The Most Common Lie You Tell Yourself in Business

The Most Common Lie You Tell Yourself in Business

We are drowning in data. We are living in sensory overload. So, the first challenge for an influencer (or any person, for that matter) is to focus. To build the skill of ignoring the inconsequential and honing in on the valuable.

Having observational focus in a conversation is critical. However, what most people don’t realize is that after that conversation is over, a new battle is waged.

In your conversations with your mark – the person you are wanting to influence, you will detect clues and influential triggers. With every point of leverage you discover, you feel a buzz of accomplishment. You spot one! Then, you see more clues popping up left and right. You’re rocking it!

And then, you will tell yourself the biggest and most common lie that we all have said.

I’ll remember.” As in, “I’ll remember all of these triggers and leverage points later on when I need them. Who knows when that will be, but I’ll remember.”

Doh! Continue Reading

Why You Should Flip Your Speech Upside-Down

Flip Your Speech Upside-downupside-down person

You like to talk about yourself. It’s okay. Everyone love to. We’re just wired that way. Besides, you’re a cool person with cool experiences, so why wouldn’t you? 

Think about it. You have a microphone pointed at you with a roomful of people staring at you who have been told that you are the person to listen to. So naturally, you think – either consciously or unconsciously – since you have been given this platform and people have come to hear from you, then they must be interested in learning about you. It’s only natural to brush your shoulders off and let the awesomeness of you waft over. It’s a pretty cool feeling. 

by Martin Fisch
by Martin Fisch


And so, you open your speech with information about you – why you’re the person talking about this topic and how you got to be the head honcho on stage. 

While I have no doubt that your credentials, background, and experiences are very interesting, this isn’t the best way to open your speech. Don’t worry! You will still be able to talk about yourself. That part has its rightful place…. a little later in your speech.

Too many speakers start their speeches by talking about themselves, not the audience.Continue Reading

Are Your Triggers Your Weaknesses?

In my training programs on stage and online, I share the 10 most common motivational and influential triggers. These are underlying desires and tendencies that we all have in varying degrees. An influencer’s job is to identify which triggers are more effective for specific people.

After speaking at an event for a law firm with an audience of the firm’s associates, partners, and their C-level executive clients, one of the associates approached me and asked, “When you talked about those triggers, I was

by Born1945 Trigger doesn't seem weak to me.
by Born1945
Trigger doesn’t seem weak to me.

just wondering…are triggers weaknesses?”

Great question! 

Her question revealed a new perspective that I hadn’t considered and helped me realize that this is something that I should clarify in all of my future programs.

So, let’s talk about triggers, baby!

Are they a weakness? Are you exploiting them? Should you feel bad if you know how to identify them and leverage them? Should you be aware of your triggers and build up a defense system around them?

First, let me explain where the triggers originate from. 

Continue Reading

How to End A Speech … and Generate Opportunity

  Speaking in front of any group is stressful enough. Speaking with the added pressure to generate more business from that speech is another level of stress. One of my clients called me because he was facing that daunting situation. He was tasked with delivering a 30 minute speech to 150 financial industry colleagues. His audienceContinue ReadingContinue Reading

The Controversy Over Emojis

There are many emoji haters out there. To be honest, I don’t understand why. I love emojis! I wish there were more emoji options. Say, let’s get rid of the smiling poo and add more facial expressions. … Oh, who am I kidding, keep the smiling poo. People who don’t like – or look downContinue Reading

Your Pressure Meeting Power Plan: How to prepare for critical moments

This is it. Everything you’ve worked for comes down to this one meeting. All of the phone calls, emails, marketing and preparation boils down to this question: Can you be influential in this one moment? No matter who you are, no matter how many times you have done it, nervousness creeps in. The best ofContinue ReadingContinue Reading

Proof You’re On the Path to Influence (or Not): Conversational Signs Your Influence Is Working

In a previous post, I talked about the difference between communicating and influencing. Influence means that a goal is attached to your conversation. While you are in the conversation, you look for evidence to gauge if you’re being influential or not. I’d say that the process of actively looking for evidence – the Observe sectionContinue ReadingContinue Reading

Gather Influential Evidence Like Sherlock Holmes (and The Mistake That Harms Influence)

One of the first lessons I talk about in all of my training programs – live and online – is the concept of observing without judgement. At first glance, this may feel like a duh kind of moment. Everyone feels like they get the concept right away. They nod their heads in easy agreement. However,Continue ReadingContinue Reading

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