The Ultimate Public Speaking Course by a TEDx speaker | ELITEx Mentor | Skillshare
Drawer
Search

Playback Speed


  • 0.5x
  • 1x (Normal)
  • 1.25x
  • 1.5x
  • 2x

The Ultimate Public Speaking Course by a TEDx speaker

teacher avatar ELITEx Mentor, High Quality Course for Impactful People

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

    • 1.

      0 How to Improve Public Speaking

      3:18

    • 2.

      Stairs of competence

      4:19

    • 3.

      Personality Tests

      2:44

    • 4.

      How do we discover our passion

      10:58

    • 5.

      Creating a brand name

      11:59

    • 6.

      1 The Definition of Public Speaking

      1:26

    • 7.

      2 3 Reasons on Mastering the Art of Public Speaking

      3:43

    • 8.

      3 7 Key Elements of Amazing Talks

      8:28

    • 9.

      4 4 Public Speaking No No's

      8:17

    • 10.

      5 4 P's of a Successful Speech

      8:19

    • 11.

      6 Different Types of Speeches

      5:10

    • 12.

      7 Preparation for Public Speaking

      11:02

    • 13.

      8 S.M.A.R.T. Speech Preparation

      5:02

    • 14.

      9 Structuring Yourself

      12:22

    • 15.

      10 Memorable Ways to Start Your Presentation

      2:49

    • 16.

      11 7 Best Storytelling Techniques Used by the Best TED Speakers

      5:46

    • 17.

      12 Tips on Using Humor

      5:39

    • 18.

      13 5 Techniques For An Effective Closing

      3:52

    • 19.

      14 Enhancing Your Presentation with Slides & Call to Actions

      4:51

    • 20.

      15 The Guidelines of Putting Slides Together

      2:06

    • 21.

      16 Audio & Visuals

      5:24

    • 22.

      17 Including Call to Actions

      4:02

    • 23.

      18 Stage Fright

      5:13

    • 24.

      19 Common Misconceptions of Public Speaking

      3:35

    • 25.

      20 Transforming Fear into Confidence & Excitement

      2:38

    • 26.

      21 Q&A Request: How I Got on the TEDx Stage?

      7:21

    • 27.

      22 Appearance

      9:17

    • 28.

      23 Basic Grooming

      3:21

    • 29.

      Introduction to QnA Workshops

      2:23

    • 30.

      Event Marketing to 1000 people

      36:32

    • 31.

      How to market a book on social media

      24:21

    • 32.

      One key fan or Avatar Discovery

      35:48

    • 33.

      Lead Gen with zero budget

      31:25

    • 34.

      Course Outro

      1:40

  • --
  • Beginner level
  • Intermediate level
  • Advanced level
  • All levels

Community Generated

The level is determined by a majority opinion of students who have reviewed this class. The teacher's recommendation is shown until at least 5 student responses are collected.

196

Students

1

Projects

About This Class

Very unique is that we update our mini-course every couple of weeks, and host online workshops, so the value of the course grows exponentially for users who stay longer.

--Certification for people who finish this course included--

--Coming from a team working with clients from Silicon Valley to Amsterdam--

--Personal questions are encouraged and included our support staff is available 7 days a week--

Do you believe in making a real positive impact on people?

In this course, we look at the fundamentals of your presentation skills that are required to begin as a public speaker. We'll also encourage you to look into exploring public speaking as a way of acquisition if you're a small business owner. And how you can use this skill to start an organic lead generation cycle.

We'll be diving deeper into strategies that have allowed us to speak at countless conferences, and what it's like to host and keynote a 1000+ visitor conference.

As well as getting invited at events like TEDx and Google to speak at. This course will focus on a great fundamentals overview of different ways to start your and grow your career as a public speaker. We will include case studies and step by step walkthroughs so you can start with confidence in your personal branding career.

Do you want access to a world-class team of people who are grinding every day and have won awards been featured at TEDx, Google, and many more conferences?

In this course, our focus is on you. We are daily practitioners giving you answers when you ask them in the QnA. Making sure you get the most cutting-edge advice out there.

Are we the real deal?

Please check out the video testimonials from our executive clients who run 7+ figure businesses, as well as students of this course who have won our monthly 1 on 1 coaching giveaway.  And previews of speeches we were invited to speak, like TEDx or Google Startupgrind.

These principles we're about to teach you are based on our very own blueprint and have been featured on TEDx, Google StartupGrind, and many more...

Outside of using these principles to help others, we also use them daily on our own team of over 50+ people, and they have been proven to work with the most diverse from small startup team leaders to large corporates C-suite level people, who have dealt with all the struggles you can have in leadership and public speaking.

If you've ever struggled with getting invited to speak at major events or convincing people that you do have the skills to speak at a major event, and if you're instead looking to stop convincing your potential clients that you have a high-quality message to convey. Then you'll definitely love having access to our team and these strategies.

We're practitioners, that's why we can provide real use cases, 24/7 support, and a certification from an organization that has delivered thousands of trainings to corporate organizations worldwide.

This specific ELITEx Public Speaking course is approx. 4-5 hours and more heavily focused on getting you up and running. In this course, we will be focused on:

  1. Fundamentals

  2. Presentation skills

  3. Behind-the-scenes

  4. How we got on big stages

  5. How we market and sell books

  6. Basics of starting your own event to speak at

  7. Important templates, messages, and more...

  8. Expert interviews (From Startup Entrepreneurs with 1 million + clients to Former executives at Google, as well as some surprise marketing champions and global corporates)

You can request new topics once inside the course. So make sure to stay engaged once inside, asking questions, doing the projects and getting feedback is half the course experience.

...

THIS IS FOR PEOPLE WHO ARE INTERESTED IN:

  • Public speaking

  • Improving your presentation skills

  • Getting more organic leads in as a business owner

  • Gaining access to a support team that answers questions and has expertise in this topic

  • Public speaking topics that gain attention

  • Social media Content strategies for public speakers

  • Starting with public speaking by learning the fundamentals of each strategy and how to structure your speech

  • Structuring group sessions

  • Business owners who are starting with public speaking and want a more organic way of attracting leads

  • How to guide your team to become better public speakers

  • How to guide and facilitate your team to a certain goal with motivating speech

  • A great new way to create additional revenue and give yourself more credibility

  • Great step-by-step process and history to explain organic lead generation better to beginners

DO NOT WATCH THIS COURSE IF:

  • Only parts of this course may be relevant for you if you are a professional Chief Executive Officer or doing 7 figure sales and up. For that, you'll need our more in-depth courses.

  • This course is heavily focused on attracting what you need to get started or improve your basic teachings. You need to be comfortable with advertising and putting yourself in the digital world with your brand to people on the internet to accomplish this.

Even if you are a beginner or advanced, our entire team is here to answer your questions, so if you have a unique situation, getting this course is a cheaper way to get access to us.

Extra 3+ hour Expert interviews included.

* And a ton of extras, QnA's, Free update videos, More content, more expert interviews ...

A BRAND NEW WAY TO DO IMPACTFUL PUBLIC SPEAKING AND PRESENTATIONS!

Do you also find it extremely difficult to focus and stay in the moment – where you are actually not stressing about how to build your speeches?

I mean let's be honest, most of us get excited when we're asked to be a keynote speaker, yet we still start stressing once we have to actually start building that speech.

For the first time ever, as ELITEx, we’re launching the ultimate online course that can guide you through that journey, with a customer support that answers within 24 hours.

We’ll be teaching you how we came up with our teachings through countless interactions with our clients from all over the world, from Silicon Valley to Amsterdam, and how we scaled it within our organization of over 50+ people. The best thing is that you can have zero experience starting out and we'll be able to guide you through the essential strategies of sales.

IS THIS PERFECT FOR YOU?

This is perfect for you if you’re a business owner, freelancer, or student that is looking to create a career path and wants to learn proven strategies and practices... Whether you're a beginner or seasoned public speaker we'll cover the basics of lead generation in this course.

Our practices have been featured in small rooms as well as in front of global audiences with thousands of people at our events.

GET READY!

If you ever wondered how to start your public speaking career or explain certain practices to your team… but the only thing stopping you is the experience or lack of resources, then this course will be worth it to you.

...

LEARN

Our learning platform is updated monthly with new videos. If there is a certain topic you want to know about, please request this by asking us a question on the Platform. Our support and instructor team answer quickly.

Of course, the practical experience is half the work. That’s why we also invite you to our virtual job shadows, and any of our events, to really get practical with everything you learn. That's right, free access giveaways to our members to visit a live event.

CULTURE

We invest highly in the community culture, with live events, meetups, feedback Fridays, and collaborations. It is our everyday mission to create a creative, safe, and fun environment to thrive in.

...

ABOUT US

The ELITEx Program is a private online training community founded in 2018.

It’s the ultimate online school for impact creators, designed to teach you how to build and scale any skill that has the potential to bring good into the world and impact human lives, even if you have no idea where to start or you have no technical skills or knowledge.

Each year we have thousands of new people from all around the world enter our online training programs, and live events and I want to make sure that you can make an informed and educated decision on whether the ELITEx Program is right for you.

What people say about our live in-person events

“The event was fun, energetic, and inspiring… Thank you so much team, keep doing what you do, and stay in the core of all this energy.”

“This Event really opens up the calendar... I think it’s a win-win situation. I’ll definitely be inviting other partners to join the event as well.”

“What I really liked at this event is that it’s about giving back… You can be successful. But you can have even more success if you’re in an inspiring environment and today was all about that!”

“I think this event is one of those potential partnerships where you can get a lot of value out of it.
Thank you so much for having us and helping us with the preparations… It was really joyful to be here!”

“The giving back concept of the event as well as the people making impact is what I love. I think this is the start of a great initiative… Initiatives like this should be started in other places as well.”

“Empowering, inspiring, and connecting with other people...”

Meet Your Teacher

Teacher Profile Image

ELITEx Mentor

High Quality Course for Impactful People

Teacher

At ELITEx we provide High-Quality courses for Impactful Creators.

See full profile

Level: All Levels

Class Ratings

Expectations Met?
    Exceeded!
  • 0%
  • Yes
  • 0%
  • Somewhat
  • 0%
  • Not really
  • 0%

Why Join Skillshare?

Take award-winning Skillshare Original Classes

Each class has short lessons, hands-on projects

Your membership supports Skillshare teachers

Learn From Anywhere

Take classes on the go with the Skillshare app. Stream or download to watch on the plane, the subway, or wherever you learn best.

Transcripts

1. 0 How to Improve Public Speaking: I am lover Kramer and my team and I will be your mentor in this course. If you ask most people, they'll probably say they don't feel comfortable speaking in public. I was like that too. Through this course, we will be teaching you how to improve these skills and speak confidently and in front of a live audience, small or even bigger than a thousand people, whether you're a small business owner, a student, or an employee, you'll learn how to use words to inform, persuade, educate, an, even entertain. What will you get in this course? In short, we'll go over the basic fundamentals, everything that you will need if you are really afraid of speaking, if you have some intermediate experience, we will cover what it takes to speak to groups myself as a Train, the Trainer, facilitator. I've organized different types of public speaking and trained people and certified people on different types of facilitating coaching, speaking, and many more types of communicating. In the last six years, I've been traveling around Europe, mostly facilitating these train the trainer sessions so that the next generation of facilitators, trainers and speakers could further their knowledge, improved some of the organizations that I've been a part of. Now these train the trainers that I usually facilitate our five-day conferences jam-packed from eight in the morning till ten in the evening with exercises and hourly workshops. I cannot cover all of them, but I will cover the most essential ones that will get you started. If you have a team that you need to lead, a virtual team that you need to motivate, as well as if you want to pursue a career in public speaking. Not only will I give you the fundamentals of what it takes to be a good communicator with large crowds and create emotional connections. I will also cover what it takes to fully guide an emotional leadership experience for small groups, which is sometimes even tougher and speaking in front of thousands of people, we will cover some stories and some case studies that I've gone through as a speaker and over 20 countries and twice on TED X and Google and many other organizations. But mostly this course is about you and making sure that whatever you do is putting the people they used speak to first because that at the end of the day is what matters. If I could give you one tip that could summarize this entire course. It's just care about people. If you care enough about people, it doesn't matter which technique you're using, which intricacies you're going deeper into what type of facilitation or coaching you choose to implement in your sessions. As long as you care, you'll most of the time hit the goal of your session and I'm already giving away one of the most valuable things that you're going to learn, which is fitting up goals and hitting them while implementing different techniques. Whether you're a facilitator, coach, trainer, or public speaker, which at the end of the day is a different technique for speaking in front of groups. 2. Stairs of competence: Hi there and welcome to new video. This is an important one for the entire category because you need to understand where you are in the stairs of competence in order to learn skills, the best way, we're going to be covering four of them and four of these levels so that you understand what you need to do at each level. Level one, unconscious incompetence. This means you don't know, they, you don't know something. At this level, you are blissfully ignorant. You have a complete lack of knowledge and skills in the subject in question, and you're unaware of this lack of skill. This is also the face where people are extremely confident, even though they completely don't know that they don't understand things. Good analogy that I always use as I do martial arts is Brazilian jujitsu resume. Jujitsu has been proven to be one of the strongest in the Ultimate Fighting Championships all the way in the beginning when it first started when he was picked up against all these other martial arts. The reason why is because it was a very smart martial arts. And so a lot of people would think if you are Braun year and stronger, you'd be able to beat someone. And here comes this Brazilian Jujitsu. And he was just pretty much learning a craft like chess and getting people that were twice his size and actually beating them without hurting anybody, which is why I liked that sport. So when you enter that sport, you enter as a wide belt thinking that if you are bigger, you'd be able to beat someone up until the point where a 15-year-old can just take you and completely neutralize you. So that is a great analogy for unconscious incompetence level to conscious incompetence. You are now aware that you don't know or are incompetent at something. At this level though, you find that there are skills you need to learn and you may be shocked to discover that there are others who are much more competent than you. As you realize that your abilities limited your confidence drops all lot. You go through and uncomfortable period as you learn these new skills when others are much more competent and successful than you. Again, when you take this analogy into sports or business or sales, this is when the white belt starts realizing that he or she doesn't understand what is happening exactly in the context of sales or business. This would be your first day at the company thinking that you have a great career behind you. So you might know exactly how to do something, but yet on that first day you realize that that company is doing something completely different and you have to learn a whole new skill all over again. The next step is level three conscious competence. This is where you develop a skill in that area, but you still have to think about it. At this level, you acquired a new skills and knowledge. You put your learning into practice and you actually start gaining confidence here in carrying out the tasks or jobs involved. The beauty of this level is that you are actually aware of your new skills and work on actually refining them. You're still concentrating on the performance of these activities. But as you get more practice and experience, these become increasingly automatic, which brings us to the next level. Level for unconscious competence. You are a good edit. It comes naturally to you debts. What is associated to this stair level? At this level, your new skills become habits and you perform the task without conscious effort, just like driving a bike or driving a car. And you do it with automatic ease, this is the peak of your confidence and ability. And obviously, of course, when you've actually mastered the skill and are ready to move on to the next level. Those were the four levels that you can go through in the stair, self competence, hope you enjoyed this. Try to look at where you are from that perspective and then continue through the exercises of this category. And hopefully this video has helped you. I'll see you in the next one. 3. Personality Tests: Welcome to the next video and here we will be talking about why it's essential to know yourself. Now this is gonna be a really short introductory type video. Because as you move on into the next category, it will be very, very important that you test yourself, have some awareness about your strengths and weaknesses, as well as where your aspirations fly. Now very important is to do some type of online tests. In the meantime, that can give you indications. Of course, if you have access to proper psychological tests, I do advice, dose. I actually studied psychology and have a background in it. The best and most agreed upon by academics test is the big five. Of course it has its flaws as well. And even their percentage wise, it won't cover everything. But again, they might give you these tests indications as to who you are and how you react and what your pitfalls, weaknesses and strengths are. So before the Big Five, there was the pen model for really easy and quick questionnaires. I still tend to use depend model. It's a bit less accurate but also less complicated than the big five. And of course, you might have heard about tests like the Myers-Briggs d's are not completely upon and greet by academics, mostly because it misses the neurotic personality type. But again, these could be giving you indications by your strengths and weaknesses. If you look up things like Myers-Briggs and you do those tests and they're really quick, easy tests. And if you resonate with it, you might actually resonate with things that might happen for you in your career, in your love life, stuff like that. These are just essential for you when you actually start doing the exercises in this category. That's why I would really appreciate if you take your time, maybe we would have partner go through the tests and then afterwards ask your friend or partner if you actually are this personality type or not. Again, research to test that you like. But I would say in order of accessibility and obviously validity, the Big Five is always number one, if you cannot really access or it's too complex to access, depend model is good one. And Myers-Briggs is something to explore as well. Because it can push you into the right direction. Of course, if you want a proper personality tests, it's always good to go to Psychology Center and do dose. But again, I don't advise it because for the purposes of this course, DC-3 and probably the Myers break-even, even though it is considered to be kind of pseudo science, will be more than enough to give you the indications to where you are going with this category. With that being said, I'll see you in the next video. 4. How do we discover our passion: Hi there and welcome to the next video where we will be covering on how you can discover your passions. This is a foundational video that will set out the entire course for you as well as your career. Because if you are schooling yourself or educating yourself in the wrong thing, you will not last and we'll make it. However, if you do discover your passion, you might last quite long in your industry. And eventually if you do last long enough in your industry, you might become quite successful. Now this video is all about how we discover our passions. Now you might have heard of the saying, money makes the world go around, money, money, money. Unfortunately, statistics show that this is still probably the main motivation of many entrepreneurs. A lot of people go into business for one reason to make money. However, according to British business magnets Richard Branson, it isn't actually a good idea if this is your main reason, your business or your job career is likely to fail. On the other hand, if you are dedicated and passionate about a particular fields, that energy can be highly influential. Not only does it inspire the people who work for you, but your audience also catches onto it. When you believe in something, the force of your convictions will spark other people's interests and motivate them to help you achieve your goals. Are you still interested in establishing your own startup or entering into the tech sector? Well, if you are, you'll have to figure out what makes you take. You're going to travel through time, revisit your past to reflect on the present and zoom into the future. Here are some brainstorming ideas. First, reconnect, which are inner child. Kids are always running around with tons of energy and I feel a little envious when I see how excited and hyper naked get. But I remind myself that I was once a kid to try to embrace that inner child within you and release it. The objective here is to rediscover your passion and feel super psyched again, reminisced to your childhood days. What were your childhood aspirations when you were ten years old? What did you tell everyone you are going to be what were your favorite activities and hobbies? What did you spend most of your time doing? Remind yourself about who you were as a child and that you are actually the same person. Now, you're still curious, playful, and spontaneous. Grab a pen and a paper, write down all these memories from your childhood will give you plenty of ideas. For example, when I was young, my aspirations change them every month. In January, I wanted to be a doctor in February, I want it to be an engineer. In March, I wanted it to be an interior designer. When I look back at these memories, I sort of understand why I didn't only have one aspiration because I liked so many things. And to this day I still like all these things. I regularly read about health and technical stuff. My friends like to tease me and call me the Google doctor, or in my spare time you'll see me pinning nice interiors on Pinterest. I have an entire collection of living rooms and game rooms and how to set up my own studios. Even some childhood dreams on how to set up my bedroom that I simply love to look at. Although I didn't end up becoming a doctor or interior designer, I'm still very much interested in the subjects. Who knows I'll start a business in that industry one day. The first step is to brainstorm all these areas of interest. Brainstorm all the things you've liked since you were a young up until now and then slowly dig deeper. Now the next way to brainstorm is to focus on your skills. Everyone is equipped with skills. You may have picked them up over the years, from school or your job, or even from Hobbes. These skills can be divided into two categories, professional skills and personal skills. These are some examples of professional skills. Leadership and management, project management presentations, team-building, critical thinking, research, languages and softwares. And some examples of personal skills. Car maintenance, gardening, first aid and CPR, sports games, art, cooking, plumbing. We have a list of 1800 business niches that you can check out within this course. Look into the skills that you have honed, something that you have good knowledge about. You wouldn't want to step into unknown territories. Choosing an industry where your skills lie will be beneficial if you are skillful in certain areas, it will be easier and more enjoyable to carry out tasks. Keep in mind that you'll be using these skills to be productive. Think about what you're good at and see if you can apply it to a certain expertise. This will give you a rough picture of what you'll be doing on a daily basis. It also shows you which skills are lacking and the type of team you will need to put together. Along the way, you can also pick up new skills that you think will be helpful. There are loads of books and video tutorials available, set aside some time for learning and growth would brings out your emotions in order to be passionate about something you need to care about it. There must be particular issues that bring out your emotions. Whether that emotion is happiness, sadness, or anger. If you need to figure out why you feel a certain way about certain topics. For an instance, when you watch TV or read the news considered times when you felt all of these emotions, perhaps digesting the latest gadgets brings a smile to your face, or hearing about refugees hits a sensitive spotting. You look back at all those times when these emotions converted into actions, or almost did. Did you tell your friends and family about it? Did you start a Facebook group for it? It would be a good idea to make a collection of these feelings and scale-up, be innovative and have a wild imagination. Maybe you figured out a quicker way to get the latest updates on sports. Or it could be that you want to support a cause. Whatever it is, has to be something that ignites your fire. That fire will give you direction and purpose. Now another way to brainstorm is to envision the future. You're not the only one. There were a lot of people out there that don't know where to begin, where to draw inspiration from. Let's take advice from Elon Musk, the CEO of Tesla Motors and SpaceX. He's an incredibly brilliant individuals, some column of genius. Now according to mask, you don't have to change the world. It's good to dream big, but keep it simple. Think about something that will be useful to society, that itself is already good enough. Your idea could be as simple game or improvement in photo-sharing, whatever it is, it must be good for the people. He could either have a high impact on the small number of people or low impact, but on the large group of the population fast-forward 51020 years. And imagine what life will be like, what problems would need solving, focus, and how you could solve these problems. For example, when musculus Twenty-two years old, he thought about problems in these five areas and he felt the urge to solve them. Multi-planetary life was one of them, sustainable energy, genetics, artificial intelligence, and internet. While studying in Stanford, he did not expect to run a company like Tesla or SpaceX. He simply wanted to be useful to civilization. Today. His main objective is to continuously improve technology to make sure that he gets better year after year. Nia acknowledges the fact that it might take a really long time to materialize. But what matters to him is that he's able to make developments and pass it on to the next generation to continue be useful. Try to repeat these two words in your head when going through ideas and problems that need to be solved be useful. You can also check out the interview carried out by Y Combinator with Elon Musk. You can go on YouTube and find it. It's called How to build the future and it's free. Now you're closing in on your passion. What's next? You've gone through a ton of ideas and now you're feeling super optimistic about it. The next step is to take some precautions. Do your homework first, you need to study the market before jumping into it. Try to minimize risks and potential issues. Yes, we're talking here from a startup perspective. But if you're looking to just get a job at a startup, you have to go through the same motions and just align yourself and then get a job at a startup that already does your idea. So as I said before and I'm repeating, tried to minimize those risks and potential issues when you find companies like that. Here are several factors to consider before embarking on an entrepreneurial career or joining some type of tech startup. Marketing. The Internet offers a wide range of tools and services. You could also hire professionals for the launching phase, of course, or you can join a startup that is after the launch phase. You will need to think of the channels you're interested in. Find good opportunities to introduce your product to the market. A good place to start is by browsing events are relevant to your industry. You can mark your calendar at these events, you'll be able to meet the right people, maybe also to find potential jobs. Another thing is audience. Identify a group of people who will benefit from using your product or using the company's products. Knowing your audience will also help you to communicate at a higher level with them. Another one is competition. Keep your friends close and your enemies closer. You can learn a lot from your competition. If you're new in the fields, you can pick up a few tricks from those that have been there and done it tried to figure out their successes and failures. If you notice the things they've done well, you can also run things in a similar way. Another one is identify risks. Risks appear in various forms. It could be financial, legal, or even pandemics drop several scenarios that may likely occur if it is a risky business, you might want to stop here and think twice. Once you've figured out your business idea and done your research, you're ready to proceed to the next phase. It's time to pour everything into a business plan. And if you are looking for a job at a tech startup and it's time to look over the about section, read everything you can about them so that you can again minimize risks and hopefully have a very good career. I'll see you in the next video. 5. Creating a brand name: Hi there and welcome. In this video we're going to be talking about the eight ways of creating a brand product or business name. Now, turning to another language and making up your own word are just two of them. Essential part of your journey will also be deciding on your brand name. Whatever the most common challenges many startups or any employee that are any tech sector or startup faces are the beginnings of how to create a brand product or maybe a business name that stands out. We live in such a competitive world. So you might think that all the good names have been taken. But don't worry, if you're still trying to figure out the name, let's think of some ways we can come up with one together. Here are some ideas you can use to brainstorm. First, use your own name. Customers like to know that there's a real person behind the business. It immediately offers personal credibility. It's a common practice among businesses in the fashion industry. I've also noticed that many firms use their own names as well. Here are some reasons why it's a good idea to use your own name. First of all, it leverages your reputation. It establishes trust and credibility with potential clients as well as existing clients. Your own name is very unique and different from others and as well in demonstrates passion and commitments. You're not going to place a name on a business or a product that you don't own and belief in. If you think your name sounds nice, go ahead and try it. You could use your family name on its own, your full name, or even the nickname. And if you have partners in the business, you can combine the names of the owners. A lot of law firms do this. Just make sure that the name isn't too long. Keep it simple at one or two words. Some notable examples are Versace in fashion, Kate Spade in fashion, or Deloitte, which is an accounting firm. Now another one, Number two is form acronyms. Now, short, simple and easy to remember, those are acronyms. But the question is, should you abbreviate your brand name or not? There are so many famous brands around us that if taken this path, it's easy to pronounce and it's usually only two or three letters. You form the acronym by taking the first letter of each word. Some notable examples are H&M, Henderson merits, IBM, International Business Machines, CNN, Cable News Network. Although it sounds like an uncomplicated way to come up with a name. You should stay away from forming a long abbreviation. For example, TIAA-CREF stands for Teachers Insurance and annually Association College retirement equities fund. It's way too long. Tried to say it out loud. Does it sound nice? It honestly doesn't even sound like you're speaking English at that point. Other things to note are some pitfalls of using an acronym as your brand name. Usually it's not unique. There are a lot of SEO challenges because people won't type an acronym like that. And another obvious one is it doesn't actually explained what you do. Now number three, self-explanatory names. The best thing about this type of name is that once someone reads it, they instantly know what the businesses about. These names have been around for ages. They are effective in terms of brand positioning. Customers don't have to think twice to identify the products or services to form this type of name for your brand. Think about the main products or services of the company. What are the interesting highlights? And don't forget, the rule of thumb is to always avoid long names. Self-explanatory names are great because of what is being communicated. However, there are also some disadvantages to take note of. First of all, it lacks creativity and it does pose limitations depending on the industry urine such a name could sound quite boring and generic. Besides, there may be limitations in which accompanies all about. For example, let's take a look at Burger King. It has the word burger in its name. So anyone who reads it knows what it serves to focus is on burgers and therefore their brand identity and product offerings might only be limited to this item. Whenever someone says Burger King, burgers automatically pop up in one's head. In the future, if they would like to branch out to other areas, they may face challenges and difficulties. It won't be easy to change the perception that has been strongly tied to their name. Some notable self-explanatory names are of course, started funding event, elite eggs, mentor, Booking.com, PayPal, General Motors. Now another way to shape your brand name is to take a word from the dictionary, browse through the dictionary and choose a word that is relevant to your business is quite similar to self-explanatory names, but it comes with a twist. When customers read the brand name, they will understand the meaning of the word, but it doesn't give the answer away. Often companies choose his direction to illustrate an interesting connection or to be symbolic. According to Wikipedia, Tinder is a GO social networking and online dating application that allows users to anonymously swipe to like or dislike under profiles based on their photos. Maybe a small bio and common interests once to users have matched, they can exchange messages. But what does the word Tinder actually mean? Well. The Merriam Webster Dictionary states at Tinder can be defined as a very flammable substance adaptable for use as kindling. Originally tender was named matchbox. But to founder's decided to go down a different lane. The reason being that this dating app starts the sparks. The app is used to metaphorically start a fire when it comes to romantic relationships. Some notable brand names are taken from the dictionary, polo, Slack, or Telegram. Now another one to shape your brand product or business name is to combine words. Spice it up by using more than one word, creates some sort of pun. The dictionary can come into handy once again, this time you can take two words joined both worlds together and make sure to remove the space between them. There will be a stronger emphasis on the first word. And another thing I often notice is that some brands capitalized the second word as well, like YouTube. But it doesn't mean that you have two. Another thing that you can also try is to take parts of words and joined them together. For example, Microsoft microcomputer, IT software. Some notable combination names are Facebook, WordPress, Airbnb, and many, many others. The next one that you can use is to invent your own name. If you want to be original and create something unheard of, just makes sure that it's catchy. It might prove to be very challenging to find the perfect name. So why not just invent one, perhaps the most unique of all names, these fabrications often sound very distinctive. It's highly advantageous that teas named stand out. Trademarking will not be an issue. However, let's also take note of the downfalls. One of the challenges is that there's no definition assigned to the word. The marketing department might have to spend a lot of bucks and time to develop meaning around the brand name. In many cases, the brand becomes a hit and a dictionary and ducts the invented word into its vocabulary. For example, you will see that Skype is now a word in the dictionary. According to the Cambridge English Dictionary, skype is a brand name for an application for communicating with other people over the Internet using voice or video calls. Examples would be Skype, xerox, Kodak, and so on. Now the next way to shape your brand name, product or business name, ACE to use an animal. Don't want to be so straightforward with the name. Use an animal to symbolize certain qualities of the brand. Animals symbolism has long existed. Idioms have often been associated with animals to describe similarities. I'm sure you've heard of strong as an ox, tall as a giraffe, and quick as a fox. To this day, the Native American people believed that every individual has their very own spirit animal. The same can be applied to brand names, attributing animal-like characteristics your products is also another way to go. A common practice for car companies is the use of animals such as horses and fast cats. These animals illustrates speed is a very simple approach that can be seen in the world's top brands, often accompanying the name would be the animal used in the design of the logo. For examples, things like Jaguar, dove, Puma, and many, many others. So you can probably think of a Ford Mustang, which is Ford, as well as the product name being the stack. Now, the next one is, take a word from another language. Now foreign languages always sound exotic. It's not something you typically hear. The strategy of using a foreign word is to create a foreign perception in the mind of its customers. Just imagine when a person hears the name, there won't be any meaning attached to it. Let's zoom in on Hulu, an American subscription video on demand service. The name derives from the Mandarin language. According to the Hulu blog in Mandarin, Hulu has two interesting meanings, each highly relevant to our mission. The primary meaning interested us because it is used in an ancient Chinese proverb that describes the WHO as a holder of precious things. The secondary meaning is interactive recording. We saw both definitions has appropriate bookends and highly relevant to the mission of Hulu. And that's what Hulu said about that. After going through a long list of names, the team finally settled on Hulu. It was short, fun, easy to pronounce, and didn't have a meaning in the English language. Other examples could be something like Haagen-Dazs, Hulu, Alibaba, and so on. It's always a good idea to have a few names to choose from. Here are some key factors that should be taken into consideration before you finally settle on that one name. First of all, it has to be easy to say in pronounce, easy to remember, it's gonna be a big second to that. Obviously domain availability, we use providers like name cheap where you go and you just type in the domain and see if it's available and how much it would cost. Obviously, you don't want to pay $10 thousand for a domain. If by changing one letter in the word, you could suddenly opened it up to a $7 a year type of domain. So another thing that's very important, and so obviously trademark availability, the way you check those things as you go to the Chamber of Commerce or you go to some European Registry of businesses if you're in Europe, same for America, and so on, depending on which region you're in. And then just check those, you can Google for these registries. The other thing that's very important is it has to stand out from the competition. And it should have no negative connotations, including when translated into the language of a foreign market, because sometimes international scale happens faster than you might think now another thing is no limitations. It should allow you to add new services and products in the future. Once you've chosen your name, makes sure that it can be trademarked or copyrighted. And always remember to keep it simple. And those who were the eight ways that you can create a brand product or business name. I hope it helped you. And with that being said, I'm going to see you in the next video. 6. 1 The Definition of Public Speaking: Let's start with the basic things that you will need to be aware of before you go on your journey as a public speaker. And the first thing that we'll be covering is the definition of public speaking. And the first thing we'll be covering is the question of what is public speaking? If you set a good foundation, a learning experience becomes much better. So let's dive straight into it. Communication is such a big part of our lives. It facilitates the way we build and maintain relationships, influence decisions, and bring about change, which is crucial in any organization, as well as just your personal life. Public speaking is a skill that can be learned with dedication and practice, you'll be able to effectively address a crowd, might be in front of a large audience or just a few friends. It could be just if you're a YouTuber and you just want to speak in front of a camera no matter who the audiences public speaking is your ability to effectively communicate your message across to them. And that's what matters, whether it is virtually like YouTube or the more commonly known way of speaking on big stages at the end of the day, public speaking as a skill encompasses all of those varieties. 7. 2 3 Reasons on Mastering the Art of Public Speaking: When you start your public speaking career, maybe you're forced to as an introvert or maybe you just always want it to be in the spotlight. Several questions tend to pop up. But above all, the one question that I tend to get from introverts, being an introvert myself having had to learn this entire skill, is why they should do it. This video is for you if you are an introvert or a pure just interested why public speaking is so important? So here are three reasons that I'll be sharing with you so that you can master the art of public speaking without being intimidated and enjoying your new-found career. When you hear to work public speaking, you might imagine speaking in front of a large audience and this, it gets you feeling nervous if you're an introvert like me, but it's actually a very sought after skill that could make a huge difference in your life from getting a promotion or winning investors to making sales and motivating change in other people, it's definitely got more pros and cons. So let's dive into the first Pro, which is winning the crowd over when you get the chance to speak in public, if the audience gets to see you live in action, you're able to create a deeper connection with them as you share your experiences, tell your story and inspire them. Every speech has an objective. It may be that you're trying to introduce a product, service, or concepts that you think would be good for the people being able to communicate with them face-to-face also allows for Q&A sessions where you can address any of their concerns. Public speaking allows you to directly influence the audience, which brings me to number two, motivating your audience. Mastering the skill of public speaking will give you the ability to get people to do what you want, whether it's for the good or the bads. Although I am asking you here, please use the skills that you learn for good. At the end of the day, that's what the goal is for us putting out these courses. Either you're pushing them to start something, to stop a habit to achieve a goal, or to fight for a good cause. You're motivating people to take action. As a public speaker, you should be sharing your experiences and techniques that have changed your life through your words. You need to show your passion and drive to inspire them. Next point, providing information, public speaking is a great opportunity to communicate your message. There's so many other methods around, such as social media, ads, email campaigns, and so on. But public speaking is way more impactful because of its physical and personal touch. They might not have ever heard of U or an, a message you're trying to communicate. But if you can get their attention, you'll be able to inform them about who you are and what you're doing. It's your platform to bring about awareness and spark new interests. And just on a personal note, if I look at the last decade of business that I've built, my main charity event and everything in-between. Even though I always wanted to go digital as the team was growing, I was less inclined to go somewhere to do public speaking. Most of the big deals that have made my company have come from public speaking. I was really skeptical once we started hitting 30 employees, that I still should have wasted my time with public speaking. That's how I saw it. The ones that have changed the projectory of my company, Pat always come from public speaking, so it's definitely something I advise if you're a CEO or just in sales or just trying to improve your communication skills and career opportunities. 8. 3 7 Key Elements of Amazing Talks: In this video, we'll be covering the key elements of amazing talks. First content is king. The content of your message has to resonate with the audience. It's something that will spark some interest and motivate them to take action. On top of that, if you create content, make it short and concise. If you talk for very long and share very little, It's not going to come overwhelmed. Maybe you'll hype people up, but at the end of the session, people will look back and not remember a thing. However, if on the other side you share a ton, you sift out and edit a ton from your speech and you create short to-the-point content, you come over much better and in return, you might get more speaking opportunities. The next one is personality and charisma. Be yourself, don't copy others. Be the person that you are with friends. Show people who you are with your great personality, couple it with a ripe Words and Gestures. Great talkers often use their charisma to get attention. Now the truth is that when I first heard this advice of being yourself, it did not help me much being ecological thinker where everything has to be step-by-step. I didn't understand this until after five years of speaking and my first TED speech, I realized that when I over-prepared and read my speech in front of a mirror for a 100 times, which is actually what I did for an entire week before my first speech. I didn't come over as well as when I just walked on stage and talked about my experiences and that's what I started in your standing after that speech. That being yourself meant I stopped preparing any speech because it took so much of my time. And the speeches that followed after that first TEDx speech, which among others was another TED X speech a year later, as well as one where Google invited me to Switzerland and one of their offices to give a speech, every single speech after that bed, I did not prepare and just talked from an experience point of view or just Q&A or just some type of Fireside Chat. Every single talk since then has received better feedback towards me. So it was a very easy turn for me to go from super structured practicing in front of the mirror to pretty much just writing down some headlines and then talking from the heart, being yourself, talk from experience which are friends. If you're not at that stage, you'll probably have to go through what I went through which is practicing everything, writing everything down and recording yourself or doing your speech in front of the mirror. And that's totally fine. Just be aware that being yourself at the end of the day is what matters. And once you feel comfortable getting there, just take that leap and don't worry about what will follow next. Next thing is a strong start. The general rule is that you have ten seconds to make a lasting impression, starts strong and grab their attention immediately, which are first-line. Make sure that the message is clear. Give your audience a reason to listen to you. You could start with an inspiring story, a shocking statistic, or maybe an interesting question in meaningful quote or image just grabbed your attention. If you don't know how to do this, the TED Talks really figured those things out. Just google some of the most popular ones and you'll notice what people do in those first ten seconds. Credibility, always double-check your sources to make sure that they're real. You want your audience to believe everything you say and be on the same pages. You use facts, stories, and personal experiences to support your message. And very important as I get this a lot, during training, the trainers double-check those facts because sometimes they come from somebody who didn't ground themselves in scientific research. And so it just became a very popular hypothesis that wasn't tested and a lot of people just regurgitate. So just double-check where your sources come from. If you find yourself not having any sources because it's something you discovered by personal experience, makes sure to mention those things as well. But even there, I would say just google some research makes sure that your personal experience is also transferable to other people. Effective body language, body language can say a lot about a person. If you're trying to get your message across, make sure that you're portraying confidence, sense, rate, and tall. Make use of the area on stage. Use your body to show your passion and emotion. Now, I will add an extra layer to that for virtual things, things that go on YouTube, pitches and speeches. One of the things that you will notice at startup funding event, which is the event where we allow startups to pitch, is that we have a carpet just like Ted has a carpet. And a lot of these recorded live streamed events have carpets. They're usually these round dots. Now why are they there? Because if you do public speaking in the virtual world, you have people recording you moving too much at that point can result into a very distracting video, which means that your message will not come across. So be aware that if you're pitching in real life, you can be very animated. Of course not too animated, which we'll cover in the future. But you have more freedom to engage and get more emotional, which are audience when things are recorded, you have to limit your movement. Otherwise, it gets too distracting and too much for the camera to follow when you're entertaining movement is good. When we make commercials, we're gonna make sure that the videos are dynamic and trying to invoke a certain emotion. However, when you're imparting knowledge, you want to slow down and make sure that people are able to take notes or remember certain things that you're trying to teach them. Of course too little movement is also not good at that point, you'll be boring, but you definitely need to find the sweet spot where, for instance, what I do, my body does not move, but I do try to move my hands and use more intonation to overcompensate for the lack of movements. Now of course not everybody has a degree in certification and body language and micro-expressions from the center of body language like I do, which took me two years to get. But I would say the main goal is that if you are without cameras, just go animated and try to connect with people. If you know that there's a camera tried to restrict your movements so that the editor is not going to get ****** off issue, which brings me to the next points. Tone of voice, your pace and pitch can make all the difference in delivering your message. Make sure you're not too high pitched or you're not going too fast or too slow, you might be nervous, but try to stay calm and adjust your tone according to the emotions you're trying to express. If you're not sure how to do this, try to check out some of the top comedians in the world, especially the ones that you like because at the end of the day, you have to be yourself, which means that you have a certain style that others might love and others might not like. You're not trying to cater to everybody. You're trying to cater to those that are going to absolutely love you, Just like you absolutely love a certain comedian. Go try and look up that comedian that you like, which resonates with you and see how they use their tone of voice to invoke emotion and just connect the audience and then try to mimic it. At first invoke your own style within your speech and tone of voice. Let's talk about transitions. Your presentation consists of different parts as you're moving from one idea to another, you can use transitions. They can help to divide your information into subsections, connect various points of your top and indicate the different stages of your presentation. Transitions are important because they help to draw attention to that current topic. You can use words such as I will begin by discussing, or now that we have explored the dot, dot dot, I would like to move on to dot, dot, dot, in contrast to my earlier statements concerning moving away from a focus on transitions don't always have to be made using words. There are what you call nonverbal transitions, such as pausing, switching from slide to slide, or presenting a visual aids. Sometimes you might see me do as speech, for instance, at our events or at a TED X where I walk from one side of the carpet to the other side to continue my story. You could also move to a different area of the room or use eye contact to make a transition. But with that being said, I hope these tips have helped you. 9. 4 4 Public Speaking No No's: Now super important as we are covering the basics Let's talk about for public speaking. No knows without further ado, let's jump straight into it. The first one is not knowing who your audiences. This has one of the most common mistakes that I see people make, especially young trainees during a train, the trainer. This is why I've created a Session outline that newbies get to use for this session outline covers at the top the question of who your audience is. It makes you do your homework, find out as much information as possible on who's going to be there. This way you can tailor your message according to the audience so it's more relevant. And I'll give you an example. If you're talking to investors who are 50 plus years old and are very practical numbers oriented. You're not going to be talking to them the same way as you're talking to new entrepreneurs in their 20s who just want stories and a vision and motivation, or maybe a step-by-step play of how to become an entrepreneur. They are two completely different audiences yet you might be pitching the same topic. So super important, know your audience. It's one of the biggest mistakes I see newbies make. The next one is the I dot. When it comes to eye contact, make sure to look around the room and maintain eye contact with each person for one to two seconds. Try not to dart around the room with your eyes. A lack of eye contact could imply this honesty, insecurity, this interest, or even arrogance. And you really don't want that effective eye contact is one of the most important tools. Now when I was starting out my career, it was incredibly hard to maintain eye contact. Some of the tips that I've heard in the last decade of me speaking on stage has been things like the W movements where you start at the top and the left corner. You go down, you go up, you go down and you go up again. That way people feel like you're talking to them. Another thing is for me being an introvert, it was really tough to maintain eye contact. So it actually just look at people's foreheads, which because you're standing far away, almost seems like you're having eye contact without the intensity. I can tell you though that I started with the whole WE Movement and then moved up as I started feeling more comfortable with the forehead looking. And then eventually as I really settled into speaking on stage thing, this was after my 50th public speaking speech or something like that. That's when I started looking people in the eye. And I think the transition that did it for me was having smaller groups that I was catering to for multiple days and then seeing the change in them during these large Train the Trainer conferences. When I transitioned to bigger groups, I felt more connected than my knowledge was something in demand and so it was easier to look people in the eye and see if they were resonating with my message. As I started moving up to bigger groups and creating similar sessions. I mean, at 1, I made 200 people sit in a circle and share emotional stories because that's what that evening was about. It just felt like no matter what the size of the group was, people just want to be heard and they want to feel like you listen to them as well instead of just imparting knowledge. And so after that, I started feeling really comfortable looking people in the eye. And it just seems like a more relaxing speech from there on out. Now another one is distracting mannerisms. There's a long list of mannerisms that will pull away the attention of your audience from you. I am definitely guilty of that, but like I said, you're not going to attract everybody from pacing back and forth, touching your face and hair, putting your hands in your pocket, bobbing your head, the list goes on. These little gestures will distract your audience. I think the biggest one that I had happened when I started to get long hair. I always thought that if I would go on stage, I would take off my button and half long hair. I think I even did that for my first TEDx speech. Now what I realized is that I subconsciously start moving my hand into my hair, I can't stop it. I even tried controlling their body language, prepping for important speeches. And he just, you can't do it sometimes literally the hair goes in front of your eyes. So as I started progressing after that speech, I just stopped doing that. And I kept my hair in a bun so that I could avoid those mannerisms. And I think you can see in subsequent speeches that I and to have my hair in a bond. Now another important one is low energy, and this one tends to be easily solved with tonality in your voice. You've got to show your enthusiasm, show your excitement and interest in the topic. Even if you might feel tired, cover it up and seize the opportunity to deliver that message. I don't usually go for fake it till you make it, but when it comes to energy, I highly advise to do fake it till you make it, your body will change after five minutes of faking enthusiasm, eventually it will give up and start getting excited. Yes, it will deplete you more at the end of the day. But as I mentioned at the beginning, it is. A crucial that you put the well-being of the people that you're speaking in front of your own. Because as a public speaker, you are serving the audience and so their well-being goes above your own, which is why if you don't feel great, but you still decide to go on that stage, you should try to fake it till you make it. At least that's my leadership philosophy and I hope you follow me in that. Now, one of the ones that I tend to get a lot with logical people, especially when I do speeches or train the trainers in Germany, is using too much data. I've been speaking in a lot of countries, but when I tend to get to where I live, Western European countries, this is one of the most common mistakes I tend to see, especially when I travel around in Germany. Of course not everybody, but it tends to be a very common mistake. Don't use too much data. Data supports your credibility, but too much of anything is no good when there's too much data to present the talks and I'm going for far too long and you miss out on making a connection with the audience as your presentation is overloaded with facts and figures. If you lose the audience and opportunity to inspire, we will cover structures of a speech. And what you will notice there is that balance is everything. Data is important, but people can look up data after your speech. There's a reason people ask people to present during public speeches and not just play a video with a bunch of data or some type of webinar that just has a ton of PowerPoint data and infographics. If people ask someone to present it's because they want the most important things summarized and given in a proper way that gives context and meaning. And that's something that beta sometimes it does not provide. So be aware and always look at the goal and your audience when you're presenting. The next thing is a lack of pauses. You might feel nervous, anxious, and a rush of adrenaline. Or you might be paying too much attention to how much time you have, which makes you go through the entire presentation without pausing at all but pause, this will make your speech more powerful. Pauses are very effective in communicating impact. You definitely want to pause before and after you say something very important. After you say something, you want the audience to remember. Always pause when you're transitioning from one subject to another. And also pause between your opening body and closing, just like you build any story, makes sure the pause is there. If you're nervous on a big stage and he struggled with creating pauses, try to incorporate your body to create those passes by walking every other sentence, you will naturally start creating some type of pauses because your body is moving. Let's say you say one paragraph and then you remember during your speech that you need to take two steps to the right. To take those two steps and take a pause, you'll see the effect right away on your audience. 10. 5 4 P's of a Successful Speech: Let's talk about the four P's of a successful speech, planning, preparation, practice, and performance. Let's talk about planning your speech. What is the purpose of your speech, the side on your objectives, and what you're trying to achieve. Do your homework by identifying the audience beforehand. It's also a good idea to know what the venue looks like. The best thing you can do is look up the session outlined. Within a session outline, you covered the most basic things like the goal or sub-goals that you might have, the time that your speech is happening, maybe it's after lunch, so you will need an energizer as well as just the methods that you'll be using. A Session outline really prepares yourself before you get in there, which brings me to preparation. The next step is to add details to your plan. You've figured out what you're speaking for and who will be hearing it. Now it's time to gather the theme, methods and the main points for the theme in one sentence, write down the objective of the speech, the goal of the speech, then list the main points to be covered and arrange them in a logical sequence, preferably with timestamps, the logical sequence should be divided always in separate sections depending on which structure you use. If you're telling a story and you wrote something down, you want an opening, a body, and a conclusion if you're using the format, is the one that I tend to teach, train the trainers for beginners. And you'll be having four sections with a bonus subsection, which the bone is subsection is many watts. Then you go into the why then the Watts with data than the how and then the what-if closing your structure, the opening or introduction is to grab the audience's attention. The first few seconds we'll determine whether your audience accepts your message or not. Keep it short, positive and interesting within the format, that would be the mini watts and the y, you could ask a question or use an inspirational quote or image to kick off the session. As this session flows from the introduction to the body, makes sure that you always stick to your theme and objective. The body should only cover three to four main points. Use stories and examples to keep your audience interested. Try to use humor as well. Remember that the audience also wants to be entertained as you approach the ends, the conclusion should restate the message. The conclusion should always connect back to the opening and summarize the main points. That's why we always have summary videos at the end of each course so that we can make sure that you draw the right learning lessons out of the entire experience. Now the next P is practice, practice. Practice. Practice is very important unless you're a natural speaker, the more you practice and become familiar, which are material, the more confidence you'll have. Keep practicing until the delivery feels natural. Avoid reading and memorizing. Those are usually the worst, always monitored the time you don't want to speak for too long or too short practice in front of family and friends. If you feel like you're disturbing them too much, record yourself on video or maybe join a group like Toastmasters where you can do public speaking in front of groups. The next one is performed with passion. Public speaking is a performance, let's be honest, after planning, preparing, and practicing, the last part is the performance. I call that the cherry on top of the cake. No matter how well-prepared to our always remember to deliver your speech with passion. Without any passion, your audience won't feel anything. Always keep in mind that public speaking has a lot to do with being remembered by the audience. When you show true passion, you can truly blow the audience away. Make sure to communicate your Y as well if you want to perform well, think about the following tips. First of all, own your subject. Really understand it just like I got comfortable after years of speaking and doing business. I just knew my subject so well, which made it easier for me to own my subject. Be enthusiastic and positive. Nobody wants to listen to somebody who's so negative. Be enthusiastic about your topic at the end of the day, it's what you're speaking about. If you're not interested in it anymore, you shouldn't be going out and sharing it. Try to still find the motivation that you had at the beginning when you start it, then establish eye contact. We've covered this already. Either you start with the beginning where you just do a W movement or you just look at somebody's forehead, or you look them right in the eyes for a couple of seconds. Next one is very neglected, and I tend to see this one more when I go to more established speakers who are very, very busy, but it is crucial no matter how successful you are, be well-groomed. When I'm training new trainers, facilitators or speakers, I always use a martial arts experience. The reason in judo or Brazilian jujitsu or karate, you put on your belt before you close the class and say goodbye to your coach is because you want to be respectful for the other person. There's a culture going on right now where people have to feel comfortable themselves. That is a great way, of course for you. But in my philosophy, leadership has always been about serving others. There are a ton of jobs where you don't have to serve others. You can just look out for yourself and make sure that you perform to the upmost of your ability. But I find that to be successful in public speaking, no matter which group you're in front of, you will be in some capacity a leader and in my philosophy, a servant leader, one that actually cares about the people he or she is speaking for. For that you want to be groomed just like in martial arts. You want to be respectful towards the others. You put on your belt. You make sure your acumen always good and then you say goodbye. Being clean and grooming yourself is very important in that optic as it just shows respect to others, then be yourself and say we not cute. If you're on stage constantly saying UUU, it puts the spotlight, of course, on the audience. But one better way is to say, we, as an audience, it will include the audience with you and make them feel more connected. Of course, this depends on the setting, but in most cases when you're trying to establish an emotional connection and you're talking about social stuff or impact stuff saying we can help a lot. Next, involve your audience wherever you can. This one is again, a newbie mistake. A lot of people think that public speaking is all about talking and pushing down knowledge down people's throats. And that could not be further from the truth we will cover, of course, the differences that you can impart knowledge that does not involve only push. It can also involve pool where people discovered themselves. A learning lesson where you can just facilitate or even host a specific session that achieves a certain goal. Although it a host, you are not achieving a goal. You're just hosting a session where people can find out their own learning lessons, but we'll cover that later. Let's dive still into the one that we know about public speaking where you're just imparting knowledge. You can always involve people width interactions. One of the most common ones that I tend to see at conferences is that the audience under their chair tends to have a red and a green piece of paper. And then as the speaker progresses through their speech, he or she can ask questions and then the audience can be involved by raising up red or green. Another one that I recently seen is a bouncy ball microphone where you can literally throw the bouncy ball to people who want to ask questions. So Q and A's could be a great way to involve your audience as well. Then express yourself clearly and use vivid words that way people can remember you. The more clear your words and more visual your stories, the easier it will be to remember and imparts certain wisdom or knowledge to your audience, which brings me to make a favorable and lasting impression. At the end of the day you're there and hopefully you don't want to waste your time. Do you actually want to be remembered? So be aware that that at the end of the day is why you do these things and you put so much effort into it. Hopefully those things have helped you. And if you have any questions, do let me know. 11. 6 Different Types of Speeches: Now let's talk about the different types of speeches. But the first one being informative speech, when your objective is to inform, you're trying to pass on knowledge to the audience on a specific topic. It could be about things, people or places, methods, events or ideas. This is the one that we all know about informing people. Now, the other ones that I want to cover with you are also important to know because it is my way of trying to convince you that we do public speaking no matter whether we want to pursue it as a career or not, we do it in everything almost that we will encounter throughout life though that we're all used to be informative part that is not the only one that you will be using throughout your life, which is why this course in the skills will be so useful for you, which brings me to the next one. The next one is persuasive speech. This type of speech covers various forms, such as sales pitches, debates, and legal battles. You basically want to win the audience over by persuading them. There are three main components to a persuasive speech. If we look back at the origins of this ethos, the credibility of the speaker, logos, the logical appeal to the audience, and pathos, the emotional appeal to the audio instance. If you can cover these three parts, your speech is more likely to be successful in persuading the audience. Now if you are a startup or you're in a sales team, this type is the one that you will be using most often and why this course might be the most valuable for you. But the last one is the one where we're all going to be using public speaking at 1 in their life. And that is special occasions in our lives. So we're going to experience special moments where public speaking will be featured a special occasion speeches are typically shorter than informative and persuasive speeches. They tend to be less than ten minutes long. They also tend to be informal and could be funny or sad. And here are some common examples that you might not think of until you have to do it. First one being an acceptance speech, a eulogy, or a wedding speech. Now, considering this might be new for some of you, for some of course not, but for those that it's new for, I wanted to share some tips for giving a good speech in each one, the tips for giving a good acceptance speech. I'll keep it short and simple show on his gratitude and do your homework and know who you're accepting from, acknowledged everyone that made a contribution and you should not exceed 45 seconds. This is the maximum for the Oscars, and that is good to look up on YouTube if you're practicing those, do not read your speech. And of course, as I keep mentioning, be yourself, if it's your first time being yourself will be a bit harder to do. But as you progress through this course, you will learn new skills and hopefully get more comfortable to being yourself. Next, a funeral is never a happy occasion when those around you are struggling with grief and you've been tasked with giving the eulogy. You should be honoring the deceased and trying to lift everyone's spirits. Here are some tips for debt Intel happy stories go over some fond memories and tell them in a story format that everybody can resonate with. Speak from the heart and don't drag it on, keep it between three to five minutes. Next one is somebody's wedding day. On someone's wedding day, the spotlight is on the bride and the groom, but others are always expected to give a speech. It could be the best man or the father of the bride. Sometimes the bride and groom gives speeches as well. Here are some tips on how to give the best wedding speech effort, which is something that I actually had to do two years ago, write down some notes and avoid private jokes and talking about access. Even though a lot of movies tend to do that, it doesn't come over as fun on the day. Try to include humor and get the crowd to laugh. This is where talking with other friends and testing your material like a stand-up comedian would do, would be a value for you, Kel, also an emotional story and bring the crowd two tiers, if you can, at the end, raise a toast and check that everyone's glasses or full before you do that. So before you say raise your glasses, you could say, try to fill up your glasses now because I would like to raise a toast and then progress with a couple of sentences and then raise the classes. Hopefully in this short video, I've shown you that there are different types of speeches that might be relevant for if you want to learn about public speaking. Because at the end of the day we will all be using it no matter if we just want to inform people or for using it in our jobs or who knows, maybe you don't use it. And then eventually a wedding day or a family member, or you're becoming a best man or woman, I suddenly you will have to speak for the first time in front of a group. Hopefully these tips have helped you. If you have any questions, do let me know. 12. 7 Preparation for Public Speaking: Hi there and welcome to the section for preparation. Preparation is powerful. You might feel nervous when you hear the words public speaking, especially if you're not used to it, depending on your jobs go public speaking might be a big part of it. As entrepreneurs and leaders, you're going to be giving a lot of speeches, even if you're just part of a business and you're going up the ranks, you're gonna do public speeches a lot. You can either continue feeling uncomfortable or prepare well so you can deliver a good presentation or speech, and that's what this section is about. So without further ado, let's go over the first thing that is crucial for your preparation. Who is the audience? One of the most common mistakes I see, which I've said already before is this. Most people communicate without a sense of direction. Too often our speeches are prepared by writing scripts, building decks, or by listing points. When we do this, we're forgetting about who the audience is and what they'll be getting from our communication when what you're speaking about doesn't resonate with the audience, they won't understand what you're trying to say, or they might not even care about anything that you're presenting. You've gotta know your audience, not just demographic information such as gender, occupation, nationality. At a deeper level, think about these following two things. What are their goals not your goals, and how do they make decisions? How can you truly understand their goals? Well, think about these questions. Why are they making the effort to listen to me? What do they hope to gain from this speech? And what can I do or say to meet their expectations? How do you understand how your audience makes decisions to persuade someone you need to know the kind of information they need when it comes to decision-making. For example, if you're looking to buy a new laptop, information such as the price will help you make a decision in terms of your audience, you need to find this type of information. What will lead them to make that desired action? Now another thing you want to ask yourself is what is the main goal or objective of the speech? This one is crucial and it took me two years of public speaking. Maybe I was probably hitting my 50th speech and I finally started understanding that the goal is almost one of the most important things you can learn in your career of public speaking. Some questions you want to ask yourself is, what do you want to achieve? Which are speech? What do you want your audience to do, and what's your message? These are some of the questions that you need to ask yourself before writing the scripts when we create session outlines, one of the main thing we discuss is the goal. What are we trying to achieve by giving this public speech? Sometimes you sit down with the conference manager another time. It could be the agenda manager or if somebody's paying you, maybe it's just the organizer of the event. You're asking basic questions of what are we all trying to achieve? What do we want our audience to leave with when you have your main goal? You might also want to ask yourself the sub-goal. This is again, something I had to discover down the line looking back now it's very obvious, but it's the sub-goal is also important because sometimes you may want to achieve that they understand a certain principle of how to structure a public speech. But a sub-goal could be also that they understand the importance of always having a goal. So even though the organizer once a very practical solution which is understanding how to structure, you also want to add maybe a story that achieves your subgoal, that gives you the example of what a main goal is and what a sub-goal is. Not always will you have a sub-goal? But I would say in almost all of my speeches nowadays, I went, I fill out my Session outline, always have a mingle and then double-check that I could incorporate a really fun or entertaining sub-goal that could get them closer to that first main goal. That's why it's called a subgoal. It's always serving the main goal and emphasizing the main goal to achieve results that you laid out in the beginning. Now the next thing you want to discuss is how will the speech be delivered? You have many methods that we will of course cover. We will explain them by sharing some of these examples that I've used, but also many that I've met throughout my career in many conferences, having seen others deliver them as well. But let's stick with the four basic methods. Some methods that you can deliver, you can do in manuscript. You can memorize it. You can go impromptu, spontaneous, and extemporaneous. Each one has a purpose. Let's cover the manuscript, the speeches written and speaker reads to the audience word by word. You'll often see this during news broadcasts. Tv anchors usually read a teleprompter that is attached to the cameras so their eyes are looking into the camera as they read. I highly advise that if you're recording a course, you also do teleprompter. The reason we do teleprompter is, for instance, which actually is not always the case. But the reason we do teleprompter is in most of the cases is because we can create a script that is fully sifted through and all the fluff is cut out. So instead of having a 20 or 30 minute video, you end up with a five-minutes, almost the same type of content and knowledge video. But it doesn't waste anybody's time. Now, not always. Can you share everything in the script? So some other ways that we've been doing our scripts as well throughout our courses is that we just have bullet points and I'm just drawing from my experience. Of course it's a camera. I always keep looking into the camera, but things like that we'll cover when we get to things like how to flog and how to look into the camera in a natural way. The next one is memorized. This speech is when the words are memorized and recited to the audience these days, this is not so common anymore. Instead, the preference is given to using main points and having a less formal format. But I once met a guy that was extremely experienced. He was hosting one of the conferences that I was a speaker at. What he did on the closing session completely changed my mind about both manuscripts as well as memorize speeches for the closing ceremony. He wrote down a five-page manuscript that he mostly memorized, but of course also read in some parts, and he added some music to that. And of course, the sessions venue was decorated in such a way that symbolized the emotional relevance of the whole experience. And so as the music progressed, he was sometimes reading, sometimes talking for memory of what he had written down. And of course, it was very emotional at the end and people loved it. Sometimes when you've properly created a space, you've posted something, you can combine all of these methods. There isn't a good way or bad way. Everybody has a certain style, but that brings me to the next part which is impromptu. By definition, impromptu is an act done without planning or rehearsing the complete opposite. In other words, it's made up on the spot. The speeches that often fall into this category are ceremonial toasts, saying grace before a meal, giving an introduction, and so on. It's not incorrect to prepare for these occasions either, but there are times when you have to give a speech without any preparation. Impromptu speeches are usually short and unexpected. There are no rules for this type of speech, and usually they are given by people who are quite extroverted and loved talking in front of people. The next one is extemporaneous. This style is a combination of the memorized and impromptu delivery. This is the style of most speakers today. You won't have the whole speech written down, but you'll have keynotes for reference, the preparation than rehearsal will focus on keywords and phrases that have the most effect in a way it is memorized because the words and phrases have been chosen before the delivery. The structure has also been planned, but there's flexibility in terms of improvising on the day itself. The speaker might want to refer to someone in the audience or bring up what was in the headlines today. Now, I get a ton of questions regarding my style. And as I've covered in previous videos in the beginning, it was very memorized. For instance, my first TEDx speech, I looked into the mirror a 100 times and kept redoing my speech, making sure that I got the body language right as well as the entire speech without stumbling. Since that speech, I promised myself not to do that again because it influenced my business that week. I couldn't do anything project wise because I was focused on the speech, which at the end of the day did not matter that much. If you look at the grand scheme of what I was doing with my business, I think looking back, I just put in a lot of value because it was my first TEDx speech and at the time it was a really cool thing to do. Looking back, it's definitely not worth it. Focus on your business and just keep growing. If you're presented with those opportunities, definitely take them but don't over prepare for them. And so nowadays, when I answered that question is I am completely on the other side. I do not prepare at all. That was actually a rule I made myself after that speech where I would not prepare at all for speech and see what happens. And so every single speech since then has always been an interaction. I would get on stage and I would ask the people what they want to hear from me. I would write it down on a board and then I would just start talking about it in a way, Of course, there were keywords, but those keywords were given to me by an audience. So everything was very spontaneous and I was just sharing my experiences as well as my opinions about certain of these Questions are keywords that my audience gave to me. Hopefully that answers it. And it also shows you what somebody who has a little bit of more experience does when they are presented with paid gigs or what somebody does when he has experienced like me and of course also gets paid for that experience. I legitimately do not prepare even for big speeches where you can get paid five figures. Plus I again made that rule for myself. That might not be perfect for you, but for me that's my rule. I do not prepare everything comes from the audience and from my history. And somehow it seems to work for me. But the most important is that you figure out what works for you by doing a lot of public speeches. That being said, if you have any questions, do let me know. 13. 8 S.M.A.R.T. Speech Preparation: Let's talk about smart speech preparation. Smart is an acronym that stands for specific, measurable, achievable, relevant, and time-bound. You might have heard this theory as it's commonly used in different areas. In, originated in 1981 when George T Doron wrote the article, there's ASM ARP way to write management's goals and objectives. Specific being first you have to think about the objective of your speech and it has to be specific with details. I would recommend making a list of at least five specific goals. For example, if your objective is to connect with the audience, your goal could be something like make better eye contact with my audiences members. Develop a smooth flow from beginning to end. Use pauses, reduced fillers speak loud and clear, but you mix up the volume according to the contents. Once you have this list, it will help you to measure and see if you achieve your objectives are measurable. If your goals are specific, it will be easier to measure them. Most of your goals can be measured by recording yourself delivering the presentation and then replaying it so you can assess your own performance just like I did all the way in the beginning of my journey. Don't just do this once you should do it a few times. Sometimes it's good to get feedback from people close to you and also from the audience. A tool like Survey Monkey is really useful so that the audience can leave anonymous feedback. You could also join Toastmaster groups so you can get more relevant feedback from peers. Be aware that there's also virtual groups like that where you can just upload your video and ask for feedback. Next one is achievable. Make sure that your goals are realistic and possible to achieve. It's good to aim high, but not too high. In the beginning, ask yourself how realistic the goal is right now and if there are any obstacles or constraints, of course makes sure to keep growing and pushing your comfort zone, but don't reach too high in the beginning when you don't know what your limits are relevant, think about these questions. Is this the right time? Am I the right person for this? And is it suitable for the audience? These are some of the questions that you will need to cover to make sure that you're delivering the best possible speech, but also the urinal leaving an audience underserved and not happy with you. Because at the end of the day, this is a career that you're gonna do based on word of mouth. If you deliver well, you're gonna get a grid reputation, which means you're going to get more experiences to do public speaking. If you mess up the relevant part, you're going to get less of that. Don't push too much and make sure that you're actually relevant for that piece. As an example, I can tell you that within my organization we tend to get speaking gigs for me, but sometimes it's very HR focus. So then I would ask somebody from HR to give that speech at the end of the day, they do represent the same culture, the same style, and they have learned some stuff for me as well. So when the HR person goes, sometimes they are way more relevant than me. The next thing is time-bound. A time-bound goal will usually answered these questions. When, what can I do six months from now? What can I do six weeks from now? And what can I do today as a public speaker, you're setting a goal for your speech. These questions are relevant for your audience. The stories can help you get the goal across. However, too much of a story is also not relevant and that's where these questions come in. If your goal is that your audience achieved something in six months, six weeks or today than the stories can be shaped around that structure. Don't share something that took you six years to do, focus on something that you did in six weeks, if that's what you want your audience to achieve at the end of the day, dose are more relevant to your audience then the old stories that you think might inspire them. Because at the end of the day, we've all heard the stories of people who really slimmed it up and then in ten years became millionaires. Those are not as relevant or as practical for people. However, a story of how you started with a $0 budget and six weeks from there, you hit a $10 thousand budget dose seemed to be a bit more relevant for the people who want a six-weeks practical tutorial. If you feel that they have more time, which is six months, you could be talking about how you scale from 0 to maybe a 100 thousand or a million with that budget and exactly how you did it. So again, very relevant questions when structuring specific stories within your preparation. Hopefully that helped. If you have any questions, do let me know. 14. 9 Structuring Yourself: In this video, we will be talking about structuring yourself, which is something that tends to get overlooked a lot during a training trainers conference, this takes most of the time because if you construct your yourself, you can maximize the learning potential of your delegates are the people who are listening to you within the groups. So why do you want to structured yourself? The truth is that not everyone can learn by absorbing knowledge. That's where the structure comes in. We will be using the format, which is a framework for understanding the way people and organizations learn, communicate, and evolve. It provides a common language for understanding the way individuals and groups move through the process of experiencing, assimilating and acting upon an integrating knowledge, the uniqueness of format. And it's the reason why I've been using it for the last ten years springs from the way these theories are merged and connected into a natural cycle of learning. And it ensures understanding of the core elements of learning and communication. Both are incredibly important. So how did I discover format and why are we using format in this course and not another structure in this course? The truth is that I learned this from my trainer at the time before that either already certified myself at the Center for body language and micro-expressions and had experimented with certain structures of communication. However, when I started certifying myself to become a trainer and the facilitator. I came upon this session of format where they taught me how to build a Session outline and how to structure my speech around the format structure. What I loved about it is that it combined a lot of things which allowed me to cover all learning types in a way that would become entertaining and informative for everybody if I really want to cut it down to why the format is so essential within my public speeches as well as all videos that I structure. Then it actually just comes down to the fact as to how my brain, and I think most brains tend to think there are certain questions that tend to pop up when you see people. The first question that I tend to think when I'm in a speech of somebody else is what is happening in what session is this about? That's usually when you're going on a conference session to session, you walk into a room, you have no idea where it is happening. Sometimes you don't even know who is speaking with the format these types of questions get answered chronologically. We will cover all of these questions that happened chronologically within a speech in the how part. But before we jump into the how part, I quickly want to cover the what part because what is the formats? As I mentioned before, it provides certain answers for chronological thoughts that pop up in the group. And so it is a natural learning cycle that is already highly valued, dated, and of course quite known within trainer circles as a communication tool and a learning tool. It is developed from a holistic perspective and based on essential human differences regarding how we perceive process, understand and pass on information. In other words, format is a method for helping anyone learn anything. And it has been used in thousands of teaching settings for over 30 years. When I'm talking to teachers, I usually tend to tell them if you want more engagement, start with the structure of the format and then once you know those rules, start breaking them. The basic framework of format consists of a process method visualized by an eight-step process. We'll in a topology based on four basic learning styles, both deeply integrated within each other and interconnected with highly valuable brain science insights. The format model was originally developed by Bernice McCarthy in 1980. So it's been over 40 years since this model has been published. It is based on research from many fields, but mainly is a synthesis of findings from the fields of learning styles and right and left brain dominance. It entails to use a fright and leftmost strategies within four distinct phases of the learning cycle, experiencing, conceptualizing, applying, and refining. The purpose of format is to create and deepen insight regarding learning, you'll gain essential insight on individual differences. Strengthen your understanding of successful communication and learn how to create more successful learning environments. And at the end of the day, that's why we're here teaching this as an instructional design tool format gives teachers and trainers a systematic way to train all learners to think and learn well as a professional development tool, it provides a framework for assessing the quality of any learning experience, which means with feedback from your group, every session can improve as an organizational model, it offers a method for creating an environment for continuous learning and development, which is going to be quite crucial when we start covering facilitators and how they tend to shape environments to achieve certain learning goals. You might be wondering at this point how you create the format within your group sessions when you start looking at the actual image, tends to get confusing. So I'm going to just give you the rundown of how I understand it and how I've been applying it after I've used it within sessions for multiple times and of course got an all the glitches out when I've been delivering sessions. In short, when you see the image, you see why, what, how, and what if. A very important thing to add to that, that actually I got from my trainer ten years ago when I was learning this was to add the mini what to debt. So in short, when you're building any speech or any group session or any environment where learning process is going to happen. You're going to start with many watts. And we've covered this shortly where if you walk into a session in the conference session to session, you walk into a room and you see somebody speaking. First of all, you have no idea who this person is. You might not even know if you're in the right room. So the first thing you want to cover it as menu, what, who's the speaker, what is the session about? There are several ways you can do this, obviously by saying it to every single person that walks in. Or you can have a PowerPoint that already illustrates that on the first slide, by bad, you answered the most common question that tends to pop up when people walk in. Am I in the right room, and who is this person from the menu? What we go into the why? A lot of people tend to ask themselves why it is that you are qualified to give this session and of course why it is that they even have to learn this. Because a lot of the things that tend to happen within your career as a public speaker, whether you're doing it internally in your company or outside, is that some people don't even want to be in the room. If, of course they want to be in the room, they might already know why they wanted to be in the room. But some people have employers that just pay for certain trainings. They're in the room and they don't know why this is important. So it is very crucial that you answered that question, why for them? And make it personally relatable. If you don't do that, you're not going to get to the second question. If you don't do that, you're not actually going to get to the next question because they're going to be preoccupied during your entire speech trying to answer the question for themselves. Why are they in this session and why are they learning this from you? But if that's answered really well, then you're gonna move on to the next logical question that tends to happen in people's brains, which is the statistics and the data. You've now convinced them that this specific concept that you're talking about is important. But what makes it really important? Why not something else? What backs this thing up people at this point, once something else than just a convincing person. They want data, they want statistics. They want to know that this is backed properly, usually by science. That's the what face. That's where you explain everything about the model as well as the origins and exceptions, data statistics, examples, social proof, and so on. This is mostly crucial in a sales environment. If you do not cover the watts during a sales environment, you might lose all of the logical people, even though they're convinced that you might be the right person and you're selling the right product. If it's not backed up logically, you might lose all of these finance people, accountants and just logical people after you get through the data and statistics, people are convinced at this point, they're asking themselves, I'm convinced I want this. I want to understand more. I want to learn more. How do I do this myself? Suddenly it becomes a very practical session. Sometimes people don't need a lot of the why and what. They tend to get pretty fast to the how. Usually because those tend to be already answered before you even walk into the room. But no matter what happens, try to follow this structure first, learn the rules before you start breaking them. So as you get into the house cycle, now you start explaining exactly how they can do it. This focus is very much on your audience, not anew, and you're cool stories, whatever you tend to explain in this face has to have direct benefit for the people they need to understand how they can do the specific things you're talking about themselves or apply it into their lives. At this point, you probably would have covered most of the things necessary to learn certain things. However, one of the things that I learned as well and experience within my sessions is sometimes you can wrap it up after the how but have you ever had a session or maybe you went to the movies and you watched a movie where you had such a great experience that you still started talking about at five days after and thinking about how it happened and how they did certain things and you were still baffled by stuff like that. So that face in the format we call the what if in some learning experiences where there's a lot of content, you might want to just wrap it up and teach people how they have to do something. For instance, how to hit a hammer on a nail in the right way. You can just wrap it up after the how. Once they know it, the whole session is done, they know why they do it. They know what the reason is for a hammer and a screwdriver. And then of course the how to hit the nail. You can just wrap it up after. But sometimes if you're creating visionary leaders or you're trying to inspire your own team or motivate the people you work with. That might not be enough. Wrapping up and closing your session, it could not yield to the best results. Sometimes you want to leave with an open-ended question, one that makes them think and maybe discussed between each other. This happens a lot in business schools whenever I might give a speech in a school or university, I tend to leave my speeches in an open-ended questions. So that later when I'm passing the hallways and I'm seeing people talk, I can still hear them talk about the speech. And that's the what if phase. Now that you've wrapped everything up, you might want to estimate what if question. What if you'd had a screwdriver to hit the nail, How would you hit it then? Obviously a very bad example of a what if question, but you can tailor these what-if questions to your situation. Now, again, you don't always need to use two what if, but I would highly advise in the beginning of your career to just follow the structured format before you start breaking any of the structure rules. After having used it for maybe 50 or a 100 times, you'll start realizing when a what-if question is crucial to fully engage your group and when obviously going through the entire format and the what-if question, not so crucial to achieve the goals that you set out for this group. However, whatever you do when you start breaking rules, be aware that the format follows natural cycles. If you don't answer certain questions, you might lose the group. Of course, you can always recoup rate if you start losing the group, you might want to ask yourself as you're doing the speech. Have I covered all the questions properly? Maybe you are already sharing stories, but you haven't actually covered what the session is about and who you are so many whites could be interjected quickly within your story. Again, these are all crucial things that the format might help you with. Have a structure, learn the rules and would experience you'll start learning when to use them. 15. 10 Memorable Ways to Start Your Presentation: Now that we've learned a structure that we can use to optimize our learning experiences and improve every time we start the same session. Again, we can now move on to Add-ons, things that can make it even better, give you inspiration and make it a more memorable experience. So with that being said, let's just jump straight into it with the memorable ways to start your presentation. The first one is quotes. Start with a relevant quotes. It can create the atmosphere for the speech. The quote could be an inspirational one or something related to the topic of your speech. If I look back at all the speeches that I delivered, it was always a quote that I was emotionally involved in that I had a personal story to share with. Starting with a quote can mean a lot to a lot of people and get them engaged quickly to you and your session. The next one is a what-if scenario. Get the audience's attention by having them imagine a situation straightaway, their minds become active and involved in your speech. We've covered this in the format. An example would be something like, what if we were all to the points, how different would our lives be? What would happen if we just set our thoughts out loud? The next one isn't imagined scenario, similar to the what-if scenario, this one is more controlled if you get them to imagine a scenario on your terms, an example could be something like imagine jumping out of a skydiving plane and discovering your parachute doesn't work. What memories would flash before you? The next one would be a simple question. This tends to happen a lot when you see YouTube speeches ask era Thorkil or literal question. An example would be who wouldn't want to live on an exotic island. This can create engagement with your audience and engagement is the first way to creating a group session that is memorable. The next one is silence. Most people expect a speaker to start the session right away. However, you could choose to have a moment of silence. Let your audience sit down and wait for the environment to get quiet. The extra time of silence gets the attention directed at you. Another one could be statistic, introduce, a surprising statistic that resonates with the audience something strong and relevant to your topic. Numbers and data sometimes can trigger emotions. Example, in this room, over 90% of us are going to fill in the blank. 16. 11 7 Best Storytelling Techniques Used by the Best TED Speakers: In this video, I want to cover the seven best storytelling techniques used by the best TED speakers that we found online. First one, bring your audience to another world. Your storytelling will be considered a success if it is remembered for many years to come. If you take a look at the 12-year-old Kenyan boy Richard temporary, you'll see that he brings the audiences homeland as he shares his experience. You can find his speech on the TED Talks website, my invention that made peace with lions. When you bring an audience to another world, you're almost like a visionary filmmaker, just like James Cameron takes us to Avatar, different planets, different situations, different times. You can do the same, which are words before filmmaking, it was always about storytelling. And so those skills are essentially still with us. Always shape visually as much as possible through your stories. And you'll make sure that people imagine a movie within their minds. You don't always need fancy cameras. Sometimes you just need good words. The next one is share a personal story. When you share your own story, you can move the audience, particularly when your story is about overcoming an impossible challenge. In Christopher bookers book the seven basic plots, he states that there are seven plots that will appeal to everyone. Hero defeating a monster from rags to riches in search of treasure and journey of becoming a changed person. You'll often see these plots in the most popular and emotional presentations. For example, a woman who tells a story of her dangerous escape from North Korea or in another woman tells a story of the domestic abuse by her husband and how she built the courage to leave him. These are examples of personal stories that will move the audience. Now not every one of us has these extreme stories, but I can tell you that every single one of us has had some type of adversity, big or small, that people can relate to. If you tend to have more of the smaller ones because you don't want to share too much of your adversity. You can also add a comedic element to those smaller ones. Talking about your experience of first driving you bike could be comedic like because everybody has done it and even though it's not escaping from a war driven country, it can still be something that people relate to a lot. The next one is creating suspense. An interesting story always has a conflict and a plot. The excitement is what makes it a good presentation. It keeps the audience wanting to know more. A common method used is to tell a story in chronological order and build up to the climax. For example, if a woman tells the story of being born without fibula bones, however, she defied the odds and became an athlete, actress and model. Another method is to start in the middle, gets straight to the action and then rewind to explain how it all started. For example, in Zack Ebrahim story, the story begins with him sharing that his father was involved in the World Trade Center bombing. Then he rewinds his childhood, talks about how he grew up and had a different path from his father's. The next one is painting vivid pictures. Stories always have characters, their strengths, weaknesses, accomplishments and challenges are what brings out the motions and the audience. The most successful speeches and stories are those with a clear description of the characters. It's easy to identify with them. To paint vivid pictures, you need to provide details so that the audience can imagine the character as though he or she is alive. Great storytellers usually describe the physical appearance of their characters to add more to the audience's imagination. Many also mentioned their hobbies, interests, and obsessions. It's for the audience to get to know the character. The next one is the S-T-A-R moments, star moment, SBAR stands for something they'll always remember. The moment is so dramatic your audience will have a hard time forgetting about it. According to presentation guru Nancy Duarte, you can achieve this moment by dramatization provocative images or shocking statistics. In its 2009 TED Talk, Bill Gates use statistics to show the world would a serious problem malaria was, and then he did the unexpected. He shocked the room by opening a jar full of mosquitoes. As he opened it, he said, There's no reason only poor people should have the experience. This was very dramatic, but of course you can also end on a positive note on top of a conflict and climax. The best stories always have a positive outcome during a journey, most characters will experience a spark. This is when they get a life-changing piece of wisdom or advice that help them become a better person or overcome a challenge. The positive outcome is then summarized into a short, a memorable phrase that has viral potential on social media platforms. For example, as mentioned earlier, the woman who shared about her abusive spouse concluded that we should recast survivors as wonderful, lovable people with full futures. And that is a great note to end on. Hopefully you enjoyed that. If you have any questions, do let me know. 17. 12 Tips on Using Humor: Welcome to the next part where we will be discussing some tips for using humor and answering the question whether you should even be using humor in the first place. The truth is that the audience loves humor as it often creates a relaxed atmosphere to add humor to your public speaking, you don't have to be a stand-up comedian like Jerry Seinfeld or Russell Peters. It just takes a bit of preparation and practice. Here are some tips that will get your audience laughing. I will keep it short and concise so that you can start applying them right away. First one, use existing humors so you don't have to make it up. This could be popular trends that are happening. Maybe you're watching certain shows and you can revert back to those popular show so that people can relate to your humor. That's something I tend to do because I'll be very honest with you. I'm not the funniest person on stage, so I just tend to reverb to jokes that I know will work from popular shows. At the end of the day, I'm not a stand-up comedian on stage. I'm just teaching people something. And so I'll be using jokes from popular trends. Now, the truth is that the humor should be irrelevant to your topic. If you use humor that has nothing to do, which are goal, you might tend to get off course and confuse people when you're using humor, be aware of that point and always keep the goal in mind. Next step is humor should be appropriate for the audience and the occasion. Again, this has something to do with how you build your session. Be aware of who your audiences, what time of day it is so that they are comfortable with the humor that you'll be using. Of course, if you don't know what to share, the next step would be that you can always tease yourself. People tend to relate with people who tease themselves and don't put themselves on pedestal, makes you look a little bit more humble. Of course I would say there are some limitations to that. Don't go full boards to the point where people think that you're just depressed and don't care about yourself. Tell yourself a little bit, but don't put yourself down and under the audience just makes sure that when you teach yourself, you relate with people. The reason I emphasize this is because I tend to see this a lot with newbies when at the end of a train the trainer conference, they're doing their first presentation for a big audience. One of the most common mistakes that we have in debriefing that we mentioned them is that they're putting themselves down when they're trying to invoke humor into her speeches. Don't put yourself down, just make yourself relatable. The next one is tell your own personal stories that you think are funny. If you're not sure how to make jokes, just tell some stories that you know are funny for people who have laughed about it in the past. If you don't know what funny stories you might have tried to ask someone close to you. Family, parents, girlfriend, boyfriend, asked them if anything has happened. That is funny, but also relatable to the audience that you're speaking in front of. At the end of the day, we did talk about the group, but you're also there on stage. And if you are enjoying yourself, the audience will enjoy themselves more as well. So the next step is make sure that you find your stories or your jokes also funny. Have you ever seen a stand-up comedian on stage starting to laugh about his own jokes. I don't know about you, but I find that hilarious. And when the joe comes in makes it even more enjoyable to watch, just believe in yourself and have some fun out there. Choose the jokes that are also funny for you. But of course sometimes you don't know what's funny. And so the next step is about testing it. Make sure to test out your material like a stand-up comic on others started with family and friends. Maybe record yourself on camera and send it to somebody who has some experience. Just make sure to actually test your material before you start making all these jokes and they end up going really bad on the audience. Which brings me to the next tip. When the audience's laughing, let them finish. At the end of the day, we're not standup comics. That's not why we follow this course, even though some tips might work for you. The goal of this course is that you can give over some learning content that people can learn and achieve a certain goal and walk away richer and knowledge when you make the audience laugh, Just let them finish, makes sure that they can hear you when you're teaching them something new. However, of course, the next step and the last step being if the audience doesn't laugh, just smile and continue with your talk. This one is something that I have learned the hard way or maybe the easy way. Because when I make jokes, most of the time I would say 99%, I prepare a joke. And when I say it on stage, nobody laughs. But because I say it in a very kind of normal speaking, wait, I just gloss over it and continue even though I knew it was a joke, but nobody laughed. It just seemed like part of my speech. Obviously not the best way to deliver humor, but the most important part is that for the group, they have a notice that you completely failed your joke. So should you bring in humor into your speech? I think so if you can and you're, if you're good at it, just try it out, whatever you do, just try and test it out. And if it doesn't work, just act like you as part of your speech. 18. 13 5 Techniques For An Effective Closing: Now let's talk about closing. I will be sharing five techniques for ineffective closing. There you will see memorable with your audience and they can walk away realizing that they just had a great learning experience. Technique number one, direct call to action as a closing. This is a great one. A speech or presentation needs a clear call to action. Without one, there isn't really a points to give a speech. Your call to action should be clear and direct. For example, in order to guarantee that we save a dot-dot-dot tomorrow, we need to dot-dot-dot today if every person in this room leaves and immediately dot dot dot, I can guarantee that will result in dot, dot, dot next year. Clear call to actions are things that new beast tend to miss a lot, which is why it's number one on this list. Always have a clear, concise call-to-action, especially if you're speaking on behalf of accompany technique number two, short story, tell a short story that carries the main message. One of the examples is of a baseball player telling a story about teamwork where he says, So, coach entered the locker room after a pretty tough game in which a number of us had standout performances and the result was a big loss. One of our players when for, for, for Coach called him by his last name Smith asked him to come upfront and then asked him to stand with the back of his uniform facing the rest of the players. Then he asked the kid who had just been called up from the minors, Jones to do the same thing. He then said smith Jones, I want you to turn around. When they did, he pointed to the front of the uniformly reminded us all you play for the name on the front of the jersey, not the name on the back. Technique number three, call to question. Many great speakers love to enter speeches with rhetorical questions at the end of the speech, the audiences loved buried in thoughts, thoughts that are related to the call to action. An example could be, what choice will you make when you leave here today? Will you dot, dot, dot, or will you go about your normal routine technique number for giving options? This one is about giving your audience options. Options about what they will do when they leave the room and you tell them which one you choose. For example, we can have dot, dot, dot, or we can have dot, dot, dot. The choice is ours and is based entirely on the decision we each individually make today. And then you can add to that, I know I'm choosing option a for instance. And then technique number five, quotes, short and powerful quotes are effective for closing. It needs to be one that isn't a cliche. Think about what topics resonate with your audience and look for quotes that fit your call to action. If you want to find quotes that most people have never heard of, consider searching online from existing figures. Example, a quote on failing from JK Rowling, it is impossible to live without failing at something unless you live so cautiously the you might as well not have lived at all, in which case, you fail by default. Hope you've enjoyed this part of the course. Of course, if you have any questions about structure or anything else, just send us a question and we'll answer as soon as we can. 19. 14 Enhancing Your Presentation with Slides & Call to Actions: In this section, we will be talking about enhancing your presentation with slides and call to actions. Without further ado, I want to jump straight into it by starting with the first section. Here are some tips for using your slides to tell your story. First, a picture tells a thousand words. If a picture is better compared to words to explain something, then use it. But sometimes it might be better to have text or to speak. Think about what pictures could be used instead of texts for, or what pictures can accompany your speech? Could you use a photo of the person you're talking about? Maybe you're talking about yourself when you were a child or about your parents. Maybe it's a place and people can't imagine anything about it when you have a story, a picture could really illustrate and make people feel like they're there. Don't hesitate to use slides said only have one or a few images on them. Next step is mix it up when you're telling a story with slides, looking at the same type of Contents, slide after slide, we'll get boring for your audience. Think about those corporate slides that everybody falls asleep too. Mix it up, have pictures on some slides, text video graphs. Of course, a little bit later we're going to tell you exactly how you have to use pictures and text together as well as graphs because there are some rules to it, but this is just to give you a bullet point in case you have to remember these things later on and need a short summarized video. The next step is how many slides should you use in your presentation? This is a commonly asked question and it's the reason why it's in this video referred to the 102030 PowerPoint rule. If you have less than ten slides, you should speak for less than 20 minutes and use at least a font size of there already. You should spend around one to three minutes on each slide. Now again, this rule is a ballpark. So that means that if you're doing your presentation and you find that people are responding to maybe less slides or you talking more because you're a great storyteller, then that should become your new rule. But this is obviously a foundational guidelines so that you can start your career with something in mind. Next tip is a really important one and that is do not use cheesy animations. I see this a lot with Mac users, people who have Keynote for free tend to use the animations like crazy because key node has some great animations. Stay away from swiping, twirling, fading, bouncing texts or any type of cheesy animation. It makes your presentation look unprofessional and it's also distracting. A lot of people following this course might think that I just do public speaking. But the way I got into public speaking is by actually owning a video agency that at this point has worked in 25 countries and two awards. So we do know something about high-quality content when we create commercials. And I can tell you from that perspective, just like slides are a visual thing, animations and transitions is something that our interns tend to do and it is something that shows on professionality. All animations and transitions have a time and place which you'll learn as a videographer or a film photography. But the Common Rule, and especially with public speaking, is just don't use them because there's almost no reason you should be using them during a public speech. Again, it does not contribute anything visually to your speech and might only distract people for what you're trying to teach them. If you don't trust my public speaking skills, at least trust my film skills when I'm telling you, don't use this, the next step is don't try to get your slides up on the screen before starting, before beginning your presentation. You don't want the audience to see you awkwardly spending five minutes on stage trying to get the slides ready. If you're going to use slides, make sure you arrive earlier to set everything up. So when you come on stage, you're good to go. Another tip would be to start your presentation with strong and commanding words and then get to the slides. And this is actually a tip that you often see at TED talks and other tech conferences. Of course, a lot of these guidelines that I quickly explained in here are just a short summary. If you have any specific questions, maybe how to use pictures and all that stuff which we will cover. But you can tweet just asked that question and our team will answer as soon as we can. 20. 15 The Guidelines of Putting Slides Together: Now in this video, I want to go deeper into everything that I explained above the guidelines of putting together your slides. And the most common rule that I tend to see broken is a one thought per slide rule. A very common mistake is that slides tend to be loaded with too much content, especially in the corporate or tech environment, people tried to cover too much information similar to cheesy animation. It makes you look like an amateur and distract your audience from your main idea. Your slides are there to accompany your words, not for the audience to focus on. The golden rule is to have one idea per slide. I tend to see this in two contexts go wrong a lot. The first one is professional public speakers, people who have a ton of experience and have achieved a lot and are trying to impart knowledge on their audience. They tend to have a ton of bullet points on their slides. The truth is that yes, their knowledge is very complex, but you can summarize that with a couple of bullet words instead of bullets sentences. And even better, you might even want to use a little bit more slides to illustrate each word with an image so that people can remember it more, especially the ones that are visual. The second part where I tend to see this go wrong is obviously because we have startup funding event and thousands of people pitching, ascending us videos or pitching on our stages. One of the thing that I tend to see wrong in their slides as well is that it's way too much information. Again, the words and the slides are only there to accompany what you're trying to explain. So having a fully loaded slides, because it is such an important product you're trying to pitch is actually going to hurt you, not help you. So be aware of that. Less is more. 21. 16 Audio & Visuals: Now here is one that I don't see. A lot of trainers explain if they have a lack of experience, as you start hitting your 50th or 100th speech, you will start using these and actually noticing it from more experienced speakers. And that is audio and visuals that support your message. Music, dialogue and sound effects can do the following. It can evoke emotion, set of pace, indicate a historical period, clarify the plot, define a character, draw attention to a detail or away from it. It can even smoother than otherwise abrupt changes between shots or scenes, among other things, it can also emphasize a transition for dramatic effect, startle or sooth, and exaggerate a points as mentioned previously with quotes, always avoid cliches. When something is heard too often it loses its meaning. You should never add audio just because, just like when you're making a film or a visual experience for the people in your group, you're not going to just add fireworks for the sake that they exist, make sure that it enhances your presentation. A good example for using music is when you're first introducing yourself to the audience by using music or sound effects, you can invoke already some emotions that people will associate with you. If you're doing a five-day conference and you're trying to host the beginning and ending session of each day when I can advise there is to use music to shift people through emotions so that they can go into your ending session of the day and switch their emotions to be more approachable and listen to you. Now, of course, you'll be using in reflective periods of more reflective song. If you don't use songs there, it might actually hurt your session. And then at the closing session you might go a little bit more emotional, but of course in the mornings you want to go more hype. Music and sound effects have a big deal to play as you progress through your public speaking career. Don't dismiss that. Now let's talk about colors and fonts. Color is a form of visual communication and it can evoke emotion as well. You might be tempted to use your favorite color, but try not to. Again, you're not there for yourself. You're there for your audience. Think about the goal and the purpose and select irrelevant color. For example, if your presentation is a positive one, you should be using bright colors. The other hand, if you're speaking about a serious subjects such as illness or war, you'd probably want to settle for darker or neutral colors. When it comes to fonts, choose one or two types. Try swapping a commonly used font like Arial for later, or Baba's or railway, or Montserrat. So many fonts are available online. Just make sure that this is commonly available around all laptops, especially if you travel around to different conferences. You don't have to only use the fonts that you see everywhere. There are many more fonts available on PowerPoints. Remember to use a font that's big enough and easy to read. Ask your family or friends whether they can read it from afar. Remembered the 30-point rule. The truth is that sometimes you can go much bigger than that. Always make your slides for the person in the back of the room because making sure that the person with the back of the room can read it will ensure that the person at the front of the room won't complain about your presentations as well. Again, say no to cliches, even for visuals when you're brainstorming visuals to explain a concept, give it some real thought. Your first idea will often be a cliched. For example, you'll often see a light bulb as a symbol for a new idea. These are used too often, is for images. These are used to often start thinking about illustrations, vector files, or maybe people who are carrying light bulbs, a group maybe step away from light bulbs completely and start thinking about inspiring moments where new ideas were discovered, likes to BC, or new rocket ships or new technologies. As for images gone royalty-free image sites such as Pexels or Pixabay, those are our favorite if you do use stock photos using overlay so that it seems less stock ish. This again is something that will make you just a little bit more professional. Now how do you create layers? Very simple. You can open it on camphor Photoshop or anything. Just put a solid color over it and then make sure that the transparency goes down. In Photoshop, you have better options where you can actually shifted into a thing called multiply. And that multiply will make the effect even nicer looking. Of course, these are the basics of graphic design, which we can of course cover more in depth if you have any questions. But the most crucial one to remember for your career is just make sure it doesn't look to stock footage. 22. 17 Including Call to Actions: Now the last one that tends to get missed a lot when you're a beginner is including call to actions. I noticed that beginners tend to feel very uncomfortable when they think that they're trying to sell something. And so the call-to-action at the end is always very troublesome. One of the most common things I tend to hear is that they don't want to sell something even themselves or their social handles to the audience because it would come off as not authentic. The truth is, is if you created a great experience for the people they might want to know more about you. So a great call to action is really important to enhance the experience for your audience as well as yourself in building a community, the call to action usually comes at the end of your speech. Your call to action is telling your audience what you want them to do when they leave your talk. If they do as they're told, it means your speech was a success outside of them finding you. It can also be something like a task. Keep in mind that all individuals are unique and you need to tailor your call to actions. People have different attitudes, activities, goals, and much more. This is why it's important to get to know your audience before you do the talk. Here are some different types of people and how to craft call to actions for them. First, do worse, doers are hard working people. They know it needs to be done in the gladly do it. Doers make an organization run day in and day out. If you're speaking to doers, you'll want to craft your call to action so that it includes action words that clearly explain what the doers should do. The next one is suppliers. Suppliers aren't interested in taking actions, but they do have resources such as money, manpower, materials, network, and so on. They have the resources that will help you move forward. Suppliers in your audience may be executives or investors to appeal to suppliers who need to use different words than you did with the doers. You may want to use words like acquire, fund, support or provide. You want to get them to share their resources with you. And the main word there is share. The next one is influencers. Influencers have the ability to persuade others. They are evangelists with ideas that can change people's beliefs and behavior. Often they are leaders who are well-respected and sought after for advice. Influencers may also be famous people such as celebrities or public figures. When you craft a call to action for an audience of influencers, you want to appeal to their ability to appeal to other people. Great call to action phrases for influencers include empower conferred. It promotes the idea is to get them to share your idea on their social channels. Last but not least, we have the innovators. These are people who come up with ideas. You would never have dreamed of the craft, amazing strategies, invent new products, and just have a Beautiful Mind. Often innovators are founders of companies, are inventors of new products. They can be engineers, artists are entrepreneurs. They handle fewer day-to-day tasks and more of the conceptual work to get support from an innovator appeal to their ability to create things. The best call to action words cover, invent, discover, pioneer, or create. They leave your speech. You want them to feel inspired to create something new. And that's how you create a call-to-action for different types of people. Of course there are many more and if you do discover them, do share them with us. If you have any questions or you feel like you need more information, do let us know and we'll make sure to answer your question as soon as possible. 23. 18 Stage Fright: As we were drafting the curriculum for this course with my team, I started realizing that one of the most crucial ones that doesn't get covered so much, but definitely needs to get covered in our course is stage fright. A lot of people tend to think that when they see these successful public speakers, that they all got gifted with a natural ability to entertain people. And a lot of the good speakers that I know nowadays actually started at the same place that I did. And maybe you're starting with, which is stage fright. Everybody has the story and I'm not going to bore you with mine, but I am going to tell you is how you can get over it by also understanding it better and then taking that information to build a foundation would experience so that you can become one of those public speakers that people get inspired by. This section is going to be talking about stage fright. Now let's talk about the fear of public speaking. Glossary of phobia is a fear of public speaking. About twenty-five percent of people report experiencing it. But why are so many people afraid of public speaking? Research suggests that there are four different contributing factors. First, Physiology. Second, this relates to our fight or flight response where our body can consider speaking to a big group of people, a potential threat. Seeing public speaking as a threat happens when we overestimate the stakes. You might be led to believe that speaking in public as a threat to our credibility or image, this potential threat arouses our autonomic nervous system, which leads us to anxiety. Unfortunately, this also affects the ability to perform, which is why some people stop pursuing opportunities to speak publicly. It will take more than three to five speeches to get the experience to get over stage fright. It mean for me, it took me probably 30 or 40 times and the only reason I kept doing it is because it was necessary for my business. I would meet and network with a lot of people and get a lot of positive reinforcement. Eventually, it led me to the point where I actually felt comfortable on stage because of all the positive feedback. Next thing is thoughts. Our thoughts influence our behavior to a very large extent before doing a speech in front of an audience, a lot of people start doubting themselves. They start thinking of themselves as a bad public speaker and have thoughts like, What if I'm not good enough? What if I'm boring? Which leads us to a self-fulfilling prophecy when we fear becoming boring, the chance of actually being boring rise significantly, which in turn will influence your thoughts before the next speech. Besides our physiological response and our thoughts, different situations can make our anxiety worse as well. For example, if you have more experience, it increases your confidence in a situation where you don't have much experience anxieties likely to become worse. Similarly, when people are sharing new ideas or talking to a new audience, they might start to feel more uncomfortable as they do not know how the audience will accept their ideas. There is a situation in which there is a high degree of evaluation. Lastly, there is the situation in which the audience are people of a higher social status. The bigger the status difference, the more people tend to get anxious. Being aware of these things can help tremendously. Of course, confidence plays a big role in feeling less anxious when speaking publicly. However, we should not rely on natural talent alone. The more skilled you are, the more you will stand out and the more comfortable you will be while speaking in front of a group. So if I haven't said it before, I will say it again. Practice, practice, and practice a lot. Some things that can help you overcome the factors of fear or just simply things like being aware of it and recognizing which situation you're in. And then also being in self-control, practicing and being calm by calming yourself, maybe meditating or doing breathing exercises. Then of course, you can practice and challenge yourself before you end up being on that stage, may be practicing your public speech on the street in front of a big audience before you actually go in a single-stage can already help you get over the biggest parts of your fear. The truth is that the more you practice, the more comfortable you will be and there's no way around it. Just make sure that you have control, how you build that experience and make sure you have enough positive reinforcement when you're doing, again, if you only have one speech every year, fingers go somewhere on the street or at somewhere where you can practice, where you can get that positive reinforcement and experience. 24. 19 Common Misconceptions of Public Speaking: In this video, we will be covering common misconceptions of public speaking. First one being, there's only one right way of giving a speech. The truth is that this course is just a foundation guidelines, if you will, not specifically rules, you can break them if you feel like your audience perceives you better if you do. Of course, when you don't have that experience, you want to start off with the foundation so that you start realizing within the system what you're really good at and what you're really weak at. That way, you don't start breaking rules around your weaknesses, but around your strengths. Same with other things. Some people feel like they have to use a PowerPoint. Start with a joke, a stand behind electrons. All of these are great options to use, but none of them are a must. Everyone is unique, and so everyone has a unique way of public speaking. When giving a speech, you should learn from other speakers and prepare, but you should not try to be someone else. Just try to be yourself and give your speech in such a way that makes you feel comfortable when you are authentic, the audience will pick up on that and appreciate it. Like I said, all the way in the beginning, as long as you care and you care about your audience, you can technically break all the rules and still achieve great results. Everything that we cover in this course is just something that you can hold yourself to as you progress throughout your career so that you have a better and faster experience to become the public speaker that you truly are when you're stumbling and have fear, it hurts the audience as much as it hurts you. That's what's bad about people who don't have public speaking experience. But if you are genuine and authentic and you don't need all the rules, then you're going to achieve the same goal that everybody else does as well. The next misconception is good public speakers are born. We've kind of covered this, but of course, some people naturally have personalities that allowed him to be very good at public speaking. Nevertheless, anybody can become great at public speaking. A very large part of it is practice, but there are other ways to become better at public speaking. For example, finding your strengths and weaknesses. Once you have identified those, you can use your strengths to compensate for your weaknesses. For example, Mohammad Khatami, a great public speaking Award winner, has dealt with a stutter for his entire life, but he makes up for it with his comedic timing. When he starts stuttering, he does not freak out. He knows he can make up for it. So practice your strengths more. Accept your weaknesses and trust that your strengths will make up for the weaknesses. The next one is everyone will be able to tell you're nervous. The truth is that everyone gets nervous. Even if you're very experienced, speaker still tend to get nervous, which again is totally fine, like Mark Twain sets, there are two types of speakers in the world, the nervous and the liars. We overestimate two things. We think we'd get way more nervous than others. And we think our nervousness is way more visible than it actually is. Studies have shown that speaker's rate themselves as more nervous than the audience. Realizing this overestimating can already make you less nervous. 25. 20 Transforming Fear into Confidence & Excitement: In this video, we will be talking about transforming fear into confidence and excitement. As mentioned, everybody gets nervous. Even the best and most experienced speakers sometimes still get nervous. Nevertheless, this is not a bad thing, but it makes these people so great is the fact that they can use this nervousness as a fuel to be better and more dynamic speaker may sound weird, but your anxiety can be your best ally physiologically speaking, exam anxiety and excitement are both considered aroused emotions. If you've ever been an athlete or a professional athlete, you might have heard this before. This means that they have the same effects on your body. Heart rate increase, adrenaline, fight or flight, your body's ready to take action. So doing, for example, breathing exercises to calm your heart rate may move you from a state of fear to a state of calmness. However, it might be more effective to move from a state of fear to a state of excitement. We once had a podcast with an Olympian who explained this phenomenon that their coach gives them where they, instead of calming themselves down the re-frame it and they go from fear to excitement. You can use the adrenaline and other physiological changes to be more energetic and enthusiastic speaker. You can even try to intensify the sensations. Do not try to control it, but let it run and take advantage of your state of arousal. Just telling yourself get excited might even already do to trick other ways of turning fear into excitement. Don't wait for others to say things that will make you more confidence. Why not say them to yourself? Things like you're going to crush it. You're super prepared. You can do this are things that would probably make you feel great when you hear them. So just say it to yourself. Think of all the great things resulting from your speech and you coming over your fear. Usually people think about all the things that can go wrong, but why not think about all the good things that can come from this most of the time, the things that could go wrong or not even very likely to happen and do not even have huge consequences. So keep that in mind. Hopefully with that, you've gained some insight into the fear of speaking. If you have any questions, do let us know. 26. 21 Q&A Request: How I Got on the TEDx Stage?: Welcome to this video which is more of a Q&A request that some of you had that went through the course. And this one is a personal question to me as to how I got on the TED stage. A lot of people are very excited to have those accolades. Ted speaker, at least when I was coming up in my public speaking career, this was a big thing. The first thing I want to emphasize, having done two speeches at this point and multiple years have passed since then, I can tell you that you really should not make it a goal. But in case this is truly something you want, I will answer it as truthfully as possible. The first thing you need to be aware of is, again, this should not be a goal. Ted X isn't actually going to change your life. Again, it's like any other conference where if you were on that stage, you will find incredible people in the audience who might resonate with you. And that's what makes techniques so great. You meet incredible people, but actually people who see your speech and your life's going to be changed and suddenly everybody's going to want to work with you. That is definitely not the case anymore. My personal opinion on that is that lately a lot of people have been on that stage. It's not as special as it used to be when Ted was coming up at the time to TED Talks, we're very exclusive. Almost invite only events where the best of the best would gather. Nowadays you can find some of the smallest cities that have three or four FedEx organizations, even though ted tries to limit that. But with that warning kind of out of the line, Let's dive into the things that you're probably wanting to here and that is the first steps that you might want to do. They can emphasize your chances of being there. First of all, you need to understand the ideology and how the mindset works of the TED talks, the tech platform is there so that they can emphasize certain ideas worth sharing. This is very important for me to realize after I did my first taught, wanting to come back for a second talk. If you have certain ideas, but you already have a big audience, there's a very small chance you'll end up on a TED Talk because the true ideology of TED Talks was always to give incredible ideas that don't have a large voice, a platform to speak on. That's what TED Talks kind of always stood by. Of course, you've seen YouTubers and other types of massive audience people who speak on TED. But the true ideology and the mission behind it has always been to give a platform and a voice to people who have incredible ideas, but don't necessarily have that platform yet. If you can get yourself in a position where you can find an idea that is really incredible but doesn't really have that platform to share. You might convince a Tedx organizer or a TED X organizer to feature you on their stage. So that's about the ideology of TED, but let's talk about actually being there and there are multiple ways to get there. Well, the first thing would be actually joining an organizing team. I actually volunteered with a TEDx organizers after I gave my first speech, I was so summit and with organization after that speech that I volunteered my time and my organization and team to be involved as I progress through those years of volunteering, I noticed certain trends and God really close with the organizers. So then when I started doing my second speech, it became much easier and a much smoother experience because I knew that if anything would go wrong, I have friends there that can back me up. So being part of the organizing team can get you quite far and fairly friendly with the actual organizers to the point where you can convince them of your incredible idea. Because of course, you now understand the mindset of TED talks. So that's one way. Another way is to find specific Ted in your region that organizes some kind of get together, meet-ups or even pitch conversations or matchmaking. A lot of smaller TED X organizations tend to do these things. Smaller networking, smaller pitches that you can do on stage so that you can qualify for the real events. Your goal is to just find those and apply for them. Once you've applied and they like you, they will invite you for a speech. Then the last thing that I want to share is if you can't get into the volunteering team and you can't personally meet the organizing team or you can't pitch. Another thing that you can do is actually meeting former paddock speakers and maybe doing something for them to get connected at the end of the day, that's what LinkedIn was always for. If you have a connection, that's a TED speaker, you can always ask them by connecting you to the organizers of the regional TEDx. If you're very friendly with these people, that connection could be made very easily. Again, you also have to realize that TEDx organizers tend to have businesses on the side. It's not their full-time job. So just kind of hanging out word day hangout network where they network and connect with people in their circles. That will get you a step closer to getting friendly and making sure that people start seeing you for who you are and maybe spotting an idea that will come onto the stage of a TED X in your region. Hopefully those tips have helped you. I skimmed very shortly over some tips that have helped me. I have to add to that. It took me almost three or four years into my career before I even saw a stage like that. There are many other stages that could be even more relevant than the TEDx stage. I can tell you, for instance, that went, I was invited at Startup Grind at the Google headquarters that that was far more relevant for me than any tech speeches ever been. You need to find your niches and you need to be very resonating with the organization you're speaking at. When I was speaking at Startup Grind, it was all about founders. When I was speaking at TED X, it was all about my mission. Even though I believed in both, it was a completely different way of speaking on either find organizations that will further your idea. Don't just go on a stage for the sake of some accolades. I can tell you that those accolades literally aren't gonna bring you more business. The only thing it'll do is give your ego boost. If that's what you want, then of course go and pursue that, get more experience. That's definitely not something to shy away from. At the end of the day, we all do it at the beginning because we might have imposter syndrome. We might think we're not good enough going on a stage as big as that could give you that confidence. But be aware that that's not the mindset you should be pursuing it with. Pursue an idea worth sharing. Pursue an idea that needs a platform to be shared on. And then you will automatically be picked up by all the organizations within that industry. It doesn't need to be specifically TEDx. But hopefully if you have that idea, work sharing and it does resonate with Ted, hopefully I'll see you there one day. And unlike that speech of yours, thank you so much If you have any questions, do let us know. 27. 22 Appearance: As I was coming up within my public speaking career, a lot of the courses and mentors have covered the structure of the statistics, the data, how to properly systematize your speech so that you can prove how to practice and all these things. One thing that was not covered and that I've found equally as important was appearance. Of course, some people covered this, but I wanted to make sure that in this course you will learn everything that I've learned about appearance and how you can use it to emphasize and improve your speeches. Let's start with the golden rule for dressing first impressions last. And the way you dress is a big part of the first impressions people have of you. So the way you dress for your speech matters a lot. The way you dress conveys your personality and confidence. Critically thinking about what you will, where we'll be worth your time. There are many tips out there to take into account when choosing what to wear for your speech. But the golden rule is dress at least the same, but preferably slightly better than your audience. Of course, it is hard to estimate what that might be, but it links back to knowing your audience. If you show up at a Silicon Valley startup dressed like a banker and full regalia suit tie and so on. You will be written Of by that audience as a hopeless case, the chance that you will connect with them becomes really small. So you want to address as well as the audience or slightly better, but the emphasis is on slightly. You don't want a big mismatch if you dress worse than the audience, of course, you will simply look like you shouldn't be there. Now some other Dressing Tips, pick a style and stick with it. Now this one is tricky because there are times when an entrepreneur may want to put on a suit and a tie, such as when you're meeting with a banker. But to the extent that you can, you should dress to mirror your brand or embody it. I've seen wildly uncomfortable entrepreneurs in an ill fitting suit and tie who would've looked better in something closer to their normal garb. So if you're a creative type where something that signals that if you're a banker than where a gray suit don't confuse this advice of sticking to a style or brand as saying you must only buy from the same designer but create your own style or brands so that people can recognize it, then dress for the setting when choosing your outfit, you should be aware of several factors. Who is your audience? What is the theme of the event? What is the industry, maybe the venue you're speaking ad will even have a dress code, even though there are always his room for personal style, it is good to be aware of these things. You wouldn't want to show up dress and all kinds of happy colors to a very somber events. However, super important to that is dress comfortably when choosing how to dress for public speaking, it can be tempting to go with the fanciest outfit imaginable. Don't you want to impress these people? That's fact yet if you're not used to wearing the clothing, all you're going to do is make yourself miserable. You'll spend your entire speech uncomfortable, which will then make the audience uncomfortable if you're used to wearing a business suit, for example, build your public speaking wardrobe along those same lines. If you're the creative type who wears much more casual clothes in your daily work life, then if you wear a suit for your speech, you'll look and feel out of place. Instead, find ways to dress up your usual type of clothing to be more suitable for public speaking engagement's a speaker needs to be able to move on stage, and some outfits restrict movements so severely that you'll look ridiculous when you try to walk. This should not be the case where something that allows free and comfortable movements, very important to that is shoes. One of the things a lot of public speakers might not tell you is that you're not just speaking on stage. A lot of the time you might be waiting, you'll be walking around. Conference venues could be huge. Sometimes you have to go through airports and you have to get there from your airplane to the speech without being able to dress up or change your clothes, your shoes are going to be incredibly important to be comfortable. I'll give you an example. I specifically look for shoes that are dress shoes, but do not have heels because that way they almost feel like all stars. When you look at them, it looks perfectly fitting to a suit, but when you wear them, It's something that you could run in and that's what's really important if you're waiting for a long time or you're doing multiple speeches within a huge conference venue, you're gonna be walking five to ten kilometers that day. And if you have terrible shoes, it's gonna hurt a lot. If you feel comfortable and confident in your outfit, again, it will help you convey this comfortability and confidence to your audience. Also, your speech will go better if you're true to yourself and comfortable. The next step is dress strategically. Dressing strategically require some additional thought and research on your audience. A question you might ask yourself could be. What accessory can you wear or slight change that you can make that will allow you to stand out from the crowd without looking freakish. For example, a lot of Silicon Valley types wear suits to show that they're successful, but add brightly colored sneakers to show that they're still kind of hip and rebellious. Besides that, it's good to think about colors, different colors and different messages. With these messages are, can depend on the country you're speaking in, or more specifically, the culture of your audience. In general, though darker color such as blue, deep red, gray, or black will make you seem professional while a flash of bright colors underneath smart in business attire can really help attract attention. But again, it should make you feel comfortable and it should be in line with the culture of your audience and yourself, the costume you where sends a message, figure out what you want to say, which your style. Then I would say lastly to be aware of. And that is my philosophy on dressing. And it came from my martial arts experience. I started martial arts at four years old. And at the time when you're very small, that they teach you how to tie your belt and how to dress up properly at the beginning of each martial arts session and at the end, how you have to greet your sensate and greet your fellow students. One of the things that I learned as I progress through different martial arts that use cumin know things like Judo or karate. One of the things that you tend to learn a lot is that you are dressing and making sure that even after fighting, your belt is tied in your acumen note is straight and the reason you do dad is not for yourself. You do this to show respect to others. You dress up and you make yourself clean because you respect others. And that's why you do that. If you would show up dressed up in Acumen, Yoda wasn't washed for weeks and your fellow students have to fight with you while you smell, or it has black patches and it's just, it looks terrible because you haven't watched it. It's not respectful towards others. Everybody dresses respectfully and everybody cleans themselves up specifically so that you can show respect to others. That's how I was raised and I hope that this philosophy resonates with you many different countries that I've spoken in, especially some in the North America region, people tend to just show up because they feel comfortable with sneakers and some jog beings. But you don't dress up for yourself. You're dressing up because you're serving people who are there on stage to impart certain knowledge and help an audience. If you're not there to feel comfortable in your sneakers and you're jogging. So even though sometimes you might see those things happen, one of the advices that I received with that is played the percentages. You might see one guy or girl show up completely disrespectful in Joggins, not caring at all about their audience, just talking about themselves and their experiences, which again, might be super relevant because they're really successful, but that's not the true representation of successful people. Look at the other nine out of ten people. This one-person might show up like that, but the other nine public speakers might show up respectfully with a suit and a tie, maybe not as sued, but a blazer, a nice-looking at tire out of respect for others, don't compare yourself to the one out of ten that Beilock ended up being their pay attention to the percentages. Most of the people that are successful, they dress up out of respect. So follow that if you want to be respectful, of course, if at the end you've achieved so much success, you really don't care. I guess you can show up, but that's where my philosophy comes in. I dress not for myself. I dress because I respect other people. 28. 23 Basic Grooming: Now let's talk about the most overlooked topic when we're talking about public speaking, basic grooming, besides choosing the right clothes, the rest of your appearance should be on point as well. Most things might be too obvious, but it's still good to be aware of them and take them seriously. First of all, hair, regardless of your hairstyle, all hair should be clean and brushed or combs in the back as well as the front. Now, Dad one is super important. Many people forget to check the back of their heads while they look great entering the room, they end up looking, It's terrible when they're leaving. Your face and neck also needs to be addressed during your grooming preparations, men should be either clean shaven or just groomed really well, especially if you have a beard or a mustache, trim them. Very noticeable blemishes can be covered using cosmetics or tinted moisturizers even by males. Now, I can admit to you that I tend to not use makeup when I'm speaking within my industry, which is Ditech Entrepreneurship industry. However, I used to be in the commercial industry, specifically when we're doing photo shoots or commercials within my company, lightning, and especially when we're going for the awards within that industry, Everybody gets makeup and the reason why is very simple. The lighting, you don't want to look washed out and so you do need certain makeup. Every complexion is gonna be different. Certain complex patients like mine don't require a lot of makeup. They just need specific touch-up so that the lighting will fit perfectly on the face so that it doesn't look weird without even distribution of lighting on your face, you're gonna come over really weird and high-end commercial that is really tough to reshoot when you have multiple actors on the sets. Women, of course, can wear makeup as well, though this is a choice rather than a necessity, as long as a female has properly cleaned her face, she may go natural as well if she desires. Now, nails, men snails should be trimmed and cleaned before speech for ladies, shorter nails are always more appropriate than long ones, and any Polish that's applied should be of a light or new shape. Nothing that shouts and distracts people from getting the knowledge that you're trying to impart. Now another reason why long nails could be back for women is if you have a clicker too long nails can affect that experience and create unnecessarily sounds to get picked up by a microphone. So long nails are usually not the best way to go if they're too long. Lastly, your math should be clean. Brushing and flossing before your speech is a good way to make sure there's nothing in your teeth. Some speakers even like to take a month or use mouthwash for boost of confidence. So those are some of the tips about grooming that I wanted to share with you. If you have more questions or you've been struggling with something, please let me know. But with that being said, it was really lovely to have you here. And I look forward to hearing more of your stories. 29. Introduction to QnA Workshops: Hi there and welcome to this workshop. Now, today we're going to sit down together just like I do with my coaching clients, or when I do workshops at company retreats or when companies hire me to go inside and turnover like a marketing department or something within their business. I thought that this was probably going to be the best way that you can learn with stories and case studies when I sit down with my coaching clients, one of the things that they mentioned is that even though the courses are super scripted, well edited into the point, what they learn from the most during the coaching talks is my stories, the hardships and failures that I've done, but also the successes and maybe kind of fully fleshing it out from how I've experienced it. Now, I always thought how could I bring this over to you? Because at the end of the day you're sitting there and learning all of this well scripted content, but it's pretty basic. It doesn't really show you the whole gist of it, how I've really applied it and how I've learned those skills. Together with my team, I started thinking and one of the ideas that got brought up is what if we just literally do an unscripted workshop? And we take the most common questions of each of our courses. We have a ton now and we'll try to again like the podcasts that we have as well, which is free content, a completely unscripted, unedited, and I just share everything. Now of course the downside is it is unscripted and edited. And so you're gonna have a lot of other extra stories, other things that are not as scripted, but because there is a high demand for it, we decided to just release these type of workshop type of contents that you can learn from. So without further ado, I'd like to invite you to join this workshop that we have together and imagine that you and I are sitting in a room together and I'm just explaining things to you as you would with asking me questions. If you have any questions, of course makes sure to ask them. There are within the platform options to do so. And then I will try and take those questions and make a workshop style video around it so that you and maybe others can benefit from it. I'll see you in the next video. 30. Event Marketing to 1000 people: Hi there and welcome to this Q&A workshop. Today we will be dealing with a question that we get a lot from our event courses and just people in general who are event planners starting event businesses, stuff like that. Or actually surprisingly a lot from public speakers who want to create their own events and that they can have all the social proof and assets for courses and landing pages and stuff like that. The main question again on my iPad is, how to market an event to attract thousands of people like you did with certain funny events. So again, this is a normal unscripted Q&A workshop if you want scripted, proper videos, very theoretical and to the point, then obviously we have the courses for that. But this is as if you and I are talking, having a cup of coffee and I'm literally just explaining to you, like I do with my coaching clients, how we do it, how we actually make money and how we apply theory to the point where people actually pay us. And so you'll get fleshed out details and just a little bit more storytelling. So without further ado, let's jump straight into the question which is again, how to market an event to attract thousands of people like we did with CRF funding events. In order to understand that. And we've kind of covered it in different workshops. You have to understand where we started with startup funding events. At the time I gathered a couple of people from my team, not everybody who wanted to learn how to build a business. And I wanted to do something to give back within the ecosystem and kind of bring together all my clients had already had, which was a 100 plus corporate clients. You have to understand that they started from somewhere already. And so you're gonna have to look at your own network and decide whether you're starting from 0 or you're starting from somewhere. Now, most people, I would say in their 30s and 40s who've had some type of corporate job are definitely not starting from 0. So be aware of that a lot of people tend to have imposter syndrome and think they're starting from 0, but they do not. We're gonna cover during this workshop both the 20-year-old still in college and wants to start something big, get social proof as well as people transitioning away after their 30s and a half, some corporate experience. But for the sake of the story, We'll start with people who have some type of network already because that's where we found ourselves in. And so what I maybe don't like when I'm looking at some of these YouTube videos is you don't really get all the background story. You don't really understand that there is already something there before they started these massive event. When I started lightning, I was a 20-year-old who really didn't understand anything, moved pretty much into a new city, didn't know anything. Three years later we scaled to a new country really again, 0 connections. And from there scale lightening was a business, an agency that I build from 0 with 0 network and networking was a huge part of it. But startup funding event was definitely not that. And so don't kid yourself when you're looking at this massive kind of scale. How we went from a 100 something people to 1000 people in one year. That doesn't happen. Just like that. Coming out of college and right away starting successful businesses, they really doesn't work like that. Insert fundament was at that point my third or fourth business. And it was a combination of, I think four or five years entrepreneurship and actually having some successful transactions. Big corporate clients being on the preferred supplier list. Again, from the beginning, we started, started funding van. The idea was just build a business, get an ecosystem built, get everybody together and connect existing clients. And then the question was, well, for doing that already, Let's do something good with it. Let's invite startups that are doing something more than just videos, because that was mostly what we were doing. Video content marketing's the social media stuff. And so we'd invite people who are helping refugees, people who are helping with the climate, people are helping with the energy transition. Things that honestly my brain doesn't really wrap around because I'm not an engineer, so I don't really understand it. The only thing I do understand is how to take some scientific super complicated words and make them into really easy stories that people can digest and then maybe could go viral. So the idea was, there's a lot of startups in the first six months, maybe first year, they have so many obstacles were about five years into the business, for years into the business will probably be able because everything is so fresh for us, would probably be able to get them quicker through those obstacles, will be able to help them with the branding, with the social media, connecting them with all of our clients and kind of go from there. We were filling a need that was kind of in the markets. A lot of these startups don't have money, can't pay tickets and just one connections with somebody who can grow them. Most of the events were costing about 200 bucks, 300 bucks. Like if you go to Web Summit, if you go to the next web, there's our great events, but they're extremely expensive for a startup, especially in the first six months. We pretty much did it for free. And how we funded it is in the beginning we didn't. The first event was completely free. It was such a good concept that when I called up some of my clients. And ask them if they wanted to be a judge. I remember 11 of my client actually asking me if she could sponsor a little bit because she knows that it's going to cost us money. The first sponsors handed me money with nothing in front turn because they loved the concept. Once we had the first event, this is what I did that allow this to scale to 1000 people with on the one-year anniversary. On the first event, I kept everything free and invited everybody I could within my network. The way that went as I went through all my clients, every meeting that I had, I would close at the end with, Hey, do you have an extra five minutes? Because I want to talk about this event that we're doing and do you want to maybe become a judge at it? I was recruiting really high-end people with a lot of network to come to my event and become this type of judge or ambassador. That's how we got a lot of corporates involved. Once we had them at the event, I had a team of about two or three people. Their only job was pretty much to get testimonials. One of the big investments that I did is I bought a medial wall. It was literally a medial wall is pretty much you go to a print shop, you put a bunch of logos on it. And then you have this massive five meter wall where people stand in front of and you can record them. I bought this medial wall and I got all the judges and all the speakers and pretty much everybody that I could start out in front of that media while and ask them for a two-minute testimonial and that team of 23 people because I was involved in the other stuff. Their only job was to get as many testimonials as we could. Then at the end of data events, the word started spreading because again, we had a ton of high networking individuals that loved our events, couldn't believe that we got such high-quality startups, except the only thing we did is we opened the floodgates to demand that it was already there and people who couldn't afford expensive events. So they came to the only vendor could go to, which is ours. And so we got a couple of super cool start-ups. They became successful, but honestly, the startups would've been successful anyways, we just caught them at the right time when they couldn't afford it. But because of that, they always remember Nas. And that means we got word of mouth. That's something that marked in marketing isn't emphasize so much. You can do all these Facebook campaigns are so many courses on YouTube ads, PPC, Facebook ads. There aren't that many courses on word of mouth, but yet word of mouth is going to be the most important marketing tactic that you can employ. The first event was the most amazing product that we could afford. It cost us. You'd think this would cause this tens of thousands of dollars. It did not. It was literally, I think maybe a couple of thousand bucks. And then this one sponsor gave half of the money or something, I think like 23 thousand bucks and we got quite far. Of course, we did have cameras already and we did have people who wanted to help. But actually we didn't have that many people under day from the team would we did is we asked pretty much friends and family to volunteer and help. The actual organization of the event was done by people and volunteers and friends and family. But then the actual filming and marketing and content pieces that was done by my team. We had somebody on after movie, somebody on livestreaming, somebody on the video testimonials. These were pretty much the most essential content pieces that you could create. Whatever you're gonna do during the events. Don't kid yourself. The only thing you should be doing is video content. You obviously I'm biased because this is my agency, but I've seen it time and time again and I've done it now in my own event. And then I've had governments come to me to create their events. I can tell you that the thing that gets you sponsors on the next event and gets you more people and more visitors is going to be the video content and pictures are helpful as well. But the video content and the testimonials and the after movie, that's where people are like, whoa, this is worth 500 bucks or something. We haven't actually asked 500 bucks, but we've had some paid events. In the meantime, more exclusive events. I like to keep funding friend as a charity so the tickets are free and stuff like that. But we've had exclusive networking events, exclusive behind the scenes events for partners and stuff like that. And those were all paid. I would say the most expensive paid event that we did was In 2 thousand Euros per accompany entry and the company could send, I think maximum like two or three people. You can go pretty high end with these exclusive networking events just to give you a picture. But once we had all the video content, we started outside of the fact that we had the network and suddenly we were spreading around. People started finding us and that's how Amsterdam capital week found us. One of the judges knew about us. We had actually invited the city of Amsterdam to come as well. We had a ton of video content, he ton of testimonials. And so it's undeniable that we were doing something good. The second event, we were part of a major week event, Amsterdam capital week. And we were to closing of that. A lot of the visitors are visitors came, but also a lot of bare visitors came to the point where the capacity of we had a collaboration with WeWork. They gave us their venue for free. They were a sponsor. The capacity of that venue was 200 people and it was like 255 people signed up. It was people couldn't sit or stand. It was crazy. There was no space in that in that room. Again, the first thing that I did was I made sure we had all the video content, pictures, everything of this super full room. Because I knew that if I could prove that in two cities we packed up or room, we'd get way more sponsors for the next event. And Elysium wrong because on the next event, the city of Helsinki, we got in touch and they absolutely loved the concept to the point where they offered to make us society event of slush, which is 25 thousand people in Helsinki. Now as we're negotiating, I was very strict in that negotiation because I honestly did not want to pull my team on an international event. This event is free. So one of the things I said that the time is it has to be an irresistible offer. We need to make sure that we have a venue that you guys provide. We need to make sure that we don't know anybody, so we need access to sponsors. You need to introduce us to your network, but also introduces to your startup network. Because otherwise we will have to spend so much money on all of this stuff. And so they arranged the venue. They arranged a little bit of financial sponsorship for us as well. They arranged startups, they arranged introductions to some big corporates. We had one of the largest startup incubators. Wouldn't the guys come speak? It wasn't pretty good event. Our first international event, I could not be happier, I would say. And so when we came back, I think that was from April till December. So not even a year we came back. We started thinking ok, So we had in April, our first event in the summer, we had our second event and then suddenly our third event, when international, How do you go up from here? The actual question that was brought up was, well, we're growing pretty well. Most of our startups, all the winners got an investment within six months. All of them started growing and becoming these multimillion startups. Some of the top three also got investments and then we had a top 30 which we didn't expect what we're gonna do, but we did, I would say out of all the 30, maybe like ten or 15 would get pretty far with our clients or investments. So it's pretty impressive, especially because we only had focused on one startup. That was kind of our whole thing. We just get a couple of our clients to get her focused on one startup. And that's it. We started monetizing in different ways, not specifically the startups, but the sponsors, making sure that they are involved as well. And we leverage all of the video content that we did beforehand and all of the testimonials from all the people there. Because if you can get two or three corporates, you'll get ten more corporates for the next event, either in sponsorships or judges. And that's by the way, how we got the big for consulting agencies to be somehow a part of our event. Either they were a sponsor or they were part of the judges, or they were part of the ambassadors. We came back and just for fun, I said, What if this would go ten x? How would that look like? What our impact? A Grow? Would we be able to help more than the one winner startup? Would we maybe guaranteed at all three startups that are in the top three and are on stage or top five would all get investments. Maybe the top 30 I started getting really excited. Just by the exposure, could go all over the news and viral and stuff like that. But how would that look like was the question. I remember at the time, I had volunteered at TEDx like fixe years prior to that or something like that. I remembered the organizer and knowing her because I had spoken at the event and then I decided to volunteer there because I was building up my network. I was new in the city. They had invited me to speak and I loved the team, so I asked to volunteer. I knew to organize her quite well and I called her up and I said, Hey, you organize these massive TED eggs events. How do you do that? Where do you start and what venue would you recommend me speaking to? And so we kind of continued from there. So as I was talking with the Tedx organizer about concert, about just the rooms and venue since she was using and who I should be talking to. She referred me to two venues. One of them I wasn't too sure about, and one of them I really liked. This was the reason why I really liked it. It was not even like ten steps from the Central Station. It was so close to the central station. The other one was a nice venue, but it required people to take a bus for like five minutes. What I've learned is that location is going to be so important because. In the previous events when we had locations that were outside of the city, it was much harder to attract people. We had always been full, but it was just much harder. I went for one of the venues. I explained them the story of what we had in mind and how we wanted to impact and all the millennial stuff. I guess. He just absolutely loved it. And then the key was we showed them all the video content from previous events. And he got extremely excited about how packed it all was and how sold out at all was. They gave us a really great offer, like a huge discount, pretty much something we couldn't refuse. And then the whole story started. We had about eight months or nine months, like 76 months to prepare for this massive, massive event. One thing I can tell you when you're doing marketing campaigns, when you're taking a product and trying to scale it from ten sales to a 100, sales. Dynamics change at certain numbers and we'd events, the dynamics change after 2300 people, the moment you started organizing conferences like proper 500 plus people, kind of these massive conferences versus like little events under 400 people. It just everything changes. You need to become more organized. You have department heads, you have team leaders. There are focuses, sprints that you need to do. One of the mistakes that we had done is we did not realize that it would be handled bad way. But one of the good things that we had going for us is that we were in business for five years and we had built up visitors who are coming regularly to our events and sponsors who are sponsoring regularly, and ambassadors and judges from big companies. Now that we had all of that, we will be somehow scaling these 200 people events, 2 thousand plus. So one of the first things that we did is we started looking at paid ads. And we realized that if you're throwing a free event or I would even argue an event that costs less than $10 per ticket, you're pretty much screwed going the traditional route of marketing. And that's something nobody tells you. If you're ever in a position where a client is like an event client or a public speaker who wants to throw an event and he meets to be this massive thing. Be aware that you can probably guarantee stuff up until like 200 people, I would say 300 is pushing it. But the moment you start going above three hundred and four hundred people and that they want at their event or you want that their event, it is gonna be so much different as a dynamic and it's gonna be so much harder to execute on. As we started kind of taking our department. This is where we actually started cannibalizing my agency because we've had to pull team leaders from certain projects. Because I trusted them so much to pretty much handle the chaos of what was happening with the event. And I had to pull some of my salespeople, put them on sponsorships, some of my design people make sure that the design assets, we're good. We started collaborating with the city's. They gave us access to TV spots like these massive, huge TV screens at the Central Station. Commercials needed to be made for that. And so suddenly when you're promoting so much, everything matters. We started looking and then there was an entire workshop today. Explain about this. We started looking at offline versus online media. How could we leverage offline media like this massive screen at the Central Station in order to emphasize our online media, because our paid ads were becoming quite expensive, or cost per clicks or becoming expensive. And so we thought that one of the issues was our social proof was not big enough yet, even at this, the models weren't good enough. And so in order to promote this massive event and get a 1000 people, it's not enough to just have to ammonium. So we started looking at social proof. We asked the city officials if they could connect us to all these prints that we could do on tramps, on screens. We start asking all of our corporate sponsors If we could get on their email list and newsletters and promote the fact that we had these commercials. We started, we'd started to make like a commercial at least every month. We started doing guerilla campaigns where we would go on the street and actually sell tickets as a team. And by selling tickets, engaging dose people to sell more tickets. It's just a pretty intense experience. And I would say because again, if I look back at the question and the question is how to market an event attract thousands of people. First, realize, nobody starts with a thousand people. You have to build it up. You have to have the infrastructure in place. You have to have your team leaders in place. You have to have your sales in place. You have to have your commercials in place, your assets, your visual assets, your testimonials. You need to have the connections that we had built up with the city officials over three events so that they can connect to. You have to have that trust with them so that they can get you discounts or just free things. You need to make sure that you have, I would say at least 2030 sponsors before you start going on this craziness. Because if you have 20 to 30 corporate sponsors and each of them bring flag, I would say ten people. You're ready as like 1 third capacity. So now suddenly you need to bring the other 600, but maybe you get more sponsors in that event. Maybe you get 20 more sponsors in. And so now you're at half of the event capacity. Your gonna be more dependent on word of mouth and people. And that's why I highly recommend doing that first before you go crazy. But how do you then fill up the other batch word of mouth is gonna be so important. You're going to have one of the team leaders, by the way, it was an ambassador management. The other team leader was a judge's management and then I was doing speaker management. And so when you're building up judges and ambassadors, that's the equivalent and marketing of affiliates or maybe even influencer marketing. These are people who have a network who can potentially bring ten people plus in. If you have like 50 ambassadors, that's 500 people, you need to find incentives to convert normal people into these ambassadors or the equivalent in marketing would be an affiliates. Maybe there's a financial incentive. We found that because we were doing an impact event, financial incentive was the least weekly, it was the worst thing we could propose even people would have, we're just not accepting it and they were just making too much money into even accept like five bucks or something like that. For us, a financial incentive wasn't going to do it. But one of the incentives that we could do was little. We had these Photoshop template designs that we created specifically for an ambassador that they could post on their LinkedIn. Stuff like bad, we really kind of played on making them feel more important and in part of the whole thing. Because we really just try to, the team leaders there tried to get the word of mouth going. On the other side, we had the actual marketing marketing team. But I can tell you that our main focus and the weight we filled it up was the word of mouth thing and scaling that whatever business you're doing, whether it's events or something else, trust me, that first bit is gonna be so crucial and so important. But within the marketing thing, we were leveraging things we start realizing are paid ads, we're just not going to cut it. And so we needed to somehow bring down the costs of the pay debts. Initially, what we were doing is we were creating these high-end commercials and thinking, well, if we invest like these commercials that are worth like ten K plus. But again, we were doing them in-house, so it wasn't necessary. We thought that would pull in a ton of people. What we didn't realize is that nobody cares. I mean, look at the really big events. How many of them actually used there after movie or commercial as the thing that they promote on Facebook or YouTube ads. Well, they don't. What they usually do is they localize and adjust the videos. We'd clear call to actions towards people. And so one of the things that we started doing is again, we got some footage of our commercial playing on the big screen. Next is Central Station, and we combine it with some of our previous after movies, super cool footage that showed filled up rooms and stuff like that. We had clear call to actions. Get when a free ticket or get this or a sign up here before it's sold out, that type of thing. Are you from this city then maybe you're interested in blah-blah-blah. This speaker is showing up. Are you interested at this? Many startups have gotten funding, so super, super relevant to our avatar. One key fan I call that always relevant things that actually convert people into a commercial. And so that's the realization like converting people from a commercial is more important than having a high-end commercial. And those who are mistakes that we were realizing that we were doing. We were very much leveraging offline and then using campaigns around the offline like those big screens, like I said, into online learning platforms that we realized was more relevant to us was LinkedIn. And another thing that we realized is that our cost per manual outreach was cheaper than our cost per paid ad outreach. Now what does that mean exactly when we were running ads, it costs us more per-click. Then if we would message people or connect with them with a personalized message, or if we would create posts with hashtags. When we realize those metrics, we made, every single person from our team go in front of the screen and take a picture and then go on LinkedIn and pretty much tag like 1020 people with a hashtag, startup funding events. So we started doing these manual campaigns. Again, long story short. That's how we started growing together these two kind of multiple marketing campaigns, and you're starting to realize one person probably can't run it very easily. That's how we started growing to 1000 plus people. One of the things that I do recommend if you're interested in doing this yourself is makes sure to have a ticket price that is above ten bucks. I would even recommend above 20 or $30 because Facebook tends to get more expensive depending on the season. Once you have a ticket price that is worth the conversions that you're going to achieve, your cost per acquisition if you're running these marketing campaigns. That's when potentially you can do everything I just told you with way less money, way less people and money as well. I think if you have to like really good Facebook ad and then Google ad and YouTube ads, people, LinkedIn ads as well to three, could probably achieve similar results. If your cost per acquisition is lower than your ticket price. Outside cost price as well because you have venue costs and stuff like that. But please be aware of that when throwing these big, big events. And also be aware that you really should not be throwing 1000 plus events until you have thrown a hundred, two hundred people events multiple times, worked out all the kinks, made sure that you know which pricing is gonna sell. Make sure you have testimonials and connections and ambassadors and stuff like that. And only Dan scale starts really happening. One of the things that we're doing currently as we're going more digital, is we're doing networking events. These online little networking event that started with ten people then grow to 20304050. And in one year our projection is that dose 50 people per networking event would eventually become like five to 700 people were using exactly the same model that I just explained. Just with way less chaos. Because we were focused on one thing. We're exactly aware of which person we're attracting and where to find them. And instead of focusing on the drama and chaos of all the marketing, knowing all your metrics, knowing all your data and just kinda shotgun maneuvering it, which means like all these different bullets are being fired so that you kind of figure out which one works best. We figured out that the word of mouth is way better. And so instead of going straight away and leveraging all of our network and paid ads, we're starting again small and going local, national, international. And we're doing a small buildup which is based on word of mouth. It just reaching out to people asking them to do more, involving them as ambassadors, involving them as judges and building it up from there. You'd be surprised, as you've seen with our events in one year, we got from pretty much 0 to 1000. You'd be surprised how fast and how easy it goes if you're patient and you do a little bit every day and with each monthly events, you'd like ads, like 50 or 60% more people. I'm actually, I actually showed this to one of the CEOs that I hire for our event very into finance. And obviously doing all of that in the last years. And one of my favorite websites to visit is an compound calculator. You can just google compound calculator. There are free tools. You can add to that. Obviously currency and then you add like how much money you have, how much percentage is you get monthly, yearly whenever you get results. Instead, the reason I say that is if you replace the currency into just the amount of people, the F per networking event. And then in the compound calculator you add the percentage that you expect to increase with every event. Then you could calculate how much effort you need to do to start with ten people per event and then eventually end up with 1000 people per event. We actually did this calculation and we took ten people per event. We added 60% of effort and we ended up with a round a 1000 people by the end of the year. Instead of having this crazy intimidating imposter syndrome feeling that we're just not gonna make it 1000 people, which you should be doing is just realizing that it's not about getting to a 1000 people. It's about small little increment and increments of improvement with each monthly events which eventually build up to 1000 people. Ten people in 60% increase would mean like 17 ish people or 16 people at the next event, and then a 60% increase after that. I think we were somewhere at 30 people. And so when you think about dose type of numbers, it becomes so much easier to improve. Like to go from ten to 16 people. You send a couple of LinkedIn messages to go from 1630 people that's maybe a little bit more intense. So you would send a couple of LinkedIn messages and maybe call up a couple of people. Let's say you go from 30 to 45 people. Now a couple of messages, maybe you need some help. You call up some people, you call up some past people and you ask them if they know somebody. With every single monthly events, you're improving 60% a little bit better, a little bit better, 60% improvement. If you take, let's say you work an hour and a half. Let's say it's like a 100 minutes. That's round about an hour and a 90.5 minutes is an hour and a half. But so ten minutes, extra, 100 minutes you work if you increase that by 60%, we're talking about a 160 minutes and now you're working 2.5 hours. So that's something you can do on a Saturday. And instead of five events working like a 120 hours, which you could be doing, is that the next event you could get a volunteer and suddenly both of your working 2.5 hours. So now you've doubled your capacity, but you only needed to increase if you've got a 100% more, but you only needed to increase 60%. Always think about the small things in the beginning and using time and patience for you instead of against you. And so having the quantity can sometimes help you. We skipped a step, we did three events and then pretty much ran ten extra vents in-between those eight? Well, if we didn't run ten extra events, but we should have run ten extra events in-between because we went from three hundred and ten hundred plus. So technically we should have run at least seven more events to scale from there. But it's just to tell you like slow and steady wins the race and the more quantity of events you have, the easier it is to get to 1000. And then if you don't, then you still have two ways to go. Word of mouth, which is so underappreciated in marketing, especially people are super good at pay debts. They really don't understand the disk costs less and achieved some more. And if you're looking at the long-term, it will get you more over the long term. Word of mouth acquisition means that your next event is going to be way more exponentially more successful. Whereas paid ads and cold acquisition doesn't always translate to an exponential growth for the next event. The metrics for us at least seem a little bit smaller and lower, which is why when we run events nowadays, we very much leverage word of mouth. That's kind of a very, very long story. I try to keep things as, as detailed as possible, but as short as I can. If I'm all over the place, I apologize for that, but definitely message me if you need some more elaboration, some more details. But that's kind of in short, how we did our event. And then I would add to that we actually replicated this after the success of our event. We got a reach out for from two companies. One was actually from the city itself. They were organizing something similar like Amsterdam capital weekend. They've wanted to do something in their city, something similar. And we were the biggest event there and so we were the only one that actually knew the biggest conference room. We were aware how those work. We knew how to build the visuals, we knew everything. And so we started actually getting hired to build out their campaigns as well. The funny thing is they initially wanted to do the marketing themselves and started realizing how tough it was. And so they had to book. Within the conference hall, there are multiple rooms, so we had the large room and they have two smaller rooms. One was like 500 people under one was 300 people. So actually they went for the 500 people one, meaning that they couldn't fill up the space because they decided to do the marketing themselves and completely underestimated it. And then at the end, we helped them a little bit as well. But it's just a realization that it doesn't matter how big the organization is. It is extremely tough. The moment you started going above 300 people and even a city official can have trouble with that. So just be aware of that. If you have a large network, that's going to be much easier for you because you're gonna be leveraging word of mouth. But if you do not, then be aware to dynamics change depending on a number at your event. That's in short, how I wanted to wrap this up. If you have any more questions, please let me know. I definitely am enjoying answering these questions. I'm getting some people messaging me that really happy that I went into so much detail about their question. But if you have any questions, let me know and I'll see you in the next video. 31. How to market a book on social media: Hi there and welcome to a new QnA workshop. Today, I'm going to be covering a most commonly asked questions from he client. We get I would say at least five clients a month asking this question. Now have to admit we have a lot of clients who come to our lightning agency and that's how we started our bread and butter. There are course creators and they outsource like video content creation, script creation, outline creation, uploading the platform. We have this entire thing. That's why we built elite X4, of course. And so we do everything for them. At the end, once their course starts making money, they have a newsletter, they have an engaging client-based, usually they have that already build up. We don't actually have to do to marketing. I would say exceptionally, there's a client that wants us also to do the marketing for them to boost their courses to a point if they have 0 audience. But usually what we tend to do is maintenance and exponential growth. So they have an audience already. We just have to monetize the audience, create the courses, and then take that, let's say 1000 subscribers to 10 thousand subscribers. That's usually what we tend to do. We created the systems around it and then they kind of take over from there. But the question that keeps popping up, after all is said and done is, how do you then create a book and market that book there, the creation of the book That's an entire course in itself. And we'll probably will make a course about it if there's enough demand from you guys. But as of today, and you know, what we're talking about the topic of this course is marketing. How do you market a book? Especially when this is asked by a client, you're probably wondering somebody's coming to you. They want to pay you, I don't know, ten thousand and twenty thousand dollars to market and book so that it can become a best seller. Where do you start? What do you do and how do you even handle the whole marketing campaign? Again, you probably have noticed if you've taken courses from us, the first question out of your mouth, if you're in that conversation, is, what is the goal? Before I dive deeper into this goal, be aware that this is an unscripted workshop where I sit here together with you doing a Q&A. So I'm giving you all the details. This isn't scripted. You're getting the fully fleshed out details how I hadn't on my clients and everything. This is very much an audio experience. You're not gonna see a bunch of titles flying over. If you're taking notes, don't worry about missing anything on screen. As you're asking, what is the goal? Usually, what tends to be the answer is, I want to become an expert like a market leader within my niche. And that's usually associated with the vein goal. I mean, let's be honest at this angle of the bestselling author, there's a bunch of YouTube videos that explain why this is not really a goal. It's pretty vein because it's a metric that doesn't mean much. Because to become a bestseller, let me explain this and if a client brings it up, you'll be able to explain, obviously don't dismiss anything. You just explained the proper theoretical reason why the metrics don't make sense around becoming a bestseller. In order to become a bestseller, again, you can just YouTube it a couple of convenience made a video about it. You need to just pick a niche that doesn't have a lot of traction within Amazon. And then within that niche, you can just put in your book and then make sure that there is a proper launch happening a week beforehand. There's a great book called Launch, and it shows you how to launch products. But pretty much you want to have a lead up to the event of starting this launching this book. If you have a big enough fleet up and I'm telling you in some niches on Amazon, this is like five sales. So this could be like five of your best friends or just do boyfriends, girlfriends, family members. If you have like five of these sales, you instantly become a bestseller. And that's why I call it a vein goal. It doesn't really help and you can five sales making your best seller isn't going to do anything. On the other hand, there are other niches where it becoming a best seller is incredibly hard. If you're trying to achieve bestselling status, just pick a different niche where, you know, traction is low. Maybe fiction or something, a specific fiction that I haven't checked out all the niches of course, but just make sure there aren't a lot of sales happening and then put publish your book in there. And then we didn't five sales, you'll probably be a bestseller. But once you've explained that best-selling is not specifically a goal to achieve. What you actually want to achieve is a proper funnel. The book is the first introduction to your funnel. And so the metric and the goal that we want to achieve when, when the first question again is becoming a market leader within a specific industry or leash is to ensure that the person who's buying the book doesn't stop at the book. I find that one of the most interesting people that has accomplished that is Darren Hardy. Many of you who are listening to me might know who Darren Hardy is for those who don't. He's a Magazine editor for success magazine is quite important in the personal development space. And he's been in here for awhile, I would say, very interesting person to follow. But what he tends to do is he would launch books. And then obviously his books were referred to the magazine. But then he would also create these other types of content like Daren daily, where he would publish a free video every day in your e-mail inbox. Every morning you will be receiving an e-mail about personal development. And so through his book, you'd go on his Daron daily from which he then sells courses. And my girlfriend actually bought a course from there in Hardy. It was literally, I think it was like a 1000 or 2 thousand bucks or something, but it was literally a recording that he did at some retreat or some conference, super impactful of course, super good conference and learning lessons and community and everything. I'm not downplaying anything. It's just to say there's an entire funnel built and he has done a brilliant job at creating that funnel. But at the beginning of that funnel, in order to become an industry leader is a book and then a free course and then a paid course, and then retreats and conferences. And so as the goal is this simple question, what leads out of that simple question is so much more. If you have a client like that who actually has the budget to achieve these things, you're in for quite an intense ride because you're not only building a book, you're building a sales funnel. I've described this in a different workshop. When you're creating anything, a lot of people who are marketeers tend to forget that marketing is just an exponential growth of sales. You have a product, you have a system on how to sell it. Your fulfillment is properly figured out, and that's when we ignite marketing and it tends to explode. And if you've done your sales funnel wrong and your fulfillment wrong, when you pretty much poor marketing on top of it, it's literally going to explode in all different ways. It's gonna leak and you're going to start putting out fires. You've probably heard that term before. In order to not put out fires, we start with sales. We started with creating a beautiful sales funnel that is properly tested and made sure that as much automation is built-in into the fulfillment and the customer service of adult. If you're having that conversation, if I'm having that conversation with a client of mine and wants to have a book, they already have a course, then we pretty much think about it logically. A book is anywhere between 10, $20. I actually know books that are $1, but then gets sold to 3 thousand times a day because it's $1 price on a book is not so relevant when you start realizing what the goal is actually demanded from, from you. So be aware when you're having that conversation that your book doesn't always have to be 10, $20, you can have a $5 or $1 book. The most important part, however, is the next step in the sales funnel. Because once the book is written and it is a very good book, you can now create something that is either free or very low opt-in or what I love to do is pay what you think it's fair. Something that keeps you on the radar with these people. And then also something that can keep that can keep you launching products to them. Now this isn't to just sell and milk everybody out or something like that. Again, this has to do with the fact that if people read your book, they're gonna be fascinated. I mean, I don't know about you, but I once read a book by the president of Pixar and I was so fascinated that if he had a Daron daily wear literally every day he would post like his mindset thoughts or what he did that day. And Pixar, I would sign up in a heartbeat, I would, I would probably pay for that as well. A sales funnel is built around demand. People want something and they're willing to pay for it because they wanted. Your job at the beginning is not to think how am I going to market this? How am I going to make this successful book? No, Your job is to create a funnel that gives the people exactly what they want before they know they wanted. Book that refers to something that keeps them engaged and makes you the expert in that niche. And then from there, something that you can actually sell at a high ticket level so that you can create even bigger ambassadors, create massive events, create a community of people that enjoy your content. And so that you actually do become an expert leader in that space. And so do consider $1 books. Sometimes there were $7 books or $10 books. But one downside I would mention with a book and the pricing structure there. If you are running paid ads on a book and your sales funnel stops at the book or your initial one-week sales funnel. Because one week is usually enough for you to know if an ad is monetizable properly unless you already know the full lifetime value of a customer. But we didn't the one week. That's kind of how I like it because I actually know what's happening with the money that I put in. If you're running paid ads and your book is $1, but it costs you 20 bucks to get somebody to buy your book, then you're quite a lot of trouble. And so I would say, don't go for the $1 model unless you already have people coming in buying it. Most of the people that come to us, they tend to have a budget and they tend to have people already Talking about them and they have an audience, they have some TV presence, maybe YouTube presence. It's not really necessary to run paid ads at that point. If you're starting out, you need to probably run paid ads. And then what I noticed, especially after the whole apple the buckle and the privacy update that they went through. Books under $20 did not seem to be profitable. Nowadays when we run campaigns or from what I hear from friends as well, that you need to be between 20, $30, at least in order to just get an ROI on the book. Unless again, there's another, I would say tactic that you can use. You can have a $20 book. But instead of selling it on Amazon, you sell it on your own website and then you set up a shopping card. There's a ton of software we use thrive card. It's a great one. If you're interested in like an affiliate link or something, you can always ask me, I can reply the link and then you'd be helping us. But you can also just type in Thrive card and then you can get the lifetime shopping cart. Now, the good thing for a shopping cart like Thrive card, as you can put the Facebook pixel coats in there and the Google tech stuff in there. And then it will track your entire cell phone for you. And then you have this $20 book or $10 book or whatever. But then within the shopping cart, you can always add an upsell. You could say it's $20 for this book, my ebook, but if you add in for ten more dollars, you'll get the audio book as well. Then as they click that, they'll get to the next stage. And then the next stage they're asking for $87. You could get this little mini three-day course or something like that. Or again, on my daily productivity videos and there'll be sending you 300 videos a year or something like that. Suddenly the lifetime value within a span of 24 hours would go from $20 to maybe an average of $50 because not everybody's going to buy that three-day course. Maximizing things. Then another thing that could happen is people buy the book. Then 41 extra dollar, they get to go to a Facebook group and we didn't have Facebook group. Everybody's raving about the three-day challenge and so people get jealous and they want to bite a three-day challenge as well. And so now you're maximizing the whole funnel from the book. So that's kind of like the sales funnel. Whenever people ask me like how do you market something, I always go back to the fundamentals and the fundamentals is a sales funnel. Are you maximizing everything from what you're getting from the client? Are you giving the clients what they want? Are you meeting demand? There's clearly a demand. If you've written a great book, they want more from you. If you need to meet that demand. And only then do we put the gasoline on the fire and we start marketing. Now, the paid ads are working, the sales funnel is working. Now the question is, how do we market this book? While I would add to that, that it is much easier to sell a book when you are ready have organic growth and inorganic presence. And we've covered that in different workshops and indifferent course videos as well around social media, which is, how do you build an organic following on YouTube? And I would recommend you to check out those videos as well. But in essence, build up an audience Tiktok nowadays I had a podcast episode would a couple of YouTubers who have a couple of million subscribers. And almost all of them say if you don't want to run paid ads, I would suggest to go on Tiktok right now, just get a bunch of people. It's so easy to grow now. And tiktok, you have to say it takes a couple of weeks to figure out, especially if you're not used to it. But then you grow and Tiktok and you have these call to actions that lead to the book or some parts of your sales funnel. And then from there, you can always revert them back to other social media parts that you follow. The one that I recommend, however, is going to always be YouTube. Right now on YouTube is the most stable. It is the easiest platform where you can actually turn subscribers into buyers. We actually had the general manager of TikToks Central Europe on our podcasts, had a two-hour conversation with her on the podcast, and then off the podcast we talked still a bit and then on a good note called before dad, we talked for an hour. She's like a professional bodybuilder and she had a competition in the Netherlands. But completely irrelevant. But my main thing that I'm starting to realize as I talked with Tik Tok and we had somebody from Reddit over, we had something from Google over. The main thing that you're just noticing from these platforms is they just really want to keep people on the platform. They don't want people to go on your newsletter. They don't want people to go on your website by your book. Want people to keep clicking on all those videos within the platform and just stick within that ecosystem. I recommend from all the evils, I guess I would recommend YouTube as one of the best ones. They seem to be the most creative friendly. They do think about the creators. They think about their advertisers as well. And they kind of still allow you to, especially like with the links, if you post the link on Instagram, It's like not clickable anymore. But if you post a link at the top of your description on YouTube, it's literally clickable and you don't even have to click, See More or anything. If you have a book, start a YouTube channel, posts one video a week or something. My recommendation is always every four days depending on your niche. But most niches like every four days seems to work really well. If you can post more as long as you can do it consistently, postmortem. Youtube shorts is a big thing as well now. But then keep posting consistently. And as you grow your YouTube channel with evergreen content, we explain that as well in the YouTube workshop. Like evergreen content is trending content. As you keep growing that on the first line, you'll always have, want to see more or want to read more about me. Here's my book and then there's a link to the Amazon or to your page where you have this entire sales funnel built out. And so he started noticing that as you create these like organic followings. And at the top you have this leg book link. There's so much value in creating the sales funnel first, creating a sales process that just isn't going to explode when you pour the marketing gasoline on top of it. Because now you're pouring YouTube bonded and let's say you become extremely popular. Let's say you get 100 thousand subscribers, which is a lot. Nowadays everybody has a million subscribers. So people think it's not a lot, but 100 thousand is a lot. And you can easily easily make, I would say like two to 300 thousand a year if you properly monetize your channel. I've seen people make way more in pat them on the podcast with a 100 thousand subscribers. As you're pouring that marketing gasoline on it, you're now maximizing the lifetime value of your customer. Not only are we maximizing them, you're also able to take them off the platform and create and put them on your little business platform where you have full creative control and interaction without having to boost your ad. Again, even YouTube, even though it's the best one I would say, with how they expose your subscribers to your content, they still force you to have this notification bell on so that your content actually pops up in their, in their feed. Sometimes YouTubers and I followed, they just don't pop up in my feed on unless I searched for them because I haven't watched them for like two days. So it's really sad. So your first goal is to get them off the platform and onto that sales funnel that I've been describing for the last 20 minutes, that's kind of insured, How would the conversation wouldn't be going if the client would walk up to me and say, How do I market a book? And then my first question would be, what's the goal? The usual answer is becoming a market leader. And then again, the sub-goal is a bestselling author. Again, not specifically something you need to achieve because a good sales funnel, It's going to lead to so much more than bestselling author best-selling is something it will follow later. And it's not specifically a metric that is so important. I would say a better metric would be to have an events and I had a case study that I explained in a different workshop as well. But pretty much like create an event. A hundred, two hundred people in there do a little bit of a workshop setting like I'm doing here with you. And then just explain in that record that event created a course out of it, and then create this little sales funnel because the social proof you'll be getting from that event, which by the way, a hundred, two hundred people you'll be getting at least tend testimonials if you have two camera guys or girls walking around, doses, ceremonials are gonna be so much more worth than any bestselling status. Which again, like I explained, if you really wanted, it's a really easy trick. Just find a niche. You can go on YouTube and search for how people trick the system. But you find a specific niche where people buy two books a day or something, find three friends, let them buy all at the same time and you will have bestselling status for a couple of hours or a couple of days. Take the screenshots, put it on your landing page and you're done. It's really not that hard. But in short, that's how I would market a book. And then also how I would scale the book, makes sure that the lifetime value out of your customer is so much more. And then from there, go into different avenues to market your book. Youtube at the beginning. So hard to break through and it's not very monetizable. But if you have this book on every page, then maybe one person will buy for every video that you post, and suddenly it becomes relevant to post more and more. One of the things that is very important that I have to keep reminding myself. We help clients build their channels and built our own channels. Social media and marketing in general, it's never like a linear growth Salt Lake, you post one video, you get ten views and then a year later you still get ten views. Social media marketing is, it's always like an exponential growth. Growing. Ten views tend views, ten views, and suddenly it's like 10 thousand views. And then it goes down and it's like five years, five years, five years. Suddenly it's a 100 thousand views. So you just need to keep going, need to keep iterating. Again, if the goal is to achieve this market leadership like your expert in this specific niche, than the book is going to be such a small part of it, but an important part. It's like, it's like infantry. Soldiers. Soldiers are extremely important. But if it wasn't for the general, there wouldn't be any strategy suggests soldiers is definitely not enough. So you're definitely in this story, the general, but the book and the soldiers need to be the highest elite class. Because if you have great soldiers, it's just gonna be so much easier down the line if you have a great beginning sales funnel, if your book is greater than he's just great testimonials, it's gonna be much easier to convert them to courses, to audio books and create a bigger lifetime value, getting more raving fans, people who want to join events and stuff like that. So you all very much connected and so everything is going to be very, very important and that whole process. Yeah, So that's kind of a short wrap-up. How to market a book the best way, I guess if I would leave you with a final, final thing is make sure to do a little bit of homework on this thing. Look for the book launch. It's a great book that explains how to launch products. And then in general, if you're struggling with the whole concept, read a couple of sales books, figure out how sales funnels work. Or we have sales courses look into like how sales funnels work, how you create an avatar, how to maximize your sales funnels lifetime value, how to create a loyal customers, how to do ethical selling. These are all topics that we cover. And so that's definitely homework you need to do if you don't want to go through our course, of course Google, it's very simple to find all these topics. Then if you feel comfortable with your sales funnel, that's when you start a start, I would say we've paid ads or marketing, YouTube or organic growth or paid ads whenever you want to do. Then from there kind of taken and see what happens. I hope you enjoyed this. And if you have any questions, of course, just let me know and I'll try to dive deeper or explain a little bit better. Maybe I was not covering in deep enough, but just let me know and I'll cover it in the next workshop video. 32. One key fan or Avatar Discovery: Hi there and welcome to a new QnA workshop. Today we will be diving deeper into a question that unfortunately gets asked all the time. And yet we've covered it with our theoretical videos quite a lot of times. And yet still whenever we have coaching calls or whenever we're starting a new boot camp experience, I'm dedicating at least two or three sessions on properly answering this question. I just wanted to take a video where I can go fully with details and storytelling and dive deeper into the question which again, the question for today has to do with our one key fan or avatar. How do you find your wonky fan or avatar? Now, this is quite relevant because when we see people in our programs, usually they're dealing not with sales issues or marketing issues. They're dealing with the beginning issues, which is like they don't know who they're targeting. They don't know the language of their one key fan there. They don't know how to do market research. Sometimes they spent six months building a product. They don't know who they're building it forward. They don't know which platforms these people are gonna be buying it on or seeing it on. And it just becomes one big chaos. I would say that in most of my client conversations, which we've covered in previous workshops, literally have to do with sitting down the founding team and just figuring out the branding guidelines, the language, the mission statements, and how they're targeting people and who the people are that they are targeting. Again, this is a Q&A workshops and it's unscripted is very much like a storytelling experience where I give you proper and how we apply these theories or theoretical things that you're learning through the scripted videos. Whereas this is an unscripted video where it's almost like again, we're sitting in a coffee shop and we're you're asking me a question and I'm literally telling you, this is how we make our bread and butter. This is how we make money. We sit down with these clients and this is the exact steps that we do, and that's why they pay us and that's why we have loyal customers. So this question is so crucial and it's why there's this entire video that I wanted to dedicate to it because I'm hoping that it will save me at least ten hours a week and explaining this concept to new clients or to new people who are on the coaching programs were going through the boot camps. But in any case, I hope at least that it helps you save you some time. So then you can, instead of wasting six months on building a product, completely understand how to do market research, how to properly establish your one key fan and go on from there. So without further ado, let's go into the question. Where first of all, I would start with, what is this one key fan term that I keep mentioning? In marketing? It's known as an avatar. But an avatar I find is not as, as great for targeting as a term one key fan. There is an article, a blog post that went pretty viral, I would say like 1015 years ago or something. It's from the olden days of the Internet when blogs were still a thing. And it's by Kevin Kelly and he wrote an article, 1000s, true fans, you can literally just Google it. And 10000 true fans. By Kevin Kelly, he coined the term wonky fan, a true fan. And in short, what he explains in there is that in order to be successful, you literally just need 1 thousand people who are truly fans of yours. They will buy whatever you put out there and whatever you say, they will follow you to the ends of the earth. Almost. They're passionate about what you do. They believe in your mission statement and they're truly fans of yours. If you have a 1000 fans and you release an e-book, let's say the e-book is $10, then overnight you're making $10 thousand. If you release a course for a $100 and suddenly you have a $100 thousand. If you release a subscription package, a community where they want to be a part of and it's $10 a month, then suddenly you're making ten K a month and you, in order to succeed in business and in order to kind of have a lifestyle that many of us dream about, you really don't need much. You need just a thousand true fans and they will be able to sustain a one-percent type of lifestyle for you. When you know where the key term one key fan comes from, it becomes easier to focus on specific wonky fans. Now in corporate level, they take the avatar or no one key FAD and they scale it across different industries and they focus on different regions. And every region in every niche has its own wonky fan. But considering we're focusing on small businesses here, we're going to dive deeper into just establishing one key fan. Because in most cases, and I'm assuming of course, in 90% of the cases from the people who are looking at this video, just getting to the 10 thousand a month mark is going to be more than enough to establish a good business that allows you to travel around the world, have some freedom. And potentially create the fundamentals if you ever want to scale beyond 10 thousand a month and hopefully 200 thousand a month and beyond that. Which is again very possible when you have the fundamentals of ten care month. When we're looking at a 1000 true fans, were looking actually first at one true fan. What is this one true fan? If you're starting e-business or if you're looking at new marketing campaigns that you're establishing, there are different ways that you can establish a non-existent one key fan. Most of the time. There's already a track record for the product. You can look into the existing database and then based on that, established the clients that give 80% of the return for 20% of the effort. That's called the Pareto principle in economics. That is one way if there's an existing track record, it's possible that many of you don't have an existing track record yet and are starting at the beginning. So my advice, and obviously we covered this more in the entrepreneurship type courses. But my advice is always if you don't have anything, you need to establish a track record as fast as possible. Find one product that you can pair with one potential wonky fan and then go out into your friends and certain circles. So the friends and family circle, local circles. So the cold calling, just anything that you need to do to get your first three to five testimonial sales. Testimonial sales are something where you either give something for free or for a really, really cheap cost price in return for a testimonial. So you walk up to people, let's say that you're building websites for restaurants. You've chosen an issue like restaurants, your wonky fan is a restaurant owner and you're building websites for restaurant owners. Now you have to go out and find three to five restaurant owners and ask them if they're willing to do cost price. They pretty much just paid a hosting and the website, whatever template that you're using, you said everything up for them. And in return, they give you a testimonial, preferably a video testimonial. Another way that I learned as well as free to fee, that's actually a term that was coined. You can use that F3 to fi, where you show up, you give something for free. And if you've done a great job and you really experienced and the result is amazing. There's a high likelihood that if they need another website and they'll be referring you or giving you another project. I usually tend to recommend cost price because you definitely don't want to be losing money on testimonial sales. But once you have your testimonial sales again, you need to do whatever it takes. And there's like sales courses that we worked on. I've explained in different workshops how sales funnels work. So I'm not going to go deeper into here how to do that. But you will find that when you have those three to five video testimonials, you will have again, what I just explained, a track record that you can look at. That track record will help you establish where the Pareto principle might be the most efficient. So if out of the five sales you've found that may be three of these people, are four of these people where kind of different than wonky, fair? Maybe you thought it was gonna be a man who's 60 years old, but it ends up being a woman who is in her mid-twenties or something like that. And most of them who were happy to let you do this testimonial sale were vegan bars or yogurt bars. That's completely different than probably the picture that you started off with. And so you now are creating a niche for yourself or you're noticing that male that is maybe 60 or something might not be the one key fan that you want to work with. Maybe the people you enjoy working with are these vegan mid 20 restaurant owners who are making yogurt bars or something like that. And so suddenly you've created a niche for yourself. And now you're going to become the person who makes a websites for these vegan bars and yogurt bars. As you are scaling this little website agency, your website, it's gonna read the website maker for vegan bars. We, we make every vegan bar profitable by improving their conversion rates from making five sales a day, selling five yogurts a day, 250 yogurts today or something like that. I'm just making things up. Of course, we've never had a vegan restaurant owner as a client. Or maybe I just don't know that they're owning a restaurant. But it's just to say you have to have some type of track record. And in the beginning you have to do sales in order to get that track record. But usually around the three to five clients in, you're starting to kind of understand a niche. To be honest, in the last couple of years, I've done a couple of investments. Most of them were women founders. And what I find, especially in those conversations the first month, there is a certain lack of confidence and I also had in the beginning, which is I don't really know where to do to sales. I don't really know if my wonky fan is correct. I don't really know if I'm targeting them the right way. And so what I tend to say, and it seems to work when I'm looking over the span of its being a couple of years now and I'm looking at how they're growing over time. What tends to work is I pretty much tell them, and that was my experience. The first 100 clients are the hardness, but you just literally need to do whatever it takes to just get to the number 100. Just sell your product 100 times and just do whatever it takes. Call, email, ask for referrals, give discounts, go cheap, just get it done, get those 100 clients. Because every single time when people are passing like 50 clients, 70 clients and getting closer there a 100 clients. Are conversations mature by a degree that is pretty crazy. We become much more detailed in how we're talking about sales. We're not talking about where do we get sales anymore. We're talking about what is the best way to maximize our sales? Which platform should we be using? It's also around like the a 100 client mark that we started looking at paid advertising and scaling that properly because up until then they'd been doing a lot of manual ways. The or they've been posting on platforms getting lucky word of mouth. And they're kind of figuring out like this is my cost per acquisition. They may be dabbled into paid advertising and but not really knowing if it's working or not. So by the time we're crossing 50 clients, 70 clients AT clients, they now have a little bit more experienced in paid ads. They started becoming more aware of like, hey, Facebook ads is maybe not as profitable for me. Maybe I have to do this Google PPC ads where if you search on Google and then we come up on the top space, so our conversations become completely different, which is why in the beginning two years ago or three years ago, I did my first investment. I went through that entire process with her and then a year later we did another one and that was to female, the female founders. And so there same thing like it was literally like please just do whatever it takes to get to the 100 clients and they started focusing on that much faster. And so we're getting much closer and much faster to those 100 clients there. And so I'm literally seeing those levels as an entrepreneur that people go through, especially in entrepreneurship, there isn't much difference, which color you are or which gender you are. Because it's very much a skill-based game that we're playing. Of course, like some things will matter. There is obviously proven that women have more trouble getting more money from an investor because they're being judged by these biases. So you have to play the game, being aware that biases exist. But if we're looking at entrepreneurship itself, it's a skill-based game that anybody can learn no matter in which location. If you know that this is a skill-based game that you're kind of putting the biases aside for a second and you're looking at, okay, what are the things that I can control? Which by the way, are things that you can control much more than if you're an employee somewhere. If you're an employee somewhere, you're very much covered by those biases. It's really hard to break through biases when somebody else is taking control over your life. But in entrepreneurship, a lot is dependent on your skill. I mean, look at some really important women entrepreneurs have become billionaires. You cannot deny that when you sit down with them where you listen to an interview, that they stay similar things that people of their level there are white and male also say because they're talking about specific skills that are relevant, you're not gonna do accountancy different if you're a woman or a man. And so if you are aware of these things, you need to level up dose skills as much as possible. You need to focus really hard on those skills as much as possible and where possible, of course, the biases or dare be aware and cover yourself for as much as possible. But for now, due to control, the thing that you can control. Of course, I'm going a little bit outside of the way of the 1D fan, but I'm trying to tell you that as I've been looking through the investments that I did whenever they were focusing on those first 100 clients, it was very much a skill finger was no biases still playing the first 100 clients who are literally dealing with rejection left and right, you need to learn what works, what doesn't work. And at the end of the day, how many people will buy some like an amazing ice cream than everybody loves when it's super hot outside. And ice cream is like $1 or something like that versus a five-dollar ice cream in the restaurant. Everybody's going to buy it. Nobody's going to look at who you are or what you do. So you need to find dislike offered that you have one key fan, the track record is going to be essential. The more cracker curve you have, especially a 100, I would say that's the cap. Once you have 100 clients, you now can start doing analysis. The analysis that you'll be doing. There are two, I would say, philosophies that I learned throughout my career. In the beginning, my mentor taught me very much that you need to look where the money is. Where do you get 80% of the money for 20% of the effort? I think over time I've evolved a little bit in thinking that way into the second philosophy, which is. You need to look at where the money is that motivates you to do more work. So the money that actually makes you passionate. We've seen many billionaires on youtube giving interviews like people like Steve Jobs or dose hybrid people that are saying if you want to play the game, you need to make sure that you're passionate. If you're not passionate, you're just not going to last because no matter what happens, no matter how privileged we are gonna get. Entrepreneurship is a skill-based game and you're gonna get hit hard. And if you're too privileged and you've never had adversity, you don't know how to deal with it. You're not going to win in entrepreneurship. It's usually at least my experience. It's usually the people that have had a lot of adversity that tend to win in entrepreneurship because it's less hard than the life that they experienced. When we're looking now at one key fans and we have our track record. You did your three to five this modal sales or you just listened to my advice and you ducked down for a couple of months and you did whatever it took to a husband to get to a 100 clients were now analyzing. In my case, where did I get most of my clients with the least amount of effort and we're where two clients that really motivated me when I started lightening those clients were for me corporate. I thought at the beginning that I needed to focus on maybe small, medium businesses. I felt that if I focus on those businesses, there was less bureaucracy, so I'd have to convince less people. One of the downsides that tended to happen is that would convince them we'd get a contract. We did some work together. Like these were small companies, but they were like five-sixths employee companies. And somehow they were struggling to pay the bills. We had more people struggling to pay the bills and small businesses. Then we had in the corporate and we had no problems in the corporate. The only problem that we had in the corporate side was clients that didn't want to pay until 90 days or 120 days after the invoice, which is unfortunately a real problem when you're working corporate. But even there there are procedures to counteract that. At the time, one of the decisions that I made is all the downside that you're getting with all these medium businesses or small businesses, it's just not worth it because at the end of the day, we might end up without money and having to do lawsuits. Whereas with corporate's, we eventually always get the money. We just need to create a specific procedure to make sure that we don't end up pointing a 120 days, which we eventually did. The other upside is that these corporate, they know a lot of people and they give a lot of social proof as well. One corporate clients could be internally in their own corporate, could be an extra 15 clients, 15 different departments or team leaders that suddenly hear about you. But they could also be five different corporates in the region. So there's a lot of upside and yeah, maybe we're not getting paid for three months, but we eventually do get paid. So it's not like we need to do lawsuits or anything. And at the end of the day, these people have money, so it's not like they suddenly going to run out of money. And so I decided very early on, uh, my wonky fans probably best suited there. The other thing that I had and that was a big decision for me whenever I was dealing with small or medium businesses, I felt like I was almost lecturing them because they would come to me with a specific budget and I'd literally because I'm honest, I tend to say, Hey, I think you're gonna be wasting your money if you do this, pretty much shut me down and say no, this is what we want. And obviously I'm not going to convince them. I'm just going to say my opinion and then if they don't want to follow it, that's up to them. And then almost like clockwork every single time when they couldn't follow my advice, we would create exactly what they want, how they want it. And then three to six months later they realize that it's not converting as much as possible, that they didn't use the money budget allocated as I told them how they should have done it. And then suddenly like funding dries up, the investor doesn't go through. And so there's no more money. And that's an issue because I don't like working one off. I like working long-term. I mean, some of my clients or five years with me or more. I absolutely love when there's loyalty between clients. I loved when their budgets keep going up because again, that creates better stuff for us as an agency as well. There were a lot of benefits and upsides to me working corporate and the downsides, even though they were hard and definitely not for a small freelancer or something, they were worth the risk for me. When I decided to go corporate as my wonky fan, I realized that again, the downsides were a 120 days, I could be maximum not paid out. I needed to create processes around that, both. So make sure that my emergency fund was big enough so I can deal with those things. The other downside was also going to be the negotiation cycle. Anybody who's word corporate, especially neuron business, notice that negotiation cycles for corporates could last anywhere between 618 months. I've had. I literally had one negotiation would a bank that I can't name. But I remember the first meeting I had was with a lady. Then in the meantime, while we weren't negotiating, this lady had become pregnant. She had delivered a baby and then came back from maternity leave. And only after that, she came back and she was like, You're still negotiating, how about we just do a project that is the longest negotiation I probably had and it was close to 18 months or something like that. But once we got that client, it literally happened the way I just described, which is multiple departments started recruiting us multiple city branches, certain recruiting us within the same bank. So it is worth it, but it is a very long term that you need to do and it's there and it's the reason why not everybody does it. But that's also something you need to be aware of. What type of business do you want to run? I like running businesses in areas that are competitive and not everybody gets to do complexity is something that is good that I enjoy, because that means that there's gonna be less competition from people who don't really understand how to handle it. You're usually competing, even with people that I respect and enjoy learning from. Whenever, even if they beat me to a different client, I learn how they did it, what they do differently. Sometimes once we haven't had many losses, but I remember one loss we had was what, a governmental client. We weren't in the top two out of 20 or 30 agencies under consideration. We got to the last interview and they eventually chose for this other agency. And the reason they chose for the other agency was literally a stylistic question. We were a little bit too analytical. It was very conversion optimized. And so our approach and our entire strategy was all about making money and return on investment, all that stuff. And the other one was like creating storytelling and all that stuff. And so when they were comparing the quality of the videos, we had our awards. So that was definitely not a problem. It was mostly like, Oh, I like this type of storytelling more than this type of storytelling. And so even though they loved us for that specific project, they didn't hire us. But because they love this so much, I got to the top two. They started looking at different projects to put us on. When you're getting to that level, whenever you're competing, you're not really competing the way you are competing on the lower levels. You're still competing for pretty fun stuff. When you lose, it's not really a loss. You still getting referred to other projects. You're learning a lot from, you know, how the other styles were developed. One of the things we learned from that is that they are pretty strong when getting commercials. And our strong suit at the time was not commercials. We started expanding more looking at where could we get more awards? Where could we get more projects around commercial so that we could have a bigger portfolio to show next time. You're really learning from those losses. Whereas I remember all the way in the beginning when I was approaching small businesses, you really don't learn anything because most of the time if we lost it was because some students showed up and wanted to offer it for 50 bucks. And you really don't learn anything from that loss. That's kind of like a long story about how I decided by my one key fan, but it is very relevant for you as well. Try to look at the clients that you're really enjoying and wanted to work with for the next ten years. That's how I literally make every single decision whenever we decided, when we decided to create elite eggs and start doing these courses, The question was, what do we want to do for the next 1020 years? And we wanted to expand into education niche. We wanted to help education. We want to eventually take some of these courses and if they are a value, maybe help schools and children who are struggling with learning at home. Eventually going to university, having a student debt, not being able to properly make money after university. Maybe we can help by unleashing these courses as an extra curriculum in schools for free or something like that. I don't know, or some type of collaboration. But whenever we thought it was definitely in ten years from now, we want to be a positive contributor to the education industry. And so if we want to do that and we have this positive contribution and we were literally doing this everyday for internal corporate processes, maybe there's an opportunity that we can take all these things that we're already doing and maybe giving it outside to the external world in the form of elite x. And actually one of the proudest things that we did a year ago was when we started establishing who's our wonky fan within elite x, who do we want to help? An organization from the British government? It was a British community subsidized by the British government. And what they wanted to do is people who lost their jobs during the pandemic. They needed to be rescheduled towards the tech sector. So a lot of these courses that you're seeing here are very much focused on you being able to get a job in the tech sector, whether it's in marketing, performance, marketing, social media, design, sales, website, all the stuff we've been kind of pumping out courses from things that we've been making six-figure deals on within our agency, but now putting out to democratize knowledge this way. And so that's kind of how we started using the Pareto principle. But also looking at passion as a variable. Don't only look at the money because if you're only doing the money, I've seen friends of mine starting businesses, they make up two I would say maybe a quarter of a million, six figure something. They make money and then they're like, I really don't like this business. I don't know how long I'm gonna last and probably going to burn out. Whereas other friends of mine who enter a business and they're pretty passionate about it. They don't make a lot of money in the lab and the first four to five years, but because they last date eventually do end up going to the seven figure businesses, million plus. I definitely recommend going for a passionate look at who your wonky fan could be. Now, the other thing that I would add, when you're establishing your one key fan, this is super crucial. And the thing that we cover theoretically Olson or videos, which is you really need to be fully aware of your one key fan. Now when you've had 35 sales, that's really hard to do. Which is why whenever I've invested in companies, My first thing that I tell them to do is literally get to a 100 clients as fast as possible. Because when you've had a 100 conversations with people who have literally paid you, like taken out their credit card and page you money. You've had a, a 100 conversations with those people. You're gonna start understanding like what colors they alike weren't a hangout. Like one of the questions we ask people that buy from us is where did you find us from or we're tracking that. You know, where did you find us from, from which website Did somebody recommend you? What did they say? Those type of things? We collect a lot of data to understand who are wonky found is we've had hundreds of those answers. It becomes much easier. And why is this relevant? Because once you have a 100 of those answers, the questions that are going to pop up during the coaching calls or just a conversation with your co-founders or partner is I'm struggling with getting more clients, I'm struggling with scaling, I'm struggling with whatever. And then the question is gonna be, well, where did you get most of your clients from? Oh, I got most of my clients from Facebook groups or I got most of them through LinkedIn. Then the question is gonna be, well, if you hire one more person, isn't going to be worth it. Are they going to get enough people from LinkedIn to scale your business? And then you're going to be running the numbers. Every client, because you've had a 100 and that usually doesn't get done in a month. That takes a couple of months, usually at the beginning of course, when you're building your product and you're starting to look at the numbers and get a 100 clients. How many of them do pay? Once, pay twice, maybe like, what's the lifetime value of a client? Can I up-sell or downscale before a hire someone, maybe I can get this client from $10 to $100. Then the question is, well, if they're at a $100 lifetime value and one extra person can get me ten clients a day, then suddenly this person gets me $1000 a day. And if dispersion costs me like $4 thousand, then this person is definitely taxing their experience. And so it's worth hiring. Based on that logic, wonky find analysis becomes extremely important. Now, in the beginning of course, if you're still building things, market research is part of this one key found analysis or wonky found analysis as part of the market research you're building maybe a course, maybe you're a public speaker and you're just looking at which type of public speaker you need to become. Maybe you want to be a body language expert. Maybe you want to be the coach who helps people speak on TED talks and stuff like that. So you're really looking how to establish yourself in a niche. So as I said at the beginning of this video, try to get just testimonial sales, like three to five testimonial sales. Try to find that little niche of people that you seem to feel comfortable with. And when you have that niche of people start asking for more and more and more and more referrals. And then based on that, as you evolve, you'll be establishing yourself as a public speaking coach or the course creator in that specific niche that you've been building up through individual sales? Yeah. One of the things that I keep mentioning that gets brought up a lot when I say, this is how I see one key found analysis and how you need to create it. A lot of the courses that are out there, including courses that I've followed mentioned at one defend analysis is a very passive experience where you just go into a couple of Facebook pages, you analyze some Google competitors or whatever. Whereas what I've just explained to you is more of an active experience where you're really trying to sell a minimum viable product. You are creating a basic thing that you can sell right away and then you reach out or you put ads on platforms and you're trying to establish who's buying from you and then asking them questions in return for specific things. That is definitely a more active approach. But it also saves you six months of potential building a product and then launching it and not being able to really see if it's profitable or not knowing where the clients are from. Literally the other day, my team was organizing and networking events for startup funding events. I hired two CEOs for debts and they're running the events now, I'm literally not doing any of the events. So I joined the event as part of a networking. We had a coach there and his problem was, I don't know how I want to get more clients. And so this is definitely a big problem. People are putting themselves out there. They assume that sales and lead generation are just not as important people will becoming to me. But yet here I am telling you it's definitely going to be something that you need to do. But the good news is it's something that you need to do in the first, maybe one to two years. Or the faster we get to 100 clients, the less you'll be needing to do that. Because once you have those clients or once your 23 years and you're gonna have full awareness of who you are, wonky fatness and how to maximize profit from there on out. Yes, it isn't more active experience. You are analyzing these clients. The questions you're asking is like again, platforms you're on. How did you find this? Why did you buy with us? What would you want more? I just I would just recommend sit down for a cup of coffee with these people and just whatever comes up, just ask them if you want specific questions, go on Google or watch one of our theoretical videos and just go in depth into all possible questions you can ask them. The biggest thing I would say is don't worry, don't worry. Because if you had a proper conversation with them, a good cup of coffee, then at the end, just asked him if I have more questions. Could I ever bring you up for a short five-minute session and ask you more questions and more questions might pop up. For instance, when you run your first Facebook ad campaign, facebook is going to ask you, which region do you want to target? What are some of the Facebook pages that this personal likes, whether their positions, that type of stuff. And then you can just quickly call up those people and be like, hey, quick question, But we're here and we're establishing this. Could you help me out with blah-blah-blah. I'll give you a discount. So just make sure to just have a conversation, establish a relationship, and then leave an open-ended question at the end so that you can always reach out to them. But yeah, It's very much an active thing. Creating a one key fan, having a proper analysis, creating your initial market research. And then from there on out building a proper product. I always see the opposite happened. Build out a product. You're thinking you're too wonky fans, so it's probably going to pay off. And then afterwards the whole process starts like how many times the Kickstarter stars and they're like, Oh no, what's happening? And suddenly they're talking with all these wonky fans and trying to do everything in 30 days that you literally could have done beforehand for a lead up of three months before you launched? Yeah, that's definitely where I would be closing one key fan analysis. It's been a lot probably a lot of information, but if you have any other questions, definitely let me know. I'll be able to go a bit deeper into certain aspects. Again, I've worked with many different entrepreneurs, many different clients and many different regions, Asia, America, Europe. I've been to places like China where I was doing at the time, link business paper on it's to see what the potentials were of certain products. So launch there. I've definitely tasted a little bit of everything. Have invested in the past in very diverse entrepreneurs. And definitely I've seen different experiences being outlines with biases and non biases and what skills are and what skills aren't. If you are struggling with something, I definitely hear you, I definitely see you. And if you have a specific question, let me know and I'll try to answer as detailed as I can. Thank you so much and I'll see you in the next video. 33. Lead Gen with zero budget: Hi there and welcome to a new QnA workshop. Today we will be talking about question that pops up quite often when I'm talking to new entrepreneurs and startups, which is how to do lead gen or sales when you have no budget. Unfortunately, this is most of the people's journey when they're starting a new business. And so I wanted to dedicate an entire workshop telling some stories of how I started and when I've invested in young entrepreneurs, diversified entrepreneurs, diverse entrepreneurs, and how they do it as well. So not only have I gone through it myself, I've also seen other people do it and hopefully would a couple of stories today, you'll be able to do a two. Again on my iPad, I have here. The question is how to do lead gen or sales when you have 0 budget? In order to understand that, we have to go back to how I started. This was almost a decade ago and at the time I was studying, I was doing multiple jobs at the same time. Now it's very important that you probably realize that you can't just jump into it. I remember at the time I joined the business masterminds little chorus, just like you hear, joined and had somebody that I was talking about how to set up a business. Just like I am right now here with you. So little. It was literally as if I was sitting in his workshop and explaining everything. One of the things that I noticed with my kind of other people in that mastermind, business mastermind who were listening to that mentor as well. Some of them started saying, you need to throw the backpack over defense, you really just need to die straight into it. I remember there were like 500 people who signed up. And then three years later somehow like 90% of those people are even more, just vanish. You didn't hear from them anymore. I think there's a handful still that's still talked together. A handful that actually made it. And this is their job now and they work on their laptop. But almost all of them that I met on the first year at an event who are literally telling me, just throw the backpack over the fence, you've got to just be dedicated and motivated. I mean, none of them have made it. And sometimes the ones that didn't make it, they weren't the ones that they did throw the backpack over defense, but then didn't have enough funds and had to move in with their parents. And then as they were living with their parents, they eventually figured it out. What I'm trying to say is when you have no budget, you need to be super risk averse. There's somehow a saying or a profile associated with entrepreneurship that if you want to be successful, that somehow you need to take a lot of risk. And it's like gambling in a casino. Yet most of the successful entrepreneurs that I follow and nf kind of scene make it our quiet incredibly risk averse. And what they tend to do is of course they tend to risk the ones that take the biggest risks tend to pay off. And those are the ones that garden multimillionaires. But they are very calculated and these are really not stupid people. They just throw backpacks over fences. These are people that have either a consultancy background or they have some type of economics or business or Accountancy. I have a law background. So they very much look at a problem, dissected, cluster it, and just make sure to really see almost all angles that are available. But at the same time they realized that flexibility is necessary and not every angle can be accounted for. And so while they do analyze the risk, and they really tried to calculate the risk as well as possible and cover themselves with backups. At the end of the day, it is quite important to mention that everybody who starts out and the ones that make it eventually do take calculated risks. So be aware of that. When you're starting out with no budget. What I'm trying to tell you is don't listen to all of these outliers. These people that make a lot of money overnight almost, somehow seemed to make it and keep telling that you have to have this mindset. You really don't have to have any mindset. You need to be incredibly risk averse, be super calculated about which risk you take and minimize your budget. One of the, one of the advices that I followed it I love, and these are the people you should be following on YouTube. Are all those finance YouTuber set keep saying save your money, make sure to have no debts and all those things. Because it's much easier to take calculated risks and you have a higher percentage of succeeding when you don't have multiple chains weighing you down, the biggest chain is going to be monthly fixed costs that you have. Which is why a lot of 20 year-old's and teenagers seem to perform much better when they're doing entrepreneurship because they're able to take incredible risks and nothing will happen to them because they are just going to end up living where they live, which is with their parents. They don't have any taxes, monthly costs. There's nothing big going on. So if you're in your 20s, That's good news because again, very low risks. There's nothing weighing you down there, no costs and your fixed costs should be incredibly low. This is also the part where physically you can get away with a lot of things, especially if you're under 25, you can just get away with bad food, almost no exercise and still somehow pushed through. The moment you start hitting 25 plus those things start fading away, becomes much harder. But yet the average. Age. If you go online and you look for the average age for an entrepreneur who starts a business that eventually hires at least one employee is 43 years old. We're kind of seeing a trend. Risks need to be mitigated. You're either in your 20s and you have nothing weighing you down or you're in your forties and you already have some type of backup money and probably like half of your mortgage or something is paid off, you're already saving some of your pension is buildup, so there's almost no debt. These are incredibly important things to realize. Even though I'm talking about things have nothing to do with Legion, this is incredibly important because when you are doing in regeneration and you're going out and doing sales marketing, whatever topic I might be covering, the fundamentals are going to be crucial to the mindset that you are going to be approaching all of these strategies. Width, if you have a car payment and a mortgage and you know, something broke and you need to get somehow $2 thousand and your savings is like $5 thousand, you're going to go into sales incredibly desperate. And you notice saying the rich get richer, the poor get poorer in sales. That is even more so the people who are desperate and you can always kind of sniff it out, they seem to convert less sales than the ones who are in abundance. You always want to go into a restaurant that is full and has a line outside. And if you can get a reservation, you'd be stoked getting their reservation and getting there. Rather than going to a restaurant that never has people around. Every time I walk around in a big city when I travel and then with friends, the number one thing we're looking for is a place that is busy during lunch. Because if a restaurant is busy during lunch, that's usually a good sign. Same thing here would lead generation sales when you're reaching out to people, the first thing you want to fix is your scarcity mindset. And so I'm very much emphasizing the fact that you should not throw them back, back over the fence. You should not take incredible risks that are going to sacrifice everything. I do think you should be taking risks that are calculated, that every time you have more backing, more fundamentals in place, more savings in place, that you can take bigger and bigger risks and eventually gain more because you're doing those bigger risks. Listening, if you have 10 million in your bank account and you take a risk that is 5 million, which is half of your income that you have in your bank account, then it is, it's much easier to take that risk and possibly make a 100 eggs, let's say you sell and make 100 million from this 5 million investments, that risk is much easier to take because if everything's paid off and you already had 5 million in the bank, then you just doesn't matter if you have another 5 million. If you have, let's say $5 thousand, like the example before, you're taking risks based on bad money while you have children and then mortgage and the heater broke. You're just you're literally just increasing the odds of failure. And so that's the first thing you want to mitigate. Look at your situation currently. How is that situation? Are you able to go for three to six months without any sales? I would say that's the first thing you should do. Get an emergency fund three to six months, and then make sure that then you're in a good place. But now you're hearing 0 budget. Obviously I've done my best already. Most of my costs are down. I live in a cheap apartment. I eat cheap food. I make sure that everything is cheap, which is exactly what I did. I had my budget for the week was $20 for food. That means that I would go into canteens, get myself. It was like a $1 plate that was refillable with salad and potatoes. And that's what I was eating in the beginning. 20 bucks, I literally have the still the sheet in my budget sheet that I still use to this day. And I can literally go back to those times and I was like 13 bucks a week. So it is incredibly important that you mitigate risks there. But again, you've mitigating risk, your phone goes down, your rent is your cost of living, it's down. Now, have a three to six months so you can survive. No matter what happens. You now are not going to stress out whenever somebody gives you a rejection, that is possibly not even a rejection that you can still somehow change. Which again, we've learned in the sales scores, there's a difference between a hard no and then maybe I need to talk to somebody. So again, if you're in an abundance mindset, it's much easier to have those conversations and the chill mindset. And again, convert people over a span of longer. Now, why do you need to convert people over a longer span? There are a couple of things when you're doing lead generation that is important to look out for first, you don't want to do lead generation and getting a cold or converting cold leads to warm leads and inducing buyer's remorse. If you're converting cold leads into warm lead. So you're getting them on the phone, you're getting them excited, but you're pushing too much instead of spreading it out over a longer time, creating familiarity and trust that you might create buyer's remorse. We want to counter act buyer's remorse if we're building a big business or If you're even building a business over the long term, you want to counteract that because you want to create loyalty and trust with clients that feel you're in abundance. In my case, my wonky fan, the person that I was focusing on in the beginning of which corporate corporates work over a timespan of six to 18 months. And if I'm lucky, maybe the pilot project would end up starting two to three months in. And then from there we could prove ourselves and start to real project six months in. It would corporates, I needed to have the fundamentals in place to not worry. Again, you don't have to be rich to fundamentals in place. Just eat very low budget, have very low costs, and then you're able to take those risks. And so when I was negotiating with them, even though of course I wanted them to convert within a couple of weeks, I could never push those things whenever I would reach out on LinkedIn to potential procurement managers, I needed to slowly weighed, weighted in. Sometimes I would reach out to them, have a conversation. They didn't want to talk on the phone. They wanted to, for instance, get a cup of coffee, but they were busy that we'd need to have a cup of coffee next week. Again, lead generation is much more than just collecting e-mails and numbers. It's really converting them into these warm leads that potentially could either refer you or become sales. And so as you're building trust, having conversations with them, you are an abundance so you don't have to close that week. You can close next week. You're now building a network. And then over a span of several weeks, you can now call with them and be like, hey, we just dropped this offer. A lot of clients who are going crazy for it, maybe you're interested in trying it out during the pilot project, stuff like that. So obviously that's very B2B corporate type style lead generation. But it's just to say that when you're doing lead generation with 0 budget, be aware that the first thing you're doing is creating a good, healthy mindset. Then you're reaching out and realizing that it's not an overnight conversion. But now obviously the juice and the reason why I get this question, which is, how do you actually do regeneration? In which platforms do you choose when you're doing regeneration and you have 0 budgets. So you can just go and buy a camera or Duke crazy paid ads or something like that. Well, so far, whichever business that we did, we always go where our client is. Before again, you go on the platforms. You have to know who your one key fairness. And we've covered this in multiple videos already, but pretty much you need to be aware of which platforms your clients hangout with. You. If you don't know where your client clients hang out, then you have to create testimonial sales, which means you will go on LinkedIn or on Google, and you will call up some businesses, email some businesses, or reach out to people from some businesses. And then it's up to you. You either offer cost price something or you offer to do something for free in return for a video testimonial. Once you have three video testimonials, maybe five video testimonials between that number. Then start looking what you're asking them questions, especially during the video testimonial. One of the things you'll be asking them is, where did you find us or obviously if you call it out to them, that's not going to work. But if you go and you let's say you're building a website agency. So you'd ask them in that video testimonial, obviously this isn't going individuals the small, it's just a recording that you're gonna keep for your own research. But in that interview you can just ask them if you normally look for designing websites like we designed for you during this testimonial sale, where would you go? What do you do? When is it Google? What do you type in on Google or do you go on LinkedIn and you type in a website design agency and then you look for some founders. What are the exact steps that you do? You're gonna get specific answers most of the time in that case, from my experience and I've had thousands of those types of interviews at this point. Most of the time, people Google specific services that they are looking for. Other times it's word of mouth through LinkedIn, they somehow stumbled on someone and then their headline read website builder or something like that. And then they just reached out to people. But again, most of the time it's Google and there's a specific key phrase or keywords that they're using and the that they are typing in. Now that you have this data, you are now aware which platforms here choosing. And so if you're aware of which platforms you are choosing, you're aware where most of 80% of your time is going to be on. If people are mostly on Google, then there's a point for you to start building up SCO parallel to creating testimonial sales or maybe cost price sales. Asking people that you just did a cost price or a free website for or whatever service or product you're selling. To refer you word of mouth can be incredibly important. And then from there on, building up more of a network networking events. So there are places like meet up and Eventbrite that you can go to weekly events. We organize networking events of all the time. These are all places where for free you can pretty much gain attention, gain word of mouth, and gain a network that will refer you. In the beginning, when I did every single day, I would reach out on LinkedIn to specific types of profiles that fit my business. And I would ask them in a personalized invites. When you go on a profile, you can hit the arrow next to connect or befriending someone. Next to the Connect, there's a personalized invites. Once the arrow goes down criticized inviting, you can type in a note. So you can have, I think it's a couple of a 100 or something characters that you can type in and say, Hey, this is me, this is what I'm doing. Most of the time, people never answer, but they might be friends. You, as the connection exists, you get a notification from LinkedIn and your message is still in there. And the beautiful part is that you don't have to copy paste the message. You can just add, Hey, did you get my message? It's above. It's above here. Now you have a connection with them and you start chatting and you're like, Hey, can we go for a cup of coffee? Because remember your costs are down so you don't mind waiting a couple of days and fitting their schedule. Instead of just having a call building familiarity. That familiarity can lead to a testimonial sale at cost sale. If you're out of your testimony in sales, it can lead to real sales, but also during the conversation you can say, Hey, we're looking for these type of specific people. Is there any way that you can connect me? Another smart way that you can do this is as you're planning those meetings, it could be also Zoom call meetings. You can look through their LinkedIn, people that are relevant from their own business. If it's a corporate or other businesses, then you can make a list. Top five list or the top ten would be too much, but top three to five list. And as the conversation goes well, and you're charismatic and there's a connection and their stress. You can say, Hey, I'm building this new business, I'm looking to expand. Is there any way that you could help me connect with some relevant people on your LinkedIn. I saw this one guy that could be interesting if you find that too weird because the trust is not built on the first connection or that first coffee date that you have just asked. Is there any way that you could connect me with some people? If the answer is yes, then you just say, Hey, I'll just go through your LinkedIn tonight and send your list of people that it would be nice you could connect me with. And so suddenly you're building and an exponential network. Let's say planning in ten meetings a day knows who you're reaching out to ten to 15 people because you don't want to go over the limits of LinkedIn. So 1015 people a day. So that's 70 to 90 people every week that you reaching out to. If you have a conversion rate for Zoom calls should be easily between 10, 20%. I've literally done this myself. And then when a invested into one of my first businesses, the female founder literally did exactly the same thing and her conversion rate was a bit higher to mine, it was above 20%. This thing literally works. And as you're converting them to the Zoom calls, you can do this listing. You can pretty much expand your network pretty quickly. And suddenly you're 10, 20% conversion rate, which is nine to ten meetings a week. It can turn into quite a large network that you're building. And again, 1015 messages on LinkedIn a day and ten meetings a week. We're talking about less than 1.5 hour of work a day or something like that or sorry, ten meetings. So that's two a day if it's Monday to Friday workday. So you're doing two hours in meetings and you're doing half an hour or something and sending out messages and research in people. Of course, if this is new to you, it might be an hour. Now we're working three out of the eight hours because work-life balance, I guess, even though in the beginning much more than that. But so you have your five-hour still left open to do other things. But remember, you're building your network exponentially because with every meeting that you're doing, you're asking a connection to three, to five other people. And so at 1, you're gonna get an, a very privileged position where you suddenly can choose who you meet width strategically as your progress, I would say around week two or three years already gonna see who fits and who doesn't fit. As you pick and choose, you're gonna get better at it. And so sales will slowly start coming in from dad angle while you're doing bad angle, which is again the basic lead generation, converting coal to warm leads. And then eventually sales will take over and you take all of these leads that are all now Warm have called which you have had LinkedIn interactions with, you have referred to, to other people. And eventually you can turn this into, again, this is how we started our events. Because think about it. If you're doing this process at 1, you can't meet with everybody and do business. We started I started doing dinners and then after dinner she became way too big. And I was getting a little bit too fat because I was doing like three dinners a week and inviting six to ten people. Eventually we started doing events. And then when you're doing events, of course you're bringing all these people to get her social proof. You're connecting the ecosystem and you are becoming an in person within that niche. So this is again, high-level lead generation over a span of, I would say two years or something like that. But while you're working that angle, which is a 23 hour angle a day that you should be spending on. Then you have five hours now left to work. Other angles again, we're talking 0 budget, so we're talking, you can't spend any paid ads. You need to work all the angles that you can. So I would say most of the people, if if you are, let's say again, a website agencies, some type of service agency, or maybe you're selling lawnmowers or I don't know what. Then most of the time when you're doing your video testimonials, let's say you sold the lawnmower and somebody who looks over the product and you gave them a 50% discount in return for a testimonial, you would him where did you find or how did you find lawnmowers? And then most of the time they'd say, Oh, I'd go to the shop or I'd go to Google. And so now we're no, we are aware of which keywords are being targeted. While you're building this angle, you're now going to start building search engine optimization, which is incredibly important when you're selling products and services. There are multiple ways to build SCO very well for your website, but one of the ways is time. You need a lot of time and it takes at least six months to see results. So as you're building engagement content, blogs, videos, making sure that their attention is high. Click-through rates are high within all of your content of the website. But also making sure that people go to a website and have a way to convert, call you, email you all these things. You're becoming slowly by the time you're hitting the level that I told you with the other parts of legion where you're actually building now events instead of just meetings. By the time that happens, people are gonna be googling you and guess what happens? Because you've been working on this other angle of SEO, suddenly you're popping up on the first page and they're clicking on you. And the more they click on your Google loves that stuff. So you're coming on the top. Without doing any paid ads, you're slowly building up a network while at the same time becoming an Internet number one pager. There are other way, I'll give some way. So again, we have a course on search engine optimization. But in short, if you don't know anything about search engine optimization, first thing you need to do is make sure your website runs smoothly. It doesn't have any annoying pop-up banners and works fast. Dive deeper into how to make it a mobile friendly. Don't overloaded with heavy images and make sure that you have a clear blog. The reason you want blogs and reason you on video is all these things is you want to keep people on your website. The more engagement there is on your website, the longer people stay on your website, the more user-friendly your website is. Of course, these are not all things that are relevant to Google, but these are very big things that are relevant to Google. That's one thing that you should be working on, blogs, videos, all that stuff. But the other thing that gets neglected quite a lot is just the simplest thing. And that's Google my business, just set up a simple Google My Business page. And every single time you have that coffee date with somebody, you ask them, hey, I'm starting my new business. I have this Google My Business page. Is there any way that you could help me out by giving me two sentence review of what you thought of me and if you would ever work with me because that could help me a lot, you'd be surprised how much of a difference that's going to make for anything that you do in business. Not only will you have legitimate reviews from people who actually met you and have the best intention for you, which you will be able to show to potential new sales. You're also going to create investment in your business. They're going to feel like they were building it with you together. You're going to have real people commenting on it. And the more reviews you have, the more Google recommend you. These things feed into each other. And so SEO is a big thing that my business exponentially started growing when the SEO kicked in, I was always so dismissive of it because I was so focused on that first part, I reach out to people on LinkedIn, setup coffee dates, Zoom calls all that stuff and completely ignored for I would say the first two years, the whole SEO thing. And then we slowly started doing it very skeptical. And then it just, it just started working. I started getting some of my biggest deals, people googling me. And so suddenly realizing kind of dose do need to be working in parallel the passive lead generation where people come to you in parallel with his actively generation where you reach out on, you call people on Google, you reach out on LinkedIn. You tried to set up coffee date. You go to people in their offices, you ask for reviews if they've done a testimonial sale with you, or if they are just genuinely interested in things and they just wanted to share how they are, how they founded the conversation to be with you. And that they refer people. And how, if you were in the beginning and you have nothing, can you imagine seeing a business page would have reviewed that says, even though I didn't buy anything at the end because I'm in a totally different industry. I referred this person to three other people because I really believe in what they do and definitely in the future. Once this becomes relevant to us, we'll buy it. I mean, that's still an amazing review. Eventually, if you still have a personal touch to your business, it's gonna be incredibly important when again, you're meeting these people that they're referring you to, and then you're showing this Google review page. And they say, Oh, but this client didn't buy anything yet. They posted a review. And then you can say yeah, but you know, you just met me. So you see that clearly these people also met me and they loved me. So then clearly something is good and we're not going to run away with your money and we're gonna do our best to deliver the best product that we can have. Because in this review, the person just mentioned that the moment that becomes relevant to them, they will buy it as well. Any social proof that you can get in the beginning is going to be so incredibly important as you move on. And of course, if you're actually an established business and you're building it up, please build up actual reviews and NADH these types of views. But we're talking about again, beginners 0 budget. You don't know how to do pay dads and you just want to make sales. So this is how I did it from both angles. I went and I went a little bit crazy. But the first angle that I did is obviously not SEO because that takes time again six months to a year before we start seeing any results. At least from my experience. And then with the whole reaching out on LinkedIn, I would go on Google and call businesses, a set up meetings, coffee dates, Zoom calls. Except at the time when I did it, I don't know if Zoom existed already, but it's doing vehicles was definitely not a thing. There's just a ton of metopes, a ton of meetups, and just making sure that it's spread out over my week doesn't dominate my days. I tested it all out. You can have a couple of meetings a day. That's one way to do it. One way that I did it eventually is I had meeting days, my Thursday and Friday we're meeting days and Monday to Wednesday, we're completely locked away for pure work. And then Thursday, Friday I would have meetings. And then if I'm really honest, Like Saturdays, I would still work catch-up on most of my work and in the evening. So we'd catch up on work in this Sunday's was my rest day, even did an entire TED X speech around the rest day, which was super important. Nowadays. Things are much simpler. I still take a day off, but I have way more leisure time and I actually don't do at 1 that you don't actually have to do to meetings anymore. Your team handles the meetings because they're building now their own business development network out. So you have this deaf people. But I'm mostly focused on the whole SEO thing. We get organically couple of clients a month, which is more than enough for what we need. And then obviously we have things like a 150 plus 170 plus corporate clients. And so we're mostly handling that part while the machine keeps running and I'm keep making it more efficient from all angles. And then for the event side, which obviously we're still doing, as you can see on all of our YouTube, as we keep doing our events, we're mostly focusing on online. But yeah, that's kind of insured a summary of how I would handle it. Maybe not as detailed as possible, but this is all about the story parts, how I used to handle it, how I did it. It definitely will get you to your first, I would say six figures. A 100 K's definitely plausible. 50 K for sure by just building this massive networks should definitely get you to 50 K If you're in the Western world. But again, if you're not in a western world, you can do all of this that I just mentioned and have online Zoom calls and stuff like that. Just make sure that everything looks professional and you'll get the same type of trust and interaction with people. And so that should definitely get you to between 1550 K and six figures. And then from there on, you can always start expanding, working more on SEO, working more on different types of content. Figuring out that word of mouth can be more important nowadays again, I'm not that focused on new people going to a meeting. I'm more focused on existing clients and word of mouth through there. One corporate has like, I don't know, like tens or dozens or hundreds of departments and divisions and other countries. And so my time is more invested in kind of going through the corporates, internetwork and meeting people that are irrelevant there because we're already preferred suppliers. We just need to get on the radar with a lot of people. With that being said, thank you so much for listening to this part. If you have any questions, please let me know and I'll see you hopefully in another question video. 34. Course Outro: Congratulations for making it to the end. I truly appreciate you going through every single video and starting to implement it into your life. And that's what your next step is, implementing it and sharing it with us. The course is not finished the whole point and the goal of our team is to make sure that your journey keeps ongoing. We do this by answering your questions. So if you feel like something was left unanswered, if you feel like the course wasn't covering a topic deep enough, please ask questions, but also request content every month we will keep uploading new content, making sure things are relevant for you. If you feel like you need something more, just reach out. We tend to answer within 24 hours. Of course, sometimes it's a holiday, so please give us a little bit of leeway. But trust me, the whole team is here to make your educational journey a little bit better. Hopefully you enjoyed this as well. If you did, do consider to give a great review because it really does affect us a lot. So if you haven't donated yet this month, please consider donating by giving us a good review, we make sure that we're here for you if you have any questions or if you didn't like it. So just ask us for feedback because again, we will update every month. Hopefully you liked it and I'll see you hopefully in a different course as well.