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influencing

Win Business through The Power of Storytelling by Ty Bennett

By Ty Bennett | Apr 05, 2022 | Comments Off
Watch video for Ty Sander's keynote where he shares more on storytelling with 3 ways to bring the audience into the story.

"Decide what differentiates you? What do you want your client to know or believe about you?"

 

Last week I was in Kentucky speaking to Realtors for Berkshire Hathaway. I was sharing The Power of Storytelling and the first question they asked was how do you tell a story that differentiates you but comes across the right way?

In other words, how do you sell yourself without bragging?

This is a crucial story as an influencer for each of us to master - so let me give you the formula.

Step 1. Decide what differentiates you? What do you want your client to know or believe about you?
Examples - You have integrity. You possess unique market knowledge. etc…
Keep in mind that you can’t differentiate yourself by putting down the competition. Promote what you love instead of bashing what you hate.

Step 2. Determine where you learned or developed this quality or skill. Who taught it to you? Where did you learn this lesson? Or who/what is a great example of this?
Don’t be the hero of your own story. Determine where this quality came from and build the story around that person or experience - making them the hero.

Step 3. Apply that to yourself.
Use a simple line such as: "And as we work together you can count on me to operate with integrity because that is how my parents raised me. "

I was coaching a financial advisor named Walker. As he went through this formula he developed a story that sounded like this:

A few months into my first job out of college our employer took us to an extreme team building experience. It was amazing. We were divided into platoons (teams) and each platoon was led by a former Navy Seal. Our leader was a mountain of a man that looked the part of a Navy Seal. The first thing he said to us was this: "If we are going to win, we are going to win as a team. Which means everyone here needs to commit to this - You are going to do the right thing even when nobody is watching. You have to make decisions for the team and not just for yourself. If we can commit to this, there is no stopping us."
I share that with you because this concept resonated with me and it is a commitment I have tried to live by as I do business. So, as we work together I want you to know that you can count on me doing the right thing even when nobody is watching. I am in it so we both win.

This simple formula allows you to build a specific story that we can each use in the influence process. It will allow us to sell ourselves without bragging and win business through The Power of Storytelling.

 

Ty Bennett call to action

Change is Inevitable, Adaptability is Essential by Ty Bennett

By Ty Bennett | Jan 21, 2022 | Comments Off

The new normal seems to be a never-ending, changing target and so we have to learn to be flexible.”

There has never been a point in time where adaptability - the ability to deal with change - has been more essential.

The new normal seems to be a never-ending, changing target and so we have to learn to be flexible.

But why is change so hard?

One word - fear.

Change triggers a fear of loss. Giving up what we know, what we enjoy and what is comfortable.

What happens in our mind when we face the unknown is we ask, what if? And our mind tends to answer with a worst-case scenario response.

Our minds are actually trying to protect us and so it helps us to see what we need to avoid but it creates a fear that isn’t necessarily real and, more importantly, it is debilitating.

The problem with fear is it stops us from taking action and effective change requires action.

So, when we play the What If Game in our mind, we have to consciously and strategically answer with a positive response.
We need to see that change leads to growth, new and better results. And use that vision to take action toward creating that reality.

Managing fear is a very real thing for each of us and our teams.
To navigate the constantly changing landscape, we need to be action oriented and understand how to push past fear.

Adaptability is an essential skill in today’s world and it operates much like a muscle. It grows with use.

Managing fear is the first step. Then with consistent action, we grow our adaptability muscle.

 

Ty Bennett call to action

7 Tips on how to become more CONFIDENT by Vinh Giang

By Vinh Giang | Oct 25, 2021 | Comments Off

"When you make the commitment to becoming great at what you do, and becoming so good that they can't ignore you, that in itself builds confidence."

Master of magic and communications, Vinh Giang shares 7 Tips on how to increase confidence. Vinh combines humor, misdirection (one of his “magic” tricks) and years of experience working with audiences and teams to bring thought leadership to his methodology of becoming more confident. Watch the video and learn more! Don’t forget to watch to see how many fingers he’s holding up!

Tip # 1:
BE PHILMATIC.
Definition: When you take something philosophical and also make it pragmatic. With this first point, this is the point of wisdom. You see, people don't see you through their eyes, they see you through your eyes. As you improve the way you see yourself, it improves the way that I see you.

Can you see how this is a little bit philosophical but at the same time, it can be extremely pragmatic? We often think that, “if I want to change the way other people see me, I'm going to have to change things about them.” Whereas, in actual reality, to change the way people see you, you have to change the way you see yourself. There are many ways in which you can do this – read the next tips and learn more.

Tip # 2:
MAKE THE COMMITMENT TO BECOME GREAT AT WHAT YOU DO.
There's a great quote by Steve Martin who says, “Be So Good They Can't Ignore You.” I love this quote so much, because when you make the commitment to becoming great at what you do, and becoming so good that they can't ignore you, that in itself builds confidence.

Let me explain why. When you become exceptional at what you do, ultimately what that means is that you have more impact – in your family, your work life, your community and in the world. And as you have more impact, you will begin to feel more confident within yourself. And, you know what else? You're going to feel an incredible amount of joy, fulfillment and purpose. These are such important ingredients when you're putting together the cocktail of confidence.

Tip # 3:
MAKE THE COMMITMENT TO IMPROVE YOUR COMMUNICATION SKILLS
The reason why communication skills are so important is because you are able to:

  • articulate your thoughts with clarity and precision
  • bring your vision to life
  • inspire an influence with the way you communicate

These things allow you to feel heard, seen and to no longer feel invisible.

When people experience feelings like, “what I say doesn't matter and what I do doesn't matter” – you feel really insignificant and, even worse, invisible.

Tip # 4:
START FACING YOUR FEARS
One of the reasons why this is so important is because, as we face our fears, we build a bank of evidence to prove to ourselves that we are becoming more courageous.

One of the things that scared me more than anything in this world – even though I'm a keynote speaker and do public speaking for a living – is stand-up comedy. Nothing scares me more than a room filled with less than 10 people who are sitting there with the expectation that you're going to make them laugh. Gives me the heebie jeebies!

So, a couple of years ago I made the decision to face this fear. And I jumped on stage for a five-minute set – this was one of the scariest things I've done in my life. But the moment I did it, and the moment I faced that fear, I started to add to the bank of evidence that I am a courageous person.

And just by doing this, I now fear stand-up comedy even more. JUST KIDDING! I'm no longer scared of it – it doesn't frighten me as much. Before I was 10 out of 10 fearful. Now I'm about a six out of 10. It's just not as scary anymore.

The more you start to do things like this, the more you start to build that bank of evidence that you are someone that's courageous, and as you start to get those badges and put them on yourself, you will start to feel more confident.

Tip # 5:
Just how many fingers was he holding up, anyway? 🤔

Tip # 6:
DO SOMETHING NICE FOR SOMEBODY ELSE
Be kind, be compassionate, do something for somebody else. The act of contribution is amazing. It does amazing things for your self-esteem, it does amazing things for your level of happiness, and I know self-esteem and happiness definitely contribute to self-confidence.

I'll give you an example. The other day I was walking through the city in South Australia, and I saw a Japanese band playing. Watching them play, they were smiling, having a good time and just seemed to be living life to the fullest in that moment. I remembered when I used to do close-up magic, busking in the city for some money. When somebody contributed a little bit of money to me, it made me feel amazing.

I took this opportunity to do an act of kindness – I wanted to contribute to their passion and encourage them to continue their passion, so I gave them a tip. Next, I jumped onto Instagram and left them a comment to inspire them to continue and pursue what they love. They commented back with gratitude, which filled me with joy – it made me feel good about myself. And guess what? All of these things lead to me feeling more confident in who I am as a person.

Tip # 7:
FOCUS ON THE THINGS YOU CAN CONTROL
The final one is a simple, yet brilliant one by a man named Coach John Wooden, who says, “If you focus on the things you can't control. You soon lose control of the things you can control.” This is great wisdom.
If you want to be more confident, focus just on the things you can control and let go of the things you can't control.

Is it important to become more confident? The answer is yes – when you are more confident you become a better parent, son or daughter to your parents, a better partner, a better leader and a can be a better teammate to your colleagues. Increasing confidence transforms how we relate to everyone in our life and how we relate in our world.

Vinh-Giang-Keynote-Speaker

 

The Magic of Confidence by Vinh Giang

By Vinh Giang | Sep 23, 2021 | Comments Off

Ask yourself right now, which beliefs do you currently carry around with you, that are no longer serving you, that are negative beliefs?

Vinh Giang uses humor and magic to highlight how misdirection is used in his magic tricks and how misdirection also negatively impacts our assumptions/beliefs in our professional and private lives.  

Understanding how misdirection causes negative beliefs and communications to continue in your life, Vinh shares thoughts on how we need to recognize and challenge these negative perceptions in ourselves and transform them into positive beliefs that build us up to our greatest potential. 

VIDEO TRANSLATION

I'd love to show you one of the first pieces of magic that I ever learned as a young magician. Now I want you to watch this coin very closely. If I take this coin here and I squeeze it hard enough, what you will see is the following — if I just snap my fingers, I can make the coin completely vanish and disappear. That’s amazing, right?

The reason you find it amazing is because you've made a false assumption. You've been misdirected. And, the false assumption that you made was that I took the coin and put it into this hand. Whereas in actual reality, what happened was, the coin never left this hand.

So, I'll show you exactly how I did this. What I did was, I pretended to take the coin. But again, the coin stays in this hand. But, the assumption you made was it went into this hand. Again, misdirection has occurred.

When you fall for a magician's misdirection, it's fun, and dare I say, amazing. But, here's the dilemma — misdirection doesn't just happen with magicians. You experience misdirection every day in your personal life and your professional life and it limits your potential.

I want you to think about this, especially in your workplace right now, and in your life personally. How many false assumptions have you made? I mean, I can tell you now in my life, I made the assumptions in the past that I'm not credible enough, I'm not smart enough, I'm not good enough. I'm not good looking enough. And, when you start repeating these assumptions to yourself over and over again, they gradually become beliefs.

And that right there, my friends, is when you've misdirected yourself. Every single thing we do in our life is grounded in our past history of assumptions. We need to continually have the courage to question our assumptions, and especially have the courage to challenge our existing negative beliefs.

Ask yourself right now, which beliefs do you currently carry around with you, that are no longer serving you, that are negative beliefs? I challenge you to question those beliefs because they may be standing on some pretty darn weak and silly assumptions.

Look, in closing, allow magicians to continually misdirect you — have fun with magic. We all need a little bit of magic in our lives. We all need a bit of astonishment.

But, stop playing tricks on yourself. Stop fooling yourself into believing that you're not good enough. You're not capable and you're not worthy. These are not real assumptions. These are false. You are good enough. You are capable and you are worthy.

Let me leave you with one last quote by Albert Einstein, who says “assumptions are made and most assumptions are wrong.”

 

The Commitment Scale by Ty Bennett

By Ty Bennett | Sep 21, 2021 | Comments Off


The key to growth, high performance and real impact is commitment.


As a young entrepreneur I had a mentor who used to tell me, “If you treat your business casually, you will become a casualty of your business.”

This advice has stuck with me for nearly 20 years and with time I have found it to be applicable in many areas beyond business.

If you treat your health casually, you will become a casualty.

If you treat your personal and professional growth casually, you will become a casualty.

If you treat your marriage casually, you will become a casualty.

If you treat parenting casually, then your kids will become a casualty.

The key to growth, high performance and real impact is commitment.

True commitment opens doors, gains followers and extends positive influence.

The Commitment Scale asks us to assess where we are living.
At a level of distraction? Constantly being pulled away by every distraction.

At a level of decision? Making a decision plants your flag. It cuts off other options and gives you direction.

At a level of discipline? Where we follow through and choose consistency.

At a level of devotion? Where you are driven by purpose. Where you don’t treat things casually, you are fully committed.

It is devotion that builds brands, loyal followers, committed teams and leaves a legacy.

Don’t be casual.

 

Ty Bennett call to action

The Recipe for Motivation by Ty Bennett

By Ty Bennett | Aug 25, 2021 | Comments Off


For you, as the leader, ability is the variable that you can influence the most, and the easiest. You can actively help others gain skills by providing mentoring, training, and education.

As leaders, we spend significant time and resources to motivate our teams. Most of this effort is focused on extrinsic motivation. Extrinsic motivation is the proverbial carrot and stick. Behavior is driven by the promise of a reward, or the fear of retribution. It is effective because it taps into our biological survival system.

Our survival systems relentlessly seek well-being and safety. When that survival system sees the carrot, it craves that reward and promotes thoughts and emotions that drive us to reach for that carrot. In contrast, when the survival system sees (or feels) the stick, it views the pain as a threat to well-being and safety and will go to great lengths to avoid that stick. Extrinsic motivation works—but it has limitations.

Intrinsic motivation, on the other hand, originates within us. It is internal and is not motivated by an external (carrot and stick) factor. One of the best research evaluations of intrinsic motivation was established in the Self Determination Theory. Edward Deci of Rochester University and Richard Ryan of Australian Catholic University originated this theory during the 1970s.

The theory argues that the most voluntary and high-quality motivation were dictated by conditions that support our people's Autonomy, Competence, and Relatedness. As leaders, we may not be able to control certain things, but we can influence conditions. We have the ability to provide the right conditions that will promote this high-quality, voluntary motivation. In other words, we can provide conditions that promote intrinsic motivation. In doing this, we can help to create the outcome we are looking for in those we lead.

Because of this research, we as leaders have been given an equation, a formula, a recipe if you will, to create high-quality, voluntary motivation—the type of motivation that drives your people to perform at their highest level.

The ingredients in that recipe are Autonomy, Competence, and Relatedness. In the Leader of Leaders Model, we argue that all three are essential, but Competency carries particular importance.

COMPETENCY EXPLAINED

Competency is that sweet spot where ability, experience, and confidence come together. To put it more simply:

ABILITY+EXPERIENCE+CONFIDENCE=COMPETENCE.

As leaders, we tend to focus primarily on ability when evaluating a learner. Ability, by itself, is simply to possess the skills and abilities to do something. However, skills alone do not produce a desired or successful outcome. Instead, desired outcomes require a learner to have the wisdom to apply skills effectively and efficiently. That wisdom comes through experience and confidence. This is why it is rare for a freshman or rookie athlete to make a gigantic impact on the field or on the court. Because although they possess great ability, they lack game experience and confidence to perform at this new level. Competency requires all three components.

COMPETENCY FROM THE LEARNERS PERSPECTIVE

Of the three competence pieces, confidence is the most important from the perspective of the learner. Generally speaking, we as humans tend to dismiss the validity and breadth of our own experience. As our best and often worst critics, we also undervalue our skills. Because of this fatal human flaw, it takes a lot of effort for a learner to build their confidence.

It’s important to remember that our natural tendencies to be biased toward a negative view of ourselves is not our fault. It is all based in our biology. When our survival system perceives a threat to safety or well-being, such as a challenging work assignment, it sends warning signals, usually in the form of fear or anxiety. It perceives the work assignment as a threat—meaning if we do not complete it successfully, our job will be in jeopardy.

If we are unable to manage those thoughts and feelings with confident self-assurance, we do not embrace the work assignment and underperform—despite our ability and experience. We have no control over the thoughts and feelings that come from this survival system. However, we can manage those thoughts and feelings as they enter our consciousness.

Confidence enables us to manage these thoughts and feelings as they surface. Learners who have this confidence will have greater success in their lives and in their work. With confidence, they are able to more effectively and efficiently use their ability and experience to propel themselves forward, rather than succumb to their own self-doubt.

COMPETENCY FROM THE LEADERS PERSPECTIVE

For you, as the leader, ability is the variable that you can influence the most, and the easiest. You can actively help others gain skills by providing mentoring, training, and education. It's not that you have zero influence on experience or confidence, but you have significantly more influence over ability.

Leaders value competency for good reasons. In a ten year study conducted by the Society for Human Resource Management (SHRM), the number one contributor to employee satisfaction was the capacity to use skills and abilities. In other words, an employee’s ability to be competent at what they do is what made them happy in their work. Not only does competence produce tremendous motivation, it also creates high satisfaction. It is a double win for both the leader and the learner.

 

Ty Bennett call to action

Are You in Your Customer’s Top 5 by Vinh Giang

By Vinh Giang | Aug 18, 2021 | Comments Off

You are the direct reflection of the top 5 people you spend time with.
This means you are in your customer's top 5 as well.

Magicians have to learn linguistic and visual influence techniques to be able to entertain and astonish people on stage. Vinh Giang, both magician and influential keynote speaker, unpacks how he uses magic to illustrate the power of influence, which has two benefits: empowerment and inspiration to others, including your customers and clients.

Vinh shares a powerful lesson about the power of influence in a magic demonstration he often uses with his audience, both in-person and virtually. He gives a coin to a person and then asks them to decide which hand to place the coin in. The first time he says, put the coin in the hand that feels right and leave the hand that’s left empty. He repeats this for three more times with the person, all the while providing subtle and hilarious cues to suggest which hand to put the coin in. Each time the person puts the coin in the suggested hand and each time Vinh guesses accurately.

Vinh goes on to explain that the reason why he demonstrates this lesson to his audience, in-person and virtually, is simply to highlight that you are the direct reflection of the top 5 people you spend time with. This means you are in your customer’s top 5 as well. Why does this empower you? Because that means you can decide who you will become in the future by deciding who you spend time with right now. As you improve and become more inspired, you will inspire and bring more value to your customers lives as well.

What skills and what attributes do you need to possess right now to get you to the future you want to be at? For example, if you wanted to improve being a top performer in your company, you could connect and bring into your top 5 someone who is a top performer. Bring someone who has the skill or attribute into your top 5 and you can slowly craft yourself into the leader you want to become.

Nothing happens until something moves — Einstein

 

How to Win with People with the Rule of Two by Ty Bennett

By Ty Bennett | Jul 22, 2021 | Comments Off


One of the most useful and practical strategies I teach leaders and salespeople to win with people is The Rule of Two. 

I was speaking for Anthem Insurance in California and at one of the breaks a salesman named Joe asked if he could share an insight with me. Earlier that day, I’d taught about focusing on being interested, not interesting, and he said it reminded him of a rule he made for himself years ago called The Rule of Two.

Joe told me how he was called out early in his career for one-upping other people. It was affecting how he connected (or didn’t connect) with others and it was undermining the influence he was trying to build. Joe decided to fix it and so he developed The Rule of Two. When someone says something about themselves, ask at least two questions before you say anything about yourself.

As an example: your good friend says they like boating – they just bought an expensive boat and they go every weekend to the lake. You may be thinking, “What a bragger, oh really, well I...” But then you stop yourself and remember The Rule of Two. you respond: “I bet your family really enjoys that. How did you decide on the right boat for the family? And what was your favorite family moment at the lake this year?”

Wow, how that changed everything! You felt great about being truly interested in your friend — your friend stopped his normal chatter and thought a minute about what was truly important about the boat and shared with you a personal moment with his family and experience. You made a connection that will not be forgotten, that could have been missed without using The Rule of Two.

Now think about doing that as a leader. Would you build stronger, long-lasting relationships by actually listening and responding from a place of interest? The next time you are heading down the road of one-upping, give Joe’s idea a try. Use the principle of The Rule of Two! 

 

Ty Bennett call to action

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