Sam Horn's Blog, page 4

That's Intriguing #75: How to Host Interesting TeleSeminars and Interview Series that Keep Listeners Engaged from Start to Finish

"Remember, you're more interested in what you have to say than anyone else is." – Andy Rooney

Hmmm …

Well, if Andy was right, we better take responsibility for making ourselves more interesting so people want to hear what we have to say.

I host a monthly That's Intriguing Interview Series that features guest experts from around the world (i.e., Betsy Myers who was COO of Obama's grassroots presidential campaign and Michael Gelb, International Brain of the Year and author of How to Think Like Leonardo da Vinci).

People often tell me our tele-seminars are the ONLY ones they listen to from start to finish.

Several clients asked me to "share my secret;" so here's the document we send our guest experts to prep them to be so intriguing … listeners are on the edge of their seats, eager to hear what's next.

You're welcome to use these guidelines with your interviewees, panelists and guest experts so everyone holds themselves accountable for sharing real-life insights and examples that get people's eyebrows up and motivate them to want to hear more.

Hello ­­­­­­­­­­­­­______________________:

Thanks for agreeing to be a guest expert for our That's Intriguing Interview Series on _________, 2012.

We are looking forward to you sharing your back-story and best-practice tips with our audience.

We feel a real obligation to live up to our name – so here are some guidelines that can help us produce an engaging, insightful, productive interview that adds value for all involved.

1. Our tele-seminar starts promptly at 8 pm ET (5 pm West Coast Time).

5 minutes before our call … at 7:55 pm ET …please call our bridge line _____. Then enter our code ____.

2. We put everyone on the call (except YOU) on mute and don't take questions during the call so background noise doesn't undermine the quality of our recording.

We do invite people to submit questions in advance. I may give a shout out to several people on the call to add variety to our interview. For example, "Lisa from St. Louis has asked . . ."

3. Our goal is to make this interview as unpredictable as possible. Some guidelines to help make that happen are:

* Please keep answers short – 2 minutes or less.

If you have a long explanationto give, it's better to break it up with a question back to me, such as,"There's more to that story. Do you want to hear it, or is it time for us to move on?"

* Give a real-life example to illustrate each point which makes information infinitely more intriguing.

When making a point, you might want to use the 2 magic words, "For example …" and then verbally re-live the scene where this happened to SHOW us what you mean so we're seeing what you're saying.

* Humor is always wonderful and welcome.

If you have amusing, laugh-out-loud anecdotes or quotes to share that are "on topic," by all means, share them. As you know, relevant humor makes this more fun and enjoyable for everyone involved.

* Victor Hugo said,"The secret to being a bore is to tell everything."

Please cherry-pick the MOST surprising or startling things that have happened along the way. We don't need soup-to-nuts explanations of all your lessons-learned. It's far more interesting for you to focus on the ONE INSIGHT that was most pivotal, most transformative so we can hear a "best of the best" of your expertise or experience.

* This is not about self-promotion.

In the last 5 minutes, we focus on an exciting project you've got coming up you'd like listeners to know about. This could be a new book, public event, coaching series, conference, startup, product launch, etc.

You are welcome to describe this and give your website, blog or social media contacts so listeners can find more information, register, buy a product or service, support your cause, hire you, etc.

4. You are welcome to send questions in advance you'd like to be asked. WE love receiving questions that helps us showcase your work or this topic in a way that does it justice and reveals behind-the-scenes, recent, "wouldn't have known that" insights.

5. I normally ask questions in a chronological sequence – starting with your early career and taking listeners through the evolutionary unfolding of your work – the epiphanies you've had along the way and the insights you'd like to pass along.

Remember what Elmore Leonard said when asked why his books are bestsellers, "I try to leave out the parts people skip."

Ask yourself, "Is this obvious? A cliche or common sense? Do people already know it?" If so, SKIP IT.

6. Our audience is usually an eclectic mix of executives, entrepreneurs, speakers, authors, non-profit leaders, consultants and creative professionals from around the country. We may have up to 100 people on the LIVE call; hundreds or thousands may listen to the recording in the years ahead.

7. We market your interview to our database of 15,000+ through our newsletter, on our website calendar and to our extensive online network via Twitter, LinkedIn and Facebook.

You are welcome to promote this to your tribe and invite people who would enjoy and benefit from your expertise and experiences. You are welcome to get the description of your program and registration links from our website calendar at http://www.samhorn.com/speaking/calen...

8. We will record the interview -and send you the MP3 within 3 days of the tele-seminar.

As part of our agreement, you are welcome to use that however you'd like – whether that's selling it as a CD or MP3, excerpting it in podcasts on your website, or using as an audio demo for media.

We are so glad you carved time out of your busy schedule to be on our That's Intriguing Interview Series.

We look forward to a win-win, rock and roll interview that showcases your contributions and delivers real-life recommendations people can use immediately. We know everyone will appreciate your fascinating examples of how you've built a SerenDestiny career where the light is on in your eyes and you're doing meaningful legacy work that is serving all involved.

These guidelines on "How to Host Intriguing TeleSeminars and Interview Series" are from Sam Horn, author of POP! and the upcoming Eyebrow Test and SerenDestiny. As the founder of The Intrigue Institute which celebrates intriguing ideas, individuals, events and organizations, Sam horn helps clients create more compelling communications. Her work has been featured on NPR, MSNBC, BusinessWeek.com, New York Times. www.SamHorn.com

That’s Intriguing #74: Sam Horn and The Intrigue Institute Announce the 2011-2012 POP! Hall of Fame

Sam Horn's POP! book

The votes are in. We have our winners.

Here are the most intriguing business names, book titles and NURDS (New Words) for 2011-2012 – as submitted by our POP! and Intrigue Institute tribe.

Thanks for your nominations and votes.

The purpose of the POP! Hall of Fame is to showcase

and celebrate the power of creative messaging.

You can have a fantastic product, service, idea or organization -

but if it doesn’t have an interesting name that gets your target

customers’ eyebrows up – it may never see the light of day.

So, here’s to our winners for understanding that POP!ing out of your pack is the first step to catapulting viability, visibility and profitability.

1. A.W Shuck’s: If you’re walking the streets of Charleston, SC, wondering where to eat, this clever name for a seafood-raw oyster restaurant just might elicit a smile and motivate you to walk in their door and give them your dining dollars.

http://a-w-shucks.com/

2. Merry-Okee: How do you expand the multi-million dollar Elf on a Shelf brand? By introducing a Karaoke sing-along book with mike for Christmas.

http://www.amazon.com/Hallmark-Merry-...

3. YOUmanity: Want to warm up a “cold” corporation? Follow Aviva’s example and launch a mission to “bring humanity back to insurance and put people before policies.” Then, set up an interactive chain of kindness and honor participants with awards and media attention.

http://www.avivausa.com/portal/site/a...

4. Masstige: This Half-and-Half Word (a POP! technique for creating a first-of-its-kind phrase by combining two aspects of your idea – i.e., Diabesity) is a new term for merging mass market retail with prestige appeal – such as Mossimo at Target which has made this discount retailer hip and generated millions in revenue.

http://www.target.com/s/p/Mossimo+Sup...

5. There Is No Dog: The shelves are groaning with dog books. So, how do you get your book to break out instead of blend in? Use a POP! technique called Don’t Repeat Cliche’s – Re-arrange Cliches to make sure your book stands out from the crowd instead of getting lost in the crowd.

http://www.amazon.com/There-No-Dog-Me...

6. CanWich: I can always count on Dave Barry’s Annual Gift Guide for a POP! Hall of Famer. Previous winners have been Daddle (a strap-on saddle so toddlers can take a horsy-back ride on their dad without falling off) and Smittens (co-joined mittens so lovers can walk in the snow and keep their fingers warm.)

What’s a Canwich? Half can, half sandwich so those messy peanut-butter jelly sandwiches are portable. http://www.miamiherald.com/2011/12/04...

7. Mashable’s Top 10 Funniest Auto-Correct Text Mistakes:

Trust me – if you don’t laugh out loud at the “OOOPS” texts on this list, check for a pulse.

http://mashable.com/2011/12/05/damn-y...

And if you’re an entrepreneur, author, speaker, business owner, non-profit leader or management/marketing consultant and don’t have your own annual Top 10 list, why not??)

8. Tweet Seats: Had a chance to keynote the National Arts Marketing Project convention – and all the buzz was about venue owners finally realizing that providing seats in the back of the theater for people who want to Tweet about the play, concert or dance production they’re experiencing is a “rising tide raising all boats” opportunity to scale their virtual audience and promote their productions … for free.

http://artsmarketing.org/conference/a...

9. FatherMucker: “A deeply moving meditation on fatherhood and marriage.” Hmmm . . . that could be construed as rather boring. Kudos to author Greg Olear for understanding his novel might never get read if he didn’t give it a title that had us at hello, generated rave reviews and produced free national publicity and buzz.

http://www.amazon.com/Fathermucker-No...

10. Zmug: The always brilliant Monica Hesse of The Washington Post reported about the Zumba craze and the “smug, golden glow look the 12 million Zumba fans are often infused with.” So, what did she do? She crafted a clever headline and NURD (New Word) that helped her article POP! off the page.

http://www.washingtonpost.com/lifesty...

Want your product, service, idea or organization to POP! out of its pack?

First, it’s got to pass The Eybrow Test® (my next book – available next month.)

Does its title, name, headline or description get people’s eyebrows up in the first 60 seconds?

If so, good for you. That means it broke through their preoccupation and intrigued them enough for them to give you their valuable mind and time.

What do you care about?

If you want other people to care about it; give it a first-of-its-kind phrase or compelling, 60 second-or-less description to increase its likelihood of success.

What are your favorite POP! brands, business names, book titles and NURDS?

Submit examples of creative messages that pass The Eybrow Test® – and they just may get featured in one of our upcoming That’s Intriguing blogs, Facebook posts, Tweets or next year’s POP! Hall of Fame.

That's Intriguing #74: Sam Horn and The Intrigue Institute Announce the 2011-2012 POP! Hall of Fame

Sam Horn's POP! book

The votes are in. We have our winners.

Here are the most intriguing business names, book titles and NURDS (New Words) for 2011-2012 – as submitted by our POP! and Intrigue Institute tribe.

Thanks for your nominations and votes.

The purpose of the POP! Hall of Fame is to showcase

and celebrate the power of creative messaging.

You can have a fantastic product, service, idea or organization -

but if it doesn't have an interesting name that gets your target

customers' eyebrows up – it may never see the light of day.

So, here's to our winners for understanding that POP!ing out of your pack is the first step to catapulting viability, visibility and profitability.

1. A.W Shuck's: If you're walking the streets of Charleston, SC, wondering where to eat, this clever name for a seafood-raw oyster restaurant just might elicit a smile and motivate you to walk in their door and give them your dining dollars.

http://a-w-shucks.com/

2. Merry-Okee: How do you expand the multi-million dollar Elf on a Shelf brand? By introducing a Karaoke sing-along book with mike for Christmas.

Hallmark Merry Okee With Songbook

6. CanWich: I can always count on Dave Barry's Annual Gift Guide for a POP! Hall of Famer. Previous winners have been Daddle (a strap-on saddle so toddlers can take a horsy-back ride on their dad without falling off) and Smittens (co-joined mittens so lovers can walk in the snow and keep their fingers warm.)

What's a Canwich? Half can, half sandwich so those messy peanut-butter jelly sandwiches are portable. http://www.miamiherald.com/2011/12/04...

7. Mashable's Top 10 Funniest Auto-Correct Text Mistakes:

"Tell me how you met him."

"We met at a party in December. We were both tipsy and kissed under some cameltoe."

"Well, I guess you'd have to be tipsy to kiss under some cameltoe."

"OMG. Damn that auto-correct. MISTLETOE. We kissed under some MISTLETOE. LOL."

Trust me – if you don't laugh out loud at the Ooops texts on this list, check for a pulse.

http://mashable.com/2011/12/05/damn-y...

And if you're an entrepreneur, author, speaker, business owner, non-profit leader or management/marketing consultant and don't have your own annual Top 10 list, why not??)

8. Tweet Seats: Had a chance to keynote the National Arts Marketing Project convention – and all the buzz was about venue owners finally realizing that providing seats in the back of the theater for people who want to Tweet about the play, concert or dance production they're experiencing is a "rising tide raising all boats" opportunity to scale their virtual audience and promote their productions … for free.

http://artsmarketing.org/conference/a...

9. FatherMucker: "A deeply moving meditation on fatherhood and marriage." Hmmm . . . that could be construed as rather boring. Kudos to author Greg Olear for understanding his novel might never get read if he didn't give it a title that had us at hello, generated rave reviews and produced free national publicity and buzz.

Fathermucker: A Novel

That's Intriguing #73: What Book POP!s into Mind That Most Influenced You?

"Reading Ulysses made me realize that I may not be able to write like Joyce; but I don't need to. Reading that masterpiece made me want to become a storyteller." – James Patterson

What an insightful quote.

It's one of many in a December 1, 2011 USA Today article (link below) which features bestselling authors revealing which book was gifted to them at an early age that influenced them personally and/or professionally.

Included are such gems as this one from Dean Koontz who says, "Kenneth Grahame's The Wind in the Willows enchanted me and confirmed the perception our world is as deeply msyterious and magical as it is beautiful; a view I have embraced with growing conviction year by year."

However, it is Patterson's insight I find most relevant because hundreds of would-be authors have told me over the years the reason they haven't written their book is … they're afriad it won't "measure up."

They walk into bookstores and get depressed by all the books in their genre.

They think, "Who am I to write a book? I don't have a Ph.D. I'm not perfect. I'll never be able to write a book as good as _______."

That's not the question to ask.

The question to ask is … "Would someone reading my book benefit?"

Did you ever think about it that way?

Books in your head help no one.

If your story, message, experience or expertise will enlighten, educate, entertain or inspire someone … then not only do you have the RIGHT to write … you have a RESPONSIBILITY to write.

Comparisons cause us to quit.

Stop comparing yourself to other authors and start writing.

As Sir Walter Raleigh said, "I may not be able to write a book commensurate with Shakespeare; I can write a book by me."

Is it time for you to start writing a book by … you?

That's Intriguing #72: What's Your Nomination for This Year's POP! Hall of Fame?

"Are you standing out from the crowd – or getting lost in the crowd?" – Sam Horn, author of POP!

It's that time of year again:-)

Time to pick the most intriguing business names, marketing slogans, ad campaigns and book titles that stood out and helped their company or cause get noticed, remembered, bought and/or funded.

The point? If you want to succeed, you need to POP! out of your pack.

And one of the best ways to POP! out is create a NURD (New Word or first-of-its-kind phrase) that gets everyone's eyebrows up and turns them into a word-of-mouth ambassador who takes you viral.

What's your favorite NURD (New Word) from 2011?

Nominate it by Dec. 10.

If your entry is selected for our 2011 POP! Hall of Fame; you'll receive a prize … your choice of the audio version or paperback version of my new book Current Quotes: Intriguing Quotes from Today's Top Icons, Innovators and influeners.

What's different about Current Quotes? You have to be ALIVE to be included.

Here at the Intrigue Institute, we like John F. Kennedy, Martin Luther King, Winston Churchill and Eleanor Roosevelt as much as the next person.

However, as soon as most people hear, "I have a dream …" or "The only thing we have to fear …" their eyes roll.

It's not that profound quotes from those respected thought leaders aren't true; they're just not new.

The purpose of POP! is to break through busy people's preoccupation and "been there, heard that" skepticism and get their favorable attention.

Submit the brand, book, product or program title or tagline that got your favorable attention this year – and help it get even more of the attention it deserves.

As our gift to you for submitting an entry, we'll email you the 20 Most Intriguing Quotes from 2011 to get YOUR eyebrows up. Now, that's a win-win-win.

To jump-start your thinking, here are our favorite entries so far plus a few winners from previous years.

1. YOumanity: A creative corporate campaign by Aviva Life Insurance that proves companies can contribute via a "rising tide that raises all boats" outreach.

2. Snuba: It's half SNorkel and half ScUBA. It's SNUBA, a multi-million dollar sport that shows there ARE new things under the sun.

3. Info-besity. We're stuffed with information and starving for insight.

4. Random Hacks of Kindness: A worldwide gathering of tech types who collaborate for the common good.

5. Stuffocating: This NURD was coined by TV channel TLC for a program on the stifling impact of w-a-y too much stuff.

6. MEtailing: Customers use these online options to customize their purchases.

7. Jeggings: Part jeans – part leggings. This innovative product generated $180 M in sales, proving that POP! is more than clever word play; it helps produce bottom line profits.

8. Snowmageddon: What it's called when 30 inches of snow gets dumped on Wash DC. An excellent example of an Alphabetized Word (1 of 25 techniques for creating your own NURD in POP! – which has been featured on MSNBC, BusinessWeek.com and in NY Times)

9. See Something, Say Something: Want your campaign to stay top of mind instead of be out-of-sight, out-of-mind? Put your tagline in a beat that makes it easy to repeat.

10. Yappy Hour: A Virginia Holiday Inn scaled its visibility and profitability by coining this clever name for their Friday night petworking alternative to the bark park.

So, what's YOUR nomination for our 2011 POP! Hall of Fame?

Submit it to us at Sam@SamHorn.com by Dec. 10 with "2011 POP! Hall of Fame" in the subject line and we'll send you the 20 Most Intriguing Quotes from 2011 just for taking the time to nominate it.

We look forward to seeing your entry.

That's Intriguing #71: What are the Best 20 Thanksgiving Quotes About Being Grateful?

"If the only prayer you ever said was 'Thank you,' that would be enough." – Meister Ekhart

Many people have asked if I could reprise my annual Thanksgiving blog post with the best quotes on being grateful because they wanted to share them with friends and family today and in the weeks ahead.

Here they are, with my best wishes for happy, healthy holidays.

You might want to print this out, share a few before the meal with everyone gathered around and post it where you can see it throughout the day.

You've heard the saying "out of sight, out of mind?"

Keep these quotes "in sight, in mind" so you and your lved ones can live in a state of gratitude year-round.

Gratitude quote #1: "When you drink the water, remember the well." – Chinese proverb

Gratitude quote #2: "When I started counting my blessings; my whole life turned around." – Willie Nelson

Gratitude quote #3: "Make yourself a blessing to someone. Your kind smile or pat on the back just might pull someone back from the edge." – Carmelia Elliott

Gratitude quote #4: "Feeling gratitude and not expressing it is like wrapping a present and not giving it." ~ William Ward

Gratitude quote #5: "Happiness is gratitude doubled by wonder." – G.K. Chesterton

Gratitude quote #6: "Look at everything as though you were seeing it for the first or last time. Then your time on earth will be filled with glory." – Betty Smith

Gratitude quote #7: Gratitude quote #5: "As we express our gratitude, may we never forget that the highest appreciation is not to utter words, but to live by them." – John F. Kennedy

Gratitude quote #8: "God gave you a gift of 86,400 seconds today. Have you used one to say 'Thank you?'" – William Arthur Ward

Gratitude quote #9: "I thank you God for this most amazing day, for the leaping green spirits of trees, for the blue dream of sky and for everything which is natural, which is infinite, which is yes." – e. e. cummings

Gratitude quote #10: "When the eye wakes up to see again, it suddenly stops taking anything for granted." – Frederick Franck

Gratitude quote #11: "When you give and carry out acts of kindness you get a wonderful feeling. It is as though something inside your body responds and says, 'Yes, this is how I ought to feel.'" – Rabbi Harold Kushner

Gratitude quote #12: "One of the very first things I figured out about life is that it's better to be a grateful person than a grumpy one, because you have to live in the same world either way, and if you're grateful, you have more fun." —Barbara Kingsolver

Gratitude quote #13: "Thank you, God, for this good life and forgive us if we do not love it enough." -Garrison Keillor

Gratitude quote #14: "What a wonderful life I've had! I only wish I'd realized it sooner." – Colette

Gratitude quote #15: "Unless people like you care a whole lot, things aren't going to get better, they're not!" – Dr. Seuss, The Lorax

Gratitude quote #16: "Tell me to what you pay attention, and I will tell you who you are." – Jose Ortega y Gasset

Gratitude quote #17: "What if you gave someone a gift and they didn't thank you for it. Would you be likely to give them another? Life is the same way. If you want to attract more blessings, you must appreciate the ones you already have." – Ralph Marston

Gratitude quote #18: "I didn't realize all that was going on and never noticed. Oh, earth, you're too wonderful for anybody to realize you." – Emily in Thornton Wilder's Our Town

Gratitude quote #19: "You say grace before meals. All right. But I say grace before I open a book, and before sketching, painting, swimming, walking, playing, dancing and before I dip the pen in the ink." – G. K Chesterton

Gratitude quote #20:

"Normal day, let me aware of the treasure you are.

Let me not pass you by in quest of some rare and perfect tomorrow.

Let me hold you while I may; for it may not always be so.

One day I shall dig my nails into the earth . . . or raise my hands to the sky

and want, more than all the world, your return." – Mary Jean Iron

Gratitude is the gift that keeps on giving. The more you give, the more you get.

May this collection of Thanksgiving quotes help you keep the spirit of gratitude front and center in your life so you are constantly thankful for all that's right in your world.

That's Intriguing #70: What Can We Learn About Being a Visionary from Abraham Lincoln?

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What a pleasure and privilege it was having the opportunity to coach top entrepreneurs from around the world – China, Russia, the U.S., Mexico, Saudi Arabia – at the EO Leadership Academy last week.

Our session on public speaking – how to step up and consciously improve our ability to positively impact people through communication – was wrapped up with a celebratory dinner at Lincoln's Cottage.

When I arrived at the cottage in NW Washington DC, the sun was setting on this life-size sculpture of Lincoln and the horse he rode in on

This is where Lincoln came to get away from it all.

Lincoln needed space to think. Space, as colleague Jonathan Fields says, to "let his brain breathe."

The first thing you notice when you walk into this reverent place is how sparsely furnished it is.

Each room has a table, a couch or a couple chairs, and maybe one or two things on the wall. There is a complete absence of visual clutter.

Aaahhh . . . you can almost feel your mind peeking out and celebrating because it's safe to come out and play.

There's not a hundred thinks (yes, that was intended) clamoring for your attention. You're free to steep yourself in a world of your forward-thinking imagination.

It was here that Lincoln wrote the Emancipation Proclamation.

Here that he was able to center himself and see into the future. Here that he was able to access the clarity to compose a visionary "rising tide that raises all boats" document that has impacted millions and endured for decades.

I purposely arrived early so I could steep myself in this sacred place for an hour.

I sat on a couch that Lincoln had sat on, got out my pen and paper, (I'm old fashioned that way), and let the thoughts come.

What wanted to be said?

I immersed myself in the legacy of that place and let the words flow out of my mind so fast my fingers could hardly keep up.

What wanted to be said was that Lincoln came from humble beginnings. You're probably familiar with his roller coaster life – the ups and downs of his many successes and failures. Self-educated. Poor "prairie lawyer." Lost elections. Death of a son. A divided nation.

Yet he did not let that deter him.

There were many nay-sayers – yet he remained true to his vision and put his thoughts to paper, thereby materializing them so they could change the course of history.

Lincoln didn't ask, "Who am I?" He didn't chastise himself for thinking "big" and back off his vision because he was afraid of getting "too big for his britches."

Or, maybe he did.

Maybe he did have dark nights of the soul where he wondered what hubris caused him to think he could create a sweeping proclamation that would chart the course of our country.

The point is, Lincoln persevered through the desert of his vision.

Even when no one supported this, even when people were telling him he was "crazy," he had the courage of his convictions and took responsibility for putting his thoughts out in the world – in written and spoken form – so they could become a transcending reality.

What does this have to do with you?

Do you have a vision of how your world – or the world – could be better?

Are you giving yourself space to think?

Are you giving your brain time to breathe?

Are you sequestering yourself in a place that has an absence of verbal and visual clutter so your mind can come out and play?

Are you putting your thoughts to paper so you're giving form to the ephemeral and your concepts are becoming concrete?

Are you plagued by dark nights of the soul?

Do you wonder "Who am I?" to have such a big dream?

Do you back down from your vision because it seems too grandiose?

Are there nay-sayers saying you're crazy – that this will never work?

Do you genuinely believe your process, project, product or program has the potential to help people?

Do you understand that thinking, writing, speaking and acting "big" comes from service, not arrogance?

As Paulo Coelho, author of The Alchemist, so eloquently says, "Before a dream is realized, the Soul of the World tests everything that was learned along the way.

It does this not because it is evil, but so that we can, in addition to realizing our dreams, master the lessons we've learned as we move toward that dream.

It's at this point most people give up.

It's the point at which, as we say in the language of the desert, one 'dies of thirst, just before the palm trees appear on the horizon.'"

Are you in the desert of your dream?

If so, remind yourself that, from the beginning of humankind, advances have been made by the people who dare to think, write, speak and act big. People from "humble beginnings" who dare to dream how things can be better.

Your palm trees may be just beyond the horizon. They're waiting for you to replace fear with faith.

Center yourself in your vision.

Have the courage of your convictions.

Get your dream out of your head (where it helps no one) and into the world (where it has the chance to help someone or everyone).

You serve no one by playing small. Pay it forward for all.

That's Intriguing #68: Want to Close that Deal and Land That Contract?

"If you want decision-makers to care; you've got to show F.L.A.I.R." – Sam Horn, author of POP! and the upcoming Eyebrow Test

I'm here in Hollywood speaking for EO Alchemy, along with Biz Stone (founder of Twitter), Magic Johnson (basketball player extraordinaire), Simon Sinek (Start with Why) and a couple hundred of the best entrepreneurs in the country.

Yesterday I spoke on "Communicate by Design, not Default" and emphasized the importance of abandoning outdated defaults that are undermining our ability to win buy-in – and adopting updated designs that intrigue and impress decision-makers.

In about a half hour, I'll be giving a hands-on workshop on how to turn a:

* 1-way elevator speech into a 2-way elevator connection

* no into a yes

* one-of-many positioning into a one-of-a-kind positioning

* passive close into a pro-active close that motivates people to follow-up and take action

* ho-hum forgettable presention into a memorable presentation that hums

The focus of this hands-on workshop is how to pleasantly surprise busy, jaded decision-makers with approaches they haven't heard before – approaches that quickly communicate a convincing competitive edge that get their eyebrows up and smart-phones down.

I promised several EO members that I'd post an article that will help them walk in with confidence for important presentations they've got coming up next week.

So, I know I should break up this article into several shorter posts – however for their convenience I'm keeping these 5 tips together in one post.

So, pardon the l-o-n-g article . . .hope you find it intriguing and are able to use these techniques to deliver a winning presentation on behalf of your cause, company, idea, invention, program or project.

Here are 5 ways you can walk into any room with FLAIR and command the attention, respect, trust and buy-in of everyone in the room.

F = FUN!

"Most of the time I don't have much fun. The rest of the time I don't have any fun at all." – Woody Allen

Sound familiar? Many people are so tight and tense during their presentation; it's almost painful to watch. Likability is not trivial – it plays a pivotal role in whether people listen to you.

Fun is a sign of confidence. It shows you're comfortable in your own skin and can be counted on to wield authority without getting weird. In fact, your ability to enjoy yourself in front of a group is a sign you won't panic under pressure or "choke" as a project manager or leader.

In the Vancouver Olympics, #1 ranked snowboarder Shaun White was in danger of being eliminated from the games after having a lousy first round. He and his coach actually went into the back-country for some "goof off time." Some of his competitors thought he was taking a huge risk, but Shawn knew he'd lost himself in the pressure and the only way he was going to win was to "find himself was by having fun." His strategy paid off with a gold medal.

Yes, asking for 5, 6 or 7 figures for your venture, non-profit or idea is "serious business;" but don't make it SO serious you lack personality or passion.

Stand in the wings beforehand and put a HUGE SMILE on your face which increases likability.

Instead of filling your mind with doubts and fears which feed nervousness, "(What if I forget what I'm going to say? What if someone asks me something I don't know?") . . .

. . . fill your mind with thoughts that fill you with joyful anticipation, "I am so GLAD to have this opportunity to tell potential investors about what we've created. I am so HAPPY to be here and have this chance to get funded. I am GRATEFUL we've developed something I'm proud of that's adding value. I am LOOKING FORWARD to being IN MY WHEELHOUSE and having FUN. "

L = LINK TO WHAT THEY LIKE

"The quickest way to help decision-makers connect with your creation or company is to compare it to something they already know and respect." – Sam Horn, Intrigue Expert

Jan Bruce of New Life Solution is already a successful entrepreneur having developed meQuilibrim (talk about a business name that POP!s).

Better yet, she has a compelling "back-story." As she confessed to our group, after selling a business to Martha Stewart for millions, for some reason, Jan didn't feel as happy as hoped. In fact, she wondered, "Why am I feeling so bad when I am doing so well?"

This prompted a quest to figure out what was going on. Her research revealed that "stress is the new 'obesity.'" It's reached epidemic proportions, is compromising people's health and is costing companies billions.

Jan's developed an "online, guided, self-help program providing interactive education, behavior tools and peer support on a scalable basis."

HUH?

See, that's the problem. That sentence describes what her business does – but we still don't get it. And if we don't get it, SHE won't get it.

That's where LINKING comes in. Linking your idea to something your decision-makers already like provides a shortcut to comprehension. A metaphor comparing your unfamiliar business to something with which they're already fond and familiar fast-forwards understanding.

Jan knows this and excels at it. What's her "link to what they like" elevator intro?

"New Life Solution is like Weight Watchers for stress."

OOOHHHH. Got it.

Are you proposing an idea, program, product or venture? What is it LIKE? Paralell what you're proposing to a proven entity to turn people's confusion into clarity.

When you do this (i.e., "Jaws is like Moby Dick with a shark") you'll get an intrigued "ooohhh" which, believe me, is a lot better than a confused "huh?"

Linking to what your audience likes contributes to your confidence because you know you're getting through – your decision-makers are getting and wanting what you're saying – instead of them disconnecting because they don't understand.

A = Alliteration Gives Audience Members a Hook on Which to Hang a Memory

"I have a photographic memory. I just haven't developed it yet." – Jonathan Winters

Say these words.

Best Purchase.

Dirt Vacuum.

Bed, Toilet, Etc.

Kind of clunky, eh?

Now make those words alliterative. (Alliteration is when words start with the same sound.)

Best Buy.

Dirt Devil.

Bed, Bath and Beyond.

More musical and memorable, right?

This is not petty.

Repeatability is crucial to memorability.

And memorability is crucial to you having the confidence that you're winning enduring buy-in to your message and won't be forgotten the second you leave the stage.

When I spoke at the Springboard Enterprises Boot-Camp at Microsoft's Boston location, each of the 21 entrepreneurs (selected from more than 100 applicants) started with a 2 minute bio presentation.

Their assignment? Tell us, in 2 minutes, your strategic credentials and proven track record so we are intrigued, impressed and convinced you have the clout to carry this off.

45 minutes later, here's what I told the group at the end of everyone's bio presentations.

"Okay, I'm giving you each $10 million. You just heard 21 entrepreneurs introduce their business credentials. Who would you invest in?

Look around the room. WHO DO YOU REMEMBER? Do you remember ANY of the names of the presenters or businesses? What do you remember that so impressed you, you're motivated to walk up to that person and initiate a follow-up conversation?"

It was a sobering moment. Because these entrepreneurs realized that most of what they just heard had gone in one ear and out the other.

They realized that unless they did something special with THEIR bio and presentation, the business they'd invested their head, heart, soul and bank account in . . . may not even register , much less be remembered by, future investors who've heard thousands of pitches.

Think about it. These were 2 minute pitches. Many pitch forums feature twenty or thirty 10 minute presentations, back to back. Imagine sitting through 8+ hours of pitches.

At the end of a l-o-n-g day, pitches start to blend together. It's hard to remember who was who. Unless you do something special to stand out, you'll be out of sight, out of mind.

That's why it's essential to give your audience hooks on which to hang a memory.

If you care about your idea, message or business, it's YOUR responsibility to communicate it so crisply and confidently, YOU'RE THE ONE they remember . . . YOU'RE the one they respect . . . YOU'RE the one they want to talk to at the end of the day.

Alliteration helps you POP! out of the pack.

Look at your program or product description, web copy and business name/slogan. Are you using alliteration, i.e., Rolls Royce. Dunkin Donuts. Java Jacket. Merlin Mobility?

If so, good for you. If not, rework your important sentences so they have words that start with the same sound. It will make your language more lyrical and contribute to your confidence that you'll be the one who's top of mind (vs. out-of-sight, out-of-mind) at the end of a long day.

I = Inflection and "In Your Body" Posture

"My job is to talk; your job is to listen. If you finish first, please let me know." – Harry Herschfield

I'll never forget it. I was speaking a high-profile, national conference and this was the opening session featuring several big gun keynoters. Seth Godin. Tom Peters. Jim Collins. Tim Ferris. They were all there. Everyone was on the edge of their seats, listening to every word.

A female CEO of a billion dollar company was introduced next. She walked to the center of the stage, stood with her feet together, and crossed her hands in the . . . Fig Leaf Position.

Yikes. Standing with her feet together made her appear off-balance, like she was teetering.

Plus, holding your hands in the Fig leaf Position is a defensive posture that makes you look like you have something to hide. It pulls your head and shoulders down and collapses your body which creates a Cower stance that makes you look submissive.

This female executive's first words, "I was telling my grand-daughters yesterday . . ."were said in a querulous voice with upward inflection.

Within seconds, the digital devices came out and people started texting. Which was a shame because this CEO is a respected leader who's done an excellent job running her company.

Whether it's fair or not, people form their first impression by how you hold yourself, by the volume and tone of your voice, and by your opening words.

A meek or weak voice sends the message you have trouble speaking up for yourself – you don't believe you deserve to be heard. Those are red flags to anyone deciding whether to hire you, promote you, fund you or give you their valuable mind and time.

Plus, ending sentences with upward inflection and speaking in a sing-songy "Valley-Girl" voice makes you seem unsure, hesitant, like you're seeking approval.

One of the first steps to feeling and looking confident is to lose the "Little Girl Voice."

A coquettish, "I hope you like me" voice will undermine the perception you have the clout to lead a company, carry off a multi-million dollar venture, or manage hundreds of employees.

Instead, do what TV broadcasters are taught to do their first day on the job.

End your sentences with downward inflection to project a voice of authority.

Try it right now. Imagine you're pitching to venture capitalists and they've asked, "How much money are you seeking?"

Say, "$500,000″ with upward inflection at the end. Hear how it sounds tentative? Like you tossing it out there and HOPING they say yes?

Now say, "$500,000″ with downward inflection at the end. Hear how it comes across with more certainty? Like this is a justifiable figure you deserve to get?

When presenting, don't use a casual, conversational tone. It's tough to hear and doesn't connote authority. PROJECT so every single person in the room can hear every single word.

Never, ever force an audience member to have to ask, "Can you please speak up? I can't hear what you're saying." The truth is, if people have a hard time hearing you, they usually won't ask you to speak louder . . . they'll just give up and tune out or start checking their email.

Want another way to feel confident? Get IN YOUR BODY by TOWERING vs. COWERING.

When you're introduced, stride to the center of the stage, plant your feet shoulder width apart and bend your knees slightly so you feel and appear grounded.

This balanced, athletic stance helps you feel in your body (vs. in your head) – and helps you stay "rooted" in one spot so you're less likely to rock or pace back and forth.

Nervous movement patterns distract from your credibility because they give the impression you're flighty and can't or won't hold your ground.

Now, instead of assuming the "fig leaf position," hold your hands out in front of you like you're holding a basketball. This opens you to your audience and frees your hands to make organic, natural gestures that illustrate what you're saying.

Furthermore, this Basketball Position helps you straighten up and stand tall. Pull your shoulders back and instead of ducking your head, hold your head high.

Aaahh . . . that's better. Feel how this Tower stance makes you look and feel like an athlete? This IN YOUR BODY posture is now contributing to (vs. compromising) your confidence.

R = Rhythm and Rhyme

"It don't mean a thing if it ain't got that swing." – Duke Ellington

Many people have seen hundreds, if not thousands, of presentations. After awhile, speakers start to sound alike – and that undermines our confidence if we think that what we're saying is going to same-old, same-old and quickly forgotten.

On the other hand, it helps our confidence if we've crafted content that we know is going to get noticed and remembered.

One of the best ways to do that is to use R = Rhythm. Duke was right. When you put things in a beat; you make them easy to repeat.

Hence the enduring popularity of such "earworm" ad slogans as "I Can't Believe I Ate The W-h-o-l-e Thing" (Alka Seltzer) and "Takes a Licking and Keeps on Ticking" (Timex)

Chances are, you haven't heard those jingles for years: yet you can still repeat them, word for word, in the same cadence you first heard them.

When I prep clients for their presentations or media interviews, one of our priorities is to create a proprietary phrase that pays that showcases their strongest selling point.

We work on saying it clearly and distinctly so anyone can repeat it, word for word, after hearing it once. One way to do that is to pause and punch.

When nervous, or when trying to jam a lot of material into a short amount of time, many speakers blush and rush. They jumble their words together.

The consequence is people don't "get" your name or your important points – which means they won't be able to repeat them a minute, hour or week later – which means you and your message had no enduring impact. Not good.

Put a pause between your first and last name (i.e., Sam – Horn) or before an important statistic – has spoken to more than a . . . half million people . . . around the world . . . . so each word is distinct . . . and will be imprinted.

E – nun – ci – ate each syllable of your business name – and put a 3 beat pause between crucial words in a quote, slogan or elevator intro – to make sure people got it the first time.

For example, In — trigue . . . In – sti – tute. Two monologues . . . don't make a . . . dialogue. I help . . . entrepreneurs . . . executives . . . and organizations . . . create more compelling communications.

This may sound petty or like I'm making a big deal out of nothing.

However, if people can't repeat your name or elevator intro, they didn't get your name and elevator intro. . . which means you may not get their business.

Another way to have confidence you and your message are going to get remembered is to use R = Rhyme, which is sublime . . . because it helps you get remembered over time.

One of my favorite examples of this comes from the U.S. Government.

They were concerned years ago about the number of fatalities and injuries in car accidents so they invested a lot of money to create a public service campaign called "Buckle Up for Safety."

Hmmm. Are you motivated to just run out and fasten your seat belt? No one seemed to care and no one was inspired to change their behavior.

So, they went back to the drawing board. Or, as comedian George Carlin was famous for saying, "What did we go back to before there were drawing boards?"

This time, they put their slogan in a rhyme that had a distinctive beat. I bet you know what I'm talking about. Yep, Clickit or Ticket.

Not only did that catchy phrase that pays catch on, it's motivated people to buckle up and, as a result, the number of injuries and fatalities has decreased.

All this goes to prove that phrasing isn't petty. You can spend hours and thousands of dollars on fancy power point slides, bar charts and graphics. But if you blush and rush through your material and your audience doesn't understand or can't remember anything you said – it will all be for naught.

If you want to have the confidence that you and your message will be top-of-mind at the end of a long day – remember these 5 elements when designing and delivering your presentation.

F = Fun. If you're not having fun; they're not having fun.

L = Link. Compare what you do to something with which they're fond and familiar to fast-forward comprehension and buy-in.

A = Alliteration. It's working for Java Jacket, Best Buy and Dunkin Donuts. Why not for you?

I = Inflection and In Your Body Posture. Tower (vs. cower) and speak with downward inflection so you have the look and voice of authority.

R = Rhythm and Rhyme. Craft a phrase that pays and make it easy to repeat so you're the one who gets remembered and funded and you're the one with the long tail of influence.

– – – – – – – – – – – – – -

Want more ways to communicate confidently and compellingly? Check out my book POP! – which has been featured on MSNBC and in the New York Times and Washington Post – so every time you speak, you're confident of your ability to intrigue and favorably impress everyone in the room.

Or contact us at Sam@SamHorn.com to explore how we could work together to make your next presentation your best ever.

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That's Intriguing #67: Innovative EBIFanies from BIF-7: "Focus on What's Strong; Not What's Wrong"

"You can't build on broken." – Angela Blanchard, www.Neighborhood-Centers.org

Wise advice from Angela Blanchard, the visionary leader of the team who turned Houston's AstroDome into a home-away-from-home in one day following Hurricane Katrina to provide much-needed services to the thousands of refugees arriving on buses from New Orleans.

"Imagine losing your home, job, community and almost all your possessions . . . and not knowing what happened to your family members and friends.

One woman told us, 'No one came, no one came for days. We thought the world had come to an end. We thought something much worse had happened 'out there.'

We realized asking questions such as, "What happened? What did you lose or leave behind?' would only drive these individuals deeper into despair.

We decided instead to focus on what they did have instead of what they didn't; to build on what's strong instead of what's wrong by asking, 'What skills and knowledge do you have? Who might you know in this area?'"

Angela spoke of the across-the-board decency and dignity of these uprooted Louisiana residents.

"When Neighborhood Centers and other philanthropic organizations filled gyms with donated presents to give at a holiday celebration, many only took 1 or 2 gifts. 'There are a lot of people worse off than us who need them more than we do,' they said graciously."

Angela's "You can't build on broken" epiphany is universal and enduring.

Next time you're facing a challenge, remember, "The best way to move things along is to focus on what's strong, not what's wrong."

P.S. In terms of POP!, why was Angela's message so intriguing and "sticky?" Why did people continue to come up to her after her 15 minute presentation to thank her for her stirring insights?

One reason is because her conviction was so convincing. We were swept up in her heartfelt passion and vivid story-telling.

Another reason was she crafted her enduring insight – her eBIFany – into an alliterative sound-bite that rhymed.

Alliteration (words that start with the same sound – such as build-broken) gives our mind a hook on which to hang a memory.

Rhyme (wrong-strong) makes our language lyrical and our ideas instantly eloquent.

If you want people to remember and repeat YOUR insight – so they're thinking about it, talking about it and acting on it days, weeks, months later – craft it into an alliterative sound-bite that rhymes to give it a long tail of influence.

Doing so will scale its impact – and isn't that the point of communication?

Want more eBIFanies from BIF-7?

This inspiring conference, hosted by Saul Kaplan, showcases visionaries who saw a problem or opportunity and thought, "Somebody should do something about that."

Then they thought, "I'm as much a somebody as anybody; I'll do something about it."

Their stories of how they figured out what to do when they didn't know what to do show how we set our SerenDestiny® in motion when we care enough about something to do something about it.

E.L. Doctorow was asked what it was like writing a novel.

He thought about it for a moment and said, "It's kind of like driving a car at night. You can only see to the end of your headlights; but you can make the whole trip that way."

The innovators featured at BIF-7 weren't quite clear what their destination was at the outset. They weren't exactly sure where they were going or how they were going to get there.

They didn't let that stop them.

Their instinctive desire to solve and serve told them, "Just 'cause you don't know isn't an excuse not to go." They just started driving.

And because they did, www.GlobalGiving.org exists. www.BigPictureLearning.org exists. www.WillowCreek.com exists. www.FutureLogic.com exists. www.Climb7.com exists. www.HealthLeadsUSA.org exists. www.Seriosity.com exists. www.Intent.com exists.

You'll hear more about the above organizations (which represent just a few of the brilliant 30 thought-leaders who spoke at www.BIF-7.com ) in upcoming blogs.

Subscribe if you'd like to know how they got out of inertia and uncertainty and drove to the end of their headlights when there was no "there" there.

And, be sure to go to www.BusinessInnovationFactory.com to check out their BIF-7 highlight videos and @thebif Twitter feed, to join their community of "transformation artists and audacious change-makers," and to access their blog, book club and video studio that can help you and your colleagues "unleash and accelerate the transformative power of innovation."

That's Intriguing #66: Writers Block? Are You Stuck? Draft, Then Craft. Get It Written, Then Get It Right

"Inspiration often emerges from our work; it doesn't precede our work." – Madeleine L'Engle (author of A Wrinkle in Time)

A client emailed me to say she was having a hard time making progress on her book.

I sent her the following message – and thought it might have value for you if you'd like to get in that delightful stream-of-conscious state where the words are flowing out of your head so fast your fingers can hardly keep up.

(Name of client) . .. please keep giving yourself props for writing, writing, writing.

E.L. Doctorow was asked what it was like writing a book.

He said, "It's kind of like driving a car at night: you can only see to the end of your headlights, but you can make the whole trip that way."

Keep driving to the end of your headlights.

Keep producing pages and getting your thoughts on paper.

They don't have to be perfect and they don't have to be right.

Just getting your thoughts down will trigger more – which will trigger more – and before you know it, your book is out of your head and on paper.

THEN – you can go back and start cleaning it up.

Don't try to think up what you want to say. That keeps you in your head. Blocked. Stymied.

Just get your thoughts written down. That keeps you moving forward. That produces a momentum where your writing takes on a life and pace of its own.

All the best-selling authors at Maui Writers Conference – from Mitch Albom to Frank McCourt to Nicholas Sparks to James Rollins to Jacquelyn Mitchard – agreed.

Ink it when you think it.

Jot the thoughts when they're hot.

Muse it or you'll lose it.

If writing is hard, it's because you're thinking too hard.

Free up the flow.

How do you do that?

Get out in nature. Go somewhere the sun is shining. Fill yourself with the fresh air of a beautiful day, the serenity of deep, calm water, the eternal beauty of green trees or a sweeping vista of towering mountains. Drink in the quiet but powerful energy of that place.

Now, ask yourself:

"What do I passionately believe?

What do I feel is important?

What have I learned – the hard way – that might have value for others?

Who is my target reader? What is that person's name? What is their story? Man? Woman? Married? Single? Kids? Working 60 hours a week? Out-of-work? What are they going through? What's keeping them up at night? What are their doubts, fears, hopes, dreams? What could I share that would keep them going, help them deal with their challenges, put hope in their heart?

Fill your mind with that person. Picture him or her in front of you.

Now, reach out to that individual with your words.

Put your pen to paper – your fingers to keys – reach down into your gut – and start writing to THEM.

Pour out your heart, mind, soul and insights to THEM.

Make writing a outreach to that man or woman.

No fancy language. No struggling how to say it just so.

Write and reach out to them with your words until you see the light go on in their eyes.

Writing is not meant to be an intellectual execise where you are in your head, thinking, "What can I say?"

Writing is meant to be a communication – a bridge between our experience and expertise and our readers. The question is, "What would they benefit from hearing?"

Write to connect.

Write to share what you know, beleive and feel in a way that might add value for anyone reading your words.

When you do that, you free yourself up to to serve.

Writing is simply a way to pour out, "Here's what I've experienced, observed, learned . . . and I'm sharing it with you in the hopes it might be of benefit."

Write on.