1 00:00:00,080 --> 00:00:03,000 Carol Cox: Think having only one talk is too limiting. 2 00:00:03,200 --> 00:00:04,240 Think again. 3 00:00:04,280 --> 00:00:06,200 You're gonna love my conversation with Kelly 4 00:00:06,200 --> 00:00:08,920 Mallery on why your best talk is the one that 5 00:00:08,920 --> 00:00:12,240 you give again and again and again on this 6 00:00:12,240 --> 00:00:14,600 episode of The Speaking Your podcast. 7 00:00:19,960 --> 00:00:22,520 More and more women are making an impact by 8 00:00:22,520 --> 00:00:25,240 starting businesses, running for office and 9 00:00:25,240 --> 00:00:27,160 speaking up for what matters. 10 00:00:27,480 --> 00:00:30,240 With my background as a TV political analyst, 11 00:00:30,280 --> 00:00:31,880 entrepreneur, and speaker, 12 00:00:32,120 --> 00:00:34,840 I interview and coach purpose driven women to 13 00:00:34,880 --> 00:00:37,400 shape their brands, grow their companies, 14 00:00:37,400 --> 00:00:40,240 and become recognized as influencers in their 15 00:00:40,240 --> 00:00:43,400 field. This is speaking your brand, 16 00:00:43,400 --> 00:00:45,800 your place to learn how to persuasively 17 00:00:45,800 --> 00:00:49,040 communicate your message to your audience. 18 00:00:50,080 --> 00:00:51,600 Hi there and welcome to the Speaking Your 19 00:00:51,600 --> 00:00:53,000 Brand podcast. I'm your host, 20 00:00:53,000 --> 00:00:55,480 Carol Cox. Today we're going to talk about 21 00:00:55,480 --> 00:00:59,160 how you can have one signature talk but use 22 00:00:59,350 --> 00:01:01,950 it for multiple events and multiple 23 00:01:01,950 --> 00:01:04,470 audiences. And the advantage of doing that is 24 00:01:04,470 --> 00:01:07,350 that you can continue to improve it and 25 00:01:07,350 --> 00:01:09,750 refine it. Now, for those of you thinking, 26 00:01:09,750 --> 00:01:11,990 but wait a minute, I have so many different 27 00:01:11,990 --> 00:01:13,790 messages to share. I have so many different 28 00:01:13,790 --> 00:01:16,630 ideas. How can I possibly put them into one 29 00:01:16,630 --> 00:01:19,070 talk? Or maybe you're thinking and I must 30 00:01:19,070 --> 00:01:20,630 say, this is usually me. 31 00:01:21,110 --> 00:01:23,630 Why aren't I going to get bored delivering 32 00:01:23,630 --> 00:01:25,990 the same talk over and over again? 33 00:01:26,030 --> 00:01:28,590 Well, this is why I have invited our thought 34 00:01:28,630 --> 00:01:30,670 leader, Academy grad Kelly Mallery, 35 00:01:30,710 --> 00:01:33,990 onto the podcast today to tell us how working 36 00:01:33,990 --> 00:01:36,270 with us on her signature talk did not 37 00:01:36,270 --> 00:01:38,270 constrain her, did not constrain her 38 00:01:38,270 --> 00:01:42,230 creativity or her desire to share her message 39 00:01:42,230 --> 00:01:44,710 with her audience, but instead did the 40 00:01:44,710 --> 00:01:47,190 opposite and has allowed her to improve it, 41 00:01:47,230 --> 00:01:50,030 refine it, and have a lot of fun with it. 42 00:01:50,030 --> 00:01:51,270 So welcome to the podcast, 43 00:01:51,270 --> 00:01:51,790 Kelly. 44 00:01:52,430 --> 00:01:54,910 Kelly Mallery: Hi Carol, I'm so excited to be here and talk 45 00:01:54,910 --> 00:01:56,750 about this really important topic. 46 00:01:57,460 --> 00:01:58,660 Carol Cox: It is because I must say, 47 00:01:58,700 --> 00:02:01,340 like I said in the intro, I confess that I of 48 00:02:01,340 --> 00:02:03,220 course, no surprise. This is why I started 49 00:02:03,220 --> 00:02:04,820 speaking your brand. I love to create 50 00:02:04,820 --> 00:02:07,180 presentations, give me a topic and I will 51 00:02:07,180 --> 00:02:09,460 create a slide deck for it. 52 00:02:09,460 --> 00:02:11,580 And so I know a lot of times we feel like, 53 00:02:11,580 --> 00:02:13,820 well, I don't I can't have just one talk, 54 00:02:13,860 --> 00:02:15,500 like, what am I supposed to do? 55 00:02:15,660 --> 00:02:17,540 Which is when talk, when I want to have 56 00:02:17,540 --> 00:02:19,180 different things that I say to different 57 00:02:19,180 --> 00:02:21,940 people. So have you felt that and then how 58 00:02:21,940 --> 00:02:24,020 have you come to where you are today? 59 00:02:24,020 --> 00:02:25,620 And of course, we're going to dive deeper 60 00:02:25,620 --> 00:02:27,540 into what exactly your message is and the 61 00:02:27,540 --> 00:02:28,380 work that you do. 62 00:02:29,300 --> 00:02:32,620 Kelly Mallery: Yes, I absolutely felt that when I first 63 00:02:32,620 --> 00:02:34,620 started speaking a few years ago, 64 00:02:34,980 --> 00:02:36,980 every single conference I went to, 65 00:02:37,020 --> 00:02:39,980 I thought, I have to have some brave, 66 00:02:40,020 --> 00:02:43,500 like, bright new idea to make the audience 67 00:02:43,500 --> 00:02:45,500 feel like I'm relevant, 68 00:02:45,540 --> 00:02:48,340 like I'm continuing to bring new content and 69 00:02:48,340 --> 00:02:49,740 interesting things. 70 00:02:50,100 --> 00:02:52,740 And it was exhausting. 71 00:02:54,500 --> 00:02:56,330 Carol Cox: It is exhausting. I mean, okay, I must say 72 00:02:56,330 --> 00:02:57,650 it's fun for me, but it does. 73 00:02:57,770 --> 00:02:59,250 It does take a lot of time. 74 00:02:59,250 --> 00:03:01,330 But then the problem is that you never really 75 00:03:01,330 --> 00:03:04,610 get to improve that particular body of work, 76 00:03:04,610 --> 00:03:06,410 because you're always changing it, 77 00:03:06,610 --> 00:03:07,930 sometimes dramatically, 78 00:03:07,930 --> 00:03:09,810 and then you're not really being able to see, 79 00:03:09,810 --> 00:03:11,450 well, what is resonating with the audience. 80 00:03:11,450 --> 00:03:13,090 And how can I do more of that, 81 00:03:13,090 --> 00:03:14,770 and how can I change some of the things that 82 00:03:14,770 --> 00:03:16,370 don't seem to be landing as well? 83 00:03:17,090 --> 00:03:18,650 Kelly Mallery: Yeah, absolutely. And I know, 84 00:03:18,690 --> 00:03:20,410 thinking back to those first talks, 85 00:03:20,410 --> 00:03:22,650 I tried to go through some of those iterative 86 00:03:22,650 --> 00:03:25,290 processes of, okay, what worked or didn't 87 00:03:25,290 --> 00:03:26,610 work and how do I change? 88 00:03:26,770 --> 00:03:29,890 But they ended up being much more generic and 89 00:03:29,890 --> 00:03:33,250 vague about, okay, how is my enunciation or 90 00:03:33,250 --> 00:03:35,490 my tone or my movement on stage, 91 00:03:35,490 --> 00:03:38,290 which are important, but I never got that 92 00:03:38,290 --> 00:03:39,970 opportunity to say, okay, 93 00:03:40,370 --> 00:03:43,210 how did this particular joke land? 94 00:03:43,370 --> 00:03:45,810 How did this particular line land? 95 00:03:46,050 --> 00:03:48,530 Um, and that now that I've given the same 96 00:03:48,570 --> 00:03:50,810 talk a few times, that's the one big thing. 97 00:03:50,850 --> 00:03:53,210 I'm like, oh my gosh, I can actually make 98 00:03:53,210 --> 00:03:56,110 this genuinely better every time. 99 00:03:57,190 --> 00:03:59,190 Carol Cox: And so, Kelly, let's talk about the work that 100 00:03:59,190 --> 00:04:02,790 you do. And then the topic of the signature 101 00:04:02,790 --> 00:04:04,350 talk that you've been delivering. 102 00:04:04,350 --> 00:04:07,670 And we met through Katie Anderson, 103 00:04:07,670 --> 00:04:09,390 who's been a guest on this podcast a few 104 00:04:09,390 --> 00:04:12,110 times. And you are both in the continuous 105 00:04:12,110 --> 00:04:13,790 improvement lean space, 106 00:04:13,790 --> 00:04:15,310 which is how you two met. 107 00:04:15,310 --> 00:04:17,750 And it's so fun because you two have spoken 108 00:04:17,750 --> 00:04:20,230 at some of the same conferences this year. 109 00:04:20,230 --> 00:04:22,990 And so Katie will text me photos of the two 110 00:04:22,990 --> 00:04:24,630 of you and and of you on stage, 111 00:04:24,630 --> 00:04:26,910 which is so fun because I don't often get to 112 00:04:26,950 --> 00:04:28,990 see our clients actually speak. 113 00:04:28,990 --> 00:04:31,470 So I kind of I can now do it viscerally 114 00:04:31,470 --> 00:04:33,390 through other people. But tell us about what 115 00:04:33,390 --> 00:04:34,990 is continuous improvement. 116 00:04:35,270 --> 00:04:38,350 How did you get into that space and what is 117 00:04:38,350 --> 00:04:39,510 the work that you do now? 118 00:04:40,110 --> 00:04:43,350 Kelly Mallery: Awesome. So continuous improvement is really 119 00:04:43,350 --> 00:04:47,150 this methodology and thinking that any 120 00:04:47,150 --> 00:04:49,110 process that exists and yes, 121 00:04:49,110 --> 00:04:50,750 there is a process for everything, even if 122 00:04:50,750 --> 00:04:51,830 you don't think there is, 123 00:04:52,140 --> 00:04:55,460 can always be made to be a little bit better. 124 00:04:55,460 --> 00:04:59,260 And by that thought process that every day, 125 00:04:59,260 --> 00:05:01,140 even if I just make something a tiny bit 126 00:05:01,140 --> 00:05:03,660 better over time, results will follow. 127 00:05:03,660 --> 00:05:07,700 And it's really this core tenant that this is 128 00:05:07,700 --> 00:05:09,140 how business should be run. 129 00:05:09,580 --> 00:05:12,580 It started in manufacturing in Toyota, 130 00:05:12,580 --> 00:05:15,140 and then it's kind of spread across different 131 00:05:15,140 --> 00:05:17,180 manufacturing industries and even into 132 00:05:17,180 --> 00:05:19,100 healthcare, government, education. 133 00:05:19,420 --> 00:05:23,180 Um, and it comes with a certain set of tools. 134 00:05:23,180 --> 00:05:25,740 But really it's about the underlying thinking 135 00:05:26,140 --> 00:05:29,060 that we're looking at systems and processes 136 00:05:29,300 --> 00:05:31,180 versus what are people doing. 137 00:05:31,380 --> 00:05:34,900 And it's really ultimately about how do I 138 00:05:36,060 --> 00:05:37,740 make things better for everybody. 139 00:05:37,740 --> 00:05:40,420 And it's the long term success over short 140 00:05:40,460 --> 00:05:42,700 term gains right now, which a lot of business 141 00:05:42,700 --> 00:05:45,260 decisions are very reactive versus, 142 00:05:45,300 --> 00:05:46,820 okay, this might hurt a little bit short 143 00:05:46,860 --> 00:05:49,620 term, but long term it's the better move for 144 00:05:49,620 --> 00:05:51,810 the sustainment of the business. 145 00:05:52,290 --> 00:05:55,810 And I got into this, um, 146 00:05:56,330 --> 00:06:00,610 during my early career where I was, 147 00:06:00,770 --> 00:06:03,250 um, a project engineer at a solar startup, 148 00:06:03,250 --> 00:06:04,810 my very first job out of college. 149 00:06:05,210 --> 00:06:08,730 And we were standing up our manufacturing. 150 00:06:08,730 --> 00:06:11,010 So we wanted to make solar trackers for 151 00:06:11,010 --> 00:06:12,090 people's backyards. 152 00:06:12,370 --> 00:06:14,930 And in before that, we survived off of 153 00:06:14,930 --> 00:06:16,290 Department of Energy grants. 154 00:06:16,570 --> 00:06:18,090 So this was the first time we were actually 155 00:06:18,090 --> 00:06:20,410 going to have to make a product at scale. 156 00:06:20,890 --> 00:06:22,370 And I raised my hand and was like, 157 00:06:22,370 --> 00:06:23,890 hey, I'm kind of interested in this. I'd 158 00:06:23,890 --> 00:06:26,250 always been the kid who took things apart, 159 00:06:26,330 --> 00:06:28,570 put them back together with three or fewer 160 00:06:28,570 --> 00:06:30,210 screws. So to me, that was just an 161 00:06:30,210 --> 00:06:31,810 inefficiently put together product. 162 00:06:32,090 --> 00:06:35,650 And through that experience of trying to 163 00:06:35,690 --> 00:06:37,370 stand up manufacturing, 164 00:06:37,370 --> 00:06:40,170 I got to benchmark some other facilities and 165 00:06:40,370 --> 00:06:43,650 learn about the concept of continuous 166 00:06:43,650 --> 00:06:45,650 improvement and how that thinking happens. 167 00:06:45,650 --> 00:06:47,210 And it just clicked for me. 168 00:06:47,250 --> 00:06:48,880 It made so much sense. 169 00:06:49,200 --> 00:06:51,000 And the rest was history. 170 00:06:51,000 --> 00:06:53,080 I read every book I could find, 171 00:06:53,360 --> 00:06:55,200 I practiced as much as I could, 172 00:06:55,680 --> 00:06:58,480 and that is what led me to meeting Katie 173 00:06:58,800 --> 00:07:00,480 through her book. And then honestly, 174 00:07:00,480 --> 00:07:01,920 through her podcast. 175 00:07:01,920 --> 00:07:03,800 I heard about you, Carol, 176 00:07:03,800 --> 00:07:05,240 and the rest is history. 177 00:07:06,040 --> 00:07:07,280 Carol Cox: Oh, that is so fun. 178 00:07:07,280 --> 00:07:09,960 And and I know you started our Thought Leader 179 00:07:09,960 --> 00:07:12,880 Academy program at the beginning of 2025. 180 00:07:12,880 --> 00:07:14,560 So you did that program with us. 181 00:07:14,560 --> 00:07:16,280 You worked with our lead speaking coach, 182 00:07:16,280 --> 00:07:19,120 Diane Diaz, and the one on one VIP day to map 183 00:07:19,120 --> 00:07:21,120 out your signature talk and to think about 184 00:07:21,120 --> 00:07:23,640 how to put together the different pieces of 185 00:07:23,640 --> 00:07:25,120 your talk from beginning to end, 186 00:07:25,160 --> 00:07:27,640 including the framework that you had already 187 00:07:27,640 --> 00:07:29,120 started working on. 188 00:07:29,360 --> 00:07:31,840 And so can you tell us a little bit about 189 00:07:32,040 --> 00:07:35,200 this, your core message and and tell us a 190 00:07:35,200 --> 00:07:36,960 little bit about who your audience is at 191 00:07:36,960 --> 00:07:38,320 these conferences? 192 00:07:38,520 --> 00:07:40,240 Because I know since you've been in the 193 00:07:40,240 --> 00:07:42,840 continuous improvement space for a while, 194 00:07:43,040 --> 00:07:45,920 you can see the things that are tripping them 195 00:07:45,920 --> 00:07:48,670 up that are holding them back that they don't 196 00:07:48,670 --> 00:07:50,110 necessarily always see. 197 00:07:50,110 --> 00:07:51,590 So can you tell us about that, what your 198 00:07:51,590 --> 00:07:52,870 thought leadership message is? 199 00:07:53,110 --> 00:07:55,270 Kelly Mallery: Yeah, absolutely. And I'm glad you mentioned 200 00:07:55,310 --> 00:07:57,750 that. I've been in continuous improvement now 201 00:07:57,750 --> 00:07:59,630 for like, my entire career ever since that 202 00:07:59,630 --> 00:08:01,630 first, um, introduction. 203 00:08:01,630 --> 00:08:03,270 And that spanned over ten years, 204 00:08:03,270 --> 00:08:04,510 six different industries. 205 00:08:04,910 --> 00:08:06,510 And I still work in that space. 206 00:08:06,510 --> 00:08:12,350 And what I started to see was that all many 207 00:08:12,350 --> 00:08:14,590 other continuous improvement practitioners 208 00:08:14,990 --> 00:08:16,630 would come up against the same kind of 209 00:08:16,670 --> 00:08:18,950 resistance, the same kind of challenges. 210 00:08:19,430 --> 00:08:22,350 And they were so exhausting. 211 00:08:22,350 --> 00:08:24,070 And I even felt coming home every day. 212 00:08:24,110 --> 00:08:26,750 I was like, ah, I am so beat. 213 00:08:27,270 --> 00:08:29,310 I have no energy for my family. 214 00:08:29,470 --> 00:08:32,190 And then I would drive into work dreading 215 00:08:32,190 --> 00:08:33,710 what I'd have to come up against. 216 00:08:33,710 --> 00:08:35,710 And in these kinds of roles. 217 00:08:36,030 --> 00:08:38,350 Right. We don't necessarily have direct 218 00:08:38,350 --> 00:08:40,790 control or authority over making change, 219 00:08:40,990 --> 00:08:44,590 so we have to influence through others to 220 00:08:44,630 --> 00:08:45,940 make those changes occur. 221 00:08:46,340 --> 00:08:48,260 And everybody loves change, 222 00:08:48,300 --> 00:08:50,420 right? Everybody loves to experience that. 223 00:08:51,060 --> 00:08:53,700 Carol Cox: And so says Kelly sarcastically. 224 00:08:53,740 --> 00:08:57,500 Kelly Mallery: Right. What I what I started to realize. 225 00:08:57,660 --> 00:09:01,460 Is that this it wasn't worth it. 226 00:09:01,500 --> 00:09:04,900 It wasn't worth the energy loss, 227 00:09:05,540 --> 00:09:09,740 the discomfort, the challenge with my family 228 00:09:09,740 --> 00:09:13,100 and the feeling. And I was at a point of 229 00:09:13,100 --> 00:09:16,100 considering leaving continuous improvement 230 00:09:16,340 --> 00:09:17,580 because it was just too hard. 231 00:09:18,340 --> 00:09:20,780 And then I found a better way. 232 00:09:20,780 --> 00:09:22,140 I was like, there's got to be something. And 233 00:09:22,140 --> 00:09:24,260 so through several kind of light bulb 234 00:09:24,260 --> 00:09:25,700 moments, I found a better way. 235 00:09:26,260 --> 00:09:29,780 And so my core message for people is you 236 00:09:29,780 --> 00:09:31,940 don't have to feel like you're pushing the 237 00:09:31,940 --> 00:09:33,780 boulder up the hill, even though that's what 238 00:09:33,780 --> 00:09:35,460 everybody says happens. That's what everybody 239 00:09:35,460 --> 00:09:36,540 around you is doing. 240 00:09:36,820 --> 00:09:38,500 It does not have to be that way, 241 00:09:39,060 --> 00:09:42,460 because most often what actually is happening 242 00:09:42,820 --> 00:09:44,720 where We're blaming all of these other people 243 00:09:44,720 --> 00:09:46,560 around us. Well, they're pushing back. 244 00:09:46,560 --> 00:09:48,280 They're resisting. I don't get leadership buy 245 00:09:48,280 --> 00:09:51,520 in. The thing is, we don't have control over 246 00:09:51,520 --> 00:09:54,360 that. We only have control over ourselves. 247 00:09:54,880 --> 00:09:57,640 And so the one area we need to focus on that 248 00:09:57,640 --> 00:10:00,320 we neglect is how we actually show up and 249 00:10:00,320 --> 00:10:02,960 approach those changes we're asking people 250 00:10:02,960 --> 00:10:05,600 for. And once you start examining that, 251 00:10:05,600 --> 00:10:08,880 you notice we cause a lot of our own 252 00:10:08,880 --> 00:10:11,400 resistance and we don't have to. 253 00:10:12,840 --> 00:10:15,240 Carol Cox: So your core message is about this idea of 254 00:10:15,240 --> 00:10:18,080 resistance, and that oftentimes we think is 255 00:10:18,080 --> 00:10:21,360 the other person or people who are the ones 256 00:10:21,360 --> 00:10:23,320 who are resisting us or getting in the way, 257 00:10:23,320 --> 00:10:25,880 but really, we need to hold up the mirror and 258 00:10:25,880 --> 00:10:27,880 look at ourselves and some of the things that 259 00:10:27,880 --> 00:10:29,000 we may be doing. 260 00:10:29,000 --> 00:10:30,200 So, which is great. 261 00:10:30,200 --> 00:10:32,320 I love again this as your thought leadership 262 00:10:32,320 --> 00:10:34,680 message is more than just here's a bunch of 263 00:10:34,680 --> 00:10:37,960 continuous improvement tools or standard 264 00:10:37,960 --> 00:10:40,480 operating procedures or processes that people 265 00:10:40,480 --> 00:10:44,830 can follow because the tools don't work if 266 00:10:44,830 --> 00:10:46,510 the people don't work right. 267 00:10:46,670 --> 00:10:48,470 And so you're getting to the core of it. 268 00:10:48,470 --> 00:10:49,670 But then you decide, okay, 269 00:10:49,670 --> 00:10:51,670 I'm not just going to talk about resistance 270 00:10:51,670 --> 00:10:53,590 and holding up the mirror, because no one 271 00:10:53,590 --> 00:10:55,270 really likes to do that. No one wants to 272 00:10:55,270 --> 00:10:57,230 think of themselves as the problem. 273 00:10:57,310 --> 00:11:00,310 So you found a really fun way to do this. 274 00:11:00,310 --> 00:11:02,710 So you can you tell us about the resistance 275 00:11:02,710 --> 00:11:05,510 bots, how those came about from your love of 276 00:11:05,510 --> 00:11:06,910 Transformers and like that? 277 00:11:06,990 --> 00:11:08,630 What was that light bulb moment where you 278 00:11:08,670 --> 00:11:10,230 came up with this idea of the resistance 279 00:11:10,230 --> 00:11:10,670 bots? 280 00:11:11,190 --> 00:11:14,350 Kelly Mallery: Yeah, I, I love this this story and this 281 00:11:14,350 --> 00:11:16,870 memory because I had gotten that exact 282 00:11:16,870 --> 00:11:19,670 feedback from a colleague I shared with them, 283 00:11:19,670 --> 00:11:21,110 hey, this is what I'm thinking and the work I 284 00:11:21,110 --> 00:11:22,710 want to do. And they're like, that's great. 285 00:11:23,230 --> 00:11:24,870 No one's going to listen to that because 286 00:11:24,870 --> 00:11:26,070 nobody wants to hear that. 287 00:11:26,070 --> 00:11:27,510 They're the problem. Like, 288 00:11:27,550 --> 00:11:29,870 we can play. I can play all the Taylor Swift 289 00:11:30,150 --> 00:11:31,950 like it's me high on the problem. 290 00:11:31,950 --> 00:11:33,750 But like, it's not going to happen. 291 00:11:33,750 --> 00:11:35,950 Nobody's going to look in the mirror that 292 00:11:35,950 --> 00:11:39,110 way. And so I stewed on that for a while 293 00:11:39,110 --> 00:11:43,180 I'll. And on my drive home one day, 294 00:11:43,220 --> 00:11:44,260 maybe a few months ago, 295 00:11:45,260 --> 00:11:46,860 I was thinking about, okay, 296 00:11:46,900 --> 00:11:49,260 there are these there are kind of characters 297 00:11:49,260 --> 00:11:51,780 that show up in us when we face resistance. 298 00:11:51,780 --> 00:11:54,940 And I thought back to people I've encountered 299 00:11:54,940 --> 00:11:56,700 and experiences I've had where I've done 300 00:11:56,700 --> 00:11:59,780 this. And the character started to take 301 00:11:59,820 --> 00:12:03,020 shape. And then there was this moment where 302 00:12:03,020 --> 00:12:06,620 it was like the idea came rushing into me and 303 00:12:06,620 --> 00:12:08,380 I was like, oh my God, I talk about 304 00:12:08,420 --> 00:12:10,180 Transformers, I love Transformers. 305 00:12:10,180 --> 00:12:13,820 What if the characters were like transformer 306 00:12:13,820 --> 00:12:16,060 robots? And I talked about them that way, 307 00:12:16,060 --> 00:12:17,620 and they just started coming, 308 00:12:18,500 --> 00:12:20,180 and immediately I had six different 309 00:12:20,180 --> 00:12:24,020 characters in my mind that I then went home 310 00:12:24,020 --> 00:12:27,180 and I after work, I generally try to not do 311 00:12:27,180 --> 00:12:29,740 any work. I try to give my time to my family. 312 00:12:30,380 --> 00:12:32,300 But I said to my husband, like, I need to do 313 00:12:32,300 --> 00:12:34,100 this. I have this idea. I've got to get it 314 00:12:34,100 --> 00:12:37,820 out. Um, and thus the resisting bots were 315 00:12:37,930 --> 00:12:41,810 formed, and each one kind of takes on its own 316 00:12:41,810 --> 00:12:45,450 character. Character type that demonstrates, 317 00:12:45,850 --> 00:12:47,730 you know, negative, um, 318 00:12:48,090 --> 00:12:50,890 behaviors that we can have during resistance 319 00:12:50,890 --> 00:12:53,210 that causes more resistance to occur. 320 00:12:54,450 --> 00:12:55,930 And then the really fun part was coming up 321 00:12:55,930 --> 00:12:56,610 with the names. 322 00:12:57,130 --> 00:12:58,650 Carol Cox: Yes, the creative names. 323 00:12:58,650 --> 00:13:01,170 And you even have imagery for like, 324 00:13:01,210 --> 00:13:03,170 you know, a graphic that represents each one, 325 00:13:03,170 --> 00:13:04,970 which kind of looks like a transformer, but 326 00:13:04,970 --> 00:13:07,050 it's whatever their name happens to be. 327 00:13:07,290 --> 00:13:08,450 Which again, is so fun. 328 00:13:08,450 --> 00:13:10,570 It's memorable. It's unique to you, 329 00:13:10,610 --> 00:13:11,970 which is what I also really like, 330 00:13:11,970 --> 00:13:13,570 because the audience is going to remember 331 00:13:13,570 --> 00:13:16,170 that, and they can kind of see themselves in 332 00:13:16,170 --> 00:13:18,610 the different resistive bots without having 333 00:13:19,050 --> 00:13:22,530 to to feel that sense of, 334 00:13:22,890 --> 00:13:25,770 uh, like that there's something wrong with 335 00:13:25,770 --> 00:13:27,530 them instead of like a collective, like we 336 00:13:27,570 --> 00:13:29,130 are all one of these. 337 00:13:29,170 --> 00:13:31,130 No one escapes being one of these. 338 00:13:31,170 --> 00:13:32,490 And so which one are you? 339 00:13:32,530 --> 00:13:34,250 Most likely. And then what can we do about 340 00:13:34,250 --> 00:13:34,610 it? 341 00:13:35,010 --> 00:13:38,960 Kelly Mallery: Yes, it definitely made it much more fun and 342 00:13:39,280 --> 00:13:41,400 safe to kind of raise your hand and say, 343 00:13:41,440 --> 00:13:43,080 ooh, I might have some of those. 344 00:13:43,120 --> 00:13:46,640 It's much easier to self reflect critically 345 00:13:46,640 --> 00:13:48,960 on your own behaviors and beliefs when it's 346 00:13:48,960 --> 00:13:50,760 through the lens of humor. 347 00:13:51,200 --> 00:13:53,440 And I found that when I introduced these 348 00:13:53,440 --> 00:13:56,440 characters, it made it so much easier for 349 00:13:56,440 --> 00:13:57,560 people to say, oh yeah, 350 00:13:57,560 --> 00:13:58,640 I've got that too. 351 00:13:58,680 --> 00:14:00,520 Instead of what had been happening, 352 00:14:00,560 --> 00:14:02,120 she was saying, oh, I know somebody like 353 00:14:02,120 --> 00:14:05,000 that. So now they've made the transition from 354 00:14:05,000 --> 00:14:06,200 external, which again, 355 00:14:06,240 --> 00:14:07,960 is exactly what happens when we face 356 00:14:07,960 --> 00:14:09,920 resistance to really saying, 357 00:14:09,920 --> 00:14:12,440 oh, I might have some of these roustabouts 358 00:14:12,440 --> 00:14:13,520 and that's kind of fun. 359 00:14:14,960 --> 00:14:18,520 Carol Cox: And then so we think about the so when you 360 00:14:18,520 --> 00:14:20,320 worked with us in the Thought Leader Academy 361 00:14:20,320 --> 00:14:21,880 at the beginning of the year, you did your 362 00:14:21,880 --> 00:14:24,520 talk. I know Transformers was a part of your 363 00:14:24,520 --> 00:14:26,280 talk. I think it was in your opening this 364 00:14:26,280 --> 00:14:27,760 idea of, of, you know, 365 00:14:27,800 --> 00:14:30,200 something that was also personal to you 366 00:14:30,200 --> 00:14:32,560 because you grew up loving the show from the 367 00:14:32,560 --> 00:14:34,870 80s. I remember I even remember the little 368 00:14:34,870 --> 00:14:36,510 song which I am not going to sing for you 369 00:14:36,510 --> 00:14:38,790 all, but I can hear it in my mind, 370 00:14:38,790 --> 00:14:40,630 so I know that was part of that, 371 00:14:40,910 --> 00:14:43,390 um, as well. So you delivered this talk a 372 00:14:43,390 --> 00:14:46,430 couple of times, including on our LinkedIn 373 00:14:46,430 --> 00:14:48,310 live show, and I'll include a link to that in 374 00:14:48,310 --> 00:14:49,670 the show notes. For those of you listening, 375 00:14:49,670 --> 00:14:52,030 if you want to hear a ten minute version of 376 00:14:52,070 --> 00:14:54,550 of an early version of Kelly's signature 377 00:14:54,550 --> 00:14:55,910 talk. So then you did that, 378 00:14:55,910 --> 00:14:58,070 but then you were refining it over the 379 00:14:58,110 --> 00:15:01,710 summer. So what prompted you to think about 380 00:15:01,750 --> 00:15:03,590 that? You wanted to add more to it, 381 00:15:03,590 --> 00:15:05,550 and then obviously the resistance came to you 382 00:15:05,550 --> 00:15:07,030 when you're driving. But like what was going 383 00:15:07,030 --> 00:15:09,590 on with your speaking that you decided, 384 00:15:09,590 --> 00:15:10,910 okay, I feel like there's something more here 385 00:15:10,910 --> 00:15:11,950 that I can work on. 386 00:15:12,430 --> 00:15:16,470 Kelly Mallery: Yeah. So I had just given a talk right after 387 00:15:16,470 --> 00:15:17,950 going through the Thought Leader Academy. I'd 388 00:15:17,950 --> 00:15:20,350 given a keynote and it was similar, 389 00:15:20,350 --> 00:15:23,190 but not exactly the same as my signature 390 00:15:23,190 --> 00:15:25,750 talk. And I had after that, 391 00:15:25,870 --> 00:15:28,790 um, I had gotten two speaking engagements 392 00:15:29,150 --> 00:15:31,630 back to back. So like one week apart from 393 00:15:31,630 --> 00:15:33,780 each other in two different conferences, 394 00:15:34,180 --> 00:15:37,660 and I was preparing for that and really 395 00:15:37,660 --> 00:15:41,460 wanting to land the message really 396 00:15:41,460 --> 00:15:46,260 effectively and thinking about what that 397 00:15:46,260 --> 00:15:48,940 looked like, what that could be even better 398 00:15:48,940 --> 00:15:50,740 for my signature talk. After the Thought 399 00:15:50,740 --> 00:15:54,460 Leader Academy and then having this idea of 400 00:15:54,460 --> 00:15:55,820 The Resistible come in, 401 00:15:55,820 --> 00:15:57,420 I had a moment where I was like, 402 00:15:57,420 --> 00:16:00,380 okay, I really want to nail this. 403 00:16:00,380 --> 00:16:02,420 I want this to be really effective for the 404 00:16:02,420 --> 00:16:04,260 audiences I'm going to be talking to. 405 00:16:04,540 --> 00:16:05,980 And I have this new idea. 406 00:16:06,700 --> 00:16:08,660 So that led me to reach back and say, 407 00:16:08,700 --> 00:16:11,220 okay, I could use a little more help in 408 00:16:11,220 --> 00:16:14,300 really making this punchy and land and 409 00:16:14,300 --> 00:16:16,020 incorporating this new idea, 410 00:16:16,860 --> 00:16:19,220 because I saw these two engagements, 411 00:16:19,580 --> 00:16:21,260 similar audiences, but a little bit 412 00:16:21,260 --> 00:16:23,580 different. Um, and it was the first time I 413 00:16:23,580 --> 00:16:27,260 was going to give the same talk two different 414 00:16:27,260 --> 00:16:29,220 times, so that I'd have that iteration in 415 00:16:29,220 --> 00:16:31,600 practice. And I wanted to make sure that I 416 00:16:31,720 --> 00:16:33,640 was really intentional with how I how I 417 00:16:33,680 --> 00:16:34,600 shared that message. 418 00:16:35,320 --> 00:16:38,240 Carol Cox: Okay, so before I ask you how those two talks 419 00:16:38,240 --> 00:16:40,680 went, either what you found that was similar 420 00:16:40,680 --> 00:16:41,840 between the two, even though they had 421 00:16:41,840 --> 00:16:43,920 different audiences, and what you found were 422 00:16:43,920 --> 00:16:45,880 different because every group has a different 423 00:16:45,880 --> 00:16:48,000 dynamic, as we know, as speakers, 424 00:16:48,040 --> 00:16:49,680 even with the same content, the same type of 425 00:16:49,680 --> 00:16:51,680 audience is like one group is so super 426 00:16:51,680 --> 00:16:53,280 engaged and the other one, you're like, where 427 00:16:53,320 --> 00:16:55,760 are they? But so I want to hear about that. 428 00:16:55,760 --> 00:16:57,840 But before we do that, I remember when we 429 00:16:57,840 --> 00:17:00,400 worked together and this must have been when 430 00:17:00,400 --> 00:17:03,360 was this, in August about then. 431 00:17:03,400 --> 00:17:03,680 Kelly Mallery: Yeah. 432 00:17:03,720 --> 00:17:06,040 Carol Cox: Yeah. So sometime just a few months ago and 433 00:17:06,040 --> 00:17:08,280 you had, you had come up with a resistive 434 00:17:08,280 --> 00:17:10,280 boss of six different archetypes like these 435 00:17:10,280 --> 00:17:11,840 different character types. And so you had put 436 00:17:11,840 --> 00:17:14,640 together, you had updated your outline from 437 00:17:14,640 --> 00:17:15,880 when you were in the Thought Leader Academy. 438 00:17:15,880 --> 00:17:17,400 So you sent that to me, and you sent me your 439 00:17:17,400 --> 00:17:19,040 slides that you had worked on. 440 00:17:19,040 --> 00:17:20,720 And then I remember we did a session 441 00:17:20,720 --> 00:17:23,520 together. And one of the key things that we 442 00:17:23,520 --> 00:17:25,120 talked about, which I think is really 443 00:17:25,120 --> 00:17:27,360 important and a lot of times we forget, 444 00:17:27,640 --> 00:17:30,190 is not just who's in the audience. 445 00:17:30,190 --> 00:17:32,070 But I know, Kelly, you're doing these talks 446 00:17:32,070 --> 00:17:34,590 also for lead generation to attract clients 447 00:17:34,590 --> 00:17:36,150 for your consulting business. 448 00:17:36,310 --> 00:17:38,310 So it's not just the people who are in your 449 00:17:38,310 --> 00:17:40,750 audience, but who is your buyer, 450 00:17:40,950 --> 00:17:43,030 which is sometimes different in the either 451 00:17:43,070 --> 00:17:44,710 the people in the audience are different than 452 00:17:44,710 --> 00:17:46,790 the people who need your help, 453 00:17:46,950 --> 00:17:48,670 because who's writing the checks, 454 00:17:48,670 --> 00:17:50,350 especially when it comes to corporate, is 455 00:17:50,350 --> 00:17:51,750 often different than the people who are 456 00:17:51,790 --> 00:17:54,630 actually getting your services at the end. 457 00:17:54,630 --> 00:17:56,910 So can you tell me a little bit about if what 458 00:17:56,910 --> 00:17:58,350 you remember about our discussion about the 459 00:17:58,350 --> 00:18:00,430 buyer, and how that helped you to inform the 460 00:18:00,430 --> 00:18:01,950 content in your talk? 461 00:18:02,310 --> 00:18:05,350 Kelly Mallery: Yeah. And that that question about, 462 00:18:05,390 --> 00:18:06,550 okay, who's your audience? 463 00:18:06,550 --> 00:18:08,510 But then who is paying for this? 464 00:18:08,510 --> 00:18:10,030 Who's paying for your services? 465 00:18:10,270 --> 00:18:12,390 Was a question I had not even considered. 466 00:18:12,870 --> 00:18:15,230 Right. I was thinking about who's physically 467 00:18:15,230 --> 00:18:18,150 in the audience, who are the key people I 468 00:18:18,150 --> 00:18:19,950 want to reach with my services. 469 00:18:20,430 --> 00:18:23,550 Um, not even taking into account that they 470 00:18:23,550 --> 00:18:25,430 aren't necessarily the people who open the 471 00:18:25,430 --> 00:18:28,260 checkbook. And so doing that, 472 00:18:28,260 --> 00:18:29,900 taking that into account, 473 00:18:29,940 --> 00:18:34,980 really changed the level of persuasion that 474 00:18:34,980 --> 00:18:36,460 we entered in my talk. 475 00:18:36,460 --> 00:18:40,540 And it it honestly, it created the need for a 476 00:18:40,540 --> 00:18:43,660 totally new story in my talk that wasn't 477 00:18:43,660 --> 00:18:47,100 there before. And it really forced me to 478 00:18:47,100 --> 00:18:49,860 think critically about who who am I really 479 00:18:49,860 --> 00:18:51,100 trying to reach here? 480 00:18:51,100 --> 00:18:52,740 Because on the one hand, I would I want to 481 00:18:52,740 --> 00:18:54,500 reach the people that I want to work with, 482 00:18:55,020 --> 00:18:59,540 but in the end, I need to also reach beyond 483 00:18:59,540 --> 00:19:03,020 them, to their leaders and their leaders, 484 00:19:03,020 --> 00:19:05,060 leaders and their finance people. 485 00:19:05,380 --> 00:19:07,140 Um, which isn't something I had thought 486 00:19:07,140 --> 00:19:09,500 about. So it forced me to think more broadly 487 00:19:09,500 --> 00:19:13,860 about how my message connects to yes. 488 00:19:13,860 --> 00:19:17,940 Carol Cox: And this shows up quite a bit in in act one 489 00:19:17,980 --> 00:19:19,700 of our signature Talk Canvas framework, 490 00:19:19,700 --> 00:19:21,300 where we're really trying to set up the 491 00:19:21,300 --> 00:19:23,780 situation for the audience to let them know 492 00:19:23,780 --> 00:19:26,450 that we understand where they're coming from, 493 00:19:26,450 --> 00:19:27,690 the challenges they face, 494 00:19:27,690 --> 00:19:29,650 what they want, the goals that they have. 495 00:19:29,930 --> 00:19:32,930 And if we're not quite sure who our ideal 496 00:19:32,930 --> 00:19:35,130 client is or who the buyer is, 497 00:19:35,250 --> 00:19:37,690 we can often miss the mark and we can talk 498 00:19:37,690 --> 00:19:38,970 right past them. 499 00:19:39,290 --> 00:19:41,330 And then they then are sitting in the 500 00:19:41,330 --> 00:19:42,250 audience feeling like, well, this 501 00:19:42,250 --> 00:19:43,930 presentation isn't for me. 502 00:19:44,170 --> 00:19:47,770 Or the speaker doesn't quite understand my 503 00:19:47,770 --> 00:19:51,410 role and what it is that I'm frustrated with. 504 00:19:51,570 --> 00:19:54,090 So I remember that we were I asked you some 505 00:19:54,090 --> 00:19:56,890 questions about when you were working as a 506 00:19:56,930 --> 00:19:58,330 continuous improvement, when you were 507 00:19:58,330 --> 00:19:59,890 actually working for a company, 508 00:19:59,890 --> 00:20:01,530 not just for yourself. 509 00:20:01,730 --> 00:20:04,250 And that story that we decided to add towards 510 00:20:04,250 --> 00:20:05,970 the beginning, because previously, had it 511 00:20:05,970 --> 00:20:09,930 been a story about coming home and writing 512 00:20:10,570 --> 00:20:13,490 and having your stepdaughter doing like some 513 00:20:13,490 --> 00:20:15,850 science experiment and you can tell the story 514 00:20:15,850 --> 00:20:17,450 a little bit. So we kept the story, but we 515 00:20:17,450 --> 00:20:19,690 moved it. And how did it feel when you 516 00:20:19,730 --> 00:20:21,770 delivered it in this new order? 517 00:20:22,530 --> 00:20:26,720 Kelly Mallery: It felt really good, and I think the main 518 00:20:26,720 --> 00:20:30,800 reason was we put a story at the beginning 519 00:20:30,800 --> 00:20:32,680 that built credibility, 520 00:20:32,680 --> 00:20:36,920 because it what I found out was I want to 521 00:20:36,960 --> 00:20:39,280 focus on my niche is helping women in 522 00:20:39,280 --> 00:20:40,680 continuous improvement roles. 523 00:20:41,440 --> 00:20:43,640 Um, however, not every woman in a continuous 524 00:20:43,640 --> 00:20:45,560 improvement role is paying for services. 525 00:20:45,560 --> 00:20:48,080 So I found out that I also needed to speak to 526 00:20:48,240 --> 00:20:51,040 operations managers, finance people like the 527 00:20:51,040 --> 00:20:52,760 people who actually support their 528 00:20:52,760 --> 00:20:56,800 development. And we realized that I had a 529 00:20:56,800 --> 00:20:59,960 story where I have operated both as a 530 00:20:59,960 --> 00:21:02,880 continuous improvement person and as an 531 00:21:02,880 --> 00:21:05,200 operations leader for the same team. 532 00:21:05,440 --> 00:21:08,920 And so the story I told helped show and 533 00:21:08,920 --> 00:21:12,560 demonstrate that I understood what they felt, 534 00:21:12,560 --> 00:21:14,680 because I had actually felt both of those 535 00:21:14,680 --> 00:21:16,040 sides of the story. 536 00:21:16,360 --> 00:21:19,560 And it was really fun to kind of open with 537 00:21:19,560 --> 00:21:21,880 this story and say, I will come back to this 538 00:21:22,870 --> 00:21:26,310 and then later on touch on the story about my 539 00:21:26,310 --> 00:21:27,830 stepdaughter, which also brought in the 540 00:21:27,830 --> 00:21:28,910 personal element. 541 00:21:28,910 --> 00:21:30,790 And it showed a little bit more about me as a 542 00:21:30,790 --> 00:21:32,270 as a person, a human being. 543 00:21:32,270 --> 00:21:34,790 And the vulnerability there, 544 00:21:34,990 --> 00:21:38,230 um, was good. And I liked that. 545 00:21:38,590 --> 00:21:40,030 We started with credibility. 546 00:21:40,030 --> 00:21:41,510 So it was like, okay, let's build a little 547 00:21:41,510 --> 00:21:43,590 trust. You understand what I've been through, 548 00:21:43,990 --> 00:21:47,030 and then go into a truly human, 549 00:21:47,030 --> 00:21:49,230 vulnerable story about something at home, 550 00:21:49,510 --> 00:21:51,750 which really opened them up to hear the rest 551 00:21:51,750 --> 00:21:53,070 of what I had to say. 552 00:21:54,030 --> 00:21:55,510 Carol Cox: All right. So that's a good segue. Let's talk 553 00:21:55,550 --> 00:21:57,390 about those two speaking engagements that you 554 00:21:57,390 --> 00:21:58,670 had just a week apart. 555 00:21:58,710 --> 00:22:01,190 Tell us a little bit about those events, 556 00:22:01,230 --> 00:22:04,950 the audiences, and how you felt like the 557 00:22:04,950 --> 00:22:06,430 content resonated with them. 558 00:22:06,990 --> 00:22:08,990 Kelly Mallery: Yeah. So both of those were, 559 00:22:09,270 --> 00:22:11,590 um, lean and continuous improvement 560 00:22:11,590 --> 00:22:13,430 conferences. Uh, one in Michigan, 561 00:22:13,430 --> 00:22:14,790 one in Connecticut. 562 00:22:15,270 --> 00:22:17,510 And the audiences were both similar, 563 00:22:17,830 --> 00:22:20,460 where they were heavily made up of 564 00:22:20,460 --> 00:22:24,900 practitioners. Um, but on the Michigan one 565 00:22:24,900 --> 00:22:26,140 more consultants. 566 00:22:26,140 --> 00:22:27,220 So that was interesting. 567 00:22:27,660 --> 00:22:29,980 And then on the Connecticut one a little bit 568 00:22:29,980 --> 00:22:34,780 more operations team members and they went 569 00:22:35,180 --> 00:22:37,220 amazing. And they felt amazing. 570 00:22:37,380 --> 00:22:39,620 Um, the other big difference that was really 571 00:22:39,620 --> 00:22:42,020 interesting that you helped a lot with was I 572 00:22:42,020 --> 00:22:43,540 was giving the same talk, 573 00:22:44,300 --> 00:22:45,700 but in one condition. 574 00:22:45,700 --> 00:22:48,920 It was 20 minutes and the other it was 60 575 00:22:48,920 --> 00:22:52,780 minutes. And that was a great skill to learn 576 00:22:52,780 --> 00:22:55,980 about how not only to take the same content 577 00:22:55,980 --> 00:22:59,260 you have and give the same talk and learn 578 00:22:59,260 --> 00:23:01,940 from that, but how to scale it, 579 00:23:02,260 --> 00:23:04,620 which I had no clue before coming into the 580 00:23:04,620 --> 00:23:06,620 conversation how it was going to do that. 581 00:23:07,620 --> 00:23:08,900 Carol Cox: So which one did you do first, 582 00:23:08,940 --> 00:23:10,620 the 20 minute or the 60 minute? 583 00:23:10,660 --> 00:23:13,100 Kelly Mallery: The 20 minute I gave the 20 minute twice, 584 00:23:13,100 --> 00:23:15,500 and then the next week it was the 60 minute. 585 00:23:15,660 --> 00:23:17,140 Carol Cox: Which one did you prefer? 586 00:23:17,700 --> 00:23:22,520 Kelly Mallery: Ooh. I think that's really tough. 587 00:23:22,840 --> 00:23:30,800 I. The 20 minute felt more quick and 588 00:23:30,800 --> 00:23:34,680 streamlined. Um, but what I liked about the 589 00:23:34,680 --> 00:23:39,560 60 minute was it created more space to ask 590 00:23:39,560 --> 00:23:41,520 the audience more questions and have them 591 00:23:41,520 --> 00:23:43,840 engage more and to tell that additional 592 00:23:43,840 --> 00:23:45,720 story, because in the 20 minute version, 593 00:23:45,880 --> 00:23:49,000 I removed my story about my stepdaughter. 594 00:23:50,360 --> 00:23:52,800 So I think I liked both for different 595 00:23:52,800 --> 00:23:55,560 reasons, but I really I really liked having 596 00:23:55,560 --> 00:23:57,640 more opportunity for audience members to 597 00:23:57,680 --> 00:24:00,360 share their own stories and experiences with 598 00:24:00,360 --> 00:24:01,600 their resisting bots. 599 00:24:02,440 --> 00:24:04,320 Carol Cox: Yes. Well, and thank you for bringing this 600 00:24:04,320 --> 00:24:05,520 up, Kelly, because I think this is an 601 00:24:05,520 --> 00:24:08,040 important point for listeners to think about 602 00:24:08,040 --> 00:24:09,800 is that you can have the same talk, 603 00:24:09,840 --> 00:24:13,520 the same content, and expanded and contracted 604 00:24:13,520 --> 00:24:16,160 depending on the length of time that you 605 00:24:16,160 --> 00:24:18,870 have. And so thinking about a 60 minute talk 606 00:24:18,910 --> 00:24:21,750 and cutting it by two thirds to 20 minutes, 607 00:24:21,750 --> 00:24:23,190 and you say, if you're looking at your slide 608 00:24:23,190 --> 00:24:24,390 deck and you're thinking, 609 00:24:24,390 --> 00:24:27,990 how could I possibly cut two thirds of this 610 00:24:27,990 --> 00:24:29,910 content from my talk? 611 00:24:29,910 --> 00:24:31,590 But to your point, you know, 612 00:24:31,630 --> 00:24:34,390 the cutting, the the longer audience 613 00:24:34,390 --> 00:24:36,750 engagement activities still do some show of 614 00:24:36,790 --> 00:24:38,470 hands questions and things to kind of keep 615 00:24:38,470 --> 00:24:40,910 them engaged. But cut those and I think we'll 616 00:24:40,910 --> 00:24:42,110 be also cutting a story. 617 00:24:42,110 --> 00:24:43,870 So if you have multiple stories figuring out, 618 00:24:43,870 --> 00:24:45,390 well, what is the what is the story that 619 00:24:45,390 --> 00:24:46,670 really needs to be here, 620 00:24:46,710 --> 00:24:48,750 especially for this particular audience and 621 00:24:48,790 --> 00:24:50,830 for you? It was that story that showed your 622 00:24:50,830 --> 00:24:53,310 credibility. And then I think the other thing 623 00:24:53,310 --> 00:24:57,110 we did was that you do have a framework that 624 00:24:57,110 --> 00:25:00,710 which is form, form, part of transform form, 625 00:25:00,990 --> 00:25:02,910 and I believe from the 20 minutes is that you 626 00:25:02,950 --> 00:25:04,870 kind of just gave a quick overview of all 627 00:25:04,870 --> 00:25:08,430 four, but then just focused on 1 or 2 of them 628 00:25:08,990 --> 00:25:10,790 in more detail. Is that is that correct? 629 00:25:11,150 --> 00:25:14,910 Kelly Mallery: Yes, yes. So I was able to really hit on like 630 00:25:15,100 --> 00:25:16,420 the two key ones. 631 00:25:16,460 --> 00:25:18,100 Breeze through the other two and then in the 632 00:25:18,100 --> 00:25:19,220 60 minutes I had more time. 633 00:25:19,220 --> 00:25:21,620 So I went in depth on each one of the four. 634 00:25:22,540 --> 00:25:25,020 Carol Cox: Okay. That's good. So so that is the thing to 635 00:25:25,060 --> 00:25:26,580 do is that, you know, think about when you 636 00:25:26,580 --> 00:25:29,220 have to contract is drop some of the longer 637 00:25:29,220 --> 00:25:31,580 audience engagement, drop a story or two. 638 00:25:31,620 --> 00:25:33,940 That is not quite as necessary. 639 00:25:34,220 --> 00:25:36,060 If you do have a framework that has multiple 640 00:25:36,060 --> 00:25:38,340 components, show a quick overview, 641 00:25:38,340 --> 00:25:41,140 but then just dive deep on 1 or 2 aspects of 642 00:25:41,140 --> 00:25:42,620 it. And then here's the thing. 643 00:25:42,660 --> 00:25:46,660 But don't skip or rush the opening or the 644 00:25:46,660 --> 00:25:48,300 closing. And I feel like this would most 645 00:25:48,300 --> 00:25:50,140 speakers, do they want to just kind of 646 00:25:50,260 --> 00:25:52,660 jettison the opening and closing so they can 647 00:25:52,660 --> 00:25:55,060 get they can get to their main content. 648 00:25:55,060 --> 00:25:57,620 But then I feel like the audience loses so 649 00:25:57,620 --> 00:26:00,100 much in the narrative arc when you're just 650 00:26:00,140 --> 00:26:01,780 like, giving them a whole bunch of stuff 651 00:26:01,780 --> 00:26:04,220 without any setup and without tying it 652 00:26:04,220 --> 00:26:05,340 together at the end. 653 00:26:06,540 --> 00:26:08,380 Kelly Mallery: Yeah, I totally agree. 654 00:26:08,380 --> 00:26:11,980 And especially having now given the same talk 655 00:26:11,980 --> 00:26:14,930 in those two ways, I would not get rid of 656 00:26:14,930 --> 00:26:16,210 anything in my opening, 657 00:26:16,210 --> 00:26:19,050 even though during the 20 minute I did feel 658 00:26:19,050 --> 00:26:20,770 like I was like, oh gosh, I'm spending a lot 659 00:26:20,770 --> 00:26:24,330 of time here. But if I just jumped right 660 00:26:24,330 --> 00:26:26,610 into, oh, by the way, here are six characters 661 00:26:26,770 --> 00:26:28,330 resistance that you might have, 662 00:26:28,490 --> 00:26:29,810 nobody would have connected. 663 00:26:30,130 --> 00:26:33,690 And it takes that slow story building 664 00:26:33,690 --> 00:26:36,130 credibility and trust, building with your 665 00:26:36,130 --> 00:26:38,810 audience first before you get to your content 666 00:26:39,490 --> 00:26:41,250 for them to really listen and for it to be 667 00:26:41,290 --> 00:26:42,730 actually impactful for them. 668 00:26:43,770 --> 00:26:46,250 Carol Cox: And then you can give them their next step, 669 00:26:46,250 --> 00:26:48,610 which is maybe you have some type of 670 00:26:49,530 --> 00:26:51,730 document, you know, workbook guide, 671 00:26:51,770 --> 00:26:53,650 a copy of the slides, what have you something 672 00:26:53,650 --> 00:26:56,210 for, or a short video that explains further. 673 00:26:56,250 --> 00:26:59,170 They now they're primed to want more from you 674 00:26:59,330 --> 00:27:00,890 versus feeling like, oh my God, I feel like I 675 00:27:00,890 --> 00:27:04,250 just was dropped into a middle of a lecture 676 00:27:04,250 --> 00:27:06,690 and I don't even know why I'm here or what 677 00:27:06,690 --> 00:27:07,650 this is all for. 678 00:27:08,210 --> 00:27:11,290 Kelly Mallery: Right, right. And that did end up causing 679 00:27:11,560 --> 00:27:13,800 some of my audience members to ask for more 680 00:27:13,840 --> 00:27:16,200 after like, hey, I'd love a workshop on this. 681 00:27:16,760 --> 00:27:18,400 Like, I want to learn more about these. And 682 00:27:18,400 --> 00:27:21,560 so I put links in to my website. 683 00:27:21,640 --> 00:27:23,200 Um, and I have to tell you, 684 00:27:23,200 --> 00:27:25,400 I got a lot of traffic those couple of days. 685 00:27:26,480 --> 00:27:28,760 Carol Cox: That's fantastic. And your slides look great. 686 00:27:28,760 --> 00:27:30,760 I really, I like those I love all the 687 00:27:30,760 --> 00:27:34,160 visuals, the imagery on them as well. 688 00:27:34,360 --> 00:27:36,960 And did did you end up using any props for 689 00:27:36,960 --> 00:27:38,240 these speaking engagements? 690 00:27:38,960 --> 00:27:44,480 Kelly Mallery: I did so I because of working with you and 691 00:27:44,480 --> 00:27:46,680 Diane through the Thought Leader Academy and 692 00:27:46,920 --> 00:27:48,520 going with the transformer opening, 693 00:27:48,520 --> 00:27:50,240 which I had no idea was going to happen, 694 00:27:50,240 --> 00:27:51,400 that came out of nowhere. 695 00:27:51,720 --> 00:27:56,600 Um, I bought a transformer toy and I now for 696 00:27:56,600 --> 00:28:00,080 the last year, I've given a few talks some 697 00:28:00,480 --> 00:28:02,200 more connected to this than others. 698 00:28:02,200 --> 00:28:04,560 I always bring that with me and I transform 699 00:28:04,560 --> 00:28:06,520 it on stage, and it's so fun. 700 00:28:06,920 --> 00:28:09,950 Um, so I had that with me this time, 701 00:28:09,950 --> 00:28:12,350 and that was my main prop was using my little 702 00:28:12,350 --> 00:28:13,030 transformer. 703 00:28:13,590 --> 00:28:15,150 Carol Cox: Oh, that's so fun. I love that, 704 00:28:15,150 --> 00:28:16,950 and I'm sure a lot of the audiences remember 705 00:28:16,950 --> 00:28:19,350 the Transformers the cartoon as well. 706 00:28:20,310 --> 00:28:21,750 Kelly Mallery: Yeah, maybe some of them even. 707 00:28:21,790 --> 00:28:23,630 Have called me the Transformer Girl. 708 00:28:23,630 --> 00:28:25,470 And so I might need to get in touch with 709 00:28:25,510 --> 00:28:26,830 Mattel or something. 710 00:28:28,510 --> 00:28:29,630 Carol Cox: Yes, right, I love that. 711 00:28:30,070 --> 00:28:31,110 Oh, that's so great. 712 00:28:31,110 --> 00:28:33,310 All right, Kelly, so tell us a little bit 713 00:28:33,310 --> 00:28:36,150 more about the work that you do with clients. 714 00:28:36,150 --> 00:28:39,150 So you know, for anyone listening who are in 715 00:28:39,150 --> 00:28:41,790 your space or who could use the type of work 716 00:28:41,790 --> 00:28:43,350 that you do, tell us about that. 717 00:28:44,070 --> 00:28:46,870 Kelly Mallery: Yeah, so I in addition to working in 718 00:28:46,870 --> 00:28:48,630 continuous improvement in a company, 719 00:28:48,630 --> 00:28:51,110 which I still do, um, so that I can stay 720 00:28:51,110 --> 00:28:53,550 fresh and keep practicing on the side, 721 00:28:53,550 --> 00:28:56,790 I also coach and support women in continuous 722 00:28:56,790 --> 00:29:00,350 improvement roles who are feeling stuck and 723 00:29:00,350 --> 00:29:02,470 struggling against resistance, 724 00:29:02,590 --> 00:29:05,390 and struggling to feel like they are a valued 725 00:29:05,390 --> 00:29:06,990 member of their team. 726 00:29:07,230 --> 00:29:09,570 And that often comes through in not feeling 727 00:29:09,570 --> 00:29:11,490 like you're heard, not feeling like you have 728 00:29:11,490 --> 00:29:15,250 credibility or influence with the people that 729 00:29:15,250 --> 00:29:17,330 you're working with or even your leadership. 730 00:29:17,650 --> 00:29:20,330 Um, and so I work with these women one on 731 00:29:20,370 --> 00:29:23,010 one, uh, through a minimum of 12 weeks, 732 00:29:23,010 --> 00:29:25,930 where we meet once a week for 60 minutes to 733 00:29:26,370 --> 00:29:29,290 figure out what is their particular challenge 734 00:29:29,290 --> 00:29:30,810 and goal that they want to achieve in the 735 00:29:30,810 --> 00:29:33,570 time. And then we go through my transform 736 00:29:33,570 --> 00:29:37,090 model together and really walk side by side 737 00:29:37,090 --> 00:29:39,610 on the journey to achieving what they want 738 00:29:39,610 --> 00:29:41,570 to, building that credibility, building trust 739 00:29:41,570 --> 00:29:44,250 and influence, which really does start with 740 00:29:44,690 --> 00:29:48,010 examining their own processes and behaviors 741 00:29:48,010 --> 00:29:50,290 and finding which resistible are coming out 742 00:29:50,290 --> 00:29:51,570 so we can address those. 743 00:29:52,810 --> 00:29:55,410 Carol Cox: And what's next for you with speaking. 744 00:29:56,370 --> 00:29:58,330 Kelly Mallery: So I am very excited. 745 00:29:58,330 --> 00:30:02,690 I'm giving a keynote again in April, 746 00:30:02,690 --> 00:30:05,450 and I'm giving this topic as my keynote to a 747 00:30:05,450 --> 00:30:07,640 different audience, so I will be adjusting it 748 00:30:07,640 --> 00:30:10,560 to their needs. Um, and I'm also doing a 749 00:30:10,560 --> 00:30:12,320 breakout session at the same conference. 750 00:30:12,680 --> 00:30:15,800 Um, and I have just recently been applying to 751 00:30:15,840 --> 00:30:19,880 a couple of TEDx talks as well with this same 752 00:30:20,200 --> 00:30:23,160 topic. Um, and I've had a couple of people 753 00:30:23,160 --> 00:30:26,080 now reach out and ask me to come speak at 754 00:30:26,120 --> 00:30:28,800 their events. So I've got some filtering and 755 00:30:28,800 --> 00:30:30,280 figuring out and planning to do. 756 00:30:30,920 --> 00:30:31,960 Carol Cox: Oh that's fantastic. 757 00:30:31,960 --> 00:30:34,120 I love it when the speaking invitations come 758 00:30:34,120 --> 00:30:35,720 to you. And this is what happens. I always 759 00:30:35,720 --> 00:30:37,080 say the more speaking you do, 760 00:30:37,080 --> 00:30:38,720 the more speaking invites you're gonna get 761 00:30:38,720 --> 00:30:41,320 because people see you and then they want you 762 00:30:41,360 --> 00:30:42,600 for their event as well. 763 00:30:43,440 --> 00:30:44,560 Speaker3: Yes, yes. 764 00:30:44,600 --> 00:30:46,000 Kelly Mallery: And that has come true. 765 00:30:46,000 --> 00:30:47,320 And it's it's wonderful. 766 00:30:47,320 --> 00:30:48,840 But at the same time I'm like, oh gosh, now I 767 00:30:48,840 --> 00:30:50,760 have to like pick and choose and be 768 00:30:50,760 --> 00:30:52,440 thoughtful. But it does feel very, 769 00:30:52,440 --> 00:30:53,120 very good. 770 00:30:53,400 --> 00:30:54,440 Carol Cox: Well, you deserve it. 771 00:30:54,440 --> 00:30:56,640 I know you've been doing an amazing job with 772 00:30:56,640 --> 00:30:58,520 your speaking because I've had Katie, 773 00:30:58,680 --> 00:31:00,760 uh, there in the audience and she has told me 774 00:31:00,920 --> 00:31:04,200 about it. So congratulations on your success. 775 00:31:04,270 --> 00:31:05,630 I'd love to see it. 776 00:31:05,630 --> 00:31:07,270 And for those of you who are listening, if 777 00:31:07,270 --> 00:31:08,790 you would like to join us in our Thought 778 00:31:08,830 --> 00:31:10,870 Leader Academy, you can get all of the 779 00:31:10,870 --> 00:31:13,670 details and apply at Speaking Your Brand 780 00:31:14,630 --> 00:31:16,670 Academy. Again, that's speaking your Brand 781 00:31:17,550 --> 00:31:20,190 Academy. Make sure to connect with Kelly on 782 00:31:20,190 --> 00:31:23,990 LinkedIn. I included her LinkedIn profile 783 00:31:24,190 --> 00:31:25,470 link here in the show notes. 784 00:31:25,510 --> 00:31:26,990 I also connect with me if you haven't 785 00:31:26,990 --> 00:31:28,710 already, and you can also check out Kelly's 786 00:31:28,750 --> 00:31:31,470 website in the link in the show notes. 787 00:31:31,510 --> 00:31:33,070 Kelly, thank you so much for coming on the 788 00:31:33,070 --> 00:31:33,790 podcast. 789 00:31:33,950 --> 00:31:35,950 Kelly Mallery: Yeah, Carol, thank you so much for having me. 790 00:31:36,110 --> 00:31:39,150 I cannot recommend working with you enough. 791 00:31:39,150 --> 00:31:40,710 It has been such a wonderful, 792 00:31:40,710 --> 00:31:42,430 transformative experience, and I would really 793 00:31:42,430 --> 00:31:45,750 recommend it to anybody who wants to improve 794 00:31:45,750 --> 00:31:47,630 their messaging. And I'm just very grateful. 795 00:31:48,270 --> 00:31:50,070 Carol Cox: Oh well, thank you so much, Kelly. I it's 796 00:31:50,070 --> 00:31:52,110 been so fun to get to know you over this past 797 00:31:52,110 --> 00:31:54,030 year. Until next time. 798 00:31:54,030 --> 00:31:55,110 Thanks for listening.