You want to get clear

about the outcome.

Say it with me.

Get clear

about the outcome.

I am shocked

how many times I see speakers,

they go on stage

without a clear purpose.

I don't know why they're there

and I'm not even sure they know

why they're there.

What's the outcome that you want?

Why are you taking up the time?

Because as a speaker you

have to think about this.

You don't want to waste people's time.

- [Desmond] No.

I don't want to waste people's time.

You don't want to waste people's time.

So when you have a hundred people

in the audience,

that's a hundred people's time.

So it's not just,

you speaking for one minute.

So let's say you're speaking

for one minute,

a hundred people,

that's a hundred minutes

of people's lives.

So then you wouldn't half ass it.

That's the way I see it.

Right.

You take responsibility

and say you wanna be good.

So what's the outcome

that you want to create?

So are you there to sell?

Are you there

to actually get a sale to close some kind of deal?

Are you there to sell?

Well don't lose sight of that.

You're not there to get applause.

You're not there

to show the world how smart you are.

You're there to get a sale,

to get a contract to get an agreement.

Right?

Then you sell.

Are you there to entertain?

If you're there to entertain

then just entertain,

have a good time.

Make sure the people have a good time.

You have a good time.

Right?

Are you there to inform?

Maybe it's in a corporate setting

that you want to inform your prospect

or your client

about certain things

or certain issues

or a trend is coming up.

By the end of the presentation

do they understand

what that thing is

and what do they need to do?

Right?

Or there's some kind of steps you need to take.

So are you there to inform?

Or are you there to motivate

and inspire?

Meaning that

how do you want them to feel

after your presentation?

Do they feel inspired

and can't wait to take action?

Kind of like Tony Robbins.

Or do they feel

well...

kind of same?

That, it's cool.

It's interesting story

but it just doesn't do anything for me.

Right?

So what is the outcome that you want?

Does this make sense?

Get clear about your outcome

And also means,

another way you look at it is,

in order to get clear

about your outcome

doing your homework ahead of time.

Who are you speaking to?

Do you know who you're speaking to?

Who is in the audience?

Are you speaking

to a group of...

entrepreneurs?

Are you speaking

to a group of just friends?

Right?

Are you speaking

to a group of kids?

You need to know like

who is your audience

and again,

what's the outcome you want to create?

Very, very critical.

Sometimes like I see speakers

where.

I've seen this before,

this is like the worst.

Let's say there are

a number of speakers.

The first speaker present.

He told some kind of jokes.

Second speaker came up.

- [Male In Blue Suit] He told the same joke?

- Same joke.

- [Male In Blue Suit] Oh man that's so bad.

- That is the worst

and then the second speaker wonder

how come nobody laughed?

It usually works

but how come nobody laughed?

Because of that.

Now if you're smart

you should be kind of paying attention

to the first speaker,

just whoever is speaking

before you,

what is going on

and you know.

Like okay

maybe then you can still change

and not use that joke

and use something else.

Right?

Can you sell

and inspire at the same time?

Okay some will sell before.

You will not be able

to sell without inspiring them.

In fact when it comes to closing

you are inspiring your audience

to take a new action.

So you will not be very effective at selling

from stage if you're not inspiring others.

Right?

So a little bit of both.

A little bit of both

and when you're presenting,

depends on the time you get,

less is more.

Less is more.

So if you've got a eight minute,

10 minute time frame.

Right?

So make sure you

don't try to cram

too much in.

If you've only got like 10 minutes

just focus on 1 point.

If you've got like 30 minutes

maybe 2-3 points.

Don't try to jam like 30 points

or 10 points in like

a 30 minute time-frame.

Less is more.

Right?

It's not just

say hey,

you say this,

you say this,

you say this

and then the audience

gets overwhelmed.

- [Male In Blue Suit] Yes.

- Guess what?

When they're overwhelmed

they don't take action,

they are confused

and they tune out.

- [Male In Blue Suit] Yep.

- So just give them enough

but not too too much.

The reason you want

to give them too much.

Again it's focusing on what?

Yourself.

Because you want to sound intelligent,

you want to sound like

you know what you're talking about,

you want to sound like

you've done your homework.

So let me overwhelm you.

A perfect example.

Think back,

the professor you had

when you were in college.

He doesn't give a fuck.

Right?

He was just--

- [Male In Blue Suit] He was just

spouting out numbers.

- Just overwhelm you.

He doesn't care if you understand,

he doesn't care.

He just wants to

get through all that stuff.

- [Male In Blue Suit] Yep.

- Go through all that chapter

because that's what he's supposed to do.

But that's not a good teacher.

A good teacher would be like

hey slow down I wanna make sure

that you get what I'm talking about.

That's the difference right?

Remember that college professor?

Yeah.

That's a perfect example.

Try to cram too much in one session.

In one speech.

- [Male In Blue Suit] So Harvey was asking

what's the difference

between selling 1:1

versus selling one to many

or selling on stage?

I think that's a very advanced topic

to go into.

- It's such an advanced.

I'll give you a short answer okay?

It's first of all

it's a completely different skill.

Selling 1:1 you're

doing only maybe 20.

You're doing 20% of the talking.

Your prospect on the phone

or 1:1 is doing 80%.

You're asking questions

to lead them to a sale.

On stage you don't have that luxury

because you cannot get feedback

from the people one on one.

Thank you.

From one on one like this.

You just can't.

So completely different skill set.

It's like you ask me

about riding a bike

versus running a marathon.

Like they're like,

both kind of get you somewhere

but they're two completely different skill set.

Same thing with copyrighting.

Copyrighting,

closing,

selling from stage,

totally different skill sets.

All communication

but they're all very very different.

Very different.