Robert Fripp and Fallen Fire Fighters Foundation

Robert Fripp of King Crimson fame gave me a great closing line for my program for the Fallen Fire Fighters Foundation. This morning I delivered a keynote called "How to Be a Hero for More Than One Day." In this program I show video clips of my brother speaking.

He played on David Bowie's Heroes album.
Then I delivered two speech coaching sessions. His line…"There is no tragedy in a life lived heroically. However, there is loss."

Brother also says, "It is not necessary to be cheerful.
It is not necessary to feel cheerful.
But look cheerful."

In two weeks we are speaking together at the American Payroll Association Congress. There theme is "Pay Heroes."

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THE Executive Speech Coach: To Edit or To Add?

THE Executive Speech Coach learns from author Eleanor Dugan: To Edit or To Add?

From author Eleanor Dugan, “Fripp, we have chatted in the past about the meaning of the word "edit" — which you interpreted as "cut out" and I explained actually means to polish by adding, deleting, or changing.

On the topic of the verb "to edit," I found the following explanation in today's Word-a-Day bulletin indicating that when one edits one actually gives — and thought of you:
“Which came first, editor or edit?”

This may sound like a chicken-and-egg question, but it's not. It's easy to assume that the word editor was formed from the verb edit. In reality, the word editor came first (from Latin edere: to give out). Then we formed the verb edit from it. Words such as babysit, vaccinate, donate, all were derived from their noun forms, not vice versa."

Cheers, Eleanor

Eleanor is also a quilter of renown. With her friends they have made and given away sleeping bags for the homeless.

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Executive Communications: Want Your Audiences to Remember What You Say?

THE Executive Speech Coach gives advice on Executive Communications

Want Your Audiences to Remember What You Say? Learn the Importance of Clear Structure
An article on public speaking by Patricia Fripp CSP, CPAE

When speaking in public, your message, no matter how important, will not be remembered if you don't recognize the importance of STRUCTURE. Here are some practical ideas that can immediately make you more effective.

Your Structure
Can you write the premise or objective of your talk in one sentence? If not, the chances are that your thinking isn't clear enough for the audience to understand your purpose. And if you don't organize your material so the audience can remember it easily, they'll have a hard time grasping your message. They may be dazzled by your pizzazz and laugh at your stories, but little will stay with them afterwards.

Your next structural imperative is to use statements that make your audience ask "How?" or "Why?" For example, during a talk on "Selling Yourself and Your Ideas to Upper Management," I say, "Everyone in your position can sell themselves and their ideas to upper management." Immediately, my audience is asking themselves, "HOW can I do that?" Or at another speech, I might say, "Every manager needs to develop employees who can think entrepreneurially." And the managers are all asking themselves, "WHY on earth do I need to do that?"

Your answers to their mental questions, your How's or Why's, become your "Points of Wisdom," the rationale for your premise or objective. Illustrate each Point with stories, examples, suggestions, practical advice, or recommendations. Allow about ten minutes for each Point of Wisdom, an average of three in a thirty minute presentation.

Finally, frame your premise and your Points of Wisdom with an attention-getting opening and a memorable closing. For example, I helped a scientist neighbor, Mike Powell, with a speech he was delivering to a general audience. I suggested that since most of us don't know what it is like to be a scientist, he should tell the audience. Mike captured everyone's attention by saying:

"Being a scientist is like doing a jigsaw puzzle… in a snowstorm…at night…when you don't have all the pieces…and you don't have the picture you are trying to create."

Your last thirty seconds must send people out energized and fulfilled. Ask for questions before you close so you don't diffuse the effect of your ending. Then finish with something inspirational that supports your theme and creates a "circle" with your opening. My scientist friend Mike closed by saying, "At the beginning of my talk, I told you of the frustration of being a scientist. Many people ask, 'So why do you do it?'"

Then Mike told them about the final speaker at a medical conference he attended. She walked to the lectern and said, "I am a thirty-two-year-old wife and mother of two. I have AIDS. Please work fast." Mike received a standing ovation for his speech. Even more important, several years later the audience still remembers what he said and can actually quote him!

If you want to improve your speaking skills why not check out my Las Vegas Speaking School in Las Vegas June 10, 11. While you are there why not stay for The Odd Couple Marketing & Strategy seminar?

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THE Executive Speech Coach, Great Advertising, Best Copywriter

Bob Bly is one of country's best copywriters. This is from his newsletter.
Gene Schwartz was one of the greatest advertising writers who
ever lived.

Yet he eschewed the so-called creativity of Madison Avenue, and
many of his ads were written using formulas.

Here are 10 of his favorite ad writing formulas:

1-Numbered lists.

Example: "The Seven Deadliest Crimes Against Yourself."

2-How-to headlines.

Example: "How to Make Anybody Like You!"

3-Secrets.

Example: "Secrets of Eastern Super-Men Revealed at Last!"

4-Question headlines.

Example: "Why Haven't TV Owners Been Told These Facts?"

5-Reason-why headlines.

Example: "Why Models Stay Young Till Sixty!"

6-Make a big promise.

Example: "I'll Make You a Mental Wizard as Easily as This!"

7-Reference to a foreign or exotic location.

Example: "Doctors in Sweden Say There is a Cure for Arthritis."

8-Put a time reference in the headline.

Example: "One Day with This Man Could Make You Rich!"

9-Use the word "now" in the headline.

Example: "Now-Run Your Car Without Spark Plugs!"

10-"Don't pay one penny."

Example: "Don't Pay One Penny Till This Course Turns You Into a
Human Computer!"

Note: once Schwartz found a formula that worked, he would adapt
it to many other ads for many different products.

Sincerely,

Bob Bly

P.S. You'll find more about Gene Schwartz and his great ads here:

www.100moneyblueprints.com 
  
Bob Bly
Copywriter / Consultant

More on copywriting from David Garfinkel.

https://fripp.com/articleoncopywriting.html

 

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Alan Weiss the Million Dollar Consultant: Increase and Protect Fees

Consulting Tips from the Million Dollar Consultant:
Forty Methods to Increase and/or Protect Fees
By Alan Weiss PhD and partner with Patricia Fripp in The Odd Couple Marketing Seminar.
Sign up by April 30 and save.

Fees remain a topic of unending interest according to my mail, so here is a compilation of tips and ideas. Any two or three that you can use will probably increase your profits immediately.

1.Establish value collaboratively with the client.
2.Base fees on value, not on task.
3.Never use time as the basis of your value.
4.Don't stop with what the client wants. Find out what the client needs.
5.Think of the fourth sale first. Fees are cumulative, not situational.
6.Engage the client in the diagnosis. Don't be prescriptive.
7.Never voluntarily offer options to reduce fees.
8.Add a premium if you personally "do it all."
9.If you're forced to consider fee reduction, reduce value first.
10.Provide options every time: the choice of "yeses."
11.Always provide an option that is comprehensive and over-budget.
12.As early as possible, ask the key scope question: "What are your objectives?"
13.Broaden objectives as appropriate to increase value.
14.Ensure that the client is aware of the full range of your services.
15.If something is not on your playing field, subcontract.
16.Always ask yourself, "Why me, why now, why in this manner?"
17.Determine how many options the buyer perceives other than you.
18.Use proposals as confirmations, not explorations.
19.When asked prematurely about fees, reply, "I don't know."
20.If you must lower fees, seek a quid pro quo from the buyer.
21.Do not accept troublesome, unpleasant, or suspicious business.
22.When collaborating or subcontracting, use objective apportionment.
23.Any highly-paid employee must bring in new business, not merely deliver.
24.Seek out new economic buyers laterally during your projects.
25.It is better to do something pro bono than to do it for a low fee.
26.Fees have nothing to do with supply and demand, only with value.
27.If you are unaware of current market fee ranges, you're undercharging.
28.Psychologically, higher fees create higher value in the buyer's mind.
29.Value can include subjective as well as objective measures.
30.Introduce new value to existing clients to raise fees in these accounts.
31.Do not accept referral business on the same basis (e.g., hourly) as the source.
32.When forced into phases, offer partial rebates to guarantee future business.
33.At least every two years, consider jettisoning the bottom 15% of business.
34.Start with payment terms maximally beneficial to you every time.
35.Offer incentives for one-time, full payments.
36.Never accept payment subject to conditions to be met upon completion.
37.Focus on improvement, not problem solving.
38.Provide proactive ideas, bench marking, best practices from experience.
39.Practice stating and explaining your fees.
40.Always be prepared to walk away from business.

The Odd Couple always receives rave reviews.

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Alan Weiss on “How to Deal with People Who Always Want A Deal”

Alan Weiss is the consultant’s consultant. Author of 33 books and my partner in The
Odd Couple Marketing & Strategy Seminar

Consulting Tips from the Million Dollar Consultant:
How to Deal with People Who Always Want A Deal

I’m constantly surprised at the amount of mail and calls I receive asking advice on how to deal with clients who constantly want to bargain. I’m surprised because many consultants apparently don’t understand that once you make a single concession on price, you’ve enabled a behavior which will inevitably cost you money and probably drive you crazy.

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Attend NSA Webinar Monday – Presentation Skills: Are You Improving or Reinforcing Bad Habits

Many top speakers say “Your speech is your best marketing.”

OK…be honest…are you spending more time Twittering than learning to improve your presentations?

Tweet this…To increase your performance impact AND your income, log into Fripp’s April 19 NSA U Webinar! From Patricia Fripp, you will learn little-known presentation techniques that come from screen-writing, comedy, and advanced speech coaching.

Learning Objectives:

  • Simplify your speech structure
  • Adapt two lessons from Jerry Seinfeld
  • Implement ideas from Hollywood screen writers
  • Intensify your delivery
  • Learn from Fripp’s favorite Las Vegas performers
  • Maximize your delivery impact and your audience buy-in.

NSA WEBINAR – MONDAY April 19, 2010
10:00am – 11:00am PST
1:00pm – 2:00pm EST
$39 NSA Members / $49 Non Members

CLICK HERE TO REGISTER NOW.

527 Hugo Street, San Francisco, CA 94122
(800)634-3035, (415)753-6556, Fax (415)753-0914
PF****@fr***.com, fripp.com
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Patricia Fripp’s birthday photos from the Golden Gate Breakfast Club

This morning at the Golden Gate Breakfast Club the members sang “Happy Birthday.” Part of our tradition is we all sing at different speeds and the idea is to be really bad. However, as you can see I looked really good. In fact, these photos remind me of my mother. We both agreed, “You can’t be too rich, too thin, or too totally overdress!”

The comments from the mostly male members…”Patricia is that satellite or Dish?” and “Did you buy that hat from a gay mariachi?”

   

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Be a Star: 8 Tips to Make the Most of Your TV Appearance

Be a Star: 8 Tips to Make the Most of Your TV Appearance

Susan Harrow gives advice on making the most of TV appearances. This is a real life example of Mark Davis. He is an amazing young man and friend from San Francisco I met through Toastmasters.
“The Escape production crew interviewed me the afternoon of Friday June 8 at the Bay Club and shot some “B-roll” footage of me training clients. The actual race was on Sunday June 10 with an approximate start time of 8 am. I finished by 12 noon.

*SUSAN’S NOTE: “B-roll” means background shots to be used when the story is edited to illustrate the commentary and give “backstory” to bring the audience quickly up to speed to the present on-screen story.*

1. Make Sure Your Story Has “Human Interest”

To my shock and surprise, there were only two “human interest” stories, thus I had a better chance of getting more air time. Contrary to prior broadcasts, they followed me through the whole course with interview questions!!! (This is after spending 3 hours with them on Friday before the race).

*SUSAN’S NOTE: Any kind of dramatic visible change is ripe for TV coverage. Change that can be seen instantly (in this instance going from fat to fit) is easily understood visually. And it’s a success story anyone who has battled even a few pounds is interested in).*
2. Bring or Wear Your Props

Also, at the finish line they took an extreme close-up of the wording I had plastered all over my T-Shirt. I then said: ‘Let me explain what this website is all about,’ and told the signature story of my own weight loss.

*SUSAN’S NOTE: Very smart move. Wearing a curiosity provoking prop gives a natural segue to talking about the points you want to cover.*
3. Always Video and Audio Tape Your TV Appearances and Speaking Engagements

The day after the race, I got an urgent call from the New York TV producers. I had mentioned that I do motivational speaking during the interview. Did I have anything on tape? I did a 40 minute keynote pep talk to a rookie triathlon group the night before the Friday interviews and taped it anticipating such a request. However I did not feel it was my best effort as I was stressed and tired from all of the race/media/baby walking duties. I told the producer this and the exact reply was: ‘Don’t worry Mark; we will only make you look great!’

*SUSAN’S NOTE: Other producers want to see how you and your stories translate on TV. They are looking for raw talent, not someone slick and polished. In fact, they want someone just the opposite–someone who has verve and speaks spontaneously in a way that anyone can understand.

By the way, one of the complaints about the last group of contestants on the hit show “Survivor,” was that they were “too media savvy” which really meant too careful and guarded. That is not to say you shouldn’t practice your sound bites and know your message; it means that you need to preserve your own honest emotions and expressions. Be genuine.

An Aside: Another reason to tape all your appearances and speaking engagements is if your audio/video tapes are good enough you can later sell them as products on your website, and at your next speaking engagement.*
4. Act In A Heartfelt Way And You Will Be Automatically Compelling

As for the race itself, I got very sick throughout the course and struggled. This added to the drama: Will Mark be able to finish? I did finish strong and did a Lance Armstrong (The cyclist who recovered from cancer and competed in the 2000 Tour de France). When I was being interviewed by NBC at the finish line I ran over and kissed and hugged my wife and took Sterling (my daughter) and held her up and kissed her and said: ‘This is my real reward’ and ‘My dad was an Ironman for me and now I hope to be an Ironman for my daughter.’ Of course, I was operating on heartfelt emotion throughout the interviews. I would have done what I did camera or no camera. However, it made for a great scene and sound bite and I got to close out the show.

*SUSAN’S NOTE: Adversity creates tension and drama. In addition, the audience connected to Mark because they all understand what it’s like to do something for a loved one — especially a small child. A heartfelt message with strong emotion increases your chance of extra media coverage.*
5. Embrace the Opportunities That Present Themselves

A woman from Los Angeles who saw me on NBC is flying herself and her sister up to San Francisco to train with me. These sessions will pay for a good portion of the website. Other people from around the country are contacting me about e-training (which I may or may not do). A guy from a video production company saw me and we are talking about a video.

*SUSAN’S NOTE: All kinds of things can happen that you could never predict when you begin to do publicity. That’s part of the richness that makes PR so exciting E-training for working out? Who would have thought?*
6. Prepare to Make The Most Of The Results Of Publicity

Before the show I rushed to get a website up that offers a subscribe/unsubscribe to my “Weekly Enlightenment” e-zine and archives. I plan on using this to market my book and provide media information. My project manager tells me that 22% of visitors to my site opt to subscribe. A high benchmark “opt in” subscribe rate is 4%. No one has unsubscribed. As a matter of fact my e-zine encourages people to forward the e-zine and subscribe others. The word of mouth and the speed of the Internet will spread my message faster than the sound of a mouse-click. The best part is this site will be ready for when I do Hawaii Ironman, Oprah and Cristina (the Spanish language equivalent of Oprah. I am very fluent in Spanish and my Univision contact is working on this, after I provided the idea!).

*SUSAN’S NOTE: Make sure you’ve tested everything on your site thoroughly so it can handle a rush of visitors without crashing. You don’t want to lose all the connections you can make from your publicity because of some technical snafu.*
7. Do Anything You Can To Help The Producers Do A Great Show

All told, I ended up with a few seconds shy of 4 minutes of NBC national airtime, more than anybody on the show including the winners of the race and NFL quarterback Doug ‘I can’t swim’ Flutie (the media people told me he wasn’t being as cooperative as they would like; I probably looked like a saint compared to him and I am sure that helped). More people will continue to see the broadcast through videotape. And I now have a professionally produced, very compelling story about me that I can send to many other PR outlets. I have already contacted NBC about permission to use the video on my website.

*SUSAN’S NOTE: It goes without saying that you will be gracious and accommodating. Volunteer to do anything extra you can to help out and you will be remembered. Then send out that video tape ASAP to the shows you want to be on next — and remember to present a new and different angle. Every producer wants his show to be the first of its kind, not a copycat of a competitor’s.*
8. Work All the Angles

I am already anticipating my next steps: getting sponsors, leveraging the tape to get into Hawaii Ironman (even bigger TV audience) and of course Oprah. By that time I will have a book ready.

I am very confident this will all happen! It has taken me 5 years but all of the Toastmasters training (I co-founded a Bay Club chapter with Patricia Fripp), the classes such as yours, and the never say die attitude are paying off. It is like striking oil…long time drilling and then suddenly a gusher!

If you are a Toastmaster on not your can benefit from World Champions Edge. A speech coaching and public speaking training community. http://www.worldchampionsedge.com/
The coaching Champs are Ed Tate, Darren LaCroix, Mark Brown, Craig Valentine and their "plus one" Patricia Fripp. First month $1 to see the value. After that only $29.95 and many benefits.

*SUSAN’S NOTE: I couldn’t have said it better myself. Wishing you all a Yosemite sized gusher.*

*Thank you to Mark C. Davis, xBigman.com, for sharing his story that illustrates the use of my tips.*

Copyright (c) 2006 by Susan Harrow. All rights reserved.

Good media leads to speaking engagements. If you need to learn how to prepare or present a speech contact Patricia Fripp.

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Video Excerpt from Fripp’s Informative DVD for Professional Speakers

Enjoy this video excerpt from one of Patricia Fripp’s DVDs for professional speakers, The Speech as Product: Write It and They Will Pay…Not Necessarily. This DVD teaches professional speakers how to develop presentations that clients will actually pay for.

Do you want to enter the competive world of motivational speaking? If so, you need to take your public speaking to a new level. How can you position yourself and your expertise so you are the client’s obvious choice? Be honest, do you have a speech that is so interesting, versatile, and structured to adapt to various audiences and industries? One which showcases your expertise? That every time you deliver it you are guaranteed to receive more bookings? When was the last time you revisited your content to improve it?  Learn more: http://www.patriciafripp.com/publicspeakingresources/thespeech.html

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