Steal the Show with Michael Port

“The gift is supposed to represent the value you place on the relationship.” - John Ruhlin (click to tweet) Why is gift giving such a challenge? We know the people around us; we know their likes, their interests … but when we want to celebrate them, all great gift ideas go out the window. Amazon becomes our search engine. Wine and chocolates are a go-to. On today’s episode of Steal the Show, we are joined by John Ruhlin to unpack the performance of gift-giving. Yes, gift-giving is a performance--one that has true craft and technique. John is the founder of the Ruhlin Group, a company that develops relationship-building strategies and VIP-gifting programs to increase referrals and strengthen retention with their most important employees, clients, and prospects. John’s clients include the Chicago Cubs, San Antonio Spurs, DR Horton, Morgan Stanley, St. Louis Blues, and hundreds of other industry leaders and high-end service firms. His second bestselling book Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Client Retention can be found here Listen to today’s episode to hear John’s insights about gift-giving, and how we can best approach the often difficult task of finding that great gift for the people in our lives. “In business, we call it marketing. And we don’t realize we’re spending money to damage relationships because we’re making it all about us.” - John Ruhlin (click to tweet) Steal The Points Marketing is typically not gift-giving because we make it about us. Don’t give gifts with a transactional mindset. Try to give gifts that people can use every day rather than those that are consumed and disappear. Treat gift-giving as an opportunity to inspire the recipient, rather than just hand off a possession. Understand what the recipient wants, and then align the gift with that.

“All that matters is that you are delivering quality content that’s truly transformational and authentic to you.” - AJ Harper (click to tweet) A book is obviously different than a speech. But that’s not to say we can’t use the stage to test the ideas for our written work.  When we lean too heavily towards one medium, we corner ourselves to the constraint of that delivery system. Instead, when we embrace all opportunities and let each speech or article inform what write or say next, we create that artistic synergy that audiences and readers latch onto. On today’s episode of Steal the Show, we are joined by AJ Harper. AJ is a developmental editor and publishing strategist who has helped hundreds of authors, from newbies to New York Times bestselling authors, write and publish game-changing books, develop significant and loyal followings, and build their brand. As executive editor for Collaborative Books, AJ has worked with Lisa Nichols, Les Brown, Barbara De Angelis, Dr. George Frazier, and many more. Listen to today’s episode to hear what AJ has to say about the speaking and writing mediums, so you can thoughtfully utilize each in your advancement as a thought leader. “Speaking is a very big part of developing the content for a book.” - AJ Harper (click to tweet) Steal The Points Very few people have the skills to implement a message-based speech or book. When writing, use the word “you” to connect with the reader. Trying to make things clever usually results in things being more complicated. Simplicity comes with mastery over time. Write every day. It doesn’t matter how much, just keep a consistent habit. Use the stage as testing grounds for written content.

“The more systematic you are about it—the faster you can increase fees, get more gigs, and turn this into a real business.” - Andrew Davis (click to tweet) Between knowing what to charge and handling client relations, a workload can quickly become overwhelming before the actual work even starts. For the novice speaker, negotiating with event organizers and creating fair but profitable proposals can be a steep learning curve—one that can take serious time away from what the focus should actually be: the performance. That’s why on today’s episode of Steal The Show, we are joined by Andrew Davis to discuss his systems for bypassing these hurdles. After all, life doesn’t get in the way, it IS the way. Andrew has many credits to his name, all of which have helped him land big-time public speaking deals. He has written for Charles Kuralt, produced for NBC, and worked for The Muppets and MTV. And as one of the most influential marketers in the world, Andrew has appeared on The Today Show and in The New York Times. Tune in to today’s episode to learn his method of tracking his speeches and email inquiry, so that you can start to do the same and land stage time at exciting events and conferences. “Remember your business model isn’t their business model.” - Andrew Davis (click to tweet) Steal The Points Be as systematic as possible with creative endeavors to allow for more creativity. Small business owners comprise one of the most engaged audience demographics for public speakers. Speeches should come from a place of vision, not “expert-ville.” Set fees based on the FEE Model: fame, entertainment, and expertise. Track your demand over time by aiming for a high loss-rate over a high close-rate. Accept free gigs as a way of testing material to get to that referrable speech faster.

“Demonstrate the consequences of not adopting the big idea.” - Michael Port (click to tweet) This week, we answer a listener’s question: Hi Michael, Hope you're well. Just been listening to your Steal the Show podcast and really enjoying it. Started from the beginning again for my kids to listen to it too. They do weekly speeches in school - 2 minutes max - but it would be nice if you had any extra pointers so they can Steal the Show at school. They have been taught to start with a hook, then do introduction, main part, and conclusion, but that's all I got out of them. Look forward to hearing from you. By the way, I know you like boats - we're lucky enough to live in Sydney, Australia, where I get to catch a ferry on Sydney Harbour to and from work every day. Cheers, 
Paul And, it might surprise you to hear that the lessons given to adults are the same for kids. On today’s episode of Steal the Show, we discuss the Heroic Public Speaking Foundational Five. From articulating the big idea of a speech to illustrating the rewards the audience will get if the promise is realized, this discussion covers the core pillars of a great speech. Tune in to today’s episode to collect this knowledge, so you can implement it into your next speech. “Even if the audience wants to adopt your idea—because it may not be easy for them to adopt it, their natural inclination is to find ways to say no.” - Michael Port (click to tweet)

“It’s very difficult to find what your voice is capable of until you push the emotional buttons.” - Matthew Kimberley (click to tweet) Product, service, or anything in between, our lives run on the ability to create, market, and sell whatever it is that others deem as valuable. … And that last step is crucial. If we aren’t able to sell, we get caught in a hamster wheel of effort with no return. Squeak squeak.  On today’s episode of Steal the Show, we are joined by Matthew Kimberley. Matthew is the former head of the Book Yourself Solid School of Coach Training, and is now the founder of The School for Selling. His first book How To Get A Grip sold over 50,000 copies—and every year, Matthew transforms sales teams, business owners, and independent service professionals to get more clients: more consistently and more elegantly. Tune in to this conversation gather Matthew’s insights, as they relate to performing on stage, selling with transparency, and finding your path. You can learn more about Matthew Kimberley at his website here “Sophistication doesn’t mean complexity.” - Matthew Kimberley (click to tweet) Steal the Points Inauthenticity comes from lack of knowledge in sales. Be as transparent as possible to prevent this.  Disarm honesty in sales conversations by saying objectives out loud. Be aware that public speaking as a career requires lots of travel. Add sophistication by paring something down, not making it more complex. Most speakers haven’t learned how to earn the audience’s attention because they haven’t been forced to. Oscillate between telling, teaching, and showing when performing on stage.  And find out more about The League of Heroic Public Speakers here

“If you are really serious about performance, you have to get counsel and direction from people who are qualified to give it you.” - Neen James (click to tweet) We all have production companies in our pockets. Today, the smartphone has empowered people to instantly publish content to an audience with a few taps. For public speakers, this creates a unique challenge where they must always be on. The speech no longer ends after the applause; rather, speakers must be open to connection in the lobby, at the airport, or in their hometown because any moment could turn into a tweet or Instagram post. On today’s episode of Steal the Show, we are joined by Neen James. Neen is the author of 9 books, including Folding Time and her most recent book, Attention Pays. In 2017, she was named one of the Top 30 Leadership Speakers by Global Guru because of her work with companies like Viacom, Comcast, Cisco, and many more. She has received numerous awards as a professional speaker, is a partner in Thought Leaders Global, and is a member of the prestigious league of Heroic Public Speakers. In this conversation, Neen details many topics: what it means to be a public speaker in 2018, how we can use technology to our advantage, why we should look for unique places to project our personal brand, and much more. Tune in to apply Neen’s insights to your life, career, or passion project! You can order Neen James’ Attention Pays here. “Think about how much we can use social media to engage an audience before we even step on stage.” - Neen James (click to tweet) Steal the Points Ask whether a social media post is for value or vanity. Public speakers are always being photographed and videotaped. Personal brands must be cohesive experiences for the audience. Stepping outside normal roles forces the student to see what he/she is capable of. Those who are only coached by the so-called gurus start to resemble those gurus. Approach public speaking as an artistic expression. When speakers embrace their uniqueness, they gain a competitive advantage. Seek specific coaching over generalized help. Opportunities for personal branding exist in unique places (email auto-responses, voicemails, etc.). Systemize thoughtfulness by creating calendar events to stay in contact with valuable people.   Previous Steal The Show Episodes with Neen James: 100 Neen James on Creating Contextual Models for Speakers, Authors and Content Creators 070 The Business of Speaking for Women, Business Models for Speakers, and much more with Neen James

“I believe the #1 thing we should be doing as speakers is trying to give speeches as often as we can because every single speech is a treasure trove of feedback and information.” - Joey Coleman (click to tweet) Speakers need to have strong beliefs, lightly held. Yes, there’s contrast in that statement, but contrast is the beauty of performance. The job of a performer is to deliver a strong message while simultaneously being open to audience feedback. This is the tricky, two-sided nature of the job—one must possess the skills to provide both a powerful experience for the audience and a relatable openness during the socialization that occurs after a speech. On today’s episode of Steal the Show, we are joined Joey Coleman. For over a decade, Joey has helped organizations retain their best customers and turn them into raving fans through his entertaining and very actionable keynotes, workshops, and consulting projects. In this conversation, we unpack Joey’s Wall Street Journal bestseller, Never Lose A Customer Again. Joey provides insight for anyone trying to take their career to the next level. From the novice public speaker seeking his/her first paid gig to the amateur writer attempting to finish his/her first book, Joey’s insights will prove to be valuable. You can order Joey Coleman’s Never Lose A Customer Again here. “The more we spend looking at other people, the more we realize that often—they’re holding up a mirror. They’re holding up a mirror for us to understand something about ourselves.” - Joey Coleman (click to tweet) Steal the Points Contrary to popular belief, not every relationship needs to be a long-term relationship. Usually the audience’s expectations are extremely low. The tactics speakers use to make themselves feel comfortable typically make the audience feel uncomfortable. Connection happens quicker when the people are at eye-level. Research shows that humans are afraid of those who are bigger than them. Figure out what the audience needs before stepping on stage, and deliver that to them. Listen to all of the speakers to hear what the audience has already heard. When giving a speech, recognize that it’s difficult to be in the audience. Many audience members need time to process the speech before asking questions.  

“You can’t shortcut feet on the stage. You can’t wish or pay your way to being a better speaker. Speak, speak, speak—that’s the way to get good at speaking.” - Tami Evans (click to tweet) Public speaking isn’t for everyone. But before we cross it off our list, we have to make sure we’ve given it a fair shot. That’s because the best public speakers—while they may appear naturally gifted on stage, it is most likely hours and hours of rehearsal driving the performance. In public speaking, there is no such thing as god-given talent or a ‘knack’ for performance. Rather, success on stage boils down to work ethic, rehearsal, and practice. On today’s episode of Steal the Show, we are joined by the humorous speaker Tami Evans to clear the mystery of performing on stage. With a Master’s in Classical Acting, Tami has been performing in some way, shape, or form for most of her life. She is the former president of the New York chapter of the National Speakers Association, and today works on the public speaking circuit. In this conversation, we unpack all topics related to public speaking—what makes a great public speaker, why introverts do well on stage, how the public speaking industry is evolving to be more inclusive of diversity, and much more. Learn more about Tami Evans and her humorous motivational speaking style here. “When someone looks so effortless, it’s because they have put in so much time and effort to get it that way.” - Tami Evans (click to tweet) Steal the Points Rehearse to the point of clarity where improvisation doesn’t feel intimidating. The best way to begin something is to start it. Try to have slogans that are easy to understand and remember. Join the National Speakers Association (NSA) to make public speaking a less isolating career. There is no clear path in the public speaker industry. Content creation is a messy process that involves diving into the unknown. Being authentic becomes easier through preparation. There is becoming more equalization of gender and culture in the public speaker landscape. Public speaking is shifting from a stylized, scripted talk into a more conversational delivery. Many of the best performers are actually shy and introverted. Adjusting on the fly becomes comfortable with more experience. Some people are energized by interacting with other people, and others are depleted by it.

“True professionals rehearse so much that it looks like they didn’t rehearse at all.” - Jordan Harbinger (click to tweet) Starting over requires channeling frustration into focus. Instead of thinking of “the past” as a object to cast aside, remembering the struggle can enhance performance—to create something bigger and better. On today’s episode of Steal the Show, we are joined by Jordan Harbinger to discuss how he recently started over. In 2006, Jordan was one of the first to podcasting, co-founding the very popular show, The Art of Charm. Just last year, Jordan parted ways from that team to start his own venture, The Jordan Harbinger Show. In the 11 weeks it’s been on air, his new podcast has received over 3 million downloads. In this conversation, we unpack everything from what makes a great public speaker to how working is the best form of recovery during times of crisis. Whether or not you’re starting over, tune in to learn these lessons so you know what to do in case that situation presents itself. Learn more about Jordan and his new podcast, The Jordan Harbinger Show, here. “You will drive yourself to the brink of exhaustion, burnout, and craziness if you try to do everything yourself.” - Jordan Harbinger (click to tweet) Steal the Points Emotionally positive people should be key supporters in times of crisis. Simultaneously build technical and interpersonal skills; focusing on one will give competition the advantage. Ignore the temptation to do everything yourself; instead, outsource tasks to save time. Resist the temptation to seek out shortcuts that negatively affect quality. Work ethic supersedes talent. The best performers are the ones who rehearse the most. Be skeptical of the public speaking classes that don’t deliver results. Craft is a mastery of skills, not a formula. Transformation is normal when working with a master coach or director.

If you'd like to know if you need to write a book to achieve success as a Professional Speaker, or if you would like to find out what it takes to write a winning book, listen in to today's show- you will really gain as Michael shares his experience! Heroic Public Speaking http://heroicpublicspeaking.com Send in your questions: questions@michaelport.com  Give us a review and help others find this show better! http://stealtheshow.com/podcast/reviews