical. Now, here's how you do it. I've already told you something that somebody you this before. But I'm gonna say it again. You want to practice whatever you're gonna teach, represent three times in normal riel time. And if you have a long presentation that I'm gonna suggest you practice the following things you ready? Practice your welcome even before they come in. You welcome welcoming them to teach you how to do this in a minute. Practice your introduction and practice your first topic. The research says that the top three times people get nervous are as people are coming in. That's I call that the welcome, their introduction where they stand up and go. Hi, I'm Jason Tyga. And the first topic after the first topic. People are gold, their nerves go away. So I actually work one on one with hundreds of of trainers and presenters teachers, and what I do is I actually practiced these three things with them. So they're nerves are gone. Here's the good news for you. It's okay to be nervous. You just can't show them. It's OK. Some people feel a lot of security when I tell them that there's something wrong with me and my farm Always nerves. No, I get nervous every time. Okay, you just can't show. Here's the full proof way to do this welcoming. Let's start with this even if you're but you should know there's two kinds of people. There's the people who need to be around people before they go on to not be nervous. And there is the people who need to go off on their own. But I don't care who you are. You must welcome people. Even if you want to go off in your own five minutes before go time, that's fine. But before that you got a welcome people. The reason why is it's not about you. You're nervous oftentimes because they're looking at you funny because they're scared. They're nervous and you're reflecting it. You got to get them to feel safe. Here's how you do it. You go up to somebody. I'm gonna give you some more tricks now for when you're sitting down, so I'm gonna sit down now and show you this. Here's what you do. You go up to somebody, and if they're sitting, you absolutely sit. If they're standing, you stand. You do whatever they're doing. But if they're sitting, I'm gonna go up to this person. Would you like to model this with me? So I'm gonna say I'm gonna go up. Do you wanna go? Hi. I'm Jason. What's your name? Have a nice to meet, you know, Noticed. When I started to put my hand out, he put his out. So then I put my not more, and we shook hands. But if I start to put my hand out and he doesn't go for it, I'm not going to shake his hand. So first stop. If you're writing these down, first step is you say hi. I'm Jason. What's your name? And he says, Hi, I'm Evan. Was it Evan? Great. And then I go up the evident I say, Evan, how do you spend most of your time that work? So now what? I just found out from him. I said, how do you spend most of your time? And he says at work, that probably means that either he spends a lot of time at work and he enjoys it. Or he just spends a lot of time at work cause it's part of his life. But either way, I have just found out the thing that for him seems to be the most important. Because did you know you spend the most important things to you? Are the things you do you spend your most time on? Do you know that? So I just found out the most important thing to him. So now here's my next step, By the way, don't miss the steps. I said Hi. My name is Jason. What's your name? And then I said, How do you spend most your time? He tells me, and I'm gonna say to him, Tell me about that. And now it's Listen time. You see what I just did? I want him on the spot, not on the spot in bad way. But I want him to feel good, and we're gonna talk about something he wants to talk about. So tell me about that Evan. Well, I'm a marketing director upstairs, and I went to Michigan, so have a great passion for this place. So I, uh, enjoy sharing a lot of people. Sounds like you like what you do. Did you hear what I did next? I reflectively listened. He said, I have a passion for this place. I enjoyed doing X y z. I didn't have to memorize all that. But I did get a theme. He enjoys what he does here, huh? And then I'm gonna finish up with It was very nice to meet You haven't welcome to dazzle. And I'm gonna walk away now when I do this with him, do not underestimate the power of what I've just told you. It is very, very significant. I know his name. He knows. I know. I know what makes him tick. He knows. I know. I've shown him. I care about him because I reflectively listened to him. I have shown I care about him by welcoming him to the class. And I told him it was nice to meet him. And then he knows I'm gonna meet his need because of that. And he feels safe now in his countenance. Now, when I get back up in front of people, I can look at Evan and I can get rid of some of my nerves immediately just by looking at his eyes because he feels safer with me. Then he did before. And I'm gonna use that when I use my intro. Isn't that neat? How many did you do this in your presentations right now, Do you have to do with 5000? No. Pick a couple. Really neat trick. I told you there's a second time people get nervous. The intros Let me tell you about the intros. You've already learned this. Let's review it. What are the five things I need to do? Toe overcome my nerves during intros? The first thing I do is I stand still and I say, What? Hi, My name's Jason T dick. My eyes were looking at everyone. Then what do I do? I deliver. I give them the what? The hook. I'm going to teach you how to give an amazing presentation by telling you all the secrets of master presenters. So you can get even the toughest audiences to thank you. Then what do I do then? I tell them how to do. And I aren't home home to do it. What do I show him when I do that? Show them the deliverables. Then what do I do? I give my credentials what's one way that I can give my credentials. I can say to them some very cool statement about something like, Did you know in the 1st 10 minutes that's when most people check out. I can also tell about my role, and when I do that, how do we learn to do that? I don't say I'm a trainer. I'm a presenter. What do I say? I help people become successful in front of audiences. Tell him what's in it for them. Then what do I do? Tell him I'm excited. Then what do I do? I welcome him. And if you do these things and you practice them three times in real time, you won't be nervous. I practiced all five of those things this morning three times in real time before I came in here and did this because the most the top two times I get nervous is when I welcome Evan and when I deliver my introduction, what's that? What I say the third time is that you get nervous when you're teaching your first what? So you really need to nail your first topic. And what's the first thing you're going to say about your first topic? If I go to my first topic, what I'm going to say about it? It's the topic Hook. So you need to practice that in three times in real time. So now I'm going to say I'm gonna remember. My first topic was hooking audiences, so I memorized. Look, I still have it memorized. I said to you, I'm gonna teach you how to get your audiences to crave your presentations. And I say it confidently. And as I'm doing all three of these things the welcome with oven introduction with the five step plan and then the topic Cook, all of you are starting to change your eyes. You're countenances. Countenances are changing from fear. Worry. Not sure if you're gonna like this the safety And when I see that I start to feel better And you should know I'm not a confident person, remember? I told you I did not know how to do this stuff. When I was born, I learned it and now I'm teaching it to you. Interesting. One last thing when you teach your topic practice your first topic in real time. Also three times. That's all I'm telling you to do. Practice. You're welcome, your intro and your first topic three times in real time. And if you do that, your audience will thank you and you will not be nervous. Questions about how to practice away your nerves. Yes, question. In times like I will do that, I'll start off strong and then midway or 3/4 away through the nerves, kick in. They really my my doing. That's good stuff, she said. She said, Sometimes when I practiced this stuff, I get that the first part down and then all of a sudden I realized, Oh my gosh, I'm swimming or arms and I start to fall fall down because I'm realizing how great this is . So, yeah, she's wondering, how do I avoid the nerves in the midway through the presentation to be on Stay tuned. I'm going to teach you how to keep their attention and how to stay, not nervous for the rest of the time, and I'll teach you that in about an hour. Did you notice what I just did? I showed her I cared. I showed I'm gonna meet the need. I told I know the answer, and I still punted the question and she still feels good about it because she knows she's gonna get the need met. And I pointed it because I'm actually gonna show her that in an hour, so I'm not gonna re teach it twice. I'm gonna wait till the hour more than most people do. They go all we'll cover that later doesn't show her that I care it all. Another question yourself. If there are instances where you are losing your Ryan's in your life, you think these people are bored, That's when it comes. Yes. See, the question or the comment was, no matter how much you practice, no matter how good you get, If there are situations where you look at your audience and you can tell that they're bored , then this is bombing. That's when the nerves come back. I'm gonna teach you today how to keep anybody's attention and get them toe. Love your presentations in the content itself, they will not be bored after you finish dazzle. You will not see that anymore because you'll have a compelling hook if you watch captivate you'll learn how to write that. And then today in dazzle, you're gonna learn how to never have those looks again. You look around, you don't see those looks right now. The reason for that is I was ready. I knew that you I wouldn't see these looks because I knew the stuff I was gonna prepare stuff you really, really want. And I knew that the way I teach it to you can't possibly not keep listening to me. And the secrets that I do for that you're gonna learn today. So another stay tuned. Let's talk about your strengths and nervous habits for a moment. I'm going to suggest to you remember I said, I observe a lot of presenters and the first thing I tell them is what? When I give him feedback their main strings, By the way, that's the coolest trick. You can do what I just did. If you want to get him back, what did I just do? I asked a question that you had to answer. I call it a leading question. Here's the definition of it. I'm get this is another example of an on the fly since he asked this question. I'm gonna give you an on the fly. I love doing these because they're so important for you. A leading question by definition is a question. They don't know the answer. They've never been taught it, but they can figure it out by what you're telling them, and they they want to know it if you create a question. And I created this question a long time ago and then I asked it, Remember what I asked you? I said, Hey, what was the first thing that I want to do with people? Do you think when I watched it, when I observing, what's the first piece of feedback I want to give him? And you all said, You want to tell him their strengths? You got it right. Some of you I didn't even teach that to you. But you still knew the answer and you took the bait. You answered the question, and as soon as somebody answers a question for you there back on board, they're not glazed anymore. Why? Because I just got him to synthesize their brains moved and they're they're thinking. Now I want you to think about this metaphor. If I got paid for how much my neurons move in my head and you got paid as an audience for how much Germany runs moved in your head by the end of the presentation, who should get paid more? Who should have more money? Me or you? You should. But how does it We usually work with presentations Who gets paid the most. The presenter that at the end of presenting was all entire. And although the trainees are tired, but for a different reason, right, you gotta flip that. I'm gonna teach you today how to do that. You've got to get them to think constantly. You're getting them to write. Think, talk do now I'm the one that's it's not spending much energy because you guys are the ones that need to learn this stuff. Now, when I identify strengths, identify one of these 23 or four odd strengths. One of these is your main strengths. One of these your main strength. What is it? You must know this. You can not present effectively. You cannot teach effectively. You cannot train or profess effectively unless you know what your main strength is. This is the most important thing. I tell people when I give them feedback, I say to them, You know what? I just watched you. You train. I just watched you give a presentation and you are amazing and answering questions. By the way, that's not My main strength was never my main street. I center myself some good at it. No, it's not my main one. And the person says, Well, what do you mean? I said, Every time somebody else's a question, You have so much knowledge about your topic, I've never seen anything like it. And the person goes, Really? Yeah, it's really good, and we can harness that strength for the other things. I want you to know before the end of next week what your main strength is. And here's how you find out you ask someone to come in and watch you for 30 minutes. Do it. Invite someone your room, have them watch you present for 30 minutes and then give them this list and say circle, which when I did the best, you'd be amazed that if you do this 34 times, the same ones gonna come up every time or the same couple in the same category The other suggestion I'm gonna have is to get rid of your nervous habits. This is the last thing I'm going to show you here before we take a break. And the reason I'm telling that it's the last thing is because you're nervous. Habits are the most hurtful thing for your nervousness. Remember, I said, it's not about whether you're nervous. It's whether you what? Whether you showed you see, I just ask you another question to bring you back. I could feel break. Come, and I got to keep asking you questions. So the way to do this, I'm gonna give you the top five. I want you to write these down. Another thing I'm gonna ask you to do so that you can keep listening to me. The top five nervous habits that research says exist and I don't mean nervous habits that you have to worry about. I mean, the ones that they see and go Oh, this prisoner is not very good. Here they are. 1st 1 pacing people pace for no reason. I'm not saying you can't move around. I'm saying you can't pace back and forth as you talk. This looks nervous. It's not a good idea. 2nd 1 fidgeting in a moment. In about probably the next 23 topics. I'm gonna give you the top body and facial fidgets that exist on the planet. And I'm gonna tell you one of the questions I had in presto was how do I actually watch myself on camera? And what if What if I practice Jason three times in a row and I practice a lot of wrong stuff? What I do, I'm gonna give you all the top body fidgets all the top facial fidgets. And when you watch yourself on camera, you need to look for those and get rid of him. So if agents is number two, number three, hands up near the abdomen or chest by default. This is the number three most nervous habit that exists is having your hands up here next time you present Watch yourself. I'm actually saying, use your observing ego and watch yourself from above and look at yourself and what you're doing. Are you doing this? Is this what you're doing? Watch yourself. You're doing this. People do this. It looks awkward for me right now because it just feels awkward for me cause I'm not used to it. But for some people, they're not used to this. Keep him down here by default. Not saying they have to be down here all the time. I'm saying when you don't use him, put him back down here. Number four, lack of eye contact. One on one. We said I can't. Contact needs to be 70% but one on class one on audience. 100%. I'm looking at you the whole time. I'm never ever Did you notice I'm never looking at the walls. I'm thinking I had a presenter one time Do this. And I said, You know, you look at the wall sometimes you think he goes? Yeah. What's problem? Your audience looked at the wall to Really? They do that yet? Wherever you look, they look if I look like this. You guys, what's over there? I gotta stop that. I contact to them confident people. Non nervous people do this in the fifth most common fidget. People are the most common nervous habit I should say that people have is a nervous tone. What's the nervous tone for women? Hide. Bubbly, you say? Well, Jason, naturally bubbly personal them. Yeah, but if you're talking to the president United States and you meet him for the first time in the 1st 30 seconds, you gonna go probably on. You're gonna be articulate. Com. Well, I hope hope you would be. You want to look good. And then what's your most non nervous tone? Non nervous tone? What I say is good, confident, low tone. So what would be a nervous tone for men? Ah, high tone up here. I'm really scared, and I don't want to talk to you. Low tone. Keep it articulate. Those are the five most common nervous habits You want to avoid nervousness. There they are. Practice away your nerves. I told you exactly how to do it. Harness your strengths. Find out exactly what your main one is and what your other top by bar. And get rid of all of your nervous habits. Noticed right before break. What am I doing with you right now? I'm telling you what what I taught you and you go who? I'm still learning. Cool. Come back. One of the things that people forget is that you constantly have to hook people. Think of the word hook. There is a reason I use this word. When I go fishing, I hook a fish. What happens if I go leave my pole? The fish gets away. How do I have to keep hooking the fish? What I have to do after yanked the line a little bit, Don't I keep that hook in his mouth? That's what I have to do with my audience. I have to keep hooking them all Presentation long. That's what you need to do. What questions do you have about overcoming nervousness? Yes. Now situation. National situations. Here's Oh, yeah, that's one of the top. He just gave you guys one of the top body fidgets hands in pockets. Yep, with keys. This'll is one of the top bodily figures. I'm gonna give you your top 10 in her moment, but this is one of them. He just came up with it. One of the top fidgets is to do this. This right here tells you that there that I'm nervous or not confident in one or both because I'm hiding something. Well, I would have to do this, So I want to be here. It comes natural is it feels good for you doesn't It's not about you, it's about them. This this is hard for you. Do it anyway. They need to feel safe, not you. It's not about whether I finished a presentation one day and I went up to some people and I said, You know, I don't know how I felt about that. I just don't know if it went well and the person looked at me and was Jason, You knocked it out of the park said. But I didn't feel really good in person said to me, Jason, did they say to me, It's not about you at all. It's right. It's not about me, it's It's about them. I want them to feel safe, Thanks. That question Other questions feel about question is how do I feel about podiums? I am not a big believer in podiums, but I will use them if I'm required to. So here's a podium here. I'll talk about that podium in a moment, but the reason I don't use podiums is because I want people to see my entire body so they can see my hands to my side, especially if I'm being with a large audience. Large audiences can't see my face. Facial expressions are my most important body language feature, but large audiences can't see it. They can see my body, though they can see what I do with my hands. So I'll actually use my hands more with a larger audience. This audience is not 5000 people, so I'm not doing this a lot. But with a large audience, I would with a podium, especially the large audience. It strips me. It strips me of my body language because they can Onley see from here on up. So now my facial expressions become really, really important. With a group like this, it probably wouldn't be as bad. But with a large group, they can't see my face anyway, So now it literally looks like I'm just sitting here like I can't move it all, and it does not is engaging for them Now. I'm not saying that podiums air terrible if ever. If you're if I'm in a presentation with 56 other presenters and all of them are using the podium and I've been instructed to do so, I will do that. But if I do that now, my body language becomes up here. So instead of feet pointing to everybody, what should be pointed now, shoulders And instead of me using my my legs and so forth, I'm using a lot more hands up at the podium because I want him to see dynamic stuff from my body without having to just without having to do it up here. But if I ever have a choice, I'm going with no podium because it just makes them look like I'm more makes me look more confident. Other questions about confidence and nervousness your last practical trick and tip in technique before we go to break is this. Before you send your audience away for any reason, including a break, you must tell them what they're going to get when they come back. You must have a really compelling hook that if they come back, they get tohave. Well, I wonder what mine's gonna be. I'm gonna teach you when you come back. One of the questions, the answers to the questions I got in one of my presto programs and that was how doe I tailor my approach to any different kind of audience, regardless of how old or young they are, their experience level. I'll come. How much they've seen what I've done. How do I tell my approaching? What do I do if things go differently? And how do I make sure that I give them exactly what they want? Even if I have never met them? That's what I'm gonna teach you. After that, I'm gonna teach you my top tricks on tone and body language. Not just to show confidence now, but in general, remember, 93% of your communication is your toning body language. 7% is what you say. I'm going to spend on the next two topics 93% of communication and teach you exactly how to use your tone, how to use your body to be dynamic and engaging. And never have people fall asleep in your classroom. I'll see you in 10 minutes. 5. Session 4 Tailor Your Approach: What I'm about to do is I'm gonna tell you how to translate your presentation into the world of your audience. That's what you're about to learn. And the really I'm gonna do this because I'm gonna suggest the first thing you need to do is tailor your approach. There's three ways to tell your approach. 1st 1 is a tailor approach to their needs. Now, before I do this, I want to talk about a very, very important concept. Your audience, if they want and need to come to your presentation, is in some kind of pain, but very important for you to recognize this and you must identify their pain. You got to do it before you start. I used to know what's painful for them. I've got 13 things that are painful for you. 33 of it for each of those 39 total. One of the things is painful for people that I teaches how to tailor their approach and actually tailored to the needs of their audience. Painful for me, Jason. I don't know how to do it. I got this audience they got needs out a wide taylor. My approach them is painting for me. Well, one of the ways is to solve their pain. If you can't articulate their pain, you will get yawns. Isn't that interesting? If you can't articulate their pain, you will get yawns. Remember earlier, one of the people in the audience today said, How do I deal with the people who are yawning? Just aren't in doing anymore? It's probably cause you're not talking about their pain anymore. They don't want to listen to you anymore. Yesterday I gave a presentation and I ask people, What are the top five things that you think make a good presentation? And the top five things that came out of this audience, where all things like I wanted to be valuable to me. I wanted to be new. I want to be something I can use right away what they really meant. Waas. I want you to solve my pains. So here's how you do it. First thing you want to do you need to identify very first step, identify their pain points. I want you to know for every presentation you give the top three pain points of your audience. How do you get it? Start by emailing them the email. I said this before, Email perspective audience members and people who have already taken your presentation. My favorite people, female people have already been there. And I say, What are some pain points you've got that I didn't cover for you? Tell me what they are. And then what you do is you literally take your agenda and you mold it around those pain points. Second thing I'm going to suggest that you do is you identify their hot spots. Now, if a pain point something that gives them paying a hot spot, it's something they can't wait to get to solve that pain. What are the hot spots? What are the things that air their top goals for your session? Email them That, too. I'm actually suggesting you send these emails out next week and say, I'm giving this to our presentation where the three pain points you've got that this presentation you'd solve for you. One of the top three hot spots you want to get one of the top three goals you want is that Jason? I can't email people. I don't even know who is coming. Then here's what you do in the 1st 2 minutes of your presentation after you've done the five step method where you said your name, your hook, your deliver bullets. Incredible statement. Why you're excited. Enthusiastic? You stand up there and you say I want you all to take one minute. One quiet minute. And I want you to write down the top five things that if you got him out of this presentation, you'd feel like it was worth your while or top three. I see. Well, what if I What if they say stuff? I'm not gonna teach if they stay stuff I'm not gonna present. Well, that's why you do the emails. You at least got to do that to know what they're going to say, but I guarantee it all says it pretty soon. If you get enough of these responses, you'll know you're gonna know what they're gonna say. But you do in the cool strick about this. If you ask him in your write it up here and you say, tell me some of the top three things you want to know. And I go over here and I get your top three and I get three from each of you and I say. All right, Now give me your number one and I write them all down. Then if I cover that stuff instead of having an agenda up here, I could use that agenda. They feel Oh, my gosh. This guy, I only met my needs, but he almost read my mind. He thought he taught what we wanted to know. I taught to your hot spots. The number one reason people stop listening to you is cause you don't tell your approach to their pain points in their hot spots. Are you to ask yourself, Are you doing this right now in your presentations? Now, the next thing I'm gonna suggest you do is you show empathy for your pain. Have you guys ever watched a weatherman? And the weatherman is telling you about some horrible weather coming down the pike and he does it with this smile on his face. Oh, I can't stand that. Why don't Why is it that we can't stand that? Why do you think that he's not empathizing with our pain? And here's how you empathize with someone's pain here. Has ever heard hear the term show empathy. But you already know how to do it. Here's how you do it. You match your feeling with theirs. That's how it's done. So I'm suggesting that you match your feeling with your audience. He would say, Jason, how do I tailor my approach to the audience? I'll give you a great example. Whenever I give these presentations with cameras when the audience first comes in, how do you think they feel? They're edgy. They're on edge, a little nervous. They're nervous. So one of the things I'm going to suggest is when you first walk up to your audience very first thing even before the session starts, look him over and write down a word to describe them edgy. That's what I'm gonna write if I see that's what's happening. Happy and excited might be another one if I'm teaching something that they can't wait to see. Um, just boisterous. I might right back down. And then when I stand up, I'm gonna match my intro toe How they're feeling. Yesterday I had somebody say to me, Jason, I've seen you presented Tana Times and you didn't start the same way. This don't even start with that gusto. That confidence you you almost seemed a little nervous yourself. Well, why do you think I was that way? I was matching my audience. I wanted them to feel that I understood them. But within about five minutes, I was back on because they were back on. Once my audience started to feel it with me. That's when I started to come up a little more. That's how you tailor your approach. This is totally counterintuitive. Most people will tell you if they're feeling bummed out. You got to be happy. I just proved you with the weatherman. They don't like that. How many of you? When they're when somebody delivers bad news to you? Horrible news. And they say with a smile, Are you excited about it? You're not. They need to show empathy by matching their feelings to yours. Isn't this interesting? Very counterintuitive. Last thing I want to suggest about identifying entailing to their needs is to solve their pain. You must show them that you are solving their pain and hitting their hot spots. Did you notice how I did it before I said, hey, and that if you do those three things, you won't show fear anymore. You'll overcome your nervousness and you could show complete confidence every time I showed you that I'm solving your pain. What's the pain that people have? When they're nervous? It's fear. That's the number one fear that people have in front of audiences is fear itself. John F. Kennedy was was right here, audiences, presenters of audiences. The number one fear they have is their fear in front of audiences. Well, if you want to get rid of that, then what you need to do is you need to show them that they're getting it. Show them that their pain points are being handled in Their hot spots are being met. Ask yourself right now, I want you to write this down. I want you to write down one pain point in your next presentation that you could show them that you met the pain. You handled the pain for them. Write down one thing right now that you can show them that if if you met this, they would feel like their need was met. In other words, you tailored to their needs because their pain point was met. If you finish early, I want you to write down one hot spot that you think your audience really wants from your next presentation? One hot spot. And as if you're finishing even earlier, our than most would like to have a couple of people share. What's one pain point or hot spot that you came up with again? It's very, very powerful for you to hear what your peers have to say about this rather than just listen to my content. It's good to hear yours. Let's hear a pain point. What's a pain point that your audience has that if you showed them you solved it, they would feel like you tailored your approach to them. What you got showing relevance to their job. Good. What else you got for a pain? Ports of pain Point that they have. They're confused. Here's how you'd handle that one. You guys, if you do this, that will not that one confuse you. That's how you're gonna avoid confusion If you do X y Z that I just showed What's another pain point? Fear of change those that you have a fear of change. You do X y Z. Your fear will be gone, or your fear will diminish or whatever you want to say. identify their pain points and then show them that you're meeting their pain points. And that's how you tailor the approach. When I first created this topic, how to tail the approach Most people look at me go. You're never being cheap. You ought to approach, cause every audience is different. Are you going to do this? Every audience has pain, but you handle those pain points. That's when they feel you've handled them. I'll give you an example. Change management is one of the biggest fears people have. Nobody likes change. They have fear and frustration, a lot of negativity with this. So I had I taught a class one time. It's giving a presentation, and one of the guys came up to me at lunchtime and he goes, You know, when I first met you, I didn't think you could do any of the stuff you did, But I kind of believe what you have to say, but I'm not quite sure. And I had lunch for them, and by the end of lunch he was on board with me and the reason he was on board. It's because I sat in lunch and what do you think I did identified his what? His personal pain. How did I do it? I said, Tell me about it. So what do you do in? He says, I'm not to die, said, Well, tell me about that. If somebody's in pain, what's the first thing they're gonna talk about when they talk to you? Their pain. So what you do is you have lunch with him if you got any. This is a great first tip I'm giving you. I'm gonna give you a lot of tips for handling distractions and tough people in your audience. Do you have any tough folks in your audience? Have lunch with them. Most people what most presenters do with top people in their eyes. They stay away from him. Don't do that, go towards them, have lunch with, find out their pain points. You'll find that audiences have common pain points in common hot spots. But the really tough people in your audience have individual pain points unique to them. Find out what they are handle. Those second thing I'm gonna suggest is a tailor to their world. And here's the way to do this. You're gonna use humble enthusiasm rather than arrogant know it all nous humble enthusiasm rather than arrogant. Know it all, nous. What I mean by this is when you teach when you present, you don't want to say stuff as if you're a know it all. And they're not. You want to say stuff like you're part of their team and you're showing him something cool that you want them to be a part of to How do you do this? My favorite analogy is showing somebody something really cool in nature. So if you had a beautiful forest with a stream in there, that was one of the most magnificent scenes you've ever seen. How would you show that to somebody? Would you say, Hey, I know the most best force ever. And I bet you don't have one of these. Or would you say, Hey, come here a second. I want to show you something amazing. Do you see that? Isn't that neat? How does this apply to your presentations? Hey, come your second. I want to show you something Amazing. That's how you tell your approach. Is that me? Humble enthusiasm. You want to be humble in front of your audience, but you want to be enthusiastic about it. So ask yourself again, What's the statement you could make? You could even write it down right now where you could show something. That's really cool that you know that you could come off as a know it all if you said it wrong. But you could come off as a humble enthusiast if you say it right. What's something? You could say that. Hey, I want to show you this. This forest, this is really neat. Check this out with something you could say. Write it down. One last thing I want to tell you about tailoring to their world. How many of you in this room ever demo a system of functionality? You know, we're logging into a system. You demo that to someone, raise your hand, if that's you. Okay, so we got a couple people in here. If you ever do this, you've ever show someone some sort of technology. I'm going to suggest that you do the following you tell them a story, but you do the system. What I mean by this I mean, most people, when they demo, they tell the system. Well, I'm gonna click here, and then I do that and then I do this and then I'm gonna do this. You don't want to use that in your language at all. You just want it. If you're gonna click, just click. But instead you tell a story, and the story is always based on their world. So if I'm demo ing to a group of educators about a new stone that they can use, I might say to them And so when I do this for this teacher, this will happen for their world, and that will happen for their world. And I never say when I'm clicking or pressing. This is a great way to tailor to their world those who don't demo. You're saying, Well, how does that have to do with me? Whatever examples you pick, they must be concrete. And they must be something that they your audience can use immediately. One of the biggest biggest problems with people who give presentations and other people who don't listen is because they're not giving practical concrete solutions. Their only giving theoretical fluff is what I call it. Theoretical fluff is cool if you follow with a practical, but if you don't, they can't use what you're teaching them. Ask yourself for everything you teach someone. Are you giving them a specific thing that they can do for it? Me? Give an example. I told you how to tailor to their needs. I said, Well, you need to tell her to their needs. It's really important. And I said, You need to identify their pain points. That's really important to I wouldn't stop there. That's theoretical fluff. You can't do anything with that. Okay? I just learned from Jason. Posts identify their pain points. I guess that's good to know. No, I give you a specific practical way to do this. What's one way I gave you? Email them. What's another way I gave you? Ask him the first minute. Who? Now you can go Try something. You want to tailor your approach. Give them practical solutions. In addition to your theory, go through your presentations next week. Here's a practical approach and label everything T or P theory or practical. And if you find your labelling 90% or more, even 50% or more is theory. You're gonna have problems keeping people's attention. They stations shut down on theory, you can give him some theory. But in my in my dazzle presentation, I've got about about 10 to 15% theory, and that's it. All of it is practical. And then that if you look at my notes every single theoretical thing, I say I got an e X underneath it. E X stands, for example, and I it took me days our figure out these examples that would work, and I'm giving them to you. And that's why you can't write fast enough because they're all practically Oh my gosh, I can use this. I can use that to I can use this to, and that makes a great presentation. That's how you tailor your approach. Last thing, Taylor to the type of audience. You should know that there are four kinds of people in your audience for about toe come upon 1/5 generation. But here's the four generations There's the Millennials. Millennials are people that our age the late twenties and earlier there's the Generation Xers. Generation Xers are in their late twenties to about early forties. There's the baby boomers, baby boomers of the people, uh, late forties to mid sixties. And then there's the traditionalists, people that are over the age of 65 you're gonna have all four audiences in your room, and you have to tell your approach to all four of them and what's interesting. You can take a whole class in this if you want to. I've done that. You should know that stuff I'm teaching you. I've read book after book after book after book. I've got a degree in education, both undergrad. I've gone to grad school for education. I've taught high school, middle school, elementary school. I've taught trainers. I've taught teachers. I've taught presenters. I observed people in classrooms. I've done thousands of presentations, trains and teaches myself, and one of the things I've discovered is that the audience is that you have are significantly different. And the other thing I've discovered is that the stuff I'm teaching you, it doesn't exist in books. I couldn't find it. I didn't get it in an education degree. I figured all this stuff out by talking to the master presenters and watching them and doing it myself, figuring out what works. And now I'm sharing it with you. And one of the things I discovered is that the millennials and the Generation Xers. They haven't experience about them. These are the younger folks. It's all about technology. You should know. Millennials grew up with computers bigger up with smartphones. I didn't grow up with a computer. I didn't. They didn't even me. I didn't have a computer in my house until I was a teenager. Some people never had a computer until you first trained them how to do something. Well, you should know that if you're going to make people feel good and tailor your approach to your audience, one of the best ways to do this is an expert question is to ask a question that they can answer where they're an expert, baby boomers and traditionalists. Their expertise is not in technology. Their expertise is in their profession. They have professional expertise. Here's the practical. You're ready. This is what you're gonna want to write. If you want to tailor your approach to all the generations, you want to ask expert questions of the moment. Millennials and Generation Xers that are technologically based and you want to ask expert questions of the baby boomers in traditionalists that are professionally based give you an example. Let's say I'm teaching a group of physicians, and I have. They're all baby boomers and traditionalists. I'm going to ask them a question that only physicians would know if they went to med school and had years of experience. Is a physician, and that will make them look good in front of their peers, feel more safe, and that will tailor my approach to them. Let's say I'm teaching a bunch of 20 year olds that have all been on born with computers. I'm gonna ask question that only 20 year olds would know about technology that they can answer that if they do, they look good in front of their peers. How can you do this for your audiences? Very cool idea. The last thing I'm gonna suggest is how you do things that all of the audiences like. Let's say you got a group with all four generations in the room. What? One thing they found is the four generations learn very differently. But there is one thing that they all love, and that is they love discussion. They all love it. Say Well, Jason, that can't possibly be true because I hate discussion. I don't like talking with people at all when I learned Well, that's cause you're not a talk learn. But what I'm gonna give you in a second is a tip to get people to discuss, even if they're not a talk. Learn the way you do. This is you ask him to research your brainstorm something and agree on it. And then you tell them if they're right, that's the practical. If you ask them to agree on something and then you tell him if they're right, everyone, every learner, every generation loves this. What person do you know? Doesn't want to know if they're right. What person do you know? Doesn't want to agree and make sure they got There's not a person on the planet that doesn't want those two things. So if you want to hit all your generations right familiar presentation Here's what you do you say Okay, I want you all to take one minute and write down. When you think about X y z go, they all write it down. Now turn the person next to you and agree on it. Go. They go right down. They agree. So now sign Born person relay Er really is what you come up with, They tell you, you say, Well, here's what I came up with And let's talk about that now in bam, Everybody's listening. This technique works for any marine style in any generation. Very, very cool way to tailor your approach, and you can use it at the drop of a dime, even intuitively, anything, any given moment, your presentation. What is it again? You tell them to agree, and then you go over the answer. Write that down. That's how you hit the generations. It's one last thing. If you want to Terry approach to the size of the audience. If you have a small audience, I'm going to suggest you must get their names in their goals. Individual ones. Ask them all their names and ask each of them their goals. I'm talking about audiences of, say, 10 to 25. If you have a large audience, anything bigger than 25 up to 10,000 and what you're gonna want to do there is You're gonna want to pull the audience, pull the audience. So what I might do is I might put on put on their the top 10 goals that I'd have to say OK , raise your hand if you want number one rather than number two. Or I might say, Okay, I want you all to write down the top three things you want, and I'll get the audience to tell me what they want. But I want to pull the audience. Even there's 5000 people. They can tell me that it's a really good trick, so that's not a tailor. Your approach to the audience before we go to the next one. Speak well. What do your questions to tailor in your approach with size type, the needs of the audience or the world of the audience? A common pain? Yes, the question was, Can you give a few other examples of common pain if you analyze your audience? There's a thing called tasks and thing called objectives, Objectives or what? The presenter must teach for people to know how to do stuff that they teach but tasks or what the people do based on their roles, pain is always derived from the roles of your audience. So again, if I used the physician example, if I teach a bunch of physicians and I'm teaching them how to go up on and say some new software. They all have pain based on the fact that their physicians What is it a physician does? I need to find that out. All the pain points that you find will be based on the roles of your audience. If I teach a group of people who are all teachers, teachers have certain pain points that are different from physicians. What are those pain points? So that's one trick is to go find out their roles. If you have multiple roles, find out about each one of those roles. Find out what their pain is. Another tip I have for pain points is to do a polling, a sample of people who are just like the rest of your audience. And so you're gonna find that the sampling has pretty much the same pain points as the rest of the folks do. The other thing I'm gonna suggest is that you go watch people doing their role and we'll and ask them as they're doing it. Hey, what's frustrating for you right now? So, for example, what's one thing that you guys teach that would be something new that someone needs to learn? No a new system, a new process and procedure. Yeah, So a new system, new prostate procedure. What I might do before I give a presentation on it is I would take one or two people and I give him a quick presentation on it. My presentation. And they say, OK, do the system in the nights there and watch him and let's go. What's hard for you? What do you not like about this? That's how I get there. Pain points. It takes some time. But oh, it's so worth it. If you're gonna teach a lot of people, it's a really cool idea. Yeah, we're talking sales calls. Do you see that? There's a difference about freshness. And so the question was, if we're talking about one on one sales calls, do you see a difference in the generations and what they might want to talk about? One thing that works for all generations on one on one sales calls is toe. Ask people to tell you something about themselves and get them to talk without judging them . So one of the things you're gonna find is that and the reason I'm saying this answer to you is because There are so many differences between the four generations that I could go on for hours about the differences in how you handle sales calls for each one. I want to tell you something that's in common between all of that works for all of them. And And one of the biggest biggest tricks that people don't know about is this they'll get on a call and with calls, you don't have any body language. One on one meetings, Okay? Same thing we'll go after the body language that only this time it's gonna be a sales meeting. If you have body language, what you're gonna want to do is you're gonna want to tell the person Hey, I noticed X Y Z and then stop and let them talk to you about it. Let me give an example. Let's say I say to somebody, Hey, you guys, you guys do a great job with this in your company, and I think you're going to like this product because X y z well, the person might look that their friend and go great job. We don't do that well at all. What is this guy talking about? Instead, I'm going to say, I noticed you guys do this in your company and I'm gonna stop. This is called the One Sentence Intervention, and it's a very cool trick, but one sentence intervention to find out what people are thinking when you're doing a sales, call our sales anything and you're working with people in your communicating with people. You've got to find out what they think about stuff before you tell him what you think. The number one biggest problem people have is they tell someone what they think, and they can blow the whole sale if what they say is different than what that person thinks . So what you want to do is find out what they think first, and then go there. I'll give an example. Let's say I go up to somebody and we're in a sales meeting and I know that that they want they possibly want this project. Sam. I'm trying to sell him dazzle and I go up to when I say I bet that you guys really struggle with your presentations, so you should get dazzled. But what negative thing could they say to me If I say that, Yeah, it struck with our presentations. What do you think you are? So what I could say? I noticed you guys give presentations at your company and they might say, Yeah, by the way, there's three responses they give. They can go. Yeah, and then they could just leave it. There you go. Yeah, I do. And we're really struggling. And then I can tell him about data or they go. Yeah, I do. Where were we? Rocked the house in these presentations. But now I know which way to go. That's my suggestion to you. Find out where they're at where whether positive, negative or neutral, and then have a response for each one and start off with a one cent intervention to do it. 6. Session 5 Speak Well: I want to talk about Speak. Well, this one Here's the hook. I'm gonna show you how to speak effectively and use your tone to get your audiences toe. Listen more to you. I love this. If I just said you all, I'm gonna show how to speak. Well, I'm gonna show you how to get your audiences to not fall asleep by using your toned. You guys remember one of the first things somebody asked me earlier was Hey, Jason, I get people that I get nervous right away. I think it was upfront. I get nervous right away, and I handles Nurse. But then I'm moving along and I'm going, and all of a sudden I start to fall later. Well, your tone is how you're going to stop that from happening. Me tell you exactly how to do this First, when you're gonna want to do is choose your words wisely. If you look at this, I'm gonna give you five words that you should never, ever use your ready for peace. 1st 1 the word like don't use this word ever. Oh, it's like this or like that. No, it's not like anything. Just tell him what it is. Next word. Alma, get rid of, um, never use. Um say Well, how Jason? How do I get rid of him or off what I do? Exchange it with a pause. Somebody asked me. Impressed. Oh, they said, Jason, how do I practice this stuff? If I observe myself like, videotaped myself, what do I look for? Look for arms and then remove them all and extreme chains and for pauses when you give an example. So next thing I'm gonna do is did you have to speak? Well, I'm in exchange for a pause. So the next thing I'm gonna do it's teach you how to speak. Well, I've actually had to force myself to think about this. Oh, I want to say I'm so bad, right? All I am is is just a way for you to have a crutch get ready or crutches. They don't want to hear. They make people stop listening to you. 3rd 1 the word. So get rid of. So? So the next thing we're gonna do is this one. Don't change with UPA. Just get rid of it. Give me your so there's no reason for self every time there's a so you could just toss it and start talking. So the next thing we're gonna do is no. The next thing we're gonna do is you don't need this self. It just doesn't make you look professional. 4th 1 All right, All right. So there's the all right and the cell I actually observed once a person one time, and I What I do when I observe people is I write down all the examples they can't believe I've got 25 pages of feedback for them in two hours there. Like you there. Like don't do that. I just want to show you. They say to me, Jason, how in the world you get and I write down all the examples and I put quotes around the ones that they say and I put down 25 examples of a word, all right. And 15 of them had so is in there, too. And I just gave him a piece of paper, and I use the one since intervention. I said I noticed that you use all right, a lot in the prison. Oh, I dio Yeah, what can I do to stop that? And now it's time for me to teach him. So remove the word. All right. Removed the word. So the next one is the word. Okay. Get rid of Okay. Okay. Okay. So don't don't say okay. This stuff is you guys know the reason you're laughing right now is because this stuff happens all the time. You see this in presentations All the time. People say to me all the time they go, Jason, teach me everything I need to know about presenting you. Show me. Presto. And I learned a few things, but how do I do it? This is exactly how to do it. You go through your videotape yourself, and you get rid of so All right. Okay. And like, get rid of that stuff. Isn't that interesting? Next one is get rid of confusing language. Here comes the top two infusing language. The top two that I've got, frankly, to tell you the truth, honestly and exact and actually not exactly, actually. So, frankly, to tell you the truth, honestly, and actually, frankly, I would do this. Well, if I'm saying frankly now, what does that imply about everything I said before? The word frankly Well, I wasn't being frankly before, But now I'm gonna be honest with you. Or, to be honest with you. Well, wait a second. Were you not honest before? So remove this stuff. You don't need to say it. By the way, why do people say to be honest with you? Because they wanted to build a relationship A just between me and you. Now, you should be able to do that without these words. These air crutches get rid of him next. One that I hear a lot. And I love this because people always say, Jason, where's your credibility? Well, it's 10,000 people I watch in the classroom. I watch it all the time. People say this stuff and we get rid of it. We practice this next one's always and never. This is confusing language. The word always and never. Hey, you'll always be able to hook people. If you use my recipe. What do you think my audience is gonna do As soon as I say that we're gonna try to prove me wrong? So how do you handle this? You put in the word almost. You will almost always be able to hook people if you use my recipe. Same with the word never don't say number, because as soon as you do your audiences, first thing they're doing is they're not learning from me anymore. By the way, they're trying to figure how to disagree with you there trying to break out how to prove you wrong. And you should know it's not bad that they're doing this 25% your learners out there. What I call research learners means they need to debate, quote, argue, toe, learn it is good for them. So look, you're never gonna have any problems with confidence if you do these things. No, no, no, no, I can't do that. It's just not true. You're You're almost never gonna have any more problems anymore. It's a great way to handle that. The other thing I'm gonna suggest is to remove negative words. 1st 1 is the word, but or a However, that's a negative word. Why is the word but a negative word? Let me give an example. Say I observe someone present and I say, you know, you did a really nice job with building report, but some of the things I would suggest that you work on the handle Some of that. And I start talking about that. What is the word but imply everything I said before. It is not true anymore. Get rid of the word, but and replace it with a period. You know, you did a really nice job with report. Some of the things that might suggest for you our X y z isn't that interesting? A pause in a period. Same thing with however You know, you did a really nice job with report, however Oh, assumes I hear. However, I don't listen to anything you said anymore. It didn't mean anything to me anymore. So I'm actually suggesting to you that. And here's the thing. You guys, you can listen to what I say here and you go. Oh, this is interesting. This is cool. Kind of like this. We're laughing about it. You got a videotape yourself? You've got to do this. And if you don't have a video camera, just get yourself a smartphone and press the record button. And with your tone, you can record this language. You don't have to watch the language. You could just record it. People are amazed when they listen to themselves and I always I always talk about this. The first time I ever watch myself on video, I couldn't believe all the bad stuff I did. And I was like, I got to turn this off. I don't want to see this anymore. Here's the thing. I got news for you on that. If you don't wanna watch yourself, they don't want to watch you either. How to be real careful with this If it makes you uncomfortable, I'm to the point. Now we're uncomfortable watching myself on camera because I'm not doing this stuff anymore , at least not as much as makes me uncomfortable. Think about that. Another negative word is word not your brain doesn't hear the word. Not you're told the kid to not take and do something. What do they do? They do it. Do not put your audience to sleep. What did you just hear? Put your audience to sleep. So instead of me saying, Do not put your audience to sleep, I'm going to say engage your audience. What did I do? This is the practical for you. Take any word that you would put not in front of because you can teach somebody how to not do something. You can only teach himself how to do something. So if you're gonna say, do not put your audience to sleep. No, you haven't taught me anything. Jason. Are you told me this is what not to do. What do you really want to teach me? I've actually worked with people in their presentations, and we re in front of, like, 5000 people. And I say to them, Okay, here's what you need to do. You need to go through. You know, it's I just were used, like in Okay, I gotta be careful of not not luminous and everything I say. No. What you want to do, though, is you want to say to them, I want you to go through all these things that you write down and when I want to talk about the exact things you're saying And when they when you go through this and you say to them. Okay, where's all the knots? Well, I've got a not here and not there. I want you to rewrite those in a positive statements. Well, I don't really know what the positive state would be. What do you want to teach him. He told him not do this. But what should they do? So do you notice? I said don't use the word. Not that's not good enough. How did I turn it around for you? I said go through all of your presentations and change all the word. All the statements with the word not into positive statements. That's the actual action. Did you notice that every one of these starts with an action verb up here? And there's a reason for that. You can only do actionable items. That's why you got to get rid of the word. Not the word should. Don't get. Don't use the word should. That sounds like a know it all. You should do this. Only know it alls would tell me what I should do. Remove the word should and just say what you're gonna say. You should really drink more coffee. I'm just gonna say drink more coffee. We made drink less coffee and finally mastering volume, pace and inflections. Take a look at this table. This table You have this table in your slides. It's very, very complex. I created this table and the way I created it is from analyzing literally hundreds of people who present train and teach. And what I did is I wrote down exactly what to do with your inflections, volume and pace to create feelings with your audience. One of the gentleman in the back asked me earlier. He said, Jason, what do I do if people have the glazed look? Remember that. How do I handle the glaze? Look, this is what you do. Check this out. What are the primary needs of my audience? One need is to build excitement. Another is to stress importance to distinguish things, engage them, build comfort, convey urgency and show confidence. This is exactly how to do it. I'm gonna model all of them for you right now. Now, before I model these, you should know that this is this is my recipe for how to take what I have seen done and that I do and give you a chance to do it. So if you want to show excitement, it says, make your inflections go up. Volume up in pace. Stay the same or speed up. So here's what I'm gonna do. I'm gonna talk about this statement. I'm gonna show you how to get your audience to think. I'm gonna use that statement. For all of these examples. I'm gonna go through and model for you. What? This looks like I'm going to show you how to get your audience to thank you. I would rarely do that. But every once in a while, if I want to build excitement, enthusiasm, I'm gonna come with it. What did I do? I'm gonna show you inflection up and up again and up again so you can feel that enthusiasm , my volumes going up to look at the next one. Stress, importance and emphasis inflections up, Volume down and pace is slowed down. I'm going to show you how to get your audience. Thank you. My volume went down. I slowed down a little bit. My inflections went up. That sounded really important. Next one, distinguish your call out. I'm gonna use a different phrase than this one because I need to distinguish one thing from another. So I'm gonna distinguish the two sides of the room. I've got the right side in the left side and the way I do this is I'm gonna have my inflections go up and then down and I'm gonna have a higher for one and faster or different than another. Faster or slower, different inflections. So I've got the left side of the room over here, and I've got the right side of the room inflections up over here and down over there. See the difference? Master presenters handle this stuff. You're I just did. I just wanted model that for you because the master visitors handle this stuff. Master Presenters, pause, pause, pause. Handle this stuff. Reflections down in the What's that? Like a secret? Yeah, this is powerful. This table right here could literally be the thing you work on for the next three months. One of the things I'm going to suggest with my dazzle program is that you practice it one hour a day for 90 days. That's how you get good enough to do this stuff like a master presenter and some people. So what should I practice? Jason? I would practice this for a whole month and at a couple other things during that month too . Let me give you another example. If I want to get people to engage, get engaged, they're falling asleep in my room. What do I do? I want to go up then down with my inflections volume up and then down. And I pace I want to slow down. So I'm gonna I'm going to show you how to get your audience to thank you up then down. How to get your audience to thank you. It's very engaging. When I did that next one build comfort. I want my inflections to stay the same now with deep articulation ve volume. That's medium pace. That's even. I'm going to teach you how to get your audience to thank you. It's comforting. Isn't this interesting? Why am I going through every one of these? I want prove to you that this works. Look at the next one. Convey urgency, inflections down. Volume varies and pace slows down. I am going to teach you how to get your audience to thank you. Very urgent. Whatever you do, don't touch the fire drill. Urgency! Next one show confidence inflections up then down. Deep voice volume moderate pace slowed down and pause at the end. This is the one for your hook. I stand up here, I'm going to teach you how to get your audience. Thank you. One quick trick when you bring your eyebrows up. Looks even more confident, you know? So I did that. I'm gonna teach you how to get your audience to thank you. Looks like I got to be careful not to overdo this. So I started looking arrogant, but I wanted to show you this stuff, right? I want to give you examples for these and then And finally, if you want no distinguishing factors. Normal volume, normal pace, normal inflections. No stretching it all. You have to get your audience to thank you. And then I gotta get charges that thank you. And the Nautica trying to thank you. And I keep doing this forever. That's when you fall asleep, and then people fall asleep even more. Don't do this. This is the number one problem people have with Tony's a monotone. You gotta handle your volume. Gotta handle your pace. And you got a handle. Your inflections. Oh, it's so hard for me to do that stuff in front of you guys. But I wanted you to have want you to hear it. This is the best presenters in the world. They got this down because they know this is 38% of their communication. This is over 1/3 of the way you communicate in front of people. Listen, even the last sentence is that this is over 1/3 of the way you communicate in front of people. And now I'm bringing body language into to do this. That's when you really got it down When you can do in both. Just like any skill, though, if you're gonna ride a bike, you gotta practice this stuff 90 days, one hour day. All right. Questions about how to master volume, pace and inflections. If you're wondering how to practice this, you should know 25% of your step learners. Here's your steps. There's your eight steps to practice it. First thing you do write out something you'll say exactly what you'd say Word for word in a presentation. Second thing, circle all your keywords. Third thing. Find out how you want your audience to feel. Literally go back to your table and go Oh, I want to distinguish something. Then determine what? What should happen with your tone to do that, See the table to do it. Step five, try it out. Exaggerated. Initially, determine how to supplement with body language, tried on the fly and practice it. You've got it down. This is how you do it. Audiotape yourself. Listen to what you're doing now and then listen to yourself in a week and then listen to yourself in another week and try this out and you will find significant results. I've had trainers and presenters that have told me that when they finished using this table after a month of doing this every week and trying these articulate tones of inflections, volume and pace, that they had lights out difference in the engagement of their audience, just their tone. I got this, they said to me before Jason, my audience would fall asleep in my class, but now they're listening to me just for my tone. Even now, some of you are doing that with me. You know, we're getting close to almost another hour here where he states prime time sleeping time for adults. And yet you're still listening because I'm doing things like still listening, and I'm doing all these different inflections. That's powerful stuff 7. Session 6 Body Language: present with your body. Here's what I'm gonna suggest now, in Presto, you learned that you want to work the sweet spot. I'm going to suggest that the sweet spot is the place that is universally accessible to everyone in the room. I want to be equal distant from everyone in the front row and everyone in the second row and everyone in the third row and so forth. Now, the way to do that, you're gonna be the sweet spot, is I said before, between three and 10 feet from the front row. That's the min and max. I recommend around five feet. The feet that you're gonna have are going to be pointed towards the audience. I recommend pointing your feet outward so everyone feels included. This is a very subtle, subconscious thing. But when you look at your audience, if I was to just talk to one person, if I talked to him, it's Evan, right? If I talk to Evan and I put my feet here and I look at him, he's like, he's sort of interested in me, but not really, but if I turned towards him, I'm much more clear. I'm interested in your mind if I sit down? It's even more. But the sweet spot. I've only I gotta stand. So I want to be here. If you move around the room, you're still going to do this. So if I stand here, I'm not gonna do this anymore. I'm gonna do this now. I still want to be open to everybody. If I moved to a podium, I want to do this with my shoulders. I don't want to be looking straight forward to the podium. I want to be here. I want everybody included in my shoulders. So that's the sweet spot. And you want to stand in the sweet spot by default. What I mean by this is you don't have to stand here the whole time. I I stand here a lot because I want the camera to see me, and it's easy. But there are times where if I need to bring people in around three in the afternoon, I'm gonna be pretty dynamic with my movements. I'm going to do stuff like this, and I'm gonna move around and do all sorts of things. But I'm always gonna default back to the sweet spot because I want everyone to feel that their included. The other thing I'm going to suggest for the sweet spot is you want to keep your body still . Now, in the presto program, I had a question. That was how do I practice this stuff, Jason? How doe I videotaped myself in practice. All the things you're suggesting that I do. And one of the things I suggested it people as well. You should watch dazzle. And so here it is. Here are the top the top 10 body fidgets that exist. I'm going to suggest that you watch yourself on video and make sure you're not doing any one of these things. Number one, moving your hands around without purpose. This is the number one answer on the family feud. Is moving your hands around without purpose? It's okay to move your hands to make a point. It's okay to do other things, to engage, but eventually ask yourself if you're doing this all the time is a crutch. Are you using moving your hands around as if it's in your pockets? Some people put their hands in their pockets for their crutch. Just makes him feel better. Other people move more round is their crutch because they think that's dynamic. It's not dynamic. Is what? I haven't used my hands a lot today. I've used him some, but when I use him, I'm making a point. 2nd 1 Putting your hands in your pockets Pacing back and forth is the third crutch. 4th 1 default in your hands in your abdomen or chest. 5th 1 Shifting your weight Sought to sign a nervousness right here, shifting your weight back and forth, constantly moving back and forth. That's what people do before a big game. When they're nervous, confident people stand like this. Have you ever gone to Broadway Musical? You ever watch the person reduce the show? They stand like this. You ever watch someone in the military? Do they pace back and forth when they're getting ready to be on the line? No, they stand straight up. EULEX traded the person. This is confident. Next one, Crossing your legs or arms. This is closed off. This shows I'm close to you. It's not cool. Don't do this. Undo that next one covering any part of the face with your hands. I used to have a tendency to do this. A lot. I would put a pen in my ear. It made. Actually. Did I do this a lot when I work because it just helps me concentrate. But I found out that when I did this, it looks like a crutch to people. Always, gotta. Penny's here. That's what makes it feel. Take the pen out has seriously I had to do that. I actually beg. People said, Why do you opinion? Right? Just makes you feel better. You're using a crutch. You told us you can't do that, another one rubbing or touching any part of your body. One of the famous things that people do is their hair, but they'll do their ears. They'll do whatever. Just stop doing this stuff. You gotta watch yourself on video camera to do this. A lot of people say to me, Jason, I'm not videotaped myself. It's too uncomfortable. Then you probably shouldn't be presenting seriously because it's uncomfortable for them. You need to be comfortable for them. It's not about you, it's about them. Next one is there is loosening your collar, and if you're ever demo ing too much, mouse is a very, very nervous habit. You ever watched degrade de Moore's. Their mouths never moves on the screen unless they needed to move, just like your hands. Never move unless you need it to move. Confident people. They don't move stuff unless they need to. So ask yourself, which ones? You? Some people said. Jason, You told me in presto that the number one form of communication on the planet. It's facial expressions. What about those? Well, here they are blinking. Too much is number one. The number one most common facial fidget on the planet is blinking too much. It happens with almost everybody who's nervous. This is one of the ways they can tell if someone's line they're blinking too much. Another one laughing inappropriately. People were laughing. It's not funny you ever had that happen. When somebody starts a presentation, they just start laughing. And only one laughing is the presenter. Oh, it's just so painful. You just crashing and burning next one dart in your eyes, away from the audience. If you talk to any person who is talking to you, the number one thing they'll say if you're listening to them, is Are you looking at me? It drives me nuts when I'm talking to somebody and they're totally like doing something else. Look at me. I need you to know I'm listening. You're listening to me. Your audience feels the same way. They need to know that you're into them. So look at them, making your eyes bigger for no reason. Don't do that either. Oh, it's so awkward. You guys know this stuff just so bad, Raising your eyebrows for no reason. I told you one time to raise your eyebrows, to show confidence. But you really got to be careful not to overdo this stuff. It's just really hard for people to watch that on, then giving smirks with your mouth. The most confident mouth you can have is a closed mouth. Doesn't move when you're not talking. Have you guys drinking from a private from going to trial right now? Now I most confident that you can have is a closed mouth, but most people who are trying to keep their hands still you know what they dio. Whenever I watch presenters, I say keep your hands still and don't move. So they start doing this and then I start going like this. So and they start moving their mouth around cause I got to do something. You gotta learn to be able to handle yourself in front of a group without doing all these things. So if you want to know, what do I do? The number one thing you could do with body language to get rid of all this stuff showing two stained with the eyes, they actually did a study. There's been a number of presidential campaigns where the loser over the top two guys that ran for president, the loser lost because of body language and facial expressions. I think the first presidential debate that they ever did on TV does anybody know which one . It was Kennedy and Nixon, and I don't know if this is true enough. But some analysts say that Nixon lost the debate because of some of the things he did with disdain with his eyes, the way he looked at different at the at the camera, the most recent election that we had. Obama and McCain. Same thing. They say that different people can do better on camera and it's all about your face. People vote for presidents based on their facial expressions. People like presenters based on their facial expressions. One of the things I do is I stand in front of a mirror and I practice my facial expressions . I practice a warm smile. I practice a nice, confident but secure and common stair practice. These things practice, not moving my mouth. Practice anything that you need to practice here. That's what I recommend. And last thing I want to point out with this, if I go back to the slide, is you want to use targeted movements. When you do, some people say, Well, Jason, that's all stuff I'm not supposed to do. What do I do where you need to decide that? What do you want your hands for? What you gonna do with these things? I use my hands to point the stuff, and I use it to make points. Those in my top two reasons for using them. Otherwise, I don't need him, and I also use them in the if I want to engage with stuff. But I got to be careful this because I Conover animate and what do you need your feet for? Why would you use your feet? Do you need to move somewhere? That's fine, but when you move, stop and then talk again. And what do you use your eyes for? Why would you use your eyes? Who you're gonna look at right now? I have a rule called the 90 10. Rule 90 10 Rule says that 90% of your brain should be focused on your audience and all the things you need to do for your audience in only 10% on what you say. I want you to take a moment right now, and I want you to write down the top five things I have taught you that you've personally got from today that you can spend the next three months practicing 90% of your brain on during class on Get you started the number one thing I would recommend doing is focusing your eyes in the right spots instead of thinking about what content you're gonna say. That's the 1st 1 eye contact right down your top five things. And I want you to share them with me in about three minutes that I've taught you today in dazzle that you're gonna focus 90% of your brain on instead of your content cause you got your content prepared now. Go ahead. Why would you come up with? Just shot him out. We're gonna steal each other stuff. What's the top things you got today? That you really want to focus the 90% on in the next three months? Creating good hooks? Yeah. Identify the pain points of your audience. What else? Remove the fidgets, bodily fidgets and facial fidgets. The power of connecting, showing disappointment, showing disappointment, showing feelings of your audience, empathizing with them. Turn it like. And at the end, when we question someone asked something that's like, Oh, my gosh. Are you kidding me? You haven't been looking our so they Yeah, immediate. Like when they say, How do I get into the business school after I just about an hour talking about liberal arts and how great it is? I know I showed in my face like, Oh, yeah. Showing. Showing that disdain on your face. Yeah. How do you hide that? Yep. And it's staying calm on the outside like a doc you're paddling underneath, but you don't know it under on the above the water. What else did you come up with? Tone and pitch. 38% of the communication others. Find out if your audience is positive. Good to analyze your audience before even start. If they're positive, negative or neutral have a response for every one of them. What technique did I just use with you when I told you to write all these things down? How did I re engage you? I asked you a question. What else? You have to do Good to think and write down. And I actually got a twofer. I not only engaged you, but I got another powerful thing to occur. You're actually articulating for yourself right now in front of me and everyone else. All the cool nuggets that you've gotten from me. I'm getting you to tell yourself and others and me why this class is cool. How can you do this for your audience? Did you see the eyebrows go up there? It's a great time. I know exactly what I'm doing. These things I've practiced them. They're not happening by accident. These are the secrets of master presenters. I'm telling you them no 8. Session 7 Keep Their Attention: I promised someone earlier that I was going to tell them how to keep their audiences attention. I had a couple people today that have said to me that there number one problem is they can start off well, but then they start to lose it. And I promised them that I would teach them in dazzle exactly how to do it. What I'm about to show you the next three things under keep their attention are some of the most powerful techniques I've ever seen. And I created all of them. You're not gonna find these anywhere else. And the reason they're powerful is because they could do these any time during your presentations during the meat of your presentations. When people are struggling and they're not listening to you, this is what you do after you've hooked him and they're listening a little bit. How do you keep him? That's where about to cover. It's very, very cool. That was my hook, By the way. I spent a lot of time on it because I love this you've got Here is the first thing you need to do. This is theory, but you've got to know this. You've got to get your audience to believe that they must listen to you to get this stuff. You're the only one who can give it to them or where else presents with you. That team is the only ones who can do this. If I put everything I'm going to say on the power point slides for you, you don't have to listen to me. It's on the slides. You might just go home. I'm not gonna put anything. I'm gonna go look any cool stuff I'm going to say on those slides. That's for you to write down stuff and synthesize stuff. I'm going to give you things that I say and you gotta You gotta wait for every word to get the next one. Here's how you do it. The very first thing is you solve mysteries Now, I talked about this before. Everybody loves mysteries. Mysteries are awesome for engagement. Here's exactly how you do it. I'm going to suggest that you create a mystery for your entire presentation and I'm gonna call it the presentation hook. We already talked about it. Then what you do is you create deliver bols, and you create a mystery for every single deliverable. I'm gonna call those the delivery bull hooks. And if you want to know how to create all those, you should watch captivate because it will tell you a recipe exactly how to do that. But one of the things I want to say also about this is that if you create this mystery, you then need to display the mystery so that people crave it. And here's how you do it. As soon as you start off the entire presentation, you say the class hook, entire presentation hook. He started off by saying, I'm going to teach you and when you finish, everybody's in and you know they're in because you've you've watched captivating You could do that. But then what you do is you go and here's how I'm gonna do it and we show in the first years I'm gonna do it. You then say the very next took and you take the next topic and you don't tell him the whole answer for that until right at the end. And as soon as you tell him that answer, here's the trick. You put another hook in there that they can't wait to know because you've researched this, I'll give you an example. Look at my agenda. I can say to you, I just showed you how to present with your body. I should do exactly what you need to do with your face and your body and so forth. And now I'm gonna teach you how to get your audience to continue to listen to you throughout every part of your presentation. Let's get started and you're waiting. What? I'm gonna teach me next about that and what's next. And you're still waiting. We've been going now for over two hours and you're still on the edge. Some of your still in the of your seats because you can't wait for me Needed to get the next mystery. I want to know. How do you keep attention? I want to know. I've been wanting no us for years. You're still like Tell me, Jason, I'm going to do it. All right, Well, let's keep going. Here's what you're gonna do. The next thing going to do with your mysteries is you want to actually give them a practical solution to every mystery that you that you give them Now. I talked about this before. But here's the actual step by step You come up with a main hook, you come up with your deliverables, you come up with topic hooks and for every topic that you give them, you come up with three sub deliverables. You see my three sub deliverables up here solve mysteries, Break a pattern, get synthesis. Every one of these sub deliverables Goethe, your presentation in check should have a practical solution for exactly how to do it. I just gave you one. In order to create to solve a mystery, you have to have a practical solution for every mystery you give them. I'll give you an example. If I want to show you how to give a practical solution, it might be this. Let's say I'm teaching. The mystery is how to show confidence. Hey, you gotta show confidence in everything. I wanted to show confidence. Here's a practical solution. Men. You needed a lower, deeper tone like this. That's the practical solution. I gave you a nugget and women you need this And as soon as I give you those two things, we just gave me a practical solution. That means if I listen to the next mystery, he'll do it again in the next mystery. He'll do it again. I can't stop looking for this guy because he keeps giving me all these solutions to all these mysteries that are practical for me to use tomorrow. That's how the masters do it. So the next thing I'm going to suggest is when you're all done with this, you tell them right before you give them introduce the next mystery. You telling you solved the other mystery, so they believe the next mystery. So you say I just taught you exactly how to stand in the facial expressions and body language that you should never use and exactly what you should use. And now I'm going to teach you this. I never, ever start a new topic without telling them what they got from the previous topic. And I never started you topic without introducing a mystery for it. Those are the two practical. When you're about to switch topics deliverables, I call him, tell them what they got from the previous one and give him a mystery for the next one in between. What do you give him? Practical. Practical. Based on the hook there it is. That's how you do mysteries. So many books I've read tell you that you need to create a mystery. That's nothing new. They don't tell you how to do it. That's how you do it. The next one is to break a pattern. The number one reason why people stop listening to you when it gets to be prime time. Sleepy time. He because the same old, same old You got to stop the same old same old. You gotta break the pattern. Here's what I call this. I call us the drifting theory. Have you guys ever heard of this? The drifting theory? The research says it. Adults drift after about 20 minutes in the afternoon in 45 minutes in the morning. So if I teach for 20 minutes in the afternoon, we're gonna start drifting on me. Even if the contents good. If I do the same old same old, same in the morning. If I go for 45 minutes, there drifted on me. Even if the contents good. So here's what you do. Well, I'm gonna suggest I got three pot. Three things you can do to break this pattern. 1st 1 tell them to imagine their world. I love this one. I've done this about a dozen times with you today. Imagine how those hooks would work for you in your presentation. How would breaking a pattern look for you in your presentation? What kind of mystery could you solve in your next topic? We'll be the deliverables you would use. See what these are. I'm getting you to think about what I'm teaching you in your world. And as soon as I do that you're back in. Your brain is reengaged. Remember, I said questions will help re engage. Some people took me too far in that All they do is ask questions all the time and everybody dressing in. There's lots of ways to re engage in one of my favorites to tell them to think about what you're teaching them in their world. If you want to know a specific technique for this is what you do to go. How would that look for you that works for any presentation from teaching somebody about? Here's how you plant flowers to SaiPan. My father's How would that work for you in your garden? Done the re engaged. It's so beautiful I just wish people have told me this sooner because I spent years figuring this out. Next one. Tell him to remember something. I like this one a lot. This is a This is a classic one. People have been doing this for years, but nobody really thinks just to do this every once in a while. Stop and go. All right. Do you guys remember X y z? How did I just do this? I said 90 10 right down the five thing I made you remember. And that's why you were got reengaged. 3rd 1 Tell them to agree and then see if there, Right. Let me give you an example of this. Check this out. This is a learning styles grid. I've seen a lot of learning styles out there. This is my personal favorite. There's a step learner. There's the talk learner. There's the research learner. You should write these down because this will be really powerful for you. And there's the create learner. All of you are all four of those. But there's one or two that are your main learning style. Everyone has one. That's their main one. My main one is the create learner, and my secondary is talk I learned best by creating new things in talking about them as I'm getting ready for this presentation, I'm talking it through with with my body's trying to get this down, creating it as I go a toy alert. What's interesting about this is lots of people have these theories on learning styles. And again, I'm gonna say this again. Difference between dazzling every other program you're going to see on how to teach presenter train. Anything is that dazzle gives you practical stuff, not just theory, but most people don't know how to teach all all these people simultaneously. Remember, I just told you I said what you do. You should tell him to agree. And then you see if they're right, Think about this for a second. Who likes to see if they agree? This person loves to debate research learners. They love to figure out stuff and then debated when they're done. These people like to talk with others in order to do that. Well, if I combine these two most teachers, trainers and presenters that I talk to say, Jason, it's impossible to teach these people at the same time In fact, if I create study groups, the research learners will pour the study groups. It's don't bring another person in my study group. I'm learning this by myself. That's how I learned. I don't want another person and deal with the talking. Can you be my body? Can you study with me? Can you study with me? You can't put these people together unless you ask them to agree. Because the research lawyers want to agree. They yearn for debate, toe learn and the talk colors like If I agree, does that mean I get to talk with people you can tell with Oh Ho Chi Minh? They're both in. And then So this is the part where you you ask them to agree. I'm gonna draw that right across the side here and then the stop learners. If you're a step lor, you actually want the following. Ask yourself if that's you Did you know? So I just did. By the way, I brought it back to your world. I said, ask if this is you here a stop learner. You want me to show you how to do something first? Then you want to show you again and then you want me to try? You want to try on your own, but you want to have some steps with it until you get it, you master it. The create learners are totally the opposite. They don't want any steps. They were just figure it out, play with it, tinker with it. And if they have a question to let you know and they'll figure out the steps on their own the best way, by the way, Cool trick to find out if you're tutoring. It's a great tutor trick. You want enough to stop her, create learner, Say to them, Hey, I'm gonna teach you how to do this. I'm gonna give you some steps. Do you want to write the steps down or do you want me to? If they want to write the steps down, what are they careful? They want to write it. They're create learner because they want to create themselves. But if they want me to write the steps down for them, what are they? They're stepping or they want me to create the steps for them. But either way, number. I said if they agree and then I want to see if they're right, the step learners and the create learners. Both of these want to see if they're right. The career dealers created first and then they see if they're right, the stuff learners. Even though I force them to create a first, they don't want to. Eventually, I tell him the answer like, Great, that got my fix. Now what's the practical At any given time? Any time you're classes falling asleep, any time you're audiences is down and out. What you do is you say, All right, everybody, take one minute and write down X Y z it right down. By the way, this is on their own because researchers can't stand to talk with others while they're figured something out, right down X Y z, and then they're done. Now take one more minute and agree with the person next to you. Talk winners like I get to talk finally, and the research centers like cool. I get to debate degree and then when they're done, I say, Would you come up with? They tell me their answers and then I go click. Here's what I came up with. Do you agree? And they go, Yeah, it looks good and we move on in their back. This is an amazing trick. This works every time. All learners dig it. It breaks them all out of there. They're adults, Sleepytime, Funk. And it gets synthesis because they have to create it. And they get to talk about it. And they get to research in brainstorming and they get to have the steps that they create first. And then they get him at the end. All four learners dig this, and you can do it in three minutes or less. I've spent years teaching and training with educators, figuring out learning styles, figured out how to train. But this is the one tip one technique that I share with presenters about that stuff because you can use it lightning fast. Two minutes or less. Okay, Next thing I want to talk about one last thing. It's called synthesis. Oh, my gosh. If you're gonna star anything, star synthesis synthesis is the way to get understanding. If I present people need to understand me. Synthesis is how to do it. I want to talk about the brain for a moment. If you look if you draw a picture of the human brain, and I'm gonna take my best shot. A drawing, a picture of the human brain. Right now, it might look like this. Here is the human brain and there's a left side and there's a right side. It turns out that the left side is responsible for the past. It's responsible for retrieval of information. How do we know this? Because when people lose part of their brain, they can't do this anymore. The right side is responsible for the future. It's responsible for the creation of new information. If I want to get someone to synthesize something, to understand something. By definition, that means they've never been taught it. If they had, they would already understand it. Which side of the brain do I want? Access? Do you think if I want to get them to synthesize something new, the right side of the brain? I just did it with you, I said. Which side of the brain do you want to access? Do you think if you want to get them to think about something new and you all took the bait ? You said the right side. I told you the ingredients before. I'll tell him again. You must have never been taught this. You must be able to figure out the answer. And there must be a right answer. I call this a leading question. And the leading question is one of the most powerful means to synthesis. And most presenters don't even do it. And if they do, when they do him wrong, they lied too much, or not enough. Hey, do you think it's important to wear a coat outside in the winter? You gotta be kidding me. Stop asking me that presenter. Hey, what do you think now? When NASA was thinking 11 minute before launch I don't know. I like you too much and not enough. But if I say which side of the brain do you think they're using? You all answered at the same time. Some of you and your head's some of you out loud because I made you think I made you get synthesis and the way I did it. I say you what words did I use? I put him in quotes. What were they Do you think I wanted to remind your brain to go to the right side? If I want to remind you go the left side. What do you think I might say? Do you remember He took the bait and got right because it was another good. What leading question? See how powerful those are? And they're powerful. And even during the sleepiest of sleepy time, your audience can't resist him. They can't resist him. Some of you guys right now you. I've been teaching you for three hours, and I have bombarded you with practical after practical things that you can use in your in your classrooms and audiences tomorrow. And yet you're still with me and something like, Oh, Jason, stop it. Stop keeping me with us much because it hurts my head. But I'm doing it and I did just there through a leading question. It's one of the most powerful ways to synthesis. Second thing for synthesis is I'm going to suggest that you include expert questions. Expert question Talked about these before different generations. What were the generations? The millennials in the Generation X is what kind of expert question Don't want to ask them technology questions. What about the baby boomers and the traditionalists? Professional. When you ask expert questions, it also requires synthesis to answer those. It's a left brain synthesis because they're retrieving stuff, but it's still synthesis and you get a two for it makes him look good in front of their peers. That's how you get synthesis, leading questions and also the right here getting all four learners by getting them to agree and see if they're right. What questions do you have about solving mysteries? Breaking patterns in getting synthesis? Yes, on the leading question she heard. Question was, What if they're wrong? Whatever you do, don't correct him now. Some questions. You will correct them. If the review question and you've taught it before and they're supposed to know this, then you gotta corrected. But if it's a leading question, it's not their fault that they're wrong. It's my fault because I didn't lead them enough. So here's what you do. If they're wrong, start with another leading question. But don't tell them they're wrong. Let me give you an example. What do you think was going through the mind of Nassau 30 seconds before launch and I realize, oh, they're gonna be wrong. I could be wrong. In fact, somebody even answers, and they're wrong. And here's overhauling. I'll do with that. Before you answer this question, let me ask you another question. That's how you handle it. Us from another leading question that leads, the more so they get it right. But never tell them they're wrong. Because if they're wrong on a leading question and they've never been taught us, how would they get it right then you didn't lead him enough. Thank you for that. Yes, you say OK if the answer and they're wrong, You don't say they're wrong, but you stay on that question. But you ask another question that will get them to get it right. Did you ask them to do that exercise again? You can. You can ask him to do the exercise again to see if they got it right. Or you could just ask the first leading question and they might just get it right on their own. It's a very cool attempt to do with people who get it wrong. Whatever you want to do, when people get stuff wrong in your in your class. Even its a review question. You don't want to correct him. Let me just give an example. All right, let's review somebody get this wrong? How do the step learners learn? What's their main thing? What do they like? Their creative? Ah, so that's the That's the create learns very nice. How did stop learners learn theme? The reason why that worked is because if somebody takes a shot and answers one even review questions in their mind, they think they're right. They do. They would never to try to look foolish in front of their peers. It would never do that. So something about what they're saying in their mind is correct. You gotta find that and acknowledge it. What she said is, the crate learns diagnosed. Yes, the create winners do that. And then I What did I do after that? Just re ask the question. You actually did it when I got the question wrong before eso you said whatever. Which, which technique do you think they would be? Kidney? And I said, if you like, that's right. I did, she said she mentioned I did that before already, and so I model it twice. That's great. Okay, well, here I am. We're now it to this point. I'm gonna send you off to another quick break, but then we're gonna come back. And I got a hook you before we go, don't I? So I like to hook not just the next topic, but the next two towards the end. Because that's when people start to get more drained, their brains get a little more fried. So what I'm gonna do is I'm gonna do that right now. I had a question in Presto. That said, Jason, you've shown us his agenda slides for power points, but can use complex images in power points to And how do you use them in the next section? I'm going to show you exactly all of the suggestions I have for how to maximize the power point and how to use media to your to your benefit. And after that, I'm gonna show you how to stay on time Every time when you give a presentation. So you never run out of time in front of your audience or have too much of it, that's we're gonna do next 9. Session 8 Maximize Media Impact: I'm gonna talk to you now about media and how to keep the audience listening to you by using media in. The first thing I'm gonna do is I'm gonna give you immediate test. So what I want you to do is write this down this test. I want you to ask yourself if your media benefits you or the audience. If it benefits, you, remove it. If it benefits the audience, keep it. That's how you can tell if it's if it's the right media. Now, let me give you my favorite things to do with media. First of all, here's the three of them. You want to give him a map, keep the focus on you and display what you cannot say. Let's talk about the 1st 1 Give him a map. You've noticed I've given you a map today. You know exactly where we are at any given time. First, where did that is? This This is the agenda slide. You need one of these For every presentation you give, you need an agenda slide. With at least three. I'm gonna suggest six or seven and no more than 15. Deliver Bols and use the red Fund or some color find to tell them where they are at any given time. This is the first you good use of media is to give them a map. The second way to give them a map is this one. It's another example. This is a sub deliver herbal slide that tells them within each delivery ble exactly where I am. Notice that at any given point today you've known exactly where we are and where we're going. They need to be able to know that, too, with your presentations. So the first thing you do with your power points in your media is you give them a map notice. The second thing is, you keep the focus on you, and the first way to devoid doing that is to create backgrounds, that airplane and that distinguish themselves from the font. Did you see the backgrounds? I'm using? Local plane. They are. There's a little rule the room in each one of the corners, and it's OK if they're not white. You can have them different colors, but they need to be plain the meat. If you make a background, that's all pretty that doesn't engage them. I'm just telling you that right now it doesn't do it doesn't do anything for them, So this is not engaging. In fact, it d engages them. It stopped them from listening to me because it's not easy to read so they can't follow along The other way to keep the focus on you is to avoid all elements of animation. All these things that that you do. When you show people stuff and just comes in like that, it's so annoying and it doesn't help you engage them at all. It's just pointless. So take all that animation, remove it and show them the big picture immediately because you want the focus on you. That animation makes him focus up there. I want to focus on me what I have to say. Remember, if you want to keep people's attention, they have to believe that you are the way they can get the information, and the next thing I'm going to suggest is, don't put in your slides what you're going to say next. Look at this life Tips for presenting well, pace is important. This is reminding me to talk about pace next tip. It's nice to establish credibility Report. Don't forget talk about that, Jason. Oh, yeah. Don't forget to Don't read the slides and not to tell you how to create a power point. How does this how to create a power point help you at all? It's pointless. It helps me. It's my notes. Get rid of that stuff. Here's another example. I'm giving a lecture on anthropology. You ever seen this? Where they put everything they're going to say up in here? I mean, I've actually seen this where people go. Okay? The definition of anthropology is a science that deals with the origins. Physical and cultural development. Actually Read this slide in front of you Biological characteristics and social customs and beliefs of humankind we're talking about today are the biological characteristics specifically evolution, variation results. There are other factors that influence naturally, and people are literally going. You kidding me? I could read this. Why am I even listening to you? But people do this, so remove that stuff. So what should you do in presto? I had a question from someone They said, Jason, I noticed in your slides. It's just the deliverables. And there's no really cool images in your slides. Are you saying you should never use those. No, I'm not saying that I'm gonna give you some examples of some cool images that I actually use in my power point shows in other programs so you can see exactly the kind of stuff that I would suggest. You use your power 0.0.4. But before I do this, I want you to have the rule of thumb. The rule of thumb is this. If you're gonna put us something on a power point, that's a complex image. You should do that because it's something you can't draw on. The board is nicely, and it's powerful for your audience. Those your two rules of thumb, you can't draw on the board nicely. Your penmanship just can't cover what a power point could do. And it's powerful for them. They need it. Here's my first example. You remember this one? The tone one. This was really powerful for you. I call this this example. The modeling example. If I'm gonna model something for you, show you how to do something and I want you to see exactly how to do it as I model it. That's when I'm gonna use this slide. I'm not a lot of things for you today, and I haven't had a slide for every one of them. But this one I needed to cause you needed to look at it as I modeled it to keep track. It was for you. You needed this. Here's another example. I call this the big picture. This is a class I teach to trainers. This is called Maverick. Maverick is one of my modules that I teach the trainers and teachers on how to be successful in classrooms with students, and one of the things I tell them is there are there are a bunch of tasks you do as a trainer that made that make you effective, and I want to show them that big picture right away so they can see how it all looks before I dive into the details. That's a great use of Power Point, showing them the big picture up front. It's not an agenda slide, just a big picture slot. Here's another example. I teach ah, topic in Maverick called How to Answer questions, and I want to make a point about when you should answer questions and why. So I showed them this slide and I say, Ask yourself And then this appears. There's questions, you know, there's questions you don't know. And then there's these questions that are out of scope. For most new trainers, this is what they look like. See how the an emissions Imation's plane with what I say, it's for you. And if you're if you're an experienced trainer, you got a lot of knowledge. This is what it looks like and they're watching this and then I go move on. That was powerful, wasn't it? That was an example of a complex image that you actually could use that made it easier for you to understand. It wasn't for me. I could have just said that I didn't need this to remind myself. But you needed it to make the point of how this fits. That's what I'm going to suggest that you do. So I'm going to suggest that you give them a map with your power points that you keep the focus on you with your power points by not displaying what you're going to say. And the final thing is that you display what you cannot say. I cannot say this is well. Is if I display this, I cannot say this as well as if I display this. I can't say this as well is if I display this thes air, all complex images that I would suggest make really good power points. Everything else is fluff. It's not doing those three things if it's not giving them a map, not getting the focus on you or displaying what you cannot say. Yes, frequently, I have seen put up spreadsheets, so you have that kind of information. What's the best way? Yes. So the question was, What if I have to display a spreadsheet where I have to convey the information on this spreadsheet, but people can't even see it if I put it up there, What I recommend is taking a snapshot of the spreadsheet, blow it up and circle what you want him to see and show that or give him a hand out so they could see the whole spreadsheet and just refer to the handout. I've done this a lot in some of my training programs. What I'll do is I'll say, Hey, take a look on page 64 people look on page 64. So you see the spreadsheet there. And then there's a circle on the spreadsheet. Look at that. I don't even use a power point for this because if I put it up here, it wouldn't help anyway, unless I blow it up. Then I would do that. Does that help? Yes. You typically hand out for every the question was, Do I hand out a packet before every presentation? Absolutely. There does not exist. A presentation or training that I do where they don't get a workbook or a power point slide hand show Power point slideshow Handout. Every single one I have that reason is I want synthesis. I want to be writing every time I teach. Otherwise, I don't have that opportunity. If I If you write, you're gonna be thinking about stuff. And that's how I can keep you engaged. So I want you writing about stuff. Plus 25% of the learners stop learners love to know exactly where they are they craving. I'm not one of these, by the way. Could care less if I have an agenda. But I know people need it. About 15 years ago, I was teaching and I didn't have an agenda and I didn't have a handout or a power point. I just said people have a blank notebook and wrote stuff and I told him cool stuff, but one people came up and they said to me, Jason, you tell me some really amazing things but I couldn't keep track of anything. You were saying you were talking too fast. Could keep track. So what would help you when they told me and I figured out that person was a stop longer. So you know what I started doing when I started writing curriculum writing my presentations , I would run it past all the different learners. I'd say You're a step under. Can you do me a favor and edit this? Make it work for you and research under Can you had some reading in there so we can debate about that and so forth? It's a really cool thing to do, even if you are not a learner that likes this agenda. Do it anyway, because 25% of your audience craves it. 10. Session 9 Manage Pace: Let's talk about a manage pace. Now, manage pace is something that a lot of people don't think they need to know how to do. What I'm going to show you is how to manage pace. It works for everyone in your audience most people could handle pays for most people in their audience. I'm going to show you how to do it for everyone in your audience. I'm also going to show you how to never run out of time. And I'm gonna show you, even if you have too much time how to handle that. That will work for any presentation you give, no matter how long. And we're gonna start with how to prepare your pace, I'm actually going to show you exactly what I do to get ready for a presentation so that I never run out of time when I end right on time. So you noticed we started about 15 minutes later than we normally do, but we're gonna end about right on time from there. How do I do this? Here's what you do. The first thing I'm going to suggest is you take your presentation and you figure out exactly how much time you have to give for this. Do you have an hour? Do you have two hours? Find out what you've got. That's the first thing you must do. In this case, I decided that I had about four hours to teach desk when I teach. Presto. I get one hour and I end at 60 minutes. Every time some of you took press still from me and I ended right on time Every time I teach it how did I do it? Let's take the one hour module. And by the way, everything I teacher for the one hour you can just multiply it by. However harmony hours you have, Here's what you do. You divide your module up into six pieces. So if you teach for 60 minutes, 16 of that is what, 10 minutes? That's how much time you give for questions off the top. Let me say, Well, Jason, that's not what you said and presto, you said five minutes for questions. I said five minutes at the end for questions, but you're also gonna want to say five minutes during the actual presentation itself for questions. Do you notice the body language I'm using right now, I'm not putting my hands to my side. And my It's later in the day. I need to engage you more. I'm gonna use my hands more, and I'm also using it to make a point tonight. This is what you can do. And you can watch this over and over again. This program and see what I'm doing is very powerful. The first time you see this, you're going to see a few things. But you need to watch it again and again. And the other thing I'm gonna suggest that. Is this. 10 minutes for questions. Five minutes or multiplied there in for buffer. What's buffer? Buffer is unexpected events. You're going to get him. This means that if I have 60 minutes total of presentation time, how much time I actually giving new material? 45 minutes. 3/4 of my actual time is my presentation time. You need to plan this right up front. So if I teach for four hours, I take 15 minutes for one hour. Now. I got an hour off questions. Bus buffer. In fact, that's what I've done in dazzle. I've Ansel answered about an hour worth of questions and we've had about an hour worth of additional stuff. Uh huh. Now, here's what you do with that. I'm going to suggest that you take that 45 minutes and you practice it three times in real time as if there's no questions. Just you in an empty room. Practice it for 45 straight minutes, three times in real time. If you don't have enough time to do that, practice at least the 1st 10 or 15 minutes three times in real time. And what you do is you're going to set checkpoints, said checkpoints at 1/3. Sorry, 1/4 1/4 1/2 and 3/4 spots in your presentation. For me, that would be at 15 minutes, 30 minutes in 45 minutes. And as you present this to the empty room, what you're going to do is your gonna time yourself. And after 15 minutes, you're going to write down exactly where you were during this practice Run after 30 minutes , write down exactly where you were during the practice run and after 45 Same thing. If you're teaching for two hours, it's gonna be after 30 minutes after in our and after an hour and 1/2. That's when you do this. And then you practice this three times and make sure that you're hitting the same spot every time. Now, if you find that you're practicing, can you save yourself, Jason? I can't get it down. 2 45 It just takes me too long every time. What do I do? I'm gonna suggest the number. One way to handle that is to say more with less. Take a look at this. This is an actual phrase I heard in one of my observations. You'll notice on the following page. Page 21. We actually have a picture of the key landmarks. As we mentioned, the landmarks have a description type what I created. My supervisor routine is going to display here as a description type in the landmark. This is one place where the description type is going to show up in the landmark survey. Or you could say, Look at the picture on page 21. Do you see the landmark survey? That's where the description type shows up. Wow, I actually suggested this to a presenter, and I didn't even suggest it because of pace. I suggested this because his audience was falling asleep. And I said, You got to stop saying so much, Get to the point. And by the way, if you get to the point, it's going to shave the amount of minutes that you teach. Probably down about 30%. And it did. He had eight hours of content that he taught in six hours. Nice. And what do I do? For the other two hours, you got to come up with some more cool stuff. This is the number one reason why presentations take too long. People are saying too much with two little you need to say more with less. What if it's the opposite extreme? What if you have situation where you actually can't? It's not that you can't get done, but you have too much time. You've got supposed to take take an hour and it takes you 40 minutes. Jason, how do I buy more time on what to do? How to get more time. What you do. Two things pauses in directional statements. I just did one, I said, pauses. Let's do that, I said pauses and directional statements. I'm going to suggest that you give yourself between one in three seconds after each importance. David, there was 33 seconds right there. And what that will do is that if you add three seconds, every major statement that you say and let's say you have 20 of those every five minutes, you just added a lot of time, your presentation, he said. Jason, what happens if it's what they don't like, that they'll actually like it? Do you notice when I pause after an important statement, it really makes you think about it. And that's the second suggestion I have is called a directional statement. You actually get Start with an action verb and you tell him to do something with what you just told him. For example, let's say I was teaching about facial expressions, and I want you to know that they're the most universal form of communication on the planet . I would say, Did you know that facial expressions or the most universal form of communication on the planet think about that? That was powerful, wasn't it? Why is it powerful? Because it engages you? You're thinking your plan it yourself and I use more time up. Isn't this interesting? So I'm actually giving you a specific recipe to handle your pace so that when you go into the presentation, you know exactly when you're gonna end. And if you have too little or too much time, you exactly how to handle it now. Same or if less directions and pauses. That's interesting. Now how do you manage questions? Is that you set one of these? The second reason people run out of time is they can't handle their questions. They get so many questions. I got some news for you. It's gonna make you feel so much better as a presenter. You do not have to answer every question. It's okay if you don't, I'm actually going to suggest to you. But it's not even okay if you do think about this, if somebody asks you a question that's in scope, in other words, you planned teach it Well, then it's OK to answer it. Could you plan to teach this if somebody asked me a question that's out of scope. In other words, I had no plans to teach this, and I've only got 60 minutes left, and I decided to answer it multiple questions over and over again, and each one takes a minute in another minute in another minute. Pretty soon I spent 30 minutes with multiple people, hundreds of people listening to the answer to this question that they don't even care. The answer to that's not cool. However, if you don't answer the questions in front of everyone, you absolutely must answer them for the individual. Somebody asked me a question and I don't have time to cover that in my class were in my presentation. I will answer that from I say, Remember that question you asked about X y Z? Let's talk about that now. In order to do this, you have to set a boundary. You know the difference between a boundary in an expectation? Has anybody ever taught you this before? The boundaries and expectations? Which ones can I actually enforce? Boundaries. Let's talk about little kids for a second. Stop running around that. An expectation or a boundary. It's an expectation. Can I enforce that? No. Stop chewing gum class. Stop falling asleep class. Whatever you tell them to do, you can't enforce it. But if I say I give desert to kids that finish their dinner No, By the way, I don't necessarily know if that's a good idea or not its parent. But the point is, it is a boundary, right? I could enforce that. I It reads stories to kids that brush their teeth so the child doesn't brush their teeth. I can't stop them from not brushing their teeth. I actually can't stop, but I can certainly not read a story. Now watch this. I answer questions that are out of scope at 3 55 So I'm suggesting you start the class off after your all your introductions with this. I'm going to answer all of your questions. If it's a question for everyone, I'll answer it right away. If it's a custom question, I'll answer that at 3 55 let's say I was ending it for. I'll answer that at 3 55 for you and anyone else who's interested. Let's get started. Oh, doesn't that feel so much? Better to know that you have this. If you do this, if you set the boundary, you have to enforce it. So as soon as somebody they will ask you more questions, they're not gonna stop. But as soon as they asked one, what do you do I'm gonna teach you that in the next section. But for now, you should know that if you said this boundary you will decrease the time in your class by at least five minutes and potentially up to an hour. If you teach all day just from this boundary. Yes, vice, for once. Question because is a question that you could say be happy because it becomes a story. So the question is, is what if a question becomes a rant where they just go on and on and clearly are upset and so forth? I'm gonna talk about that in the hot A handle disruption section. But I will answer one thing for you if it's a rant. It's probably also out of scope. If they're ranting, they have a problem with something that's going on. And I still want to do three things I want to show. I care. I'm gonna meet the needs, and I'm gonna answer this, so I want to show them I care about paraphrasing. It sounds like the rent you're saying is this is that right in the person was Yes. That's absolutely ran. Well, thanks for that. And then I'm gonna say Hey, tell you what. Let's talk about that. You and I have 3 55 Well, it will handle that together. Thanks for that. I appreciate it. Norris. I'm sure when I care, I'm at the need. No one. Answer it. Now I'll talk more about questions in a second. Okay, One more thing I want to talk about before you go to questions. And that is how to manage the clock. So now I'm in the presentation. I have prepared. I've got my checkpoints. 1/4 1 half, 3/4. I've gotten all my language simplified. I'm adding pauses and directional statements and now I'm here. What do I do? I'm going to suggest if you look at my page here. This is the actual first page that I have. Here's the power point. And I wrote down times I broke down my quarter time my half time in my 3/4 time Put it on there so I know exactly what I'm gonna do. And then what I did is I looked at the clock and I saw the halftime and I said in my but my earlier late on my half time you'll never be on time to see, You know you'll never beat 1/2 point. Exactly when you want it to be sometimes will be very rarely, almost never beyond. But if you look up at that clock and if I see that I'm five minutes too early and I have half my presentation left if you look at my presentation, if I have half my presentation left, how many topics do I have left? Six. And let's say I've got only an hour and 1/2 now instead of two hours, I'm gonna take that hour and 1/2 90 minutes. I'm gonna divide it by six. Now, instead of taking 120 minutes into body by six, which means I'm gonna shave off a little bit of each topic. They'll never know. It's like putting the medicine inside the milk so the baby can't tell that it's there. That's what I'm doing right now with my my little boy's taking some vitamin D. And so we just put it inside the milking. He just drinks the milk down. But if we give him the vitamin D without the milk, he doesn't want it. Same thing here. If I go ahead and and say, Well, I'm just gonna wait to the last topic and see how things go, What always happens. I run out of time. I can't do the last topic. And what happens if I do it the other way around? And I got too much time and I just wait till the end. What happens? I let everybody go 1/2 hour early, and then what happens? The next time I give a presentation, they'll plan on leaving early. So here's what you do. You take your half checkpoint and you say How many topics to have left? Typically, it's around three. How much time do I have left? About 20 minutes. Now it's six minutes a topic. Let's get started and I readjust everything I recalibrated. That's how you manage your time and they don't have a clue and say, Well, I'm getting closer now. It's 3/4 time now. We've only got two topics left, and I've only got eight minutes. Well, know each topics. How much? Four minutes. That's how you do this 11. Session 10 Answer Questions: I am so excited about this next topic for two reasons. One, I promised I'd teach it, and I got to tell you this of all the topics I'm teaching, it may not be the most important in the entire world to me, but it's so important to so many people that I teach. It's answering questions, and if you look at this, I have hundreds. I'm serious about this number. I have hundreds of people that talk to me about this, and they say My number one concern. Jason is answering questions, especially new people, because they're afraid of what? What are new people afraid of with answering questions? They won't know the answer. They won't know what they're talking about and even experience people they have a problem to. Since they know so much what ends up happening in their rooms, they get tons of questions. They answer mall, and pretty soon they can't get done. And what's worse, we get the rant. People who just want a rant rant and they got questions about stuff. It's totally off topic. We don't know how to handle it. I've spent years developing what I'm about to show you. I'm going to give you a forced up recipe to answer any question on the planet that works every time. Almost every time. There are times where this won't work and it's called handling distractions. I'm gonna deal with those challenging people. The res enters the experts a quiet types of hecklers and know it alls. All those folks, we're gonna handle those in a minute. But everybody else, this is gonna work for them if you do this right now, before I unveil this to you, I want you to know that there's three things you need to do. When you answer a question, you need to feel them respond to them, and then you need to conclude it. So fielding is the first thing. How do I even field your questions? The first thing I'm going to suggest before I give you the four stop in the field is is this When you answer questions or when you feel questions, you need to look at the Askar the whole time that they ask. Right now, I'm not looking at anyone all the whole time just moving my eyes around. But if somebody asks me a question, I'm going to stop. And I'm gonna look at this person the entire time they ask this question. Why would I do that? Why is this powerful? So I want to show him listening. But what is what is the rest of my body doing? As I'm looking at this person, Did I move my rest of my body? What? Did I move? But look at this person or that person for this person. What in my movie? Moving my head on the swivel. Why do I not want to do this? Is this shuts the whole side of this room down. So I want my body to everybody and I want to look at this person. So the number one step number one rule when you get questions is that you say, What's your question? And you look at the person and you say nothing now, before you, you get the questions. Don't even get people to ask questions. Get a lot of people saying nobody asked questions in my room. Jason, what do I do? What did I say you should do? How do you get them to ask questions? What do you say? Not Do you have any questions? Because there's a yes or no What questions do you haven't? And you want to end Just on what questions do you have? You want to ask one more thing? What questions you have about Topic X? And how many seconds should you wait? Okay, so here's the steps. You finish a cool topic, you say. I just taught you this. This is this. And then you say what questions you have about Topic X and then you stop and you just move your head around confidently and calmly and look in about six seconds, someone will ask a question. And then you look at the person and you say, What's your question? And you Listen, you listen, you listen, You listen and now we're ready for the steps. This is how you respond. And here are the four steps. Step one. I cannot emphasize to you how cool these are and how they took me 10 years to develop and this will work for any question. You get in any situation. First thing you do is you paraphrase the question every time. Now I want to debate this with some people. Some people will say to me seriously, paraphrase every time I disagree. It would say I'm going to give you a lot of reasons right now why you should do this. I don't usually do this much theory, for one thing, but I want you to really understand how important this is. If I paraphrase a question, what's one positive benefit you can tell me? I get it right, which means they feel cared about. What's another one? They know I'm listening. What's another one everyone else can hear? What's another one? It buys time. Has anyone ever watched professional poker players? What did they do if they're really good, when they have a hand that's really good. Do they go? They don't do. They look it and go. But what do most presenters dio They give it away even before they've answered? Barry Bonds said that his father would actually give him the signals of what the pitches were gonna be before he would hit the ball. As he's on deck, his dad would call him up from home and tell him what's gonna come, he'd say. If the picture does this with his bright here, he's going to throw a curveball. There's people who analyse pitchers in baseball and look at their body language and facial expressions for the smallest little things to determine if a fastball or a changeups coming . They do the same thing in poker, and they do the same thing with you. I'll give you an example. The most common thing that presenters do when they know the answer is they don't repeat it . They just answer it immediately. The most common thing they do when they don't know the answer is there repeated. I'm telling you that you need a poker face. You need to repeat everything so that they have no idea what your hand is. You cannot ever let them know that you don't know an answer, and I'm gonna give you a recipe that never will. No one will ever know in your rooms if you follow this recipe whether you know an answer, not ever. You will always look like you know the answer, and you're not gonna be lying to them to do it. And you'll always meet their need. They'll always feel cared about. And you'll always get the answers right is a pretty good hook. Here's how you do it, person says. I'm gonna model By the way, every single one of these things, You should know that. So somebody says to me, All right, here's my question. And I look at them, I stand still. I look at them and I say, It sounds like you're asking Doctor does that right? They say, Yep, That's right. Or they might say, No. No, it's to this and I can OK, it sounds like asking Doctor does that right? And they go, Yes. Now, my next ones optional. You might want to put a star next to number two. Number two is completely optional. It was not gonna make or break you. Number one will. Number one will make or break you, but number two will not. You can thank them. So I might say, Hey, thanks for that question. By the way, what's the reason for this? What was? What's this gonna get me if I say, say thank you for the question. It's gonna buy me more time. What else is going to do? Generates goodwill? Shows them I care. Remember the three things you must do when you answer questions, show you care? Sure. You're gonna meet the need show. You know, the answer. If you hadn't written those down yet, you absolutely should show that you care. Show that you're gonna meet the need show. You know the answer. You must do all three when you answer questions. When I say it sounds like you're asking about that. Is that right? They feel listen to. Thanks for that. I appreciate that question. They feel like I care. And now it's time Teoh. Either answer. Tell them I don't know or punt. I call this give a good answer. Say I don't know or postpone the question. There are only three kinds of questions you will receive ones that you know the answer for . And you should absolutely answer it now because everyone needs to know ones that you do not know the answer. You've never heard of this question, and you should absolutely not answer this now because nobody needs to know this right now. And you've not even researched it. Ones where you absolutely don't know the answer and you were supposed to and you forgot and ones where you It doesn't matter if you know the answer or not, because it's not going to get happening right now because it's not on topic. So what you do here's the three border plates that I have to give a good answer. You bring in everybody else. Remember, if somebody asks a question and everyone needs to know the answer, I don't want to just look at this person. Well, here's the answer. You don't that it does that help? No. Everybody needs to know this. So I'm going to say, Did you all hear that question? Or I might say, Hey, what Tracy brought up is a really good point or whatever I'm gonna do. But I'm gonna bring everybody hate you guys all need to hear this. And where my eyes going to go When I say this, everybody, what most presenters do, their eyes go just to the question. Ask her the whole time. Even during the answer. Stop that. When you answer a question, your eyes or to the person that's that's ants asking Onley until they're done with the question. Once they're done, they're just They're just a messenger now because the whole classes who I'm talking to now , if I don't know the answer and I'm supposed to know, I have to admit that I don't know, but I'm never going to say it. Instead, I'm going to say I have a few thoughts on that, but I want to make sure I get to the exact answer you're looking for. Go ahead and write that down. I'll have an answer for you by the end of the session. Is this a lie? No. I do have a few thoughts on that. Are there, right? I have no idea. But I want him to know I care. I want him to know him to meet the need and that I will have an answer for him. And I, by the way, will research this and get him the right answer. And the 3rd 1 is this. If I'm gonna postpone the question, that means it's out of what? Our scope. I love this, I say. And the first thing I do is say, go ahead and write that down. That shows I care and immediately shows. I'm gonna meet the need. I would have you write it down if I wasn't gonna meet the need. Go ahead and write that down and they're doing something. Which means they're not thinking about how they're gonna argue with me for not answering this right now. And then I say, Let's talk about that at 4 30 for you and anyone else who would like to join us an invitation. Did you notice the word? Let's talk about that to a long time for me to figure out that word. Let's talk about that. It's inviting. And finally, when I'm all done, if I answered the question, I'm going to say, Does that answer a question on Lee of what, though? Only if I think it answered the question. And if I didn't answer the question, I'm going to say, Does that sound okay? But only if I think What if they'll say it's okay if you say to me? Oh, I don't believe this. I don't believe Jason can actually do this. I'm not gonna give you anything in dazzle that I don't do. So we're gonna model this right now. I'm gonna show you all three, and I'm gonna have you guys come up with questions I've never heard off, and I'm gonna show you exactly how to do it. We're gonna start with questions that I know the answer to that are in scope. And then we're gonna do one. That's a question that I don't know the answer to, but I'm supposed to know, and then we're gonna do one where I don't really know the answer or not only No, but it's out of scope. So I'm gonna punch that thing. And you should know that I'm not gonna do these word for word. I like toe wing stuff, but I'm gonna have the exact same feeling no matter what. Let's try it. Somebody asked me a question that I know the answer to. It could be anything about, You know, my new son. That's two weeks old. It could be about rainbows, whatever you want to ask me. But I'm gonna want you to watch what I do. Watch my body language. Watch my tone. Listen to the words I say. Here we go. How much? Here's your new sound Asleep. Ah, so it sounds like you're asking how much trace sleeps every night. Thanks for that. So this is something that everybody needs to know. Trey, my son sleeps about an hour to an hour and 1/2 and then he wakes up and wants to feed again . So we're not getting much sleep is how. Now where were my feet? They stood still the whole time. Where did my eyes look? As soon as I started answering everyone, How did I pull you in? I said, That's something everyone needs to know. And I thanked her shoulder. I cared and we moved on. Let's try another one. Let's do one now where? I don't know the answer, but I have a few thoughts on it, and I'm gonna get back to somebody. And keep in mind that when I do this, I'm still gonna have them write it down because I want to get their mind off of this and knowing that I'm going to meet the need to ask me a question that I have no idea the answer to, and I'm totally supposed to know this Me. So the question is, do I think Michigan is gonna be Wisconsin? Is that right? Well, thanks for that. I have some. I have some thoughts on the Michigan Wisconsin Wisconsin game, but I want to make sure I get exactly what you need to go ahead and write that question down. Let's talk about that at 3 55 for you and anybody else who is interested in the Michigan Wisconsin game. Is that okay? If you want you have a question I don't see right. So how do you know? How do you do that without sort of? So it sounds like you're asking. How do I write questions down that either? I don't know the answer to our I'm gonna point that the person still feels like their need was met. Is that right? Got it. Well, thank you for that. Tell you what. Go ahead and write that down. And at 4 30 you and I'll talk about that for anyone else who wants to know how to write stuff down. As I'm answering questions, we'll cover that for you too. Is that okay? Now? Why would I write it down? By the way, if she if it says I'm supposed to write it down for questions, I don't know. Why would I do that? Until I told her to write down. But it also says that I'm supposed to write it down to right here, postponed the question, go ahead and write that down in princes. It says you write it down also. That's what she's asking about? Why would I write it down Also, cause sometimes I didn't write it down. Other times I wrote it down. When would I write it down? I would have to figure out the answer. There are some questions in this case, the one she asked. I have no idea the answer to that. So I'm gonna answer at 3 55 I better write that down so I can get an answer to her. But the ones where I know the answer The one about Michigan. Wisconsin. I know that answer, but I know the answer, but I'm not gonna answer it right now because it's out of scope. So I'm just gonna have her write it down, and then we're gonna move on. But guess what I'm going to do. At 3 55 Here is the final key to send this home. By the way, this is the 3rd 1 This is how to conclude questions. When you're all done at 3 55 you look at your audience and you say, Do you all remember when I had you write some of those questions down that were asked, I'm going to stick around now for as long as it takes. And you can come up to me for the next five minutes before I have a little longer. This takes for the next five minutes, I'm going to answer all of those questions and anyone who wants to join us can stay. Now the one that I wrote down, I didn't know the answer to that. I'm going to suggest that you have if it's a very important presentation, someone on call for you, and at your very next break, I'm going to be emailing someone, this question so that at 3 55 I can handle it so that no one ever knows that I didn't know . And then at four o'clock after the five minutes of planned time for my questions has been done. I look at my audience and I say, We're out of time. I promised you at four o'clock that we would end. I'm going to do that now, but I'm going to stay up here for any other questions that you have. You can stay in and I'll answer those for anyone else who wants to take off. Go ahead and do that, and I'm gonna stay an answer. Questions for anyone who wants to stay. And the neat thing about this is only the people that want to know the answer are listening . That's the four step method to answering questions. And what are your questions about answering questions? Yes, it turned out, question was, Do I ever find people who are turned off? When I asked them to write the question down? I do not. But some people do. What kind of on arrogant person would say that? Well, the reason I don't have a problem with this is because I've built report. I built a relationship with my audience, and when you build a relationship with a group of people, they'll do things for you. I call it a report withdrawal, and in this case, if I say go ahead, write that down, it's like asking my son to go to sleep. If I have told him stories and give them choices and various other things, he probably will. But if I don't have a good relationship with him, it's possible he won't. Even if I do have a good relationship, he might not, but I have a much better chance of getting people to do things for me in this case, Write something down. If I built a relationship for them, If you ever wondered if you should welcome people before your your presentation, if you should show confidence, avoid nervousness, get people to laugh in a moment. I'm gonna teach you how to do that. Now, you know why? Because you're gonna need to take a withdrawal. In this case, your withdrawal is two point a question. Other questions about answering questions, education in our debris. You told them you have to answer that question. I do not know the no. I want to go right now. You know what? Yep. Exactly the question was, is what if it gets to be 3 55 And you did punch a question that you don't know the answer, and you still don't know? Then you have to admit that you don't know and what you do, you just say it's 3 55 I promised. I get an answer for you. For that, I have an email out to the experts who can give us an exact precise answer for you. Tell you what. Those and you want to know the answer to this, right? Your email down on that piece of paper in the back and I'll send you the answer. There it is. 12. Session 11 Make It Enjoyable: I promised you that I would show you how to make it enjoyable. This is This is one of my favorite parts of the presentation, because it's so much fun. And I want you to notice that I added it to this part because we're now to the point where we got three topics left and it's starting to get to all I'm starting to lose me. So I wanted to put this one right here. I wanted to have fun right now to bring you back. You should do this in your presentations, right About that time where you're gonna really people just start having so much. That's when you start to have fun. And here's the first thing I'm gonna talk about. I'm going to show you how to make people laugh in your audience and how to get them endeared to you when you present. What is the word? Endeared? Teaming If I get you them endeared to you. What does that mean? They like you. I got some news for you. Your audience needs to like you for your presentation to go. Well, some of you. That's disappointing for you. I mean, it was for me I got to be kidding me. Look, I know my content. I got my presentation. I'm not here to build relationships. I'm here to teach people stuff. Well, good luck you when you try to give a presentation and you want people to do things for you . So here's how you do it. You got to make him feel safe, make him feel good and make them laugh. Here's the deal. People don't feel safe with you. Then they won't feel good with you. People don't feel good. They won't laugh. People don't laugh because stuffs funny. They laughed because they're feeling good. People don't feel good if they're not feeling safe. Which means the very first thing you need to do is make people feel safe in. Here's how you do it. There's four things. Four levels. I call them in relationships. There's the cliche level, the smallest level. This is what people do. When you first meet him, I had somebody picked me up to come here and we started off right away with cliches. Yeah, I was the weather. Also. Salzano isn't that great. And we talked about cliches and then we moved on to the next level, which is the fax level. So where you from? I'm from I'm from Madison, Wisconsin. And what's Madison? Well, Madison has this in this, and we talked about some facts. It's not, too. You get to level three that you're gonna get people to laugh with you. It's the feelings level. It's where friendship lives. You must get to the feelings level before you could build relationships. And if you really want to send this home, you got to get to the inclusion level. I call this team level. That's where relationships are built. I'm going to teach you right now how to get to these levels. And I'm going to start with the welcome. When I introduced myself and I say hi, I'm Jason T. Dick. What's your name? What level of my ad Right now, I'm a little bit cliche, but I'm also it facts, right? Yeah. My name is a city. It's a fact. So I'm at level two now. If I say to them, tell me how you spend most of your time. Remember when I told you to do that? What level are we going to now? Probably little fax. But we'll probably get a little feelings, too. Especially when they say, Well, I don't get it on. I say, Tell me about that. They tell me about it. They're gonna start talking about their feelings. I guarantee it. And if they don't, I can get them to do it by coming up here during the intro. Remember the intro? And I say, Hi, I'm Jason T. Dick. And I'm going to teach you how to get your audience to crave your presentations and thank you for them afterwards. If that doesn't strike a feeling with you, I don't know what will because it's happiness, success and freedom. This is why happy successful FreedomWorks? Because I'm striking feelings with you. And when I do that, I can build a relationship with you. I can get friendship going. I love this phrase. You cannot be an effective presenter without the help of your audience. Wow. Changes everything you think about this. So how are you going to get them to this point when I say welcome to dazzle? It's really great to see you guys. Or if I say Hey, thanks for that. I'm starting to get into some feelings when I get people happy. success and free. They're getting into feelings. Let's take a look at another one. If I want to get them to look good, I might give them a credentials. When I say helping other people really makes me feel that I really enjoy helping other people be successful in front of audiences. What level did I just share with you feelings? Every time I do this, I'm starting to build a friendship with my audience, and they're starting to feel what safe now. Now it's time to get them to feel good. And here's how you do it. Each and every one of you were given a personality assessment when you first came to this program. You have this personality assessment right now. I created this personality assessment from scratch, and I did it based on observing presenters. This is a presentation personality profile, and what that means is, if you take this profile, score yourself. Taking about 5 10 minutes to do this, you're gonna find that one of these is you. You're either and inspire an entertainer, an Energizer or a fascinator. Which one do you think I am? I love and asking this to audiences, which one do you think I am? I'm in inspire. If I'm centered, I got a little of all four. Which one are you? Do you notice I broke the pattern by asking you a question about yourself. Which one are you powerful? Are you inspire whichever one you are, you have to show empathy to get to the fourth level. The team level conclusion. Empathy is the only way to do it. How do you do it If you're in inspire you? I tell empathetic stories. I'm gonna give you examples of all of these. You know exactly what I'm talking about when I have spurred started first class room I ever had. I added, but I had a 33 rooms, 38 kids in each room, and I love to the principal. And I said, Hey, I'm going to be a teacher soon. This is about 2022 years ago. It would be a teacher soon, and I'm gonna I love to teach a couple of these kids from each class. I could take some on each room, and then I'll take Class 15 and then you get these down to manageable sizes. That be okay. The principal looks me and says I know your father and he's administrator in the district would be fine. Go and do that. So I go up to the first room and I say, I'll take five year kids now. These kids all flunked math in the previous year and there in summer school. Now they're tough kids as it is, and I ask the teacher to give me five from which one do you think they gave me? You can have him, her, him and him. And then we did it again and again. I get 15 kids, we go up to the room and the first thing I say that the principal says, Hey, this is Mr T Dick first. Remember my name, Mr Cheick, and he says, You listen to this guy. You need to do what he needs to tell you. In 1st 5 minutes of class, a desk flies across the room. Anyway, I could keep going with this story, But you see what I'm doing right now? I'm showing empathy for you and handling challenging people by telling a story. Give you another example. Empathetic modeling. This would entertainers. Do you remember when I just model the three questions. That's what entertainers love to do. They love to model things. I'm not necessarily doing cart wheels up here, but I'm entertaining you by modeling for you exactly what would happen in my room. 3rd 1 Energizer is they give empathetic pep talks. He's the halftime speeches. They're awesome at this. Energize er's can energize you with their pep talks. Which one are you? You need to harness your main one here. If you are an Energizer. That's how you get people to be endeared to you. My wife is this. My wife is an Energizer, and I actually call her up periodically before I go on stage and I say, Hey, just I need you to energize me. I got the inspiration going, but I need I need some energizing right now to get going and she'll she'll give me some confidence. Are you an Energizer? Because if you are, that's what you fascinators. They do research on amazing, amazing things, and then they share them with you. The number one form of communication on the planet is facial expressions, and you cannot fake a smile. That's fascinating. That's what fascinators do. Which one are you Once you do this, they will be endeared to you. Then you make him laugh. You take this personality assessment, you'll know which one you are inspires. Get laughter from humorous stories. Humorous stories. One of my favorite ones is this is a true story, actually. Um, last year I was here. The, uh the the police state. The police station, and armor was robbed. I couldn't believe this. They actually took the police station, was robbed. Who does? Who robs a police station? Okay. Did you guys know this, by the way? This is actually I read this in the paper and I took talk to all my audience members. They said it was robbed. Yeah. Robbed the police station. Where do you think? The next thing they asked me. Waas With what? They taking it so well. They took all the toilet seats that please have nothing to go on. And that's a humorous story. And it only works if people are endeared to me. If nobody likes me, they won't laugh at that. I'll give you another example. Funny groaners. Remember the muffin store? The muffin joke? That's a funny groaner that only works for the energies I can't pull that off. The other one is requested Performances. I actually have a presenter. I know. Quizzes. Hey, if you guys listen this next topic and you do a good job on it, I'll do a back flip for you. And he does? No, they actually begged him to do the back flip. I wouldn't I could never pull this off. I'm just not an entertainer. I'm in inspire. And then finally, the fasteners, they've got this interesting trivia. One of my favorites on this one is something like Thea, did you know that the pupil of the eye expands 45%? We could see something it likes. And my favorite thing to do is go, you guys, eyes are getting bigger in hard day because you're looking at this. I mean, this is an example Notice When I try to be somebody I'm not It doesn't come across quite as well. This is what you need to understand. If you're a fascinator, stop trying to be an entertainer doesn't work. If you're an Energizer, don't try to inspire That's not you. If I'm in inspire I'm not an Energizer just doesn't work for me. It's so important for you to take this personality assessment, find out what you are, and then start to really milk this Really nurture yourself by milking this thing in finding out. If you're a storyteller, where if you like trivia or empathetic pep talks or funny groaners, Which one are you? And then, once you figured this out, try to add a few more components from the other quadrants. But, Stan, you're in your own quadrant. This is one of the coolest things I've ever learned. I actually have a a number of presenters who say to me, Jason, one of the biggest problems I have with my audiences in the number of trainers who say this with their classrooms. They say one of the biggest problems I have is I feel so drained at the end of the day, and I watched them train watch them present, and I discover that the reason they're drained is because they're not being themselves. They're trying to be someone they're not, and it's so draining to not be yourself so drinking. So I'm suggesting to you, take this personality assessment, find out who you are, it'll tell you, and then use some of these tips Watch this over and over because I've modeled all for And then start using that in your presentations to get people endeared you and to get people to laugh at what you say. What questions do you have about making things enjoyable? Yes, you're used your presentation. Just sure. So the question was, Do you ever use laughter at the beginning of your presentation to break the ice? Never. Why? Because people don't laugh until are safe and they're endeared to you and especially safe. And you have to build. I call it credibility. You have to build credibility before you can get laughter. You have to trust you first. And if they don't feel good, they don't trust you. By the way, you save me Well, Jason, I've seen people tell jokes right away and get lots of laughter. They got lucky. They did. They got lucky, and the reason they got lucky is because it just so happened that the whole audience was feeling good at that moment. But I guarantee you that same person if they went into a group of hecklers and Rees enters and talk hogs and quiet types and Drypers in no adults and distracted, inefficient. And that which is, by the way, one of the show you next and they actually stand up and tell a joke. We're gonna crash and burn. They're going to crash and burn. So I recommend. Here's what I recommend for this. Do your welcome time. Do your intro. Do your first topic. Come with your laughter intentionally after that first topic and things have gone well and you can go on intentionally. I get laughter sometimes even before that. But I didn't plan it. I didn't plan it. Is it other questions about making things enjoyable for your audience? I noticed yesterday. Yes, exactly. The question was, is I noticed that when you did press, though, you noticed exactly how many times people after you actually tracking that. The answer is absolutely yes. I want to know if people in my audience are enjoying themselves, because that's going to determine what I do next. If they're starting to have fun, I'm gonna work that one of the coolest things I didn't tell you about making your audience enjoy you in the in. The actual presentation itself is toe work, things that are working, so keep going back to the laughter if you laughed it something I did. I'm gonna keep working that until it fizzles. So let's say I say a joke about a light fixture and everyone thinks that, like, pictures amazingly hill areas in 10 minutes later, maybe an hour later, I'm gonna say, by the way, that light fixture that people keep laughing and I'm gonna keep referencing the light fixture until I get no more laughter and then we'll let that thing go. So, yeah, I definitely want to know if they're laughing, cause I'm gonna harness that stuff for later. 13. Session 12 Handle Distractions: in. Presto. I had a question that somebody said and I get this nearly every time I teach. Presto. They said All this is all great, Jason, But how do you handle those people that stand up and totally make your life difficult? How do you handle the people that complain about your presentations? Just complain about everything and the people that are distracted and gripe about stuff and resent things and all. What do you do? And I said to that person, Watch dazzle. Well, here it is. I'm going to teach you how to handle any disruptions, any apathy and any negativity that comes your way in all of your presentations. And here's how I'm going to do it. I'm gonna start with this table. You all have this. There are four kinds of audience members that will cause distractions or show apathy or really show negativity in your rooms. There's what I call the talk hogs and you should know there's three kinds. You're gonna want to make a note of these three. The experts are the ones that know Aton, but they want everyone else to know they know a ton. The know it alls are the ones that want everyone else to know they know it on, but they don't know a ton. They don't know it. That's why they're called know it alls. They think they know everything, but they don't really know it differently. An expert to know it all is experts actually do know, and no, it alls don't. But they think they dio. And then there's the inter personals, the inner personals of the people that just need to talk toe learn stuff well, and so they're gonna talk like crazy in your room just to learn stuff. I don't I don't condemn them for this. It's totally cool for them to do this, but we still need to handle them. Here's what you do with these people. Here's like intelligent. They do this. They interrupt the presentation by jumping in with questions, comments, conversations at inappropriate times. The first thing you need to know is why these people are doing this. If there are talk, talk, they're looking for one of two things. Attention or power every time. That's what they're looking for. Here's what you do. You're gonna want to reward things when they're doing appropriate behavior. What's inappropriate behavior for a talk hog. Well, maybe raising their hand and then I give them my contact and ask them their question. But if they just blurted out Hey, what about this? I don't I don't talk to them. Ignore that. I wait for them to raise their hands and then I ask another example is I want to show non a non verbal caring for them? What's away nonverbally? I can't say anything to show someone I care. And on my face, what's the most important way on my face to show someone I care about them. The eyes. I can look at them and I can also smile with my eyes. Have you ever heard of this smiling with your eyes? You know these little crinkles you get on your eyes. I'm getting these quite a bit here. It means I smile with my eyes a lot. That's a good thing, actually. Got all this crinkles. That means you have a warm smile. Is that neat? Warm smile. Smile at them with your eyes, especially when you look at them. And how do you do this? Come up with something endearing about this person and use that when you talk to them? Very cool from if they're looking for attention. The reason they're they're talking all the time is they're looking for attention. They just want to feel like you care about them little more than most people do, drawn real knowledge and redirect with rewards. One of the things I want to talk about here is how to redirect with a reward. So if somebody says something that's completely off topic, you can tell them, Hey, tell you what, Let's talk about that. You and I at lunch today. That's the reward. You and I get to have lunch together. If they really want my attention, that will be a reward for them, and I can redirect them with that. If they are a talk hog. And I talked with them at lunch and they talk the whole time and I listen. Chances are what will happen during the presentation. We'll talk last. This is some ideas. Distracted, inefficient. Let me talk about thes thes are the ones that don't pay attention, and then they share completely unrelated, unproductive comments. These are the ones that check emails, smartphones. They're texting during your class. They're just sitting there looking around there completely apathetic. I don't even care about what you're saying. What do you do with these people now? I'm giving you suggestions for entire audience. Literally 5000 people in your room, Some people doing this. This is what you do. You show him what's in it for me. What's in it for me? The delivery balls in the hooks are how you handle this, and the way to do it is to say, Let's say I mean, give me exact example. I look in the back and there's this guy back there is totally checking email. I look over here and there's this woman there that's on the Internet, shopping for shoes, and I look over here and there's two people. They're just doing this. So I look at my audience and I say, Directional, start with a directional. Take a look up here. That's the first step. Take a look up here and that will get some of them. By the way, you should notice if I said look up here. Some of you even know, You know, I'm just modeling. This are like, What's he gonna say? What do you want to do? That action. Then I'm to say to them after I say, Look up here, I'm going to show you right now. I might do this on the fly hook. It's what I call him. I'm going to show you right now how to get anybody toe. Listen to you when you talk. What if my tone do? By the way, right there went down. Did I slow the pace down? And did I use a hook that has feeling happening? Success, Freedom. And now the person that was on the email may come back. The person that was on they may come back there is more than I need to do, though I need to ask engaging questions. Do you remember what the kind of most engaging question is? What was it? The one that you don't know the answer, but you can figure it out. What was that called? Leading questions. Those are the ones to ask to these people. The other thing I'm gonna suggest is to assign them a role. So what I might do is, I might say, 5000 people. I'm not gonna sign somebody a role with unless unless I have to People or three people or 15 people. But there's 5000 might say Hey, everybody, take one minute. Write down your top three things for this topic. Write down your top of things for how you think you could do this. And then what did I say you do? If you haven't write it down, what they have to do, agree? And then we have to What? See if they're right in Bam, then I assign him a Really I say, out of those 5000 people 2500 you are now the re layers Would you come up with and the people who weren't listening? The people who were on Facebook, people who were on the emails, they say to me or they say themselves once was to do something. What I have to do. And the partner was, Hey, you come here in their back Fault finders. There's three kinds Drypers, hecklers and complainers. Their intent on pushing their own agenda expression, concern, red lighting stuff and saying, Yeah, but you ever seen these guys? Oh, they're really rough. They're looking for power. That's all they're looking for. Fault finders air looking for power. Why would someone be looking for power. The reason is because someone took it from them. They Someone took the power from them. They want it back. They're gonna tell you everything that you're doing wrong. Here's what you do with them. You need to establish ground rules in my favorite things to turn the issue back to them. Here's how you do it. Yeah, but what if this happened and how come this doesn't work? And why did you do it this way? And I don't like that. And how come that you look at them? You go tell you what. How did you do this before? What did I came along? Would you guys do then and get them to talk to you by If they're a fault finder, what do they really want? They want you to listen to them. They don't feel powerful. But if there on the podium telling you about what they did, I love this one. Here's a great example of this. Let's say that you're going up on a new system going to go live soon and so he doesn't want to. I don't like this new system that you have. It's totally ridiculous. I don't want to do that and I don't want to be on that new system. Here's what you do. You look at them and you say, Well, tell you what, How did you do this in your old system? And they say to you, Well, we did this this and this and what worked for you there And they say, Well, this with this this worked well, let's leverage that. Let's leverage that and we'll include that will make sure he hit that. By the way, that's a hot button. And then I say, And what was really hard for you in your old system? You think they'll have anything? Oh, yeah, It was really hard for you. And that's a pain point. What's a leverage that to We'll make sure we handle that. We're gonna get rid of that. And now the person who is a fault finder goes having a hard time complaining Now hot buttons and pain points. Last one, the res enters. I'm gonna tell you something. These people make your life the most difficult of everyone up here. They're looking for revenge. Res enters looking for revenge. Seriously, let me give an example of this. I was actually at a presentation and the person walked in to give the presentation and one of the chairs had a note on it. It said, Not happy to be here. That's what it said. And the presenter couldn't believe it. Presented, looked around and try to figure out Why would somebody write this and ended up talking to this person in this guy did not want to be there because look at this. He felt like a prisoner. He had his forced to go. I didn't want to go. He was rude, totally made. That presenter feel insulted, presented works hard to get ready for this totally rooted this guy. Emotions were completely presented, preventing them from constructive learning or listen needed. Anyway. You should know that if someone has a res enter, there's something under the water that's very negative about them that happened to them that's legitimate. And riel, we need to find out what it is. But what they're gonna want to do every time is they're going to want to get you in what I call a power struggle. They're going to say something to you that gets gets it your goat, and you're gonna want to what? You're gonna want to respond. Don't do it. Here's what you do. Instead, you sidestepped the power struggle. You're the worst presenter ever. They might say to you. And here's how you respond. Could be. And then I'm gonna respond with another question. This works for little kids. To your the worst uncle or father ever. Probably so. And then we move on. Why does this work? Why does? Could be You're probably so work. It derails it diffuses. Why that? What does it do That though you're Greek and my green I'm not a green, am I disagree? Not disagree. I'm neutral. So I actually tried this. I've tried this little kids. I tried this with adults. I've tried to see people. They're twice my age and every one of them that's a responsive. They don't know what to say. And then I immediately come with a hot button or pain point or a choice. Do you give him a neutral statement and you follow it up with a choice? I am not gonna learn this and you can't make me Well, it could be. Would you like to learn it today, or would you rather come back in a week. I'm noon. I'm not doing either. Okay, well, I'll talk to, you know, in about a week, See how you're feeling that ultimately you can't own their problems. But you can avoid getting into a power struggle whenever they say something you like. You're the worst presenter ever. They want you to respond with something. What do they want you to say? I want you to argue. And as soon as you argue now, they're ready to throw more daggers. But if you neutralize it with, could be Well, you're terrible. Probably So yeah, but you did this that might that might be so. And then you just keep going. The last thing I'm gonna suggest is logical consequences. But you've got to reestablish the relationship with these people. These are the ones that are hurting the most. These presenters are really hurting underneath. Oh, they've been hurt. And that's why they want revenge. So you need toe. You need to take care of these people the most of all. They're the ones that you're gonna least wanna take care of. But you really need to take care of these people. How do you learn how to take care of these people. Make make it enjoyable. Get endearment from them. Make him laugh at some point. But before you can do that, you gotta identify their what? They're pain points and reestablish their what? They're hot buns. Everything I've taught you today, he's gonna help you with these people. So great. One of the coolest things about dazzle is that you're not only gonna learn how toe handle things in class, you know how to handle things, your audiences. But when you do those things, you're going to avoid a lot of this stuff from happening. 14. Session 13 Close Well: Well, here we are. I actually heard someone in the last break say, Oh, I don't know if I can stay, but I so want to see him close. Well, who said that? Somebody said it. I don't know what he said. It Okay? I want to see him close. Well, well, here's the What I love about this is that you should I wanted to prove that to you cause we actually had someone do. There are people in your room that are just waiting for the last topic. And yet what do people say when they're running out of time? And we might not. You know what? We're running out of time. I'm gonna have to fly through this last topic even worse. What do they say? Oh, yeah. We don't have time. We're gonna have to skip this last time. Imagine if she did this. Imagine if I did this where I was teaching and teaching and teaching and presenting. Presenting also said, Oh, you know what? It's 12. 30. We don't have enough time. We're just gonna have to stop. We're not gonna be able to do this. Last time, she would say, Even if I wowed her the whole time. She would now say, Didn't like that presentation. Wow. So here's what you do. I'm gonna give you the top four things you do to show them first of all, that it was worth their while. You've got to do this right before you finished. You've got to tell them how incredible what they just did with you. Waas. And here's the four ways to do it. You tell them what? How, why and where this information happened for them. What? How? Why and where? Let me give you an example. Watch how easy this is. I click on the agenda. There it is. And I tell you the what? Why and how. Right here. I just taught you 39 ways to make your presentations like the Masters that will engage anyone, even the toughest of audiences, and get them to thank you afterwards. And I modeled everything I suggested you do. I just gave you the what the why and the how right there. And when I'm done with that, I can go. And if you want more information, I click my last slide. You can go there and it will have everything else that you need related to presentations. You need to do the same thing. You need to tell them the show them the agenda slide. Tell them the what the why the how in about 30 seconds or less, And then the very next slide, you say. And here's where you can find more information. And you know what? I oftentimes putting my more information. I put all my notes. You know, people come into presentations. And Jason, you said so much. But there was someone so little on your slide. Where do I find all of the steps that I put a little path to a network location where they can find my notes and they could go back and read, Um, for you? I just have to go to rule the room dot com, and you can watch the silver and over. But for a presentation where I don't have that, that's what I do. Yeah, it's for and for people who don't make it to the they could just read those notes. Remember, I want them to come and see me though. So the North we're gonna have everything Next one address, remaining questions. What did I say you should do. You should save how much time at the end for questions. What did I say? Five minutes for everyone for every hour. That's what you do right now. And you tell them that you're going to meet this. Now you say you guys remember when I told you I'd save time to answer questions? Let's do that. Now. What questions do you have about and what would I insert here? The name of my program, What questions you have about dazzle with secrets of master presenters. And then I'd stop and I'd listen. Now, we're not gonna do that in a moment. But before I do that, I want to show you how they close the whole thing. So I listen. These questions I listen, by the way, when I'm listening, When someone asked Question Where should my eyes be on that person? And when I answered where surmise, be everybody. Do I need to point anything anymore? No, I'm at the end. I answer everything Now answer everything. Now, in the very last thing is, you want to part with warm words so important. Yeah. You want a part with warm words? Here's how you do this. Your tone needs to be warm now, and you absolutely must have a thank you in the end of your presentations. And here's my coolest suggestion about thank you's. If you don't have a reason to thank him, just say thank you. And then it ended. If you do have a reason, find it and saying one of my favorites is Thank you for being such a warm audience. That's one of my favorites, because I really believe that if my audience I have some audiences that aren't warm, they just they just don't want to be there. And, you know, I teach him cool stuff and they learn it. But they're just not warm to me. And other audiences like you are very warm, So I would actually say that to you. So here's how it all looks. I'm gonna put it all together now. I teach the last topic, and then I say, What? Your questions on that last topic you answer and ask him. Ask him, Ask him. Then I look up here and I say, I just taught you how to give ah presentation like the Masters do it, one that will get everyone in your room to thank you. What are your questions about dazzle? And then you ask, Ask, ask and I say and I answer, answer, answer. And then at the end of my five minutes, I say, If anyone else has any more questions, stick around. I'll answer those for you and anyone else who's interested. Otherwise, thank you for being such a warm audience. And then I walk away. And when you walk away, what does that tell them? It's over often times when I do this, I'll get applause and the reason I get the applause. A lot of people say to me, Jason, how do you get the applause? Well, you have to have a good presentation, but if you do have a good presentation, you could still not get applause. And the reason is, nobody knows it's done. You ever seen one of those symphonies where they just kind of keep going? I don't know if I should clap. That's what you gotta do. You gotta let them know you're done. And when you walk away after you give a warm word that was actually sincere, they can't possibly help do this because they know you taught him. You told him you, Todd, um you were warm about it. Sincere about your warmth. And now it's time to clap people. People say this to me all the time. Jason, you given our presentation, people were clapping for you. Why is that happening? Because I closed Well, I answered all their questions. I told him all the things they learned. And if you really want to send this home one last technique it can use, he said, You a quick three question Orel review. Right before you ask for questions, you say OK, tell you what. Before we leave today, let's see if you got this stuff and you ask three questions, what's the number one need of your audience to feel safe? What's the number one fear of your audience looking embarrassed in front of their their their their their peers? Yeah, and what is one way that I can keep the attention of my audience even after I've hooked them and they're starting absurd to lose them? What's one thing I can do? I can introduce mystery. What else can I do? Leading questions. What else can I do? Directional statements, synthesis. And then I look at my audience and they say, Yes, we're getting this stuff. What questions do you in The new thing about that is I proved they're getting it. And then I stop and say what questions you have. And I always ended with this hook, the questions you have about the secrets of master presenters. So I'm gonna do that now. What questions do you have about the secrets to master presenters? Yes. At the end, you put the agenda back Proof of what you cover. Yes. The question was, Do you put the agenda back up at the end? I absolutely do. And I do it when I tell them how, why and what? Because I want them to see one more time. Just how much stuff we got through with an action verb for each. All lesson seven words in each one of them triggers having to success and freedom. I want them to see it. I can actually multiply all these by three and tell you that's how many things I taught you now, too, because age quantities had three bullets under it. You learned 39 ways. 39 ways that are nowhere else other than dazzle to give amazing presentations that get your audience to thank you that Onley master presenters up until now, no. What other questions do you have about dazzle? How long is it typically take for a beginner to get to the point where they can nail all these things? It takes about 90 days, and that's what I'm gonna suggest You do watch this program one time through, just as the learner, and then watch it again and watch what I do now Watch it is the presenter. First learn what I'm telling teaching you. Then watch it again as the presenter. And I'm going to suggest you watch it multiple times and then every day for an hour a day. Make a promise to do this, you know, to start now. But start at some point an hour a day for 90 days. Practice these things I'm giving you start with tone and body language than keeping people engaged and make managing pace and handling the challenging people. And if you do this for 90 days, you will you will become a master presenter. What other questions do you have you when your presentation is here? Every time, so that? Yeah, kind of a road. Wait, So you're asking what do you do if every time you give the presentation your presentation topics? Very. And can you tell me why they Very because the nature of the presentation trading on get it's not. I see. Okay, So the question is, if I have to train multiple topics or have to present multiple topics and every time I teach it, there's something new I have to teach every time there's something added its new What do I do? Then? You need to make sure that your hooks and deliver bles are researched even more than people who don't have that. So even if you have never taught this before, you could go up to somebody. Go. Hey, I'm going to show on this topic where the top of the things you want to know and then get yourself deliverables. It's so important for you as it is for everyone to get the hooks, the deliver, bols and all of the things they're going to say in between handled. Even before you go up there, it'll take some more work. But the dividends that you're going to receive are going to be far outweigh the work that you put it. It's a great investment. Other questions about how toe how to handle any presentation in the way that the masters do it. Yes, here. So was no, it's sure you. So you're asking if I give a presentation multiple times and I have the same person attend multiple sessions? How do I keep it varied for them? What I'm going to suggest you do there? Remember how I said You have practical examples for every single deliverable that you have ? I recommend finding two or three practical examples for each deliverable and rotate those every time you teach it. Because it's not the delivery bols that they don't mind if the deliverables with same everybody wants to always know how to present with your body, that's always there. It's the practical that you want to be different every time, and that's what I do a lot of times with my programs, I'll have a practical for presenters that are very different sometimes in the practical for trainers, because they have different situations, but they both need to present well with their body. What other questions do you have about dazzle secrets? of master presenters. Yes, it's bad end Q and A that is open to everybody, because does that take the energy of the audience down like O que. And I just want to leave, you really feel like, yeah, thank you for that. The question. Was it bad? And with questions, It's opened everybody I recommend right before you handle these questions. Remember, I started with questions, but in about a minute or two, I'm going to say to you, If anybody else has any questions, stick around. I'll answer those. But for everybody else, thank you for coming. I appreciate you being such a warm audience, and then I'll dismiss those people who want to leave and the other ones can stay. And you want to do that at the time when you plan on ending, which in my case, would be after four hours. In your case, it might be after an hour. One thing I wanted to point out to is I had a question. It break about best ways to breathe, and I'm gonna answer that now. I promised that I would remember if I'm gonna If I'm gonna do this stuff, I have to model these things, too. So one of the questions is, Jason, can you give us some techniques at some point during your presentation about how to breathe , and I promised that I would. And when did I wanna my doing this now at the end? Because I wanted to give everybody what they needed, what I wanted to teach first. So breathing techniques. One of my favorite breathing techniques. He has to lay on my back, and the reason for that is it forces your diaphragm to work naturally. And another people, I know what one of the questions was. How do I breathe to overcome nervousness and maybe toe eliminate some of the fear, but also just breathing techniques in general? One of the suggestions I have for breathing is ask yourself, What does your breathing look like when you're the most relaxed? What does it look like? What is their inhaling and exhaling look like? I bet it's not, which is what most people do before a presentation. They take this huge breath and they start doing it over and over. Pretty soon the breath becomes even more nerve wracking and it gets even worse and worse. I don't think that's a good idea. What I recommend doing instead is find a way to get your breathing to the point where it's natural, and one of the best ways to get your breathing natural is to not think about it. And the best way to do that is prior to the presentation. Get laughter because when you laugh, you're gonna settle down a little bit. And how do you do it? Are you the one that gets laughter from what? Talking to other people? Or do you need to be by yourself for a while? If you if you want to breathe sleigh down even if you even if you are breathing heavily, if you lay down eventually it'll stop. Laying down is just a natural way to get your diaphragm to work naturally. So if you think if you have time before your presentation, you might want to do this outside the room you're gonna present. You want to lay down and just breathe a little bit. But also don't worry about your breathing as much as much as you want to try to get yourself to that place where you're reading is normal in oftentimes laughter or people who are comfortable with you are gonna get you there to spend time with her friends spent telling people were uncomfortable with you.