STAND UP: How to advocate for your ideas, sound like a leader, and make people laugh

STAND UP
How to advocate for your ideas,
sound like a leader,
and make people laugh
(even if you’re not funny)
Terri Trespicio
Toyota | Sept 17, 2019
Copyright © 2019 Terri Trespicio All rights reserved.

When is the last time
got someone to listen?
Really listen.

Really listen.
What were you doing?
Saying? Talking about?
What was the outcome?

Really listen.
What about when it
didn’t go so well?
What were you doing?
Saying? Talking about?
What was the outcome?

Me bombing.
The 1st time.

What does it take to
make an
impact?

Being creative is not
enough.

Being passionate is
not enough.

Working hard is not
enough.

You need to be able
to compel someone
to act.

I’ve spent my career trying to get and
keep people’s attention.

I work as a brand advisor, writer, speaker, and work
with individuals & brands on messaging.

I delivered a TEDx talk that
has 5+ million views.
“Stop searching for your
passion”

(That passion is linear and
you must know what it is
first.)
The passion
fallacy

It’s one thing to follow your
passion.
It’s another
to lead with it.

CONNECT
COMPEL
COMMUNICATE
CULTIVATE

You can’t make things
happen until you enlist
the interest of others.

This is about trust.

Trust comes before
information,
argument, or reason.

Ask yourself this one Q:
WHY DO THEY CARE?

Welcome to the
attention economy
! Everyone is fighting for
attention 
! We have less of it to offer 
! The price of your attention
just went up

What to assume
about people whose
attention you want…
! They’re overwhelmed and on
deadline. 
! They’re distracted. 
! They have heard everything at
least five times already.  
! They’re mad about something. 
! They’re probably hungry. 

Who do we listen to?

Has become the gold standard  
of public speaking

Why do we listen to
TED speakers?

They make us feel smarter,
more informed, and more
optimistic.
In 18 minutes or less.

Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks  
of a TED-worthy
SPEAKER

Hallmarks  
of a TED-worthy
TALK
…Addresses a universal
problem or concern
…Emerges from curiosity
…Takes a stance
…Tells a story
…Challenges an idea

Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks  
of a
COMIC

Hallmarks  
of a great
SET
problem or concern
…Takes a stance
…Tells a story

Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks  
of a
LEADER

Hallmarks of
LEADERSHIP
problem or concern
…Takes a stance
…Tells a story

Don’t worry
about taking
notes!

Want the
slides + a
reading and
resource list?
Text
“TerriT”
to
44222
TODAY!

territ
1. Text “territ” to 44222 
 
2. Reply to text with
email 
3. Check your email
and confirm.
44222

“At the crucial moment,
when it is most important
to be convincing, 9 out
of 10 times we are not.”
Oren Klaff, Pitch Anything

Oren Klaff
Raises capital for
businesses looking to
expand fast.
He does it at a rate of
$2MM per week.
Pitch Anything

Powerfully communicate the value
of your idea to someone else.
The way to get buy-in…

So why is this so hard?

We’re too
close to it.

“We worked really hard on this.”
Assumes that effort
creates demand.

“This is important.”
Implies that your work  
is the priority.

We’re too
attached to it.

“I’m really passionate about this.”
Driven by your desire,
not theirs.

We haven’t made
it a win-win.

Being more interested in
what you get than in what
you deliver never works.

“There is a fundamental
disconnect between the
way we pitch anything
and the way it is received
by our audience…”
Oren Klaff, Pitch Anything

A very short lesson in evolution.

Pitch Anything, Oren Klaff

Filters incoming messages

Interprets meaning,
social situations

Problem solving,
reason

Hey what’s up? Not much.  
You?

I have an
amazing idea. Stop talking.

You don’t pitch a smart idea from your neocortex to theirs.

You have to go around back, like everyone else.

• If it’s not dangerous, ignore it.
• If it’s not new/exciting, ignore it.
• If it’s new, summarize it.
**Do not send anything up for solving
unless the situation is extraordinary.**

Our brains are wired to
weed most things out.

The croc brain wants… 
Simple.
Clear.
Nonthreatening.  
PLUS: intriguing/novel.

One of the most powerful
ways to connect & compel is
Story

Story
…precedes
information, ideas,
concepts.

I had a side hustle  
for a while.

I fell prey to the
worst myth in
marketing:

If something  
is good enough,  
it will sell itself.
NOPE!

Then, I met Sally.

Sales wasn’t about
me at all.
It was about them.

You’ve won a free
trip to St. Thomas!

Top 3 Rookie Recruiters of the Year

“A sale is made in every
exchange of ideas or
communication. There
are no exceptions.”
Grant Cardone, Sell or Be Sold

Let’s talk about the
do’s and don’ts of
presenting. To
anyone. Anywhere.

Start strong.Too much throat clearing.
AVOID Instead

Listen to
yourself.
Tics that signal  
a lack of authority
(“I think,”  
“in my opinion”)
AVOID Instead

Consider the
audience
The curse of knowledge
AVOID Instead

Know what you’re
there to say
Winging it
AVOID Instead

Show
vulnerability,
accessibility
Humble bragging
AVOID Instead

Get laughs
through honesty
Making lame or  
risky jokes.
AVOID Instead

Getting laughs

Laughs are not
just for pros.

Laughter has a
role:
It connects.
It punctuates.
It releases tension.
(Gil Greengross, evolutionary psychologist & humor researcher)

Specificity.What gets laughs…

Truth.

Truth.
Self-deprecation.

Truth.
Self-deprecation.
Surprise.

You don’t start
leading the day
you’re promoted.
Being a leader is not a job title.
Source: The Power of Moments by Chip & Dan Heath

Leaders cultivate
others’ talent.

Being a leader
means being able to tap the
best in others—which is what
gives rise to collaboration
and innovation.

Being a leader
isn’t about being a critic,
correcting behavior, or
pleasing management.

Anyone can be a
critic. Not just
anyone can lead.

Instead of “what is the best
way to give feedback?”

Instead of “what is the best
way to give feedback?”
The authors asked:
“What is the right way, the
best way, to help people
thrive and excel?”

Standard feedback
sounds like…

“This is good & we love
you…
BUT“This is bad.”
SO
“Please fix it thank you bye.”

Our traditional
approach to
feedback is flawed.
Fact:

3 Flawed Theories Of Feedback
Marcus Buckingham, Ashley Goodall
“The Feedback Fallacy,” HBR, March-April 2019

Photo by Ryoji Iwata on Unsplash
You can’t see what’s wrong
with you (but we can).
Flawed theory #1

Flawed theory #2
You’re void of knowledge &
need to be filled.

There’s one formula for
excellence.
Flawed theory #3

“Telling people how we think
they should improve
Buckingham & Goodall, The Feedback Fallacy,” HBR, March-April 2019
actually hinders
learning.”

Criticism shuts
down growth,
creativity, and
connection.

“Sure, Bob, I’d love to hear
your feedback.”

more powerful than negative
attention in creating high
performance on a team. “
“Positive attention is
Buckingham & Goodall
30x

“People don’t need feedback.
They need attention to what
they do
Buckingham & Goodall
best.”

The Gateless Method

The Gateless Method
An approach to work that silences the
critical mind so that you can access
your creativity and realize potential.

The Gateless Method
…Based on Suzanne Kingsbury’s
study of neuroscience, Buddhist
meditation, and literary masters.

The Gateless Method
…Build rather than deconstruct.
…Offer resources, not criticism.
…Honor rather than dictate.

The Gateless Method
Retrain the brain to associate
creating & sharing with ease,
pleasure, and reward.

When you train yourself to
see the genius in others’
work, you’ll start to see it
in your own.

Excellence is
idiosyncratic.
Buckingham & Goodall, “The Feedback Fallacy”

There is no one
straight path to
excellence.
There’s only yours.

ASK
YOURSELF
! Where can you shine
a light on others?  
! How can you
encourage
excellence?

Catch people in the
midst of excellence…
and let them know.

Get on
the list!
Text
“TerriT”
to
44222
Do it before lunch!

territ
Text
“TerriT”
to
44222

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