1 00:00:00,080 --> 00:00:02,480 Carol Cox: If you want to attract more leads and clients 2 00:00:02,480 --> 00:00:04,240 from your speaking engagements, 3 00:00:04,240 --> 00:00:06,560 we're going to tell you how to approach your 4 00:00:06,560 --> 00:00:09,440 talks as a marketer so you increase your 5 00:00:09,440 --> 00:00:11,880 conversions. On this episode of the Speaking 6 00:00:11,880 --> 00:00:13,080 Your Brand podcast. 7 00:00:16,800 --> 00:00:19,400 More and more women are making an impact by 8 00:00:19,400 --> 00:00:22,120 starting businesses, running for office and 9 00:00:22,120 --> 00:00:24,040 speaking up for what matters. 10 00:00:24,360 --> 00:00:27,120 With my background as a TV political analyst, 11 00:00:27,160 --> 00:00:28,720 entrepreneur, and speaker, 12 00:00:28,960 --> 00:00:31,680 I interview and coach purpose driven women to 13 00:00:31,720 --> 00:00:34,240 shape their brands, grow their companies, 14 00:00:34,240 --> 00:00:37,080 and become recognized as influencers in their 15 00:00:37,080 --> 00:00:40,280 field. This is speaking your brand, 16 00:00:40,280 --> 00:00:42,720 your place to learn how to persuasively 17 00:00:42,720 --> 00:00:45,920 communicate your message to your audience. 18 00:00:47,040 --> 00:00:48,760 Welcome to the Speaking Your Brand podcast. 19 00:00:48,760 --> 00:00:50,040 I'm your host, Carol Cox, 20 00:00:50,160 --> 00:00:51,960 joined again today by our lead speaking 21 00:00:51,960 --> 00:00:53,000 coach, Diane Diaz. Hi, 22 00:00:53,040 --> 00:00:53,760 Diane. 23 00:00:53,800 --> 00:00:54,720 Diane Diaz: Hello, Carol. 24 00:00:55,080 --> 00:00:58,480 Carol Cox: This is part two of our new two part series 25 00:00:58,480 --> 00:01:01,680 to help you see how you can integrate 26 00:01:01,680 --> 00:01:04,640 speaking into your marketing strategy and how 27 00:01:04,640 --> 00:01:07,680 to approach creating your talks as a 28 00:01:07,680 --> 00:01:09,800 marketer. So if you haven't listened to part 29 00:01:09,840 --> 00:01:11,880 one, you can go back and listen to that after 30 00:01:11,880 --> 00:01:13,760 this one. They don't have to go necessarily 31 00:01:13,760 --> 00:01:14,880 in any particular order, 32 00:01:14,880 --> 00:01:17,400 but they do go really well together. 33 00:01:17,400 --> 00:01:18,680 So in this episode today, 34 00:01:18,680 --> 00:01:21,280 we're going to help you improve the 35 00:01:21,280 --> 00:01:23,640 likelihood that you're going to get leads and 36 00:01:23,640 --> 00:01:25,440 clients from your presentations. 37 00:01:25,440 --> 00:01:27,280 So if you're out there delivering 38 00:01:27,280 --> 00:01:29,040 presentations at conferences, 39 00:01:29,040 --> 00:01:30,920 maybe at local groups or at events that 40 00:01:30,920 --> 00:01:33,640 you're speaking at, most likely you want to 41 00:01:33,680 --> 00:01:35,880 get leads and clients from them. 42 00:01:35,880 --> 00:01:38,800 And we know that most event organizers and 43 00:01:38,800 --> 00:01:41,320 most conferences nowadays say something like 44 00:01:41,320 --> 00:01:43,360 no selling from the stage. 45 00:01:43,520 --> 00:01:44,640 And we understand why, 46 00:01:44,680 --> 00:01:47,280 because no audience wants to sit through a 47 00:01:47,280 --> 00:01:49,920 sales pitch. And we can say this, 48 00:01:49,920 --> 00:01:51,640 Diane and I, because we are marketers, 49 00:01:51,640 --> 00:01:54,040 but marketers ruin everything. 50 00:01:55,400 --> 00:01:55,960 Diane Diaz: So what. 51 00:01:56,400 --> 00:01:58,120 Carol Cox: Like ten plus years ago, 52 00:01:58,360 --> 00:02:00,240 is that marketers decided, 53 00:02:00,240 --> 00:02:02,240 well, public speaking is a great channel for 54 00:02:02,280 --> 00:02:04,120 marketing. And yes, it is. 55 00:02:04,160 --> 00:02:05,200 It certainly is. 56 00:02:05,240 --> 00:02:07,360 But then they decided to go give a talk, 57 00:02:07,480 --> 00:02:10,520 which was like an I have all the secrets that 58 00:02:10,520 --> 00:02:12,640 I'm going to teach you for all the things 59 00:02:12,640 --> 00:02:13,680 that you need to know, 60 00:02:13,680 --> 00:02:15,840 but the only way you can get my secrets is if 61 00:02:15,880 --> 00:02:19,080 you buy my program for $5 or whatever, 62 00:02:19,800 --> 00:02:21,960 right? Yeah, that kind of icky stuff. 63 00:02:22,000 --> 00:02:22,240 Diane Diaz: Yeah. 64 00:02:22,280 --> 00:02:23,720 Carol Cox: And conference organizers, 65 00:02:23,720 --> 00:02:24,880 rightfully so, were like, 66 00:02:24,880 --> 00:02:27,240 no, we don't want sessions like that. 67 00:02:27,240 --> 00:02:29,040 That is not serving our audience. And we 68 00:02:29,080 --> 00:02:30,200 completely agree. 69 00:02:30,440 --> 00:02:33,480 But then what ends up happening is that you 70 00:02:33,480 --> 00:02:36,040 go out and deliver your presentation, 71 00:02:36,040 --> 00:02:37,720 and there's nothing in there, 72 00:02:38,040 --> 00:02:40,440 or there's so little in there that the 73 00:02:40,440 --> 00:02:43,720 audience has no clue that you even provide 74 00:02:43,720 --> 00:02:45,600 the service that you do. 75 00:02:45,920 --> 00:02:47,160 Now, I know you're thinking, 76 00:02:47,160 --> 00:02:49,000 well, come on, like the audience knows, 77 00:02:49,000 --> 00:02:50,200 I'm there as a speaker. 78 00:02:50,200 --> 00:02:53,200 They see my business name on my title slide. 79 00:02:53,200 --> 00:02:55,600 They see the logo on my slide. 80 00:02:55,600 --> 00:02:58,240 Certainly. No, they know that they could hire 81 00:02:58,370 --> 00:03:00,850 me, and they don't know that the audience 82 00:03:00,850 --> 00:03:02,490 does not put two and two together. 83 00:03:02,690 --> 00:03:04,970 They think you're they're just doing a public 84 00:03:04,970 --> 00:03:07,730 service for that group or that conference, 85 00:03:07,730 --> 00:03:09,250 just out of the goodness of your heart. And 86 00:03:09,250 --> 00:03:11,650 you are for sure you want to provide them 87 00:03:11,650 --> 00:03:13,250 with valuable content, 88 00:03:13,250 --> 00:03:15,610 but they you have to put two and two together 89 00:03:15,610 --> 00:03:17,970 for them, and you have to do it in a 90 00:03:17,970 --> 00:03:19,290 strategic way. 91 00:03:19,650 --> 00:03:21,490 So that, number one, you're not selling from 92 00:03:21,490 --> 00:03:23,250 the stage because we don't want to, you know, 93 00:03:23,290 --> 00:03:24,890 make anyone upset about that. 94 00:03:24,890 --> 00:03:26,570 But actually that doesn't really work. 95 00:03:26,570 --> 00:03:29,370 But so that you're doing it in service of you 96 00:03:29,370 --> 00:03:31,930 and your business, but also in service of the 97 00:03:31,930 --> 00:03:35,010 audience. So, Diane, I know that you've been 98 00:03:35,010 --> 00:03:36,570 to a lot of groups, you've been to a lot of 99 00:03:36,570 --> 00:03:39,250 conferences, you've seen a lot of speakers 100 00:03:39,250 --> 00:03:40,410 over the years. 101 00:03:40,650 --> 00:03:42,770 What are some of the things that you see them 102 00:03:42,770 --> 00:03:47,090 doing that ends up harming or lessening their 103 00:03:47,090 --> 00:03:49,290 opportunity to get leads and clients from 104 00:03:49,290 --> 00:03:50,370 their presentations? 105 00:03:51,610 --> 00:03:54,850 Diane Diaz: Yeah. Um, I have been to many a presentation. 106 00:03:54,890 --> 00:03:58,050 Um, I think one thing and this comes up with 107 00:03:58,050 --> 00:04:00,330 our clients a lot, is that they'll be they 108 00:04:00,330 --> 00:04:02,650 are experts in their field at what they do. 109 00:04:02,690 --> 00:04:04,090 They know a lot of information. 110 00:04:04,090 --> 00:04:05,930 And I think we all have this tendency that we 111 00:04:05,930 --> 00:04:07,770 want to teach as much as we can, 112 00:04:07,810 --> 00:04:09,210 share as much as we can, 113 00:04:09,210 --> 00:04:10,850 give them as much information as we can. And 114 00:04:10,850 --> 00:04:12,450 that is a very noble endeavor. 115 00:04:12,770 --> 00:04:14,770 But we sort of get stuck there, 116 00:04:14,770 --> 00:04:16,570 as you say, stuck in the expert trap where we 117 00:04:16,610 --> 00:04:18,810 are just teaching, teaching, 118 00:04:18,850 --> 00:04:21,890 teaching. But we're not we're not telling 119 00:04:21,890 --> 00:04:23,450 them what we do. We're not telling them that 120 00:04:23,450 --> 00:04:25,090 we do this work. We're not telling them why 121 00:04:25,090 --> 00:04:26,530 they even need our help. 122 00:04:26,570 --> 00:04:28,410 Right. So we're just teaching instead of 123 00:04:28,410 --> 00:04:30,690 inspiring, instead of helping them look at 124 00:04:30,690 --> 00:04:33,010 the topic in a different way that might cause 125 00:04:33,010 --> 00:04:34,130 them to need our help. 126 00:04:34,170 --> 00:04:37,730 Right? So we sort of teach and instruct and 127 00:04:37,730 --> 00:04:39,610 we because we feel comfortable there. 128 00:04:39,850 --> 00:04:41,770 And I think we're all we're all guilty of 129 00:04:41,810 --> 00:04:44,930 that at some time in our speaking journey. 130 00:04:45,170 --> 00:04:48,530 Um, and then a whole bunch of information 131 00:04:48,530 --> 00:04:50,210 like an information download. 132 00:04:50,250 --> 00:04:53,410 Right. So we just unleash all of this because 133 00:04:53,410 --> 00:04:54,690 we have to give them value. 134 00:04:54,890 --> 00:04:57,010 We have to give them the goods We and 135 00:04:57,010 --> 00:04:59,290 sometimes we give them the thing that could 136 00:04:59,290 --> 00:05:00,330 be the call to action. 137 00:05:00,330 --> 00:05:01,450 We give them that too. 138 00:05:01,730 --> 00:05:03,930 And so now we've missed an opportunity. 139 00:05:04,250 --> 00:05:07,170 And they are they necessarily going to do all 140 00:05:07,170 --> 00:05:08,930 the work themselves? Probably not. 141 00:05:08,930 --> 00:05:10,450 But we've given them everything and they 142 00:05:10,450 --> 00:05:12,210 don't know that we do that work. Right. 143 00:05:13,210 --> 00:05:17,250 And we haven't connected them to the message 144 00:05:17,250 --> 00:05:18,290 that we're sharing. 145 00:05:18,290 --> 00:05:21,330 There's no sort of emotional connection or 146 00:05:21,690 --> 00:05:25,570 reason why they would trust us to help them 147 00:05:25,570 --> 00:05:28,370 with this. We've not built rapport with them. 148 00:05:28,410 --> 00:05:29,730 There's no storytelling, 149 00:05:29,770 --> 00:05:31,690 right? There's no we need emotional 150 00:05:31,690 --> 00:05:34,650 connection. Even when you're making posts on 151 00:05:34,650 --> 00:05:36,850 LinkedIn or you're writing a blog, 152 00:05:36,890 --> 00:05:38,650 you've got to have some sort of emotional 153 00:05:38,650 --> 00:05:40,930 connection that is part of good branding. 154 00:05:41,210 --> 00:05:42,970 So building emotion into your talk is 155 00:05:42,970 --> 00:05:44,370 important. But we forget to do that because 156 00:05:44,370 --> 00:05:46,290 we're busy teaching, right? We're just given 157 00:05:46,290 --> 00:05:49,850 all the facts and then we are not showing 158 00:05:49,850 --> 00:05:53,610 them how, like connecting the dots between 159 00:05:54,050 --> 00:05:55,730 they have this issue, they're struggling with 160 00:05:55,730 --> 00:05:57,010 that we We know that they have. 161 00:05:57,490 --> 00:06:00,970 We have a solution to offer and we're part of 162 00:06:01,010 --> 00:06:02,970 that solution. We don't make that clear to 163 00:06:03,010 --> 00:06:05,330 them because again, we're busy teaching them. 164 00:06:05,850 --> 00:06:07,490 Step one, step two, step three of this, 165 00:06:07,490 --> 00:06:09,170 this way that we know it could be better, 166 00:06:09,690 --> 00:06:11,210 but we never tell them, like, well, 167 00:06:11,250 --> 00:06:12,970 how is that related to the problem that 168 00:06:12,970 --> 00:06:14,850 you're struggling with and how I can help you 169 00:06:14,850 --> 00:06:16,730 with that? That's not clear to them. 170 00:06:16,770 --> 00:06:20,610 We I think we we often think that people are 171 00:06:20,610 --> 00:06:22,290 going to get the connection, 172 00:06:22,770 --> 00:06:24,530 but they, they might be in a conference where 173 00:06:24,530 --> 00:06:26,410 they've heard multiple people speak. They're 174 00:06:26,410 --> 00:06:28,010 forgetting like what they already heard. They 175 00:06:28,010 --> 00:06:29,690 can't remember what this person do. 176 00:06:29,730 --> 00:06:32,770 What does that person do? Or they're they've 177 00:06:32,770 --> 00:06:34,210 got other things that they're thinking about. 178 00:06:34,210 --> 00:06:35,490 And because we haven't made that emotional 179 00:06:35,490 --> 00:06:37,250 connection now, they're not they're not at 180 00:06:37,250 --> 00:06:41,370 all, uh, bought into our message or to who we 181 00:06:41,370 --> 00:06:44,210 are. So those are the things that I think 182 00:06:44,210 --> 00:06:47,690 keep a good speaker from taking a they might 183 00:06:47,690 --> 00:06:49,530 be a phenomenal speaker, 184 00:06:49,530 --> 00:06:50,770 but it isn't converting. 185 00:06:51,010 --> 00:06:52,930 It isn't getting any clients because they 186 00:06:52,930 --> 00:06:56,170 haven't walked the audience down this path 187 00:06:56,330 --> 00:06:58,690 and gotten the buy in and given them some 188 00:06:58,730 --> 00:07:00,970 sort of reason why they should care. 189 00:07:01,650 --> 00:07:04,210 Carol Cox: And Diane, I'm going to have you share the 190 00:07:04,370 --> 00:07:06,490 success that we had with one of your speaking 191 00:07:06,490 --> 00:07:09,970 engagements not too long ago that we that we 192 00:07:09,970 --> 00:07:11,170 mentioned in part one. 193 00:07:11,170 --> 00:07:12,770 So I'm going to have you go through that and 194 00:07:12,770 --> 00:07:14,570 mention some of the things that you that you 195 00:07:14,570 --> 00:07:16,930 did in that presentation where we ended up 196 00:07:16,930 --> 00:07:19,690 getting three clients right off the bat right 197 00:07:19,690 --> 00:07:20,930 there at the event. 198 00:07:20,930 --> 00:07:22,570 So we're so we're going to come back to that 199 00:07:22,570 --> 00:07:24,690 in just a moment. But before we do that, 200 00:07:24,690 --> 00:07:27,610 I want to think about this idea of giving the 201 00:07:27,610 --> 00:07:29,090 audience a lot of information. 202 00:07:29,290 --> 00:07:31,690 And here's what happens with event organizers 203 00:07:31,690 --> 00:07:33,850 and event organizers tell their speakers, 204 00:07:34,250 --> 00:07:37,050 we really want to have you to give actionable 205 00:07:37,090 --> 00:07:38,490 takeaways to deliver. 206 00:07:38,490 --> 00:07:39,130 Diane Diaz: Value. 207 00:07:39,170 --> 00:07:40,890 Carol Cox: Deliver value, give them actionable 208 00:07:40,890 --> 00:07:43,490 takeaways, tips and tactics and strategies 209 00:07:43,490 --> 00:07:44,810 that they can use right away. 210 00:07:45,130 --> 00:07:47,290 And certainly we want to give our audience 211 00:07:47,290 --> 00:07:50,170 value. We've been doing this long enough our 212 00:07:50,170 --> 00:07:52,570 own presentations, clients presentations. 213 00:07:52,570 --> 00:07:54,050 We've sat in enough of them. 214 00:07:54,300 --> 00:07:58,140 We are all overloaded with information. 215 00:07:58,580 --> 00:08:00,340 I mean, literally, I was telling Diane before 216 00:08:00,340 --> 00:08:02,300 we started this that there are some days I 217 00:08:02,340 --> 00:08:04,220 can't even listen to podcasts when I'm 218 00:08:04,260 --> 00:08:06,140 cooking, even though I usually do that 219 00:08:06,140 --> 00:08:08,180 because my brain is so full. 220 00:08:08,380 --> 00:08:09,740 Yeah, I can't do that. 221 00:08:09,780 --> 00:08:12,620 Our brains are full and we have any 222 00:08:12,620 --> 00:08:16,740 information that we want literally at a press 223 00:08:16,740 --> 00:08:18,540 of a button. I mean, we've always had we've 224 00:08:18,540 --> 00:08:20,540 had Google search for 20 plus years. 225 00:08:20,540 --> 00:08:22,340 We have YouTube, we have social media now. 226 00:08:22,340 --> 00:08:22,660 We have. 227 00:08:22,860 --> 00:08:22,940 Diane Diaz: We. 228 00:08:22,980 --> 00:08:26,740 Carol Cox: Have AI. So like there's information your 229 00:08:26,740 --> 00:08:29,900 audience has plenty of here's what audiences 230 00:08:29,900 --> 00:08:33,940 want. They want to understand themselves 231 00:08:33,940 --> 00:08:37,980 better. They they want to understand the 232 00:08:37,980 --> 00:08:41,380 world around them and where they fit in. 233 00:08:42,100 --> 00:08:43,700 Now, I don't necessarily mean the global 234 00:08:43,700 --> 00:08:45,580 world or even the United States. 235 00:08:45,580 --> 00:08:48,260 What's going on politically or culturally or 236 00:08:48,460 --> 00:08:51,060 with. I'm not even including that. 237 00:08:51,300 --> 00:08:54,220 But they want to know within your topic, 238 00:08:54,660 --> 00:08:56,500 within the industry that you're in, 239 00:08:57,380 --> 00:08:59,980 within the niche that you talk to, 240 00:09:00,020 --> 00:09:02,060 the types of audiences that you talk to, 241 00:09:02,980 --> 00:09:05,060 how can they understand what's working for 242 00:09:05,060 --> 00:09:08,020 them and what's not, and why is it not 243 00:09:08,020 --> 00:09:10,340 working? What are they not seeing because 244 00:09:10,340 --> 00:09:12,580 they're too close to it or they're not the 245 00:09:12,580 --> 00:09:15,180 expert. They haven't been in your in your 246 00:09:15,180 --> 00:09:17,100 shoes or in your space for that long. 247 00:09:17,580 --> 00:09:18,820 That's what they want. 248 00:09:18,860 --> 00:09:20,820 They want your lessons, 249 00:09:20,820 --> 00:09:23,220 what you see as possible for them. 250 00:09:23,660 --> 00:09:26,700 They don't need a whole nother workbook of 251 00:09:26,700 --> 00:09:29,420 actionable takeaways that now they're like, 252 00:09:29,460 --> 00:09:32,300 oh my gosh, more work that I have to go do. 253 00:09:32,420 --> 00:09:34,300 Because then guess what? They're not making 254 00:09:34,300 --> 00:09:36,620 that emotional connection that Diane just 255 00:09:36,620 --> 00:09:39,060 mentioned between you as someone you can 256 00:09:39,060 --> 00:09:42,260 help, who can help them in the content that 257 00:09:42,260 --> 00:09:45,100 you shared, you want them to know that they 258 00:09:45,100 --> 00:09:47,220 can trust you and rely on you, 259 00:09:47,220 --> 00:09:48,900 that you've got their back, 260 00:09:48,940 --> 00:09:50,060 that you can help them. 261 00:09:50,060 --> 00:09:52,260 And that's what a great talk does for the 262 00:09:52,380 --> 00:09:52,860 audience. 263 00:09:52,900 --> 00:09:53,940 Diane Diaz: Yes, yes. 264 00:09:55,340 --> 00:09:58,380 Carol Cox: All right. So if we so hopefully you 265 00:09:58,380 --> 00:10:00,220 understand now about this idea that you're 266 00:10:00,220 --> 00:10:01,980 not providing them with a whole bunch of 267 00:10:01,980 --> 00:10:04,820 information or a whole bunch of tactics and 268 00:10:04,820 --> 00:10:06,060 strategies, just like, 269 00:10:06,060 --> 00:10:08,500 okay, here's ten things that you can do to do 270 00:10:08,500 --> 00:10:10,980 x, y, z. You need to curate it, 271 00:10:11,300 --> 00:10:13,060 and you need to bucket it into things that 272 00:10:13,060 --> 00:10:15,060 they can understand and that they can take 273 00:10:15,060 --> 00:10:17,380 with them. That is easy for them, 274 00:10:17,420 --> 00:10:19,660 again, to kind of reflect and then move 275 00:10:19,660 --> 00:10:22,220 forward. And so once you start thinking about 276 00:10:22,220 --> 00:10:23,940 that, that's how you're starting to think 277 00:10:23,940 --> 00:10:26,820 about your presentations as a marketer, 278 00:10:26,860 --> 00:10:29,700 not as an information provider, 279 00:10:29,820 --> 00:10:31,300 because it's not just it's not about the 280 00:10:31,300 --> 00:10:33,180 information. It's about why you are the 281 00:10:33,180 --> 00:10:35,060 person who is delivering this, 282 00:10:35,300 --> 00:10:36,660 why they can trust you, 283 00:10:36,660 --> 00:10:38,660 and why you are the person to help you 284 00:10:38,660 --> 00:10:39,780 because you're creating. 285 00:10:39,780 --> 00:10:42,540 You want to create demand for what you do. 286 00:10:42,580 --> 00:10:44,180 You don't want to want to just give them the 287 00:10:44,180 --> 00:10:45,500 whole bunch of information. 288 00:10:45,540 --> 00:10:48,700 Now, the caveat to this is that if you are 289 00:10:48,740 --> 00:10:51,140 being hired to do a paid workshop, 290 00:10:51,140 --> 00:10:52,780 so maybe a company hires you, 291 00:10:52,780 --> 00:10:55,820 or some type of group or association hires 292 00:10:55,820 --> 00:10:57,380 you to do a paid workshop. 293 00:10:57,380 --> 00:10:59,860 And you know, you have 2 hours or 4 hours or 294 00:10:59,900 --> 00:11:02,100 a full day. Certainly that's a whole 295 00:11:02,100 --> 00:11:03,660 different thing and a whole different way to 296 00:11:03,700 --> 00:11:06,260 approach what you're doing versus a 297 00:11:07,460 --> 00:11:09,660 definitely a keynote, but even a free talk 298 00:11:09,660 --> 00:11:11,420 that you're giving at a conference or a 299 00:11:11,420 --> 00:11:14,020 group, you're not there to provide a whole 300 00:11:14,020 --> 00:11:16,020 bunch of training that you would do in a paid 301 00:11:16,020 --> 00:11:18,220 setting. You have to differentiate what you 302 00:11:18,220 --> 00:11:19,980 do for pay versus what you do for lead 303 00:11:19,980 --> 00:11:20,780 generation. 304 00:11:21,420 --> 00:11:23,580 Diane Diaz: Yeah, I would say like a workshop is very 305 00:11:23,580 --> 00:11:25,660 information driven, right? 306 00:11:25,700 --> 00:11:27,660 Whereas a keynote talk, 307 00:11:27,660 --> 00:11:29,420 but also a lead generation talk, those are 308 00:11:29,420 --> 00:11:31,860 more inspiration and aspiration. 309 00:11:31,900 --> 00:11:36,540 Right? Is like helping them understand how to 310 00:11:36,580 --> 00:11:38,380 get to what they aspire to be, 311 00:11:38,380 --> 00:11:40,500 to do, to have happen. 312 00:11:40,740 --> 00:11:42,260 Right. So that's what we want to do. 313 00:11:42,300 --> 00:11:44,940 Not the instruction, not the information. 314 00:11:45,260 --> 00:11:48,460 Carol Cox: Exactly. Because then your call to action at 315 00:11:48,460 --> 00:11:50,660 the end of your lead generation talk is if 316 00:11:50,660 --> 00:11:52,140 you want, if you need help, 317 00:11:52,180 --> 00:11:53,300 if you want to go further, 318 00:11:53,300 --> 00:11:54,580 if you want to go deeper, 319 00:11:54,820 --> 00:11:57,700 I offer either the services or these programs 320 00:11:57,700 --> 00:11:59,700 or these trainings or whatever it happens to 321 00:11:59,740 --> 00:12:02,140 be, so that they can then pay you for those 322 00:12:02,140 --> 00:12:03,220 things. Yes. 323 00:12:03,620 --> 00:12:05,380 So we have if you've been listening to this 324 00:12:05,380 --> 00:12:07,300 podcast for a while, we have our signature 325 00:12:07,300 --> 00:12:08,660 Talk Canvas framework, 326 00:12:08,660 --> 00:12:10,700 which is a framework that we developed years 327 00:12:10,700 --> 00:12:13,460 ago, and we use it with all of our clients in 328 00:12:13,460 --> 00:12:15,860 the VIP days that we hold with them. 329 00:12:15,900 --> 00:12:18,540 We also use it at our speaking workshops, 330 00:12:18,540 --> 00:12:21,140 our in-person speaking workshops where we 331 00:12:21,140 --> 00:12:23,020 provide all the materials, and then we guide 332 00:12:23,020 --> 00:12:26,060 and prompt the attendees to fill out the 333 00:12:26,060 --> 00:12:27,740 signature talk canvas on their own board. 334 00:12:27,740 --> 00:12:29,980 It's so, so much fun and they do a great job 335 00:12:29,980 --> 00:12:33,740 with it. And how we develop that is that it's 336 00:12:33,740 --> 00:12:36,940 based on classic three act story structure, 337 00:12:36,940 --> 00:12:39,700 because as humans, that's how we understand 338 00:12:39,700 --> 00:12:42,460 and consume and remember information is 339 00:12:42,460 --> 00:12:45,020 through classic story arc, 340 00:12:45,020 --> 00:12:47,540 narrative arc. That's the stories we've heard 341 00:12:47,660 --> 00:12:49,660 growing up for basically our entire lives. 342 00:12:49,660 --> 00:12:51,110 So it's based on that. 343 00:12:51,110 --> 00:12:53,790 But with marketing, sales and consumer 344 00:12:53,790 --> 00:12:57,230 psychology interwoven into the framework, 345 00:12:57,230 --> 00:12:59,790 this is what makes it so effective for 346 00:12:59,990 --> 00:13:01,830 whether you're doing a keynote or a lead 347 00:13:01,830 --> 00:13:03,910 generation presentation. 348 00:13:04,110 --> 00:13:07,390 And so there's act one is what we call that. 349 00:13:07,390 --> 00:13:08,990 You're setting up the issue. So what is the 350 00:13:08,990 --> 00:13:10,030 issue for the audience. 351 00:13:10,190 --> 00:13:11,670 Act two is what is your idea. 352 00:13:11,670 --> 00:13:13,710 So what is your approach to solving the 353 00:13:13,710 --> 00:13:15,270 problem the audience has. 354 00:13:15,270 --> 00:13:17,550 So that's your framework or your key lessons 355 00:13:17,550 --> 00:13:19,510 or your stages or what have you. 356 00:13:19,510 --> 00:13:21,670 And then act three is your inspiration. 357 00:13:21,670 --> 00:13:23,310 So you're leaving the audience with the next 358 00:13:23,310 --> 00:13:25,590 steps and inspiring them. 359 00:13:25,590 --> 00:13:27,110 And then your call to action. 360 00:13:27,870 --> 00:13:29,150 Here's what happens. 361 00:13:29,350 --> 00:13:32,950 At almost every talk that Diane and I go and 362 00:13:32,950 --> 00:13:34,790 see where there's a speaker there, 363 00:13:35,350 --> 00:13:38,950 they completely skip act one. 364 00:13:39,190 --> 00:13:41,070 Now, to be fair, they don't know about our 365 00:13:41,070 --> 00:13:42,710 framework, so they don't even know that an 366 00:13:42,710 --> 00:13:43,870 act one exists. Right? 367 00:13:43,910 --> 00:13:45,670 Like, I would love for the whole world to 368 00:13:45,710 --> 00:13:47,150 know to know about our framework, 369 00:13:47,150 --> 00:13:49,710 because I think it would make us all as as 370 00:13:49,750 --> 00:13:52,390 audience members. Be much happier sitting in 371 00:13:52,390 --> 00:13:53,710 those seats. But they don't. 372 00:13:53,750 --> 00:13:54,870 They skip act one. 373 00:13:54,870 --> 00:13:56,390 They don't even know that it exists. 374 00:13:56,390 --> 00:13:58,230 So they just dive straight into their 375 00:13:58,230 --> 00:14:00,590 content, straight into like solving their 376 00:14:00,590 --> 00:14:02,870 problem, which is the teaching. 377 00:14:02,910 --> 00:14:04,470 Like, here's all the stuff that I'm going to 378 00:14:04,470 --> 00:14:06,910 teach you. So, Diane, let's back up. 379 00:14:07,470 --> 00:14:11,230 Tell us why act one is so essential and what 380 00:14:11,230 --> 00:14:12,710 are the elements of act one? 381 00:14:12,710 --> 00:14:14,230 What are we building towards? 382 00:14:15,110 --> 00:14:17,990 Diane Diaz: Yes, I love act one because it is, 383 00:14:19,110 --> 00:14:20,790 you know, think about a presentation you've 384 00:14:20,790 --> 00:14:23,590 been to where the very first thing and slide 385 00:14:23,590 --> 00:14:25,830 is. Hi, I'm so and so and I work for this 386 00:14:25,830 --> 00:14:27,510 company and I do this and this and this and 387 00:14:27,510 --> 00:14:29,670 this and I have this many years and I'm like, 388 00:14:29,710 --> 00:14:33,670 whoa, whoa, whoa I don't even know what like 389 00:14:33,710 --> 00:14:35,030 why are you telling me all that? 390 00:14:35,030 --> 00:14:36,790 Right? Like, why do I care about this? 391 00:14:36,790 --> 00:14:40,790 So act one is important for I it's like a 392 00:14:40,790 --> 00:14:42,710 warm up for the audience in a way. 393 00:14:42,710 --> 00:14:45,470 Right. You're warming them up to you, 394 00:14:45,910 --> 00:14:49,750 and you are letting them know that you 395 00:14:50,630 --> 00:14:55,150 understand the goals that they have with 396 00:14:55,150 --> 00:14:57,150 regard to whatever the topic is. Right. You 397 00:14:57,150 --> 00:14:58,350 understand their goals, 398 00:14:58,350 --> 00:15:00,430 or you're asking them even their goals. 399 00:15:01,070 --> 00:15:02,150 So now you've got that, 400 00:15:02,870 --> 00:15:04,230 okay, we understand each other. You've got 401 00:15:04,230 --> 00:15:05,750 these goals. Then you're saying, 402 00:15:05,750 --> 00:15:08,190 but listen, I get that it's not easy to reach 403 00:15:08,190 --> 00:15:11,550 those goals. What are some of the challenges 404 00:15:11,550 --> 00:15:12,830 that you're facing now. 405 00:15:12,870 --> 00:15:14,510 They're either you're laying out those 406 00:15:14,510 --> 00:15:16,550 challenges or they're self-identifying. Oh my 407 00:15:16,550 --> 00:15:18,790 gosh time I can there's never enough time. 408 00:15:18,990 --> 00:15:20,910 Oh my gosh I don't know where to find good 409 00:15:20,910 --> 00:15:22,670 employees. Like where do I even look. 410 00:15:22,750 --> 00:15:25,470 Right. So everybody's getting out on the 411 00:15:25,470 --> 00:15:27,990 table and then people in the audience are. 412 00:15:28,030 --> 00:15:29,950 Yes. Yes, they're they're sort of like 413 00:15:29,990 --> 00:15:31,910 agreeing with that. Everybody's in agreement 414 00:15:31,950 --> 00:15:34,030 now. Like, okay, we have these goals, 415 00:15:34,190 --> 00:15:35,750 then these are the challenges to reaching 416 00:15:35,750 --> 00:15:38,510 them. Those are the challenges they see. 417 00:15:38,510 --> 00:15:39,950 They're on the surface. 418 00:15:40,110 --> 00:15:42,670 But you know, as the expert in this arena, 419 00:15:42,670 --> 00:15:43,950 whatever your field is, 420 00:15:43,950 --> 00:15:46,990 whatever the topic is that there is another 421 00:15:46,990 --> 00:15:49,790 issue, a deeper issue that they can't see. 422 00:15:50,230 --> 00:15:52,070 Because again, you're the expert up there 423 00:15:52,070 --> 00:15:54,110 talking about this and you're going to 424 00:15:54,110 --> 00:15:56,070 uncover that to them so that you say, 425 00:15:56,190 --> 00:15:57,790 listen, I know you're struggling with those 426 00:15:57,790 --> 00:15:58,910 things, but guess what? 427 00:15:58,910 --> 00:16:00,510 There's something you're missing. And they're 428 00:16:00,510 --> 00:16:01,710 like, what could that be? 429 00:16:01,870 --> 00:16:03,670 Right. So now they're like, 430 00:16:03,750 --> 00:16:05,470 and then when you reveal that, they're like, 431 00:16:05,470 --> 00:16:07,390 oh my God, she's right. 432 00:16:07,630 --> 00:16:09,030 I am missing that. 433 00:16:09,310 --> 00:16:12,190 And then of course, your storytelling along 434 00:16:12,190 --> 00:16:13,750 the way. Right. And this is where you start 435 00:16:13,750 --> 00:16:15,390 to build in your story. 436 00:16:15,430 --> 00:16:16,630 Why are you up there? 437 00:16:16,670 --> 00:16:18,550 Why do you even care about this topic? 438 00:16:19,030 --> 00:16:21,310 And you share that with them as well as your 439 00:16:21,310 --> 00:16:22,950 credibility to let them know. 440 00:16:22,990 --> 00:16:24,830 Like, here's why I'm talking about this, 441 00:16:25,590 --> 00:16:28,550 but it lets them warm up to who you are. 442 00:16:28,870 --> 00:16:30,870 You've already built rapport with them before 443 00:16:30,870 --> 00:16:32,030 you hit them with like, 444 00:16:32,070 --> 00:16:33,710 I'm this person, I've done this. 445 00:16:33,710 --> 00:16:35,590 I've worked with this many clients on this 446 00:16:35,590 --> 00:16:38,870 same issue. That's how I've developed this 447 00:16:39,110 --> 00:16:40,550 blah, blah, blah framework, 448 00:16:40,550 --> 00:16:43,470 right? So now they've already before you 449 00:16:43,470 --> 00:16:45,550 unleash the framework on them and the three 450 00:16:45,590 --> 00:16:48,430 steps for whatever they already bought into 451 00:16:48,430 --> 00:16:49,750 who you are. They're already. 452 00:16:49,790 --> 00:16:51,190 They already like you. You warmed up with 453 00:16:51,190 --> 00:16:52,470 story. You warmed up with audience 454 00:16:52,470 --> 00:16:55,550 engagement. You walked them down the path to 455 00:16:55,590 --> 00:16:57,150 build a relationship because they didn't know 456 00:16:57,150 --> 00:16:58,550 who you. I mean, some of them might come into 457 00:16:58,550 --> 00:17:01,190 the room knowing you, but most of the people 458 00:17:01,190 --> 00:17:02,950 don't know who you are or why you're there. 459 00:17:02,950 --> 00:17:04,750 So you build that relationship. 460 00:17:04,750 --> 00:17:06,630 Now you're going to give them some of the 461 00:17:06,630 --> 00:17:07,870 goods, right? 462 00:17:07,950 --> 00:17:09,270 Not all the goods, but you're going to give 463 00:17:09,270 --> 00:17:10,510 them some of the goods. You're still not 464 00:17:10,510 --> 00:17:12,750 going to be informational. 465 00:17:12,950 --> 00:17:15,110 You're still going to inspire them. But act 466 00:17:15,110 --> 00:17:19,710 one sets the stage for them even caring about 467 00:17:19,710 --> 00:17:20,670 your framework. 468 00:17:21,270 --> 00:17:22,550 Carol Cox: Yes. Yeah, exactly. 469 00:17:22,550 --> 00:17:26,070 And, you know, thinking about what setting 470 00:17:26,070 --> 00:17:28,190 all of this up in act one is that by the time 471 00:17:28,190 --> 00:17:30,790 the audience hears that they're excited for 472 00:17:30,790 --> 00:17:33,310 your solution, now, they want it like they 473 00:17:33,350 --> 00:17:34,550 are on the edge of their seat. 474 00:17:34,550 --> 00:17:36,950 They want to know how to solve this real 475 00:17:36,950 --> 00:17:38,510 problem that you've shown them. 476 00:17:38,510 --> 00:17:40,310 Because back to what I said earlier, 477 00:17:40,350 --> 00:17:42,470 they want to understand themselves better 478 00:17:42,750 --> 00:17:44,750 where they're getting stuck that they didn't 479 00:17:44,750 --> 00:17:47,440 recognize. And now you are providing that 480 00:17:47,440 --> 00:17:49,680 validation for where they're at, 481 00:17:49,680 --> 00:17:51,880 where they want to go. You're empathizing 482 00:17:51,880 --> 00:17:53,720 with what is challenging to them, 483 00:17:53,720 --> 00:17:55,480 and then you're showing them what's possible. 484 00:17:55,480 --> 00:17:58,200 So now they're eager and excited to continue 485 00:17:58,200 --> 00:17:59,920 to hear the rest of your presentation. 486 00:18:01,560 --> 00:18:03,160 All right. So I mentioned that we're going to 487 00:18:03,160 --> 00:18:06,000 come back to the presentation that Diane 488 00:18:06,040 --> 00:18:08,440 delivered at a women's local women's business 489 00:18:08,440 --> 00:18:11,120 group. And she did such an amazing job. 490 00:18:11,120 --> 00:18:13,880 And I got to be there in the audience and and 491 00:18:13,880 --> 00:18:15,680 see her. So I did a little bit of behind the 492 00:18:15,720 --> 00:18:17,560 scenes filming while I was there, but it was 493 00:18:17,560 --> 00:18:20,560 it was a full, full crowd for that. 494 00:18:20,560 --> 00:18:24,120 And because of the way that we used our 495 00:18:24,120 --> 00:18:25,560 framework with the act one, 496 00:18:25,600 --> 00:18:27,840 act two, act three, and planting the sale 497 00:18:27,840 --> 00:18:31,480 seeds and, and also had a very, 498 00:18:31,480 --> 00:18:35,800 very clear, a very clear offer with a sense 499 00:18:35,800 --> 00:18:38,720 of urgency behind it is why we got the three 500 00:18:38,720 --> 00:18:42,200 clients on the spot who paid and signed up 501 00:18:42,200 --> 00:18:44,400 for an upcoming workshop that we were 502 00:18:44,400 --> 00:18:45,480 holding. So, Diane. 503 00:18:45,520 --> 00:18:47,440 Let's go. Think about back to that 504 00:18:47,440 --> 00:18:51,080 presentation. How did you plant sales seeds 505 00:18:51,080 --> 00:18:55,240 in there so that it felt natural for you, 506 00:18:55,240 --> 00:18:57,360 but also just felt like the audience didn't 507 00:18:57,360 --> 00:18:59,040 even think about it. They didn't think about 508 00:18:59,040 --> 00:19:01,160 them as them being sales seeds. 509 00:19:01,720 --> 00:19:04,160 Diane Diaz: Well, one great way to do that is with client 510 00:19:04,160 --> 00:19:05,240 examples, right? 511 00:19:05,280 --> 00:19:07,440 And so we happen to have actual clients. 512 00:19:07,440 --> 00:19:10,400 So what I did was as I laid out my so the 513 00:19:10,400 --> 00:19:12,200 topic that I it was on personal branding. 514 00:19:12,200 --> 00:19:14,160 But I worked in storytelling because these 515 00:19:14,160 --> 00:19:15,920 things all build your personal brand. Right. 516 00:19:15,960 --> 00:19:19,320 So it was about um, it was making your 517 00:19:19,320 --> 00:19:21,640 personal brand raw instead of whisper. 518 00:19:21,680 --> 00:19:24,600 Right? So in the three things, 519 00:19:24,600 --> 00:19:26,800 I was sharing the three key points, 520 00:19:27,320 --> 00:19:28,560 which I can't remember off the top of my 521 00:19:28,560 --> 00:19:30,640 head, but I talked about storytelling. 522 00:19:30,640 --> 00:19:34,000 I talked about, um, I think your I think it 523 00:19:34,000 --> 00:19:35,280 might have been your brand voice canvas. I 524 00:19:35,280 --> 00:19:36,800 can't remember now, but I had the three 525 00:19:36,800 --> 00:19:39,000 things. And for each one of those three 526 00:19:39,000 --> 00:19:42,160 things, I tried to think of a client example 527 00:19:42,160 --> 00:19:45,240 where I knew like that was sort of the main 528 00:19:45,280 --> 00:19:47,360 thing that that particular client got out of 529 00:19:47,360 --> 00:19:48,800 it when we worked together, 530 00:19:48,920 --> 00:19:50,800 or when they came to our workshop or whatever 531 00:19:50,800 --> 00:19:53,040 the, the, the way that we worked with them. 532 00:19:53,040 --> 00:19:57,560 And so I told that client's story and how 533 00:19:57,560 --> 00:20:00,480 applying this thing that I just shared with 534 00:20:00,520 --> 00:20:02,200 the audience about, let's say, 535 00:20:02,240 --> 00:20:06,000 storytelling, how a client in my example, 536 00:20:06,040 --> 00:20:08,880 how she had to change her whole story of what 537 00:20:08,880 --> 00:20:10,840 she was talking about, about herself because 538 00:20:10,840 --> 00:20:12,800 she was shifting her personal brand, 539 00:20:12,800 --> 00:20:14,880 I connected it back to personal branding. So 540 00:20:15,840 --> 00:20:19,000 actually illustrating with a real live client 541 00:20:19,000 --> 00:20:22,320 that they used the storytelling to shift 542 00:20:22,320 --> 00:20:24,760 their personal brand, to go from being a 543 00:20:24,760 --> 00:20:28,240 physician to being a healthcare advocate. 544 00:20:28,280 --> 00:20:29,800 Right. So it's a whole different type of 545 00:20:29,800 --> 00:20:31,360 story she's telling about herself, but it's 546 00:20:31,360 --> 00:20:34,360 based on her story. So I used actual client 547 00:20:34,360 --> 00:20:36,680 examples. Now I could have used my own 548 00:20:36,680 --> 00:20:38,400 examples, but in this case I'm trying to get 549 00:20:38,400 --> 00:20:39,600 clients right. 550 00:20:39,640 --> 00:20:42,120 So I wanted to show like that is showing that 551 00:20:42,120 --> 00:20:45,520 we do this work with people just like you in 552 00:20:45,520 --> 00:20:48,280 the audience. And here's the outcome they had 553 00:20:48,280 --> 00:20:51,040 from it. And it was not icky. 554 00:20:51,120 --> 00:20:53,560 I mean, I mentioned and let me tell you about 555 00:20:53,600 --> 00:20:54,880 a great example of this, 556 00:20:54,880 --> 00:20:56,160 our client, so-and-so, 557 00:20:56,200 --> 00:20:57,680 who came to our workshop. 558 00:20:58,120 --> 00:21:00,000 When she came to the workshop, she had this 559 00:21:00,000 --> 00:21:01,800 issue that she was dealing with, shifting her 560 00:21:01,840 --> 00:21:03,320 personal brand from being a physician to 561 00:21:03,400 --> 00:21:04,680 being a healthcare advocate. 562 00:21:05,120 --> 00:21:08,240 We worked together with her on XYZ, 563 00:21:08,880 --> 00:21:11,200 and then she was able to position her 564 00:21:11,200 --> 00:21:14,080 personal brand as this expert in health 565 00:21:14,120 --> 00:21:16,640 healthcare advocacy, because she went through 566 00:21:16,680 --> 00:21:19,280 it herself with her own personal situation. 567 00:21:19,560 --> 00:21:21,240 So now the audience knows, 568 00:21:21,240 --> 00:21:25,360 oh, what she's telling me this actual client 569 00:21:25,360 --> 00:21:28,560 worked on. Diane worked with this client on 570 00:21:28,600 --> 00:21:30,880 that. And there was the outcome. 571 00:21:31,240 --> 00:21:33,120 Never once did I mention, 572 00:21:33,720 --> 00:21:35,400 you know, during that time, 573 00:21:35,440 --> 00:21:37,360 like anything salesy or. 574 00:21:37,640 --> 00:21:39,240 And because she joined in this time. 575 00:21:39,280 --> 00:21:41,160 No, I just shared an example. 576 00:21:41,200 --> 00:21:42,320 That's all right. 577 00:21:42,360 --> 00:21:44,000 Then I went on to the next point. 578 00:21:44,000 --> 00:21:45,160 I talked about the point. 579 00:21:45,200 --> 00:21:46,760 Of course, I had audience engagement all 580 00:21:46,760 --> 00:21:48,480 along the way, raising their hands, 581 00:21:48,480 --> 00:21:51,160 answering questions shared another example of 582 00:21:51,160 --> 00:21:53,800 a different client that sort of met the 583 00:21:54,040 --> 00:21:55,720 whatever the particular topic was. 584 00:21:55,840 --> 00:21:57,480 So by sharing the examples, 585 00:21:58,040 --> 00:22:00,160 I'm mentioning the client that had the 586 00:22:00,160 --> 00:22:02,560 outcome and I'm saying like when I worked 587 00:22:02,560 --> 00:22:04,760 with so and so or when so and so came to our 588 00:22:04,760 --> 00:22:06,720 workshop, or when so and so was part of the 589 00:22:06,720 --> 00:22:07,880 Thought Leader Academy. 590 00:22:08,360 --> 00:22:09,640 So now the audience knows. 591 00:22:09,640 --> 00:22:11,080 Oh okay. Got it, got it, 592 00:22:11,080 --> 00:22:12,840 got it. Yes. She does this work. 593 00:22:12,880 --> 00:22:14,240 She worked with that client. 594 00:22:14,240 --> 00:22:16,120 So then when I get to the end and I'm making 595 00:22:16,120 --> 00:22:19,320 the call to action, they are already bought 596 00:22:19,320 --> 00:22:21,440 in to that I do this, I, 597 00:22:21,440 --> 00:22:23,120 they want to be part of this now. 598 00:22:23,720 --> 00:22:25,160 Carol Cox: Yes. And in this case, 599 00:22:25,280 --> 00:22:27,520 the the group that you were speaking at was 600 00:22:27,520 --> 00:22:29,840 okay for you to actually share with the 601 00:22:29,840 --> 00:22:31,760 audience that we had this workshop coming up 602 00:22:31,760 --> 00:22:32,840 a few weeks later. 603 00:22:32,920 --> 00:22:35,280 And so for people who wanted to register that 604 00:22:35,280 --> 00:22:37,640 they could and we I think we gave a discount 605 00:22:37,640 --> 00:22:39,320 code for them. 606 00:22:39,320 --> 00:22:41,240 If they registered that same day. 607 00:22:41,280 --> 00:22:41,970 Diane Diaz: That same day. 608 00:22:42,330 --> 00:22:44,570 Carol Cox: They got $100 off or whatever it happened to 609 00:22:44,570 --> 00:22:46,970 be. So that was a sense of urgency because we 610 00:22:46,970 --> 00:22:49,450 know people procrastinate or they delay, 611 00:22:49,450 --> 00:22:51,290 or they get busy doing something else when 612 00:22:51,290 --> 00:22:52,970 they get out of the event. 613 00:22:52,970 --> 00:22:54,450 So we wanted to give them that sense of 614 00:22:54,450 --> 00:22:56,730 urgency. The other thing that we did is that 615 00:22:56,730 --> 00:22:59,010 we used paper feedback forms. 616 00:22:59,050 --> 00:23:01,090 I know in this digital age we use that. 617 00:23:01,090 --> 00:23:02,610 So tell us a little bit about the feedback 618 00:23:02,610 --> 00:23:03,170 forms. 619 00:23:03,210 --> 00:23:04,490 Diane Diaz: Yes, I love the feedback form, 620 00:23:04,490 --> 00:23:05,730 especially now you. 621 00:23:05,890 --> 00:23:07,450 I wouldn't recommend using those if you speak 622 00:23:07,450 --> 00:23:09,010 to a large conference that you know, 623 00:23:09,050 --> 00:23:10,610 100 people, a thousand people, 624 00:23:10,610 --> 00:23:12,290 that's not going to work. But if you're 625 00:23:12,290 --> 00:23:14,570 talking to a group that's maybe 50, 626 00:23:14,610 --> 00:23:17,450 60, 70, 40, 20, right? 627 00:23:17,490 --> 00:23:18,730 It works great. 628 00:23:18,850 --> 00:23:21,730 So I make it part of a workbook. 629 00:23:21,770 --> 00:23:23,330 The workbook is super simple. Don't think 630 00:23:23,330 --> 00:23:25,290 anything complicated. It could be three 631 00:23:25,290 --> 00:23:27,650 pages, right? It could be your cover page, 632 00:23:27,770 --> 00:23:31,010 the one worksheet and then the feedback form. 633 00:23:31,250 --> 00:23:33,610 And so I put that on their chairs or at their 634 00:23:33,610 --> 00:23:35,850 place setting before the thing starts. 635 00:23:36,210 --> 00:23:38,210 And then I refer to this workbook and it's 636 00:23:38,210 --> 00:23:39,970 super simple stuff like whatever topic I'm 637 00:23:40,010 --> 00:23:41,930 talking about at that moment. The particular 638 00:23:41,930 --> 00:23:43,810 point now in your workbook, 639 00:23:43,810 --> 00:23:46,570 I want you to jot down the last time you 640 00:23:46,610 --> 00:23:48,050 heard a compelling story. 641 00:23:48,250 --> 00:23:49,650 Something simple. It doesn't have to be 642 00:23:49,650 --> 00:23:52,130 complicated. Then when I get to the end of my 643 00:23:52,130 --> 00:23:56,130 talk, I make the call to action offer before 644 00:23:56,130 --> 00:23:58,370 I take questions, before I say thank you and 645 00:23:58,370 --> 00:23:59,970 I'm done, I say. 646 00:23:59,970 --> 00:24:03,050 Now on the last page you'll notice a feedback 647 00:24:03,050 --> 00:24:05,010 form. I would love to get your feedback about 648 00:24:05,010 --> 00:24:06,530 my talk so I can improve upon it. 649 00:24:06,530 --> 00:24:09,370 You'll also notice at the bottom of the 650 00:24:09,370 --> 00:24:11,130 feedback form there are checkboxes. 651 00:24:11,330 --> 00:24:12,770 You can check that off if you want to be 652 00:24:12,770 --> 00:24:14,050 added to our email list. 653 00:24:14,050 --> 00:24:16,050 Or maybe you would like to refer me to speak 654 00:24:16,050 --> 00:24:18,410 somewhere else. Or maybe you'd like to set up 655 00:24:18,410 --> 00:24:20,010 a console call. So whatever your. 656 00:24:20,050 --> 00:24:21,930 Whatever you want your checkboxes to be. 657 00:24:22,130 --> 00:24:24,690 And then I tell them, now go ahead and fill 658 00:24:24,690 --> 00:24:27,130 that out. Hopefully if you have someone 659 00:24:27,330 --> 00:24:28,970 lovely assistant like Carol who is actually 660 00:24:28,970 --> 00:24:30,970 in attendance, Carol will come around and 661 00:24:30,970 --> 00:24:33,090 pick those up for you while I'm answering 662 00:24:33,090 --> 00:24:35,450 questions. So go ahead and fill those out. 663 00:24:35,450 --> 00:24:37,490 And then I show them like just tear off this 664 00:24:37,490 --> 00:24:38,930 page, right. 665 00:24:38,930 --> 00:24:40,490 And Carol will come around and collect those 666 00:24:40,490 --> 00:24:42,130 now. I'd be happy to answer any questions 667 00:24:42,130 --> 00:24:43,770 now. They are filling that out while I am 668 00:24:43,770 --> 00:24:46,170 taking questions. So my time is still going 669 00:24:46,170 --> 00:24:48,370 here, but they're doing their part. 670 00:24:48,370 --> 00:24:51,610 And if I tell if I say fill it out, 671 00:24:51,610 --> 00:24:53,010 they feel like they have to, 672 00:24:53,170 --> 00:24:54,850 right? Because I've told them to. 673 00:24:55,450 --> 00:24:57,170 So they most of them will do. 674 00:24:57,170 --> 00:24:58,690 Now, you're not going to get 100% of them 675 00:24:58,690 --> 00:25:00,050 back if you do. That's great. 676 00:25:00,050 --> 00:25:02,330 I don't know, we usually get what maybe like 677 00:25:02,370 --> 00:25:03,690 60%. 678 00:25:04,130 --> 00:25:05,330 Carol Cox: Yeah almost. Yeah. 679 00:25:05,370 --> 00:25:06,530 Almost two thirds. Yeah. 680 00:25:06,530 --> 00:25:09,530 Diane Diaz: That's fine. Um, and most people will at a 681 00:25:09,530 --> 00:25:11,410 minimum check off to be added to your email 682 00:25:11,410 --> 00:25:13,450 list. Great, great way to build your email 683 00:25:13,450 --> 00:25:15,730 list. A lot of them will say, 684 00:25:15,970 --> 00:25:18,690 uh, I'd like to set up a console call to just 685 00:25:18,690 --> 00:25:20,130 chat with you because maybe they don't want 686 00:25:20,130 --> 00:25:21,690 to come to the workshop that I just offered, 687 00:25:21,690 --> 00:25:23,450 but they maybe they have another thing that 688 00:25:23,450 --> 00:25:25,050 they'd like to work on. Great. 689 00:25:25,050 --> 00:25:26,490 And then that gives me the opportunity to 690 00:25:26,490 --> 00:25:28,450 follow up with them. It also, 691 00:25:28,490 --> 00:25:31,370 I love it because it gives me little. 692 00:25:31,810 --> 00:25:33,450 One of the spaces on there is, 693 00:25:33,610 --> 00:25:35,130 you know, well, one of them is like, what? 694 00:25:35,130 --> 00:25:38,050 What was the biggest thing you learned from 695 00:25:38,050 --> 00:25:39,290 today's workshop? Right? 696 00:25:39,330 --> 00:25:40,730 And they write down something. And then the 697 00:25:40,730 --> 00:25:42,170 other thing is like, what's some way that I 698 00:25:42,170 --> 00:25:44,450 can make it better? Usually most people will 699 00:25:44,450 --> 00:25:45,850 say, oh, actually, it was great. 700 00:25:45,850 --> 00:25:47,610 There's nothing to improve but that little. 701 00:25:47,610 --> 00:25:48,730 What did they learn? 702 00:25:48,730 --> 00:25:50,890 That's a little nugget you could put on your 703 00:25:50,890 --> 00:25:52,490 website, on your speaking page. 704 00:25:52,530 --> 00:25:55,050 Like, you know, Diane's talk was fabulous. 705 00:25:55,050 --> 00:25:56,850 I learned more about personal branding in one 706 00:25:56,850 --> 00:25:58,410 hour than I've learned in my whole life. 707 00:25:58,410 --> 00:26:00,810 Whatever. Put that on your speaker page. 708 00:26:00,970 --> 00:26:02,090 That's great. 709 00:26:02,090 --> 00:26:03,090 That's gold. 710 00:26:03,490 --> 00:26:05,250 Carol Cox: Yes, I love the paper feedback form. 711 00:26:05,250 --> 00:26:07,450 And I know that there are online services 712 00:26:07,450 --> 00:26:10,170 like talk a Dot that our clients have used, 713 00:26:10,170 --> 00:26:12,290 and they find a lot of success with those as 714 00:26:12,290 --> 00:26:14,090 well. So definitely try, 715 00:26:14,130 --> 00:26:16,610 try, you know, both the digital and the 716 00:26:16,610 --> 00:26:20,010 paper. I like the paper because they they 717 00:26:20,010 --> 00:26:21,730 feel kind of compelled to do it because they 718 00:26:21,730 --> 00:26:23,570 see the people around them filling it out. 719 00:26:23,610 --> 00:26:25,210 So they're more likely to fill it out. 720 00:26:25,210 --> 00:26:27,810 So you may get a higher response rate. 721 00:26:27,850 --> 00:26:29,970 Now as far as getting people to actually 722 00:26:29,970 --> 00:26:31,650 purchase something right then and there, if 723 00:26:31,650 --> 00:26:33,770 that is something either the event is going 724 00:26:33,810 --> 00:26:36,290 is okay with you doing and it's aligned with 725 00:26:36,290 --> 00:26:38,490 you do have something coming up that is a 726 00:26:38,490 --> 00:26:40,010 little bit more time sensitive. 727 00:26:40,210 --> 00:26:42,130 So what you can do is that. 728 00:26:42,170 --> 00:26:44,210 What I'll often do in the worksheet is have a 729 00:26:44,250 --> 00:26:47,090 QR code that goes to the sales page of, 730 00:26:47,130 --> 00:26:48,850 say, the workshop, so they can enter their 731 00:26:48,850 --> 00:26:50,690 credit card information right then and there. 732 00:26:50,730 --> 00:26:52,450 There's also a QR code on the slide. 733 00:26:52,450 --> 00:26:54,130 So whatever slide is up like the thank you 734 00:26:54,170 --> 00:26:55,970 slide that will go there. 735 00:26:56,210 --> 00:26:58,290 The other thing you can do is on your phone, 736 00:26:58,290 --> 00:27:00,050 you can have a payment app. 737 00:27:00,050 --> 00:27:02,850 So you can actually take the person's payment 738 00:27:02,850 --> 00:27:04,410 right then and there. 739 00:27:05,010 --> 00:27:06,530 I think I'm using square. 740 00:27:06,650 --> 00:27:08,450 So square is super easy to use. 741 00:27:08,450 --> 00:27:10,210 It's just an app that you download on your 742 00:27:10,210 --> 00:27:12,330 phone. You connect your business checking 743 00:27:12,330 --> 00:27:14,730 account and all of that through square and 744 00:27:14,730 --> 00:27:15,770 then you don't. 745 00:27:15,810 --> 00:27:17,890 And I we use stripe for most of our payment 746 00:27:17,890 --> 00:27:19,930 processing on the website. It doesn't matter. 747 00:27:19,970 --> 00:27:22,530 You just use square for the app on your 748 00:27:22,530 --> 00:27:25,050 phone. And we've actually used that and it 749 00:27:25,050 --> 00:27:27,010 has worked great. So there's a number of ways 750 00:27:27,010 --> 00:27:29,730 you can do it. Uh, so to encourage people to 751 00:27:29,770 --> 00:27:32,330 go ahead and take care of it then versus 752 00:27:32,330 --> 00:27:35,170 later. The other tip I have for you is that 753 00:27:35,330 --> 00:27:37,250 if, say, after you're done with your 754 00:27:37,380 --> 00:27:39,260 presentation and someone you know. 755 00:27:39,300 --> 00:27:40,980 You have some people who are online and they 756 00:27:40,980 --> 00:27:42,100 want to chat with you, 757 00:27:42,100 --> 00:27:43,940 and you have someone who comes up to you and 758 00:27:43,940 --> 00:27:45,820 says something like, oh, you know, 759 00:27:45,860 --> 00:27:47,340 I really enjoy your presentation. I've been 760 00:27:47,340 --> 00:27:50,020 needing help with whatever it is that you do, 761 00:27:50,140 --> 00:27:51,740 you know, I'll reach out to you, or can I get 762 00:27:51,740 --> 00:27:53,740 your business card or whatever you can say, 763 00:27:53,780 --> 00:27:55,260 oh, that would be great. Let's go ahead and 764 00:27:55,260 --> 00:27:56,980 get something on our calendar now, 765 00:27:57,020 --> 00:27:58,460 because I know we're going to get busy and 766 00:27:58,460 --> 00:27:59,740 that way we don't forget. 767 00:27:59,740 --> 00:28:01,340 So then pull out your phone like have your 768 00:28:01,340 --> 00:28:02,820 phone handy somewhere. 769 00:28:02,860 --> 00:28:04,940 Not your phone during your talk, 770 00:28:04,940 --> 00:28:07,900 but know that you can grab afterwards and say 771 00:28:07,900 --> 00:28:09,460 let's go ahead and fill out. Okay. Oh, how 772 00:28:09,460 --> 00:28:11,140 about next Tuesday at 2 p.m.? 773 00:28:11,180 --> 00:28:12,580 Okay. That works for you. Great. I'm going to 774 00:28:12,580 --> 00:28:14,100 go ahead and just like pencil this in. And 775 00:28:14,100 --> 00:28:16,860 then when I get back to my computer later on 776 00:28:16,860 --> 00:28:19,300 today I'll send you a formal invite with the 777 00:28:19,300 --> 00:28:20,420 zoom link or what have you. 778 00:28:20,620 --> 00:28:23,860 Get it on the calendar right then and there. 779 00:28:23,860 --> 00:28:25,900 That's going to make a huge difference to 780 00:28:25,940 --> 00:28:27,740 actually getting those, 781 00:28:27,900 --> 00:28:29,740 those, those things scheduled versus just 782 00:28:29,740 --> 00:28:30,860 hoping that, you know, 783 00:28:30,900 --> 00:28:32,340 they respond to your email later. 784 00:28:32,540 --> 00:28:34,140 Diane Diaz: Yes, 100% agree with that. 785 00:28:34,700 --> 00:28:36,540 Carol Cox: And so we mentioned Diane has done this 786 00:28:36,620 --> 00:28:38,180 successfully. A lot of the speaking 787 00:28:38,180 --> 00:28:39,420 engagements that I do, 788 00:28:39,460 --> 00:28:41,340 as long as the audience is aligned. 789 00:28:41,340 --> 00:28:43,340 So we know that the audience has people in 790 00:28:43,380 --> 00:28:45,620 there who are the types of clients that we 791 00:28:45,620 --> 00:28:48,540 work with. Then I also get clients from the 792 00:28:48,540 --> 00:28:50,940 speaking engagements that I do because again, 793 00:28:50,980 --> 00:28:53,460 we use this this three act structure and 794 00:28:53,460 --> 00:28:56,740 especially that act one to make sure that we 795 00:28:56,740 --> 00:29:00,020 are getting buy in from the audience and then 796 00:29:00,060 --> 00:29:01,820 leading them along the way so that they 797 00:29:01,820 --> 00:29:03,180 understand themselves better, 798 00:29:03,180 --> 00:29:05,460 and then understand why working with us would 799 00:29:05,460 --> 00:29:07,740 help them to achieve their goals. 800 00:29:08,100 --> 00:29:10,140 I want to mention one of our clients, 801 00:29:10,140 --> 00:29:12,540 Danielle Hayden, and I talk about her a lot. 802 00:29:12,580 --> 00:29:14,780 It's such an excellent case study, 803 00:29:14,780 --> 00:29:16,620 and I'll include a link in the show notes to 804 00:29:16,660 --> 00:29:19,220 the podcast interview that I did with 805 00:29:19,220 --> 00:29:21,940 Danielle. So we were together in a VIP day, 806 00:29:22,420 --> 00:29:26,260 and she had been doing a lot of speaking for 807 00:29:26,260 --> 00:29:27,860 lead generation for her business. 808 00:29:27,860 --> 00:29:30,460 She does. She has a bookkeeping agency, 809 00:29:30,460 --> 00:29:32,540 so she's the founder and she has bookkeepers 810 00:29:32,540 --> 00:29:34,980 and they work with entrepreneurs on their 811 00:29:35,180 --> 00:29:37,540 Bookkeeping and CFO services, 812 00:29:37,540 --> 00:29:39,100 and she's been doing this business, I think, 813 00:29:39,140 --> 00:29:41,540 for probably about ten years now. So she does 814 00:29:41,580 --> 00:29:43,420 she gets a lot of leads from podcasts and 815 00:29:43,420 --> 00:29:44,540 from her speaking. 816 00:29:45,060 --> 00:29:47,420 But then she noticed, like maybe it wasn't 817 00:29:47,420 --> 00:29:48,780 working as well as it used to be. 818 00:29:48,820 --> 00:29:50,380 And so she felt like she felt like she needed 819 00:29:50,380 --> 00:29:51,740 a refresh talk. 820 00:29:51,980 --> 00:29:53,460 So we did the VIP day, 821 00:29:53,460 --> 00:29:56,020 and she's looking at me kind of like side eye 822 00:29:56,140 --> 00:29:59,380 because I'm asking her questions about her 823 00:29:59,380 --> 00:30:02,300 childhood. Like, how did she feel about money 824 00:30:02,540 --> 00:30:04,100 and talking about money, 825 00:30:04,140 --> 00:30:05,220 right? And she's like, 826 00:30:05,540 --> 00:30:07,980 Carol, why are you asking me these questions? 827 00:30:07,980 --> 00:30:10,940 I don't share personal stories in my talks 828 00:30:10,940 --> 00:30:12,060 and I'm like, haha, well, 829 00:30:12,060 --> 00:30:14,140 you will now the reason for that, 830 00:30:14,340 --> 00:30:15,900 you're going to see why. Yeah. 831 00:30:15,940 --> 00:30:18,020 And then she explained to me when I looked at 832 00:30:18,020 --> 00:30:19,740 one of her existing presentations. 833 00:30:19,740 --> 00:30:21,420 And she is not alone in this. This is what 834 00:30:21,460 --> 00:30:22,620 almost everyone does. 835 00:30:23,140 --> 00:30:25,700 The presentation she had been delivering were 836 00:30:25,700 --> 00:30:28,300 teaching her audience how to do bookkeeping. 837 00:30:29,380 --> 00:30:31,940 But guess what? Like as a business owner, 838 00:30:31,940 --> 00:30:33,700 I don't want to do bookkeeping. I don't want 839 00:30:33,740 --> 00:30:34,900 to learn bookkeeping. 840 00:30:34,980 --> 00:30:37,140 I want to know how to read my reports and how 841 00:30:37,140 --> 00:30:39,100 to know how my business is doing. 842 00:30:39,100 --> 00:30:41,340 But I don't need to learn all the intricacies 843 00:30:41,340 --> 00:30:43,300 of bookkeeping. That's why I'm not a 844 00:30:43,300 --> 00:30:45,260 bookkeeper, and that's why I need to hire a 845 00:30:45,260 --> 00:30:48,020 bookkeeper. So you can see how Danielle was 846 00:30:48,020 --> 00:30:49,380 stuck in the expert trap. 847 00:30:49,820 --> 00:30:52,300 She was giving her audience those valuable 848 00:30:52,300 --> 00:30:54,060 information, but it wasn't the right 849 00:30:54,060 --> 00:30:55,740 information for them. 850 00:30:56,180 --> 00:30:57,500 So we took a step back, 851 00:30:57,540 --> 00:30:59,020 and I'm like, okay, let's think about your 852 00:30:59,020 --> 00:31:00,380 audience. What do they need? 853 00:31:00,660 --> 00:31:01,900 What is tripping them up? 854 00:31:01,980 --> 00:31:04,820 So then we identified her thought leadership 855 00:31:04,820 --> 00:31:06,620 message, mapped out her talk, 856 00:31:06,660 --> 00:31:07,780 completely changed. 857 00:31:07,780 --> 00:31:10,220 It added in some of those childhood stories. 858 00:31:10,860 --> 00:31:12,900 She went and she delivered it a few weeks 859 00:31:12,900 --> 00:31:14,420 later because she had a conference on the 860 00:31:14,420 --> 00:31:17,020 calendar. And she comes back and she says to 861 00:31:17,060 --> 00:31:21,100 me, I got the most clients from that 862 00:31:21,100 --> 00:31:24,540 presentation than anyone I have ever done 863 00:31:24,540 --> 00:31:28,580 before. And she said there were women in the 864 00:31:28,580 --> 00:31:32,060 audience crying when I shared my personal 865 00:31:32,060 --> 00:31:35,580 story, and that's what connected them to me. 866 00:31:35,860 --> 00:31:38,660 And I had no idea that that was gonna happen. 867 00:31:39,380 --> 00:31:42,780 Diane Diaz: Yes. Listen, there is a reason why big brands 868 00:31:42,780 --> 00:31:44,620 use emotional stories. 869 00:31:44,620 --> 00:31:48,340 Think Nike and the Serena Williams ad about 870 00:31:48,340 --> 00:31:50,900 crazy. Think the Publix ads. 871 00:31:50,900 --> 00:31:52,260 If you're familiar with Publix at the 872 00:31:52,260 --> 00:31:54,260 holidays, the hallmark card ads. 873 00:31:54,500 --> 00:31:56,660 There's a reason why they pull on your 874 00:31:56,700 --> 00:31:58,260 heartstrings and use emotion, 875 00:31:58,260 --> 00:32:00,140 because it hooks us in and makes us feel 876 00:32:00,140 --> 00:32:02,460 connected, and then we want to do business. 877 00:32:02,700 --> 00:32:04,060 Carol Cox: Yes, exactly. 878 00:32:04,100 --> 00:32:06,700 Yes. And those were her authentic stories. 879 00:32:06,740 --> 00:32:08,300 Yes. But it also was because. 880 00:32:08,340 --> 00:32:09,660 Because she's talking about money and 881 00:32:09,660 --> 00:32:11,820 finances. A lot of people have a lot of shame 882 00:32:11,820 --> 00:32:13,900 around it. Or embarrassment. 883 00:32:13,980 --> 00:32:14,700 Diane Diaz: It's a very emotional. 884 00:32:14,740 --> 00:32:16,020 Carol Cox: Topic, very emotional topic, 885 00:32:16,020 --> 00:32:17,900 even though we don't want to think. So by her 886 00:32:18,100 --> 00:32:19,740 showing that vulnerability, 887 00:32:19,740 --> 00:32:21,380 that little bit of vulnerability, all of a 888 00:32:21,380 --> 00:32:23,740 sudden her audience realized Danielle's not 889 00:32:23,740 --> 00:32:25,020 going to judge me, right? 890 00:32:25,020 --> 00:32:26,380 She's not going to think that I don't know 891 00:32:26,380 --> 00:32:28,540 what I'm doing. She's not going to think that 892 00:32:28,900 --> 00:32:30,860 I'm weird for having these, 893 00:32:30,900 --> 00:32:32,700 you know, these things that that I think 894 00:32:32,700 --> 00:32:35,070 about money or whatever because she was 895 00:32:35,070 --> 00:32:36,110 willing to go first? 896 00:32:36,150 --> 00:32:36,910 Diane Diaz: Yes. 897 00:32:37,070 --> 00:32:38,350 Carol Cox: With the vulnerability, that's what your 898 00:32:38,350 --> 00:32:39,470 storytelling does. 899 00:32:39,590 --> 00:32:41,550 Diane Diaz: You create a safe space for your audience. 900 00:32:41,590 --> 00:32:44,590 Carol Cox: Yes, exactly. So that's how to think of your 901 00:32:44,590 --> 00:32:46,390 talks as a marketer. 902 00:32:46,830 --> 00:32:48,550 Think about like the traditional funnel. 903 00:32:48,550 --> 00:32:49,790 You're drawing attention. 904 00:32:50,390 --> 00:32:52,790 You're generating interest by understanding 905 00:32:52,790 --> 00:32:54,510 what they what the audience wants, 906 00:32:54,550 --> 00:32:56,150 what their goals are. You're generating that 907 00:32:56,150 --> 00:32:58,390 desire, solving that real problem for them, 908 00:32:58,390 --> 00:33:00,390 and then you're giving them that very clear 909 00:33:00,390 --> 00:33:02,550 and specific call to action at. 910 00:33:02,550 --> 00:33:03,950 Diane Diaz: One call to action, one. 911 00:33:03,950 --> 00:33:05,710 Carol Cox: Call to action for how they can work with 912 00:33:05,710 --> 00:33:07,670 you, whatever is the best fit for that 913 00:33:07,670 --> 00:33:09,990 audience. So now here's our call to action. 914 00:33:10,030 --> 00:33:10,430 Diane Diaz: Yeah, you. 915 00:33:10,430 --> 00:33:12,950 Carol Cox: Want to work with us on creating your 916 00:33:12,950 --> 00:33:14,910 signature talk, especially for lead 917 00:33:14,910 --> 00:33:16,990 generation, but also for keynotes. 918 00:33:16,990 --> 00:33:19,750 You can also drop sale seeds in your keynotes 919 00:33:19,750 --> 00:33:22,070 and you should. This is the work that we do 920 00:33:22,110 --> 00:33:23,470 in our online program, 921 00:33:23,470 --> 00:33:25,670 the Thought Leader Academy. We can also do 922 00:33:25,710 --> 00:33:28,750 standalone VIP days or more extensive 923 00:33:28,870 --> 00:33:31,190 coaching as well, if that's something that's 924 00:33:31,190 --> 00:33:33,470 a better fit for you And if you like, 925 00:33:33,470 --> 00:33:35,470 in person. We do our one day speaking 926 00:33:35,470 --> 00:33:37,750 workshops in Orlando a couple of times a 927 00:33:37,750 --> 00:33:40,030 year. The best thing to do is go to speaking 928 00:33:40,030 --> 00:33:41,430 your brand.com. 929 00:33:41,590 --> 00:33:43,870 Schedule a consultation call with us. 930 00:33:44,230 --> 00:33:45,550 Just go to the contact page. 931 00:33:45,550 --> 00:33:47,590 You can pick a date and time right there, 932 00:33:47,830 --> 00:33:51,070 and then we'll talk about your goals and how 933 00:33:51,470 --> 00:33:54,150 we can best work together based on what is 934 00:33:54,150 --> 00:33:55,310 the best fit for you. 935 00:33:55,310 --> 00:33:57,430 So again, go to speaking your Brand.com. 936 00:33:57,630 --> 00:33:59,670 You can see all of the different ways that 937 00:33:59,670 --> 00:34:01,310 you can work with us under the work with Us 938 00:34:01,310 --> 00:34:03,710 tab, and then schedule that consultation call 939 00:34:03,710 --> 00:34:04,830 with us. All right. 940 00:34:04,830 --> 00:34:07,030 And if you haven't yet listened to part one, 941 00:34:07,030 --> 00:34:08,950 go back and listen to that now. 942 00:34:09,430 --> 00:34:11,270 And Diane, thank you so much, 943 00:34:11,310 --> 00:34:14,430 as always, for coming on the podcast and for 944 00:34:14,430 --> 00:34:16,590 doing such a great job working with our 945 00:34:16,590 --> 00:34:17,350 clients. 946 00:34:17,390 --> 00:34:18,990 Diane Diaz: Oh, thank you so much. It's so fun, 947 00:34:18,990 --> 00:34:19,670 I enjoy it. 948 00:34:20,150 --> 00:34:22,150 Carol Cox: Until next time. Thanks for listening.