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STAND UP
How to advocate for your ideas,
sound like a leader,
and make people laugh
(even if you’re not funny)
Terri Tresp...
When is the last time
got someone to listen?
Really listen.
Copyright © 2019 Terri Trespicio All rights reserved.
When is the last time
got someone to listen?
Really listen.
What were you doing?
Saying? Talking about?
What was the outco...
When is the last time
got someone to listen?
Really listen.
What about when it
didn’t go so well?
What were you doing?
Say...
Me bombing.
The 1st time.
Copyright © 2018 Terri Trespicio All rights reserved.
What does it take to
make an
Copyright © 2018 Terri Trespicio All rights reserved.
impact?
Being creative is not
enough.
Copyright © 2018 Terri Trespicio All rights reserved.
Being passionate is
not enough.
Copyright © 2018 Terri Trespicio All rights reserved.
Working hard is not
enough.
Copyright © 2018 Terri Trespicio All rights reserved.
You need to be able
to compel someone
to act.
Copyright © 2018 Terri Trespicio All rights reserved.
I’ve spent my career trying to get and
keep people’s attention.
Copyright © 2018 Terri Trespicio All rights reserved.
I work as a brand advisor, writer, speaker, and work
with individuals & brands on messaging.
Copyright © 2018 Terri Trespi...
I delivered a TEDx talk that
has 5+ million views.
“Stop searching for your
passion”
Copyright © 2019 Terri Trespicio All ...
(That passion is linear and
you must know what it is
first.)
The passion
fallacy
Copyright © 2019 Terri Trespicio All righ...
It’s one thing to follow your
passion.
It’s another
to lead with it.
Copyright © 2019 Terri Trespicio All rights reserved.
CONNECT
COMPEL
COMMUNICATE
CULTIVATE
Copyright © 2019 Terri Trespicio All rights reserved.
CONNECT
COMPEL
COMMUNICATE
CULTIVATE
Copyright © 2019 Terri Trespicio All rights reserved.
You can’t make things
happen until you enlist
the interest of others.
Copyright © 2019 Terri Trespicio All rights reserved.
This is about trust.
Copyright © 2019 Terri Trespicio All rights reserved.
Trust comes before
information,
argument, or reason.
Copyright © 2018 Terri Trespicio All rights reserved.
Ask yourself this one Q:
WHY DO THEY CARE?
Copyright © 2019 Terri Trespicio All rights reserved.
Welcome to the
attention economy
! Everyone is fighting for
attention

! We have less of it to offer

! The price of your ...
What to assume
about people whose
attention you want…
! They’re overwhelmed and on
deadline.

! They’re distracted.

! The...
Who do we listen to?
Copyright © 2019 Terri Trespicio All rights reserved.
Has become the gold standard 

of public speaking
Copyright © 2018 Terri Trespicio All rights reserved.
Copyright © 2019 Terri Trespicio All rights reserved.
Why do we listen to
TED speakers?
Copyright © 2019 Terri Trespicio All rights reserved.
They make us feel smarter,
more informed, and more
optimistic.
In 18 minutes or less.
Copyright © 2019 Terri Trespicio All...
Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks 

of a TED-worthy
SPEAKER
Copyright © ...
Hallmarks 

of a TED-worthy
TALK
…Addresses a universal
problem or concern
…Emerges from curiosity
…Takes a stance
…Tells ...
Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks 

of a
COMIC
Copyright © 2018 Terri Tr...
Hallmarks 

of a great
SET
…Addresses a universal
problem or concern
…Emerges from curiosity
…Takes a stance
…Tells a stor...
Authority
Authenticity
Vulnerability
Passion
Compassion
Curiosity
Bravery
Hallmarks 

of a
LEADER
Copyright © 2018 Terri T...
Hallmarks of
LEADERSHIP
…Addresses a universal
problem or concern
…Emerges from curiosity
…Takes a stance
…Tells a story
…...
Copyright © 2018 Terri Trespicio All rights reserved.
Don’t worry
about taking
notes!
Want the
slides + a
reading and
resource list?
Text
“TerriT”
to
44222
TODAY!
Copyright © 2019 Terri Trespicio All rights r...
Copyright © 2017 Terri Trespicio All rights reserved.
territ
1. Text “territ” to 44222



2. Reply to text with
email

3. ...
CONNECT
COMPEL
COMMUNICATE
CULTIVATE
Copyright © 2019 Terri Trespicio All rights reserved.
“At the crucial moment,
when it is most important
to be convincing, 9 out
of 10 times we are not.”
Oren Klaff, Pitch Anyth...
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…
Copyright © 2018 Terri Trespicio All...
So why is this so hard?
Copyright © 2019 Terri Trespicio All rights reserved.
We’re too
close to it.
Copyright © 2018 Terri Trespicio All rights reserved.
“We worked really hard on this.”
Assumes that effort
creates demand.
Copyright © 2018 Terri Trespicio All rights reserved.
“This is important.”
Implies that your work 

is the priority.
Copyright © 2018 Terri Trespicio All rights reserved.
We’re too
attached to it.
Copyright © 2018 Terri Trespicio All rights reserved.
“I’m really passionate about this.”
Driven by your desire,
not theirs.
Copyright © 2018 Terri Trespicio All rights reserve...
We haven’t made
it a win-win.
Copyright © 2018 Terri Trespicio All rights reserved.
Being more interested in
what you get than in what
you deliver never works.
Copyright © 2018 Terri Trespicio All rights re...
“There is a fundamental
disconnect between the
way we pitch anything
and the way it is received
by our audience…”
Oren Kla...
A very short lesson in evolution.
Copyright © 2019 Terri Trespicio All rights reserved.
A very short lesson in evolution.
Pitch Anything, Oren Klaff
Copyright © 2019 Terri Trespicio All rights reserved.
A very short lesson in evolution.
Pitch Anything, Oren Klaff
Filters incoming messages
Copyright © 2019 Terri Trespicio Al...
A very short lesson in evolution.
Pitch Anything, Oren Klaff
Interprets meaning,
social situations
Copyright © 2019 Terri ...
A very short lesson in evolution.
Pitch Anything, Oren Klaff
Problem solving,
reason
Copyright © 2019 Terri Trespicio All ...
A very short lesson in evolution.
Hey what’s up? Not much. 

You?
Copyright © 2019 Terri Trespicio All rights reserved.
A very short lesson in evolution.
I have an
amazing idea. Stop talking.
Copyright © 2019 Terri Trespicio All rights reserv...
A very short lesson in evolution.
You don’t pitch a smart idea from your neocortex to theirs.
Copyright © 2019 Terri Tresp...
A very short lesson in evolution.
You have to go around back, like everyone else.
Copyright © 2019 Terri Trespicio All rig...
Copyright © 2019 Terri Trespicio All rights reserved.
Pitch Anything, Oren Klaff
• If it’s not dangerous, ignore it.
• If it’s not new/exciting, ignore it.
• If it’s new, summa...
Our brains are wired to
weed most things out.
Copyright © 2019 Terri Trespicio All rights reserved.
The croc brain wants…

Simple.
Clear.
Nonthreatening. 

PLUS: intriguing/novel.
Copyright © 2019 Terri Trespicio All right...
One of the most powerful
ways to connect & compel is
Story
Copyright © 2018 Terri Trespicio All rights reserved.
Story
…precedes
information, ideas,
concepts.
Copyright © 2018 Terri Trespicio All rights reserved.
I had a side hustle 

for a while.
Copyright © 2019 Terri Trespicio All rights reserved.
Copyright © 2019 Terri Trespicio All rights reserved.
I fell prey to the
worst myth in
marketing:
Copyright © 2019 Terri Trespicio All rights reserved.
If something 

is good enough, 

it will sell itself.
NOPE!
Copyright © 2019 Terri Trespicio All rights reserved.
Then, I met Sally.
Copyright © 2019 Terri Trespicio All rights reserved.
Sales wasn’t about
me at all.
It was about them.
Copyright © 2019 Terri Trespicio All rights reserved.
You’ve won a free
trip to St. Thomas!
Copyright © 2019 Terri Trespicio All rights reserved.
Top 3 Rookie Recruiters of the Year
Copyright © 2019 Terri Trespicio All rights reserved.
“A sale is made in every
exchange of ideas or
communication. There
are no exceptions.”
Grant Cardone, Sell or Be Sold
Copy...
CONNECT
COMPEL
COMMUNICATE
CULTIVATE
Copyright © 2019 Terri Trespicio All rights reserved.
Let’s talk about the
do’s and don’ts of
presenting. To
anyone. Anywhere.
Copyright © 2019 Terri Trespicio All rights reser...
Start strong.Too much throat clearing.
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
Listen to
yourself.
Tics that signal 

a lack of authority
(“I think,” 

“in my opinion”)
AVOID Instead
Copyright © 2018 T...
Consider the
audience
The curse of knowledge
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
Know what you’re
there to say
Winging it
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
Show
vulnerability,
accessibility
Humble bragging
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserved.
Get laughs
through honesty
Making lame or 

risky jokes.
AVOID Instead
Copyright © 2018 Terri Trespicio All rights reserve...
Getting laughs
Copyright © 2018 Terri Trespicio All rights reserved.
Copyright © 2018 Terri Trespicio All rights reserved.
Laughs are not
just for pros.
Copyright © 2018 Terri Trespicio All rights reserved.
Laughter has a
role:
It connects.
It punctuates.
It releases tension...
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
Truth.
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
Truth.
Self-deprecation.
Copyright © 2018 Terri Trespicio All rights reserved.
Specificity.What gets laughs…
Truth.
Self-deprecation.
Surprise.
CONNECT
COMPEL
COMMUNICATE
CULTIVATE
Copyright © 2019 Terri Trespicio All rights reserved.
You don’t start
leading the day
you’re promoted.
Copyright © 2019 Terri Trespicio All rights reserved.
Being a leader is n...
Leaders cultivate
others’ talent.
Copyright © 2019 Terri Trespicio All rights reserved.
Being a leader
Copyright © 2019 Terri Trespicio All rights reserved.
means being able to tap the
best in others—which is w...
Being a leader
Copyright © 2019 Terri Trespicio All rights reserved.
isn’t about being a critic,
correcting behavior, or
p...
Anyone can be a
critic. Not just
anyone can lead.
Copyright © 2019 Terri Trespicio All rights reserved.
Instead of “what is the best
way to give feedback?”
Copyright © 2019 Terri Trespicio All rights reserved.
Instead of “what is the best
way to give feedback?”
The authors asked:
“What is the right way, the
best way, to help peopl...
Standard feedback
sounds like…
Copyright © 2019 Terri Trespicio All rights reserved.
“This is good & we love
you…
BUT“This is bad.”
SO
“Please fix it thank you bye.”
Copyright © 2019 Terri Trespicio All righ...
Our traditional
approach to
feedback is flawed.
Fact:
Copyright © 2019 Terri Trespicio All rights reserved.
3 Flawed Theories Of Feedback
Marcus Buckingham, Ashley Goodall
“The Feedback Fallacy,” HBR, March-April 2019
Copyright © ...
Photo by Ryoji Iwata on Unsplash
You can’t see what’s wrong
with you (but we can).
Flawed theory #1
Copyright © 2019 Terri...
Flawed theory #2
You’re void of knowledge &
need to be filled.
Copyright © 2019 Terri Trespicio All rights reserved.
There’s one formula for
excellence.
Flawed theory #3
Copyright © 2019 Terri Trespicio All rights reserved.
“Telling people how we think
they should improve
Buckingham & Goodall, The Feedback Fallacy,” HBR, March-April 2019
actual...
Criticism shuts
down growth,
creativity, and
connection.
Copyright © 2019 Terri Trespicio All rights reserved.
“Sure, Bob, I’d love to hear
your feedback.”
Copyright © 2019 Terri Trespicio All rights reserved.
Photo by Yerlin Matu on Unsplash Copyright © 2019 Terri Trespicio All rights reserved.
more powerful than negative
attention in creating high
performance on a team. “
“Positive attention is
Buckingham & Goodal...
“People don’t need feedback.
They need attention to what
they do
Buckingham & Goodall
best.”
The Gateless Method
Copyright © 2019 Terri Trespicio All rights reserved.
The Gateless Method
An approach to work that silences the
critical mind so that you can access
your creativity and realize...
The Gateless Method
…Based on Suzanne Kingsbury’s
study of neuroscience, Buddhist
meditation, and literary masters.
Copyri...
The Gateless Method
…Build rather than deconstruct.
…Offer resources, not criticism.
…Honor rather than dictate.
Copyright...
The Gateless Method
Retrain the brain to associate
creating & sharing with ease,
pleasure, and reward.
Copyright © 2019 Te...
When you train yourself to
see the genius in others’
work, you’ll start to see it
in your own.
Copyright © 2019 Terri Tres...
Excellence is
idiosyncratic.
Buckingham & Goodall, “The Feedback Fallacy”
Copyright © 2019 Terri Trespicio All rights reserved.
Copyright © 2019 Terri Trespicio All rights reserved.
There is no one
straight path to
excellence.
There’s only yours.
Copyright © 2019 Terri Trespicio All rights reserved.
ASK
YOURSELF
! Where can you shine
a light on others? 

! How can you
encourage
excellence?
Copyright © 2019 Terri Trespic...
Catch people in the
midst of excellence…
and let them know.
Copyright © 2019 Terri Trespicio All rights reserved.
Copyright © 2019 Terri Trespicio All rights reserved.
Photo by Jed Villejo on Unsplash Copyright © 2019 Terri Trespicio All rights reserved.
Get on
the list!
Text
“TerriT”
to
44222
Do it before lunch!
Copyright © 2019 Terri Trespicio All rights reserved.
territ
Text
“TerriT”
to
44222
Copyright © 2019 Terri Trespicio All rights reserved.
Get on
the list!
Text
“TerriT”
to
44222
Do it before lunch!
Copyright © 2019 Terri Trespicio All rights reserved.
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
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
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
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When's the last time someone really listened to you? What does it take to compel the attention you need, and making the connections you want? In this keynote, delivered at Toyota, Terri Trespicio walks you through the four steps that uplevel your ability to listen, leave an impression, and lead with power, vulnerability, and excellence.

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

  1. 1. 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.
  2. 2. When is the last time got someone to listen? Really listen. Copyright © 2019 Terri Trespicio All rights reserved.
  3. 3. When is the last time got someone to listen? Really listen. What were you doing? Saying? Talking about? What was the outcome? Copyright © 2018 Terri Trespicio All rights reserved.
  4. 4. When is the last time got someone to listen? Really listen. What about when it didn’t go so well? What were you doing? Saying? Talking about? What was the outcome? Copyright © 2018 Terri Trespicio All rights reserved.
  5. 5. Me bombing. The 1st time. Copyright © 2018 Terri Trespicio All rights reserved.
  6. 6. What does it take to make an Copyright © 2018 Terri Trespicio All rights reserved. impact?
  7. 7. Being creative is not enough. Copyright © 2018 Terri Trespicio All rights reserved.
  8. 8. Being passionate is not enough. Copyright © 2018 Terri Trespicio All rights reserved.
  9. 9. Working hard is not enough. Copyright © 2018 Terri Trespicio All rights reserved.
  10. 10. You need to be able to compel someone to act. Copyright © 2018 Terri Trespicio All rights reserved.
  11. 11. I’ve spent my career trying to get and keep people’s attention. Copyright © 2018 Terri Trespicio All rights reserved.
  12. 12. I work as a brand advisor, writer, speaker, and work with individuals & brands on messaging. Copyright © 2018 Terri Trespicio All rights reserved.
  13. 13. I delivered a TEDx talk that has 5+ million views. “Stop searching for your passion” Copyright © 2019 Terri Trespicio All rights reserved.
  14. 14. (That passion is linear and you must know what it is first.) The passion fallacy Copyright © 2019 Terri Trespicio All rights reserved.
  15. 15. It’s one thing to follow your passion. It’s another to lead with it. Copyright © 2019 Terri Trespicio All rights reserved.
  16. 16. CONNECT COMPEL COMMUNICATE CULTIVATE Copyright © 2019 Terri Trespicio All rights reserved.
  17. 17. CONNECT COMPEL COMMUNICATE CULTIVATE Copyright © 2019 Terri Trespicio All rights reserved.
  18. 18. You can’t make things happen until you enlist the interest of others. Copyright © 2019 Terri Trespicio All rights reserved.
  19. 19. This is about trust. Copyright © 2019 Terri Trespicio All rights reserved.
  20. 20. Trust comes before information, argument, or reason. Copyright © 2018 Terri Trespicio All rights reserved.
  21. 21. Ask yourself this one Q: WHY DO THEY CARE? Copyright © 2019 Terri Trespicio All rights reserved.
  22. 22. 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 Copyright © 2019 Terri Trespicio All rights reserved.
  23. 23. 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.
 Copyright © 2019 Terri Trespicio All rights reserved.
  24. 24. Who do we listen to? Copyright © 2019 Terri Trespicio All rights reserved.
  25. 25. Has become the gold standard 
 of public speaking Copyright © 2018 Terri Trespicio All rights reserved.
  26. 26. Copyright © 2019 Terri Trespicio All rights reserved.
  27. 27. Why do we listen to TED speakers? Copyright © 2019 Terri Trespicio All rights reserved.
  28. 28. They make us feel smarter, more informed, and more optimistic. In 18 minutes or less. Copyright © 2019 Terri Trespicio All rights reserved.
  29. 29. Authority Authenticity Vulnerability Passion Compassion Curiosity Bravery Hallmarks 
 of a TED-worthy SPEAKER Copyright © 2018 Terri Trespicio All rights reserved.
  30. 30. Hallmarks 
 of a TED-worthy TALK …Addresses a universal problem or concern …Emerges from curiosity …Takes a stance …Tells a story …Challenges an idea Copyright © 2018 Terri Trespicio All rights reserved.
  31. 31. Authority Authenticity Vulnerability Passion Compassion Curiosity Bravery Hallmarks 
 of a COMIC Copyright © 2018 Terri Trespicio All rights reserved.
  32. 32. Hallmarks 
 of a great SET …Addresses a universal problem or concern …Emerges from curiosity …Takes a stance …Tells a story …Challenges an idea Copyright © 2018 Terri Trespicio All rights reserved.
  33. 33. Authority Authenticity Vulnerability Passion Compassion Curiosity Bravery Hallmarks 
 of a LEADER Copyright © 2018 Terri Trespicio All rights reserved.
  34. 34. Hallmarks of LEADERSHIP …Addresses a universal problem or concern …Emerges from curiosity …Takes a stance …Tells a story …Challenges an idea Copyright © 2018 Terri Trespicio All rights reserved.
  35. 35. Copyright © 2018 Terri Trespicio All rights reserved. Don’t worry about taking notes!
  36. 36. Want the slides + a reading and resource list? Text “TerriT” to 44222 TODAY! Copyright © 2019 Terri Trespicio All rights reserved.
  37. 37. Copyright © 2017 Terri Trespicio All rights reserved. territ 1. Text “territ” to 44222
 
 2. Reply to text with email
 3. Check your email and confirm. 44222
  38. 38. CONNECT COMPEL COMMUNICATE CULTIVATE Copyright © 2019 Terri Trespicio All rights reserved.
  39. 39. “At the crucial moment, when it is most important to be convincing, 9 out of 10 times we are not.” Oren Klaff, Pitch Anything Copyright © 2019 Terri Trespicio All rights reserved.
  40. 40. Oren Klaff Raises capital for businesses looking to expand fast. He does it at a rate of $2MM per week. Pitch Anything
  41. 41. Powerfully communicate the value of your idea to someone else. The way to get buy-in… Copyright © 2018 Terri Trespicio All rights reserved.
  42. 42. So why is this so hard? Copyright © 2019 Terri Trespicio All rights reserved.
  43. 43. We’re too close to it. Copyright © 2018 Terri Trespicio All rights reserved.
  44. 44. “We worked really hard on this.” Assumes that effort creates demand. Copyright © 2018 Terri Trespicio All rights reserved.
  45. 45. “This is important.” Implies that your work 
 is the priority. Copyright © 2018 Terri Trespicio All rights reserved.
  46. 46. We’re too attached to it. Copyright © 2018 Terri Trespicio All rights reserved.
  47. 47. “I’m really passionate about this.” Driven by your desire, not theirs. Copyright © 2018 Terri Trespicio All rights reserved.
  48. 48. We haven’t made it a win-win. Copyright © 2018 Terri Trespicio All rights reserved.
  49. 49. Being more interested in what you get than in what you deliver never works. Copyright © 2018 Terri Trespicio All rights reserved.
  50. 50. “There is a fundamental disconnect between the way we pitch anything and the way it is received by our audience…” Oren Klaff, Pitch Anything Copyright © 2019 Terri Trespicio All rights reserved.
  51. 51. A very short lesson in evolution. Copyright © 2019 Terri Trespicio All rights reserved.
  52. 52. A very short lesson in evolution. Pitch Anything, Oren Klaff Copyright © 2019 Terri Trespicio All rights reserved.
  53. 53. A very short lesson in evolution. Pitch Anything, Oren Klaff Filters incoming messages Copyright © 2019 Terri Trespicio All rights reserved.
  54. 54. A very short lesson in evolution. Pitch Anything, Oren Klaff Interprets meaning, social situations Copyright © 2019 Terri Trespicio All rights reserved.
  55. 55. A very short lesson in evolution. Pitch Anything, Oren Klaff Problem solving, reason Copyright © 2019 Terri Trespicio All rights reserved.
  56. 56. A very short lesson in evolution. Hey what’s up? Not much. 
 You? Copyright © 2019 Terri Trespicio All rights reserved.
  57. 57. A very short lesson in evolution. I have an amazing idea. Stop talking. Copyright © 2019 Terri Trespicio All rights reserved.
  58. 58. A very short lesson in evolution. You don’t pitch a smart idea from your neocortex to theirs. Copyright © 2019 Terri Trespicio All rights reserved.
  59. 59. A very short lesson in evolution. You have to go around back, like everyone else. Copyright © 2019 Terri Trespicio All rights reserved.
  60. 60. Copyright © 2019 Terri Trespicio All rights reserved.
  61. 61. Pitch Anything, Oren Klaff • 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.** Copyright © 2019 Terri Trespicio All rights reserved.
  62. 62. Our brains are wired to weed most things out. Copyright © 2019 Terri Trespicio All rights reserved.
  63. 63. The croc brain wants…
 Simple. Clear. Nonthreatening. 
 PLUS: intriguing/novel. Copyright © 2019 Terri Trespicio All rights reserved.
  64. 64. One of the most powerful ways to connect & compel is Story Copyright © 2018 Terri Trespicio All rights reserved.
  65. 65. Story …precedes information, ideas, concepts. Copyright © 2018 Terri Trespicio All rights reserved.
  66. 66. I had a side hustle 
 for a while. Copyright © 2019 Terri Trespicio All rights reserved.
  67. 67. Copyright © 2019 Terri Trespicio All rights reserved.
  68. 68. I fell prey to the worst myth in marketing: Copyright © 2019 Terri Trespicio All rights reserved.
  69. 69. If something 
 is good enough, 
 it will sell itself. NOPE! Copyright © 2019 Terri Trespicio All rights reserved.
  70. 70. Then, I met Sally. Copyright © 2019 Terri Trespicio All rights reserved.
  71. 71. Sales wasn’t about me at all. It was about them. Copyright © 2019 Terri Trespicio All rights reserved.
  72. 72. You’ve won a free trip to St. Thomas! Copyright © 2019 Terri Trespicio All rights reserved.
  73. 73. Top 3 Rookie Recruiters of the Year Copyright © 2019 Terri Trespicio All rights reserved.
  74. 74. “A sale is made in every exchange of ideas or communication. There are no exceptions.” Grant Cardone, Sell or Be Sold Copyright © 2019 Terri Trespicio All rights reserved.
  75. 75. CONNECT COMPEL COMMUNICATE CULTIVATE Copyright © 2019 Terri Trespicio All rights reserved.
  76. 76. Let’s talk about the do’s and don’ts of presenting. To anyone. Anywhere. Copyright © 2019 Terri Trespicio All rights reserved.
  77. 77. Start strong.Too much throat clearing. AVOID Instead Copyright © 2018 Terri Trespicio All rights reserved.
  78. 78. Listen to yourself. Tics that signal 
 a lack of authority (“I think,” 
 “in my opinion”) AVOID Instead Copyright © 2018 Terri Trespicio All rights reserved.
  79. 79. Consider the audience The curse of knowledge AVOID Instead Copyright © 2018 Terri Trespicio All rights reserved.
  80. 80. Know what you’re there to say Winging it AVOID Instead Copyright © 2018 Terri Trespicio All rights reserved.
  81. 81. Show vulnerability, accessibility Humble bragging AVOID Instead Copyright © 2018 Terri Trespicio All rights reserved.
  82. 82. Get laughs through honesty Making lame or 
 risky jokes. AVOID Instead Copyright © 2018 Terri Trespicio All rights reserved.
  83. 83. Getting laughs Copyright © 2018 Terri Trespicio All rights reserved.
  84. 84. Copyright © 2018 Terri Trespicio All rights reserved. Laughs are not just for pros.
  85. 85. Copyright © 2018 Terri Trespicio All rights reserved. Laughter has a role: It connects. It punctuates. It releases tension. (Gil Greengross, evolutionary psychologist & humor researcher)
  86. 86. Copyright © 2018 Terri Trespicio All rights reserved. Specificity.What gets laughs…
  87. 87. Copyright © 2018 Terri Trespicio All rights reserved. Specificity.What gets laughs… Truth.
  88. 88. Copyright © 2018 Terri Trespicio All rights reserved. Specificity.What gets laughs… Truth. Self-deprecation.
  89. 89. Copyright © 2018 Terri Trespicio All rights reserved. Specificity.What gets laughs… Truth. Self-deprecation. Surprise.
  90. 90. CONNECT COMPEL COMMUNICATE CULTIVATE Copyright © 2019 Terri Trespicio All rights reserved.
  91. 91. You don’t start leading the day you’re promoted. Copyright © 2019 Terri Trespicio All rights reserved. Being a leader is not a job title. Source: The Power of Moments by Chip & Dan Heath
  92. 92. Leaders cultivate others’ talent. Copyright © 2019 Terri Trespicio All rights reserved.
  93. 93. Being a leader Copyright © 2019 Terri Trespicio All rights reserved. means being able to tap the best in others—which is what gives rise to collaboration and innovation. Source: The Power of Moments by Chip & Dan Heath
  94. 94. Being a leader Copyright © 2019 Terri Trespicio All rights reserved. isn’t about being a critic, correcting behavior, or pleasing management. Source: The Power of Moments by Chip & Dan Heath
  95. 95. Anyone can be a critic. Not just anyone can lead. Copyright © 2019 Terri Trespicio All rights reserved.
  96. 96. Instead of “what is the best way to give feedback?” Copyright © 2019 Terri Trespicio All rights reserved.
  97. 97. 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?” Copyright © 2019 Terri Trespicio All rights reserved.
  98. 98. Standard feedback sounds like… Copyright © 2019 Terri Trespicio All rights reserved.
  99. 99. “This is good & we love you… BUT“This is bad.” SO “Please fix it thank you bye.” Copyright © 2019 Terri Trespicio All rights reserved.
  100. 100. Our traditional approach to feedback is flawed. Fact: Copyright © 2019 Terri Trespicio All rights reserved.
  101. 101. 3 Flawed Theories Of Feedback Marcus Buckingham, Ashley Goodall “The Feedback Fallacy,” HBR, March-April 2019 Copyright © 2019 Terri Trespicio All rights reserved.
  102. 102. Photo by Ryoji Iwata on Unsplash You can’t see what’s wrong with you (but we can). Flawed theory #1 Copyright © 2019 Terri Trespicio All rights reserved.
  103. 103. Flawed theory #2 You’re void of knowledge & need to be filled. Copyright © 2019 Terri Trespicio All rights reserved.
  104. 104. There’s one formula for excellence. Flawed theory #3 Copyright © 2019 Terri Trespicio All rights reserved.
  105. 105. “Telling people how we think they should improve Buckingham & Goodall, The Feedback Fallacy,” HBR, March-April 2019 actually hinders learning.”
  106. 106. Criticism shuts down growth, creativity, and connection. Copyright © 2019 Terri Trespicio All rights reserved.
  107. 107. “Sure, Bob, I’d love to hear your feedback.” Copyright © 2019 Terri Trespicio All rights reserved.
  108. 108. Photo by Yerlin Matu on Unsplash Copyright © 2019 Terri Trespicio All rights reserved.
  109. 109. more powerful than negative attention in creating high performance on a team. “ “Positive attention is Buckingham & Goodall 30x
  110. 110. “People don’t need feedback. They need attention to what they do Buckingham & Goodall best.”
  111. 111. The Gateless Method Copyright © 2019 Terri Trespicio All rights reserved.
  112. 112. The Gateless Method An approach to work that silences the critical mind so that you can access your creativity and realize potential. Copyright © 2019 Terri Trespicio All rights reserved.
  113. 113. The Gateless Method …Based on Suzanne Kingsbury’s study of neuroscience, Buddhist meditation, and literary masters. Copyright © 2019 Terri Trespicio All rights reserved.
  114. 114. The Gateless Method …Build rather than deconstruct. …Offer resources, not criticism. …Honor rather than dictate. Copyright © 2019 Terri Trespicio All rights reserved.
  115. 115. The Gateless Method Retrain the brain to associate creating & sharing with ease, pleasure, and reward. Copyright © 2019 Terri Trespicio All rights reserved.
  116. 116. When you train yourself to see the genius in others’ work, you’ll start to see it in your own. Copyright © 2019 Terri Trespicio All rights reserved.
  117. 117. Excellence is idiosyncratic. Buckingham & Goodall, “The Feedback Fallacy”
  118. 118. Copyright © 2019 Terri Trespicio All rights reserved.
  119. 119. Copyright © 2019 Terri Trespicio All rights reserved.
  120. 120. There is no one straight path to excellence. There’s only yours. Copyright © 2019 Terri Trespicio All rights reserved.
  121. 121. ASK YOURSELF ! Where can you shine a light on others? 
 ! How can you encourage excellence? Copyright © 2019 Terri Trespicio All rights reserved.
  122. 122. Catch people in the midst of excellence… and let them know. Copyright © 2019 Terri Trespicio All rights reserved.
  123. 123. Copyright © 2019 Terri Trespicio All rights reserved.
  124. 124. Photo by Jed Villejo on Unsplash Copyright © 2019 Terri Trespicio All rights reserved.
  125. 125. Get on the list! Text “TerriT” to 44222 Do it before lunch! Copyright © 2019 Terri Trespicio All rights reserved.
  126. 126. territ Text “TerriT” to 44222 Copyright © 2019 Terri Trespicio All rights reserved.
  127. 127. Get on the list! Text “TerriT” to 44222 Do it before lunch! Copyright © 2019 Terri Trespicio All rights reserved.
  • LaShondaManns

    Sep. 26, 2019
  • SharonWhitson

    Sep. 18, 2019

When's the last time someone really listened to you? What does it take to compel the attention you need, and making the connections you want? In this keynote, delivered at Toyota, Terri Trespicio walks you through the four steps that uplevel your ability to listen, leave an impression, and lead with power, vulnerability, and excellence.

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