1 00:00:00,000 --> 00:00:02,480 Carol Cox: Want to increase engagement and conversions 2 00:00:02,480 --> 00:00:04,160 at your presentations here. 3 00:00:04,160 --> 00:00:06,240 How to use stories, humor, 4 00:00:06,360 --> 00:00:09,720 and sales seeds by listening to these talks 5 00:00:09,720 --> 00:00:11,800 from our Thought Leader Academy clients on 6 00:00:11,800 --> 00:00:13,600 this episode of the Speaking Your Brand 7 00:00:13,600 --> 00:00:19,600 podcast. More and more women are making an 8 00:00:19,600 --> 00:00:21,720 impact by starting businesses, 9 00:00:21,720 --> 00:00:24,440 running for office, and speaking up for what 10 00:00:24,440 --> 00:00:27,400 matters. With my background as a TV political 11 00:00:27,400 --> 00:00:29,000 analyst, entrepreneur, 12 00:00:29,000 --> 00:00:31,680 and speaker, I interview and coach purpose 13 00:00:31,680 --> 00:00:34,040 driven women to shape their brands, 14 00:00:34,080 --> 00:00:36,440 grow their companies, and become recognized 15 00:00:36,440 --> 00:00:38,760 as influencers in their field. 16 00:00:39,360 --> 00:00:41,280 This is speaking your brand, 17 00:00:41,320 --> 00:00:43,760 your place to learn how to persuasively 18 00:00:43,760 --> 00:00:47,000 communicate your message to your audience. 19 00:00:48,200 --> 00:00:50,080 Hi there and welcome to backstage with 20 00:00:50,080 --> 00:00:51,680 Speaking Your Brand. I'm your host, 21 00:00:51,680 --> 00:00:54,120 Carol Cox. Joining me today is our lead 22 00:00:54,120 --> 00:00:55,360 speaking coach, Diane Diaz. 23 00:00:55,360 --> 00:00:57,440 Hi, Diane. Hello, everyone. 24 00:00:57,680 --> 00:01:00,620 And we also have two of our current thought 25 00:01:00,660 --> 00:01:02,340 Leader Academy clients, 26 00:01:02,340 --> 00:01:04,380 and you all are in for a treat today, 27 00:01:04,540 --> 00:01:06,740 because they are each going to present a ten 28 00:01:06,740 --> 00:01:09,460 minute version of the signature talk they 29 00:01:09,500 --> 00:01:11,700 developed with us during their VIP day, 30 00:01:11,700 --> 00:01:14,020 and they've been refining throughout our 31 00:01:14,020 --> 00:01:15,140 group calls. 32 00:01:15,340 --> 00:01:17,460 And you're going to hear how they have 33 00:01:17,460 --> 00:01:20,140 integrated story, humor, 34 00:01:20,300 --> 00:01:23,220 and planting some key sale seeds so that they 35 00:01:23,220 --> 00:01:25,540 can connect with their audiences to build 36 00:01:25,580 --> 00:01:27,540 trust and relatability, 37 00:01:27,540 --> 00:01:31,300 but also turn their talk into leads and leads 38 00:01:31,300 --> 00:01:32,740 into clients. 39 00:01:32,740 --> 00:01:34,500 So we're going to have each of them deliver 40 00:01:34,500 --> 00:01:36,420 the ten minute version of their talk, 41 00:01:36,420 --> 00:01:37,900 and then we're going to have a round table 42 00:01:37,900 --> 00:01:39,940 discussion about what they learned about 43 00:01:39,940 --> 00:01:41,460 creating these compelling, 44 00:01:41,460 --> 00:01:44,220 engaging talks by working with us, 45 00:01:44,260 --> 00:01:47,260 strategies and suggestions they have for you 46 00:01:47,380 --> 00:01:49,820 as speakers and then what their experience 47 00:01:49,820 --> 00:01:52,420 has been like in the Thought Leader Academy. 48 00:01:52,460 --> 00:01:54,580 First, we're going to have Angela Gillis 49 00:01:54,620 --> 00:01:56,820 start us off. She is the founder of Sorta 50 00:01:56,860 --> 00:01:58,950 Culture Your systems that works with 51 00:01:58,950 --> 00:02:01,430 companies on cyber security and HIPAA 52 00:02:01,430 --> 00:02:02,910 compliance. So yay. 53 00:02:04,430 --> 00:02:06,030 But but here's the thing. 54 00:02:06,030 --> 00:02:08,470 It's because that when you're especially when 55 00:02:08,470 --> 00:02:10,190 you're delivering a topic that's, 56 00:02:10,230 --> 00:02:11,870 you know, a regulatory or that thing, 57 00:02:11,910 --> 00:02:13,630 you really need to make sure that you're 58 00:02:13,630 --> 00:02:16,430 using humor and story to keep your audience 59 00:02:16,430 --> 00:02:19,190 engaged and to make sure then that they want 60 00:02:19,190 --> 00:02:22,550 to hire Angela's company for the work that 61 00:02:22,550 --> 00:02:25,390 she does. Angela, welcome to the stage. 62 00:02:25,790 --> 00:02:26,870 Angela Gillis: Thank you. Carol. 63 00:02:27,310 --> 00:02:29,390 Carol Cox: All right. Let me bring up your slides and 64 00:02:29,390 --> 00:02:30,750 you are ready to go. 65 00:02:32,110 --> 00:02:34,790 Angela Gillis: Okay. Well, Carol, thank you so much for that 66 00:02:34,790 --> 00:02:37,350 introduction. Um, as Carol mentioned, 67 00:02:37,350 --> 00:02:38,710 my name is Angela Gillis, 68 00:02:39,030 --> 00:02:41,030 uh, owner and founder of Horticulture 69 00:02:41,030 --> 00:02:43,630 Systems. And I help actually specifically 70 00:02:43,630 --> 00:02:46,150 independent health practices with HIPAA 71 00:02:46,150 --> 00:02:48,430 compliance. So this is the cybersecurity and 72 00:02:48,430 --> 00:02:51,190 data privacy pieces of healthcare data. 73 00:02:51,510 --> 00:02:53,830 So this presentation is geared towards that 74 00:02:53,830 --> 00:02:56,110 audience. And it's called how a little care 75 00:02:56,290 --> 00:02:57,890 protects a lot of data. 76 00:02:58,730 --> 00:03:01,130 But before we get into that regulatory 77 00:03:01,130 --> 00:03:04,050 component, I want everybody to take a minute 78 00:03:04,050 --> 00:03:06,490 and think, who is a fan of Costco? 79 00:03:08,010 --> 00:03:09,490 So I am a fan of Costco, 80 00:03:09,770 --> 00:03:12,210 and I actually used to work at Costco. 81 00:03:12,570 --> 00:03:14,930 I was the data governance manager in it, 82 00:03:15,530 --> 00:03:18,330 and that experience connects directly to how 83 00:03:18,370 --> 00:03:21,050 medical practices handle data and why culture 84 00:03:21,050 --> 00:03:23,650 matters. But we are going to talk about that 85 00:03:23,650 --> 00:03:26,170 in just a minute. But first of all, 86 00:03:26,690 --> 00:03:29,410 I want you to think about your goals as 87 00:03:29,410 --> 00:03:30,610 healthcare professionals. 88 00:03:30,610 --> 00:03:32,570 So just take a minute to reflect. 89 00:03:33,170 --> 00:03:35,490 What I usually hear is something a little 90 00:03:35,490 --> 00:03:37,890 more on the left. People got into healthcare 91 00:03:37,890 --> 00:03:39,890 to care for their patients. 92 00:03:40,050 --> 00:03:43,090 They want to for our independent healthcare 93 00:03:43,090 --> 00:03:44,970 practitioners. They want to grow their team, 94 00:03:44,970 --> 00:03:46,850 grow their business, and of course, 95 00:03:46,850 --> 00:03:49,170 they want to protect their patient data. What 96 00:03:49,170 --> 00:03:51,370 I hear actually happens is the gentleman on 97 00:03:51,370 --> 00:03:53,850 the right, they are buried up to their neck 98 00:03:53,850 --> 00:03:55,820 in paperwork, bureaucracy, 99 00:03:55,820 --> 00:03:59,140 red tape, and then they have to comply with 100 00:03:59,140 --> 00:04:00,260 things like HIPAA. 101 00:04:00,300 --> 00:04:02,340 So they have to figure out cybersecurity and 102 00:04:02,340 --> 00:04:04,060 privacy on top of that. 103 00:04:04,860 --> 00:04:07,340 Well, thankfully you are not alone with that. 104 00:04:07,540 --> 00:04:09,340 I am here and I am here to help. 105 00:04:09,620 --> 00:04:11,940 It's my job to make this a little more easier 106 00:04:11,940 --> 00:04:14,380 and sustainable because as a healthcare 107 00:04:14,380 --> 00:04:16,740 professional, I know that those kinds of 108 00:04:16,740 --> 00:04:18,460 things are not the reasons you got into 109 00:04:18,460 --> 00:04:23,980 healthcare. So just a little bit about my 110 00:04:23,980 --> 00:04:26,300 background. I live in the Seattle area, 111 00:04:26,300 --> 00:04:28,380 although I work with clients all over the 112 00:04:28,380 --> 00:04:31,820 country, and before I founded my company, 113 00:04:31,820 --> 00:04:33,980 I worked for a lot of the big companies in 114 00:04:33,980 --> 00:04:35,860 the Seattle area. So I worked at Boeing, 115 00:04:36,620 --> 00:04:37,900 I worked at Microsoft, 116 00:04:37,900 --> 00:04:39,780 and then, as I mentioned before, I worked at 117 00:04:39,780 --> 00:04:42,900 Costco. And one of the reasons I was hired at 118 00:04:42,900 --> 00:04:45,460 Costco was to help them get in compliance 119 00:04:45,460 --> 00:04:47,140 with a data privacy law, 120 00:04:47,580 --> 00:04:49,660 and this seemed really simple. 121 00:04:49,860 --> 00:04:51,620 I had a team of engineers, 122 00:04:51,620 --> 00:04:53,960 and what we needed to do was go in and delete 123 00:04:53,960 --> 00:04:57,120 older member data and Costco calls their. 124 00:04:57,160 --> 00:04:58,640 Their customers members. 125 00:04:58,640 --> 00:05:00,840 So we were going to go in and protect their 126 00:05:00,840 --> 00:05:03,000 privacy by deleting that older data. 127 00:05:03,000 --> 00:05:05,720 And the business really um, 128 00:05:06,000 --> 00:05:07,240 they were very hesitant. 129 00:05:07,400 --> 00:05:10,320 And this wasn't um, it wasn't that they 130 00:05:10,320 --> 00:05:12,440 didn't want to comply because they did. 131 00:05:12,760 --> 00:05:14,720 It's because they were so worried about 132 00:05:14,720 --> 00:05:17,240 disrupting the member experience, 133 00:05:17,440 --> 00:05:19,920 um, because they worried if someone returned 134 00:05:19,920 --> 00:05:21,600 something that maybe they had bought, 135 00:05:21,640 --> 00:05:22,920 you know, several years ago, 136 00:05:23,120 --> 00:05:24,960 they wouldn't have the receipt that would go 137 00:05:24,960 --> 00:05:27,160 along with it and it would disrupt that 138 00:05:27,160 --> 00:05:30,360 experience. So we did figure out a solution. 139 00:05:30,360 --> 00:05:33,240 The business did get together a method to 140 00:05:33,280 --> 00:05:34,760 calculate how they can, 141 00:05:34,760 --> 00:05:36,920 um, how members could return something if it 142 00:05:36,920 --> 00:05:38,600 was more than a few years old. 143 00:05:39,000 --> 00:05:41,720 And, um, we deleted the data, 144 00:05:41,720 --> 00:05:42,960 we stayed compliant. 145 00:05:43,560 --> 00:05:46,000 But that experience really stuck with me 146 00:05:46,000 --> 00:05:48,480 because the same thing happens in healthcare 147 00:05:48,760 --> 00:05:50,480 protecting, uh, data. 148 00:05:50,480 --> 00:05:52,000 It's not just about compliance. 149 00:05:52,000 --> 00:05:54,380 It's about like how you care for people. 150 00:05:57,260 --> 00:06:00,380 So first let's talk a little bit about why 151 00:06:00,580 --> 00:06:03,060 health data is so valuable. 152 00:06:03,620 --> 00:06:05,060 Um, it's very different. 153 00:06:05,060 --> 00:06:06,900 It's much more valuable than a lot of the 154 00:06:06,900 --> 00:06:08,780 other data that's out there. 155 00:06:09,300 --> 00:06:11,820 Um, and there's a lot of different research 156 00:06:11,820 --> 00:06:13,140 and statistics. Excuse me? 157 00:06:13,140 --> 00:06:15,500 Statistics about, um, like, 158 00:06:15,540 --> 00:06:17,140 just how much it's worth, 159 00:06:17,140 --> 00:06:21,260 but it can be anywhere from 60 to $1000 for a 160 00:06:21,260 --> 00:06:23,780 medical record. And when you compare that to 161 00:06:23,820 --> 00:06:25,380 something like a credit card, 162 00:06:25,580 --> 00:06:29,660 um, number, that's going to be like 2 to $5. 163 00:06:29,780 --> 00:06:32,620 And when these criminals get these medical 164 00:06:32,620 --> 00:06:34,500 records, the things they're using them for, 165 00:06:34,540 --> 00:06:36,940 things like identity theft, 166 00:06:37,140 --> 00:06:39,260 fake fake prescriptions is really high. 167 00:06:39,780 --> 00:06:41,700 False insurance claims. 168 00:06:42,140 --> 00:06:46,340 Um, and the reason is because you can cancel 169 00:06:46,460 --> 00:06:47,660 that credit card number. 170 00:06:47,660 --> 00:06:49,940 You can't cancel your medical history. 171 00:06:49,940 --> 00:06:54,630 So it's really just this goldmine of data. 172 00:06:54,630 --> 00:06:57,990 And that's why we need to really have this 173 00:06:57,990 --> 00:07:00,990 strong culture around healthcare data about 174 00:07:00,990 --> 00:07:05,150 protecting it. And oh, 175 00:07:05,150 --> 00:07:07,750 it looks like this is sharing a little goofy, 176 00:07:07,750 --> 00:07:09,710 but you will get the point. 177 00:07:09,750 --> 00:07:13,550 And so that's why I developed this care 178 00:07:13,550 --> 00:07:16,990 framework for through my work with healthcare 179 00:07:17,550 --> 00:07:18,670 practitioners. 180 00:07:19,110 --> 00:07:20,510 It is really simple. 181 00:07:20,510 --> 00:07:21,910 It's really practical. 182 00:07:21,910 --> 00:07:24,470 It works. And it actually works in um, 183 00:07:24,470 --> 00:07:26,870 really around any kind of company with any 184 00:07:26,870 --> 00:07:28,110 kind of compliance data. 185 00:07:28,110 --> 00:07:30,150 But this is specific for healthcare. 186 00:07:30,950 --> 00:07:33,510 Uh, the first thing I do is I complete an 187 00:07:33,510 --> 00:07:35,310 assessment. So for healthcare, 188 00:07:35,350 --> 00:07:37,470 you know, I'm looking at all the places that 189 00:07:37,470 --> 00:07:39,550 have protected health information. 190 00:07:39,550 --> 00:07:41,070 So all that health data, 191 00:07:41,070 --> 00:07:44,070 where is that? Everywhere in the company. 192 00:07:44,430 --> 00:07:46,790 Um, you know, I had a client recently where, 193 00:07:46,830 --> 00:07:48,830 you know, when I'm doing the mapping this out 194 00:07:49,890 --> 00:07:51,770 and one of their employees was actually 195 00:07:51,810 --> 00:07:55,210 downloading word documents from their 196 00:07:55,210 --> 00:07:57,090 electronic health record system. 197 00:07:57,330 --> 00:07:59,170 And when I asked, well, what are you doing? 198 00:07:59,170 --> 00:08:01,090 Because I was worried this document is going 199 00:08:01,130 --> 00:08:04,290 to be sitting on her laptop and could be a 200 00:08:04,290 --> 00:08:05,490 data breach risk. 201 00:08:05,610 --> 00:08:07,090 She said, oh, well, we can't edit the 202 00:08:07,090 --> 00:08:08,970 document, so I'm going to download it and 203 00:08:08,970 --> 00:08:10,610 then, you know, edit it or, 204 00:08:10,650 --> 00:08:11,810 you know, I'm going to download it, edit it 205 00:08:11,810 --> 00:08:13,010 and then re-upload it. 206 00:08:13,450 --> 00:08:16,930 So sometimes just being aware that that risk 207 00:08:16,930 --> 00:08:18,690 is there is what's really important. 208 00:08:18,690 --> 00:08:21,450 We did reach out to the vendor and asked them 209 00:08:21,450 --> 00:08:23,130 to put in a feature request that they could 210 00:08:23,130 --> 00:08:25,810 make an edit. So, you know, 211 00:08:25,850 --> 00:08:26,930 once you see those risks, 212 00:08:26,930 --> 00:08:30,450 it's really easy to actually address them. 213 00:08:30,450 --> 00:08:33,250 So I would ask you to ask yourself, 214 00:08:33,250 --> 00:08:35,250 do you know where all the protected health 215 00:08:35,250 --> 00:08:37,890 information is in your organization? 216 00:08:38,690 --> 00:08:39,810 Because then, like I said, 217 00:08:39,810 --> 00:08:41,410 once you see these risks, 218 00:08:41,410 --> 00:08:43,570 you can start addressing these gaps, 219 00:08:43,890 --> 00:08:45,130 which is the next step. 220 00:08:45,450 --> 00:08:49,140 Um, and actually a, the next step is that I 221 00:08:49,180 --> 00:08:50,460 would like to talk about is actually multi 222 00:08:50,500 --> 00:08:51,660 factor authentication. 223 00:08:51,660 --> 00:08:54,420 This is something that I see time and time 224 00:08:54,420 --> 00:08:56,820 again. And I know it's a pain and no one 225 00:08:56,820 --> 00:08:58,300 likes to have to do multi factor 226 00:08:58,300 --> 00:08:59,340 authentication. 227 00:08:59,700 --> 00:09:02,500 But it prevents so many data breaches. 228 00:09:02,500 --> 00:09:04,940 And usually what I find is that I go into a 229 00:09:04,940 --> 00:09:07,820 clinic and they have it turned on in like 230 00:09:08,140 --> 00:09:11,340 almost every system, but there is always one 231 00:09:11,340 --> 00:09:14,220 where it's missing. So this is a really small 232 00:09:14,220 --> 00:09:16,700 step that can really help protect your 233 00:09:16,700 --> 00:09:19,460 patient data. And so I want you to ask 234 00:09:19,460 --> 00:09:21,900 yourself, is there maybe one system in your 235 00:09:21,900 --> 00:09:25,380 practice where you're not 100% sure that MFA 236 00:09:25,380 --> 00:09:30,020 is enabled? Next, you want to recommend I 237 00:09:30,060 --> 00:09:31,500 recommend improvements because you want to 238 00:09:31,500 --> 00:09:34,420 create improvements that last um, 239 00:09:34,420 --> 00:09:36,500 I'm right now writing an incident response 240 00:09:36,500 --> 00:09:38,260 plan for a client of mine, 241 00:09:38,260 --> 00:09:40,540 and this is really like a grab and go 242 00:09:40,540 --> 00:09:43,700 playbook. Um, if you wait for something to 243 00:09:43,740 --> 00:09:46,480 happen like it's too late because when you're 244 00:09:46,480 --> 00:09:49,000 in crisis mode, no one thinks clearly. 245 00:09:49,640 --> 00:09:52,120 And so this could be for something like a 246 00:09:52,120 --> 00:09:54,040 data breach. It could be for a natural 247 00:09:54,040 --> 00:09:56,640 disaster. You know, you have something that 248 00:09:56,640 --> 00:09:59,360 you can grab and you know exactly what to do. 249 00:09:59,960 --> 00:10:02,360 So I want you to ask yourself, 250 00:10:02,560 --> 00:10:04,240 like, if one of your employees came to you 251 00:10:04,240 --> 00:10:07,000 and said, I think we accidentally sent 252 00:10:07,000 --> 00:10:09,120 protected health information to the wrong 253 00:10:09,120 --> 00:10:12,480 person. Would you know what to do in the 254 00:10:12,480 --> 00:10:13,520 first ten minutes? 255 00:10:13,560 --> 00:10:16,320 Would you know what to do in that first day? 256 00:10:18,040 --> 00:10:20,280 And then finally, education keeps everything 257 00:10:20,280 --> 00:10:23,080 working. This is actually my favorite piece. 258 00:10:23,360 --> 00:10:26,320 Um, threats evolve constantly, 259 00:10:26,320 --> 00:10:28,720 so we used to have a lot of email phishing. 260 00:10:28,720 --> 00:10:30,280 We still get a lot of it, but we're a lot 261 00:10:30,280 --> 00:10:31,920 better at recognizing it now. 262 00:10:32,280 --> 00:10:34,960 So now what I'm seeing a lot of is text based 263 00:10:34,960 --> 00:10:38,760 phishing, a lot of AI generated phishing 264 00:10:38,800 --> 00:10:42,320 attempts, and they look so believable. 265 00:10:42,720 --> 00:10:45,700 So, um, you know, a recent client, 266 00:10:45,700 --> 00:10:48,180 they had great onboarding training, 267 00:10:48,180 --> 00:10:49,940 but then nothing after that. 268 00:10:49,940 --> 00:10:51,780 So if a team member had been with them for 269 00:10:51,780 --> 00:10:54,100 many years, they were not getting the most up 270 00:10:54,140 --> 00:10:56,380 to date training. So, you know, 271 00:10:56,420 --> 00:10:58,980 quick win for them was to get them started on 272 00:10:59,020 --> 00:11:01,420 annual training that addressed the most 273 00:11:01,420 --> 00:11:03,140 recent cybersecurity issues. 274 00:11:03,740 --> 00:11:06,460 Um, once your your staff knows what's to look 275 00:11:06,460 --> 00:11:08,660 for, they'll be on the front line spotting 276 00:11:08,660 --> 00:11:11,260 all the risks. So I want you to ask yourself, 277 00:11:11,820 --> 00:11:13,820 when was your last staff training on 278 00:11:13,820 --> 00:11:16,380 cybersecurity and did it include all the 279 00:11:16,380 --> 00:11:24,460 recent threats? So I want you to imagine if 280 00:11:24,460 --> 00:11:27,620 you could reach your goals in your in your 281 00:11:27,620 --> 00:11:30,860 practice, your personal goals by creating a 282 00:11:30,900 --> 00:11:32,900 care culture. What would that feel like? 283 00:11:33,900 --> 00:11:37,780 And imagine if you took just one step this 284 00:11:37,780 --> 00:11:40,260 week. So it might be reviewing where all 285 00:11:40,260 --> 00:11:42,660 your, um, personal health information is, 286 00:11:42,660 --> 00:11:44,990 or it might be checking to make sure. 287 00:11:45,030 --> 00:11:47,470 Multi-factor authentication is enabled. 288 00:11:47,870 --> 00:11:50,310 And then if you have even more bandwidth, 289 00:11:50,670 --> 00:11:52,470 you could start shifting your mindset and 290 00:11:52,470 --> 00:11:54,030 applying the care framework. 291 00:11:54,190 --> 00:11:56,790 And that's really a move from reactive to 292 00:11:56,830 --> 00:12:00,190 proactive. So if you think back to that story 293 00:12:00,190 --> 00:12:03,390 from Costco, it wasn't a technical issue. 294 00:12:03,390 --> 00:12:05,070 It was a cultural one. 295 00:12:05,470 --> 00:12:07,630 And I really learned there that the data 296 00:12:07,630 --> 00:12:09,270 habits come from culture, 297 00:12:09,270 --> 00:12:10,310 not from tools. 298 00:12:10,310 --> 00:12:12,430 And the tools absolutely matter. 299 00:12:12,790 --> 00:12:15,790 But if we don't have the right culture, 300 00:12:15,790 --> 00:12:16,990 the tools don't stick. 301 00:12:17,510 --> 00:12:18,790 And then in healthcare, 302 00:12:18,830 --> 00:12:20,950 the same principle applies because if you 303 00:12:20,950 --> 00:12:23,830 build care into how you lead, 304 00:12:23,830 --> 00:12:25,150 you protect your patients, 305 00:12:25,150 --> 00:12:26,870 you protect your reputation, 306 00:12:26,870 --> 00:12:28,790 and you protect the quality of the care you 307 00:12:28,790 --> 00:12:31,910 deliver. So thank you so much for joining 308 00:12:31,950 --> 00:12:35,670 today. Um, if you would like a security 309 00:12:35,670 --> 00:12:39,590 assessment or need help enabling multifactor 310 00:12:39,590 --> 00:12:42,690 authentication, please book a short call. 311 00:12:42,690 --> 00:12:45,050 I would be happy to talk with you and how I 312 00:12:45,050 --> 00:12:46,010 might be able to help you. 313 00:12:48,250 --> 00:12:50,090 Carol Cox: All right. Fantastic. 314 00:12:50,090 --> 00:12:51,850 Angela. I'll leave this slide up here for 315 00:12:51,850 --> 00:12:54,010 just a moment so everyone can connect with 316 00:12:54,010 --> 00:12:56,490 you. So connect with Angela on LinkedIn. 317 00:12:56,530 --> 00:12:58,490 Also, check out her website which is at 318 00:12:58,890 --> 00:13:02,130 Culture Systems. Com and the links for this 319 00:13:02,130 --> 00:13:04,850 will be on the page so that you can access 320 00:13:04,850 --> 00:13:06,450 them there as well. 321 00:13:06,490 --> 00:13:08,730 All right. Let me take the slides off and 322 00:13:08,730 --> 00:13:11,450 let's bring you back up Angela. 323 00:13:11,450 --> 00:13:13,370 So how how did that feel? 324 00:13:13,370 --> 00:13:15,210 You did a fantastic job. 325 00:13:15,570 --> 00:13:16,890 Angela Gillis: It was. Yeah. Thanks. 326 00:13:18,210 --> 00:13:19,010 Carol Cox: How was that? 327 00:13:19,610 --> 00:13:21,450 Angela Gillis: You know, it was hard. 328 00:13:21,490 --> 00:13:23,010 Like I think I'd mentioned before. It was 329 00:13:23,010 --> 00:13:25,490 hard to get it in in such a compressed time 330 00:13:25,530 --> 00:13:28,450 frame. Um, and it feels really good, 331 00:13:28,490 --> 00:13:32,130 but it is, it's it's very different than the 332 00:13:32,170 --> 00:13:34,770 kind of the kind of presentation that I've 333 00:13:34,770 --> 00:13:36,130 done in the past, which would be very 334 00:13:36,130 --> 00:13:38,610 technical driven and would have a lot of 335 00:13:38,610 --> 00:13:41,300 technical content. So I'm definitely still, 336 00:13:41,700 --> 00:13:43,500 you know, still getting that ease with 337 00:13:43,500 --> 00:13:45,940 presenting that more humorous content. 338 00:13:46,060 --> 00:13:48,660 Um, but I will say, I noticed this weekend 339 00:13:48,660 --> 00:13:50,340 when I was doing something completely 340 00:13:50,340 --> 00:13:51,540 different on my laptop. 341 00:13:51,540 --> 00:13:54,020 Now, when I'm starting to see like memes and 342 00:13:54,020 --> 00:13:55,580 gifs and things like that and think, oh, I'm 343 00:13:55,580 --> 00:13:57,140 going to save that because I know, 344 00:13:57,180 --> 00:13:59,340 I know a story, I can use that for down the 345 00:13:59,340 --> 00:14:00,900 road. So it's definitely. 346 00:14:01,340 --> 00:14:01,780 Yep. 347 00:14:04,660 --> 00:14:05,980 Diane Diaz: That's awesome. Yes. 348 00:14:05,980 --> 00:14:06,380 Yeah. 349 00:14:06,940 --> 00:14:09,060 Carol Cox: Yeah, I love you really got into the memes. 350 00:14:09,100 --> 00:14:10,300 And we'll talk about. 351 00:14:10,340 --> 00:14:12,420 That here in just a moment. 352 00:14:12,420 --> 00:14:14,580 So that's. Great. I want to say hi to Carolyn 353 00:14:14,580 --> 00:14:16,060 Kolstad who's. In the chat. 354 00:14:16,100 --> 00:14:17,660 Thank you for joining us live. 355 00:14:17,660 --> 00:14:18,980 I think you can't thank Angela. 356 00:14:19,020 --> 00:14:20,020 You know Carolyn. 357 00:14:20,540 --> 00:14:23,740 Angela Gillis: Yes. Carolyn is, uh, is one of my very good 358 00:14:23,740 --> 00:14:24,860 business friends. Yes. 359 00:14:25,140 --> 00:14:25,820 Diane Diaz: Oh, well, great. 360 00:14:25,820 --> 00:14:27,300 Carol Cox: Well, so, so nice that she came here to 361 00:14:27,300 --> 00:14:28,500 support you. All right, so hang tight, 362 00:14:28,500 --> 00:14:29,980 Angela, we're going to come back to you in 363 00:14:29,980 --> 00:14:31,700 the roundtable. But next, 364 00:14:31,700 --> 00:14:33,180 let me bring up Cristal. 365 00:14:33,220 --> 00:14:35,860 De Cristal is a book coach. 366 00:14:35,860 --> 00:14:38,060 She's also has a publishing company that has 367 00:14:38,060 --> 00:14:40,120 published over 400. 368 00:14:40,160 --> 00:14:41,800 Yes, 400 authors. 369 00:14:41,840 --> 00:14:45,320 Amazing. She herself has written 11 books. 370 00:14:45,320 --> 00:14:46,600 I'm still on my first. 371 00:14:46,600 --> 00:14:49,400 I don't know how she has written 11 and she's 372 00:14:49,400 --> 00:14:52,680 an incredible speaker and inspiring speaker. 373 00:14:52,840 --> 00:14:55,600 We work together on her keynote address, 374 00:14:55,800 --> 00:14:58,280 and she's going to share with us now a ten 375 00:14:58,280 --> 00:15:00,560 minute version of that crystal. 376 00:15:00,600 --> 00:15:01,360 Take it away. 377 00:15:03,440 --> 00:15:04,680 Crystal Daye: Hi everyone. 378 00:15:04,680 --> 00:15:07,400 So only 3% finish. 379 00:15:07,440 --> 00:15:09,800 What separates dreamers from doers? 380 00:15:10,200 --> 00:15:13,360 Did you know that 80% of people say they want 381 00:15:13,360 --> 00:15:17,720 to write a book? Only 7% actually start. 382 00:15:18,080 --> 00:15:20,320 But here's even more shocking. 383 00:15:20,760 --> 00:15:24,240 Only 3% of those who start actually finish 384 00:15:24,240 --> 00:15:27,360 and publish. So let me ask you something. 385 00:15:27,800 --> 00:15:30,080 Have you ever thought I want to write a book? 386 00:15:30,720 --> 00:15:32,840 Maybe people around you have said your story 387 00:15:32,840 --> 00:15:35,040 is so powerful you should write a book. 388 00:15:35,520 --> 00:15:36,640 You're not alone. 389 00:15:36,880 --> 00:15:40,020 But here's the real question what separates 390 00:15:40,020 --> 00:15:42,220 that 3% from everyone else? 391 00:15:42,380 --> 00:15:43,860 And it's not what you think. 392 00:15:44,140 --> 00:15:46,700 As mentioned, I'm Crystal Lee named a top 393 00:15:46,740 --> 00:15:48,980 book coach according to Yahoo Finance, 394 00:15:48,980 --> 00:15:51,620 and I've helped over 400 authors to write and 395 00:15:51,620 --> 00:15:53,700 publish their books in the last eight years. 396 00:15:54,020 --> 00:15:56,060 I run the number one faith based publishing 397 00:15:56,060 --> 00:15:57,740 company in the Caribbean, 398 00:15:57,740 --> 00:15:59,740 and I am a 11 times author, 399 00:15:59,740 --> 00:16:01,260 international speaker, 400 00:16:01,260 --> 00:16:03,660 and I've helped hundreds of authors land on 401 00:16:03,660 --> 00:16:05,100 the Amazon bestseller list. 402 00:16:05,420 --> 00:16:07,740 So I'm telling you this not to impress you at 403 00:16:07,740 --> 00:16:11,340 all, but to impress upon you that I know what 404 00:16:11,340 --> 00:16:12,580 it takes to finish. 405 00:16:12,580 --> 00:16:14,620 And I know why most people don't. 406 00:16:15,060 --> 00:16:17,220 So let me ask you, which one of these can you 407 00:16:17,220 --> 00:16:19,620 relate to? I do have time. 408 00:16:19,860 --> 00:16:23,020 I do have money, I keep procrastinating, 409 00:16:23,260 --> 00:16:25,020 I feel like I lack discipline. 410 00:16:25,300 --> 00:16:27,260 Am I good enough to write a book? 411 00:16:27,300 --> 00:16:30,420 Am I the right person who will buy my book? 412 00:16:31,140 --> 00:16:32,820 Here's the truth. Yes, 413 00:16:32,820 --> 00:16:35,830 all of those may be legitimate Checkmate 414 00:16:35,870 --> 00:16:38,510 obstacles, and they will always be there 415 00:16:38,510 --> 00:16:41,790 until your desire and your why becomes big 416 00:16:41,790 --> 00:16:44,150 enough. But here's something else. 417 00:16:44,150 --> 00:16:46,070 And this is what most people miss. 418 00:16:46,390 --> 00:16:49,470 We think it's about desire and discipline, 419 00:16:49,870 --> 00:16:52,710 but that's incomplete because there's a gap, 420 00:16:52,990 --> 00:16:57,230 a missing piece that separates 3% who finish 421 00:16:57,510 --> 00:16:59,630 from the 90% who don't. 422 00:16:59,990 --> 00:17:02,230 Here's the truth it's desire, 423 00:17:02,470 --> 00:17:04,590 discomfort, and discipline. 424 00:17:04,950 --> 00:17:07,190 That middle element discomfort is what 425 00:17:07,190 --> 00:17:08,630 changes everything. 426 00:17:08,910 --> 00:17:10,670 It's easy to want something, 427 00:17:10,670 --> 00:17:12,270 and sometimes it's easier to have the 428 00:17:12,270 --> 00:17:14,870 discipline when some when things are 429 00:17:14,870 --> 00:17:17,590 comfortable. But it's hard to make yourself 430 00:17:17,590 --> 00:17:18,630 uncomfortable. 431 00:17:18,630 --> 00:17:20,710 And that's exactly where your breakthroughs 432 00:17:20,750 --> 00:17:24,150 lies. So what separates those who do from 433 00:17:24,150 --> 00:17:25,510 those who only dream? 434 00:17:25,750 --> 00:17:27,870 Let me show you one. 435 00:17:28,150 --> 00:17:31,390 Clarify your message because clarity creates 436 00:17:31,390 --> 00:17:34,430 momentum. You can finish what you haven't 437 00:17:34,570 --> 00:17:37,530 defined. So you hear most people say, 438 00:17:37,530 --> 00:17:40,130 I want to write a book someday or I just want 439 00:17:40,170 --> 00:17:41,250 to impact people. 440 00:17:41,490 --> 00:17:43,530 But clarity gives direction, 441 00:17:43,530 --> 00:17:45,890 and direction fuels discipline. 442 00:17:46,250 --> 00:17:47,930 So I want you to ask yourself these three 443 00:17:47,930 --> 00:17:51,010 questions. Who specifically needs to hear my 444 00:17:51,010 --> 00:17:54,130 message? What problem am I solving and what 445 00:17:54,170 --> 00:17:57,130 solution am I providing from my story? 446 00:17:57,770 --> 00:17:59,010 When I wrote my first book, 447 00:17:59,010 --> 00:18:00,290 Living a Royal Reality, 448 00:18:00,290 --> 00:18:02,930 I loved writing in journals and diaries, 449 00:18:02,930 --> 00:18:04,850 but I wouldn't say I'm a strong writer. 450 00:18:05,010 --> 00:18:07,770 Actually, I did better in accounting and math 451 00:18:07,850 --> 00:18:09,890 than language based subjects, 452 00:18:09,890 --> 00:18:11,650 but I had a burning desire. 453 00:18:11,690 --> 00:18:14,090 God wanted me to share my story of growing up 454 00:18:14,090 --> 00:18:15,690 in poverty, being molested, 455 00:18:15,730 --> 00:18:18,610 having an abortion, and how I turn my pain 456 00:18:18,610 --> 00:18:21,330 into purpose. I wrote this book out of 457 00:18:21,330 --> 00:18:24,370 obedience. I knew I was writing to help women 458 00:18:24,410 --> 00:18:27,010 see their worth in Christ and walk in their 459 00:18:27,010 --> 00:18:30,370 identity. Once I got clear on why I was 460 00:18:30,370 --> 00:18:32,690 writing, the whole came naturally. 461 00:18:32,690 --> 00:18:35,220 Trolley because when you get clear on your 462 00:18:35,220 --> 00:18:37,460 message, you create momentum. 463 00:18:37,700 --> 00:18:40,980 Clarity turns ideas into assignments and 464 00:18:40,980 --> 00:18:42,740 assignments into impact. 465 00:18:42,940 --> 00:18:46,740 So I want you to take 60s right now to answer 466 00:18:46,740 --> 00:18:50,060 this question. Who specifically needs to hear 467 00:18:50,300 --> 00:18:51,340 your message? 468 00:18:51,700 --> 00:18:54,500 What transformation will they experience 469 00:18:54,500 --> 00:18:55,820 after reading your book? 470 00:18:56,420 --> 00:18:58,740 Um, let's do a countdown. 471 00:18:58,780 --> 00:19:01,140 Yes, I want you to answer that question 472 00:19:01,140 --> 00:19:03,180 because when you get that clear, 473 00:19:03,220 --> 00:19:06,100 you are moving closer to the 3%. 474 00:19:06,820 --> 00:19:08,700 Let's jump into number two. 475 00:19:09,020 --> 00:19:12,820 Embrace discomfort because growth begins 476 00:19:12,820 --> 00:19:14,100 where comfort ends. 477 00:19:14,460 --> 00:19:16,300 Everyone wants the blessing. 478 00:19:16,340 --> 00:19:18,700 Few are willing to face the becoming. 479 00:19:18,940 --> 00:19:21,300 But your next level will always come with 480 00:19:21,300 --> 00:19:23,580 discomfort. And here's what something 481 00:19:23,580 --> 00:19:27,100 critical. Your message message lives in your 482 00:19:27,140 --> 00:19:29,660 mess. What I've learned from hundreds of 483 00:19:29,660 --> 00:19:32,400 authors the chapters they don't want to write 484 00:19:32,400 --> 00:19:35,320 all the chapters the readers need most the 485 00:19:35,320 --> 00:19:36,600 parts you want to skip, 486 00:19:36,600 --> 00:19:37,800 such as your failures, 487 00:19:37,800 --> 00:19:38,960 the embarrassing moment, 488 00:19:39,000 --> 00:19:41,840 your dark seasons, the uncomfortable truth. 489 00:19:42,040 --> 00:19:45,160 Those are exactly what will make your book a 490 00:19:45,160 --> 00:19:46,560 bestseller. Why? 491 00:19:46,680 --> 00:19:48,600 Because readers don't connect with 492 00:19:48,600 --> 00:19:51,360 perfection. They connect with the progress 493 00:19:51,360 --> 00:19:54,000 and perfect process. 494 00:19:54,520 --> 00:19:56,320 So let me tell you about my client, 495 00:19:56,320 --> 00:19:59,560 Beverly. I met Beverly at a book launch. 496 00:19:59,640 --> 00:20:01,960 She heard my story and told me she wanted to 497 00:20:01,960 --> 00:20:04,480 write a book about being molested in her. 498 00:20:04,520 --> 00:20:05,720 In our coaching session, 499 00:20:05,720 --> 00:20:08,720 I realized a lot of what she was writing was 500 00:20:08,720 --> 00:20:11,800 surface level and actually from an unhealed 501 00:20:11,800 --> 00:20:14,840 place. I had to coach her through forgiveness 502 00:20:14,840 --> 00:20:17,160 and teach her how to write from an empowered 503 00:20:17,160 --> 00:20:18,840 place. And guess what? 504 00:20:18,880 --> 00:20:20,560 Her book, destined for purpose, 505 00:20:20,560 --> 00:20:23,080 became a bestseller in three categories, 506 00:20:23,080 --> 00:20:25,480 and she also launched her speaking career, 507 00:20:25,520 --> 00:20:27,680 helping women to find courage after 508 00:20:27,680 --> 00:20:31,260 hardships. The story you are most reluctant 509 00:20:31,260 --> 00:20:33,540 to tell is probably the most important 510 00:20:33,540 --> 00:20:35,300 message you need to write, 511 00:20:35,300 --> 00:20:37,460 so I want you to think about it. 512 00:20:37,940 --> 00:20:39,140 Don't overthink it. 513 00:20:39,180 --> 00:20:41,660 The first thing that came to mind when you 514 00:20:41,700 --> 00:20:44,780 felt afraid that is your your goal. 515 00:20:44,980 --> 00:20:47,220 Remember, your breakthrough doesn't live in 516 00:20:47,220 --> 00:20:49,820 comfort. It's buried in the part of the story 517 00:20:49,820 --> 00:20:51,100 you are afraid to tell. 518 00:20:51,540 --> 00:20:55,740 Then number three get accountability because 519 00:20:55,780 --> 00:20:58,460 purpose cannot thrive in isolation. 520 00:20:58,780 --> 00:21:00,860 Dreamers wait for motivation, 521 00:21:00,860 --> 00:21:03,100 but doers create structure. 522 00:21:03,340 --> 00:21:06,260 And the the truth is, you can't do purpose 523 00:21:06,260 --> 00:21:09,980 alone. Accountability is what turns intention 524 00:21:09,980 --> 00:21:11,020 into impact. 525 00:21:11,380 --> 00:21:12,860 In my publishing company, 526 00:21:12,860 --> 00:21:14,820 I've seen it over and over again. 527 00:21:14,860 --> 00:21:17,180 The authors who finish are the ones who don't 528 00:21:17,220 --> 00:21:18,380 try to do it alone. 529 00:21:18,660 --> 00:21:20,380 They join coaching programs, 530 00:21:20,380 --> 00:21:21,980 writing sprint communities. 531 00:21:22,020 --> 00:21:24,900 They invite people into their process. 532 00:21:25,220 --> 00:21:27,060 So let me tell you about another client, 533 00:21:27,060 --> 00:21:29,270 Miss Laverne. At age 19, 534 00:21:29,310 --> 00:21:30,830 I started working at a government 535 00:21:30,830 --> 00:21:33,470 organization where I met Miss Laverne, 536 00:21:33,510 --> 00:21:35,630 our trading card training coordinator. 537 00:21:35,870 --> 00:21:37,710 She was such a lovely woman. 538 00:21:37,950 --> 00:21:41,190 Fast forward 16 years later when I started my 539 00:21:41,190 --> 00:21:43,110 publishing company, miss Laverne, 540 00:21:43,110 --> 00:21:47,790 at age 62, enrolled in my coaching program. 541 00:21:47,990 --> 00:21:50,350 She shared that she has been writing a book 542 00:21:50,350 --> 00:21:52,150 since 1984. 543 00:21:52,350 --> 00:21:55,190 Yes, that is before I was born. 544 00:21:55,630 --> 00:21:57,950 But in 90 days of working together, 545 00:21:57,950 --> 00:22:00,590 she completed her manuscript From Failure to 546 00:22:00,630 --> 00:22:03,590 Flourishing. So when you get accountability, 547 00:22:03,630 --> 00:22:06,870 you get traction, because isolation breeds 548 00:22:06,870 --> 00:22:07,950 insecurity. 549 00:22:07,950 --> 00:22:11,310 But accountability fuels consistency, 550 00:22:11,310 --> 00:22:13,830 and consistency creates a legacy. 551 00:22:14,550 --> 00:22:15,590 So here's the thing. 552 00:22:15,630 --> 00:22:17,350 Your legacy is waiting. 553 00:22:17,590 --> 00:22:19,270 Let me ask you something. 554 00:22:19,510 --> 00:22:21,870 What do you see your legacy looking like? 555 00:22:22,630 --> 00:22:25,310 Many of the people I coach and publish their 556 00:22:25,310 --> 00:22:27,190 books as a part of their legacy. 557 00:22:27,290 --> 00:22:29,130 They think about it in three ways. 558 00:22:29,130 --> 00:22:32,050 Financial legacy a book that generates income 559 00:22:32,050 --> 00:22:33,090 and opportunity. 560 00:22:33,530 --> 00:22:36,410 Spiritual legacy, a message that outlives 561 00:22:36,410 --> 00:22:39,090 you, and personal legacy a story that 562 00:22:39,090 --> 00:22:41,530 inspires lives for generation. 563 00:22:41,850 --> 00:22:44,650 So don't allow insecurities to stop you. 564 00:22:44,690 --> 00:22:47,250 Your dream. They've certainly tried to stop 565 00:22:47,250 --> 00:22:49,570 me and of course, many of my clients. 566 00:22:49,970 --> 00:22:52,970 But where do you need to get uncomfortable? 567 00:22:53,290 --> 00:22:56,010 Who will you become on the other side of that 568 00:22:56,010 --> 00:22:58,690 discomfort? Are you ready to be a part of the 569 00:22:58,690 --> 00:23:01,850 3%? Because that's where dreamers become 570 00:23:01,890 --> 00:23:04,490 doers. That's where aspiring authors become 571 00:23:04,490 --> 00:23:06,650 best sellers. So if you're serious about 572 00:23:06,650 --> 00:23:09,090 writing a book, not someday, 573 00:23:09,450 --> 00:23:11,930 but today or this year at least, 574 00:23:12,050 --> 00:23:13,930 I want to give you something that will help 575 00:23:13,930 --> 00:23:15,250 you to get started now. 576 00:23:15,410 --> 00:23:17,690 I've created a free Best-seller cheat sheet 577 00:23:17,730 --> 00:23:20,410 specifically, specifically for people who are 578 00:23:20,410 --> 00:23:22,210 non dreaming and ready to do. 579 00:23:22,490 --> 00:23:24,850 This cheat sheet breaks down exact steps my 580 00:23:24,850 --> 00:23:27,460 best selling authors used to go from idea to 581 00:23:27,500 --> 00:23:29,860 published book, so you can download it now 582 00:23:29,860 --> 00:23:33,140 at. Bestseller sheet. 583 00:23:33,140 --> 00:23:37,180 Yes, it's easy to remember bit.ly Bestseller 584 00:23:37,180 --> 00:23:39,700 Sheet because this is not just a theory. 585 00:23:39,700 --> 00:23:41,620 This is a proven process that has helped 586 00:23:41,660 --> 00:23:44,780 hundreds of authors land on Amazon bestseller 587 00:23:44,780 --> 00:23:47,020 list. I've worked with authors through book 588 00:23:47,020 --> 00:23:48,220 coaching and publishing. 589 00:23:48,220 --> 00:23:51,020 Because a book is more than words on a page, 590 00:23:51,020 --> 00:23:54,100 it's a tool. A tool for impact, 591 00:23:54,100 --> 00:23:55,660 income, and legacy. 592 00:23:55,900 --> 00:23:58,540 So again, remember to go and grab your cheat 593 00:23:58,540 --> 00:24:01,380 sheet and let's turn your dream into reality. 594 00:24:02,140 --> 00:24:04,780 Now I want to remind you, 595 00:24:04,900 --> 00:24:06,660 having desire is great. 596 00:24:06,660 --> 00:24:08,300 Discipline is our most. 597 00:24:08,300 --> 00:24:10,780 But paying the discomfort price to finish 598 00:24:10,780 --> 00:24:13,860 your book is what moves you from dreamer to 599 00:24:13,900 --> 00:24:16,420 duo, from aspiring author to bestseller. 600 00:24:16,660 --> 00:24:18,660 So let me repeat the formula. 601 00:24:18,780 --> 00:24:20,860 It's desire, discomfort, 602 00:24:20,860 --> 00:24:23,860 discipline. Let's get clear on your message. 603 00:24:24,200 --> 00:24:25,880 Push through the discomfort. 604 00:24:25,920 --> 00:24:28,400 Walk with accountability until your book, 605 00:24:28,440 --> 00:24:30,600 your business, your dream is done. 606 00:24:31,120 --> 00:24:33,080 Stop thinking about yourself and start 607 00:24:33,080 --> 00:24:34,960 thinking about the people waiting on your 608 00:24:34,960 --> 00:24:37,920 message. That's the identity shift that 609 00:24:37,920 --> 00:24:39,040 changes everything. 610 00:24:39,240 --> 00:24:41,320 Because greatness isn't about where you 611 00:24:41,320 --> 00:24:43,560 start. It's about what you finish. 612 00:24:44,080 --> 00:24:47,360 The 3% who finish aren't luckier or more 613 00:24:47,360 --> 00:24:49,320 talented. They are just willing to be 614 00:24:49,320 --> 00:24:52,240 uncomfortable long enough to become who they 615 00:24:52,240 --> 00:24:54,840 are called to be. So let me ask you, 616 00:24:54,880 --> 00:24:57,720 which one are you, a dreamer or a doer? 617 00:24:58,000 --> 00:24:58,760 Thank you. 618 00:25:00,880 --> 00:25:03,160 Carol Cox: All right. Crystal, that was amazing. 619 00:25:03,160 --> 00:25:05,000 I am inspired, I really am, 620 00:25:05,000 --> 00:25:08,560 like I. You always inspire me to write. 621 00:25:08,760 --> 00:25:10,280 Who's ready to. Who's ready to write a book? 622 00:25:10,280 --> 00:25:10,520 Right. 623 00:25:10,560 --> 00:25:13,360 Diane Diaz: I'm ready. I'm going to download that cheat 624 00:25:13,360 --> 00:25:14,400 sheet. Right. 625 00:25:14,400 --> 00:25:14,560 Yeah. 626 00:25:14,600 --> 00:25:16,680 Carol Cox: Exactly. How did that feel? 627 00:25:17,560 --> 00:25:18,840 Crystal Daye: Uh, it was good. 628 00:25:19,000 --> 00:25:20,560 Um, I mean, like you said, 629 00:25:20,600 --> 00:25:22,080 you know, I've been speaking for a while, but 630 00:25:22,080 --> 00:25:25,420 I've always struggled with the call to action 631 00:25:25,420 --> 00:25:27,900 part. Like, you know, should I just tell 632 00:25:27,940 --> 00:25:29,460 people about what I do? 633 00:25:29,700 --> 00:25:31,580 So I think especially being in thought 634 00:25:31,620 --> 00:25:35,780 leadership has showed me how to genuinely, 635 00:25:36,020 --> 00:25:39,260 uh, include how I serve people, 636 00:25:39,700 --> 00:25:42,340 uh, in a way that doesn't feel salesy, 637 00:25:42,420 --> 00:25:45,180 but also feels like it's providing a solution 638 00:25:45,180 --> 00:25:48,220 to the problem. And that has been my biggest, 639 00:25:48,220 --> 00:25:51,380 biggest takeaway. How to incorporate that? 640 00:25:51,540 --> 00:25:53,020 Um, how I serve people, 641 00:25:53,140 --> 00:25:55,780 um, in my business, in my brand, 642 00:25:55,780 --> 00:25:56,700 in my talk. 643 00:25:57,340 --> 00:25:58,620 Diane Diaz: That's your discomfort, 644 00:25:58,660 --> 00:25:59,380 you might say? 645 00:25:59,980 --> 00:26:03,860 Carol Cox: That's definitely mic drop on that. 646 00:26:03,900 --> 00:26:05,300 Yes. Totally. Yes. 647 00:26:05,300 --> 00:26:07,900 That is it. Well, you did that beautifully. 648 00:26:07,900 --> 00:26:09,100 You shared. Examples. 649 00:26:09,100 --> 00:26:10,140 Of your clients. 650 00:26:10,140 --> 00:26:11,780 And here's the thing. Listening to that, I 651 00:26:11,780 --> 00:26:13,500 was like, yeah, I want to write a book. 652 00:26:13,540 --> 00:26:15,820 And if you had never said that this is what 653 00:26:15,820 --> 00:26:17,300 you helped people with, I would have been 654 00:26:17,300 --> 00:26:19,220 like, well, where do I do now? I'm excited, 655 00:26:19,220 --> 00:26:21,060 but I don't know where to go. So obviously 656 00:26:21,060 --> 00:26:23,230 now, you know, people want to go to you. 657 00:26:23,270 --> 00:26:24,710 Diane Diaz: Yeah. It makes me feel like I could. Oh, I 658 00:26:24,710 --> 00:26:26,510 could do that. Oh, I could do that. 659 00:26:26,510 --> 00:26:28,070 Right. Yeah. Yeah. 660 00:26:28,110 --> 00:26:30,470 Crystal Daye: I was trying to find like in my mind I'm 661 00:26:30,470 --> 00:26:32,310 like, okay, how do I find humor? 662 00:26:32,470 --> 00:26:34,670 But I was hoping that the best part could 663 00:26:34,670 --> 00:26:36,310 come up with is, you know, 664 00:26:36,350 --> 00:26:38,190 Laverne and she, you know, 665 00:26:38,230 --> 00:26:40,190 she writing a book before I was born, 666 00:26:40,190 --> 00:26:41,110 but that was. 667 00:26:41,230 --> 00:26:42,070 Diane Diaz: That was great. 668 00:26:42,790 --> 00:26:45,030 Crystal Daye: I was like, okay, how do I find something 669 00:26:45,030 --> 00:26:45,990 numerous to include? 670 00:26:46,030 --> 00:26:48,230 Diane Diaz: It was very natural to when you did it. 671 00:26:48,270 --> 00:26:49,350 Yeah, yeah, yeah. 672 00:26:49,350 --> 00:26:50,750 Carol Cox: That was funny. That laugh, that also 673 00:26:50,750 --> 00:26:53,030 crystal, like, you are so expressive. 674 00:26:53,030 --> 00:26:54,950 And you smile when you speak, 675 00:26:54,990 --> 00:26:58,190 like you come across so warm and inviting. 676 00:26:58,190 --> 00:26:59,710 So I feel like that even though it's not 677 00:26:59,710 --> 00:27:01,790 quote unquote humor, it's still it's like 678 00:27:01,790 --> 00:27:03,990 joy. It's joy that comes through. 679 00:27:04,030 --> 00:27:04,390 Crystal Daye: Thank you. 680 00:27:04,430 --> 00:27:07,150 Carol Cox: Yeah. Yes. And I want to say hi to Kiana 681 00:27:07,190 --> 00:27:08,870 Walters who's in the chat. 682 00:27:08,870 --> 00:27:10,590 So say hi to her. 683 00:27:10,590 --> 00:27:12,150 Thank you for joining us live. All right. 684 00:27:12,150 --> 00:27:13,910 Let's have a roundtable discussion. 685 00:27:13,910 --> 00:27:16,630 Diane, since you worked directly with Angela 686 00:27:16,630 --> 00:27:19,190 and her VIP day, why don't you, 687 00:27:19,190 --> 00:27:21,330 the two of you chat a little bit about what 688 00:27:21,330 --> 00:27:24,170 that was like to come up with her talk that 689 00:27:24,170 --> 00:27:26,410 she now has repurposed for a webinar 690 00:27:26,530 --> 00:27:28,690 recently, as well as for today's, 691 00:27:28,850 --> 00:27:30,330 uh, ten minute version. 692 00:27:30,570 --> 00:27:32,930 Diane Diaz: Yes. Well, I one of the things I do remember 693 00:27:32,930 --> 00:27:35,010 is when we talked about and you touched on 694 00:27:35,010 --> 00:27:36,970 this when we talked about that, 695 00:27:36,970 --> 00:27:39,050 this is a different style of speaking for 696 00:27:39,050 --> 00:27:40,930 you. Right. Because you're used to more of 697 00:27:40,970 --> 00:27:43,170 the what we could call maybe corporate style 698 00:27:43,170 --> 00:27:44,890 where it's here's information, information 699 00:27:44,890 --> 00:27:47,850 information. So maybe you can share a little 700 00:27:47,890 --> 00:27:51,930 bit about what what was your maybe your 701 00:27:51,930 --> 00:27:55,010 expectation of what it might be to shift the 702 00:27:55,010 --> 00:27:56,930 style. And then what was the reality of 703 00:27:56,930 --> 00:27:57,970 shifting the style? 704 00:27:58,450 --> 00:28:01,890 Angela Gillis: Um, you know, I don't I don't know if I knew 705 00:28:01,890 --> 00:28:03,010 what the expectation was. 706 00:28:03,010 --> 00:28:06,890 I knew I knew the way that I could do a 707 00:28:06,890 --> 00:28:09,530 presentation for a corporate client that I 708 00:28:09,530 --> 00:28:11,410 worked for was different, 709 00:28:11,410 --> 00:28:14,010 and I knew it wasn't landing when I would do 710 00:28:14,050 --> 00:28:16,130 webinars or speak with clients. 711 00:28:16,130 --> 00:28:19,220 So I didn't know what the expectation my 712 00:28:19,220 --> 00:28:20,620 expectation was. I knew it was going to be 713 00:28:20,620 --> 00:28:22,220 different. I knew there was something 714 00:28:22,260 --> 00:28:25,820 missing. And then, um, 715 00:28:25,820 --> 00:28:28,460 I did not expect it honestly to be things 716 00:28:28,460 --> 00:28:31,420 like, uh, using more humor and things like 717 00:28:31,420 --> 00:28:33,100 that. I thought, no, we're talking about very 718 00:28:33,100 --> 00:28:35,180 serious regulatory topics. 719 00:28:35,180 --> 00:28:36,820 This isn't a place, you know, 720 00:28:36,860 --> 00:28:38,180 I think if you had said that to me at the 721 00:28:38,180 --> 00:28:39,460 beginning, I would have thought like, this 722 00:28:39,460 --> 00:28:40,740 isn't a place for humor. 723 00:28:41,020 --> 00:28:43,620 Um, so that's really been a shift for me, 724 00:28:44,020 --> 00:28:45,620 uh, to realize, actually, 725 00:28:45,660 --> 00:28:47,140 that is a place for humor. 726 00:28:47,140 --> 00:28:49,900 And that does help keep everyone engaged. 727 00:28:50,660 --> 00:28:52,180 Diane Diaz: Yeah. No. It's great. And you did an 728 00:28:52,180 --> 00:28:53,660 excellent job. As Carol pointed out, 729 00:28:53,700 --> 00:28:55,020 excellent job with the memes. 730 00:28:55,060 --> 00:28:59,140 And I like memes because they don't force you 731 00:28:59,140 --> 00:29:00,620 to come up with something funny. 732 00:29:00,620 --> 00:29:03,460 They sort of do the heavy lifting for you, 733 00:29:03,500 --> 00:29:03,820 which. 734 00:29:04,020 --> 00:29:04,420 Angela Gillis: Yeah. 735 00:29:04,460 --> 00:29:06,060 Diane Diaz: Which is great. Whatever works. 736 00:29:06,100 --> 00:29:08,060 And they're universally relatable. 737 00:29:08,300 --> 00:29:09,620 Yeah, people can see it. 738 00:29:09,620 --> 00:29:10,980 And then you're speaking about what you're 739 00:29:10,980 --> 00:29:12,020 speaking about. 740 00:29:12,260 --> 00:29:14,780 So and you touched on a little bit of how you 741 00:29:14,820 --> 00:29:16,180 now you see memes and you're like, oh, I'm 742 00:29:16,180 --> 00:29:17,320 going to save that. 743 00:29:17,400 --> 00:29:19,000 How did you go about finding some of the 744 00:29:19,000 --> 00:29:21,240 memes that you used in your talk? 745 00:29:21,640 --> 00:29:25,240 Angela Gillis: Um, I did everything from, 746 00:29:26,000 --> 00:29:28,120 uh, you know, so usually I'm working on HIPAA 747 00:29:28,120 --> 00:29:29,680 compliance. So I did things like searching 748 00:29:29,680 --> 00:29:31,960 for HIPAA compliance, searching on Reddit. 749 00:29:32,200 --> 00:29:33,880 But then I also started to, 750 00:29:34,440 --> 00:29:36,280 you know, besides just using those kind of 751 00:29:36,320 --> 00:29:38,200 more technical terms, started trying to 752 00:29:38,240 --> 00:29:40,840 search for what is the emotion that I want to 753 00:29:40,880 --> 00:29:43,080 garner when someone looks at that slide? 754 00:29:43,120 --> 00:29:44,240 And it took a while. 755 00:29:44,240 --> 00:29:46,320 It took a while to like, 756 00:29:46,320 --> 00:29:47,800 well, what if I pop in this keyword? 757 00:29:47,800 --> 00:29:49,240 What is that going to bring me back? Because 758 00:29:49,240 --> 00:29:50,480 a lot of it was duds. 759 00:29:50,480 --> 00:29:52,480 It was not what I but I started to kind of 760 00:29:52,520 --> 00:29:55,440 hit upon, okay, if I search for these things, 761 00:29:55,440 --> 00:29:57,320 I'm going to find, you know, 762 00:29:57,360 --> 00:29:58,960 these certain kind of memes. 763 00:29:58,960 --> 00:30:00,560 And then one of them, I just had to make up 764 00:30:00,560 --> 00:30:02,920 myself because I couldn't find one that 765 00:30:02,920 --> 00:30:04,240 matched. So yeah. 766 00:30:04,280 --> 00:30:05,920 Diane Diaz: Great. You did a great job. 767 00:30:05,960 --> 00:30:08,640 And I love that idea of just searching based 768 00:30:08,640 --> 00:30:10,280 on keywords. And then, like you said, some of 769 00:30:10,280 --> 00:30:12,080 them might be duds, but then you move on and 770 00:30:12,080 --> 00:30:13,640 you keep digging, digging, and then you find 771 00:30:13,640 --> 00:30:16,060 the one and then you're like, oh, This type 772 00:30:16,060 --> 00:30:17,260 could work, right? 773 00:30:17,300 --> 00:30:18,140 Angela Gillis: Right, right. 774 00:30:18,300 --> 00:30:20,180 Diane Diaz: Yeah. And you had cultural references in 775 00:30:20,220 --> 00:30:21,860 there too, right? 776 00:30:21,860 --> 00:30:23,100 You had the Costco one, 777 00:30:23,100 --> 00:30:24,900 which was, I think South Park and. 778 00:30:24,940 --> 00:30:25,140 Yeah. 779 00:30:25,180 --> 00:30:26,620 Angela Gillis: Yes, yes yes I did. 780 00:30:26,660 --> 00:30:29,940 Yeah. Yeah yeah I had yeah I thought so in 781 00:30:29,940 --> 00:30:31,140 the longer one. Yeah. There's even more 782 00:30:31,140 --> 00:30:33,100 cultural references which I actually had a 783 00:30:33,140 --> 00:30:33,900 lot of fun with. 784 00:30:33,940 --> 00:30:36,660 Diane Diaz: But yeah. And I think I love that Costco one, 785 00:30:36,700 --> 00:30:38,740 the South Park one, because it's sort of 786 00:30:38,780 --> 00:30:41,100 universally relatable idea that you go to 787 00:30:41,140 --> 00:30:45,540 Costco for your 2500 count aspirin and you 788 00:30:45,580 --> 00:30:47,100 come back with a kayak, 789 00:30:47,100 --> 00:30:48,820 right. Or whatever you yes, 790 00:30:48,820 --> 00:30:50,940 you went there for you come back for a sofa 791 00:30:50,940 --> 00:30:51,340 or something. 792 00:30:51,580 --> 00:30:54,700 Angela Gillis: Yes, yes. No. I think that is very universal, 793 00:30:54,700 --> 00:30:56,060 that yes, you're going to go there just to 794 00:30:56,060 --> 00:30:57,900 get your groceries and then you are going to 795 00:30:57,900 --> 00:30:59,580 come out with just some crazy stuff. 796 00:30:59,740 --> 00:31:02,180 Diane Diaz: Yeah. And I think that also it builds rapport 797 00:31:02,180 --> 00:31:03,700 between you and the audience right off the 798 00:31:03,700 --> 00:31:04,900 bat because they're like, 799 00:31:04,940 --> 00:31:05,140 oh. 800 00:31:05,620 --> 00:31:06,740 Angela Gillis: Because it's relatable. 801 00:31:06,980 --> 00:31:08,140 Diane Diaz: Yeah, yeah yeah yeah. 802 00:31:08,140 --> 00:31:08,820 Well done. 803 00:31:09,300 --> 00:31:09,940 Angela Gillis: Thank you. 804 00:31:10,420 --> 00:31:13,100 Carol Cox: Yeah. Angela, what I like about your care 805 00:31:13,100 --> 00:31:15,830 framework is that it's accessible for the 806 00:31:15,830 --> 00:31:17,430 audience. You know, it's an acronym. It's 807 00:31:17,430 --> 00:31:18,950 something that they can understand. It's not 808 00:31:18,950 --> 00:31:20,070 too technical, right? 809 00:31:20,110 --> 00:31:21,830 Because you're not teaching them. 810 00:31:21,830 --> 00:31:23,950 Here's how to go set up multi-factor 811 00:31:23,950 --> 00:31:26,150 authentication for all your different 812 00:31:26,150 --> 00:31:28,070 systems, like they need to hire you to make 813 00:31:28,070 --> 00:31:30,430 sure of that for the webinar or for a 814 00:31:30,430 --> 00:31:31,590 conference session. 815 00:31:31,590 --> 00:31:34,070 They really need to understand what the what 816 00:31:34,070 --> 00:31:35,510 is possible, what they need to do, 817 00:31:35,550 --> 00:31:37,670 and why you're the person to help them. 818 00:31:37,670 --> 00:31:38,790 But with the framework, 819 00:31:38,790 --> 00:31:41,830 I like it because it shows the audience, 820 00:31:41,830 --> 00:31:42,910 the potential clients. 821 00:31:42,910 --> 00:31:45,190 Oh, this is what Angela's company is going to 822 00:31:45,230 --> 00:31:46,350 help me to do. 823 00:31:46,350 --> 00:31:48,910 So like your framework is a sales seed in and 824 00:31:48,910 --> 00:31:49,630 of itself. 825 00:31:50,310 --> 00:31:53,550 Angela Gillis: Yes it is. And yeah, in what you mentioned 826 00:31:53,550 --> 00:31:55,430 before about yes, I would have, 827 00:31:55,430 --> 00:31:58,270 I think in the past tried to lean much more 828 00:31:58,270 --> 00:32:00,750 heavily on how you do these kinds of things 829 00:32:01,110 --> 00:32:04,870 and, and much less on probably not at all on, 830 00:32:04,950 --> 00:32:06,790 you know, let me show you examples of what 831 00:32:06,790 --> 00:32:08,310 that looks like when you work with me. 832 00:32:08,750 --> 00:32:10,190 Carol Cox: Yes, exactly. All right. 833 00:32:10,190 --> 00:32:11,270 Well, well done. So yeah. 834 00:32:11,350 --> 00:32:12,930 Hang tight, Angela, we're going to come back 835 00:32:12,930 --> 00:32:14,330 to you. Diane, did you have one more thing? 836 00:32:14,450 --> 00:32:16,450 Diane Diaz: I just wanted to add that I think when you do 837 00:32:16,490 --> 00:32:18,290 that, you actually encourage. 838 00:32:18,330 --> 00:32:19,810 They're more likely the audience is more 839 00:32:19,810 --> 00:32:21,290 likely to reach out to you, because now 840 00:32:21,290 --> 00:32:23,250 they're inspired to want to do what you said 841 00:32:23,250 --> 00:32:25,290 versus if you tell them how to do it, 842 00:32:25,290 --> 00:32:27,010 they're like, oh, I could never do that. And 843 00:32:27,010 --> 00:32:28,530 then maybe they'll reach out to you, 844 00:32:28,570 --> 00:32:29,970 maybe they won't. But now you've sort of 845 00:32:29,970 --> 00:32:32,290 inspired them to want to reach out to you. 846 00:32:32,330 --> 00:32:34,050 Angela Gillis: Yes. I have almost information. 847 00:32:34,130 --> 00:32:36,010 Uh, I've given them too much information. 848 00:32:36,050 --> 00:32:37,490 Almost, I think like. Yes. 849 00:32:37,490 --> 00:32:38,250 Yeah. Yeah. 850 00:32:38,290 --> 00:32:39,370 Carol Cox: Yes. Yeah. Exactly. 851 00:32:39,410 --> 00:32:40,970 Yeah. Great. All right. Well, well done 852 00:32:40,970 --> 00:32:42,370 Angela. Hang tight. We're going to come back 853 00:32:42,370 --> 00:32:44,250 to you here in the roundtable. I want to give 854 00:32:44,250 --> 00:32:46,370 a shout out hello to Leslie Batson, 855 00:32:46,370 --> 00:32:48,370 who is also watching us live. 856 00:32:48,410 --> 00:32:50,010 Thank you for being here, Leslie. 857 00:32:50,050 --> 00:32:52,210 We're going to see you in just a few days at 858 00:32:52,210 --> 00:32:54,130 our in-person workshop in Orlando. 859 00:32:54,130 --> 00:32:55,570 So excited to see you there. 860 00:32:55,690 --> 00:32:58,010 All right, Crystal, let's bring you back in. 861 00:32:58,010 --> 00:33:00,650 So you just delivered a ten minute. 862 00:33:00,690 --> 00:33:02,810 It was a lead generation talk because clearly 863 00:33:02,810 --> 00:33:04,530 it was about your book coaching and the 864 00:33:04,530 --> 00:33:07,050 publishing business that you run. 865 00:33:07,050 --> 00:33:09,090 And I remember when we were together in our 866 00:33:09,090 --> 00:33:12,620 one on one VIP day that we kind of started 867 00:33:12,620 --> 00:33:15,700 the session thinking lead generation for your 868 00:33:15,700 --> 00:33:18,980 talk. And then we and then we decided to go 869 00:33:19,020 --> 00:33:21,020 the keynote route instead. 870 00:33:21,220 --> 00:33:22,260 And so we did that. 871 00:33:22,260 --> 00:33:25,460 And that's where we came up with the desire 872 00:33:25,460 --> 00:33:26,500 and the discipline. 873 00:33:26,500 --> 00:33:28,180 But then that gap in the middle is the 874 00:33:28,180 --> 00:33:29,940 discomforts, right. Like that's your thought 875 00:33:29,980 --> 00:33:32,460 leadership. Is that discomfort piece in the 876 00:33:32,460 --> 00:33:35,780 middle. But what I have really enjoyed seeing 877 00:33:35,780 --> 00:33:37,660 you develop over these past couple of months 878 00:33:37,660 --> 00:33:39,900 with us is taking what was very much a 879 00:33:39,940 --> 00:33:42,300 keynote, but turning, taking those concepts 880 00:33:42,300 --> 00:33:45,780 and turning it into a lead generation talk as 881 00:33:45,780 --> 00:33:47,940 well. So Crystal, tell us a little bit about 882 00:33:47,940 --> 00:33:50,460 what your experience was like in the VIP day 883 00:33:50,460 --> 00:33:52,540 and thinking about these two different talks 884 00:33:52,540 --> 00:33:54,340 you have now, both keynote and lead Gen. 885 00:33:54,380 --> 00:33:56,700 How do you see them as similar and as and as 886 00:33:56,700 --> 00:33:58,100 different going forward? 887 00:33:58,660 --> 00:34:00,260 Crystal Daye: Okay, I love the question. 888 00:34:00,260 --> 00:34:02,140 So I think so. 889 00:34:02,140 --> 00:34:04,220 One I felt like in the VIP, 890 00:34:04,260 --> 00:34:06,300 I was like, oh my God, I'm talking so much. 891 00:34:06,300 --> 00:34:08,620 I don't know if she's getting if this makes 892 00:34:08,620 --> 00:34:10,120 sense. So to be honest, I was like, 893 00:34:10,120 --> 00:34:12,560 nervous, like, can this make sense? 894 00:34:12,560 --> 00:34:14,920 Because I'm a talker and I'm just sharing 895 00:34:14,920 --> 00:34:16,960 many, many things. And like you said, 896 00:34:16,960 --> 00:34:18,760 we started as a legion, 897 00:34:18,920 --> 00:34:21,920 but I, I kind of I didn't feel like I wanted 898 00:34:21,920 --> 00:34:23,320 to just focus on Legion. 899 00:34:23,320 --> 00:34:26,560 So I was glad that we we instead focus on 900 00:34:26,560 --> 00:34:28,600 creating the keynote, because now from the 901 00:34:28,600 --> 00:34:31,720 keynote, it allowed me to understand how to 902 00:34:31,760 --> 00:34:32,920 create a legion. 903 00:34:33,160 --> 00:34:35,440 And for me, what I think is, 904 00:34:35,480 --> 00:34:38,360 is it was kind of different between Legion. 905 00:34:38,360 --> 00:34:41,200 I know that there are speaking because, 906 00:34:41,240 --> 00:34:42,720 you know, I live in Jamaica. 907 00:34:42,720 --> 00:34:44,160 So I thought about, you know, 908 00:34:44,200 --> 00:34:46,320 if I want to get on the international stage, 909 00:34:46,320 --> 00:34:50,080 I don't know how many like how easy it would 910 00:34:50,080 --> 00:34:52,680 be to just get on stage just to talk about, 911 00:34:52,720 --> 00:34:54,280 uh, just books and stuff. 912 00:34:54,280 --> 00:34:57,080 So how could I make it more general? 913 00:34:57,080 --> 00:34:58,600 So even if I don't include books, 914 00:34:58,600 --> 00:35:02,000 it's still impactful enough to help me to be 915 00:35:02,000 --> 00:35:03,560 remembered as a speaker. 916 00:35:03,560 --> 00:35:06,000 But then also, again, you know, 917 00:35:06,040 --> 00:35:09,140 part of why I speak is to get people to know 918 00:35:09,140 --> 00:35:10,300 more about the business. 919 00:35:10,300 --> 00:35:11,580 So I was able to know, 920 00:35:11,620 --> 00:35:14,140 you know, narrow down the same keynote to an 921 00:35:14,140 --> 00:35:16,740 extent, but use different stories and like 922 00:35:16,740 --> 00:35:18,620 client stories. So the difference for me is 923 00:35:18,620 --> 00:35:21,700 in the keynote, I share more examples around 924 00:35:21,700 --> 00:35:25,060 my story, more personal stories of, 925 00:35:25,100 --> 00:35:28,020 you know, going through different discomforts 926 00:35:28,020 --> 00:35:32,100 and choosing discomfort versus in the in the 927 00:35:32,100 --> 00:35:33,580 Legion, I talk more. 928 00:35:33,860 --> 00:35:35,420 So I did mention one of my stories, 929 00:35:35,420 --> 00:35:37,860 but the other two were about my clients, 930 00:35:37,860 --> 00:35:42,740 which show my my expertise in the area so 931 00:35:42,820 --> 00:35:44,380 that for me was the difference. 932 00:35:44,380 --> 00:35:47,900 I, I like, know, even know like any other 933 00:35:47,900 --> 00:35:49,380 talk that I'm now creating, 934 00:35:49,380 --> 00:35:50,700 I'm now looking at, okay, 935 00:35:50,940 --> 00:35:54,140 how can I think about this idea? 936 00:35:54,180 --> 00:35:56,940 Like, how can I show my thought leadership 937 00:35:56,940 --> 00:35:58,900 and not just teach points, 938 00:35:58,900 --> 00:36:01,140 but what do I want them to really take away 939 00:36:01,140 --> 00:36:02,580 as the thought leadership? 940 00:36:02,580 --> 00:36:04,460 And that is something I've definitely learned 941 00:36:04,900 --> 00:36:06,140 in the program. 942 00:36:06,620 --> 00:36:08,110 Carol Cox: Yeah, very well said, Crystal, 943 00:36:08,110 --> 00:36:10,830 about the thinking about for the keynote. 944 00:36:10,870 --> 00:36:12,790 You did want it to be able to appeal to a 945 00:36:12,790 --> 00:36:14,470 broader audience, not just people who were 946 00:36:14,470 --> 00:36:16,790 interested in writing books. 947 00:36:17,030 --> 00:36:19,070 And that's what's so great about this desire, 948 00:36:19,110 --> 00:36:20,550 discomfort, discipline, 949 00:36:20,590 --> 00:36:22,350 thought leadership message is that it really 950 00:36:22,350 --> 00:36:23,950 can apply to anything. 951 00:36:23,950 --> 00:36:24,990 Whether it's books. 952 00:36:24,990 --> 00:36:26,150 It could be for sports, 953 00:36:26,150 --> 00:36:28,190 it could be for kids, you know, 954 00:36:28,230 --> 00:36:29,950 in high school who are thinking about what 955 00:36:29,950 --> 00:36:31,790 they want to do, you know, for college or for 956 00:36:31,830 --> 00:36:33,750 their careers. It can be for entrepreneurs 957 00:36:33,790 --> 00:36:35,070 like you. Just like you said, 958 00:36:35,110 --> 00:36:38,110 switch out the stories in the examples and 959 00:36:38,110 --> 00:36:40,830 you have it ready to go for a variety of 960 00:36:40,830 --> 00:36:41,630 audiences. 961 00:36:42,390 --> 00:36:43,830 Crystal Daye: Yeah, and I don't think, 962 00:36:43,830 --> 00:36:45,670 to be honest, like, I don't think I would 963 00:36:45,670 --> 00:36:49,950 have been able to just get that formula by 964 00:36:49,950 --> 00:36:51,550 myself, to be honest. 965 00:36:51,590 --> 00:36:54,430 Like it really came from your suggestion to 966 00:36:54,470 --> 00:36:57,550 say. Mm. I hear you saying something 967 00:36:57,590 --> 00:37:02,190 repeatedly. Let's dig even deeper in that I 968 00:37:02,190 --> 00:37:04,750 was like, mm. I didn't realize that all this 969 00:37:04,750 --> 00:37:06,330 time I was talking about, 970 00:37:06,370 --> 00:37:07,930 you know, the discomfort piece. 971 00:37:08,250 --> 00:37:11,050 Um, so I really thought that you brilliantly 972 00:37:11,330 --> 00:37:13,610 took out all the things that I was saying to 973 00:37:13,650 --> 00:37:15,370 just say, oh, this is it. 974 00:37:15,450 --> 00:37:18,010 Um, and it it was definitely very powerful 975 00:37:18,010 --> 00:37:18,490 for me. 976 00:37:19,330 --> 00:37:20,930 Carol Cox: Yeah, well, this is why I like to think of 977 00:37:20,930 --> 00:37:23,850 the work that we do. We are thought partners 978 00:37:23,850 --> 00:37:25,730 with you. So, yes, we're going to take things 979 00:37:25,730 --> 00:37:27,370 you tell us and like we write it. 980 00:37:27,370 --> 00:37:28,930 I have your board here, Crystal, 981 00:37:29,090 --> 00:37:30,930 that we worked on together in the VIP day. 982 00:37:30,930 --> 00:37:32,770 So I take what you're saying and I write it 983 00:37:32,770 --> 00:37:34,290 on the post-it notes because I want it to be 984 00:37:34,290 --> 00:37:36,170 your words. Right? So that you're comfortable 985 00:37:36,170 --> 00:37:38,810 and familiar with what the content is. 986 00:37:38,810 --> 00:37:42,730 But at the same time, I am listening for that 987 00:37:42,730 --> 00:37:45,050 nugget like, oh, what is what is different 988 00:37:45,050 --> 00:37:47,530 about what Crystal does that I haven't heard 989 00:37:47,530 --> 00:37:49,130 a lot about? So I'm only jotting down 990 00:37:49,130 --> 00:37:50,650 different words that you say, 991 00:37:50,930 --> 00:37:53,010 and then I'll look at it all and I'll start 992 00:37:53,010 --> 00:37:55,010 to think, okay, where where's the thought 993 00:37:55,010 --> 00:37:56,610 leadership message in here? And that's where 994 00:37:56,610 --> 00:37:59,610 this idea of the discomfort being what people 995 00:37:59,610 --> 00:38:02,170 are, don't want to do to get their results 996 00:38:02,170 --> 00:38:04,460 came from. So yeah, it is a fun process. 997 00:38:04,460 --> 00:38:06,300 And I know, Diane, you do the same thing and 998 00:38:06,300 --> 00:38:08,140 your VIP days thinking about, 999 00:38:08,180 --> 00:38:09,860 like sitting in the seat of the audience. 1000 00:38:09,860 --> 00:38:11,660 What is something that we haven't heard all 1001 00:38:11,660 --> 00:38:14,140 the time? You know, we've done now these 1002 00:38:14,140 --> 00:38:16,260 talks. We've worked with hundreds of clients 1003 00:38:16,260 --> 00:38:18,180 over the years. So we've heard a lot. 1004 00:38:18,340 --> 00:38:20,300 So we're sitting there thinking like, what is 1005 00:38:20,300 --> 00:38:21,860 different, what is unique, 1006 00:38:21,860 --> 00:38:23,580 what is something that the audiences are 1007 00:38:23,580 --> 00:38:26,060 going to hear, even though it's a topic, 1008 00:38:26,100 --> 00:38:27,740 quote unquote topic they may have heard 1009 00:38:27,740 --> 00:38:29,820 before, but what is going to stand out for 1010 00:38:29,820 --> 00:38:30,180 them? 1011 00:38:30,940 --> 00:38:33,420 Diane Diaz: Yes. And we're looking at it from almost from 1012 00:38:33,420 --> 00:38:35,100 the standpoint of a layperson, if you will, 1013 00:38:35,140 --> 00:38:36,660 because we've worked with clients in 1014 00:38:36,660 --> 00:38:38,340 industries that we don't know that much 1015 00:38:38,340 --> 00:38:40,260 about, for example, nuclear engineering, 1016 00:38:40,260 --> 00:38:41,900 which I don't know much about. 1017 00:38:42,100 --> 00:38:44,020 But when you look at it, 1018 00:38:44,060 --> 00:38:46,060 when you hear the topic and you hear the 1019 00:38:46,060 --> 00:38:47,700 client speak about it and they're sharing all 1020 00:38:47,700 --> 00:38:49,700 these things and you're you're looking at it 1021 00:38:49,700 --> 00:38:51,740 from, as I say, like not having the curse of 1022 00:38:51,740 --> 00:38:54,020 knowledge. Right. You're able. I think us as 1023 00:38:54,020 --> 00:38:56,500 coaches are able to listen for things like, 1024 00:38:56,540 --> 00:38:58,460 oh, I think their audience is going to key in 1025 00:38:58,460 --> 00:39:00,660 on that because they need to hear that point. 1026 00:39:00,780 --> 00:39:02,760 Now tell me a story around that. 1027 00:39:02,760 --> 00:39:05,160 And that's where we dig deeper once we pick 1028 00:39:05,200 --> 00:39:06,840 those little pieces out. 1029 00:39:07,280 --> 00:39:08,760 Carol Cox: Yeah. All right, Angela, 1030 00:39:08,760 --> 00:39:10,920 let's come back to you. So I know that you 1031 00:39:10,920 --> 00:39:12,280 did a webinar recently. 1032 00:39:12,280 --> 00:39:14,280 That was the first time that you were able to 1033 00:39:14,320 --> 00:39:16,000 present kind of a version of this. 1034 00:39:16,000 --> 00:39:18,960 So tell us about your approach to preparing. 1035 00:39:19,000 --> 00:39:20,560 It was for a lead generation webinar, 1036 00:39:20,600 --> 00:39:22,160 your approach for preparing that. 1037 00:39:22,160 --> 00:39:23,520 And then tell us how it went. 1038 00:39:23,920 --> 00:39:25,320 Angela Gillis: Uh, it went really well. 1039 00:39:25,440 --> 00:39:30,120 Um, and um, I well, so outside of the 1040 00:39:30,120 --> 00:39:31,520 presentation, actually, 1041 00:39:31,520 --> 00:39:34,080 I think the way that we approached the 1042 00:39:34,080 --> 00:39:36,200 content, I was able to, 1043 00:39:36,600 --> 00:39:38,600 you know, utilize a piece of that in my 1044 00:39:38,600 --> 00:39:39,760 marketing for it. 1045 00:39:39,880 --> 00:39:42,520 I think, um, I think it was probably three 1046 00:39:42,520 --> 00:39:45,000 times as many signups that I got versus other 1047 00:39:45,000 --> 00:39:46,600 webinars I've done in the past, 1048 00:39:46,920 --> 00:39:49,440 which, um, I was very impressed by. 1049 00:39:49,600 --> 00:39:52,360 And so I think just having that kind of shift 1050 00:39:52,360 --> 00:39:55,080 in the focus really, really helped. 1051 00:39:55,320 --> 00:40:00,480 And, um, I really I got some great feedback 1052 00:40:00,480 --> 00:40:01,500 on the content. 1053 00:40:01,500 --> 00:40:03,220 I got feedback that people said like, oh, 1054 00:40:03,780 --> 00:40:05,380 and actually someone left me a Google review 1055 00:40:05,420 --> 00:40:06,980 that said that, um, you know, 1056 00:40:07,020 --> 00:40:11,500 she understands how I care about my patients. 1057 00:40:11,660 --> 00:40:13,180 Something along those lines. But I was like, 1058 00:40:13,180 --> 00:40:15,860 oh my gosh, like, that message really landed, 1059 00:40:16,180 --> 00:40:18,020 um, which was so impressive. 1060 00:40:18,020 --> 00:40:19,180 And I was so I was so, 1061 00:40:19,460 --> 00:40:22,540 um, glad that that really came through. 1062 00:40:22,940 --> 00:40:25,180 Um, I think the biggest piece was, 1063 00:40:25,220 --> 00:40:27,740 you know, I have spoken at conferences before 1064 00:40:27,740 --> 00:40:29,540 in the past and I've, you know, 1065 00:40:29,580 --> 00:40:32,620 spoken to large groups of employees. 1066 00:40:32,620 --> 00:40:34,420 I've spoken to large company events. 1067 00:40:34,700 --> 00:40:36,340 I think doing that webinar was probably the 1068 00:40:36,340 --> 00:40:38,140 most nervous that I had ever been and all of 1069 00:40:38,140 --> 00:40:40,660 those things, and it was because it was such 1070 00:40:40,660 --> 00:40:43,060 a change for me and I wasn't, 1071 00:40:43,420 --> 00:40:45,660 you know, I wasn't 100% confident yet like 1072 00:40:45,660 --> 00:40:46,820 that. I can do this. 1073 00:40:46,820 --> 00:40:49,300 And I still had my notes handy and all that. 1074 00:40:49,300 --> 00:40:50,380 But I also know, like, 1075 00:40:50,420 --> 00:40:52,060 I have to you just have to practice. 1076 00:40:52,060 --> 00:40:53,300 And they just like, it's not going to be 1077 00:40:53,300 --> 00:40:54,900 perfect and I just need to do it. 1078 00:40:54,900 --> 00:40:57,460 So I was really happy with it. 1079 00:40:57,740 --> 00:41:01,830 Um, and I've been applying to speak at more 1080 00:41:01,830 --> 00:41:04,230 conferences, so I'm excited to do it more. 1081 00:41:04,590 --> 00:41:05,910 Carol Cox: All right. Well, fantastic. 1082 00:41:05,910 --> 00:41:08,190 So glad to hear that, Crystal. 1083 00:41:08,230 --> 00:41:09,350 What is next for you? 1084 00:41:09,390 --> 00:41:11,350 You're going to be wrapping up our Thought 1085 00:41:11,350 --> 00:41:14,150 Leader Academy program in December. 1086 00:41:14,350 --> 00:41:17,150 And so what do you what do you have in mind? 1087 00:41:17,150 --> 00:41:18,750 As far as I know? I think you're working on 1088 00:41:18,750 --> 00:41:19,830 another book, right. 1089 00:41:20,070 --> 00:41:22,190 Besides that, what are your speaking goals 1090 00:41:22,190 --> 00:41:23,550 for 2026? 1091 00:41:24,230 --> 00:41:28,830 Crystal Daye: Uh, so one, I definitely would love to tap 1092 00:41:28,830 --> 00:41:30,790 more into the international market, 1093 00:41:30,790 --> 00:41:33,750 especially US based speaking engagement. 1094 00:41:33,750 --> 00:41:36,550 So I've done a few, but I'm really looking 1095 00:41:36,550 --> 00:41:38,670 forward to learning the business side and 1096 00:41:38,710 --> 00:41:40,750 more about understanding how to pitch, 1097 00:41:40,790 --> 00:41:42,230 how to find speaking engagements 1098 00:41:42,230 --> 00:41:44,510 internationally. Because here in Jamaica, 1099 00:41:44,550 --> 00:41:46,910 you know, I'm pretty known and I do get 1100 00:41:46,910 --> 00:41:48,790 booked a lot. Um, also, 1101 00:41:48,830 --> 00:41:51,030 I'm looking to kind of tap into like 1102 00:41:51,030 --> 00:41:53,350 different markets. So I started a lot in 1103 00:41:53,390 --> 00:41:55,030 faith based church space. 1104 00:41:55,030 --> 00:41:56,790 So I want to look at, you know, 1105 00:41:56,830 --> 00:42:00,450 more, Expound on what that could look like 1106 00:42:00,650 --> 00:42:03,370 more outside of the faith based space. 1107 00:42:03,370 --> 00:42:04,850 So I'm looking to do that. 1108 00:42:04,850 --> 00:42:06,890 I think next for 2026, 1109 00:42:06,890 --> 00:42:09,810 definitely my top goal is to become a TEDx 1110 00:42:09,970 --> 00:42:12,890 speaker. So, um, that's one of the things 1111 00:42:12,890 --> 00:42:14,450 that we had worked on, 1112 00:42:14,530 --> 00:42:17,290 um, on on how to even include, 1113 00:42:17,450 --> 00:42:18,770 you know, this framework, 1114 00:42:18,770 --> 00:42:20,730 this thought leadership, if um, 1115 00:42:20,770 --> 00:42:22,450 in our on our Ted stage. 1116 00:42:22,450 --> 00:42:25,410 So and then narrow that into like 15 minutes. 1117 00:42:25,650 --> 00:42:29,690 So um, definitely looking at that and ideally 1118 00:42:29,730 --> 00:42:33,130 I set goals very like direct and ideally, 1119 00:42:33,130 --> 00:42:35,850 if I could get at least five paid speaking 1120 00:42:35,850 --> 00:42:38,610 engagements, I would say at least $1,000, 1121 00:42:38,810 --> 00:42:41,530 then I know that, okay, 1122 00:42:41,690 --> 00:42:43,170 I'm I'm making it. 1123 00:42:43,170 --> 00:42:44,290 I'm making it. 1124 00:42:45,130 --> 00:42:46,610 Carol Cox: All right. I know you can do it, 1125 00:42:46,650 --> 00:42:49,090 Crystal. And I'm very excited for you and for 1126 00:42:49,090 --> 00:42:50,570 everyone who's listening, 1127 00:42:50,770 --> 00:42:52,250 either live or on the replay. 1128 00:42:52,250 --> 00:42:54,690 If you need a fantastic speaker and an 1129 00:42:54,690 --> 00:42:56,570 inspirational speaker for your event, 1130 00:42:56,620 --> 00:42:58,460 Definitely connect with Crystal and if you 1131 00:42:58,500 --> 00:43:00,660 are a health care provider and you need help 1132 00:43:00,660 --> 00:43:04,020 with the new HIPAA regulations and other type 1133 00:43:04,060 --> 00:43:05,700 of cybersecurity compliance, 1134 00:43:05,700 --> 00:43:07,580 definitely reach out to Angela. 1135 00:43:07,980 --> 00:43:09,780 And so I want to thank both Crystal and 1136 00:43:09,780 --> 00:43:12,660 Angela for coming on to backstage with 1137 00:43:12,660 --> 00:43:14,900 Speaking your brand on our live show and 1138 00:43:14,900 --> 00:43:17,180 presenting their signature talks in this 1139 00:43:17,180 --> 00:43:18,740 environment for the first time. 1140 00:43:18,780 --> 00:43:21,060 Give them a round of applause for doing so. 1141 00:43:21,100 --> 00:43:22,380 Did a fantastic job. 1142 00:43:22,420 --> 00:43:23,140 Diane Diaz: Well done. 1143 00:43:23,380 --> 00:43:25,300 Carol Cox: Yeah, so so happy with that. 1144 00:43:25,300 --> 00:43:26,900 And for the rest of you, 1145 00:43:26,900 --> 00:43:29,060 if you would like to work with us and join us 1146 00:43:29,060 --> 00:43:30,780 in our Thought Leader Academy, you can get 1147 00:43:30,780 --> 00:43:33,260 all the details and apply at Speaking Your 1148 00:43:33,260 --> 00:43:35,740 Brand Academy. 1149 00:43:35,940 --> 00:43:41,180 Again, that's speaking your brand. And let me 1150 00:43:41,380 --> 00:43:43,180 cue up our ending video. 1151 00:43:43,300 --> 00:43:45,980 So until next time, thanks for watching.