PUBLIC SPEAKING FOR PROFIT AND PLEASURE

BY MIKE MOORE

Public Speaking for Profit and Pleasure Copyright (c) 2000 by Mike Moore

All rights reserved. No part of this work may be reproduced or transmitted in any form or by any means without the expressed permission of the author.

Published by M.J.M. Publishing/ Lifeline Publications 193 Balmoral Dr. Brantford Ontario, Canada N3R7S2

www.motivationalplus.com www,speakforprofit.com mjmoore@sympatico.ca

INTRODUCTION:

This manual is the product of 25 years of public speaking. Early in my teachingcareer I had the opportunity to become involved in adult education. It was the best thingthat ever happened to me professionally for it gave me the chance to develop my speakingskills and gauge an audience’s reaction to my content and style.

By the time I left teaching I had gained invaluable experience speaking in publicand was ready to put these skills to work in a new career. In the last few years before Istopped teaching I found that I was refusing speaking requests from companies andorganizations because of my job commitments. Once I stopped teaching I was able toconcentrate fully on speaking .

In the first year I spoke 50 times locally and regionally and enjoyed every minuteof every speech.. I was meeting new people and enjoying the challenge of standing infront of an audience sharing my message. My new career was off to a great start and themoney I was earning was a real bonus. I couldn’t believe I was being paid so well fordoing what I loved so much. It didn’t take long before I was speaking farther afield andearning much more per talk than I ever dreamed possible.

Whenever I speak, people come up to me and ask questions on how I got started inthe speaking business; how I plan my talks; how I get bookings etc.. The questionsfrequently appear in emails from college students and adults who are interested in gettinginto the business. I try to answer them all, but as business increases my available time torespond to these questions decreases. Since I am a writer as well as a motivationalspeaker I decided to write a manual on the business of speaking in which I would try toanswer the questions I am most frequently asked.

If, after reading this manual, you still have questions which were not answered letme know and I will address them in the next printing.

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WHAT PUBLIC SPEAKING CAN DO FOR YOU PERSONALLY AND PROFESSIONALLY

I believe that the ability to stand up and speak in public can literally change yourlife. Why do I believe this? Because it has changed mine. Here is what public speakingcan do for you personally and professionally.

1. It builds confidence. When you experience the thrill of holding an audience in the palm of your hand and receive their appreciative applause your confidence soars.

2. Public speaking boosts your self esteem. When you see the audience relate to you assomeone who really knows what you are talking about your self esteem increases. Andwe all can use an increase of self esteem.

3. People start looking at you in a more positive way. Even if you never use yourpublic speaking skills in giving formal presentations, people will notice that you are morearticulate and confident in expressing an opinion or sharing an insight. You will discoverthat they begin looking to you for advice and opinions on many issues.

4. It helps you become a more organized thinker.. Planning, writing and delivering awell researched , well organized presentation has an overflow effect in other areas of yourlife. You begin to plan and organize your thoughts more effectively in so many otherareas. This is especially helpful in your career or business. When your manager orsupervisor asks your opinion on some work- related issue you are better able to expressyour ideas in a clear, concise and well organized manner.

5. Public speaking begins to alter your self perception. As you begin to use the skillsinvolved in public speaking you will notice that you begin to start talking to yourself in amore positive way. You begin to see yourself as capable and confident.

6. By accepting the challenge to speak in public you begin to explore and actualize yourown potential. Many of us go through life not realizing how much we are capable ofachieving. Public speaking is an effective tool in the process of self discovery.

7. Public speaking gives you the courage to break out of your comfort zone. I believethat the comfort zone is the enemy of human growth. When we are too comfortablewhere we are we tend to become stagnant. Speaking in public pushes us out of thecomfort zone and reveals to us our enormous capabilities.

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HOW PUBLIC SPEAKING CAN GIVE YOU PERSONAL POWER

People respond to you out of the perception they have of you. Let me explain. Ifpeople perceive you as weak, insecure and indecisive they will relate to you out of theseperceptions. When you were in school and you met a teacher for the first time you beganforming perceptions based on how the teacher behaved. If you perceived the teacher asweak and fragile you knew that you were going to be able to get away with murder. Ifyou perceived the teacher to be strong and in control you wouldn’t dare misbehave. Thesame is true in your adult life at home, at work and at play.

To test my belief try this. The next time you enter a bank or a store walk tall andbriskly with a smile on your face. Speak in a strong confident voice and watch how youare treated. Don’t be pushy, loud and aggressive, just strong, confident and friendly.

Try the same thing in your business relationships. Do it slowly here as the peopleyou work with will think you’re on some behaviour altering drug if you change too muchtoo quickly. Just begin exuding confidence and strength and you will begin to like howyou feel when you do. When I began doing this early in my career I noticed that peoplestarted listening to me when I spoke, showed me more respect and were reluctant to try todominate me in conversation or get me to do the things that they didn’t want to do. People respond positively to the perception of strength.

If you are asked to make a business presentation the same principles apply. Bewell prepared and well organized and then assume the role of a strong, confident,articulate expert. When someone challenges you during your presentation do not getflustered or go out of character. Listen attentively and say something like, “ Joyce raises an interesting point here. How do the rest of you feel about what she says?” Allow thosepresent to respond and either thank Joyce for raising the issue or say that you would liketo put the topic on the next agenda for continued discussion. Then carry on with yourpresentation in the same strong, confident manner.

If you project the image of an entertaining, enthusiastic, articulate andknowledgeable speaker people you work with will begin to perceive you as such. Youwill be called on to give your opinion more frequently and to be the voice of those withwhom you work when a voice is required. Don’t be surprised when you are asked to bethe spokesperson for your company at a special event or on a certain issue. Publicspeaking does have the ability to empower you if you have the courage to use theskills learned.

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HOW TO TELL IF YOU WOULD MAKE A GOOD PUBLIC SPEAKER

I think that if you can answer “Yes” to most of the following questions you can besure that you would make a good speaker.

a. Do you enjoy people?

b. When you speak do people listen?

c. Do you enjoy thinking on your feet?

d. Are you interested in many things?

e. Do you have hobbies?

f. Do you feel that you have a message you would like to share?

g. Do you enjoy being the centre of attention?

h. Are you enthusiastic about life?

i. Are you well informed?

j. DO YOU REALLY FEEL COMPELLED TO SPEAK?

HOW TO LEARN THE ART OF PUBLIC SPEAKING

If you want to learn the art of public speaking in a supportive, affirmingenvironment which will provide you with instruction, experience and coaching, I suggestyou consider joining Toastmasters. Look in the yellow pages of your local phone book forthe club nearest you and give them a call.

If you want to learn on your own, get yourself a tape recorder and follow theinstructions in this manual. They will provide the tools necessary to analyse and critiqueyour presentation and make corrections. When you find a fault focus on it and try toimprove. Don’t isolate more than one fault at a time. Improve on one then move on toanother.

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If you have access to a video camera you might want to have a friend record yougiving your speech. When you view the results isolate one area at a time and work onthat. Don’t forget to pat yourself on the back for the things you did well.

Here is a list of things to look for as you review your presentation with theintention of making improvements.

Evaluation List

1. Did I appear friendly and comfortable?

2 Was my voice loud enough?

3. Was my voice too loud?

4. Did I speak too quickly?

5. Did my sentences flow evenly or were they broken by stammers and uhs?

6. Were my gestures natural or did they look contrived?

7. Did I smile?

8. Was I energetic and enthusiastic?

9. Did I look as if I didn’t know what to do with my hands?

10.Did I come across as a speaker who knew my material?

11.Did I look at my audience?

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WHAT MAKES A GOOD SPEAKER?

I think this varies according to the listener, but I will give you my opinion on whatmakes a good speaker. An effective speaker must come across as someone who obviouslyenjoys what they are doing. It is important to give your audience the feeling that at thismoment there is no place you would rather be than there with them .

A speaker must exude confidence, comfort and enthusiasm. Confidence in your

knowledge of the subject ; comfort with yourself and your audience and a sense ofexcitement and enthusiasm about life and learning.

A voice that is easy to listen to is definitely a bonus but not an absolute necessity. If you are confident, comfortable, and enthusiastic and you care about your audience,people will eagerly overlook a voice that is a bit difficult to listen to.

HOW TO BE CONFIDENT, COMFORTABLE AND ENTHUSIASTIC WHEN YOU ARE DYING OF FRIGHT

There is a principle in human development called the “act as if” principle. It statesthat if you act as if you are confident you will eventually become confident. We tend tobecome what we act out. It really does work. When I was starting out in motivationalspeaking I used to say to myself “ Act as if you have been doing this for years.” It wasdifficult at first, but as time passed and I kept on acting “as if” I eventually found myselfbecoming more comfortable in front of an audience and actually looking forward to anyopportunity to speak.

I recall hearing the late actor Henry Fonda say in an interview that he wasintensely shy. The interviewer asked him how he could be that shy and come across asjust the opposite on screen. Fonda’s reply was that he acted the part he was given.That’s exactly what you do when standing in front of an audience to give a talk. You actthe part and soon you will become the way you act.

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CAN YOU MAKE A LOT OF MONEY IN PUBLIC SPEAKING?

You can make a great deal of money in public speaking. How much depends onhow good you are, your topics, how well known you become and how hard you areprepared to work. If you are an interesting, well informed, energetic speaker whoincorporates a spirit of fun and joy into your talks people will spread the word about youand soon you will be receiving invitations to speak from far and wide.

When you start out in your career as a speaker I would suggest that you offer yourservices free of charge. When you do, you will probably receive a small honorarium ofbetween 25 and 50 dollars. Take it gratefully but don’t charge a fee. Let me explain why. When you begin speaking in public you need two things, experience and exposure. Whenyou don’t charge you will get a lot of both. People are eager to get you to speak if theydon’t have to pay.

After six months or a year of doing free speeches you can begin charging a fee. Allyou have to do is say, “ I am receiving so many invitations to speak that I have to startcharging a fee. I hope you understand.” Of course they will understand. They havealways known that the free bubble would burst sooner or later.

HOW MUCH TO CHARGE

When I started out I used a fee range when negotiating with a potential client Iwanted to open doors of opportunity not close them so I would say, “ I usually receivebetween 100.00 and 200.00 per speech. Can your budget handle this?” In the beginning,many of the groups asking you to speak will be non-profit organizations and servicegroups with a limited budget. I found that having a fee range gave us room to negotiate.

Always have a minimum fee below which you are not prepared to go. If yourbottom level fee is 100.00 just say, “ I just can’t go any lower than 100.00.” Don’t set abottom level if you are desperate for exposure. Only you can determine how low a feeyou are prepared to accept. Take my word for it, it does become easier to establish a feerange and stick to it as you build a reputation.

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Once you are established and receiving payment for the speeches you give you willstill be asked to speak for nothing. I suggest that you establish the number of free talksyou are willing to give in your community each year. I give six freebies a year. Once thefreebies have been given I let those seeking a free talk know that they can approach meagain early next year and I will be happy to accommodate them on a first come firstserved basis.. I feel that I have a responsibility to give back to the community in which Ilive. Six free speeches isn’t too much to give, in my opinion.

In two or three years you could easily have a fee range of between 500 and 1500dollars per speech. This is my fee range at present. Don’t forget to add travel expenses ontop of your fee. If you travel 30 miles or 30 kilometres charge your client so much permile or kilometre. Check with local firms to determine what they pay their employeeswhen they travel on their behalf. This will prevent you from establishing an unreasonablerate.

I know a speaker who just states her fee of 1000.00 per talk plus expenses. If youwant her to speak then this is what you pay. There is no negotiating. This is quiteacceptable once you are established and well known as a speaker. Not when you are juststarting out.

HOW TO BECOME WELL KNOWN AND SOUGHT AFTER

The best way to become well known is by word of mouth. People hear you, likewhat they hear and then tell others about you. Then your phone begins to ring. Believeme I have tried everything and I remain convinced that word of mouth is the best form ofadvertising.

Have business cards made outlining your services and how people can get in touchwith you then start leaving them everywhere. Carry business cards with you all the timeand give them out whenever a conversation gets around to what you’ve been up to lately.

When giving a speech have your business cards out on a table and invite youraudience to pick one up on their way out. Don’t be afraid to take a minute or two at theend of your talk to promote yourself. And don’t apologize for doing so.

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I also have a brochure with my picture on the cover announcing what I can do for abusiness or organization, the benefits of having me speak, a few testimonials fromsatisfied clients and contact information. Don’t put your fee range in the brochure. Askthem to call for information regarding fees.

I have had success publicizing my speaking and writing business on the internet. Once I got my own website and email address I began receiving inquiries and invitationsto speak from all over North America. While my knowledge of the internet and how touse it effectively is still rather fundamental I am learning and this new knowledge ishelping my business grow and my reputation spread.

If you really want to become well known beyond your own town or city you haveto write and publish. At one time writers had to rely on established publishing houses toproduce their work. Not any more. The computer now makes it possible for aspiringwriters to produce their own work and advertise and sell it on the web.

Writing a book, booklet or manual or producing an audio cassette containingmaterial from one or more of your talks will often provide you with income far greaterthan the fee you receive for speaking. I once gave a talk to about 250 people for a fee of500.00. After the speech the back of the room sales of my books and tapes came to600.00. Not bad for an evening’s work, and a fun evening at that.

When you have a published product to sell ask for a display table to be located atthe back of the room in a high traffic area. I like mine located near the refreshment table. Place all your promotional material plus your book and/ or tape on this table along with aprice list. From my experience you can expect between 20 and 30 percent of youraudience to purchase your material. It usually comes pretty close to these percentages. Knowing this information gives you some idea of how much product to bring with you. Always have extras in the trunk of your car just in case the figures are wrong on a givennight.

I find it much easier to have someone at the table handling sales. This allows methe freedom to mix and mingle with the audience after the speech and sign books if asked.I usually pay the seller 50 to 80 dollars plus 25 percent of the sales. If you have a friendwho would sell for the cost of a meal so much the better. 9

Often the organization hiring you will provide a volunteer to sell your material foryou. If they don’t offer, don’t be shy to ask for one. It will free you to mingle with thepeople and that is so important.

I recall one evening after a presentation trying to talk to people and sell at the sametime. A foolish move. I was speaking to a man when another held a 20 dollar bill andone of my books in front of my face seeking change. When I moved to give him thechange for the twenty I was distracted from our conversation. When this happened theperson with whom I was talking walked away saying, “ It’s easy to see that money andselling books are more important to you than talking to people.” Unfair? Yes. But it was aperception I had to deal with to ensure it never happened again. Selling products isimportant but never more important than relating to your audience.

Another effective way to get free publicity to promote yourself and your productsis by writing and submitting press releases. A press release is a one or two pagepromotional article submitted to a writer or editor of a newspaper outlining what you haveto offer. You can also submit press releases to radio and television stations.

Writers and editors are always on the lookout for good human interest storiesabout people, products of interest or events. So they welcome press releases which oftenprovide them material for such stories.

I have submitted press releases which have resulted in phone interviews andpublished promotional articles in newspapers. They have also produced inquiries frominterested parties seeking my services as a speaker. I urge you to learn how to write goodpress releases and where and how to submit them.

Seldom is your press release published as you wrote it. Usually it provides areporter with a lead for a story. Sometimes it is modified slightly to fit as a filler for a specific page. Often it is discarded or placed on file for future consideration.

I have included a few examples of the press releases I have submitted. You willfind them at the back of this manual. Take a close look at them and feel free to use themas models. You will notice that they follow a format and are brief. Some people like tosubmit a two page release. I believe that writers and editors are too busy to readnumerous, long press releases so I limit mine to one page.

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At the bottom of each release you will find the number 30. It seems that in thepast printers and publishers used the number 30 to indicate the end of a page of print. Itcontinues to be used today to indicate that they have come to the end of your pressrelease. Such is the power of tradition.

Contact information is important and should be placed at the beginning of yourpress release followed by your release time. I Usually write “ For immediate release”because most of my press releases aren’t that time sensitive. If you have a specific timeframe for your release just indicate it with something like “ Release before ....( the date).

I prefer to mail my releases to a specific editor or writer the old fashioned way.Writers have told me that they receive so many emailed press releases that they just deletemany of them without ever reading them. I also hand write the address on the envelope.It gives a more personal tone to your submission. I know that when I receive a handwritten piece of mail I open it but when I receive a type written letter I tend to consider itjunk mail.

Be prepared for a phone call from a reporter asking questions about your service,product or forthcoming activity. If you give a good phone interview you increase thelikelihood of having a story written. Have a few good stories to tell and quotes to offer.Reporters are always interested in something quotable.

Send out press releases whenever you have something interesting to tell the publicabout what you’re doing or where you’ll be speaking. I also send releases out whenever Ihave a new book or tape coming on the market. We need all the free publicity we can getand press releases provide such free publicity.

If nothing results from your first efforts DON’T GIVE UP. Keep submitting andgood things will begin to happen.

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HOW TO GET TESTIMONIALS

To collect a series of testimonials just ask the people who hired you if they wouldwrite a letter of reference for you. They will do so gladly. I have never had someonerefuse to write a testimonial for me. I’ve had some forget and I had to ask them again, butnever a refusal.

When you receive the testimonial letter, isolate the most affirming sentences to usein your brochures, on your web site or in any other form of promotion. When using a testimonial always use the writer’s initials and city. Don’t ever use the full namewithout first asking permission.

PLANNING AND ORGANIZING A SPEECH?

I always begin with a clear concise statement of the topic expressed in a uniqueway. When the topic of the speech is written in the group’s promotional material youwant it to have some appeal. For example, I have a speech called “ Irritations Bug Me”and another called “ Light up with Laughter” ( my new book is also called Light Up withLaughter and flowed from this speech.) I hope you see what I mean about having acatchy title that makes the audience want to hear more.

Research the subject thoroughly. Use the public library or the internet, or both toget more background material than you will ever need. Background material helps giveyou the confidence required to stand up in front of a group and speak.

Once you have researched your subject thoroughly you begin the editing andorganizing process. You now have to decide what content you are going to use and whatcontent you are going to file away in the back of your mind to draw on if necessary.

Don’t try to tell the audience too much. Research suggests that people listeningto a speaker can only digest six or seven points at one sitting. This is the one item inplanning and delivering a speech that requires the most discipline from me. I always wantto tell my audience everything I know on any subject. Don’t do it.

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Once you have determined the six or seven key concepts you are going to present,you begin to focus on how you are going to put them across. Because I rely heavily onthe captivating power of story to inform, entertain and challenge my audiences, mypresentations are heavily laced with anecdotes and stories connected directly to my six orseven key points. If someone asked me to identify the, most important element in giving asuccessful talk it would be, “Tell the audience stories related to your theme.”

Humour adds a great deal to any talk only if you are good at it. If, in yourprivate life, you can make people laugh easily then you will be able to do so in yourspeech. If you aren’t good at humour when you’re with your friends avoid using humour in your presentations. If you do decide to use humour, be careful that your don’t overuseit, unless of course your talk is on humour therapy or humour in the workplace. We allhave had the experience of hearing someone try to be funny while speaking only to bombhopelessly. There is nothing worse. The audience starts to feel sorry for the speaker andpray that the speech will be over soon to save further embarrassment.

EFFECTIVE OPENING LINES

While I don’t usually use standard lines to begin my talks, here are a few that do workwell.

* As Henry the 8th said to his wives, “ I won’t keep you long.” This always gets a laugh.

* I don’t come to you as an expert. The word expert has two parts. X is an unknownquantity and a spurt is a drip under pressure. So I don’t come to you as an expert.

* After someone gives you a glowing introduction say, “ After an introduction like that Ican hardly wait to hear what I have to say.”

* Speeches are a lot like the horns of a steer: a point here, a point there and a lot of bullin between.

* A major embarrassment to which speakers are subjected is the audience looking at theirwatches. I want you to know that I’m only bothered when you look at them, then shakethem.

These lines tend to put the audience at ease and get a little laughter going. 13

This is the form I use when planning a talk. Please feel free to use it.

TALK OUTLINETOPIC: ( a clear concise statement of what you are going to talk about)

INTRODUCTION: a quotation / story/ question/ statistic ( something interestingand catchy to get audience attention and interest)

MESSAGE:

What I am going to say?.................................................How I am going to say it?

Key points

1. Stories /anecdotes/ humour connected to each of your key points outlined in2. point form

3.

4.

5.

6.SUMMARY: Tell the audience BRIEFLY what you just told them.

CONCLUSION: Statement of encouragement / a call to action

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TIPS ON HOW TO DELIVER A GOOD SPEECH

When delivering a speech keep the following in mind:

1. Always look at your audience. Don’t look at the ceiling or the floor. Look at everyonein the audience not just those in the centre row.

2. Zoom in on smiling faces in the audience. Smiling faces are friendly, affirming andreceptive faces. They will give you confidence and make you feel at home.

3. Speak expressively but be natural.

4. Vary the tone of your voice. It is very difficult to listen to someone who is a monotone. Show enthusiasm in your voice.

5. Never try to impose your message on your audience. Invite them to consider what youhave to say. This shows respect for the people to whom you speak and helps eliminateany resistance to your message. No one wants to feel as if the speaker is pushingsomething down their throat.

6. Don’t hold your microphone too close to your mouth. The sounds that will give youraudience heartburn are the P, the T and the SP and ST sounds. Holding the microphone abit farther from your mouth will soften these sounds and your audience will thank you.

7. This is one delivery tip that works for me. I write the six or seven main points of mytalk and story clues ( one or two words that remind you of the stories you want to tell.) ona white dry erase board available from any business store. Write large enough in black inkthat you will be able to see the script from a standing position a few feet away. Lean theboard against the back of an empty chair in the front row or on the floor against a leg of achair. You will always have an empty chair in the front row because people don’t likesitting there. As you speak, glance at the board to check your progress or remind yourselfof a point or story. It is better than constantly looking at your notes.

8. Try not to stand behind a lectern while delivering your speech. I like to stand out infront of my audience and speak. It sends the message that you are comfortable doingwhat you are doing and that you are comfortable with the people sitting in front of you.There is nothing wrong with standing behind the lectern while you talk. I just prefer notto.

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9. Never read your speech. It puts your audience to sleep and marks you as an amateur.

10. Start and end your presentation on time. If you are asked to speak for 30 minutes thenmake it 30 minutes, unless of course the audience asks for more. Often when you are on aroll and everyone is having a good time the audience might ask you to go on longer. Iusually try to accommodate them. It is always best to leave the audience wanting more soyou make up your mind on this one.

11. Some speakers like to write their speech notes on small recipe cards and hold them intheir hand while they speak. While I personally don’t use this method I present it as anoption. If you like it, give it a try.

12. Practise your delivery by taping yourself and analysing what you recorded. Listencarefully and check for things you did well and things you would like to improve. It isimportant to include the things you did well as we tend to be far too critical of ourselves. Remember that error draws attention to itself while excellence goes unnoticed. Be criticalbut give yourself praise as well.

13. Listen to your audience. They will let you know by their laughter, silence, facialexpressions and body language where you are strong in your presentation and where youare weak. When you have your audience’s full attention you’ll know it. You will alsoknow when you are losing them or when you have lost them. Just train yourself to listenand observe your audience.

When you see people looking around the room, whispering to the person next tothem or constantly shifting their position or reading the program you know you have tomake adjustments quickly. Tell them a story or insert a bit of humour and watch themcome alive before your eyes.

The ability to read the audience during a speech comes with experience. In thebeginning your main concern will be getting through the talk.

14. If you are using a chalkboard, flip chart or an overhead projector here are a fewsuggestions.

* If you are using an overhead projector don’t use too many overheadtransparencies during your speech. Select two or three and make certain they are insequence. There is nothing worse than having the presenter looking all over the table for atransparency during the talk. It speaks of being disorganized. The same applies to using achart or a chalkboard. Have three or four lines on the paper/ board. That’s all. Avoidclutter and confusion.

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*Write large enough and dark enough for all to see. You want to avoid making theaudience squint to see what is written on the transparency or the chart. By writing largeand dark enough for people to see easily you avoid making your audience irritable andrestless. You don’t want them saying, “ How does he/she expect me to see that?” Whenirritated they can easily turn off and tune out. You don’t want that to happen.

*Only write on the top half of your chart paper or transparency. You don’t want people having to stand to see what is written on the chart.

* Don’t read from the chart or transparency. Refer to it then turn back to theaudience and talk about the point. Your audience can read. They don’t need to have youread for them. Unless of course, your didn’t follow the suggestions above.

* When using an overhead projector don’t forget to turn it off between projections.The light bothers the eyes of the audience. This is easy to forget when you are involved inyour talk and not facing the screen yourself so I suggest you get someone to either remindyou or reach over and shut it off. I usually tell the audience that so and so will be myshut-off person. If you see them reaching over and shutting off the projector they aren’tbeing rude they are just helping me out.

* Charts and overhead transparencies are effective ways to keep you organized andon track. Use point form to keep from cluttering the page.

15. It is important to develop a good rapport with the people present before you begin tospeak. They don’t know who you are and might be a bit anxious, wondering what youwill say, how you will say it, or whether you’ll put them to sleep or centre them out.

Before I begin I usually walk around meeting a few people in the front rows. Iintroduce myself to a couple of smiling faces saying “ Hi, I’m Mike Moore. What’s yourname? Where are you from? How was the traffic coming here? Thanks for coming. It’snice meeting you.” Of course you listen carefully to their response before asking the nextquestion. Anything light and friendly will put the people at ease and make them morereceptive to your message. If you can inject a bit of humour here, terrific.

16. When you speak don’t try to be someone you’re not. Be yourself. If you are a quiet,gentle person then be quite and gentle with your audience. Not every speaker has to beenergetic and hyper. Discover your personal style of relating and then use it to youradvantage. Be interested, interesting and tell them stories and things will go well.

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17. Realize that you won’t be able to please everyone. I tell my audiences that I am theonly speaker who pleases 100% of his audience all the time. I please half when I arrive and half when I leave. YOU WILL FAIL IF YOU TRY TO PLEASE EVERYONE.

18. Never get angry at your audience.

19. Don’t treat your audience as if you know everything and they know nothing.

20. Don’t use the audience as your personal whipping post against which you take out allyour anger and frustration with the world.

21. Don’t talk down to them.

22. It is good to remember that, “Adults must be taught as if you taught them not, andthings unknown, proposed as things forgot.” I can’t recall who said this but it is fantasticadvice for a speaker.

HOW TO DEAL WITH DIFFICULT PEOPLE IN THE AUDIENCE

I don’t want you to think that every audience is going to give you a difficult time. Itdoes happen occasionally but not frequently. When it does happen here are a fewsuggestions to consider. They work for me and will for you.

* When someone interrupts or disagrees with you or tries to take over, listen, say thankyou, and move on. Don’t let the interruption throw you or shake your confidence.

* Whatever you do, don’t argue with the disturber. It will just give him/her the attentionthey crave.

* If they persist in interrupting your presentation and trying to take over, look directly atthem and say calmly, “ There is a time limit to this talk and I must move on. But I will be happy to introduce you to the organizers of this event at coffee break. Perhaps you couldask them to be included on the conference agenda as a speaker next year.” This workseffectively.

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* If there is a disturbance among the audience that distracts you such as two people whopersist in talking and laughing while you talk just stop speaking, look directly at the peopleinvolved and wait until they stop talking before you continue. They will get the messageand will not appreciate others looking at them. If they persist, say in a calm voice, “ I findthis very distracting.”

DEVELOPING THE CONFIDENCE REQUIRED TO STAND UP AND SPEAK

I personally think that we have the potential to do whatever we set our minds to anddeveloping confidence is no exception. If you really want to develop confidence you can.Here’s what I recommend.

* Do not indulge in negative self talk. When I started to speak in public I found myselfmentally saying things like, “ Who do you think you are wanting to speak before groups ofpeople? What is it that you have to say that is so important to anyone? Who would wantto come and listen to you? They’ll soon find out how much of a phony you are.” Noticethat all of these are negative and disempowering. Isn’t it interesting how we can talkourselves out of achieving our enormous potential? You must be careful to avoid this typeof negative self talk. If you don’t, you will never be able to stand up in front of anyone todo anything with any degree of confidence.

* Practise positive self talk. Tell yourself that you are capable and confident. While youare no better than anyone else, you are equal in dignity and have a message to share. Tellyourself that you can do anything you put your mind to ...and believe it. The thing thatprevents us from achieving our desires is giving up. NEVER GIVE UP!

* Another effective technique to develop confidence is VISUALIZATION. Mentallypicture yourself being the kind of person you want to be and you can eventually becomethat person. When I started speaking in public I used to sit alone quietly before a speechvisualizing myself as articulate, out-going, witty and enthusiastic. When I began to talk Itended to live up to my visualization. I was more confident and felt free to let my sense ofhumour loose and have fun with my audience.. I really believe that we become what wevisualize.

*Assess your gifts and talents and use them in your presentations. Every human being isgifted with some talent or talents. The mistake we make is assuming that in order to seeyourself as gifted we must be able to tap dance or sing and play a musical instrument. Wenever consider listening or compassion or being interested in the well-being of others as 19

gifts. Whatever your specific gift(s) use it in your talks and the audience reaction willbolster your confidence in a big way.

I happen to play the guitar, sing and draw cartoons so in my speeches I sing, playsongs appropriate to the theme and use my cartoons to illustrate the overheadtransparencies. If you have the talent for telling a story then use that talent in your speech. The audience will love you for it.

THE IMPORTANCE OF TELLING STORIES?

Ever since I started teaching I have been convinced of the power of a good story toinform, comfort, inspire, entertain and challenge people. We all love stories. In fact I readsomewhere that we each listen to over 20,000 stories a year. Before you dismiss thisstatistic as ridiculous consider the number of stories contained in one telephone call. WhenI am finished speaking on the phone my wife inevitably asks me what so and so had to say. I begin to tell her all the stories I just heard. Each event is a story. When your son ordaughter comes home from school you ask for the stories from their day with, “ Well,what happened at school today?” Newspapers are filled with stories. Reality programs ontelevision are crammed with interesting stories. Movies and soap operas are other sources. Our appetite for stories is insatiable.

Have you ever been in church on a Sunday morning listening to a boring sermon?You sit there hoping the end will come when the preacher starts to tell a story. All of asudden your ears perk up and you tune in eager to hear the story unfold. Such is themagnetic power of a story.

If what I say about the value of story is true then when you are asked to give aspeech you must include a few well chosen stories to ensure success. Remember that youraudience is eager to be told a story so don’t disappoint them. They will repay you withtheir undivided attention.

I always carry a little notebook in my back pocket in which I record anythinginteresting that happens to me or those around me throughout the day. I have on file over400 stories classified under headings related to the subjects of my speeches. When I ampreparing a talk or a seminar I go to my files and select and insert interesting anecdotesrelated to the topic or theme. I do the same thing with humour. Observing peoplethroughout the day provides an inexhaustible source of story material.

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Here is an example of what I mean. I was going into a coffee shop one morningwhen I met a woman of about 85 years of age coming out. She had a rather frustrated lookon her face as she looked at me and said, “ I wouldn’t go in there if I were you. It’s amadhouse. A busload of senior’s just came in.” I immediately wrote this story down for Ifound it not only humourous, but insightful as well. I have used it in talks to illustrate thathumour teaches us about many things, in this case attitude and aging.

The classifications under which I file stories include the following:

* Human behaviour

* Family situations

* Stress

* Worry and fear

* Coping with change

* Self esteem

* Attitude

* Belief

* Perception

* Motivation

* Achieving our potential

These are a few of the filing categories I use. Create your own according to yourlist of topics

I use small recipe cards to record stories and humour. I find them easy to accesswhen they are filed and kept in a card container you can purchase at a stationery store.

It doesn’t matter how you file your collection of stories as long as it works for you. Theimportant thing is to start a collection and begin using stories in your speeches.

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TELLING OR READING A STORY TO THE AUDIENCE

While there is nothing wrong with reading a story to the audience I never do. Iprefer to tell the story. When you record an anecdote in your notebook always write it inpoint form and just include the story line. This way you will have to flesh it out as you tellit. Say you saw a man come into a restaurant with his wife and children for Sunday dinnerand the man in question spent the entire dinner doing business on his cell phone instead ofcommunicating with his family. I would record it like this: Man/restaurant/Sundaydinner/ business on cell phone/ no communication with family. When planning a talkon family relationships I would take the shell of this story and weave it into one whichwould get a specific point across to my audience. It takes practise, but the results are wellworth the effort. By the way this actually happened and I actually used the story manytimes in talks on family relationships.

WHAT TO TALK ABOUT

Whenever I am asked this question I always ask , “ What are you passionateabout?” Your passions in life provide you with unlimited topics for presentations. I alsosuggest that you try to develop an interest in and keen knowledge of the human conditionas it is something we all share and know something about. It also can be the source of allkinds of material. Talks on overcoming adversity, courage, how to handle the stresses andstrains of life, interpersonal relationships and communication are just a few good themesto consider.

If you want to see the topics I speak on visit my website at www.life.ca/mooreYou will see that I talk on human potential, motivation, self-improvement and humour. Ifind that general human interest themes appeal to a wider audience than something to dowith your love of fishing for example. The broader your subject appeal, the morebookings you will get. And that’s exactly what you want.

You will also get more work if you are able to create a speech to meet the needs ofa specific audience. If you are able to tailor a speech to the needs of an organization youwill soon gain the reputation as a speaker who is creative and flexible. I always ask thepeople hiring me to write down 4 or 5 things they would like to see accomplished by mypresentation. I keep these in mind as I prepare the talk. I want to meet the needs of thegroup hiring me, not my perception of their needs. So remember flexibility andaccommodation are important.

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HOW MANY PREPARED TALKS SHOULD I HAVE IN MY REPERTOIRE?

In the beginning of your career have one well prepared presentation packaged toperfection. Practise your delivery so that you can give the talk in your sleep. Thenpresent it to the world following my suggestions on getting speaking engagements outlinedearlier

Apparently there was a speaker who made his total living giving one speech called“ Acres of Diamonds.” He was said to have given this presentation thousands of timesthroughout the world for which he was paid generously. Personally I couldn’t do this. Iwould be bored to death giving the same speech over and over again. But in the beginningthis is exactly what you must do. Have one polished gem which you can deliver well uponwhich to build your reputation as a speaker. Then you can broaden your repertoire.

Often your audience will suggest a topic for you to consider. A line from yourpresent speech can frequently be the catalyst for additional material. For example: I wasgiving a talk about irritations when I happened to mention that some people are harmful toour health. After I had finished speaking someone in the audience asked me how to copewith this type of person and so the idea for “Coping with Toxic People” was born.

WHAT TO DO TO ENSURE YOUR SUCCESS AS A SPEAKER

While there are no iron clad guarantees of success at anything there are a fewthings you can do to increase the possibility of succeeding. The first thing I would suggest is that you make your audience your number one priority. Do everything possible to meettheir needs and they will come back to hear you again and spread the word that you areone speaker worth listening to. What are their needs?

* affirmation* belonging* importance* appreciation* empathy* encouragement* attention* pleasure* laughter* comfort

Try to meet one or more of these needs and you will be on your way to success.23

ORGANIZATIONS IN NEED OF SPEAKERS

This is a partial list of community groups and organizations that are always looking forspeakers. Get their addresses from the phonebook and send them your promotionalmaterial.

* The Rotary Club

* Kiwanis Club

* Lions Club

* Optimists

* Seniors’ groups

* Legion

* Shriners

* Professional business groups

* School Councils or P.T.A.

* Dental Associations

* Crime Stoppers

* Banks

* Family Resource Centre

I am sure you can add many more organizations to this list.

I have spoken to many of these groups within my own community and surroundingcommunities. Most of them don’t have large budgets for speakers, but their membersinclude business people who are potential clients. If they like you they will ask you tospeak at their annual dinner or conference. This is how your reputation spreads.

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HOW TO PRODUCE, PUBLISH AND MARKET YOUR BOOKS AND TAPES.

After I had started speaking full time it didn’t take long for me to realize theimportance of having published products to sell as “ back of the room” items. Everything I had read encouraged me to write and record in order to increase my income and build myreputation as a speaker. As I mentioned earlier a speaker has a captive audience 20 to 30percent of whom are eager to purchase material related to the subject of the presentation.This is a perfect situation for any speaker so take advantage of it.. After I had written myfirst book “ Embracing the Mystery” I offered it for sale at my speeches and in the firstyear sold over 800 copies at 12.00 a copy. This allowed me to pay for publishing costsand have a healthy profit to reinvest in my business.

HOW TO GET STARTED

If you haven’t got sufficient background material to write a book I would suggestthat you begin with a monograph. A monograph consists of about 15 to 20 double spacedtype written pages on a topic related to one of your speeches. Don’t have identicalmaterial to that found in your talk. Have the monograph expand upon the content of a talkso that your audience is getting more information on the topic and not just the samecontent.

I like to write the first draft in long hand and then transcribe it to my computer. This way I can write whenever the mood strikes me whether I have my laptop with me ornot. You might prefer to write directly to the computer. It’s up to you.

After I have completed the first draft and have entered it into the computer I beginthe process of editing and revising. The computer makes this once tedious task a cinch.You can move sentences, paragraphs or entire pages at will with just a click of the mouse.Continue revising and editing until you are satisfied with the results.

Now is the time to design your cover. Keep it simple. I just frame the page usingthe computer, print the title in large letters one third from the top of the page and type myname in the bottom right hand corner. Use white or coloured cover stock.

When the editing is finished give the manuscript to a couple of trusted friends fortheir input. Don’t get upset with any suggestions made to improve your masterpiece. Youwant the best product possible to offer your audiences therefore objective constructivecriticism is necessary.

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Once you have the cover designed and the final editing complete it is time to print amaster copy and take it to a print shop like Business Depot. Have them print 10 sets of thefinished document. You can have the monograph put together at the print shop or you cantake the pages home and do it yourself. Bring the final product to your next speech andhave it for sale on a table at the back of the room along with your business cards and otherpromotional material. If they sell well have more printed and continue to offer themwhenever you make a presentation.

The sale of your monograph will help finance any other publishing venture youmight wish to try related to your speeches. You will be surprised at how well yourproduct sells after you have just given a terrific talk. Leave your audience wanting moreand the more they are left wanting can be can be filled by your monograph.

If you want to produce a cassette tape of one of your presentations or of a relatedsubject the process is quite simple. Prepare the manuscript according to the suggestions Igave you on writing your monograph. When you have your final draft ready to go, read italoud to see if it flows well. Remember that prose written to be read silently is quitedifferent from prose meant to be read aloud. So make sure that the manuscript you areplanning to record reads well orally. It should be conversational rather than formal. Writeand read as if your are having a pleasant talk with your listener.

Now it’s time to record. Get yourself a good tape recorder and an excellent qualitytape. Go into a quiet room and begin. Make sure that the microphone is set on a table andnot held in your hand. Holding the microphone gives you inconsistent, scratchy soundreproduction.

If you aren’t happy with the results do it over until it meets with your approval. Don’t be a perfectionist here just strive for a quality which you can sell to the public withpride. Remember that the people who buy your tapes are more interested in your messagethan in the quality of the sound reproduction. Strive for good quality sound but don’texpect perfection without a professional recording system.

The finished product becomes your master tape from which all others are made.Hopefully the tape recorder you used has a dubbing capacity. If not, get one and learnhow to dub a new tape from the master. Always dub on slow speed. You get a betterquality reproduction.

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Dub five to ten copies from the master tape to speaking quality recording tapes. Check them for quality and then prepare them for sale. You can purchase labels and cases for the finished product from a sound studio. If a recording studio in your area doesn’tactually sell tape cases and labels they will be able to direct you to someone who does.

When you find that your tapes are selling well go to a recording studio to produce aprofessional product. The sound production people will help you design an attractive Jjacket( cover) for your tape, print your promotional material on the back of the J jacketand shrink wrap each copy for sale. Only do this when you are sure you have a winner.To see a professionally produced tape go to www.motivationalplus.com/store.html Thetape “ Live, Laugh, Love and be Happy” cost me about 3.00 each to produce ready forsale and I sell each tape at my speeches for 10.00 a copy

The more finished tapes and books you purchase at one time, the lower the priceper unit. At first this sounds attractive but unless you’re sure that you can sell a largenumber, it is best to order smaller quantities. I only have printed or produced the numberof tapes and books I feel certain I can sell in one year, usually about 500. This is a goodrule of thumb. If you need more you can have them within a week or two.

THE USE OF MNEMONICS IN PUBLIC SPEAKING

Mnemonics are devices or strategies designed to help us remember. The word ispronounced NEMONIKS. I use them to help me recall content without having toconstantly refer to notes. When I speak to an audience I want it to be intimate andconversational. I don’t want my talk to be formal and stiff. When a speaker has to look atnotes throughout the speech it makes the presentation seem somewhat artificial in myopinion. Don’t get me wrong here I do believe that a good speaker has to refer to notesnow and then, but not too often. When I have to look at notes to check my progress or seeif I am on course I try to do it in a way that leaves the audience unaware of the fact that Iam doing so. Refer to my earlier reference to the use of the dry erase board as a reminder.

The mnemonic strategy I find most helpful involves forming a word out of the firstletter of each point I want to recall. It doesn’t have to be a real word. It can be a nonsenseword I make up as a reminder. Let me give you examples of what I mean. Let’s say that Iam speaking on the skills involved in good conversation. They include the following...

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CONVERSATION SKILLS

1. SMILE

2. LEAN FORWARD TOWARD THE PERSON WITH WHOM YOU ARE SPEAKING.

3. MAINTAIN AN OPEN STANCE.

4. TOUCH

5. EYE CONTACT

6. NOD OCCASIONALLY TO LET THE PERSON KNOW YOU ARE LISTENING.

If you look carefully you will notice that you can spell the word SOFTEN fromthese skills. S. smile O. open stance F. forward lean T. touch E. eye contact N. nodWhen I am preparing a presentation on effective communication I jot down the wordSOFTEN and I can recall the skills of good conversation easily.

When I am speaking on the topic of human motivation I know that human beingsare motivated by the satisfaction of basic emotional needs. They are the need for ...

LOVEACCEPTANCEAPPROVALAPPRECIATIONBELONGINGIMPORTANCE PLEASURE

The nonsense word I have created to help me remember these needs is

LAAABIP

When preparing a talk on motivation I just write out the word LAAABIP and I knowexactly what my content will be. Try this technique. It works well.

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USING SPEAKERS’ BUREAUS TO REPRESENT YOU

Speakers’ bureaus have a group of speakers they represent, much like an agentdoes. Your name will be one among many on a given topic presented to those seeking aspeaker.

A speakers’ bureau will only agree to add your name to their roster after havingseen you in action either in person or on video. So if you are interested in belonging to abureau you must have a video made of one of your speeches and submit it with yourapplication.

When a client approaches the bureau for a speaker on a specific topic your name ispresented to the potential client along with your video. If they like what they see theyinform the bureau, the bureau approaches you and you decide whether you want the job ornot. The speakers’ bureau receives 25 to 30 percent of your fee for their services and youpocket the rest. One thing you will be glad to hear is that the fees they negotiate areusually much higher than what you usually agree to.

I use the services of one bureau to represent me. I still find, as mentioned earlier,that word of mouth and my website are the best forms of advertising. If you do decide tosign with a speakers’ bureau never agree to their exclusive representation. You want to beable to represent yourself and make your own decisions regarding where, when, to whomand for how much you will speak. Many of my colleagues in the speaking business arerepresented my five or more bureaus. I use one. The decision is up to you.

Your phone book and the internet are excellent sources for locating speakers’bureaus. Just type in “ Speakers’ Bureaus” and you will be flooded with choices.

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DEVELOPING A PRODUCTIVE AFTER-MARKET

An after-market includes the names and addresses of those people from youraudiences who were interested enough to want to stay in touch. They are the ones withwhom you can continue to communicate on new products you have produced, futureengagements, special offers etc. The value of a loyal after-market is found in the beliefthat if a customer buys from you once, they will again and again.

TIPS ON DEVELOPING YOUR AFTER-MARKET

DRAWS:

As your audiences enters the room at the beginning of the evening ask each personto drop their business card in a box in order to be eligible for a prize to be drawn later. Theprize can be one of your books, manuals or tapes. The winner of the draw has to go toyour product sales table located at the back of the room to select the prize. While therepicking up their prize they just might see something else they want to purchase.

At the end of the night you will be out a couple of books or tapes, but you will havethe names and addresses of a large number of new potential customers to add to yourmailing list.

GIVE-AWAYS

People love to get something for nothing so don’t disappoint them. Have a one ortwo page hand-out prepared and placed on your sales table. After your speech invite theaudience to pick up their free gift at the table before they leave. When you do this youmake sure that large numbers of people will approach your table and while there hopefullybuy some other product.

KEEP IN TOUCH CARDS

I prepare a number of cards which I call “ Keep in Touch” cards on whichmembers of my audience are asked to record their names and addresses . I usually end upwith about 25 new names for my mailing list every time I extend this invitation. All ofthem are potential after-market customers.

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FINAL THOUGHTS ABOUT FEAR

It is said that the number one fear people have is the fear of speaking in public. Ifthis is true then we have to ask ourselves what makes standing up in front of people andsharing a message so frightening. I think the answer lies in two other basic fears we allhave, the fear of failure and the fear of rejection.

When we stand up to speak we are afraid to fail and be rejected. As John Powellsaid in “ Why am I Afraid to Tell you Who I Am?” “ I’m afraid to tell you who I ambecause it’s all I’ve got and I’m afraid you won’t like me.” It seems that we all have anintense desire to be liked and appreciated.

How do you overcome the fear of speaking in public? I have had people say onmany occasions, “ I wish I could do what you do, but when I stand up to speak in public Ifreeze.” Well, I believe that overcoming fear begins with confronting it head on. If youconfront what you fear the death of fear is certain.

Commit yourself to not letting fear stand in the way of achieving your potential as aspeaker. Do what you fear doing and you will find that you are on the way to conqueringfear. What a victory for you and your potential.

I have been speaking before audiences, large and small, for over 25 years and Ihave never come across a hostile audience where I felt rejection at all. Most audiences are there to hear what you have to say and hopefully benefit from it. They want you to succeed and if you are well planned and organized and they sense that you reallycare for them they will support you 100 percent. In fact if I do happen to have a troublemaker in the audience, which happens rarely, the audience always come to my defencewith looks of disapproval or with a terse frank comment.

So trust your audience. They are on your side and want you to do well. Look yourfear of speaking in front of people directly in the eye. Stand up and speak with all theconfidence you can muster. Be yourself. Like your audience and in no time your fear ofpublic speaking will begin to vanish and you will be on the road to success.

( For more on overcoming fear see my book, “ Embracing the Mystery.”)

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ORGANIZING AND CONDUCTING YOUR OWN SEMINARS

Once you become an established speaker you won’t have to wait to be asked tospeak by a specific group or organization. You can plan, organize, advertise and conductyour own seminars wherever and whenever you want.

Let ‘s say that you have a topic that has broad appeal and offers the public practicalinformation to solve a problem or achieve success. Your seminar is called “ HOW TOACHIEVE FINANCIAL SUCCESS IN THE NEW MILLENNIUM”. These are the steps you would follow:

* Select a location for your seminar, preferably a city where you are known as aninteresting speaker. While this isn’t absolutely necessary, it does help draw an audience.

* Rent a facility. Locate a room in which to conduct your seminar. It may be a room inthe public library or a banquet hall. Just make sure it is large enough to house youranticipated audience. Too small a hall will make your audience feel cramped anduncomfortable. Too large a hall will give the impression that not too many people wereinterested.

*Most of your energy will be spent on marketing and promoting your seminar. Take outads in local and regional newspapers and radio to promote the event. Remember to stressthe benefits to be gained by attending. Indicate the cost of the seminar in your advertisingand ask those interested to pre-register. Provide them with an address to which registrationfees can be sent. Don’t just rely on advanced registration. It is best to use a combinationof both advanced and at the door registration to accommodate those who might leavethings to the last minute.

* Set a reasonable fee, a bit lower than what you think people are prepared to pay. Whensetting the fee consider all your costs such as promotion, advertising, clerical and hallrental.

* Have a cancellation policy acceptable to the manager of the facility and yourself. If, bya certain date you haven’t received sufficient registrations you can cancel the event. Tryto negotiate the most reasonable financial cancellation penalty possible.

* Start small and stay small until you achieve a level of success. Then, and only then, startto enlarge the event.

For more information on the seminar business consult “ Seminars to Build Your Business”by Barbara Siskind Published by Self-Council Press

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STAYING COOL IN THE PRESENCE OF MURPHY’S LAW

Let’s face it things can and will go wrong at the most inappropriate, inconvenienttime. You arrive at the location of your presentation only to find.....

* that there is no microphone or the one they have doesn’t work or works when it feelslike it.

* the overhead projector is missing a bulb or the bulb that is there is burned out.

* someone forgot to locate an extension cord.

* there is no lectern

* no one can find the screen for the overhead projector.

* no one has been asked to introduce you.

* there aren’t enough electrical outlets to meet your needs or the nearest outlet is a milefrom where you are set up.

* there are no markers for the flipchart.

* tables haven’t been provided for your materials or the table provided is so far from theflow of traffic that you might as well not have one.

All of these have happened to me. Not all at once thank God.

MY ADVICE:

* DON’T get upset or impatient. It would be so easy to express annoyance and you wouldbe justified in doing so, but DON’T. Your career will suffer if you get the reputation forbeing difficult to work with and temperamental. Just remember that there is a high degreeof stress on many fronts among the organizers of the evening. It really helps if you staycalm and cool in the presence of Murphy’s Law. The people organizing the event willappreciate it and spread the word that you are great to work with.

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PRACTICAL STRATEGIES FOR NEUTRALIZING MURPHY’S LAW

* Prior to the event provide the organizers with a list of your needs.

* Go over the list with them a few days before your speech.

* I bring my own sound system and microphone just in case theirs doesn’t work or isinadequate.

* Bring a couple of extension cords.

* Phone the hotel and ask if they have a sound technician. Many popular hotels don’t andthat leaves you with no assistance if you experience sound system problems.

* If there is no screen available for use with the overhead look for a blank, light colouredwall and use it as a screen.

* Carry your own markers for use with charts.

* If tables haven’t been set up look for a caretaker and ask nicely if you could help themset up a couple of tables. Introduce yourself to them and ask their name. Use their nameoften and they will travel to China and back for you.

BE PREPARED TO SPEAK USING BASIC FUNDAMENTALS. All you reallyneed to give a speech is a brain, a mouth, and an audience. If nothing goes right for youon a given night be ready to speak using nothing but these three. Don’t panic or get upset,just do it and enjoy it.

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GENERAL TIPS

When I finished writing this manual I asked myself if I had forgotten anything. Thissection includes those things I forgot to work into the body of the manual and are tooimportant to leave out.

* Become an information hound. I carry a notebook with me to record what I see and hearhappening around me. Everything you jot down becomes potential material for my books,tapes and speeches.

* If you don’t have a website, get one. Once it is posted on the internet offer visitors theopportunity to subscribe to your free newsletter. Check mine out at www.life.ca/moore.

* A website saves you time and postage. When someone gets in touch with you and wantsa list of all your topics and a few testimonials it is nice to be able to direct them to yourwebpage where all this information is provided. If you don’t have a webpage you have toprepare a package and mail it to them at your expense. The information packets I used tosend out often cost me between 2.00 and 3.00 postage. This doesn’t include the cost of theenvelopes.

* Always record( in a notebook) the name, phone number and email address of eachcontact person. In the beginning I didn’t do this and many times I lost the piece of paperwhere I had written this information and wasn’t able to get in touch with the people hiringme. I had to wait until they got back to me.

*After you have established the topic of your speech, ask your contact person to outline inwriting 4 or 5 outcomes they would like to see happen as a result of your presentation. Bydoing this you are better able to operate on the group’s expressed needs and not on yourperception of their needs.

* If you plan to provide handouts as part of your presentation send the master copies to thecontact person and have them run off the required number of copies. Make sure that eachhandout has your promotional information on it.

* I suggest that you ask the people hiring you to obtain plane tickets and hotel reservationsfor you. Also to arrange transportation from the airport to the hotel and back to the airport. Doing this will save you a lot of trouble.

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* Prior to the speech send the organization an invoice for your fee. Doing this will ensurethat you receive payment on the evening of your talk. I have waited up to 5 months. to bepaid. I have included samples of my invoice and speaker’s agreement at the back of thismanual.

* Once you have received the go-ahead to plan the speech send the organization aspeaker’s agreement. Doing this will make sure that each party has,in writing, just what isexpected of them. Send a copy to the people hiring you and keep one on file yourself.

* If you are driving to a speaking engagement give yourself plenty of time to get there andset up. I recall having to speak in Toronto at 9 am one morning. Knowing that the drivefrom my home to Toronto was one hour I left at 7 am. Surely this would give me plenty oftime to get there, set up and be ready to go at 9:00 am. Well, it didn’t. The traffic wasterrible and I arrived at one minute to nine. The people organizing the event were on theverge of panic. I had to set up quickly so as not to keep people waiting. It was too rushedand frenetic. NEVER AGAIN! I didn’t have a cell phone to let them know what washappening.

*Keep receipts of everything for tax purposes. These include... internet accounts, postageexpenses, mileage, transportation to and from the airport at my end ( I don’t expectpeople hiring me to pay for my transportation from my home to the airport), meals, homeoffice space, a percentage of hydro, phone and heating costs, office supplies etc.

* Get advice from a good small business accountant. It is worth it and the expense is a taxdeduction.

* When there is a mountain of paperwork to be done I hire my teenage daughter to do it.She sends me a bill and I pay her. Her salary become a deduction.

* I also hire a person to sell my books, tapes, and manuals at my presentations and to helpme set up. He receives a fee and a percentage of what he sells and I get to deduct his fee.

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IMPROVING YOUR CONVERSATION SKILLS

When I first started speaking for a living I had great difficulty with one-on-oneconversation with members of my audience.. I could speak before 2500 people and enjoyevery minute of it but when I was expected to mix and mingle and make small talk mytongue became all thumbs. I realized that my conversation skills needed work, and set outto improve them. I researched the topic thoroughly and applied what I had learned to myown life. My efforts paid off for I now can talk about anything with anyone for any lengthof time. Let me share with you what I learned about the art of conversation. Thisinformation will be invaluable at refreshment break when you too are expected to mix andmingle with your audience.

HOW TO IMPROVE YOUR CONVERSATION SKILLS

* There are three fundamental principles upon which good conversation is based. 1. It isbetter to be interested than interesting 2. There is nothing as flattering as the undividedattention of another human being. 3. People long to talk about their favourite topic whichis “ themselves.” Keep these in mind and you can’t fail in becoming a greatconversationalist.

* Assume the responsibility for starting and maintaining the conversation.

* You can begin with a friendly “ Hi, I’m Mike Moore and I’m from_________.” Usuallythe response is “ Hello, Mike I am ____________ and I’m from___________. (Away yougo.)

* Use the person’s name throughout the conversation. It shows that you’re interested inand focussed on the other.

* Let the other be the centre of attention.

* Show a genuine interest in the one you’re speaking with. Maintain eye contact.

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* Ask questions that require more than a one word answer.

* When you ask a question listen attentively to the answer and be quick to ask anotherquestion arising from the answer to the first.

* Put the other at ease by smiling and nodding frequently throughout the conversation.

* Talk in terms of the other person’s interests.

* Don’t feel the need to disagree until you get to know the person better.

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AFTER-DINNER SPEAKING

People are always looking for humourous, entertaining after-dinner speakers.Organizations, businesses, service groups, professional associations etc. all have annualbanquets or appreciation dinners which usually require a speaker whose main task is toentertain and not necessarily inform.

While I do a lot of it, after-dinner speaking isn’t my favourite venue for a fewreasons...

* They are too brief. Usually you are asked to speak for 15 to 20 minutes. This is likegiving me a glass of beer and asking me to eat only one peanut. I am just starting to rollafter 15 minutes.

* You frequently have to speak while the kitchen staff is cleaning the tables. The clinkingof dishes is , for me, a huge distraction.

*People like to have their coffee or tea and chat after dinner so you have to be veryentertaining to capture and maintain their interest.

* You have to keep your talk light and fast paced. If you can’t do this you’ll put them tosleep. After a big dinner that’s what many of them would love to do anyway.

* People usually need to go to the bathroom after their meal so you have to be prepared tospeak over moving traffic.

*If you’re going to have a heckler in your audience you’ll have one in an after-dinnerspeech. Wine and cocktails can turn people into limelight loving clowns very quickly.

Having said all this, I must admit that I have had some fantastic experiences as an after-dinner speaker. I must enjoy doing them because I seldom refuse an invitation.

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If you would like to try after-dinner speaking here are a few suggestions to helpensure that your experience is a pleasant one.

* Always arrange with the organizers to have you begin your speech after clean-up.

* Have only one or two key points to your speech rather than the six suggested earlier. Usehumourous or inspirational stories to get your points across.

* If you can sing and play an instrument, incorporate a relevant, fun song into yourpresentation. I have about 20 songs for such occasions in my repertoire and always try to use one of them in my after- dinner talks. The wine and cocktails can really loosen youraudience to the point where they will sing their hearts out. If you aren’t comfortablesinging in front of people DON’T DO IT.

* Always ask if you are invited to the dinner. You’d think that this could be taken forgranted, but it can’t. I once attended a dinner as the after-dinner speaker only to find that Iwasn’t included in the eating part of the evening. They just wanted me to speak. ThankGod I had my guitar with me. I sat there playing softly while they ate and my stomachsang the hunger waltz. From then on I always ask if I am included in the dinner.

* Don’t try to sell your products as back of the room sales after a dinner speech. It isn’tthe time or the place. I once spoke at the Canadian Antique Car Association’s annualdinner and presented my books, tapes and manuals for sale at the end of the evening. Thesales were fantastic but this was the exception rather than the rule. Usually people don’teven approach your table. They are too busy mixing and mingling.

If you’re the type of speaker who enjoys entertaining people for 15 to 20 minutesafter having a nice meal and getting well paid for both and if you don’t mind a fewdistractions while you speak, then give after- dinner speaking a try. I usually chargebetween 400 and 500 dollars per speech if it is local. I charge more if I have to go out oftown.

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HOW TO MAKE MONEY AND BUILD YOUR REPUTATION GIVING FREESPEECHES

When you reach the point where you feel that you would like to take your talk orseminar to the corporate world you have to be somewhat creative in your approach. Businesses and industries are rather reluctant to hire an unknown speaker to in-servicetheir people. They want someone with a track record and a good reputation and you can’tblame them considering the money they are willing to pay.

One effective way to crack the business in-service market is to offer your seminarfree of charge. Before you choke on your coffee, let me explain. There are a couple ofimportant conditions involved in your free offer. 1. If the company likes what they see andhear they will consider hiring you for future presentations to their employees. 2. If theylike what you do, they will write a testimonial letter which you can use when youapproach other businesses. It is a win/win situation. You get experience and the companygets in-service free of charge.

You can also make extra money selling a monograph related to your topiccontaining practical suggestions and ideas to improve employee effectiveness. Who knows , the company might like to provide each employee with a copy of yourbooklet which would mean a bulk sale of your product. Not too bad at all.

HOW TO CRACK THE LUCRATIVE BUSINESS IN-SERVICE MARKET

* Develop a seminar or presentation which solves a human relations problem common tomost businesses. Hot themes today involve improving customer relations, loweringworkplace stress and raising staff morale.

* Write a monograph or booklet on your theme. Make it practical, interesting and usable.The monograph or booklet must provide excellent information on the topic as well asstrategies which can be used to accomplish the task under discussion. Remember that youdon’t have to be an expert on the subject to write and speak on it. By researching anytopic thoroughly you can quickly become an expert. Follow the instructions on writing amonograph given earlier.

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* When you have your seminar prepared, your booklet written and 5 or 10 copiesproduced it is time to begin marketing your service and product.

* Select a few local companies and phone their Director of Human Resources for aninterview at their convenience. Tell them that you only need 15 minutes of their time.Saying this shows that you value their busy schedule. The interview often lasts longer than15 minutes but saying that it won’t, makes the human resource person more willing to giveyou an interview.

* Before your interview prepare a promotional kit containing your business card,brochures, testimonial letters, a list of the topics you speak on, press clippings, monographand website information. Put them all in an attractive folder for presentation.

* Dress professionally for the interview.

* Present yourself in a warm, friendly, confident, manner. (Remember the “act as if”principle discussed earlier.)

* Begin by identifying your area of expertise and saying that this is what I can do for youand your company. DO NOT come across as the saviour of the corporate world, just assomeone who has something to offer.

* Your main selling point will be the NO FEE feature so stress this up front. “ This willcost your company nothing and will help you improve customer service and employeesatisfaction.” Include here whatever the key benefits of your service are.

* Hand the person a copy of your booklet and refer them to well chosen sections. “ If youtake a look a page 25 you’ll notice that I have included numerous, practical suggestions onhow to....”

* Stress that you don’t believe in the parachute concept. The parachute concept involveshiring an outside expert to drop in from the sky, speak on a topic of concern then leave onthe next flight. Emphasize the fact that you will leave management and employees withfollow-up activities to use to after you’re gone, activities which will provide practise in the skills presented in your seminar. You might want to offer your consultative services to thecompany if they are required.

* At some point in the interview you might suggest that if they like the material found inyour booklet or monograph you could give them a terrific price on a bulk order. Do thisonly if you sense that they find your product interesting.

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* Leave your press kit with the company representative, thank them for their time andattention, and leave.

* When you are informed that you have the job ask to meet with the planning committeefor the in-service event. When you meet ask them to identify four or five outcomes theywould like to see happen as a result of your workshop. If you plan your seminar aroundthese outcomes the company will see your talk as an off-shoot of their own aims andobjectives. THIS IS VERY IMPORTANT.

* If the company gets in touch with you to conduct your seminar and you do a great jobyou can count on word of mouth to spread the news of your success far and wide. Thoseattending your workshop or seminar will tell others who in turn will suggest your name tothose in their workplace when a speaker is required. You are off and running.

* After the company gives you the green light to conduct your seminar you can ask for atable to be set up at the back of the room for your promotional material and informationproducts. They will co-operate with you here as they are getting a big FREEBIE.

* Conduct the workshop or seminar according to all the suggestions found in this manualand you will be successful.

* Don’t forget to remind the company to write your testimonial letter. I usually remindthem after each speech and then write a reminder a week or two after the presentation.Direct the letter to the contact person with whom you worked arranging the event.

WORDS OF ENCOURAGEMENT

Calm self-confidence is as far from conceit as the desire to earn a decent living is remotefrom greed. Channing Pollock

To know oneself, one should assert oneself. Albert Camus

It’s all right to have butterflies in your stomach. Just get them to fly in formation. Dr. RobGilbert

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SELF PROMOTION DURING A SPEECH

While self promotion during a speech is acceptable, you must be careful not tooverdo it. I usually take a second or two at the beginning of my talk to mention the factthat I did bring a few of my information products for them to take a look at during thebreak. I also add that I will be at the product table to chat with them after the speech. Justbefore I end my talk I take a minute or so to remind them that I will be at the back of theroom to meet them and answer any questions they may have about the talk or one of mybooks, tapes etc.

Throughout the presentation I frequently read a relevant selection from one of mybooks. I just hold it casually in my hand with the cover facing the audience and say, “There’s a brief passage from my book, “Embracing the Mystery” which illustrates thispoint clearly.” Then I read the passage and put the book back on the table.

It is quite acceptable, once or twice during your speech, to say, “ I write morethoroughly on this subject in my book “ Light up with Laughter”. Just don’t overdo it orput pressure on the audience to buy. Some speakers really use the hard sell with theaudience throughout their speech. I don’t do this. It just isn’t me and I think it showsdisrespect for the people who came to hear your message. They get enough commercialson radio and television.

When I first presented my information products to my audiences I was reluctant topromote them at all. I almost always came across as apologetic. “ I brought a few of mybooks for you to take a look at if you want to. Don’t feel that have to buy them.” It didn’ttake long for me to stop this foolishness. Of course I wanted them to buy them. Whywould I write and illustrate them if I didn’t want people to purchase them? Sometimes weare too timid.

It is important to strike and maintain a balance in your self promotion during yourpresentations. Hit the audience too hard with self promotion and you turn them off youand your products. If you don’t promote your material at all or apologize for doing so, noone will bother buying and you certainly don’t want that. Ask yourself what you would becomfortable with if you were a member of your audience and trust the answer you giveyourself.

Remember: If your aren’t enthusiastic about your published material no one else willbe either.

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HOW TO PLAN AND CONDUCT AN EFFECTIVE ONE DAY SEMINAR

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CONDUCTING A FULL DAY SEMINAR

One of the most financially profitable yet emotionally tiring experiences is the full dayseminar. It involves thorough planning and preparation to make it a success.

HOW TO BEGIN:

It all starts with a company or organization approaching you with a request toconduct a full day seminar on a topic outlined in your promotional material. When thishappens the first thing you do, after saying you would be happy to accommodate them, isto ask the date of the proposed event. This might seem insignificant at first , but you don’twant to spend a lot of time discussing details only to discover that you are unavailable onthe date in question. This has happened to me a number of times. When you know thatyou are free on the desired date then discuss your fee. Again, you don’t want to go ondiscussing the structure and content of the day to find that you can’t agree on a fee. Iusually work within a fee range of between 2000.00 to 2500.00 for a full day seminar, plusexpenses. I have a fee range because I want to open doors of opportunity not close them. Idon’t want to get the reputation of being rigid when it comes to my fee. Flexibility isimportant to me.

Once you have the date established and have agreed on your fee you can proceed withthe following:

* Identify and clarify the topic. Make certain that you know what the organization wantsyou to speak on and what they would like stressed.

* Determine their outcomes and expectations. I usually ask the planning committee towrite down four or five major outcomes they would like to see result from the seminar.This keeps your planning on track. There is a tendency for a speaker or facilitator to planaccording to his/her perceptions of the needs of the group with whom they are working. You want to avoid this.

* Try to get a sense of the culture of the group you will be working with. What are thestrong and weak points of the organization as perceived by the organizing committee? Ismorale high or low? What about worker satisfaction or dissatisfaction? Are the peopleunder a great deal of stress? This input is helpful to you in the planning of the day.

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* I like to keep the planning committee informed and involved about the structure, contentand flow of the day. When I have the day planned I meet with the organizers, share what Ihave done and ask for their critical response to my efforts. Their suggestions will not hurtmy feelings for I am there to meet their needs. The final product must be the result of co-operative effort.

* Always provide handouts related to the content of each session to those present . Iusually make them available on the table at the back of the room where I sell my books,tapes and manuals. This way the people have to visit my product table when they go topick up their free handouts. The organization hiring you will run off the numbers of copiesneeded, at their expense. Frequently the business or organization will want to take thehandouts you prepare and put them into a folder or booklet for each participant. Just makesure that your contact information is on each handout. This way they become advertisingfor you wherever they happen to be left.

*Prepare a discussion guide for each small group as a follow-up to your content sessions.Those in attendance should have the opportunity to discuss with one another issues arisingfrom your session. By doing this they can make the content their own or reject it whateverthe case may be.

* Always invite your audience to consider what you have to say. Never come across as theexpert who is going to offer salvation to the multitudes. You are there to present materialrelated to the theme and ask them to consider what you have to say. Let them decide therelevance of your content for themselves as an organization. By doing this you show thatyou respect the audience and you eliminate the possibility of any resistance that mighthave emerged.

* Have the room set up in workshop format with the participants seated around tables. Ateach table have paper and pens provided for people to use to take notes or jot ideas duringdiscussion.

* Double check that the audio visual equipment you require for the day is on hand and inworking order. Have a replacement bulb available for the overhead projector. I have hadthe frustrating experience of having the bulb in the overhead burn out just as I turn themachine on. No one could find a replacement bulb. When your presentation is built aroundthe overhead projector and it doesn’t work it is a pain to put it mildly.

* I suggest that you divide your session time this way: Present for 45 minutes and havediscussion for 15 to 20 minutes.. You will be able to determine how well the discussion isgoing. If you sense that people are tired or have completed the task, bring the discussion toan end.

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* Let your audience have a stretch break when you feel they need one. Remember that themind can absorb what the rump can endure. A brief stretch can do wonders to restoreenergy.

* Try to involve your audience as much as possible when conducting a full day seminar.People can only listen to a speaker for so long without getting restless and when you arewith them for the entire day it is important to make them part of the learning process.When I say to get them involved this is what I mean. When I speak on the topic of howsociety forms and fashions our thinking and our behaviour I use this little exercise to makemy point. Ask the people to work in pairs. Let them choose the person they want to workwith. One member of the pair closes his/her fist tightly. The task is for the other memberof the pair to get the closed fisted person to open the fist. Don’t tell them too much oranswer any questions. Just ask them to try to get the other member of the pair to open thefist. “On the count of three, begin.” Give them one minute to accomplish the task. Standback and observe.

When the time is up ask how many got the other to open the fist. Ask how theymanaged to get the fist opened. 99% of those involved will have relied on brute force. Askhow many got the person to open the fist by politely asking for it to be done and thensaying thank you when it was. The audience will quickly see that society conditions itsmembers to use force and competition rather than negotiation and co-operation in humanrelationships.

This is a fun activity and it reveals something about ourselves in the process. Irecall doing this activity at one of my presentations with a middle aged woman who waswithout a partner. When the task began I looked at her and asked politely, “ Would you beso kind as to open your fist for me, please?” She looked at me with intense competitionburning in her eyes and said, “ No way, Sweetie. If you want this sucker opened you’vegot to do it.” The battle was on.

* Here is a quick, easy and effective way to divide those present into working groups. Divide the number of people you want to have in each working group into the number ofpeople present. If you have 48 people in your audience and you want to have 6 people pergroup you divide 48 by 6 giving you 8 groups of 6. Now ask the audience to count off 1 to8 out loud. When 8 is reached the next person starts at 1 again. When this process iscomplete you ask all the ones to stand, and go to a certain table for discussion. Ask thetwos to stand and do likewise. Continue until you have all 8 groups identified and situatedat tables. Ask each group to select a leader and a recorder. Have each group leader cometo you for their task sheet. Begin the discussion. Simple and effective.

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* In the first planning meeting with the organizing committee suggest that they seriouslyconsider taking their people off the work site for the seminar. A country inn, retreatcentre, lodge or resort are much more effective settings for an in-service than a room in thevery building where the people work every day. Keep in mind the saying “ A change is asgood as a rest.” There is something positively constructive about being together in thequiet and solitude of the countryside. Great things can happen in a natural setting. I havedone full day seminars and workshops on site and off site and believe me I much preferthe natural setting to any other. So if the budget allows, go for the off site location.

* Give the people attending your seminar an extended refreshment break. I suggest a 30minute break rather the usual 15 minutes. It’s important for people to mix, mingle andlaugh with one another. It builds a sense of community among the participants.

* Never assume that the people in your seminar know one another just because theyhappen to work for the same company or in the same office. Since it is important thatpeople feel relaxed and comfortable with one another in order to discuss issues and sharethoughts and opinions, I begin each day with an ice breaker. This is one I like very muchcalled WHO’S IN THE GROUP? People enjoy this one because it’s fun and low threat.

WHO’S IN THE GROUP?

Each person is given a sheet containing ten “ Find someone who”... items. For example,Find someone who loves Elvis-------------------------------------. People begin to circulateasking fellow participants if they like like Elvis Presley. When they find one who doesthey write his/her name in the space provided. And so it continues until all items havebeen completed. There is no prize, just the fun of completing the task and getting to knowothers. I have provided a copy of this ice breaker on the next page. You can use it as it isor change it to suit your own situation.

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WHO’S IN THE GROUP?

FIND SOMEONE WHO...............

1. speaks more than one language fluently._________________________________.

2. plays a musical instrument.____________________________________________

3. loves Italian food.______________________________________________

4. will be travelling outside the country this summer.______________________________

5. wears the same size shoe as you do._________________________________________

6. Was born in the same month as you were._____________________________________

7. loves camping.______________________________________________

8. prefers taking a bath to a shower._______________________________________

9. seldom watches television._____________________________________________

10. loves to read._____________________________________________

Here are a few extras for you to consider.

* someone who hates shopping_____________________________________

* who is a real Mr/ Ms FIX-IT around the house.________________________

* who is allergic to cats.___________________________________________

* who has a short temper__________________________________________

* who tends to be impatient in traffic.______________________________________

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Here is an outline of the agenda for a day long seminar I give frequently. I will alsoprovide you with sample copies of some of the handouts and task sheets I use in thesessions and in the discussions.

AGENDA

TOPIC: IT PAYS TO CARE ( the role of appreciation, praise and humour inbuilding a happy, productive workplace )

9:00 a.m.... Welcome/ opening remarks ( This usually done by a supervisor, manager ordepartment head)

9:15 a.m.... Ice breaker Who’s in the Group?

9:30 -10:15... Session # 1 What Moves Us? ( a look at how human beings aremotivated)

10:15 - 10:30....Small group discussion

10:30 - 11:00... Refreshment break

11:00 - 11:45... Session #2 A New Look at Leadership

11:45... Discussion

12:00 - 1:30 ... Lunch ( Try to go out for a walk on the grounds after lunch )

1:30-2:15 ... Session# 3 The Role of Appreciation and Praise in the Workplace

2:15 - 2:30... Follow-up

2:30 - 2:45... refreshments

2:45 - 3:15 ... Session #4 Light up With Laughter ( humour in the workplace)

3:15 -3:30 ... closure and dismissal

This is totally flexible and is subject to the wishes of the planners. It is a working agendareflecting my own opinions.

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Sample handouts related to this theme

TEN TERRIFIC MOTIVATING TIPS By Mike Moore

No one can motivate anyone to do anything. All a person can do for another isprovide them with incentives to motivate themselves. Here are ten very effective strategiesto help you get up and get moving toward actualizing your enormous, untapped potential.

* Be willing to leave your comfort zone. The greatest barrier to achieving your potential isyour comfort zone. Great things happen when you make friends with your discomfortzone.

* Don’t be afraid to make mistakes. Wisdom helps us avoid making mistakes and comesfrom making a million of them.

* Don’t indulge in self-limiting thinking. Think empowering, expansive thoughts.

*Choose to be happy. Happy people are easily motivated. Happiness is your birthright sodon’t settle for anything else.

* Spend at least one hour a day in self-development. Read good books or listen toinspiring tapes. Driving to and from work provides an excellent opportunity to listen toself-improvement tapes.

* Train yourself to finish what you start. So many of us become scattered as we try toaccomplish a task. Finish one task before you begin another.

* Live fully in the present moment. When you live in the past or the future you aren’t ableto make things happen in the present.

* Commit yourself to joy. C.S. Lewis once said, “ Joy is the serious business of heaven.”

* Never quit when you experience a setback or frustration. Success could be just aroundthe corner.

* Dare to dream big dreams. If there is anything to the law of expectation then we aremoving in the direction of our dreams, goals and expectations.

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THE VALUE OF HUMOUR IN THE WORKPLACE

* Humour reduces stress levels. It is impossible to feel anxious and laugh at the sametime.

* Laughter boosts morale. Stress erodes staff morale.

* Keeping things in perspective boosts morale and humour helps us keep things in perspective.

* Humour helps facilitate change. Change is inevitable and people who laugh heartilyand often tend to be more flexible and more adaptable.

* Communication improves when humour is used appropriately. The timely use ofhumour can get a point across effectively and assist in the process of problem solving.

*Human beings are creatures of relationship. Whether at home, at work or at play weinteract with people. Humour can do a great deal to improve the quality of our existing relationships. When we enjoy the people we relate to we tend to laugh easily with them. The quality of our relationships is judged by the amount of laughter present. If ourrelationships are good we laugh a lot; if relationships are bad laughter ceases. Whenemployees enjoy one another we often see performance improve and when performanceimproves, productivity and profits increase.

*Laughter and humour relieve boredom and increase creative energy.

*Humour builds confidence. When we laugh at ourselves we are less rigid and morespontaneous. We tend to bounce back more quickly when negative things happen. Humour makes us less fearful of making mistakes and more confident in overcomingsetbacks.

* Laughter is the natural result of doing work we love.

*Humour and laughter promote teamwork. When laughter is shared a natural bondingtakes place. You hear a funny story and your first impulse is to find someone, tell themand share the laughter. People who laugh together usually like one another, and peoplewho like one another work well together.

*Humour helps us thrive, not just survive.

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*Cultivate a climate of humour and laughter and watch great things happen.

The humour and laughter I speak of must never be based on laughing at someone,racism, sexism, put downs, sarcasm or ridicule. These forms of humour are destructiveattempts at making one look good by making another look and feel badly. This iscounterproductive to what we want to accomplish. There is enough good humour to last alifetime. Just look for it and share it when you find it.

Sample of focus questions used for group discussion

FOCUS QUESTIONS

1. Do you agree that the enemy of progress is the human comfort zone?

2. What can we do to make friends with our discomfort zones?

3. React to the statement made by the insurance C.E.O. that there is no place for laughterin the workplace. “If you want to laugh, laugh on your own time.”

4. What can you do to ensure that there is a greater degree of appreciation, praise andhumour in your workplace?

5. What idea or suggestion from this session did you specifically like?

6. Which idea or suggestion made you squirm a little?

FOCUS QUESTIONS-------------Session Two

1.Where do you stand on the issue of co-operation versus competition?

2. It is easy to talk empowerment, co-operation and team but it’s much more difficult towalk the talk. Discuss.

3. What prevents us from affirming the work and the talents of others?

4.Come up with two or three concrete suggestions on how we, as anorganization/workplace, can become more co-operative and affirming.

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Notice that I keep my handouts brief and concise. People today seem to be too busy tohandle lengthy articles so I keep mine short and to the point.

EVALUATION

It is important to get a sense of just how well the day was received.. You only know howsuccessful your efforts were by asking those who were on the receiving end of them. Soask for their opinions.

I usually prepare a simple evaluation questionnaire that looks something like this:

SEMINAR EVALUATION

NAME:( optional) ___________________________________

1. Please list the things you found most helpful and enjoyable about our seminar.( Provide sufficient space for them to write their thoughts.)

2.What did you find least helpful?( sufficient space)

3. What constructive criticism can you offer to help us meet your needs in the future?( sufficient space)

4. What comment would you like to make about the location and the food?( space)

5. On a scale of 1 to 10 ( ten being perfect) how would you rate the seminar?( space)

6. Please use the space below to make additional comments.( space)

** Give them time at the end of the day, just before closing remarks, to complete theevaluation form. If you let them take it home to fill out and return it the next day you’llnever see half of them.

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When the day is over I want the members of the group to go away feeling renewed,affirmed, challenged and determined to grow as a caring, affirming community. Iwant them to have laughed a lot and enjoyed one another. These two alone will go along way to establish a harmonious, happy workplace.

The first time you are approached to conduct a full day workshop just reach for thismanual, turn to this section and use it as a guide. I know you will find it helpful. Doingyour first full day seminar might seem like a huge task at first. Just think one session at atime. If you can do one session successfully then you will be able to do four successfully.Think in small compartments as you plan the day with the committee. If you have doubtsabout being able to do the day, never let anyone know you have them. Read the “ actas if page again. ( Page 6 of this manual)

GOOD LUCK!! YOU CAN DO IT!!

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HOW TO CONNECT WITH YOUR AUDIENCE AND WORK THE ROOM

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HOW TO CONNECT WITH YOUR AUDIENCE

I remember asking my Dad, when I was 16, how I could become charming. I mustadmit that my motives were inspired by active hormones at the time, but what he said tome has effected my relationship with my audiences ever since. He looked at me and said,“ Son, you become charming by making other people feel better about themselves whenthey are in your company.” If you heed this advice you will be well on your way todeveloping the skills required to connect with your audience and work a room effectively.

With my Dad’s wisdom ringing in my ears I offer you a few suggestions on how to do justthat, make people feel better about themselves when in your company.

* Be alert for any chance to praise members of the audience and the organization theybelong to.

* Be fun to be with. In this age of stress and rage fun people are a blessing.

* Research the organization hiring you and incorporate some of your findings into yourspeech. A few bits of information showing that you have taken the time to get to know thepeople you are addressing will work in your favour.

* Suspend your agenda in the interest of the other’s. Don’t talk about yourself, talk aboutyour audience and their realities.

* Encourage and affirm your audience at every opportunity. We all can use positivestroking.

* Give genuine compliments frequently.

* Ask questions and listen to their answers. There is a difference between prying andbeing interested. I always spend some time before each speech getting to know membersof the audience. Ask them a question and listen to their response.

* Be enthusiastic. Enthusiasm is contagious. If you are enthused about being with them,they will be enthused about being with you.

* Exude warmth and friendliness. Both are attractive.

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WORKING THE ROOM

Someone once told me that I really knew how to work a room. I had never thoughtabout it in those terms before, but if they meant that I knew how to make the people whocame to hear me feel important, comfortable and relaxed in my presence then I know howto work a room. As a speaker you want to have a positive, relaxed atmosphere to work in. Working the room in my opinion involves creating this kind of atmosphere.

Working the room begins with...

CONFIDENT CONVERSATION

Did you know that the second greatest social fear people have is the fear of startingand carrying on a conversation with someone they don’t know. The greatest social fear isspeaking in public. Why are we afraid to speak with people we don’t know? Perhaps itstems from being told as children never to speak with strangers. Or that silence is goldenor that children are to be seen and not heard. Whatever the reason, it remains a significantsocial fear for many of us. And one that we find difficult to overcome. In order to connectwith your audience you have to learn the art of confident, comfortable conversation.

Improving Your Conversation Skills

As I mentioned earlier, conversation skills can be learned. I had to learn themstarting out. You can’t just walk into a room, set up, deliver your speech, thank thepeople, and expect your audience to receive you well and then feel motivated to buy yourbooks, tapes, etc. You must work at establishing a bond with them and, in my opinion, itbegins with comfortable, conversation.

Conversation which is comfortable, confident and caring seems to act like a socialglue binding the people to you. If you can establish this basic connection with a fewmembers of the audience before you begin and then continue making the connectionthroughout the speech and during refreshment break, you are on you way to success. During my speech I try to insert a conversational tone into my delivery by asking theaudience a rhetorical question. Asking the right question can develop empathy betweenyou and the people and get them nodding in agreement with you. Someone once said thata genius is someone who agrees with your way of thinking. Keep this in mind.

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HOW TO CONNECT THROUGH CONVERSATION

* Assume the responsibility for starting and maintaining the conversation.

* Before I speak I wander among the people, select a few smiling faces and make contactwith them. Smiling faces are friendly faces and friendly faces tend to be receptive andsupportive. As I approach I hold out my hand in greeting and say, “ Hi I’m Mike Moore,the speaker tonight. What’s your name?” When they tell you their name use it in yourconversation. Follow-up questions: “ How was the drive in?” “Was the traffic heavy?” “What do you do for a living, Tom?” End the brief conversation with, “ I am really gladyou could make it tonight, Judy.” Move on to the next person. I usually make contactwith three or four people prior to each talk.

* Use the person’s name throughout the conversation. It shows that you’re interested inand focussed on the other.

* Let the other be the centre of attention. Stay away from talking about...ME ME ME.

* Show a genuine interest in the one you’re speaking with. Maintain eye contact.

* Ask questions that require more than a one word answer.

* When you ask a question listen attentively to the answer and be quick to ask anotherquestion arising from the answer to the first.

* Put the other at ease by smiling and nodding frequently throughout the conversation.

* Talk in terms of the other person’s interests.

Even those people you don’t make contact with will see your smiling, friendly facecirculating throughout the audience and will begin to perceive you as a warm and friendlyperson. You will be someone they want to listen to.

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If you find it difficult to keep a conversation going here are a few suggestions. As yourquestions are being answered and you are actively listening to the responses, use thefollowing to keep the conversation going...

GREAT CONVERSATION PHRASES

* “ That’s interesting. Tell me more.”

* “ Give me an example of what you mean.”

* “ How would you like to see it turn out?”

* How did you feel when that happened to you?”

CONVERSATION STARTERS

* Give a compliment.

* Ask for advice.

* Seek help with something.

* Give praise.

* Seek an opinion.

I keep six honest servants

They taught me all I know.

Their names are what and why and when

And how and where and who.

R. Kipling

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We grow, as human beings, to the degree that our lives intersect the lives of others. The greater the intersection, the greater the growth. When I walk into a room to give apresentation I am of the opinion that I am about to share my life and my thoughts withthose present and receive what they have to offer me in return. I never have the feelingthat I am there to inform or enlighten the masses. I want to be a better person for havingspoken to and mingled with the audience. When my presentation is over I always have thesense that I am a richer person for having been with this specific group of people. ( I’mnot talking money here either.)

CONNECTING WITH THE PEOPLE IN YOUR AUDIENCE

We are drawn to and motivated by those who meet our needs. This is what I tellpeople interested in public speaking. If you want to really connect with your audience,know their needs and try your best to meet a couple of them in your presentation. Do thisand you will be well received. ( See page 23)

When you make the people you are talking to feel appreciated, accepted andimportant they begin looking upon you as, not only a terrific speaker, but as someone whoreally cares and someone they want to be with and listen to.

STATEMENTS WHICH PROMOTE THE SATISFACTION OF NEEDS

* You must be very proud.

* That’s terrific!

* What an exciting experience!

* Your employer is fortunate to have you on their team.

* I admire someone like you.

* People obviously see you as a good friend.

* That’s impressive.

* What an accomplishment.

* You are very talented.

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People hunger to be appreciated so appreciate them in your conversation and yourpresentation and you will be on your way to making new friends and supporters.

THE PROCESS OF CONVERSATION

You learn what to say by listening carefully to what is said.

1. Have a prepared list of general questions to ask to get the conversation started.

2. Listen carefully to the answers given to your prepared questions.

3. Request more information based on the answers given.

EXAMPLE: Let’s say that your question was , “ What line of work are you in?” Theperson responds with, “ I am a highschool teacher.” You can come up with quite a fewquestions flowing from his/her answer to yours.

POSSIBLE FOLLOW-UP QUESTIONS: * How do you enjoy working with teenagers? What is the most difficult part of your job? What is the most rewarding part of teaching?Where did you study? How long have you been in teaching? Is teaching as stressful as Ihear it is? The answers to these questions can lead you down another conversation pathso be prepared for an interesting journey.

Example #2

Question: What have you been up to lately?

Answer: I just got back from Yellowknife.

Question: That sounds exciting. What took you to Yellowknife?

Answer: I was giving a two day seminar to their teachers.

Question. Really! Do you do this type of thing often?

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Additional ritual questions: What was your seminar topic?How many were in attendance?How did people in Yellowknife hear about you? Etc.

Talk in terms of the other person’s interests.

Remember to look for clues within each answer to use to ask another question tokeep the conversation moving.

THE BONDING POWER OF A SMILE

There is magnetic, bonding power in a smile. The simple act of moving thecorners of the mouth upward has the ability to touch the hard hearted, lighten heavyburdens and attract people to you. From the time you enter the room where you will bespeaking until the time you leave make sure that a smile is never far from your face.

Smiling is both evocative and affirming. A smile evokes a response from the onesmiled at and affirms their place in the universe. A smile usually prompts a smile inreturn. There are exceptions, of course. Some people are so suspicious and woundedemotionally that not even God smiling at them could evoke a positive response. You mustbe prepared for the, “ What the heck are you smiling about?” look, because you are goingto get it. But usually smiles beget smiles.

Before I give a speech I make a point of scanning the room for friendly, smilingfaces. In every audience there are many who smile easily, many who smile reluctantlyand some who haven’t smiled in one thousand years. I focus my attention on the smilingfaces because they energize and affirm me. Such is the power of a smile.

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CONCLUSION

I can honestly say that the business of motivational speaking has been andcontinues to be enjoyable and financially rewarding. I get to travel all over the continentof North America seeing new places and meeting fascinating people. In a few weeks Iwill be travelling to Wyoming in the U.S.A. and Yellowknife in Canada’s NorthwestTerritories to conduct workshops and make keynote presentations. People buy my booksand tapes and then write or email me saying how much they have helped them through thetrying times of life. This is so satisfying for me.

I want to encourage you in pursuing your dream of becoming a speaker, if that iswhat you want. If your goal is to become more articulate and confident when speaking inpublic then I hope you have found assistance and inspiration in this manual. It was myintention to share with you my insights on the many questions I have been asked over theyears. I had to learn my lessons through trial and error. I hope the lessons I have learnedwill be helpful to you. Let me know if there is a question I can help you with. Email meat mijmoor@yahoo.ca and I will be happy to share an insight.

Good luck and thank you..........................Mike Moore

WITH THE PURCHASE OF THIS MANUAL COMES THE PROMISE OF FREECONSULTATION VIA EMAIL OR REGULAR POST. If you have a question orproblem or if you just need some encouragement please write me atmijmoor@yahoo.ca. or at 193 Balmoral Dr. Brantford ON Can. N3R7S2 I will behappy to help you.

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Mike Moore is a popular writer/ cartoonist and motivational speaker whose work hasappeared in newspapers and magazines throughout Canada and the United States. Heis an international voice on the role of humour, appreciation and praise inperformance motivation and human potential. Mike has addressed teachers, nurses,business leaders, government employees and community organizations on a widevariety of topics. All his presentations include humour, music, and story.

For information on having Mike present to your group please contact him at......

Ph. 519-753-0702

mjmoore@sympatico.ca

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Sample Press Releases

MOTIVATIONAL PLUS I93 Balmoral Dr., Brantford ON, N3R7S2 Ph. 519-753-0702 email: mjmoore@sympatico.ca Web: http://www.motivationalplus.com

FOR IMMEDIATE RELEASECONTACT: Mike Moore BRANTFORD SPEAKER TO ADDRESS EARLY CHILDHOOD EDUCATION CONFERENCE ON HUMOUR AND WELLNESS.

Mike Moore, a Brantford writer, cartoonist and motivationalspeaker will be in Barrie on May 16th at the Kempenfelt ConferenceCentre to address Early Childhood Educators on “ Light up withLaughter” ( the humour and health connection).

Moore, a former teacher, knows first-hand, the stresses andstrains of the workplace. “ Employees today are under-appreciated andhighly stressed and it is taking its toll on their health , well being, andperformance” he says. “ Most of the workshops I do with business, industry and theprofessions focus on stress, morale, and appreciation,” he remarked. “ It is unrealistic to expect stress to decrease in today’s fast pacedworld, so we have to teach people how to cope with it.”

Laughter is one of the most effective stress busting strategies.Medical research has shown that when we laugh good things happen.Our blood pressure goes down, stress levels decrease and we feel morerelaxed. Laughter is proving to be the best medicine after all.

Moore has a new book out on the subject of humour and healthcalled, “Light up with Laughter.” “ I just felt that there was a need fora book like this,” he said. “ People need to know that laughter is goodfor them and that we all benefit when we learn how to put morehumour and laughter into our lives.” 67

MOTIVATIONAL PLUS I93 Balmoral Dr., Brantford ON, N3R7S2 Ph. 519-753-0702

email: mjmoore@sympatico.ca Web: http://www.motivationalplus.com

FOR IMMEDIATE RELEASECONTACT: Mike Moore

YOU’VE GOT TO LAUGH.

FORMER TEACHER MOTIVATES WITH HUMOUR AND LAUGHTER.

“What more could I ask for than to help people enjoy life?” asks Mike Moorea former teacher from Brantford Ontario.

Since leaving teaching in June of 1997 he has been busy speaking tobusinesses, professions and community organizations across the country on tappingthe unlimited, unrealized potential of people. “The only thing stopping us fromreaching the heights is the belief that we don’t have a ladder,” he says.

Moore, a published writer and cartoonist, believes in the power of laughter tomotivate. “I have written two books on the subject. Both involve healthy doses of humour. Both are into their second printing. People are hungry for humour.”

His new book on the humour and health connection is called, “ LIGHT UPWITH LAUGHTER” and will be available in March 2000. It will include a sectionon humour in the workplace, which is his most frequently requested presentation. “When employees are happy morale improves, they perform better, and are moreproductive. When people are happy they laugh more so laughter becomes abarometer of a happy, healthy workplace,” Moore believes.

Mike Moore’s basic philosophy is found throughout his book “EMBRACINGTHE MYSTERY”, “ Life is to be enjoyed, not just tolerated.”

Moore can be reached at 519-753-0702 or at http://www.speakforprofit.com

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This is a copy of the speaking agreement/information sheet I use to record importantdata related to each engagement. Each party, speaker and organizationrepresentative, should have a signed copy.

SPEAKING AGREEMENT/INFORMATION SHEET

Organization-------------------------------------------------------------------------

Contact person----------------------------------------------------------

Business phone#-------------------------------------

Home#---------------------------------------

Title of Talk----------------------------------------------------------------------

Presentation date--------------------------------------------------------

Starting time-----------------------------------

Length of speech----------------------------------------

Estimated number attending------------------------------------

Fee---------------------------------------

Signature of organization representative------------------------------------------------

Signature of speaker--------------------------------------------------

Please provide directions from Brantford to the venue.

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