suddenly as from nowhere the question
came she reached up daddy daddy
was DNA he was very confused he looked
down he wanted to say deoxyribonucleic
acid but he didn’t think that was a
question
she was looking the answer she was
looking for he said DNA darling is the
smallest part of you that contains every
part of you and no part of you doesn’t
have it and all of you has it
Sheila Thomas said thanks daddy and ran
away he didn’t quite know what that
that our greatest talent our number-one
skill the thing that separates us from
the beasts our ability to use language
words we treat it so casually some of us
obviously these wonderful Ted speakers
are nailing it today some fantastic
presentations however in general we
learn to speak we get our accents we’ll
you are not your DNA you may have heard
that but in fact there’s thing called
epigenetics where your environment one
of the speakers beautifully said it the
vibrations that we get we can control
them and we can give out the vibrations
quite a useful thing to know if you have
a stroke on the 30th of July 2016 I had
physically took away half my body quite
annoying but the bad bit was I lost the
ability to speak and somebody was
oppressive speaker that’s a bit of a
bitch can I say that but within eight
weeks I was back on stage speaking
thanks to my youngest son who poured
onto stage this arm was in his sling
it’s got a bit more movement now things
are going great thanks for asking but
the reason I was able to do that ladies
and gentlemen and what I’d like to share
with you is that I had spent over 30
years studying speaking and presenting
and speaking and presenting and through
that deliberate practice over time I
built up the neurology the density of
nervous nerve cells axons dendrites all
that thinking stuff the mint the stroke
couldn’t take it all away and is also
so I thought why did I do that so
quickly and others struggle at BNI Bob
Grubbs breakfast meetings or how many
networking meetings are going on around
the world there’s a lot of them and
people get up and they got do their 60
seconds at their 30 seconds their 15
seconds say who you are what you do dah
dah dah and I’m surprised and shocked
well I quite like because I make my
living through that but people didn’t
like doing something they did fairly
regularly please raise your hand if
you’re a public speaker quite a few is
in the room quite a few I’m going to say
it again in a moment after I tell you
this what is the point of speaking
answer to do it in public usually you
can hear yourself without speaking if
you talk to yourself when I’m a quite an
old guy but you know when I was young if
you saw people talk to themselves it was
a problem so really especially the
ladies which have many in the room you
do a lot of public speaking so who in
the room is a public speaker yeah that’s
the truth
so if you’re going to do something often
and regularly and it has incredible
impact on you maybe we should focus on
that
because before getting my speech back I
had a thing called fluent dysphasia and
that means what was the kernel in my
head those words weren’t coming out of
my mouth that’s very scary not for me
but for my sons it was dad it’s not
funny it’s not funny don’t do that
I don’t know what I was doing so focus
is very important know what you’re
trying to achieve what trying to do and
connect what’s going on in your head
with what’s coming out of your mouth so
my insight went a bit further because
like oK we’ve got to practice this in
deliberate practice and one of my
childhood heroes was Bruce Lee and he
said among many things that he said
I do not fear the warrior who was
practiced a thousand kicks
I fear the one who was pressed a
thousand was practiced one kick a
thousand times does that make sense
that’s the power of deliberate practice
and focus so okay then
visiting corner elevator speech you meet
Richard Branson on the ground floor lift
anyone no elevator speech elevator pitch
anybody got an elevator pitch you go
you’re on elevator pitch tell me yeah
well it’s a good thing to have you meet
Richard Branson and you say to him you
know hello Richard hello sir um the
other the third floor you walk out
you’ve missed the opportunity or life
time so if you have an elevator pitch in
business it’s a good thing but when
everybody has an elevator pitch good
isn’t good enough you’ve got to have a
bit more you’ve got to be ready the
other thing I want that thought about is
okay everyone’s the elevator pitches
everybody’s doing this stuff everybody’s
networking we’re all entrepreneurs wall
trying to make money we’re trying to
grab market shared all the wonderful
things we’ve heard about I don’t want to
be different and we don’t choose to use
the thing that makes us different
our signature now in the play The
Crucible written by Arthur Miller which
I studied at school it’s still popular
many years later the protagonist John
Proctor says leave me my name when they
confessing to sins the uncommitted
betray his wife and family and those he
loved his world was shattered and he
actually ended up signing the document
but he wouldn’t give it them so leave me
my name what is a man or woman in the
modern version without
or her name you see your name is your
signature when people get up to talk
build build Jones
Mary Mary Smith you should stand up in
your name and when you start a speech
you start with your name that’s powerful
you should also recognize you have a
unique not let us be a ubp a unique
buying proposition because nobody else
can do what you do nobody nobody else
can be you
nobody so I wanted to wrap it all up in
kind of a Zen thing so I started so idea
of an elevator pitch isn’t good enough
and I found the term signature speech I
thought a signature speech is good
because it’s got a whose signature whose
signature that was good it’s got your
signature on it and every time you give
that speech people will know it’s yours
because you start the same way you’ll
deliver the same product I hope I think
I heard someone who got off what 10
products 15 products no focus is very
important we have a couple of products
and we should already pitching one at a
time cause Richard still in the lift
will get confused so you name the same
you prop the service generally the same
and the way you deliver it the unique
way that you deliver it there’s three
things already that never change or
change really but then they say Michael
Dunn Michael Dunn wherever your name is
if we say the same thing over and over
again we only get boring
well the Zen masters prove that they are
masters by being able to draw the Zen
circle a very simple art form with one
stroke of the pen
they can draw a perfect circle so the
result of the practice is something
beautiful and unique and very few people
can do it if you can deliver your
elevator pitch with your signature on it
over and over again people start to see
it as a symbol of you almost a
catchphrase and remember Bruce Forsyth
I’m getting honored that we’re careful
with my references nice to see ya – see
ya
that gentleman Sir Bruce Forsyth was on
the stage for 77 decades who the same
act with the same act but he mixed it up
and he changed it meaning modernly
lasted for 70 years the same song and
dance act he revitalized he by changing
the space the gaps of context but what
he delivered was beautiful music wit
you see there’s only one world and we’ve
been taught to separate into the
everyday world and the miracle
miraculous wonderful magical realm so we
see I’m gonna I’m outraged I’m Audrey
I’m like everybody else but deep inside
of us we know we’re special a guy called
Joseph Campbell wrote a book called the
hero with a thousand faces and created
the monomyth all the stories are the
same
Star Wars I was forgot this was Cadmus
Mary Poppins what’s on whether she
clicks her heels on the written Wizard
of Oz in all these things all these
myths is the same min the hero gets a
call to adventure I call that a grabbing
the attention of your client you have
that tension where you hello then
finally you make it oh yeah I do that as
well what are you doing and you suddenly
cross the threshold and you now can
– you into the magical world where what
you do can change your customer your
client your friend your lover you can
change their world from everyday driving
to magical then the good times finish
never last ladies do they last that long
the car door stops getting opened the
flowers stop arrive in and we guys been
waiting for that all the time so the
thing is it changes there’s a crisis in
the movie Dorothy realizes you can’t get
homes had some lovely adventures but
she’s helped everybody to met the wizard
but she can’t get home as well she wants
to go home and then the white witch
comes along and says you’ve always had
the ability to go home Dorothy how does
Dorothy get home on being through every
summer she clicks she clicks her heels
together and she goes back to Kansas
back to the everyday world it’s not the
same because the adventures told her
that she cannot have courage wisdom
that’s – was the third one bars on
bravery bravery is a good one but she
goes back to the ordinary world she
hasn’t changed she recognized the gifts
that she has inside that’s what you can
do in the business world for your
clients and your customers in 60 seconds
or less a you grab their attention be
you tell them your stories see you ask
them for something say could you do this
for me could I do something for you and
thirdly could I help you in such a way
that you could help others Paul’s
fantastic speech on purpose taught about
that how his whole purpose is to connect
other people with their purpose 60
seconds or less if I was giving you my
elevator pitch with the help of a friend
of mine called Sam Warner it would go
something like this
hi my name is Michael Donovan Smith
Richard because I’m back in the list and
I work with inspirational speakers and
remarkable leaders to coach them in
crafting the message of their purpose
with confidence charisma and connection
and if I can help you with your Virgin
I’d really like to do that Richard
thanks Bing ah seeing it I’ll see you
soon Oh dunk let me God okay so that
that’s 60 seconds or less
and you only get there by practicing it
but you know three things already you
know your name yeah you know what you do
with it
because a little bit does it only
there’s a you know what you do and try
to go to networking meeting try to look
at the event try to go everywhere with
the willingness to ask for what you
deserve to ask for help yourself first
help yourself help others help others to
help others then what you’ll have ladies
and gentlemen if you practice it if you
focus if you’re prepared to take the
risk of doing the same thing over and
over again so you become a Zen master at
telling people what you do why you do it
how you do it and I would help their
lives you better and you will have the
DNA of every speech you will ever have
to give my name is Mark Don Smith thank
you so much for the opportunity [Applause]
came she reached up daddy daddy
was DNA he was very confused he looked
down he wanted to say deoxyribonucleic
acid but he didn’t think that was a
question
she was looking the answer she was
looking for he said DNA darling is the
smallest part of you that contains every
part of you and no part of you doesn’t
have it and all of you has it
Sheila Thomas said thanks daddy and ran
away he didn’t quite know what that
that our greatest talent our number-one
skill the thing that separates us from
the beasts our ability to use language
words we treat it so casually some of us
obviously these wonderful Ted speakers
are nailing it today some fantastic
presentations however in general we
learn to speak we get our accents we’ll
you are not your DNA you may have heard
that but in fact there’s thing called
epigenetics where your environment one
of the speakers beautifully said it the
vibrations that we get we can control
them and we can give out the vibrations
quite a useful thing to know if you have
a stroke on the 30th of July 2016 I had
physically took away half my body quite
annoying but the bad bit was I lost the
ability to speak and somebody was
oppressive speaker that’s a bit of a
bitch can I say that but within eight
weeks I was back on stage speaking
thanks to my youngest son who poured
onto stage this arm was in his sling
it’s got a bit more movement now things
are going great thanks for asking but
the reason I was able to do that ladies
and gentlemen and what I’d like to share
with you is that I had spent over 30
years studying speaking and presenting
and speaking and presenting and through
that deliberate practice over time I
built up the neurology the density of
nervous nerve cells axons dendrites all
that thinking stuff the mint the stroke
couldn’t take it all away and is also
so I thought why did I do that so
quickly and others struggle at BNI Bob
Grubbs breakfast meetings or how many
networking meetings are going on around
the world there’s a lot of them and
people get up and they got do their 60
seconds at their 30 seconds their 15
seconds say who you are what you do dah
dah dah and I’m surprised and shocked
well I quite like because I make my
living through that but people didn’t
like doing something they did fairly
regularly please raise your hand if
you’re a public speaker quite a few is
in the room quite a few I’m going to say
it again in a moment after I tell you
this what is the point of speaking
answer to do it in public usually you
can hear yourself without speaking if
you talk to yourself when I’m a quite an
old guy but you know when I was young if
you saw people talk to themselves it was
a problem so really especially the
ladies which have many in the room you
do a lot of public speaking so who in
the room is a public speaker yeah that’s
the truth
so if you’re going to do something often
and regularly and it has incredible
impact on you maybe we should focus on
that
because before getting my speech back I
had a thing called fluent dysphasia and
that means what was the kernel in my
head those words weren’t coming out of
my mouth that’s very scary not for me
but for my sons it was dad it’s not
funny it’s not funny don’t do that
I don’t know what I was doing so focus
is very important know what you’re
trying to achieve what trying to do and
connect what’s going on in your head
with what’s coming out of your mouth so
my insight went a bit further because
like oK we’ve got to practice this in
deliberate practice and one of my
childhood heroes was Bruce Lee and he
said among many things that he said
I do not fear the warrior who was
practiced a thousand kicks
I fear the one who was pressed a
thousand was practiced one kick a
thousand times does that make sense
that’s the power of deliberate practice
and focus so okay then
visiting corner elevator speech you meet
Richard Branson on the ground floor lift
anyone no elevator speech elevator pitch
anybody got an elevator pitch you go
you’re on elevator pitch tell me yeah
well it’s a good thing to have you meet
Richard Branson and you say to him you
know hello Richard hello sir um the
other the third floor you walk out
you’ve missed the opportunity or life
time so if you have an elevator pitch in
business it’s a good thing but when
everybody has an elevator pitch good
isn’t good enough you’ve got to have a
bit more you’ve got to be ready the
other thing I want that thought about is
okay everyone’s the elevator pitches
everybody’s doing this stuff everybody’s
networking we’re all entrepreneurs wall
trying to make money we’re trying to
grab market shared all the wonderful
things we’ve heard about I don’t want to
be different and we don’t choose to use
the thing that makes us different
our signature now in the play The
Crucible written by Arthur Miller which
I studied at school it’s still popular
many years later the protagonist John
Proctor says leave me my name when they
confessing to sins the uncommitted
betray his wife and family and those he
loved his world was shattered and he
actually ended up signing the document
but he wouldn’t give it them so leave me
my name what is a man or woman in the
modern version without
or her name you see your name is your
signature when people get up to talk
build build Jones
Mary Mary Smith you should stand up in
your name and when you start a speech
you start with your name that’s powerful
you should also recognize you have a
unique not let us be a ubp a unique
buying proposition because nobody else
can do what you do nobody nobody else
can be you
nobody so I wanted to wrap it all up in
kind of a Zen thing so I started so idea
of an elevator pitch isn’t good enough
and I found the term signature speech I
thought a signature speech is good
because it’s got a whose signature whose
signature that was good it’s got your
signature on it and every time you give
that speech people will know it’s yours
because you start the same way you’ll
deliver the same product I hope I think
I heard someone who got off what 10
products 15 products no focus is very
important we have a couple of products
and we should already pitching one at a
time cause Richard still in the lift
will get confused so you name the same
you prop the service generally the same
and the way you deliver it the unique
way that you deliver it there’s three
things already that never change or
change really but then they say Michael
Dunn Michael Dunn wherever your name is
if we say the same thing over and over
again we only get boring
well the Zen masters prove that they are
masters by being able to draw the Zen
circle a very simple art form with one
stroke of the pen
they can draw a perfect circle so the
result of the practice is something
beautiful and unique and very few people
can do it if you can deliver your
elevator pitch with your signature on it
over and over again people start to see
it as a symbol of you almost a
catchphrase and remember Bruce Forsyth
I’m getting honored that we’re careful
with my references nice to see ya – see
ya
that gentleman Sir Bruce Forsyth was on
the stage for 77 decades who the same
act with the same act but he mixed it up
and he changed it meaning modernly
lasted for 70 years the same song and
dance act he revitalized he by changing
the space the gaps of context but what
he delivered was beautiful music wit
you see there’s only one world and we’ve
been taught to separate into the
everyday world and the miracle
miraculous wonderful magical realm so we
see I’m gonna I’m outraged I’m Audrey
I’m like everybody else but deep inside
of us we know we’re special a guy called
Joseph Campbell wrote a book called the
hero with a thousand faces and created
the monomyth all the stories are the
same
Star Wars I was forgot this was Cadmus
Mary Poppins what’s on whether she
clicks her heels on the written Wizard
of Oz in all these things all these
myths is the same min the hero gets a
call to adventure I call that a grabbing
the attention of your client you have
that tension where you hello then
finally you make it oh yeah I do that as
well what are you doing and you suddenly
cross the threshold and you now can
– you into the magical world where what
you do can change your customer your
client your friend your lover you can
change their world from everyday driving
to magical then the good times finish
never last ladies do they last that long
the car door stops getting opened the
flowers stop arrive in and we guys been
waiting for that all the time so the
thing is it changes there’s a crisis in
the movie Dorothy realizes you can’t get
homes had some lovely adventures but
she’s helped everybody to met the wizard
but she can’t get home as well she wants
to go home and then the white witch
comes along and says you’ve always had
the ability to go home Dorothy how does
Dorothy get home on being through every
summer she clicks she clicks her heels
together and she goes back to Kansas
back to the everyday world it’s not the
same because the adventures told her
that she cannot have courage wisdom
that’s – was the third one bars on
bravery bravery is a good one but she
goes back to the ordinary world she
hasn’t changed she recognized the gifts
that she has inside that’s what you can
do in the business world for your
clients and your customers in 60 seconds
or less a you grab their attention be
you tell them your stories see you ask
them for something say could you do this
for me could I do something for you and
thirdly could I help you in such a way
that you could help others Paul’s
fantastic speech on purpose taught about
that how his whole purpose is to connect
other people with their purpose 60
seconds or less if I was giving you my
elevator pitch with the help of a friend
of mine called Sam Warner it would go
something like this
hi my name is Michael Donovan Smith
Richard because I’m back in the list and
I work with inspirational speakers and
remarkable leaders to coach them in
crafting the message of their purpose
with confidence charisma and connection
and if I can help you with your Virgin
I’d really like to do that Richard
thanks Bing ah seeing it I’ll see you
soon Oh dunk let me God okay so that
that’s 60 seconds or less
and you only get there by practicing it
but you know three things already you
know your name yeah you know what you do
with it
because a little bit does it only
there’s a you know what you do and try
to go to networking meeting try to look
at the event try to go everywhere with
the willingness to ask for what you
deserve to ask for help yourself first
help yourself help others help others to
help others then what you’ll have ladies
and gentlemen if you practice it if you
focus if you’re prepared to take the
risk of doing the same thing over and
over again so you become a Zen master at
telling people what you do why you do it
how you do it and I would help their
lives you better and you will have the
DNA of every speech you will ever have
to give my name is Mark Don Smith thank
you so much for the opportunity [Applause]
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