The Influential Communicator

By Ravi RajaniBusiness Entrepreneurship Education Self-Improvement How To

The Influential Communicator episodes

May 24, 2022[EP.17] The Secret to being Influential & Getting what You Want with Dr. Zoe Chance
The Secret To Being Influential And Getting What You Want;

Influence is your superpower.

Not only is this true, but it's also the title of a new high impact book written by today’s guest, Dr. Zoe Chance.

Influence helps bring great ideas to life and makes people want to say "YES" to you.

Every one of us is born with the power to influence people.

But at some point in our lives, we lose our way.

It’s up to us to rediscover this ability so we can transform lives – starting with our own.

So, how can we rediscover that power and become more influential as a salesperson and as a human being?

In this episode of The Influential Communicator, Zoe unleashes her story, strategies and tips on how you can communicate with influence, boost your charisma and sell anything in a way that's full of integrity!

Hit that play button and let’s go!

WHAT WE DISCUSS:
[0:26] - Who is Zoe Chance?
[3:38] - Where Zoe’s passion for studying "influence" came from
[9:40] - A time in Zoe’s life where she used influence to get what she desired but later found it was out of alignment
[14:26] - Zoe’s inspiration for communicating effectively with an audience
[17:00] - The analogy of “the Gator vs the Judge”
[28:12] - The “24 Hours of No” challenge
[35:51] - Why the magnitude of the “ask” matters as a salesperson
[43:22] - Zoe’s definition of charisma
[50:46] - Zoe’s one tip on how to be a more influential communicator
[52:12] - An influential communicator Zoe looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:

How people tend to do things that are habitual and how our unconscious mind tends to influence us more that we'd like to think, whether we’re aware of it or not!

How to be more comfortable with saying no and become less of a people pleaser.

How to decide when to say no and shift your focus to “relationship thinking” instead of “transactional thinking.”

How you can make more convincing pitches by improving the delivery and timing of your message.

What it really means to be charismatic

3 QUALITIES THAT MAKE A PERSON CHARISMATIC

Being your genuine self and being comfortable in your own skin.

Being a good listener.

Being interested and authentically passionate about what other people have to say

NOTABLE QUOTES:

[12:23] - “The mother of all misunderstandings in influence is this idea that people are making their decisions rationally and consciously.” - Zoe Chance

USEFUL RESOURCES:

Connect with Zoe Chance and buy her new book:
https://www.zoechance.com/
https://www.linkedin.com/in/zoebchance
https://twitter.com/zoebchance

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi's Social media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
58 min
May 17, 2022[EP.16] How to Share Stories that Inspire your Team to take Action with Kevin "KD" Dorsey
How To Share Stories That Inspire Your Team To Take Action;

The ability to motivate, inspire and coach your sales team to new heights is both an art and a science.

Every sales leader has their own process for doing so, with the art of storytelling being at the forefront of every impact driven leader’s strategy.

The question is, where on earth do you begin?

Uplifting your team with a moving story works wonders when it comes to inspiring them to take action.

As they say, facts tell…but stories sell!

It’s much easier to remember a story when it ignites a specific emotion within us vs trying to recall a boring set of information or statistics.

Pairing a well-thought out story with a carefully-planned strategy is a one way ticket to helping your salesforce achieve their goals in the most effective manner.

In this episode of The Influential Communicator, Kevin “KD” Dorsey joins us for an insightful conversation on the importance of executing actions with intention, better internal communication, and confidence in the workplace.

Join me and Kevin “KD” Dorsey as we talk about how to share stories that inspire your team to take action.

Hit that play button and let’s get it!

WHAT WE DISCUSS:
[0:26] - Who is Kevin Dorsey?
[02:50] - The importance of executing with intention
[06:36] - Why Kevin didn’t pursue his acting career
[08:31] - The biggest trends that Kevin sees in sales leadership today
[11:30] - Kevin’s perspective on using stories to sell
[16:09] - How to communicate a revenue change to a team
[21:57] - Why having confidence is vital to being a successful leader
[24:36] - How to communicate to your team in times of crisis
[37:13] - How Kevin would inspire a sales team to sustain success
[43:45] - An influential communicator that KD looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:
How stories help people retain information.
How to be intentional with your actions.
How to exhibit confidence in the workplace to become an effective leader.
The importance of formulating a plan or action when it comes to achieving a goal.
Helping your team realize the impact of their action through storytelling.
How to operate in a way that’s congruent with your values.
3 WAYS TO INSPIRE A TEAM TO TAKE ACTION:
Design a strategy on how to achieve your goal before communicating the goal to your team.
Use past achievements as an anchor to inspire fearless execution today.
Emphasize how important they are to the company and explain the cost of inaction through storytelling.
NOTABLE QUOTES:

[03:03] - “So often in life, we don’t get what we want, simply because we don’t execute. We know what to do, we just don’t execute.” - Kevin Dorsey

USEFUL RESOURCES:

Connect with Kevin Dorsey or join his sales community today:
https://www.linkedin.com/in/kddorsey3
https://www.patreon.com/insidesalesexcellence
https://podcasts.apple.com/us/podcast/live-better-sell-better/id1518419694

Ravi Rajani's links:
https://www.theravirajani.com/podcast
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
47 min
May 10, 2022[EP.15] How to Share your Story and Start Your Content Creation Journey with Morgan J Ingram
How To Share Your Story And Start Your Content Creation Journey;

In today's world, having "trust" with your buyers is the difference between success and failure.

What better way to build it than creating content that shares your story, solution and message in a way that's captivating to your future customers.

However, in a crowded and noisy world, the question is...

How can you share your story and start your content creation journey in a way that helps you stand out and become memorable to those that truly matter?

Who better to chat to than the man himself, Morgan J. Ingram to uncover his tactical steps on how to start your content creation journey with impact.

Tune in to this week's episode of The Influential Communicator to hear from helpful tips on how to kickstart your content creation career and gain the momentum you deserve!

WHAT WE DISCUSS:
[0:27] - Who is Morgan J. Ingram?
[5:26] - How Morgan started creating content
[8:28] - Things to consider before creating content
[13:00] - How to have an authentic conversation with someone in your circle that you’ve outgrown
[20:24] - How to find your niche
[27:40] - How to add value when you’re not an expert in your space
[33:20] - How vulnerable should you be when personal story?
[36:15] - How to get people to consume your content
[39:03] - What keeps Morgan going in his own content creation journey
[41:09] - Who Morgan looks up to as an influential communicator
VALUABLE INSIGHTS AND KEY TOPICS:
Before you start your content creation journey, understand your brand voice, your niche, and what you want to be known for.
Simplicity is everything...don't overcomplicate your niche.
Have a brutally honest conversation with yourself; What are you passionate about and how much do you actually know about your chosen topic?
Think about how you want your brand to be perceived and how you want to connect with your audience.
Consistency is the distribution strategy that trumps all.
3 QUESTIONS YOU CAN ASK YOURSELF FOR DIRECTED DISCOVERY
How do I enhance my brand without losing myself?
How do I continuously keep a moral ground as I elevate into different circles?
Who are the people that I need to be connected with and how do I connect with them?
NOTABLE QUOTES:
[12:38] - “In order to elevate your brand or your voice, you need to elevate yourself.” - Morgan J. Ingram

USEFUL RESOURCES:

Connect with Morgan J. Ingram:
https://www.linkedin.com/in/morganjingram
https://tiktok.com/@morganjingram
https://twitter.com/morganjingram
https://www.instagram.com/morganjingram
https://www.morganjingram.com

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi Rajani's Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
44 min
May 03, 2022[EP.14] How to Communicate your Mental Health Story as a Sales Leader with Chris Hatfield
HOW TO COMMUNICATE YOUR MENTAL HEALTH STORY AS A SALES LEADER;

Mental health and mental illness are two terms often used as if they mean the same thing, but they don’t.

Everyone has mental health, just like everyone has physical health and spiritual health.

According to this week's guest, not everyone will have a mental illness, but they will experience a struggle in their mental well-being at some point in their lives.

It’s also a common misconception that sales leaders in the workplace must be infallible in order to be considered a success, however, there are so many benefits that come with being open, vulnerable and transparent about your own mental health journey as a mentor.

People will become more comfortable expressing themselves, and in turn, will be encouraged to support each other.

By doing this, you are laying the foundations for a positive culture change in your business.

But how exactly can you initiate this change?

In this episode, Chris Hatfield sits down with me to talk about the importance of sharing your mental health story as a sales leader.

Listen in to learn more!

WHAT WE DISCUSS;
[0:27] - Who is Chris Hatfield?
[2:03] - Chris’ experience with anxiety during his sales career
[4:05] - How Chris became comfortable sharing his mental health story
[7:42] - How Chris measures the ROI of mental health coaching and training
[10:27] - Why do sales leaders struggle with showing their vulnerability?
[13:10] - Dealing with leaders that have a different mindset
[14:54] - Why sales leaders should share their mental health story
[17:40] - The cons in sharing your mental health story
[20:11] - How to support someone with a problem you can't relate to
[23:40] - Figuring out how much of your story to share
[27:05] - How to deal with the anxiety that comes before sharing your story
[30:11] - How long should your story be?
[32:10] - Telling your story to encourage others to tell theirs
[36:21] - How to make your team comfortable with mental health conversations
[38:35] - How to deal with the ‘vulnerability hangover’ post sharing your story
[39:51] - The vision of SalesPsyche
VALUABLE INSIGHTS AND KEY TOPICS:
56% of sales reps are not comfortable talking about mental health with their manager.
When you share your mental health story, make sure you provide a solution to your challenge so that people become encouraged to solve their own challenges.
You don’t need to have the answers to all the problems but you can guide your team to find a solution for theirs
Ask yourself “Why, What, How”: Why am I sharing this? What’s the intention? How am I sharing this?
Anxiety tries to get you to pay attention to something - listen to it!
Sometimes, our brain catastrophizes things and makes things worse than they actually are. Always find the evidence.
When sharing your story, keep it succinct and think about the relevancy of what you're sharing.
3 REASONS SALES LEADERS STRUGGLE WITH SHOWING VULNERABILITY
Being vulnerable is not in their nature and the way they developed throughout their career created a habit of not having a space to be vulnerable.
They hold a belief that being vulnerable may position them as an ineffective leader.
They believe in the idea that the more vulnerable you are with your team, the less accountable they will be when it comes to reaching business goals as you won't be taken seriously as a leader.
NOTABLE QUOTES:
[25:29] - “Emotions are signals, not threats.” - Chris Hatfield
[29:10] - “Writing things down helps you become more present and look at things more logically.” - Chris Hatfield

USEFUL RESOURCES:
Connect with Chris Hatfield:
https://www.linkedin.com/in/chrishatfieldsalespsyche
https://www.instagram.com/heypsychehow
https://www.salespsyche.co.uk/

Ravi Rajani’s website: https://www.theravirajani.com

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
44 min
April 26, 2022[EP.13] 6 Tips on How to Sell More with Story
6 Tips On How To Sell More With Story;

We're all suckers for a good story.

It's scientifically proven!

The truth is, in business and in life...

It’s always been a surefire way to capture people’s attention (when done effectively) and truly connect with them in a way that builds trust!

Let's face it - stories sell, facts tell!

The best salespeople in the world know this and I want you to as well!

In this solo episode, I discuss 6 high impact tips on how you can sell more with story.

Hit that play button, and let's go!

WHAT I DISCUSS:
[0:34] - Introduction
[1:47] - Tip #1: Leading with a customer success story can burn you.
[3:48] - Tip #2: Think like a comedian.
[7:13] - Tip #3: Don’t share the right story with the wrong client.
[9:27] - Tip #4: If you’re struggling with Imposter Syndrome when speaking to C-suite decision makers, use the trusted advisor story.
[12:38] - Tip #5: Stories which connect to your prospect’s million dollar problem are cool, however stories which connect to the source of that pain are cooler.
[14:33] - Tip #6: If you’re sick of competing and being compared to bigger players in your space, own your imperfections and transform them into a positive.
VALUABLE INSIGHTS AND KEY TOPICS:
When to share and use a customer success story
How to think like a comedian when sharing stories in the sales process
How to communicate with c-suite decision makers using storytelling
How to connect with your prospect's big problem on a deeper level
How to stop being compared to bigger and more established companies in your space
3 TIPS ON HOW TO TELL AN ENGAGING STORY TO A PROSPECT:
Your first story should be punchy, add business value, and be connection-focused.
Layer in the longer stories as you consistently earn their attention and build trust.
Tell a story that will make your prospect feel significant and understood.
NOTABLE QUOTES:
[9:55] - “Teach them something they didn’t know before they met you.” - Ravi Rajani
[11:50] - “People with a firm opinion on something are seen as thought leaders in their space, and as somebody who have a grasp on what they’re talking about.”

USEFUL RESOURCES:

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
18 min
April 19, 2022[EP.12] How To Use Storytelling To Craft Compelling Cold Outreach with Nadja Komnenic
How To Use Storytelling To Craft Compelling Cold Emails;

Let’s be honest, who really likes receiving a run of the mill cold email or DM on social media?

Nobody.

Without personalisation, uniqueness and value...it's a waste of time for everybody involved.

So what is the alternative?

Using storytelling to stand out and become memorable so you can craft cold messages that convert.

And when it comes to digging deep into this topic, who better to call upon than Nadja Komnenic of Lemlist.

Nadja went from being fired from her sales role in the pandemic, to becoming the head of business development at Lemlist and helping them go from 1 to 10 million USD in ARR in just 3.5 years.

Today, she is one of the most sought after voices on LinkedIn when it comes to all things sales and sales leadership!

Today, we’re going to discuss how to ditch the pitch and unlock the power of story inside of your cold messaging.

Click that play button to hear Nadja’s amazing story, tactical advice and plans for the future!

WHAT WE DISCUSS:

[02:00] - What made Nadja want to go back into sales after losing her job in a pandemic.
[03:12] - What it was about Lemlist that made her say “YES” to working there.
[04:58] - How Nadja led her sales team during the pandemic.
[07:53] - What she is currently up against as she scales herself personally and professionally.
[10:10] - The biggest mistake salespeople are making today with their calls to actions inside of their cold outbound messaging.
[12:20] - How to be genuine when reaching out to prospects even if there is no commonality.
[13:44] - The most effective outbound and inbound lead gen channel for Nadja and her team at Lemlist.
[14:30] - The most memorable cold pitch she has ever received in the DM’s!
[15:58] - How to define storytelling in a sales context.
[18:14] - The best time to share your story when cold messaging.
[20:38] - How using story with a contextual call to action can boost reply rates.
[21:55] - How to decide how vulnerable you should be with your story.
[24:01] - The best time to share a customer success story.
[26:13] - The 3 key ingredients for a high converting call to action.
[28:48] - The type of language you should avoid when cold messaging.
[32:36] - How to communicate with impact after being “ghosted” by your prospect.
[35:21] - The difference between an open ended question, a close-ended question and when to use them.
[38:18] - A piece of advice she would give to her former self if she was doing cold outreach in today’s market.
[40:25] - Who Nadja looks up to when it comes to thought leaders who communicate with influence.

VALUABLE INSIGHTS AND KEY TOPICS:

The biggest mistake salespeople make with cold outreach is asking for the meeting before confirming interest.

If you don’t have a commonality with the prospect, then figure out why you are reaching out to them in the first place. Intention is everything.

When trying to get someone’s attention, you need to have a relatable story that adds business value to them.

Only share customer success stories that are appropriate and contextual to your prospect’s million dollar problem.

NOTABLE QUOTES:

[16:06] - “When it comes to getting people’s attention, you really need to have a story behind what you are trying to communicate to them. People, as we know, relate to people, they relate to the story and they will react once they feel an emotion. The best way to arouse that emotion is through the storytelling.” - Nadja Komnenic

USEFUL RESOURCES:

Connect with Nadja Komnenic + get a free trial of Lemlist:
https://www.linkedin.com/in/nadjakomnenic/
https://www.lemlist.com

Ravi Rajani’s Podcast:
https://www.theravirajani.com/podcast

Social Media:
https://www.linkedin.com/in/ravirajani
https://www.tiktok.com/@theravirajani
44 min
April 12, 2022[EP.11] How to Leverage Customer Success Stories that Sell with Michael Zipursky
How To Leverage Customer Success Stories That Sell;

Here’s the thing about client success stories; they sell without selling.

In this week’s episode I sit down with Michael Zipursky, the CEO and co-founder of Consulting Success, a business that helps entrepreneurial consultants build strategic and highly profitable consulting businesses.

Michael understands that a customer success story is one of the most powerful assets you can have in your business. It allows you to build trust, have your prospect see themselves in your client’s struggles and potentially position you as the guide to solving their million dollar problem.

In episode 11 of The Influential Communicator, join me as I uncover how to leverage customer success stories for sales success.

What we discuss:
[02:15] - How immersing himself in different cultures helped Michael shift the way that he tells his story and sells his solution today.
[04:25] - Michael’s “aha” moment when he realized how important it is to tell your story.
[07:40] - Taking something seemingly uninteresting in your day and tying it back to adding business value to your audience.
[10:22] The distinction between a customer and a client.
[10:48] What a client success story looks like and how it is different for each person.
[12:33] The difference between a case study and a client success story.
[14:24] The 3 key ingredients for a revenue winning client success story.
[19:50] The importance of specificity.
[24:22] The optimal time to share a client success story.
[29:08] How to use storytelling in outbound outreach.
[29:52] How to ensure you don’t come across “salesy”.
[33:07] The biggest mistake salespeople make when delivering client success stories.
[36:48] Other beneficial stories to use inside of the sales process.
[36:58] How to use the “cost of inaction” story for maximum impact.
[38:19] Who Michael looks up to as an influential communicator.
Valuable Insights and Key Topics:
The power of telling your story.
The difference between a client success story and a customer success story.
How to transform any case study into an emotive story.
How to deliver a story without feeling inauthentic
3 Key Ingredients for a Revenue Winning Client Success Story:
Make sure your client is the hero, enabling your prospect to see themselves in their struggles, desires and transformation.
Be specific in the challenge and the problem you helped them solve to ensure your customer success story only appeals to your ideal client.
Showcase tangible results inside of your client’s transformation. The more intricate you are, the higher the likelihood it will move your prospect to take action.

Notable Quotes:

[10:35] “A customer to me is somebody who might purchase a product from you, it’s more transactional. Whereas a client is somebody you almost have a fiduciary duty to. A responsibility to assure that they are going to be successful.” - Michael Zipursky

USEFUL RESOURCES:
https://www.consultingsuccess.com/blueprint
https://www.linkedin.com/in/zipursky/

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
41 min
April 05, 2022[EP.10] 3 Communication Secrets from a Billion Dollar Negotiator with Jason Fearnow
3 Communication Secrets from a Billion Dollar Negotiator;

Successful negotiation isn’t just about what you say, it’s about how you say it.

In this week’s episode, I sit down with purpose driven entrepreneur, Jason Fearnow, who’s negotiated over $50bn worth of contracts during his time in the mining industry.

Jason knows that in order to negotiate high stakes deals, you need to learn how to become a high impact communicator and focus on your own personal development if you’re truly going to win new business at the highest level.

In episode 10 of The Influential Communicator, join me as I uncover 3 communication secrets on how to negotiate your next big deal without resistance.

WHAT WE DISCUSS:
[00:30] - Who is Jason Fearnow?
[02:10] - The first person that influenced and impacted Jason when it comes to effective communication.
[03:41] - The biggest negotiation blunder we should all avoid.
[04:37] - How to become the keystone of any conversation in a group setting.
[05:51] - Why being present is mission critical for closing any and every deal.
[06:37] - How your body language can influence a decision maker
[08:30] - Ways to cultivate confidence.
[13:03] - How to become comfortable in your own skin.
[15:48] - The importance of smiling.
[17:23] - First impressions are everything.
[19:30] -The concept of “frame control.”
[23: 51] - Examples of what not to do when introducing yourself.
[27:14] - How to present your number at the proposal stage.
[30:32] - How art of patience.
VALUABLE INSIGHTS AND KEY TOPICS:
The biggest negotiation mistake Jason made and what it cost him.
The definition of omnipresence and what it has to do with negotiating.
The power of now - knowing that the only moment that matters is the present one.
Your words tell people what to do, but it’s your body language that tells people how to feel.
How to demonstrate warmth and power at the same time.
3 POWERHOUSE TIPS FOR EFFECTIVE NEGOTIATION;
Body language is a form of non-verbal communication that helps us reveal our true feelings and supercharge our message’s impact.
If you’re on the back foot during a negotiation, simply ask a high impact question in order to level the playing field.
Be comfortable with your pricing by saying your number out loud over and over again, enabling you to feel more confident when delivering it in a high stakes environment.
NOTABLE QUOTES:

[06:04] - “...the past is done, what happened has happened, the only moment that matters is this moment right now” - Jason Fearnow

[07:52] - “Your words tell people what to do, but it’s your body that tells people how to feel.” - Jason Fearnow

[24:22] - “ Don't be afraid to be bold in low stakes scenarios so you know how to be brave in high stakes scenarios.” - Ravi Rajani

USEFUL RESOURCES:

Connect with Jason Fearnow:
https://www.linkedin.com/in/jason-fearnow/
https://www.jasonfearnow.com

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
35 min
March 29, 2022[EP.9] How to Become a Masterful Communicator so you can Live a Life of Significance with Erick Rheam
How To Become A Masterful Communicator So You Can Live A Life Of Significance;

How do we master the art of communication in a way that allows us to rise above the chaos in the world today?

In this episode, Erick Rheam, author of “Rise above Chaos: The Five Principles to Discover Significance and Live in Peace” teaches us how to do so. He breaks down principle five in his book on how to become a masterful communicator so you can live a life of significance.

Erick Rheam is a US Military Academy graduate. He served for five years and during his deployment, he became fascinated by the field of human dynamics and what motivates us as human beings.

He now leverages years of scientific research and his own life story to explain a step by step process on how to rediscover your path to significance and find inner peace.

If you want to influence people and leave an impact in the world long after you're gone, then learning how to effectively communicate your story, vision and mission is the answer.

Nodding your head? Then this episode is for you!

Hit the play button and join the conversation!

WHAT WE DISCUSS:
[00:26] - Introducing Erick Rheam!
[01:24] - How Erick’s Mother changed his life.
[03:02] - What is “Cow English”?
[03:55] - The exact moment Erick had an epiphany.
[05:37] - How does Erick define influential communication?
[06:48] - How do you identify your North Star?
[10:31] - The fundamentals of being a masterful communicator
[13:47] - The number 1 rule of communication.
[14:20] - How to tell if someone is out of their comfort zone.
[18:09] - How to communicate with confidence even if you’re feeling uncomfortable.
[21:30] - How and when to use the magic phrase, “Is there anything else?”
[27:55] - How to use tone and inflection in voice mails, messages, or email.
[30:20] - An exercise to help you improve your delivery when speaking.
[37:19] - How does being a world-class communicator help you find inner peace?
[41:07] - Who does Erick look up to as an influential communicator?
[43:39] - Closing thoughts.
VALUABLE INSIGHTS AND KEY TOPICS:
You will be judged on how you communicate.
The difference between understanding your “why” and having a “purpose”.
Can you connect with someone when they're out of their comfort zone?
Breaking eye contact is a catalyst for dis-connection.
2 FUNDAMENTAL QUESTIONS TO ASK YOURSELF RIGHT NOW:
What are you passionate about?
Is that passion aligned with what you're uniquely talented to do?
3 CRITICAL FORMS OF COMMUNICATION:
The words that we speak
How we deliver those words - tone and inflection for example
Non-verbal body language
NOTABLE QUOTES:

[04:33] - “If you're going to get others to follow you, you're going to have to communicate in a way that's going to influence them to reach their best selves.” - Erick Rheam

[11:02] - “When you embrace fear as the factor driving most human interactions, you learn around those issues and become a better communicator.” - Erick Rheam

[26:32] - “It's not just about what you say, it's about how you say it.” - Ravi Rajani

[29:40] - “You can have a perfectly scripted message, or story, but if you can't deliver it with impact, then it's not going to penetrate the minds of your audience!” - Ravi Rajani

USEFUL RESOURCES:

Connect with Erick Rheam:
https://erickrheam.com/
https://www.facebook.com/erickrheamspeaking
https://www.instagram.com/erickrheamspeaking/
https://www.linkedin.com/in/erickrheamspeaking/

Purchase Erick Rheam’s Book Today:
https://riseabovechaosbook.com/

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
45 min
March 22, 2022[EP.8] How to Accelerate Trust & Land 3 Tedx Talks in 30 Days with Dr. Brian Harman
How To Accelerate Trust & Land 3 TEDx Talks in 30 Days;

Delivering a TEDx talk can be an amazing opportunity to spread your message and have the impact you desire.

It’s also the “perfect” vehicle for building trust and cementing yourself as a thought leader in your industry.

My good friend Dr. Brian Harman knows this better than most!

Why?

Because he’s delivered 3 TEDx talks in 30 days and across 3 different countries!

Dr. Brian Harman works with corporate executives and transforms them into high-trust leaders and these TEDx talks have done wonders for him both personally and professionally.

Today, we’re going to dig deep into his 3-step process for preparing and landing your first or next TEDx talk.

We get tactical, we get strategic and we get real!

No more spoilers…

Click play up above and I’ll see you on the other side!

WHAT WE DISCUSS:
[00:27] - Who is Dr. Brian Harman?
[01:24] - The “why” behind delivering a TEDx talk.
[02:16] - Why Brian got into coaching corporate executives.
[03:29] - How speaking at TEDx Talks has helped Brian.
[07:12] - Has the prestige of giving a TEDx talk been diluted over the years?
[08:59] - Brian’s three-step process to land your first or next TEDx talk.
[09:17] - Step 1: Apply
[11:50] - How long does the process take?
[14:23] - How did Brian handle rejection?
[17:41] - How to pitch your content
[19:21] - Step 2: Prepare
[19:34] - Lessons that Brian learned from preparing for his 3 TEDx Talks
[21:28] - Brian’s #1 piece of preparation advice in hindsight.
[24:35] - Step 3: Delivery
[26:53] - Other ways that you can build credibility outside of TEDx talks
[32:37] - Summary of Brian’s main points and closing thoughts.
VALUABLE INSIGHTS AND KEY TOPICS:
The formula for trust is character and competence.
TEDx talks can act as a trust accelerator.
Landing and delivering a TEDx talk is not for the faint hearted.
Once you’ve applied, be prepared for the rejection!
Don't change your presentation, change your audience.
Energy sells - people can feel your energy when you speak!
3 STEPS TO LAND AND DELIVER YOUR FIRST OR NEXT TEDx TALK:

Apply - Put together a unique application with a number of core assets. You’ll need things like a unique message, a captivating speaker reel and solid learning objectives for your ideal audience.

Prepare - Every TEDx Talk has different audiences and themes. Find a theme which matches your expertise and objectives, versus a simple “spray and pray” approach with speaker applications.

Deliver - Talk to other speakers, attend the mixers and be engaged throughout the entire event! Most of all, don’t forget to have fun!!

NOTABLE QUOTES:

[15:49] - “All it takes is one win to immediately relieve all of the time and effort you put into it.” - Dr. Brian Harman

[29:13] - “Different people absorb and process information differently.” - Ravi Rajani

USEFUL RESOURCES:

Connect with Dr. Brian Harman:
https://www.linkedin.com/in/drbrianharman/
https://twitter.com/brianmharman

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Social Media:

https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
36 min

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