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Actual for You - How to Write and Deliver a Dynamite Speech - Part Three
The Secret to Building a Highly Profitable Business nner. I could feel myself “efforting”. I was trying too hard.The first business of any business is to make a profit...Plain and simple!Think about it...Regardless of what kind of business it is, regardless of whether it's selling a product or a service, regardless of whether it's doing business online or offline, if a business isn't making a profit it doesn't have any reason to exist, does it?However...Profit alone isn't enough.*How* a profit is made has far more to do with the ultimate success or failure of a business than the profit itself.You see...In order for a business to make a profit, it must have sales. It might be sales of a product or it might be sales of a service. Either way, a business must have sales in order to make a profit.And...In order for a business to have sales, it must have customers - people who are willing to exchange their money for the business' product or servic As usual, the speech went well. But I wasn’t on fire. And while the audience was into it, I could tell that it wasn’t the same. The emotional connection wasn’t as intense. In retrospect, I discovered that it was my intention, not my content, that made the difference. I realized that when I was speaking for a fee, my confidence wasn’t as high. I felt like it was ME versus THEM. When speaking at a chapter meeting, it was just US. So I went out to my next fee-paid keynote with a new intention – to be of service. I determined that no matter where I was and no matter who I was speaking to, it was just US. After all, we are all just people! The results were immediate and positive. I was on fire. They were totally into it. And I got a standing ovation. Setting your intention before you speak makes a powerful difference for you, and for your audience. If you want to be an amazing speaker, you must master the mechanics of a Dynamite Speech. However, the hard part, the part that is your life’s work, is to master the dynamics as well. The dynamics are all of those energetic, emotional and spiritual dimensions that make you a one-of-a-kind original. To master the dynamics, keep working on yourself. Tell your truth. Strip away any artifice or mask that prevents you from being authentic and real. After al It's Not What You Know, It's Who You Know: Truth or Rumor? Phase Three of the 21-Step Dynamite Speech System is Preparation and Delivery.It’s all about who you know, not what you know.How many times have you heard this phrase?In other words, the rumor is that if you don’t know the right people, you can’t get anywhere.Don’t buy into this rumor.Sure, there might be instances where you have to know the right person to get your foot in the door and there are certainly times when knowing someone might be the only way you can get hired with a particular company.Certainly there are instances where a new manager gets rid of existing staff and brings “their own people” (ie. their friends) in to replace them. Fortunately this tends to be the exception rather than the rule.I’ve often found that the “it’s not what you know it’s who you know” rumor gets started by underachieving people who look to make excuses for their own lack of success.Even if it is true, I’ve always thought that I proba I was a professional actor in Chicago and Hollywood for 16 years. One of the nice things about being an actor on stage was that someone else had done the hard creative work of writing the play. The playwright had spent hundreds if not thousands of hours getting the mechanics right. Once the play was cast and rehearsals started, our job was to add the emotional and spiritual elements, the dynamics. Phase One and Phase Two of the Dynamite Speech System focus on mechanics – content and flow. (Phase One: Strategic Design; Phase Two: Creative Development) While there are essential things to learn about writing and creating a dynamite speech from studying these two phases, proper mechanics are not enough. If you want to blow people away, you also have to master the dynamics of speaking. The dynamics are the intangibles – what people watching refer to as power, presence and poise. These dynamics are the things you do to connect with your essence, that in turn help you connect with your audience. As speakers, we have to know how to create these dynamics. They don’t just happen. Fortunately, there are attitudes, rituals and preparation exercises that you can use to help you master these dynamics and “get in the zone” so that you can truly be amazing. In this article, I’m going to briefly mention some of the skills that are helpful in mastering the dynamics of speaking. Two skills that have helped me the most as a speaker come from my many years in theater – knowing how to memorize and rehearse. Acting is a precise medium. Actors are responsible for delivering each line exactly as the playwright wrote it. Speaking is very different. Much of what is said in front of an audience is “in the moment.” It’s spontaneous and from the heart. Or it is customized and to the point. There are many similarities between acting and speaking, too. Both theater and a Dynamite Speech can and should be a moving experience. Both can and should be entertaining. And both can and should convey a message. I’ve studied hundreds of professional and celebrity speakers and have interviewed many of them. Whether they write and memorize their material up front; or find that over time, certain stories, lines and comedic bits have become memorized, the best speakers have material that, like the lines in a brilliant play, are spoken the same every time. The Dynamite Speech System goes into more detail about how you can add rehearsal and memorization to your speech preparation. In brief, if you want to be amazing, write some memorable lines and memorize them. Find a place where you won’t be interrupted, and rehearse out loud and on your feet. (Listen to Steps 16 & 17 of the Dynamite Speech System for more.) Another thing that I learned from performing on stage was how to make the transition from my normal walking around personality, to my “show time” personality. I call this “getting in the zone”. The zone is both a state of mind and a state of being. In my experience, it requires physical, mental, emotional and spiritual preparation. The mistake many speakers make is to simply prepare mentally. Speaking is a physical medium. If you’ve ever had sweaty palms or experienced shortness of breath, you know what I mean. Nervousness manifests in the body. It also attacks the brain and turns it into mush. To ensure that you are at your optimal mental state, you have to work your body. Have you ever worked out – done any physical exercise that caused your heart rate to accelerate for an extended period of time? If so, you’ve probably also experienced a state of mental clarity while exercising. All of a sudden, you’re finding solutions to problems and coming up with all kinds of great ideas. Does exercise make you smarter? No! What exercise does, however, is send an incredible amount of oxygen to your brain and increase the endorphins flowing through your bloodstream. This awakens your brain and accelerates synaptic activity. That’s why physical stimulation is essential to enhance our mental preparation. I suggest two separate routines before you step in front of your audience. One is called the “warm up” routine and takes place upon awakening. The other is called the “show time” routine and takes place in the 15 to 30 minutes right before you speak. (Listen to Step 19 for more.) Both routines include elements of physical, mental, emotional and spiritual preparation. The last, and most important, step in the preparation process is to set your intention. Let me share a story: For many years, I’ve been privileged to share The Story Theater Method with speakers and trainers at ASTD, Toastmasters and National Speakers Association chapter meetings. I usually speak at these meetings for free. I love speaking at these meeting because we’re all speakers and trainers and share a common bond. It’s just US. My intention is to be of service to my colleagues. Of course I also speak and train for a fee. That’s how I make my living. Well, many years ago I was speaking for free at an NSA meeting in Nashville. I was on fire. The audience was completely into it. It was an intense emotional experience. A few days later, I was in Seattle giving a fee-paid keynote. Because I had just come from speaking at a chapter meeting for free, I noticed that my experience beforehand was different. I was a little nervous and concerned with my content. I was worried about making a positive impact and pleasing the meeting planner. I could feel myself “efforting”. I was trying too hard. As usual, the speech went well. But I wasn’t on fire. And while the audience was into it, I could tell that it wasn’t the same. The emotional connection wasn’t as intense. In retrospect, I discovered that it was my intention, not my content, that made the difference. I realized that when I was speaking for a fee, my confidence wasn’t as high. I felt like it was ME versus THEM. When speaking at a chapter meeting, it was just US. So I went out to my next fee-paid keynote with a new intention – to be of service. I determined that no matter where I was and no matter who I was speaking to, it was just US. After all, we are all just people! The results were immediate and positive. I was on fire. They were totally into it. And I got a standing ovation. Setting your intention before you speak makes a powerful difference for you, and for your audience. If you want to be an amazing speaker, you must master the mechanics of a Dynamite Speech. However, the hard part, the part that is your life’s work, is to master the dynamics as well. The dynamics are all of those energetic, emotional and spiritual dimensions that make you a one-of-a-kind original. To master the dynamics, keep working on yourself. Tell your truth. Strip away any artifice or mask that prevents you from being authentic and real. After all The Ebb and Flow of Network Marketing of the skills that are helpful in mastering the dynamics of speaking.“And so I say to you: ‘Ask, and you will receive; SEEK, and you will find; knock, and the door will be opened to you.’ “For everyone who asks will receive, and he who SEEKS will find, and the door will be opened to anyone who knocks.” - Luke 11: 9-10. [Good News Bible]No matter how long you’ve been in this business, you will have experienced what I call the “Ebb and Flow of Network Marketing.” It’s simply the highs and lows you experience from dealing with people. We have all experienced it, even the top earners in the business.See if this has happened to you. You’ve just made a great presentation to a prospect and, in spite of your being able to neutralize every objection they have put forward, they still don’t sign up. You feel rejected, frustrated, and disappointed. You begin to wonder why you ever got into this business and what you’re doing wrong. You go into a bit of a Two skills that have helped me the most as a speaker come from my many years in theater – knowing how to memorize and rehearse. Acting is a precise medium. Actors are responsible for delivering each line exactly as the playwright wrote it. Speaking is very different. Much of what is said in front of an audience is “in the moment.” It’s spontaneous and from the heart. Or it is customized and to the point. There are many similarities between acting and speaking, too. Both theater and a Dynamite Speech can and should be a moving experience. Both can and should be entertaining. And both can and should convey a message. I’ve studied hundreds of professional and celebrity speakers and have interviewed many of them. Whether they write and memorize their material up front; or find that over time, certain stories, lines and comedic bits have become memorized, the best speakers have material that, like the lines in a brilliant play, are spoken the same every time. The Dynamite Speech System goes into more detail about how you can add rehearsal and memorization to your speech preparation. In brief, if you want to be amazing, write some memorable lines and memorize them. Find a place where you won’t be interrupted, and rehearse out loud and on your feet. (Listen to Steps 16 & 17 of the Dynamite Speech System for more.) Another thing that I learned from performing on stage was how to make the transition from my normal walking around personality, to my “show time” personality. I call this “getting in the zone”. The zone is both a state of mind and a state of being. In my experience, it requires physical, mental, emotional and spiritual preparation. The mistake many speakers make is to simply prepare mentally. Speaking is a physical medium. If you’ve ever had sweaty palms or experienced shortness of breath, you know what I mean. Nervousness manifests in the body. It also attacks the brain and turns it into mush. To ensure that you are at your optimal mental state, you have to work your body. Have you ever worked out – done any physical exercise that caused your heart rate to accelerate for an extended period of time? If so, you’ve probably also experienced a state of mental clarity while exercising. All of a sudden, you’re finding solutions to problems and coming up with all kinds of great ideas. Does exercise make you smarter? No! What exercise does, however, is send an incredible amount of oxygen to your brain and increase the endorphins flowing through your bloodstream. This awakens your brain and accelerates synaptic activity. That’s why physical stimulation is essential to enhance our mental preparation. I suggest two separate routines before you step in front of your audience. One is called the “warm up” routine and takes place upon awakening. The other is called the “show time” routine and takes place in the 15 to 30 minutes right before you speak. (Listen to Step 19 for more.) Both routines include elements of physical, mental, emotional and spiritual preparation. The last, and most important, step in the preparation process is to set your intention. Let me share a story: For many years, I’ve been privileged to share The Story Theater Method with speakers and trainers at ASTD, Toastmasters and National Speakers Association chapter meetings. I usually speak at these meetings for free. I love speaking at these meeting because we’re all speakers and trainers and share a common bond. It’s just US. My intention is to be of service to my colleagues. Of course I also speak and train for a fee. That’s how I make my living. Well, many years ago I was speaking for free at an NSA meeting in Nashville. I was on fire. The audience was completely into it. It was an intense emotional experience. A few days later, I was in Seattle giving a fee-paid keynote. Because I had just come from speaking at a chapter meeting for free, I noticed that my experience beforehand was different. I was a little nervous and concerned with my content. I was worried about making a positive impact and pleasing the meeting planner. I could feel myself “efforting”. I was trying too hard. As usual, the speech went well. But I wasn’t on fire. And while the audience was into it, I could tell that it wasn’t the same. The emotional connection wasn’t as intense. In retrospect, I discovered that it was my intention, not my content, that made the difference. I realized that when I was speaking for a fee, my confidence wasn’t as high. I felt like it was ME versus THEM. When speaking at a chapter meeting, it was just US. So I went out to my next fee-paid keynote with a new intention – to be of service. I determined that no matter where I was and no matter who I was speaking to, it was just US. After all, we are all just people! The results were immediate and positive. I was on fire. They were totally into it. And I got a standing ovation. Setting your intention before you speak makes a powerful difference for you, and for your audience. If you want to be an amazing speaker, you must master the mechanics of a Dynamite Speech. However, the hard part, the part that is your life’s work, is to master the dynamics as well. The dynamics are all of those energetic, emotional and spiritual dimensions that make you a one-of-a-kind original. To master the dynamics, keep working on yourself. Tell your truth. Strip away any artifice or mask that prevents you from being authentic and real. After al Entrepreneurs Know Profits and Cash are Different stem for more.)"How come there's never any cash in the checking account?"How many times have you asked yourself that question? You know the business is making money. The Profit and Loss statement shows a profit every month. You are constantly signing checks to pay the quarterly tax payments. Every time you go to the bank for a ninety day note, your banker agrees without batting an eye -- just passes over the papers for your signatures.And he tells you, "That business of yours sure cranks out the profits and it just keeps growing. What a gem."But where's the cash?If your business is growing at a rate of 30% a year, and your gross profit is 25%, you will always be out of cash. It's amazing, but unless the business generates high profits, even moderate growth will kill a business. The business can survive only as long as it has sufficient credit to borrow money -- more money each time it g Another thing that I learned from performing on stage was how to make the transition from my normal walking around personality, to my “show time” personality. I call this “getting in the zone”. The zone is both a state of mind and a state of being. In my experience, it requires physical, mental, emotional and spiritual preparation. The mistake many speakers make is to simply prepare mentally. Speaking is a physical medium. If you’ve ever had sweaty palms or experienced shortness of breath, you know what I mean. Nervousness manifests in the body. It also attacks the brain and turns it into mush. To ensure that you are at your optimal mental state, you have to work your body. Have you ever worked out – done any physical exercise that caused your heart rate to accelerate for an extended period of time? If so, you’ve probably also experienced a state of mental clarity while exercising. All of a sudden, you’re finding solutions to problems and coming up with all kinds of great ideas. Does exercise make you smarter? No! What exercise does, however, is send an incredible amount of oxygen to your brain and increase the endorphins flowing through your bloodstream. This awakens your brain and accelerates synaptic activity. That’s why physical stimulation is essential to enhance our mental preparation. I suggest two separate routines before you step in front of your audience. One is called the “warm up” routine and takes place upon awakening. The other is called the “show time” routine and takes place in the 15 to 30 minutes right before you speak. (Listen to Step 19 for more.) Both routines include elements of physical, mental, emotional and spiritual preparation. The last, and most important, step in the preparation process is to set your intention. Let me share a story: For many years, I’ve been privileged to share The Story Theater Method with speakers and trainers at ASTD, Toastmasters and National Speakers Association chapter meetings. I usually speak at these meetings for free. I love speaking at these meeting because we’re all speakers and trainers and share a common bond. It’s just US. My intention is to be of service to my colleagues. Of course I also speak and train for a fee. That’s how I make my living. Well, many years ago I was speaking for free at an NSA meeting in Nashville. I was on fire. The audience was completely into it. It was an intense emotional experience. A few days later, I was in Seattle giving a fee-paid keynote. Because I had just come from speaking at a chapter meeting for free, I noticed that my experience beforehand was different. I was a little nervous and concerned with my content. I was worried about making a positive impact and pleasing the meeting planner. I could feel myself “efforting”. I was trying too hard. As usual, the speech went well. But I wasn’t on fire. And while the audience was into it, I could tell that it wasn’t the same. The emotional connection wasn’t as intense. In retrospect, I discovered that it was my intention, not my content, that made the difference. I realized that when I was speaking for a fee, my confidence wasn’t as high. I felt like it was ME versus THEM. When speaking at a chapter meeting, it was just US. So I went out to my next fee-paid keynote with a new intention – to be of service. I determined that no matter where I was and no matter who I was speaking to, it was just US. After all, we are all just people! The results were immediate and positive. I was on fire. They were totally into it. And I got a standing ovation. Setting your intention before you speak makes a powerful difference for you, and for your audience. If you want to be an amazing speaker, you must master the mechanics of a Dynamite Speech. However, the hard part, the part that is your life’s work, is to master the dynamics as well. The dynamics are all of those energetic, emotional and spiritual dimensions that make you a one-of-a-kind original. To master the dynamics, keep working on yourself. Tell your truth. Strip away any artifice or mask that prevents you from being authentic and real. After al Never Wrestle with a PIG you step in front of your audience. One is called the “warm up” routine and takes place upon awakening. The other is called the “show time” routine and takes place in the 15 to 30 minutes right before you speak. (Listen to Step 19 for more.) Both routines include elements of physical, mental, emotional and spiritual preparation.The business books at the library and book stores fill many shelves. Some authors tend to run a little long at the keyboard. There is one voice that stands out from the crowd, Mark McCormack.Mark McCormack is the founder of the International Management Group (IMG) and was the guy who became Arnold Palmer’s agent in 1959. At the time, although enormously successful and popular, Palmer had only one endorsement deal - with Heinz for $500 a year (and as much ketchup as he wanted).Mark and Arnie’s simple handshake agreement changed the world of sports forever. Stick with me, this is NOT about sports.It wasn’t long before McCormack had signed two other rising stars Gary Player and Jack Nicklaus. McCormack didn’t limit himself to golf. In 1968, he signed his first tennis player, Australia’s Rod Laver as well as representing athletes from football, rugby, cricket, moto The last, and most important, step in the preparation process is to set your intention. Let me share a story: For many years, I’ve been privileged to share The Story Theater Method with speakers and trainers at ASTD, Toastmasters and National Speakers Association chapter meetings. I usually speak at these meetings for free. I love speaking at these meeting because we’re all speakers and trainers and share a common bond. It’s just US. My intention is to be of service to my colleagues. Of course I also speak and train for a fee. That’s how I make my living. Well, many years ago I was speaking for free at an NSA meeting in Nashville. I was on fire. The audience was completely into it. It was an intense emotional experience. A few days later, I was in Seattle giving a fee-paid keynote. Because I had just come from speaking at a chapter meeting for free, I noticed that my experience beforehand was different. I was a little nervous and concerned with my content. I was worried about making a positive impact and pleasing the meeting planner. I could feel myself “efforting”. I was trying too hard. As usual, the speech went well. But I wasn’t on fire. And while the audience was into it, I could tell that it wasn’t the same. The emotional connection wasn’t as intense. In retrospect, I discovered that it was my intention, not my content, that made the difference. I realized that when I was speaking for a fee, my confidence wasn’t as high. I felt like it was ME versus THEM. When speaking at a chapter meeting, it was just US. So I went out to my next fee-paid keynote with a new intention – to be of service. I determined that no matter where I was and no matter who I was speaking to, it was just US. After all, we are all just people! The results were immediate and positive. I was on fire. They were totally into it. And I got a standing ovation. Setting your intention before you speak makes a powerful difference for you, and for your audience. If you want to be an amazing speaker, you must master the mechanics of a Dynamite Speech. However, the hard part, the part that is your life’s work, is to master the dynamics as well. The dynamics are all of those energetic, emotional and spiritual dimensions that make you a one-of-a-kind original. To master the dynamics, keep working on yourself. Tell your truth. Strip away any artifice or mask that prevents you from being authentic and real. After al Creativity and Innovation Management: The Value Of Due Diligence nner. I could feel myself “efforting”. I was trying too hard.Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation. There are other useful definitions, for example, creativity can be measured according to the number of ideas produced, the diversity of those ideas and the novelty of those ideas.There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, development and commercialisation. Whilst there is no sure fire route to commercial success, these processes improve the probability that good ideas will be generated and selected and that investment in developing and commercialising those ideas will not be wasted.The Value of Duel DiligenceOne consideration innovators should be wary of in the rush to market is to not forego due diligence. That As usual, the speech went well. But I wasn’t on fire. And while the audience was into it, I could tell that it wasn’t the same. The emotional connection wasn’t as intense. In retrospect, I discovered that it was my intention, not my content, that made the difference. I realized that when I was speaking for a fee, my confidence wasn’t as high. I felt like it was ME versus THEM. When speaking at a chapter meeting, it was just US. So I went out to my next fee-paid keynote with a new intention – to be of service. I determined that no matter where I was and no matter who I was speaking to, it was just US. After all, we are all just people! The results were immediate and positive. I was on fire. They were totally into it. And I got a standing ovation. Setting your intention before you speak makes a powerful difference for you, and for your audience. If you want to be an amazing speaker, you must master the mechanics of a Dynamite Speech. However, the hard part, the part that is your life’s work, is to master the dynamics as well. The dynamics are all of those energetic, emotional and spiritual dimensions that make you a one-of-a-kind original. To master the dynamics, keep working on yourself. Tell your truth. Strip away any artifice or mask that prevents you from being authentic and real. After all, who else is there for you to be?
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