How to Knock Your Speech Out of the Park (3 of 6)

If you want to improve your presentation skills, get a public speaking engagement and knock your speech out of the park. To help you remember how to do this, use the acronym: SPEECH.  S is for Storytelling and how to become a great storyteller. P is for Passion. Always bring passion to your speech and be sure it continues into your close.

E is for Experience.

Today’s audience wants an experience. In the 70s they went to lectures. In the 80s, it was a presentation they wanted. In the 90s, it was a conversation. Today they want an experience.

Here are some ways to do that: Have special places in your speech where you involve your audience. If your speech has so much content that you can’t stop and involve the audience, then take some content out.

It’s better to involve them and give them an opportunity to have more of an experience. You might have them get up and do something. Maybe they shake the hand of the person next to them. Or give a high five. If you see them yawning, that’s when you need to get them up to do something physical.

I like to use experience to build rapport. This is very important. How do you do that? Your audience must experience the content. This happens with a speech of at least 90 minutes; obviously it is not for a short speech. Ask them to do something. I can say, “Write down three topics you can speak about. Real quick. Everybody got it?” “Yes,” they say. I say, “Now share with the person next to you. You have one minute. Go!” If you add this one technique, it will increase your sales.

Let them bond with each other. There are going to be people who will never introduce themselves to someone without a little help from you. This is a great way to bond the group as a whole. Ask them for shares; like the three most popular topics they want to speak about or an “Aha” moment. You can only have 3-4, but the entire group feels like they have been heard.

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Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry. For more speaking tips go to http://www.instantprospeaker.com

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How to Knock Your Speech Out of the Park (2 of 6)

To be a persuasive speaker, you need to knock your speech out of the park. To help you remember this, use the acronym: SPEECH. In the first article, S is for Storytelling and how to be a great storyteller.

P is for Passion.

 

You cannot have too much passion. Passion drives you. Your passion will make the audience forgive you if you make a mistake. Do everything you have to do with passion. Be sure to tell your stories with passion.

When you get up on stage do your attention grabber with passion and energy. Do your close with passion–something people don’t always do well for a couple reasons. One, they script their close and it sounds boring. And two, the main reason that they don’t get results is because they don’t have any passion. You have to be passionate about what you’re selling.

One time I was coaching a guy who was selling an energy drink. When he came on stage he was talking blah, blah, blah. I said, “Bob, you need to drink your own drink! Where’s your energy? Where’s your passion?” He got it. When you speak on the stage it is different than speaking to someone on the phone, it’s different than everyday conversation. It has to propel your excitement, enthusiasm and passion.

Sometimes I get so wrapped up in my close that I want to buy it! That’s the feeling you want to bring to your close. Don’t mix up talking fast for passion. If you’re calm, cool, and collected in your presentation and then you speed up because you’re in the close, it looks like you’re running out of time and want to get it all in, then that’s not passion. If you’re going to use passion in the close, you must be passionate throughout. When you speak on stage, you have to project excitement, enthusiasm and passion.

Speak with Passion

Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry. For more speaking tips go to http://www.instantprospeaker.com

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How to Knock Your Speech Out of the Park (1 of 6)

If you want to be a persuasive speaker, I will show you how to knock your speech out of the park. When speaking in public, I often use acronyms. This time our acronym is SPEECH. Hit ball

S is for Storytelling.

Speakers who can tell stories that touch our hearts and move our souls are using public speaking to cash in, and at the same time reach further.

How do you master storytelling? I learned by reading folk tales, fairy tales and tall tales. I noticed patterns. The story starts with a place and time. (“Once upon a time, a long time ago, in a little village…”) Everything is fine until “boom!” something happens and changes the course of the lives of the characters. (The wicked witch puts a spell on the princess). It either creates joy or pain.

There is always character building. In a short amount of time you learn the names of the characters and you start to understand their personalities, whether they’re a villain, a queen, a king, or a person of integrity.

Let your audience know what year your story is because things are different now. When I tell stories from the 80s, I know it’s a different time. In the 80s, we used payphones and had to put a quarter in to call someone. How did we survive?

Stories need to have a lot detail, but not too much. When you’re telling your personal story, the part you choose to talk about must be an important event in your life that created a shift or change. Don’t skip over it. Go deeper, whether it’s your personal story, a client story, or a story you are using as a lesson.

Remember in the fairy tale: something happens, there’s a shift, and the character is going in a different direction, and then, all of a sudden, something magical happens and they live happily ever after. Tell that story.

The key to good storytelling is to buy some storytelling books and learn from them. Practice telling them. I guarantee they will make you a world-class storyteller. That’s one way to knock your speech out of the park.

image001Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry. For more speaking tips go to http://www.instantprospeaker.com

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Empowering Words: The Speech After the Speech

The Speech

On Monday I had a speaking engagement. I had been at a seminar all weekend and I completely forgot about it. Normally my Mondays are dedicated to working on my book. So there I was, in my pajamas at my computer leisurely responding to emails, when all of a sudden I noticed the speaker packet prepared on Friday by my assistant. I gasped!

My speaking engagement was at 9 and it was 8:45! This has never happened to me in all the 30 years I’ve been speaking. What was I going to do? I could call and cancel or suck it up and get there as soon as possible. I wasn’t scheduled to speak until 9:30 so I called the woman in charge and said I’d be there. The event, Networking Unlimited, was to help unemployed people. I got there at 9:29!

Now, here’s the real story behind my topic, Empowering Words: The Speech After the Speech. I delivered my speech to former managers and other people who have been laid off on how to create a core message – the elevator speech – but in their case, how to create words so magnetic and powerful that they draw employers. (It is so important to research your audience before you speak. Always gear your presentation to your audience.) My talk to that particular audience was all about words and how important they are.

At a previous seminar, the speaker said that studies showed that 80% of what we say is non-verbal. Only 7% is based on words. I would like to challenge that assumption because words are more important than anything else. Words can either sell or repel. The Bible says our words can either heal or kill. To me, that 7% is more important than all the non-verbal, body language you can possibly do. That was the message I shared with this group on Monday.

At the end of my talk, there was a line of people waiting to talk to me. So, I stayed. A lot of speakers blow in, speak, and then leave right afterwards like prima donnas. This is a mistake. They’re losing an opportunity to help people.

Arvee Robinson, The Master Speaker Trainer

Arvee Robinson, The Master Speaker Trainer

The Speech After the Speech

The first woman to sit down in front of me shared that when she lost her job she went into a deep depression. For 18 months she didn’t even get out of bed. That’s how important her job was to her. I just listened. She didn’t know what to do, or what field to go into; she had always been in customer service. As I talked to her and asked her questions, I got exactly what I wanted from her. She said, “I love people.” I said, “That’s what you want to say in your interview – bring that out. Don’t just say I’m in customer service. Tell them you love people.” She went away happy. She had hope.

The next gentleman looked like he hadn’t shaved for weeks. He was wearing an old t-shirt and shorts. I listened as he shared the most soul-wrenching story I have ever heard. He spent half of his life in jail and was now out, found God, and was clean, making French fries. At 44 years old, he had low self-esteem–and rightly so. I just listened. I didn’t interrupt. I didn’t cry. I just listened.

He asked me what he should do. I told him, “First of all, you don’t ever have to share that story with anyone ever again.” (Sometimes our stories keep us stuck in the past.) I said, “It’s time to turn that story around to use it in a positive way so that you can help others who are suffering in the same way.”

Sometimes as a speaker, people look to you for guidance, and you need to rise up and be the person they need at that moment. Give them the best advice from your own experience that you possibly can. But, be very careful with the words you use. This gentleman felt renewed. He felt hope and went on his way.

This kept happening, person after person. Why? I showed up! Remember I was going to cancel. It wasn’t about me. There was a reason I needed to be there.

The next time you’re speaking, ask yourself, “how am I showing up?” Are you showing up 100%, or just blowing through the speech and then leaving? Are you showing up for just the money, to just to sell, or are you showing up for people who need you?

When you have an open heart, people know it and are attracted to you. I could have left right after my speech. Why did I stick around with people who didn’t have jobs? I’ve trained myself to stay late, because that’s when the great things happen. That’s when anyone who wants to work with you happens.

Here are five W.O.R.D.S. to help you remember what to do (or not do) after your speech so that you can be present and be of service to people. Your speech goes beyond whatever you say on stage.  Any time you get a speaking engagement, go early so that you can meet and greet people, and then stay after so you can support these people who have heard you.

W = Watch

Watch your facial expressions. When this gentleman talked to me, I very easily could have had an uncomfortable look on my face, but I just listened. I was on his side. Be careful that you’re not looking like you’re in shock, or commenting too soon. Just listen. They just want to talk.

O = Open

Be open to receive. Be open to new information. Be open to hear a new idea even if you don’t believe in it. Be open. Leaders are open to all kinds of things. They are not one-sided. They are not one-minded. They’re open to many different ideas, and then they make up their minds. Be open with your heart, not just with your ears and eyes. Those two examples broke my heart to hear them, but I chose to be strong. My heart was open.

R = Really present

You need to be really present–100% there. I knew there was a long line waiting to talk to me. I had a person sitting in front of me, and I had to be present for just that person. The minute I looked away, to try to signal someone –and this is what people do all the time; signaling “be right with you” — I would have lost the connection. I would not have been there to help that individual. Be sure when you’re communicating with people that you are 100% present. This is what I call “the moment of falling in love” with your prospect. You stay connected. When you break that connection, it shows disinterest. It can be devastating for them. Give everyone the significance that they need and deserve. Be really, really present!

D = Don’t …

… interrupt. When someone is speaking to you about something that is sad, or near-and-dear, or whatever, hear it out; don’t interrupt. Sometime we coaches try to solve a problem before we’ve heard it. I have to practice this every day, because I’m an extrovert and I like to solve problems. I have to sit on my hands to let someone I’m working with finish talking.

…  judge. If I had judged that man who told me that sad story, it would have been a whole different outcome for him. That’s how powerful our words are. Instead I told him that he didn’t need to relive that story and to forgive himself. He went away renewed and reconnected, and he’ll probably do something great and wonderful. Isn’t that what you want to do for your clients?

… assume you know what they are going to say. I didn’t have a clue he was going to share such detail with me – a total stranger. He’d been telling that story so long to try to heal himself, but he needed to get past it. He needed another story of hope, a story of good deeds.

S = Support

Be supportive, no matter what. Even if it isn’t something you want to do, or not do, or whatever, be supportive. Cheer them on. Celebrate with them.

One of my friends is a nuclear activist. I don’t even know anything about it. Wow. I wanted to hear her information and support her because she’s doing something to help all of us. Good for her. There are people who are helping people that we don’t even know about.

A couple weeks ago I took someone to the emergency room. We forget that a whole bunch of people have chosen to help people all the time. All the people in the ER were so nice and helpful, kind and gracious. There are people out there who are supportive. And you can be supportive, too, in whatever you do, or with whatever you offer.

It all comes down to words. Your words can be supportive. Your words allow you to be open and present. Whether you’re on the stage or off the stage, watch your words. Be aware of what you are communicating.

I make faux pas right and left. We’re all going to make mistakes. Be aware of the words that come out of your mouth.

Most importantly, be aware of the words that you say to yourself because those words can kill or heal. Only say positive, uplifting words to yourself. Even if you’re mad at yourself, get over it. Be grateful. You’re a magnificent human being. You are one of God’s children; you’re as perfect as you can be–you just may not know it yet.


Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. She teaches a proven speaker system for delivering persuasive presentations, and easy formulas for creating killer elevator speeches and magnetic self-introductions. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. As a high-energy motivational speaker, Arvee has shared the stage with speaking giants such as Mark Victor Hansen, Joel Bauer, Loral Langemeier, Chris Howard, Dave Lakhani, and many more. Arvee offers private coaching, workshops, home study courses and weekly teleclasses. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry.

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5 Invitations Your Audience Can’t Turn Down

An invitation is the same as a call to action. Many public speaking presentations fall apart because they don’t have a call to action. I’ve changed the wording to “invitation.”  I like to think of it as an invitation to do business, an invitation to take the next step, an invitation to get their problem solved.

Whatever it might be for your particular talk, an invitation is less threatening to your audience, and to you as a speaker if you are not selling to them. That can stop any of us. You’re just inviting them to take the next step.

That next step is on their journey to whatever transformation they want to create.  Even if you’ve given a brilliant 30-minute talk, you can’t really help anybody unless they enter your program, enter your coaching or come to your office and work with you– any where from 3 months to a year. That’s when transformation happens which leads to permanent change. That’s why it’s so important to learn how to do invitations, different invitations for different times, and be really strong doing it.

If you find yourself in the situation where you can’t sell your product or service form the stage, what can you do? You have to give an invitation. Every single speech you do, even if it’s 15 minutes long, never leave out the invitation. Here are 5 invitations to use:

1.  Invite People to Talk to You.

This is very easy to do. You can do this in a 5-minute or 15-minute speech. I’m not saying, “come talk to me afterwards.” That’s not a true invitation. Don’t forget what is really happening here–this is your call to action. Get your audience to take action.

The way it works is this: At the end of your presentation, ask people to come talk to you if they have any questions. This is the script you want to use:

“I know you have a lot of questions … ” (It’s kind of a pre-frame) “… And I want to answer them.” Now you’re building rapport. Then tell them what action to take. For instance, you might say, “I’m going to be standing right here after the meeting, come talk to me and I’ll be happy to answer your questions” or “I’m going to be standing by the door, come talk to me, and I’ll answer your questions.” You need to be very specific in what you want your audience to do. There are pros and cons to this type of invitation.

The Pros: You’ll get only the people who want to take the next step with you or want to get more information. You are the magnet and you’re drawing out all the needles. You’re pulling out those hot, hot leads.

The Cons: You don’t get everybody. You are only going to get about 5 or 6 people. You won’t be able to gather all the contact information in the room or the warm leads.

(Look for “How to Get Leads” from my previous blog.)

2.  Build your Database.

The money is in the database. If you use my business card strategy by collecting cards for a free giveaway, you can put them in your database. You will want to ask people’s permission first using this simple phrase, “I’m going to put you in for the raffle and I would also like to put you in my database. If you don’t want to be in my database but want to be in the raffle, fold your card in half.”

Within 24 hours of collecting the business cards, I send everyone an email. In the title, I put “it was nice meeting you at my event.” By doing this I rarely get people opting out of the list and that way I build rapport with my list. That reduces the time before they’ll forget you. When they get an email they’ll stay on your list. That’s a business card strategy. You can go to YouTube to get my step-by-step process.

3.  Free Session.

Invite them for a free session or to try your product. This way they can sample what it is you do. I used to do free coaching sessions. I learned that you have to make it clear that the call is so you can identify what they need so that you can make recommendations. It’s not coaching. I changed the name to strategy sessions.

Think about what you want to call yours. Maybe it’s a discovery meeting, discovering where they are at and what they need. Be creative, be clever, and what fits your business.

You can create a form. A half sheet works well. Make it a different color, like a bright pink or green. When you share with them, say, “I want to invite you to come and ask me any questions” or  “I want to invite you to participate in a free strategy session.” You can hand out the form; they fill it out and turn it in. There are pros and cons:

Pros: You’ll get only those who are interested. You’ll have less, but more quality.

Cons: You won’t get 100% to build your database.

Think about what you prefer in your business. You can hand out forms and you’ll get more people. But the problem is it takes more time.

One of my clients failed miserably as a speaker before he came to me. (After working with me, in one speech he made $7500.) The reason he failed was he didn’t know my speaking system, and in his close, he had four different calls to action in a 30-minute speech and tried to sell from the stage. Big mistake. You only want one invitation.

You can combine a couple of these techniques. Do the business card strategy and collect everyone’s card in the room. But before you do, say, “there is only one winner who can win this CD, but you’re all winners so I want to offer you a 30-minute free strategy session. All you have to do is put an “s” at the top of your card. That’s a way to combine techniques. But it’s one call to action with an extra.

I was speaking at an event (with over 200 people) but didn’t have time to collect business cards. I wanted a call to action, so I verbally said, “if any one wants a 30-minute strategy session with me, come and see me at the end of the meeting.” I got 5 or 6 people. But I said it all in one invitation.

4.  Referrals.

How do you get referrals from the stage? This can be tricky. If you ask for referrals, it makes people disconnect from you and go into their mind to think of whom they know. The other reason it’s tricky is you don’t have permission from these referrals. In other words, you can’t put them in your database because it will be spam.

When you invite people to give referrals, you’re not just looking for names. You’re looking for people who are quality who can really use your services.

5.  Creative Invitation.

When I was in corporate America, Y2K was a big concern. At the time, I used it as a launching pad to get new business. I created an article as an invitation. After my talk, I gave an invitation to give me their card and I would give them an article on tips of things to watch out for regarding Y2K. I had 100% of the room get that article.

Do it as part of your speech. Have people get up. Oftentimes, when we have an invitation after the speech, people won’t take action. We’ll get some, but the majority won’t do it afterwards. Do it when it’s live.

You can put together an article. A few weeks ago I had 15 minutes to speak, and I gave away a public speaking toolkit. I had them go to my booth, give me a business card and receive my toolkit. I was the only one (and I was on the last day) who got the audience up to take action.

The point is anyone can do this when you have something of value. If you have 10 tips on vibrant health, 10 things your audience might want, you can create an article. Limit it to a small number and they will get up and get it. Have it as part of your presentation. Without you leaving the stage, tell them where to go to get them.

It is a joy to watch when you see people responding to your invitation and call to action. I urge you to try this. It is a great feeling to see that you’re commanding your audience and have something of value that they want. It’s all in how you say it.

Non-profits often use public speaking to get donations. Their success is from being deliberate and asking for donations, but most of them have a heart the size of Texas and have a hard time asking for the money. They have to be creative.

For instance, the woman wanted to raise money for school children. She had little busses on the table, and during her call to action, she asked her audience to pick up a bus, put in money and pass it around. People put in money and passed them around. You must create an easy way for people to donate.

Invitations Not Recommended.

Don’t say, “go to my website at www. blah blah blah.  People are not going to do that. They forget about you as soon as they leave the room–unless you give them some compelling reason or something in their hand to take with them so they remember.

Don’t do too many invitations at once or combine the wrong ones. If you’re raising money and you did the business card strategy, then the envelopes to raise money. It won’t work.  It’s got to be smooth and seamless. Remember it’s an invitation to do business with you.

Don’t just invite them to do business with you. Like “I provide coaching workshops, if you want coaching, come see me or go to my website.” That doesn’t work. Because you’re selling. When you say, “if you have questions, I would love to talk to you.” That’s a different spin. Because you care about them. Remember the saying, people won’t care about you unless you show them you care about them. We never want to get there and sell unless you’re directly selling. That’s another ball game.

As you’ve probably noticed with these five invitations, selling isn’t one of them. First, practice these invitations– then you can always do sell later.

These five invitations will get people to take action so they can’t turn you down.

Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. She teaches a proven speaker system for delivering persuasive presentations, and easy formulas for creating killer elevator speeches and magnetic self-introductions. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. As a high-energy motivational speaker, Arvee has shared the stage with speaking giants such as Mark Victor Hansen, Joel Bauer, Loral Langemeier, Chris Howard, Dave Lakhani, and many more. Arvee offers private coaching, workshops, home study courses and weekly teleclasses. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry.

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How to Get More Leads From Every Speech

Public speaking will get you more clients and more leads. Let me show you how. Take out a piece of paper and write LEADS vertically down the page. This will be an acronym that will help you to remember why public speaking is right for you.

L stands for Leverage

Public speaking lets you leverage your time. You can get in front of more people for less time. Instead of trying to get leads by networking one by one, you can speak in front of a group of 20, 30, 40 or even 50 people and generate more leads.

Let me show you how this works.

Commit to a speaking a minimum of once a week. Like anything else, public speaking works best when you’re consistent. You can’t dabble.  It’s like taking vitamins once a month, unless you’re consistent, they won’t do you any good. It’s the same with public speaking. Commit to doing it every week, at the very least.

Hypothetically, let’s say you speak to 25 people every week. That’s 100 new people who normally you wouldn’t be able to reach. Whatever marketing you’re doing now, keep doing that. All you’re doing is adding a new business strategy and that’s speaking publicly once a week. Out of those 100 people who have heard you, how many do you think will become leads? If you’re doing it right, you should be able to get a minimum of 5 people. Now you have 5 people to follow up on within 24 hours. Even the warmest leads will turn to ice if you don’t get them into your sales funnel within 24 hours.

Out of those 5, how many could you close for business? You should be able to close at least 2 because they have already come to talk to you saying, “I want what you have,” or “I want to know more.” Whatever it is, they are deliberately talking to you.

If you spoke once a week for 10 months, then you’re going to be reaching a 1000 more people a year. Let’s calculate it per month. You close two people and your average sale is $2000 a month, times 10, that’s $20,000 extra income in ten months. Multiply it by the life of your client, say $10,000, and that’s an extra $200,000 into your business!

Public speaking works, especially if you follow my foolproof speaking system that you can find at http://www.instantprospeaker.com).

E stands for Expert

When you speak publicly you are looked at as the expert in the field, in your market, or in your community. You are viewed as the expert before you even open your mouth.

Every organization usually will send out a notice, a posting, a mailer or a flyer, announcing that you are the guest speaker at their event. You will get the leads because you are already at expert status.

A stands for Audience.

Know your audience. If you want to get leads from a particular audience, you need to know whom they are and what they want before you speak. Most speakers don’t even do any prior research on the organization where they’re speaking. They don’t even know who’s going to be in the audience, or about how many will be there. If you want to get leads and sell your product or service, you have to treat it like it’s part of your marketing.

Know your opponent’s position. That’s how you win. The more you know about your opponent the more you are set up to win. It’s the same thing here. Find out as much as you can about your audience. Go to their website. Take 5-10 minutes and prepare yourself. Before you even write your speech, talk to the person who has invited you and ask questions. What do they like? What are the demographics? Are they business people or service people? Do some research. Find out who is in your audience.

D stands for Database

Speaking is the best way to build your database because you’re getting warm leads every time you speak. I use a business card strategy. This is how:

To get leads from everybody in the room (as long as you have permission to do so from your host), have something to give away for a raffle. Ask for everyone’s business card. If you know your audience won’t have business cards, then bring 3×5 cards. (This won’t work for every group. I’m assuming that you will speak at a place where you can get leads. When I was speaking on a cruise ship, it dawned on me too late that people on vacation don’t have business cards!) So, every one gives you their cards for the raffle, and you give your “gift” away, and leave with bunches of business cards.

Now comes the moment of truth. These cards are not going to serve you if they sit on your desk. You must put them in a database. The better the database to follow and track the leads, the better off you are, and the more of a well-oiled machine you have. Get them into a sales flow. The hot leads also go into the database. The people who came up to me, my five hot leads, are set up into an additional sales funnel. To keep track of them I actually write them on a form and set up a strategy session so that they get into my follow up system right away. Whatever you need to do, follow up on these people.

Now you have 25 people to put into your database. The first step in the system is to send them an email and let them know it was great meeting them, give your website, and some free resources. I don’t sell anything at this point. I just give them something if they liked my talk. After the email goes out, I print that out and it goes to my sales person to follow up. Within 24 hours they’ve been contacted once or twice. That’s how you turn warm leads into hot leads, and your hot leads into sizzling, hot leads.

S stands for Sizzling Hot Leads

When you are speaking from the stage, anyone who comes up to you afterwards is a sizzling, hot lead. Make yourself available before and after your presentation. I know some speakers who stay off in a green room and act like a celebrity. They don’t eat with anyone. They don’t mingle. I have found that the on

es you mingle with in the beginning will always buy after your presentation–those who are actually ready to purchase.

The longer someone knows you, the more apt they are to buy from you. That’s why I say get more stage time. When your host allows you 25 minutes to speak, ask for 30. The more time you are in front of your audience, the more they will love you. When your audience falls in love with you, they will buy from you.

flames

Here are two ways to get sizzling, HOT leads.

1. Mingle. Be friends with people. I go to the workshops when I’m speaking at someone else’s workshop. I participate. I don’t just sit at the back of the room and wait for my cue. When you participate, people will get to know you and then they find out you’re the speaker, and feel honored. They tend to buy from you first. This is really important.

2. Questions. This step comes right before the invitation at the end of your presentation. Instead of asking for that Q& A session–which will sabotage your presentation, hands down–invite people to come and ask you questions. Say, “I know you have a lot of questions and I want to answer them. At the end of my talk, feel free to come to the back and ask me.” Those who do are hot, sizzling leads. Get their cards.

Don’t spend a lot of time answering their questions because you have other people waiting. Just say, ”That’s a great question, and I want to take my time to answer it. Can I call you tomorrow when we won’t be interrupted?” Take their business card and fold the corner of the card. That indicates it’s a hot lead to follow up. Don’t break eye contact with them when you do this. This is the delicate moment of falling in love. Ask for their business card. Tell them you’re going to call them in in the morning. Fold it without them seeing it. Then don’t forget to follow up!

When it’s an offer to speak, I have a different signal on my card that tells me it’s a speaking engagement. You can train your staff to know which it is.

How do you get LEADS?

L is for leverage to save time and get more leads by getting in front of more people.

E is for expert because you are positioning yourself as an expert. No one wants to work with an amateur.

A is for knowing your audience. You get leads by knowing and loving your audience and giving them what they want. If you’re speaking in front of the wrong audience, you won’t get any leads.

D is for building your database with warm leads. They’ve seen you speak, they know who you are. Get them into your database immediately. Then contact them. The longer you wait, the colder they’ll get.  It’s possible to have someone make those calls for you. After all, it’s only 25 people.

S is for sizzling, hot leads that you will get by being with your audience before and after your speech and by inviting them to come speak with you.

Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. She teaches a proven speaker system for delivering persuasive presentations, and easy formulas for creating killer elevator speeches and magnetic self-introductions. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. As a high-energy motivational speaker, Arvee has shared the stage with speaking giants such as Mark Victor Hansen, Joel Bauer, Loral Langemeier, Chris Howard, Dave Lakhani, and many more. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry.

For more speaking tips go to http://www.instantprospeaker.com

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Turn Your Passion Into Profits Every Time You Speak

To turn your passion into profits, speak about what you love. Passion translates to others. They can see it. We’ve all heard speakers who don’t have passion about their topic. We wonder why they are speaking at all. There was a student of mine who sold energy drinks and was very lackadaisical in his speech. I said, “Look you’re selling energy drinks. You should have more energy than anybody else in the room!” Let your PASSION show.

P is for Persistence

Persistence in the dictionary means “a continued existence or occurrence.” When you speak you need to be persistent. You can’t just do it once and say, “that doesn’t work,” or just do it once in awhile. If you want to turn your passion into profits, you need to speak publicly on a consistent basis. You’re goal is to get 200 speeches under your belt before you move on to selling from the platform.

Let everybody know that you exist. One of my mentors told me that you have to be everywhere people look. Every time they turn on their computer, they see you. Every time they go on a website they see a testimonial about you. If there is a speaking engagement you have to be there speaking. Remember you have to be visible to sell in today’s economy.

P is also for Perseverance

This means “to persist in spite of difficulty, obstacles or discouragement.” There are so many times that speakers will get out there and get discouraged. It’s too hard or they can’t work it into their schedule. But if you want to turn your passion into profits, you must persevere, and get out there and speak.

I haven’t had a day off in four weeks because my speaking engagements are often on weekends.  Usually I reserve Sundays for my God and my man, but I had an event on Sunday, I had to drive two hours to get there. I could have easily gotten out of it, but something told me to go. Someone needed to hear my message. So I went joyfully, delivered my 30-minute talk and drove back. I met one gentleman in particular whom I had met through his company in 2004! We reconnected, and I probably will be doing work with his company. You never know who you’re going to meet.

Listen to your intuition. Listen to the messages that come to you. And then do it! Persevere! It was well worth it for me to drive out there. Persist no matter what. I don’t care how long the drive is.  Don’t get discouraged. Oftentimes, adversity changes things; it can motivate you to try harder. Just persevere!

A is for Audience

In order to turn passion into profits we have to have an audience. We have to have the right audience. If I was speaking to a group of senior citizens that wouldn’t be the right audience for me, and I wouldn’t get any profit; but for some people that serve that market it would be a great audience. So don’t just get in front of any audience. Find and zero in on your ideal audience. Remember when you do, just having an audience is not enough either. You need to make sure that you speak to them as if they were you. Don’t speak at them. Talk to them as if they’re your best friend or best customer. Talk to them like you care.  And always give them an experience.

In the 70s, we would give lectures. We can no longer lecture. Our audiences have changed. We’ve changed. We don’t want to be lectured to anymore. No one will come. Years past we used to do presentations, and then that didn’t work anymore. Then we started having conversations, but that has changed.

People today want an experience. How do you give them an experience–by adding more audience participation techniques–exercises, break out sessions, things to get them up and moving to change their state. Stories will change their internal state and make them cry, laugh, reminisce, or whatever it is. Give your audience an experience.

S is for Stories

Always use stories. You can’t turn your passion into profits without stories.  Why? Stories are like invisible selling tools. There are three types you must have in your presentation: your personal story, a testimonial, and an emotional story.

Your personal story earns you the right to be up there speaking, your own personal journey of how you got to be where you are. There is something very exciting about those millionaire stories where they made it, then lost it, and then made it again. It gives the audience hope. “If you can do it, I can do it, too!”

And, of course, emotional stories will move people to action. Make them feel alive.

Here is an example of a humorous story: A little boy at church is looking at a row of black and white pictures of men in the hallway. The minister comes up and says, “Young man, do you know those men all died in the service.” The little boy says, “Would that be the 9 o’clock or 10 o’clock service?”

I often share the story about my brother. It’s a story about not waiting too long. My brother called up and said, “Sis, I have lymphoma and you probably won’t recognize me when you see me.” He was right. I did not recognize him. He used to have long blond hair and a mustache, but he had no hair. He had blown up like a balloon because of the chemo. I felt really helpless. What could I do?

At the same time I had hired a trainer to get into shape. He wanted me to run the LA Marathon. I said that’s ridiculous! It’s 26.2 miles! One day we came across Team in Training, an organization that will help you prepare for the marathon in exchange for raising funds for lymphoma and leukemia. How cool is that? I joined Team in Training, helped my brother, trained for six months and ran the marathon. That year, our Team in Training raised over a million dollars!

But, the story doesn’t end there, because the story’s about not waiting; not waiting to get out there and speak. My brother can’t go out in public because his blood count is so low he can’t be around crowds. He could get sick and die. We never know what’s going to happen around the corner. We procrastinate. That’s the demonstration of a story that moves people emotionally. You need those kinds of emotional stories in your speech.

S is for Speak From Your Soul

Speak your inner most self, thoughts, wisdom and gifts. Speak from your soul. The best way you can do that is to be honest with yourself and your audience. Be vulnerable. Share yourself. I share myself all the time because you can learn from my experiences. Never be afraid of showing too much. You want to show truth. Be real with your audience. Get rid of the bologna and talk straight.

I speak about my time in Egypt in terms of being scared to death to be on a camel, and about being scared to death going into a hole in the pyramid and scared to death when I went into the hot air balloon and it wouldn’t go up. I was scared to death!  But I persevered. I show people things that I’ve been afraid of and how I’ve conquered them. Don’t be afraid to share yourself with your audience.

I is for Integrity

Always speak from integrity. Integrity will get you more money.  Integrity will get you to close more sales. Integrity will attract the ideal client to you. You must have integrity. That includes your offer. Believe in your worth or the worth of your product. Share what the price is. I heard a speaker who lowered his price because of the economy. That’s great. But let us know if you’re lowering the price and why you’re lowering the price. Speak from integrity. Let us know you believe in it, and we’ll buy.

O is for Overwhelming Value

You need to give and deliver overwhelming value. Never be afraid of giving too much, because you have much more to give. If you can give one or two things of value that are easy or free, great. I teach people how to get business cards from everyone in the room. People experience it in my workshop and I have it on YouTube, so it’s free information anyway. So why not share it in my speaking events? Find something that is a how-to that isn’t your secret formula that you can give your audience so they feel like they really have something. So many times people just give away fluff, or nothing.

I went to a networking group and the speaker never once got to the benefits of his business. I see this mistake over and over. He starts out saying where he’s located (who cares) and what kind of equipment he works on (who cares), and then he puts up his price sheet. It’s not a good close. He never positioned himself as an expert. He never told any success stories of people whom he’d helped. Afterwards, I watched to see if he got any business cards or made any contacts. He didn’t. All this guy needed to do was to learn my system and he could have walked away with half the room. He didn’t give any value, much less overwhelming value. Make sure that you do!

N is for Navigate Now!

Navigate your audience to take action today. Navigate them toward that sale, toward that appointment, that free session, that free workout, or that free strategy session; whatever that next step is for you to get them in your pipeline so that you can turn them into a client and turn it into profit.

Remember turning passion into profits is not about separating people from their money; but about offering them true value, and then extending an invitation so that they can take the next step with you which will, in turn, create transformation in their lives or their business, or their financial life, or their spiritual life which happens over time and leads to permanent change in their life. You can not help someone if you don’t sell.

Don’t shrug it off that you didn’t get any leads. You won’t have a next time. The people in the room are in that room for that time only. You can never get that time back. There are no do-overs in life. There is only NOW.

Practice your close so that you can deliver it to attract the people who are suffering and need your help. That is your duty as a speaker and a leader.  If you don’t think you can sell, get more training, more coaching, more mentoring, or more help. People are suffering and maybe their business is dying because you haven’t learned how to do it right. That’s how important this is. Use your passion to bring about change!

Now you have the 7 steps to turning your PASSION into profits!

Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. She teaches a proven speaker system for delivering persuasive presentations, and easy formulas for creating killer elevator speeches and magnetic self-introductions. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. As a high-energy motivational speaker, Arvee has shared the stage with speaking giants such as Mark Victor Hansen, Joel Bauer, Loral Langemeier, Chris Howard, Dave Lakhani, and many more. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry.

For more speaking tips go to http://www.instantprospeaker.com

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Put A Spring Back In Your Speech

As summer approaches, I am already nostalgic for Spring. I love Spring. It’s like everything is fresh and new. The flowers come out, the breeze is warm, and it’s really beautiful here in Southern California. All over the world, Spring is about renewal and coming alive—a fresh new start.

It got me thinking. How do you renew your signature talk?  That’s the talk that sets you up to do business, to get clients; the talk that sets you up to be an expert in your field and to solve people’s problems, where you call them to action. Sometimes after we give it over and over, it can feel dull to us. How do you put that spring back in your speech?

Five Ways to Put the Spring Into Your Speech

1. Change the Title

Take a look at the title. Is it boring? Has it lost its sizzle? You might have created your signature talk years ago and are still using the same title. Is the title fresh with what is happening today?  I know someone who uses words like, “… In A Down Economy.” That was a hot title a couple years ago, but now we’re rebuilding and we don’t want to hear about the “down economy.”  We’re done with that! Let’s start looking at something more exciting.

It could be the same talk, but now it has a different title. When I am called for a speaking engagement, I give 2 or 3 different titles to the host or promoter. If you only have one title, they might not like it and not invite you. So give them 2-3 titles to choose from.

2. Add New Stories

There are three different kinds of stories you can use in your speech:

A. The personal story: You would be surprised how many people don’t put their personal story into their speech. Most business speakers don’t. They might talk about their company, how many offices, etc., blah, blah, boring, boring. If you’re not excited, they’re going to be bored, too. Add a little fun. Spice up your story. Add your personality. Add vulnerability, but stay in the integrity of your personal story.

B. The emotional story: These are stories that open the hearts of the listener. When I say emotional, don’t think you have to make the whole house cry. When you’re in a professional situation, and you get emotional; that’s fabulous. It shows that you’re human; but don’t talk about something if it’s in a danger zone. I saw a speaker once who kept crying and could not contain himself. We were all embarrassed for him.

Don’t go so far emotionally that it prevents you from being professional. There’s nothing more powerful than seeing a speaker be emotional—but keep it under control.

Stories don’t have to be tear jerkers. They can be funny. too. Funny equals money! If you can get your audience to laugh it’s far better than getting them to cry.

Use emotional stories to move people to action. There is nothing like getting up in front of people and moving them. Because now you’ve made a difference. You’ve made an impact. You’ve helped someone.

C. Testimonials or success stories: Ask for testimonials. When you’re developing your speech, ask your clients to be your superstars. My mentor is Eric Lofholm, and I’m on his PowerPoint®. He talks about me a lot from the stage. Why? Because years ago, I set it as my intention that I was going to be one of his superstars. I heard him talk about someone else. I set an intention, and then took action. I took his next class, and his next. Now I’m in his mastermind group. Now I’m one of his stories.

3. Refresh Your PowerPoint®.

Take a look at your PowerPoint® presentation. Not everyone needs to use one. There are times and places that it’s appropriate. When you’re doing a workshop or a 90-minute talk, or you’re on the stage doing a call to action; at some point in time you’ll need PowerPoint®. And you might need to redo it. Add some pictures, a different format, different backgrounds. I just revamped the whole look of my presentation. Now it’s fresh, springy and new.

4. Change Your Content.

If you have a 30-minute speech, how many pieces of “meat” can you put in it? Three to five points at most. [See speech sandwich] Instead of talking about the same 3-5 points, talk about some new ones. See what your audience responds to best.

We want to do good and sell; but sometimes it is just time to practice. I’m working with a client now who is a magician and she wants to practice her speech. She plans to go to senior centers. She called it her “failure factor.” It didn’t matter if she failed or not. If you need a place like that, it isn’t going to be where your target market hangs out. Find some places to practice, particularly when you’re adding new material.

5. Add Spring to Your Close.

Sometimes we get so scripted in our close that we take all the fun and personality out of it. Take a look at your closing and make sure that your invitation is still just as fun and delightful as it once was. Make sure you’re enthusiastic. Make it so full and rich, and full of bonuses, that you can’t help but want to buy it yourself!

Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. She teaches a proven speaker system for delivering persuasive presentations, and easy formulas for creating killer elevator speeches and magnetic self-introductions. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. As a high-energy motivational speaker, Arvee has shared the stage with speaking giants such as Mark Victor Hansen, Joel Bauer, Loral Langemeier, Chris Howard, Dave Lakhani, and many more. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry.

For more speaking tips go to http://www.instantprospeaker.com

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How to Raise the Dead and Turn Your Audience into Live Listeners

I’m hooked on the new television show, “The Walking Dead,” which is about the end of the world with zombies in it. To me, it’s a show about relationships; about what happens when things get tough and people pull together to survive. But it’s also about zombies.

Have you ever spoken in front of a crowd who seemed like the walking dead?

What would you do if you walked into a room and it was full of zombies? As a public speaker, there are going to be times when your audience is tired, or they’re the after-lunch crowd and they’re ready to take a nap.

Fortunately, I know how to make an audience come alive and feel great about their experience. Here are some of my methods to wake the dead:

1. Change Their Physical State.

When you walk into a room and the energy feels heavy, you need to change their physical state. That doesn’t mean you jump on stage and say, “woo-hoo!” Your audience needs to change its physical state, not you.

Stand up! How do you change their physical state? A good introducer will have the audience stand up, saying, “Stand up and welcome ___, let’s give them a hand.” That’s one way to change their state. Is it the best or fastest way? Maybe. There are several different tools and methods, and you need to decide, as a speaker, which ones to use at the right time.

If your introducer is not comfortable doing it, then simply do it yourself. You come on stage, everybody applauds, and now you say, “I want every one to please stand up!” In full energy and full excitement. They stand up and you can do whatever feels natural. You can say, “good afternoon (morning, evening) everyone! Give yourself a hand. Woo-hoo!” Whatever you want to do.

I often tell people to pat themselves on the back and say “good job for being here,” or I say, “turn to their neighbor and pat them on the back and say, ‘good job for being here.’” You want to do that immediately. When I come out, before my attention grabber is to say, “good morning, everyone!” Then encourage them to repeat it back to me. If they don’t do it loud enough, I get them to do it again. It changes their state.

Create Audience Participation: One great way to get audience participation is to get a volunteer to come up on the stage to do something with you. However, I warn you, if you do that too long, you’ll lose your audience. For instance, when someone is chosen for a hot seat as an example; this can backfire because it excludes your audience, instead of includes them. When you bring someone onto the stage, everyone lives vicariously through them, but only for a short period of time. Anything longer than 2 minutes and your audience will get lost.

Another way to get audience participation is to have your audience repeat words. Oftentimes I say, “People buy from people they know and like because . . . “ and then I let them fill in the blank. You can do this type of thing for audience participation. I also throw candy for good responses to encourage the audience to answer questions. Think of different ideas you can incorporate into your speech. The more dead your audience, the more you will need to use these techniques. Bring out the double guns.

Make it an experience: To make them come alive, you need to create an experience. They want to see, feel and experience what you have to say. What will allow an experience for everyone? Break them into groups or have partners. People don’t want to be left out or not chosen so make it easy and non-threatening for them. Tell them to pick the person next to them, and if they don’t have a partner, get in threes. Make it really easy for them.

If you’re conducting a workshop or training, you might want to do a count off or something more formal; but In a 30-60 minute presentation, you have to make it really easy because you don’t want to lose your speaking time. If you’re speaking to the living dead, you’ll need to wake them up.

Your audience can ignore you, but when they’re confronted by a team member or someone in their group chances are they won’t ignore them or resist them. They’re probably going to get involved..

Did You Hear the One . . . Humor is another way to wake up your audience and get them excited. Humor may not be your forté, but we all have natural humor. Often times when I’m on stage people laugh at what I say. I’m not a comic, and I never will be, but you can develop it. If you’ve got it, flaunt it. Use it. Test it out.

One thing I know about humor, is that it’s all about timing. If my timing’s off, I won’t get a laugh. I pay attention when I’m saying the humorous part of my presentation. When people laugh, I make a mental note and keep that in there. If it flops, then I cut it out the next time. When you’re doing your presentation, really pay attention to what works especially when it comes to humor.

Come On Everyone and Dance: Another way to change the state of your audience is with dancing.

In my early days when I was on the speaking circuit, I’d lug in my boom box, set it up, turn on the music, and we’d all dance. That changed the state, no matter what. One day, I forgot my boom box. How was I going to get these people up? I had to rise to the occasion and get these people up, and paying attention to me only. I said, “good morning everyone!” and used my attention grabbing statements: “How many of you want to be a powerful speaker? How many of you not only want to be a powerful speaker, but want to be one today!”

When you pick these techniques, you want to pick what‘s right for your audience, what’s right for you and right for your speech. You have to have them in your pocket so when you have to raise the dead, you’ve got them.

2. Change Their Mental State

Sometimes they are the living dead not because of something physical, but because of something mental; they’re completely in their head. They’re worried about something. We all have worries. We all have stress. You need to help your audience have a 30-minute diversion so they can enjoy what you’re presenting. How do you do that?

One of the best ways is to ask your audience questions. Make sure you know exactly who you’re talking to and who’s in our audience. Sometimes I ask, how many are recovering corporate executives? That way I can see who are my corporate people. You can find out a lot of information about your audience just by asking them. Oftentimes I ask them where they would go to speak. “Chamber of Commerce!” I throw them candy. “Networking groups, schools, churches!” I give them an opportunity to have an escape.

When you ask them a question, they can’t be thinking about something else. The brain is wired to want to solve a problem, to seek a solution.

Use the Word “Imagine”: “Imagine you’re a speaker and you are up on stage.” You can ask them to close their eyes, but I recommend you tell them to keep them open. The last thing you want to do is put someone to sleep who you’re trying to wake up. You might say, “Imagine you are on stage and there is thundering applause.” Again, they’re thinking and changing their mental and physical state.

“Imagine that you are in optimum health;” “imagine yourself running a marathon;” “imagine waking up 20 years younger;” or “imagine you’re rich.” This is powerful. This is a NLP technique. It works. “Imagine who you are already!”

Do An Exercise: I’m talking about a mental exercise to change their mental state.

It might be one they do by themselves. In other words, think about all the topics that you’re passionate about and write them all down now. Think of 10 sales techniques that you would like to learn over the next 30 days. Think of 5 marathons you want to run. Whatever it is; it takes them out of the physical room and put them into their own room which is their own mind.

3. Change Their Soulful State

Wherever their soul is you want to get them in touch with it. Get them out of their body, out of their head, and get them back into their heart, or back to their center. It’s not easy because people are so in their head, but at least you can try.

With this group of women I mentioned above, I had to get their attention first by changing their state. I needed to change their physical state and their soulful state. When I walked in, they seemed like a very unhappy group.  I had to reach their heart and their soul.

Meditation: One way is through meditation, if it applies to what you do. It’s not a good fit for me. I’d need at least 30 minutes to do it right, but it is one method to get down into their soul.  For those who are good at leading meditation, it would be good for you. If you are not good at it, or don’t have any experience, I don’t recommend it.

Emotional Stories: If your audience is like the living dead, use emotional stories that will connect them with their own heart. Sometimes I share a story that I wasn’t planning to share.  I’ll say, “I wasn’t planning to share this, but I feel like there is someone who needs to hear it.”  Just by pre-framing it, it opens the heart of the listener. Why? Because they’re thinking, “is it me? Do I need to hear that story?”

You should have emotional stories in your tool box that you can pull out when the time comes. I have my Egypt story, my pyramid story, my camel story, and stories about fear. Because a lot of people have fear of public speaking, we have to knock it down in order to get to the center, or to the heart. Oftentimes, I share how I had fear, broke through that fear and what was on the other side was more awesome, beautiful and spiritual than I could imagine, i.e., because I broke through the fear. Have those kind of emotional stories that will open the heart of your listeners.

Reveal Your Soul: Be authentic. Be real. Be intimate with your audience. I’m talking about you opening your heart and showing them your soul. I’m not saying to go on stage, share your darkest secret and become a blubbering speaker. Maybe you made some bad decisions; you went bankrupt, lost everything, but you built it back up.

I was working with a client and his story. He came to this country with only $50 in his pocket; and he’d borrowed that, and he flew into Miami from his country because it was the cheapest ticket he could get. That’s what I’m talking about. Open yourself up and bare your soul. These aren’t things that are going to go deep enough to hurt your or someone else. But tell the truth!  I’m talking about stories like that. Here’s where I was, and through my journey I learned, and I got things, and I appreciated things, and I’m back on top.

Open up your soul and let people see you, at least a little bit. Maybe at first it’s like sticking out your toe. Four or five years ago, you would not have seen this part of me on the stage. Now you’re aware. Each speech, I want you to practice opening your heart just a little bit more. Let your audience in a little bit. Be real, authentic and intimate with your audience, and that will change their soul state, and they will fall in love with you.

Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. She teaches a proven speaker system for delivering persuasive presentations, and easy formulas for creating killer elevator speeches and magnetic self-introductions. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. As a high-energy motivational speaker, Arvee has shared the stage with speaking giants such as Mark Victor Hansen, Joel Bauer, Loral Langemeier, Chris Howard, Dave Lakhani, and many more. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry.

For more speaking tips go to http://www.instantprospeaker.com

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How to Leverage Your Time

Make the most out of your life by leveraging your time. There are two ways to leverage your time; one, is to buy back your time; and the other is to get in front of more people.

Buy Back Your Time

It doesn’t matter how rich or poor you are; you have the same amount of time as everyone else. So how can you get time back? Leverage it. How? Buy it back.

If you are cleaning your house, why? Each hour of your time is probably worth five times as much as you would pay to have it done by someone else. I learned very early on  that a housekeeper is a godsend. If you don’t have one, get one. They will actually do a better job and you will save time.

I also have a bookkeeper. I used to set up accounting systems in corporate America, so I know accounting, but is it worth my time to do it now? It is better for me to use my time for something else. Now, I might decide to sit and brainstorm, drinking hot tea, but it doesn’t matter. What matters is that I’m not a slave to my business or my computer.

Think about it. What is it that you do now that you can pass off to someone; that you can hire someone to do? I just hired a sales professional to reach people on my behalf. More and more, I hand off things to my assistant. I’m not saying I’m out of the loop. You have to supervise, but there are a lot of things you can pass on to save yourself time.

Leverage Your Time Through Public Speaking

If you want to make more money, you’ve got to speak in front of more people. Period! You can’t sit behind your computer or in the office. You can’t just call people, onesy-twosy, and get ahead. You’ve got to get in front of more people. How?

Networking is a great way. You say your self introduction for 25-30 seconds, or your elevator speech, but that’s still one-on-one. It’s when you speak to the whole networking group that you reach more people. Their eyes, their attention, their energy is all on you. You’re mesmerizing them. You’re getting into their minds and souls. That’s when the big effect happens. That’s when the money happens. That’s when you start to change lives.

If you want to make more money, you have to get in front of more people!

Let’s just say, hypothetically, that you speak once a week. If you want public speaking to grow your business, to get referrals, to get all the clients you ever wanted, to live the dream life; you’ve got to be consistent and get out there and speak.

You can’t dabble in public speaking and get great results. It doesn’t mean you have to be a full-blown Tony Robbins. You can do what you want to do, live the life you want to live, and use public speaking as a marketing strategy. Or you can go all out and become that professional paid speaker. Either way, you have to start somewhere.

Calculate It

Say you make a commitment to speak once a week — somewhere. I recommend that in a month that you make the goal to speak at six places, so that you at least reach four. That’s how the law of the universe works. Set your goal higher so you can accomplish it. For the sake of calculations, let’s say four.

In an average room there are 25 people, like a networking meeting (some meetings are 80, some are 15). That’s 4 (speaking engagements) x 25 (people) = 100 people that you are in front of every month. One hundred more people!

Out of those 100, how many leads are you going to generate from your talk? Now I’m not talking about gathering business cards and getting warm leads. I’m talking about hot leads; the people who come up to you at the end of your talk and hand you their business card!

Out of a group of 25, it’s reasonable to get 5 hot leads.  5 (hot leads) x 4 (speaking engagements) = 20.

That’s 20 hot, hot leads a month! (You’re still going to do whatever you ordinarily do to generate hot leads — this is beyond that!) You now have 20 extra hot leads a month. Out of those hot leads, how many will you close? Let’s be conservative and say 3 out of 5. You get them on the phone, you build trust and rapport, and are able to move them to take action, rather quickly, because they’re hot. They took the time to talk to you. Conservatively, you close 3, so that’s now 12 new clients a month!

Again, let’s be conservative and say you have 10 new clients a month and multiply them by your cost (the range for a coaching service is $500 a month, or a six month coaching service for $6000-$10,000).

For the sake of this calculation, let’s say an average client is worth $5000 to you: $5000 x 10 clients more a month. That’s $50,000 extra per month because you’ve implemented public speaking. That’s leveraging your time!

That’s what’s possible in public speaking if you learn how to do it right, how to intrigue them so they want more, how to give them a lot of value, and how to speak from your soul and be authentic.

Learn how to close from the stage and people will come to you. They’ll want what you have and rightly so because you’re the solution that they’ve been looking for for a long, long time. You’ve just put them out of their misery. You’ve just stopped their suffering. They saw value and saw you as the solution. That’s how you can leverage your time through speaking.

Leverage Your Community

Your “community” are those you know with common interests; colleagues, clients, friends. Leveraging your community means asking for their help, asking them to send something out for you. I’m having one of my one-day seminars, “Speak up, Cash In,” in Los Angeles because one of my Mastermind superstars wanted to host a party because she just remodeled her home. I thought, “why don’t I have an event in LA since I’m going to be there anyway?”

Since most of the people on my list reside in Orange County and the Inland Valley, I reached out to my Mastermind community to help me and to let people know about the event. Think about what communities you know. Are you in an network marketing company where you have a down-line and an up-line to leverage? Or maybe you want to create a “joint venture with another company.”

It’s all about leveraging. Can you leverage them to help you promote so that it saves you time or so you can get in front of more people? Most people don’t even leverage their own close-knit community. I’m guilty of this. I forget to use my own community, my own students and my own clients.

Benefits of Leveraging

Here’s a phrase we’ve all heard before: “work smarter, not harder.” Personally, I don’t like that phrase. I don’t purposely work dumb, and I don’t know anyone else who does. But there is some wisdom in the “not harder” part.

One of my first assistants would go with me to my events. We’d load the car, I’d drive, then we’d unload. I got another assistant, Kelly, and when we got to the event, she said, “what are you doing?” I said, “I’m helping you unload.” She said, “You get in there and relax, and do what you need to do to get ready for your training.”  That was one of those “duh!” moments for me. What was I thinking?

It not only gave me extra time, but quality time to focus on what I needed to focus on to make more money. It also protected my feet because I wasn’t walking back and forth, unloading my car, or getting all sweaty. I leveraged a lot just by passing that on.

Sometimes we don’t see what it is we can give up. We oftentimes think we have to do it all. Most of the times, we don’t. That’s why we hire assistants. It doesn’t mean you don’t supervise or have check points or accountability.

In conversation with InfusionSoft which is setting up a new system for me, they said, “we’ll send everything over to your assistant.” I said, “oh no, I need to be in on it. This is my data base; the heart of my business.” I had to be involved. Once I know what’s going on; then, yes, I can leverage my assistant’s time and have her do the actual work, but I never give up something really important to my business.

More Business

When you leverage your time, you can build a bigger business. You have time to hire more people, build a new website, develop marketing materials, or travel internationally. I always get excited when I hear people are going somewhere internationally to speak. There are a lot more places I want to go.

The more leverage, the more money. You can have a bigger house, better location, have more vacation, fancy car; build your business.

More People Helped

When you have more time, that’s when you can help more people. You can talk longer on the phone with them. It frees you up to do what you want to do.

I have a client who is a successful interior designer, but her dream was to start a not-for-profit organization. She was involved with Habitat for Humanity. She said that when the family would go into their new home, there was no furniture. The house was entirely empty– no beds, no tables, nothing; and they had no money to furnish it.

Being the big heart that she is, she started Furnishing Hope. She gets designers together and they work for free and design the house furnishings. They interview the family and find out what they want, how they want it decorated. They don’t just decorate it with second-hand stuff, they design it like something out of a magazine. They get donations. It is just fantastic what they do.

This one little 5-year-old girl wanted a princess room. They painted her room pink with  white furniture. One of the wall decorations was a pink princess outfit. When the little girl ran in, she pulled the decoration off the wall, put it on over her clothes, and ran to show her mom. She was so happy. She had never had anything so nice in her life.

My client also works with Wounded Warriors, an organization that helps those wounded in the war. She started designing rooms for them. Sometimes they have to have special showers or larger doors, etc. I get chills every time I tell that story. This is a regular person, like you and me, who is using public speaking to start an organization and raise funds to help people.

Recently, she had a tea party to raise funds. There were less than 30 people, and she raised $37,000 based on the closing script that we worked on. She leveraged her community. She got people to donate. She got people to sponsor. She leveraged her business to build a charity organization, one that could help people.

More Freedom

What is freedom to you? I’m going mention a few things: more time with family and friends, enjoying longer vacations, more exotic vacations, guiltless retreats (I’ve always wanted to go on a long retreat and have it be guiltless; a place without a computer, no email, no voicemail).

When I went to Egypt and Jordan, if I didn’t have this kind of business in place; I couldn’t leave for 23 days! I don’t have an automatic cash machine on my computer like some internet marketers do, but I did have the ability to speak and sell. All I had to do, when I came back the next month, was to have plenty of speaking engagements already lined up. I hardly skipped a beat.

Or maybe you want to send your children to the best colleges and have the freedom to go with them to see that college. Or leave a legacy or a trust for your grandchildren? Maybe it’s just about doing what ever you want, when ever you want.

Speaking can be that vehicle for you. How do I know? Because it’s the vehicle for me. And I do what I teach, and teach what I do.

Just by adding this one step, and leveraging it by getting in front of more people, leveraging your time, and your community; you, too, can be enjoying a lot of things that you don’t already have.

Arvee Robinson is a Master speaker trainer, international speaker, and author. She teaches business owners, service professionals, and entrepreneurs how to use public speaking as a marketing strategy so they can attract more clients, generate unlimited leads and grow their businesses, effortlessly. She teaches a proven speaker system for delivering persuasive presentations, and easy formulas for creating killer elevator speeches and magnetic self-introductions. Arvee has helped hundreds of individuals to win clients and close more sales every time they speak. As a high-energy motivational speaker, Arvee has shared the stage with speaking giants such as Mark Victor Hansen, Joel Bauer, Loral Langemeier, Chris Howard, Dave Lakhani, and many more. Arvee offers private coaching, workshops, home study courses and weekly tele-classes. Her persuasive speaker training programs transform ordinary business owners into superstars in their industry.

For more speaking tips go to http://www.instantprospeaker.com

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