The document discusses how "corporate speak" hinders communication with real people. Corporate speak uses formal language and politically correct terms that are difficult for many to understand. The document provides examples of financial commentators and politicians who speak in corporate terms that fail to connect with the general population. It recommends that those trying to sell products like insurance speak plainly and observe clients' lives for real-world examples of insurance needs rather than using fear-mongering or intangible concepts. By normalizing insurance as a necessity and speaking to people in a straightforward way, connections can be made rather than relying on corporate jargon.

1. GET RID OF THE CORPORATE SPEAK
When you get letters in the mail from your bank or power company, insurance company or
Telco I know you won’t be that keen to read them. How do I know this? I get them as well
and they are just ‘corporate speak’, all official with formal language and very politically
correct so as not to offend anyone.
In my experience coaching untold consultants in various industries and individual coaches as
well as supervisors and managers who want to coach their staff, they are have mostly been
very formal and in many cases using corporate speak.
An example is financial commentators like economists from the various banks. They write
columns in newspapers and do commentary and Q & A in radio interviews. They talk
technically and corporately. To this day I hardly understand a single thing they are saying.
They forget that they are talking to real people and not just other financially educated
individuals.
Michael Cullen the former New Zealand labour Party minister of finance only ever spoke in a
corporatized way about finances – his favourite word was ‘fiscal’ and that’s about all I can
remember. His ability to connect with the population was hindered by his corporate speak.
I work with a lot of consultants and brokers who try to sell insurance. They spend their time
talking waffle about the risks we face in life and how to protect our families from the evil
meteor about to hit the planet in the year 2314. Yes I am being a smart ass and justifiably
so. They are trying to sell something that is almost intangible. They paint a picture of grief
and sadness and a family not having any money if dad dies etc,etc, etc.
The insurance people I coach don’t go there. I teach them to get rid of the corporate and
insurance speak. I urge them to normalise insurance and create immediate success with a
client.
I ask them to be very observant when they go to see a client. Look for the kids bikes with
helmets hanging over the handlebars. Look for the burglar alarm on the outside of the
house and the fire alarms inside. Look for the security latches on the windows and the
portable gate at the stop of the stairs so the baby does fall down.
The first thing they should say to the clients is “congratulations on all your insurance”. When
the potential client asks “what do you mean”, the insurance consultant tells them about his
observations. All of what he observes is insurance.
By doing this simple activity they have normalised insurance to a real necessity for the
clients who will understand immediately. The corporate speak is gone and real life kicks in.
This becomes an introduction to health, life and income protection and other forms of
insurance that can make a significant difference to people’s lives.

2. The key to connecting with people is talk to them as people rather than a ‘corporate
information receiver’.
I have worked with SME’s who try to do the corporate speak. They spend hours on trying to
find the right phrases to hook people into their services or products, when really all they
have to do is tell them straight up what they have on offer. I would rather here that the
paint for my house is long lasting and here are some photographs of houses who have had
this paint for 10 years and they still look new, than our paint has xyz polymers and widgets
including gobelty gook chemical stuff in it. Cut to the chase and tell people the truth in plain
English.
Get rid of corporate speak and talk to real people the way people really talk.