Speaking Mastery by MorganJamesPublisher

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        e KEYS to delivering HIGH IMPACT PRESENTATIONS
                    by David and Michael Hutchison
       © 2009 David and Michael Hutchison. All rights reserved.

No part of this publication may be reproduced or transmitted in any form or by any
means, mechanical or electronic, including photocopying and recording, or by any
information storage and retrieval system, without permission in writing from author
or publisher (except by a reviewer, who may quote brief passages and/or show brief
video clips in a review).


ISBN 978-160037-185-1 (paperback)
ISBN 978-160037-221-6 (hardcover)

Published by:



Morgan James Publishing, LLC
1225 Franklin Ave. Ste 325
Garden City, NY 11530-1693
Toll Free 800-485-4943
www.MorganJamesPublishing.com




Interior Design by:
Bonnie Bushman
bbushman@bresnan.net
              For our parents, Bill and Mary Hutchison,
           and our children: Eryn, Kristin, Mike, Pat,
              Rachel and Sean. For David’s wife Lisa.
          We love you more than there are stars in the sky,
             sand on the seashore, and fish in the sea.




                 IMPROVE LIFE FOR DEAF PEOPLE
       e authors donate 10% of all royalties to improve life for deaf and hard of
hearing people. Targeted not-for-profits include the USA Deaf Sports Federation
           and the Royal National Institute for Deaf People in the UK.
               Acknowledgments —
                We appreciate you!
    Our parents were our first role models and teachers on public speaking.
We wish to acknowledge our dad who is a retired colonel and pilot in the
United States Air Force (USAF) and now an aeronautical science teacher.
Even though our dad appears to be quiet and shy, he is powerful in front
of an audience. He transforms on stage! Our dad is incredibly brilliant
in his professional preparation and delivery and actually very funny! We
remember growing up and going to Dad’s USAF change of command
ceremonies and marveling at the military decorum and speeches. ank
you for being a wonderful dad! We love you!
    Our mom is so easy to talk with and can draw the quietest person into
laughter and a feeling of inclusion. She has a selfless way about her—
always putting the spotlight on others—and she loves to get others into
storytelling, especially her brother Charles Gallagher. Her presence puts
everyone at ease and confirms she has never met a stranger. Having
raised four boys, Mom is so strong that no matter what obstacles she
experiences, she is always confident, caring, and understanding. Having
a mother like this made it easy to grow up to be loving adults. ank you
for being a wonderful mom! We love you!
    Our brother Bill, an F-15 fighter pilot and his wife, Laura Ann, “LA,”
have more degrees from Duke, Harvard, MIT, and Oxford than we have
kids. Bill actually did a PowerPoint Presentation on how he proposed to
LA—a classic and truly unique presentation. ank you Bill & LA! We
love you!
   Our youngest brother, John, and his wife, Tammy, and their “3
men” are an inspiration. We wrote this book so that Brother John would
finally have something good to say about the mascots of his alma maters:
vi |   S M


  University of Notre Dame Fighting Irish and the University of Florida
  Gators. John is a former U.S. Army Ranger, hoo-ah!, and he and Tammy
  run their own animal hospital (see www.waterfordlakesvet.vetsuite.com).
    ank you J., T., and boyz! We love you!
      My brother David, “D,” is my partner and one of the finest and
  funniest humans on the planet. I love working with David, as we laugh all
  the time! I’d like to acknowledge David’s wife, Lisa, who bought me the
  copy of Sidney Poitier’s e Measure of a Man: A Spiritual Autobiography
  as that book reinspired me to stay focused on my dreams. anks, Bro
  & Lisa! I love you!
      Tom “T” McCarthy has always been one of our biggest supporters
  since junior high. We highly recommend Tom’s material (see www.
  tommccarthy.com). anks, T! We love you!
      Combined, David and I spent 11 amazing years with Tony Robbins.
  What a ride! Tony is incredibly gifted and talented and no one owns
  the stage better than he. Tony is masterful at persuasion and has an
  unrivaled ability to engage and energize an audience. We are grateful
  for the annuity of life lessons and friendships we have with Tony and
  his team. anks, Tony!
      My brother Michael, or “MTH,” is the inspiration behind our
  company motto “Make Results Happen.” Both in our family and in his
  professional career, he has always been known as the guy who makes
  things happen (interestingly, they are his initials, a fitting accolade). First
  and foremost, Michael is both a loving brother and true leader. I admire
  him for his focus, ability to achieve his outcomes, and determination to
  always make his family a priority. It is exciting to work with my brother.
  Our endeavor was created to add value to people’s lives. I look forward
  to us pushing each other up the hill and laughing along the way!
        ank you, Heather (Heather Buoniconti Photography; www.
  heatherbuoniconti.com), for your amazing photography, love, and
  support. I love you!
                                           A | vii


       ank you, Dru Overwijk (www.smartoons.us), for your artistic
talent and wonderful Mind Map.
   Merci beaucoup, Mélissa Caron of Enki Communications
(www.go-enki.com) for designing our book covers and layout.
   Special thanks to Karen Joseph, Sally Arnold, and Wendy Marie
  omas, who brilliantly edited this manuscript.
                          PRAISE FOR

“Effective communication is a key to success in all aspects of life. High-
impact presentations are critical to success in business. In Speaking
Mastery, the Hutch Brothers provide simple, highly effective tools to help
you excel when talking with target audiences. Practice these techniques
and perform with confidence!”
Bruce W. Simmons
Chairman of the Board
Saint Joseph’s Health System


“ e Hutch Brothers understand preparation and simplicity. Public
speaking can be terrifying or just plain boring. It should be neither.
Speaking Mastery breaks it down to a few essentials that will fit on an
index card. Hit them and hit an audience where it lives. By the way, I’ve
just adopted that 4-7-8 breathing technique in my workouts, and I use it
to make time in Atlanta traffic halfway worthwhile.”
Dick Williams
Columnist, Atlanta Business Chronicle
Host of Fox TV’s Georgia Gang


“Speaking Mastery gives readers the groundwork for developing a most
important talent to be used over a lifetime. Outside of writing and
reading comprehension, public speaking is one of the most important
business skills for anyone looking to get ahead in their careers. Michael
and David’s book does an excellent job in presenting these skills in an easy
to understand and appealing method. Great job, Team Hutch!!!”
Don Houston
Senior Vice President, Sales
Plantronics, Inc.


“Speaking Mastery will help anyone who needs to present and persuade
in front of any audience look like and deliver like a pro. e step-by-step
manner in which you’ve laid out the process is awesome! I certainly will be
using many of the techniques you laid out so simply.”
John Assaraf
Author, Speaker, Entrepreneur
Founder, OneCoach, Inc.


“Fantastic! Speaking Mastery knocks the ball out of the park for anyone
looking to develop their presentation skills in front of clients. e Speaking
Mastery system is highly effective and cutting edge. It’s practical, clear, and
the Hutch Brothers give you the tools you need to move from opening
your talk through closing, every step of the way. I will purchase several
copies for my group.”
Kelly Carbone
Partner, Director of Client Service and Marketing
DePrince, Race & Zollo, Inc.


“Having worked for the past decade with Jim Rohn and Denis Waitley,
considered by many to be two of the very best speakers ever, I was excited
to read your book. e Hutch Brothers’ Speaking Mastery is by far one of
the best books I’ve come across for both the novice and the experienced
speaker. is book is full of practical exercises and specific recommendations
to help you improve as a public speaker. I highly recommend you read
and apply their techniques.”
Kyle Wilson
President
Jim Rohn International/Your Success Store, Inc.


“Excellent!! Reads very well and I like the fact that the style is forceful
(i.e., this is how you do it and this is how it works). I like that!! A lot
of people are thrust into speaking every so often (read: me), and those
occasions really matter, as you may not get a second chance!! e lessons
in this book will certainly help a lot. From the outset, it should be obvious
to all readers that the writer is speaking from vast experience and trial and
error. is is very appealing, especially to the younger audience reading
your work....Well done and ank You!”
Roger Daly
Principal
Bank of America Securities


“GREAT points and suggestions! Inspiring leaders must possess great
platform-speaking skills. ey are one of the essential ingredients used to
mobilize followers and move nations and markets. is book tells readers
how to develop those skills.”
Stephen X. Graham
President
CrossHill Financial Group


“Fabulously fabulous!!!...Very creative...funny and visually stimulating!
Whether you are a seasoned speaker or a tongue-tied novice, you will
greatly benefit from the creative and engaging approach of Speaking
Mastery. Both Hutchison Brothers are passionate and professional in their
presentation of this outstanding material. By adapting their methods that
incorporate both humor and visually appealing tools, you too will soon
become a master of speaking.”
Debra Marie Zaslav
Executive Recruiter
Georgetown University Alumni Board of Governors President
Orange County, CA


“Whether you have the gift of the gab or not, there are a number of
absolute essentials to getting the most out of every important speech, pitch,
presentation or dialogue in life. What I particularly like about Speaking
Mastery is that it focuses very effectively on those essentials, offering the
reader many innovative and valuable techniques in the preparation and
execution of a presentation event. is book will help you to master the
tangibles and the intangibles, as well as the mental and physical elements
of public speaking. Well trousered, Hutch Brothers!”
Andy McCartney
Vice President of Marketing
Invirtus, Inc.


“What a solid and easy read! Speaking Mastery brims with enthusiasm and
has many great ideas to improve even a polished presenter’s game. e
Hutch Brothers’ personalities shine through like the great professors you
never got in college. Buy this book for everyone on your team!”
David Ficca
Senior Vice President, CFO
Baltimore Life
“ is book is the perfect tool to help a lawyer preparing to speak to a
jury, a businesswoman gearing up for a big presentation or even a best
man practicing a wedding speech. It’s a great resource to keep on your
bookshelf and refer to time and time again!”
Alexandria Kane
Corporate Attorney
Georgetown University Alumni Board of Governors Chair,
Career Services Committee
                                   Table Of Contents

   Acknowledgments .............................................................................v
   Introduction ................................................................................... xix
Part One: Success Leaves Clues:
How to Say it Well.................................................................................................................1
        e Keys to Getting the Most Out of                                     is Book ...............................3
   KISS Your Standards for Perfection Goodbye ....................................5
   Get Mentally Ready!..........................................................................7
   Why Speech Fright Occurs and What to Do About It .....................11
   Expert Communicators Agree .........................................................19
   Two Audiences In Every Presentation ..............................................21
   Who are Your Favorite Speakers and What are
        eir Recipes for Success? ..........................................................23
          Hutch Skill Drill: Modeling a Speaking Master .............................................................24
   Speaking Mastery System: 6 Keys .....................................................27
   Key #1 Stay Connected! ..................................................................29
   Key #2 Smile, and the eyes have it ...................................................33
   Key #3 Move Strategically.
      All great speakers move with purpose!........................................35
   Key #4 Be a VAK speaker. Make what you say listenable .................39
   Key #5 Physiology / Fizzyology ........................................................43
   Key #6 Voice is power .....................................................................45
          Hutch Skill Drill: 7-day Vocal Challenge .......................................................................... 46
          Hutch Skill Drill: Vocal Awareness Exercise .................................................................50


                                                                xv
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      Key Reminders Just Before You Speak .............................................53
            Hutch Skill Drill: Speaker’s High ..........................................................................................55
      Keys to Preparing the Presentation Room ........................................59
      Summary Questions for Part One ...................................................61


  Part Two: Keys to Having Something Good to Say ..........................................63
      Keys to Having Something Good to Say .........................................65
      Key #1 What’s the Point? Speak on Purpose ....................................67
      Key #2 Eat your P’s! ........................................................................73
      Key #3 Take Charge! Strategies for Getting Attention......................83
      Key #4 WIIFM—What’s In It For Me? Parachute Statements
         and Hecklers .............................................................................89
      Key #5 Due Diligence .....................................................................91
      Key #6 90/10 Rule of Prescription ..................................................93
      Key #7 Get                 em to Commit ........................................................95
      Summary Questions for Part Two ....................................................97


  Part Three: Get Psyched up! ......................................................................................99
      Get Psyched Up! ............................................................................101
      Personal Best Identity (PBIdentity) ............................................103
      Personal Best                   oughts (PB                  oughts) .......................................109
      Personal Best Emotions (PBEmotions) .......................................113
      Triggering Your PBEmotions: Fizzyology & Language ..................115
      Pattern Interrupts .........................................................................119
      Worst-Case Scenario......................................................................119
           e Get Over It Now Method: 5 Steps ..........................................123
            Hutch Skill Drill: Professional Presentation Preparation
                   Worksheet—Condence Checklist ...................................................................... 125
                                                                      T O C |                       xvii


   PDR: Practice, Drill, Rehearse! ......................................................127
   Commitments for Improvement ...................................................129
   Professional Presentation Preparation Sheet ...................................131
   Summary Questions for Part                         ree................................................133


In Closing: We challenge you to adopt our
                  System!.......................................................................................135
   Our Company: Hutch Brothers, Inc. ............................................137
   Our Services: Keynote Programs, Full-Day
      & Weekend Programs .............................................................139
   Bios: David & Michael Hutchison ................................................141
   More Praise For Speaking Mastery ..................................................145
   Free Audio Bonus Offer ................................................................153
                 Introduction
             A Great Beginning —
           Why This Book Is Different
    We know that whoever you are, whatever success you’ve already
achieved, whatever challenges you are currently experiencing, it’s our
desire that reading this book will make an inspiring and positive impact
on your life!
      is book flows from our dad’s instruction for giving solid
presentations: “Son, have a Great Beginning, a Great Ending, and keep
them very close together.”
     We believe that all lectures, speeches, meetings, sermons, and
corporate presentations should be written simply and kept short and
sweet. We wrote this book based on our personal experiences from
delivering over 1400 presentations around the world and having made
all the mistakes for you.
      is guidebook should fit easily into your busy lifestyle and should
not take you more than an afternoon. If it does, please read our next
book, Speed-Reading Mastery!
   We’re curious: Have you ever stood up to speak but your mind sat
down? Or perhaps you started to speak and nothing came out?
        ese pages will provide you strategies of style—saying it well. We
will also share ideas on substance—what to say. Finally, we will help you
put it all together and talk about how easy it is to perform at your best
and deliver every presentation without fear.
    While there are plenty of books available on public speaking,
presenting in front of an audience is still considered one of the scariest
                                   xix
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 things one can do. We know. We used to get incredibly nervous. Consider
 these facts:


         disorder and was named by the Book of Lists as the #1 fear among
         Americans.


         (that’s No. 3), and it even rates well ahead of the fear of death, which
         comes in at a lowly 7th place on the list.
            Daily Mail reported that fear of public speaking is the most
         common phobia worldwide.
             Wall Street Journal reported that stage fright afflicts 20 million
         people at some point during their lifetimes.


                  “People’s number one fear is public speaking.
                    Number two is death. Now that means to
                   the average person that if you have to go to
                  a funeral, you’re better off in the casket than
                               doing the eulogy.”
                                    Jerry Seinfeld


       Since 1987, we’ve had the privilege of teaching thousands of people
 all over the world to improve their presentation skills and overcome their
 fears. In this book you will learn how to use the Speaking Mastery system.
     is is the system that we personally use to perform consistently at our
 best when we speak to audiences of all sizes.
     Our simple system teaches you how to get mentally ready, get people
 to trust and like you, get ready to provide value to your audience with
 2–3 major points, have something really good to say, and then say it well.
 Relax and smile! Pretty simple, eh?
                          I — A G B |         xxi


    Our book also draws from others’ expertise, as we have hired
and worked with some of the best speakers and leaders in the world,
including:


   Anthony Robbins                   Janet Switzer
   BetterTrades Faculty              Jay Abraham
   Brian Biro                        John Gray
   Brian Tracy                       Les Brown
   Chip Eichelberger                 Lou Holtz
   Coach John Wooden                 Michael Gerber
   Deepak Chopra                     Pat Riley
   Denis Waitley                     Peter Lynch
   Doug Carter                       Sir John Templeton
   Dr. Nate Booth                    Tom McCarthy
   Dr. Robert Kriegel                Tony Alessandra
   Dr. Ron Jenson                    Tony Parinello
   Freddie Rick                      Topher Morrison
   Gen. Norman Schwarzkopf           Wajed “Roger” Salam
   Harvey Mackay


                          When you consider:
      ere will be 30+ million PowerPoint Presentations given every day
   in Corporate America and millions more sermons, lectures, press
   conferences, VC pitches, IPO road shows, corporate or school board
   meetings, court room trials, network marketing meetings, and not to
   mention the number of marriage proposals, and so on. (Sorry! Just
   checking to make sure you were still reading the list!)

    While we are confident many of the above mentioned presentations
are stellar and memorable, many of them are B-O-R-I-N-G!
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     What do most of the BORING “BORED” MEETINGS have in
  common? ey are typically:




      Quite frankly, if we had $1 for every ineffective PowerPoint
  presentation, we could make a serious dent in the national debt.
      More often than not, PowerPoint presentations leave the audience
  thinking:
       “Will he or she ever get to the point? Where is he or she going
       with this?”




       to end.”

      Our goal in writing Speaking Mastery is twofold: first, to inspire you
  with our ideas and suggestions; second, to help you make measurable
  improvements as a speaker and leader.


                  What can reading this book do for you?
       You will see improvement in your presentations as you read these
  pages. You will see even more improvement afterwards. You will have
  more confidence and enjoy giving presentations more than ever! More
  importantly, you will learn specific strategies that will allow you to
  deliver presentations that get the results you desire, while creating a
  lasting impact on your audiences. You have the opportunity to make a
                         I — A G B |             xxiii


measurable difference in your income and in your career while improving
your quality of life and that of your audiences too. Seize the day!


            Let your imagination y with us for just a minute:


    to raise their expectations 10, 25, or 50%?


    business plan?


    line?


    before 1000 people, the better you will perform one-on-one or with
    a small group.

    Speaking well is an indicator of your income. e highest paid people
on the planet are those who have mastered expressing themselves with
clarity, compassion, and humor.
       ank you for the gift of allowing us to share our skills with you. We
look forward to meeting you personally one day soon.


    Let’s make results happen!


    David & Michael Hutchison
    www.hutchbrothers.com
        PART ONE

Success Leaves Clues:
  How to Say it Well
               The Keys to Getting
            the Most Out of This Book
1. Absorb: Your mind needs to be open and ready to learn. ink
           of your mind as a parachute. It only works when open.
           What you hear, you forget; what you see, you remember;
           what you do, you understand.
2. Respond: Play full out and do your best to complete each exercise
            and Hutch Skill Drill. If you are truly serious about
            success, prove it by doing the actions suggested.
3. Record:     Have a device available to record the vocal exercises in
               this book. Practice in your car, while getting dressed, or
               during break times.
4. Act:        Keep this book available as a reference and consult it each
               time you give a talk. Refer back to the table of contents
               and select the topics relevant to your immediate need.
               Practice and use what you learn.
5. Share:      Share with as many people as possible: your colleagues,
               friends, loved ones, worship community, employees, entire
               team, and company. Teaching is one of the fastest and most
               effective ways to learn and make results happen.


             Expect great things. You get what you expect!
                 Brian Tracy - Speaker, Author, Consultant




                                    3
                       KISS
            (Keep It Simple Speaker)
                   Your Standards for
                  Perfection Goodbye.
                 Be Human & Vulnerable

   Your success as a speaker or presenter is not based upon perfection.
Whether you make mistakes or you stress that actual words are more
important than they are; whether you make bad jokes or no jokes at all,
you can still be a “master of speaking!”
    When we first started out, we spent hours trying to memorize our
presentations. Guess what happened? It made us even more nervous. e
more perfect we tried to be, the worse we did.


                     What lies at the bottom of the
                      ocean and shakes all over?
                          Answer: a nervous wreck!


    Your audience expects you to give your personal best. ey want to
absorb your message, and entertaining them is an effective way to achieve
that. If they walk away feeling good, your time has been worthwhile; if you
exceed their expectations, they will appreciate you. Give them something
they can use immediately, and they will consider you a success.
    You want to stir up your audience and get them to think about what
your message is. Ultimately they will understand your advice and benefit
from it, even if there was not an immediate awareness.
                                     5
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        Face it, we all have weaknesses. Standing up in front of others and
    showing that you are not afraid to admit your faults creates a trusting
    environment, allowing others to acknowledge their own shortcomings.
        Perfect eloquence and wit are not prerequisite for a great presentation.
    All you need to do is remind yourself of the 2–3 key points you want to
    make. Coupled with several good stories and examples, you are ready to
    stand up and deliver.
                    Get Mentally Ready!

    What is the tipping point between presenting brilliantly or badly?
   e success of your presentation is determined by the combination of
three powerful Characteristics. With our exercises, you will be able to
control and develop each of them.


1. Personal Best Identity:            e first characteristic of a Speaking Master
                                   is your identity.     roughout this book we
                                   will refer to your ideal identity as your
                                   Personal Best Identity (PBIdentity).*
2. Personal Best         oughts:      e second characteristic of a Speaking
                                   Master is your focus. How well you channel
                                   your thoughts is a key driver of your
                                   performance. We will refer to your ideal
                                   thoughts as your Personal Best oughts
                                   (PB oughts).*
3. Personal Best Emotions: Managing your emotions is the final
                           characteristic of a Speaking Master. Call
                           your ideal emotional state your Personal
                           Best Emotions (PBEmotions).*




*Uncommon terms such as PBIdentity, PB        oughts, PBEmotions are defined
throughout this book. If something is unclear or you need a quick reference, please
visit www.hutchbrothers.com for additional resources.
                                          7
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          ese three taken together compose the formula used by all
    Speaking Masters.

                         Speaking Mastery™ Formula:
         PBIdentity + PB oughts + PBEmotions = SPEAKING MASTERY



        Our tastes and yours must be very simple: Be the Best! Work for
    the Best! Do your Best! Demand the Best! Expect the Best! Best in
    the World!
         We love that word—BEST!
        Have you ever given a presentation and thought afterward, “How
    could I have done so poorly?” or “Boy, did I mess up!”? Conversely, have you
    ever given a talk, then thought to yourself, “ at was awesome! ey loved
    me! Man, was I on today!”?
       Remove the guesswork. e identity you want to project to your
    audience every time is your Personal Best Identity. We can show
    you how.
        Do you sometimes forget things you planned to say or panic
    wondering what the next slide is? Do you rush to answer a question
    before gathering your thoughts? It can be a great challenge to keep your
    focus and to manage your thoughts while everyone is looking at you.
    Maintaining your mental calm is critical to your successful performance.
    Our Hutch Skill Drills can sharpen your ability to focus and achieve your
    Personal Best oughts.
        When it is your turn to present, does your pulse race? Do your hands
    tremble? We will teach you how to harness these exact same physical
    sensations. e goal is to view them as a natural, positive part of your
    preparation. Your quickened pulse and heightened sense of awareness
    will become your allies. Like any good athlete, you will appreciate the
       P O — S L C: H T S I W |                  9


adrenaline rush as excitement, not fear. is feeling is one of many you
can control to achieve and project your Personal Best Emotions.
   Using the Speaking Mastery formula on a consistent basis is your
way to break free from fears, unproductive thoughts, and distracting
emotions.
    Your identity, thoughts, and emotions greatly influence your
actions, energy, and results in any given situation. Remember that they are
magnified during public speaking. Learn to harness these characteristics
when it counts.
           Why Speech Fright Occurs
            and What to Do About It
    How many of you have experienced speech fright, sweaty palms,
rapid heart rate, or dry throat before speaking in front of an audience?
Great! en you are a normal human. When these reactions are wracking
your body, how effective do you think you will be in front of an audience?
What do you imagine your inner dialogue is like? Falling victim to this
state of mind will cost you and your audience.
    It is admittedly difficult to stand in front of a crowd, and even
the most accomplished speakers will admit to nervousness. With so
many eyes staring at you, listening, evaluating, it’s no wonder you feel
vulnerable. Let’s explore why you react as you do. We’ve talked so far
about getting mentally ready and how important your PBIdentity,
PB oughts, and PBEmotions are to producing an empowered state
of mind as a speaker. In this section you are going to learn how to
change your state of mind instantly.
    We, the Hutch Brothers, understand speech anxiety, because
Personal Best performance is the hallmark of our coaching, training,
and consulting. In our coaching sessions and workshops you’ll learn why
speech fright occurs, along with techniques for coping with it. You’ll
also acquire new presentation skills and tips for managing speaking
situations. Most important, you’ll gain the comfort and confidence to
turn apprehension into an energized and dynamic performance.
     When speakers call our office, the symptoms they often complain of
are related directly to nervousness. ey assume their shortness of breath,
sweating, dizziness, rapid heart rate, and upset stomach are brought on
by anxiety. Per Anthony Robbins, “a state can be defined as the sum
of the millions of neurological processes happening within us. In other

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 words, the sum total of our experience at any moment in time.” It’s not
 the external events that cause your nervousness; it’s your interpretation
 of them. If you can learn to control your response, you can reduce your
 nervousness dramatically. We will show you how.


                    You can’t always control the wind,
                      but you can control your sails.
                              Anthony Robbins


     If you get only one thing from this book, may it be the following: it’s
 not what happens that causes your behavior. Rather, it’s what you associate
 with what happens that matters most. When speaking in public, you can
 choose to feel nervous or not. You can manage your state of mind or let
 someone else or something else do it for you.


           How You Create Your State of Mind and Your Behavior




       e figure above, which illustrates how your mind interprets
 information, is one of the keys to understanding how and why you get
      P O — S L C: H T S I W |                13


nervous. At first glance, it may seem complex, but work with us, as it’s
really easy to comprehend.
    On the surface, this diagram may appear to illustrate that your
behavior, defined as what you say and what you do, is a result of the
events that happen to you in life. However, as stated previously, your
behaviors are not dictated by the events that happen to you in life; your
behaviors are a result of how you interpret those events.
    An event is anything that happens in your life. Speaking well, getting
a pat on the back, giving someone an unexpected gift, and achieving
an A on a test are examples of positive events. Bombing a presentation,
getting rejected, losing a sale, and failing a test are examples of negative
events. None of the events that occur in your life are intrinsically good
or bad. ey 
								
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