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3 Things Influential Entrepreneurs Do When Talking To Their Audience - Ep #105

Have you noticed how the mentors you follow online seem to have this magnetic pull? That podcaster in your ears has become a trusted biz bestie that you rely on each week, you find yourself saying the phrases of your fav business coach, you jump at the chance (or at least pay attention) when you see that they’re speaking at an upcoming virtual summit even if you’ve heard them speak many times.

Whether that’s Brendon Burchard, Amy Porterfield, Lewis Howes, Anthony Trucks, Rachel Rogers, Brene Brown, Gary V, or whoever is on your online mentor list, it seems that whenever they open their mouth, it’s pure gold.  Each has their own distinct personality, communication style and many different business models. So the question is - was there some kind of unicorn magic passed to them in utero? Or are there commonalities that we can use as a road map for becoming more influential?

Today I’m going to share with you 3 distinct behaviors adopted by the highly recognizable, profitable and established personal brands online-- specifically related to how they SPEAK.


Episode Highlights & Key Takeaways (full transcript below):

  • Why becoming a magnet using your voice is no longer a nice to have, but rather a necessity.
  • The role confidence plays in creating connection with an audience
  • The delivery secret top brands have accepted and implemented that “newbies” constantly struggle with
  • How influential brands intentionally create scripts for their audience to use (and why that matters)


Becoming MAGNETIC is now a necessity (no longer a nice to have)

As business owners you always have to think about how you influence others. You have to provoke their thoughts and pull them into wanting to work with you because chances are you are not the only person who does what you do and people have choices. You have to make sure we're clear of pulling people into the right fit for you and answering the question why us. 

  • Like-Know-Trust (LKT) Factor - People must feel connected and drawn to your offer.
  • People talk about brands they LOVE - Even if you have a phenomenal offer, if someone doesn’t resonate with you, they most likely won’t buy from you (and if they do, they won’t be a raving fan that tells others about it).
  • People do business with PEOPLE -  Social media is inherently social so you have to think about how you engage with brands online.


3 things influential entrepreneurs do when talking to their audience

1. Prioritize EVOLUTION over perfection.

When I say perform, we're not talking about putting on this character that is not you. We're talking about turning up the dial on your own personality to be able to captivate an audience in an authentic way. 

Influential Entrepreneurs:

  • Use variation in their tone and volume.
  • Understand that it can always be better and are committed to their growth.
  • Embrace the stumble, the tech break, the ebbs and flows.
  • Use their hands and vary the voices to create an EXPERIENCE.
  • Demand that perfectionism take a backseat and embrace messy action.
  • Are not embarrassed or derailed when tech breaks or they mispronounce something, in fact they use it to their advantage.


2. Choose CONSISTENCY and REPETITION over novelty.

When you repeat your message over and over and over again, you give your audience a script to use which gives them language to describe you and what you do and your product. You create a shared language for your audience and when they take on your shared language, they are pulled closer to you because you have helped them articulate something that they've been struggling with and there's a gift. 

Influential Entrepreneurs:

  • Consistently say the same things over and over again.
  • Find newness and exciting ways to re-inspire their own message.
  • Look for new tools and ways of engaging, new stories from their audience to share to come back to those messages. 


3. Encourage their audience with BIGGER THINKING beyond their product

When we provoke thinking of our audience at broader levels and challenge them to step up and to change to the level of relationships they want or to make a bigger impact on the world, they are pulled to you because we all want to be around people who make us better versions of ourselves. 

Influential Entrepreneurs:

  • Provoke their audience thinking at a couple of different levels.
  • Encourage people to think about the relationship the way they think about themselves, others and the world around them.



LISTEN to the AUDIO of this episode:


Subscribe to Heather’s YouTube Channel here.


Previous Episode / Tools Mentioned:

The #1 Reason Your Message Isn't Attracting Your Ideal Client - Ep #101

Becoming a Trusted Authority in Online Marketing with Andrea Howe - Ep #37

Books mentioned in episode:

Building a StoryBrand: Clarify Your Message So Customers Will Listen, Donald Miller

Three Feet From Gold: Turn Your Obstacles Into Opportunities, Sharon Lechter

We Should All Be Millionaires: A Woman’s Guide to Earning More, Building Wealth, and Gaining Economic Power, Rachel Rodgers

>>> Are you an online entrepreneur wanting to attract dream clients?

Join me inside my FREE TRAINING where I'll teach you how to nail your message when speaking on podcasts, live video and other virtual stages to grow your online business.


Full Transcript

Well, Hey, friend, welcome back to another episode. Today we are kicking off a four-part series dedicated to helping you really feel comfortable in your voice. We're talking about brand voice, we're talking about infusing your personality into your voice, we're talking about connecting to other people using your voice, you know, all things messaging and showing up and talking to people. That's what this next month is all about, and we're kicking off this series by talking about what it is that the people you admire online, what is it about them, and how they communicate that really serves as this magnetic pole? So that's what we're diving into today, three specific things that influential entrepreneurs do when talking to their audience. 

Now, okay, probably this is how it goes. You've probably noticed that the mentors that you follow online seem to have this magnetic or gravitational pull. People flocked to them for their wisdom, to their ideas, to their strategies, to what they're eating for lunch. We're curious and were pulled to pay attention. You might have experiences where you have like that podcaster or your biz bestie podcaster that you listen to every single week that you rely on over and over again. You never miss an episode. Maybe you have that business coach where their recommendations and mantras and sayings that they always say they are on repeat in your brain whenever you're making decisions, like you say the same things that they do. Maybe you jump at the chance, like if you see one of your favorite mentors online and you see that they are speaking at an upcoming event. You don't even think twice. You're like oh my gosh, I have to go, I have to listen to them even though you've heard them speak, I mean, more than once. You've heard them speak all the time, but you still always glean something from them. Whether that's Brendon Burchard, or Amy Porterfield, or Lewis Howes, or Anthony Trucks, or Rachael Rogers, or Brene Brown, or Garyvee like, it doesn't matter who those people are for you. You probably have a handful that you follow consistently and it really doesn't matter who's on your mentor list. It seems that whenever those people open their mouths, it's like pure gold. Everything they say can be a quote. It can be one of those Instagram captions that you can share. It's tweet-worthy, although I don't know. Do people tweet anymore? I don't know, that was never really my thing. But what's funny is when you hear those names like Mel Robbins or any of the other people that I mentioned, they each have their own distinct personality and even their own distinct types of business models. Some are motivational speakers, some sell online courses, some do a variety, some do coaching, I mean, all sorts of things. But that the question is, is there some kind of like magic unicorn dust passed to them in utero? TMI. Or are there actual commonalities or throughlines that we, the everyday entrepreneur, can use as a roadmap to become more influential? Because it doesn't really matter if your goal is to be one of the big brands, the big personal brands, or you're just trying to establish a brand to connect with your people, right, in your micro-market. It doesn't really matter how big you're trying to become. The reality is that there are specific things that those who are more influential do that others do not. And today, I'm going to unlock those for you. I'm going to share with you the three distinct behaviors that I see that highly recognizable, profitable and established personal brands do specifically related to how they speak.

Yes, y'all, I'm a speaking coach, of course, we're going to take this angle, and of course, we're gonna talk about the power of their voices and how they show up. But don't confuse this as just a quote-unquote speaking podcast because these philosophies apply to all facets of business. We'll look at the lens through speaking but I want you thinking even bigger than that. Okay, let's just clarify. For those of you who are listening, you're like, heck, yes, I want to be the next insert big name here. You've been hungry for your spotlight moment. you've been hungry to get there. You're thinking like I'm ready, give me that list, Heather. Buckle up, baby. This is going to be such a good episode. I promise you that. 

But I do want to call out for those of you who are listening going but Heather, I have no desire to have a podcast scale as Tim Ferriss or Lewis Howes or whoever else. Maybe you're thinking like, ah, I'm still trying to figure out how to make money consistently online or I'm still trying to figure out, should I do a quiz or a challenge or like how does this whole thing work? If you're still just getting your feet under you, that's okay. You might not be thinking about those big brands for yourself. And quite frankly, for many of you listening you might be thinking like, I never aspire to have a brand name like that, right? Maybe you're thinking like, I just want to have a business that I love to work in, that's highly profitable, allows me to take care of my family and spend time and the things that I want like I don't want to become like a quote-unquote celebrity. That's cool too. And you have to think about is as business owners are we always have to be thinking about how we influence others because regardless if we want to sell a handful of seats to a high ticket program or thousands of courses, we have to influence other people, we have to provoke the thoughts of other people, we have to pull people in to want to work with us because chances are you are not the only person who does what you do and people have choices when it comes to services and education. And so we have to make sure we're clear of pulling people into the right fit for us and answering the question why us. Why should I be your coach when it comes to your speaking journey? Why me versus the hundreds of other speaking coaches, probably thousands of other speaking coaches are available. You and I are developing a relationship every week and these little ear earbuds. For me, I listen to podcasts through my hearing aids but you know what I mean? We're establishing a relationship. There's a reason why you keep coming back here to learn from me. I have created a bit of a gravitational pull myself in my own little micro-market here. You can do the same and that's what today is about so let's set the stage. 

Why is your voice, why is becoming a magnet, I want you to think about it's no longer a nice to have this idea of showing up and sharing your message it's a necessity because chances are if you're listening or watching this, you are a personal brand. And we all know I did that series last year around the know, like and trust factor. I always get that backwards. It doesn't really matter. You know that in order for people to want to do business with you and potentially pay high ticket to work with you. They have to know you, like you, and trust you. You also know listening to this show that putting your face on camera using your voice on audio and on camera. That is one of the fastest ways to accelerate that know, like and trust. Because if people are going to buy from you, I mean, let's think about how we make purchasing decisions anymore. We don't really, I mean, outside of being randomly targeted and it's not really so random but in Facebook ads and Instagram ads for like, cool little products like what did I see the other day? There was this like beach blanket that had this really great video that went to it were like sand repelled from this blanket and as perfect timing, right? Because it's going into summer, people are thinking about the beach. And I saw that ad and I'm like, yes, the demonstration of it. Oh, I want that, right, which is totally fine for a beach blanket, or, I don't know, a new razor. You know, those like razor subscriptions that are totally stuck in us all on the social media ads. Is it just me? I don't know. And products, that's one thing, right? The products, the brands behind those have that personality, but when we are thinking about information type products when we are thinking, coaching and services like copywriting, or Facebook ads, or any of those things, whatever it is that your business does, there is a nature of relationship building that needs to happen. It doesn't really matter how damn good your product or offer is. Sorry,  the best is not what sells. Donald Miller says in Story Brand, I can't remember. He talks about like, when you confuse you lose where the best product is not the one that rises the top of the market. It's the person who's able to articulate with clarity, exactly how they can help their customer and creates a compelling story for their customer to buy into. That's what this is all about. 

So it comes back to the challenge here, we have to constantly be working on how we show up and how we bring influence, positive influence, to our audience. Because if we're just trying to show up and I don't know, sell a product or just get people to just to buy. It can't be transactional. People are so over the transactional and they're looking for something more than that and I know you have that to offer to your audience. The question is, how do we do it in a way that's authentic and compelling. It stands in integrity with how you want to be seen there. There's so many things we need to dig into today. But if you have a presence online, if you are selling products and programs, you have to be able to articulate what it is you do and why it matters to your audience. That's what this is all about. Okay, so let's dive into the three specific. Let me make sure, I title this correctly so I don't mess this up, the three things influential entrepreneurs do when talking to their audience. Are you ready for it?

Number one, they perform then perfect. They perform then perfect. Okay, let's set the stage here. Let's imagine you're attending a virtual summit or you have a big lineup of speakers. Let's see you. You have, I don't know Lewis Howes. I saw him recently at last year's Influencer live, a Brendon Burchard's event. He takes the stage, right, and it's an interview. Lewis Howes has about him this calm nature and he's got this really nice, like charming smile to him and when he communicates there's this just calm richness to his voice and it's friendly. It's like your big, your best friend's older brother. That's how I see Lewis Howes. He just got wisdom about him and curiosity, really, really kind manners. There's this element of how Lewis shows up. Okay, now, let me be clear, when Lewis Howes shows up in speaks, he does not speak perfectly. He doesn't always get every word right. He doesn't get out every thought coherently. He doesn't always ask the best questions for the person sitting in front of him. But he shows up and he performs as Lewis Howes. Now let me clarify what I mean by this. When I say perform, I'm not talking about putting on this character that is not you. I'm talking about turning up the dial on your own personality to be able to captivate an audience in an authentic way. So when Lewis shows up, Lewis shows up totally authentic to himself, but he turns it on with his charm. And he's not so focused in getting everything right, he prioritizes presence for the person in front of him. This is why he's a master interviewer. He focuses on presence. That's part of the performance for him not perfection. So listening to his podcast, sometimes you'll actually hear him mispronounce a word, or do what I'm doing right now, or or or think about that wasn't even a right sentence, right? just rewind that back. 15 seconds. The sentence I just said wasn't right. This idea where he's fully present and he allows himself to be in the moment and present, and the way he communicates that is way more important to him than getting every single word, or question, or things right. And this transcends along any really great speaker that you see online with Mel Robbins. You've probably seen this with Amy Porterfield. I mean, anyone you think about, Brendon Burchard. They focus on you seem, I'm doing it right now. I mean, I am nowhere in the category of those like grades, but I'm working on it, baby. But this, this need to get our word so perfect, that pulls us away from the present. 

So I want you to start paying attention to this. When you watch your favorite influencers, your favorite educators both in their live teaching, like workshops they do or courses, but also listen to them on their podcast. Listen to them, watch their stories, their live streams. You'll notice particularly in the less produced things, you'll see a lot more presence in performance in their delivery. They're a lot more in the moment. So this means that they're expressive with their tone and their variation. They have, this is one of my favorites. When they're excited, you can tell they're excited in their voices. It's not like, hey, guys, I'm so excited to be here today.You're like, no, they're like, bang. I am thrilled to be here! Oh my gosh, like, let's do this. I'm super excited for this conversation. I'm here for it. You can hear it in their voices.

Now let's contrast that to a business owner who is relatively new thinking like, oh, man, I'm so nervous for the stage, I'm so like, nervous for this interview and we are excited but we're nervous. But let's say you get up to the microphone, and somebody is like, hey, Patrice., welcome to the show, and let's pretend her name is Patrice and you're like, thanks so much, I'm so excited to be here. Nope, that is not show like full enthusiasm and it doesn't sound like you're actually excited. So the grades of the grades, they focus on the performance aspect which requires presence far over perfectionism. You know, another thing that comes on to this idea of performance over perfectionism is they do not get caught up if -ish goes wrong, if tech breaks, or if their microphones stops working, or if their slides go out, or I don't know, you know, a lot of the tech things that happen. I mean, they don't love those things happening but I noticed the greats of the greats, they have grace and they actually lean in. While it might be stressful in the moment, they know that those mishaps actually make them more relatable and that's where the story of the underdog comes in, right? So this happened to me earlier this year. I was in the middle of a webinar seven minutes in, just hitting my stride and all the screens go dark. Totally. I mean, everything goes dark, goes black. My zoom goes out. I can't see anything on my laptop and my screen and I'm like, ah. My audience who are watching, they could all still hear me even though their screens were blank. I have no idea. So my computer went dead. Thank goodness. I didn't say any naughty words on  the webinar. But it was like, oh, what do I do? I kept my calm and I figured it out. And tell you what, we went on to have a phenomenal webinar. It was actually one of my highest converting webinars ever, but it was underdog. People were waiting, like how is she going to handle this? Holy cow! How did she manage this? I'll be freaking out. Like there was a lot of people that, I would have been freaking out like, holy cow! This is what happens. The greats of the greats, when they show up and stuff breaks, they know it's inevitable. Those things happen. It's how you react to those things. And knowing that your audience is feeling like oh my gosh, I'm so glad that didn't happen to me and they root for you further. 

This is part of the performance aspect. We have to get a lot more comfortable knowing that we can't be certain that things are going to go perfectly. In fact, if you need certainty to be able to show up on camera or on Instagram stories or to be able to speak, it's not going to work. You're going to create yourself into be like a big stress ball. It's just you can't have certainty in this idea of perfection. It's not going to work out that way. And quite frankly, you lose out on these magical spontaneous moments that happened with an audience. Now I know those of you listening going like oh my gosh, spontaneity. Can I have that? Like I need to know exactly what I'm saying. Calm down. I'm not saying you have to go full on like freestyle, although that's my preferred method. But I want you to think about like, how can you be more free in the moment to focus on how people are receiving your content? Do you need to be a little bit more variable with your voice? Do you need to slow it down for a minute?

Because if our confidence in how we connect comes from this picture of perfection, we're in for a losing battle. I like to think that confidence comes from knowing that nothing is certain except for your ability to figure it out. The moment that I accepted that, you know what, I don't know exactly what's going to happen in this workshop, I don't know exactly how this audience is going to react, I don't know exactly how this podcast episode is going to go. Are you gonna love it? Are you gonna hate it? Am I gonna ramble too much? Am I gonna, I don't know, stumble on my words so many times and have you think that I don't know what I'm doing? I don't know what's going to happen but you know what I trust that it's gonna work out and I know what I'm doing, so I'm gonna rock it out. That confidence allows me to venture in those uncertain waters and be able to show up fully present. This is exactly what those big names do. They might be nervous for speaking gigs, for going live, for doing a big interview, for interviewing a big name. I bet you they all get nervous, but they go back of knowing that they've trained for this. They trust that they will figure it out, like a cat. They can jump back on their feet when needed so that's number one and I want you to think about how this is true for you. Do you focus more on getting exactly the right lighting, or the right set, or do I have the right microphone, or exactly what am I going to say here? What's my hook when I open the video? Are you thinking like are you trying to be all perfect in all of these aspects? Or are you saying you know what, good enough is good enough in these areas. I'm going to show up and be present with my audience and I'm going to create an experience. The greats, they focus on the experience, how they make people feel. The amateurs, they focus on themselves, trying to look at talk a certain way because they think that's excellence. It is not, friend. Excellence is putting the emphasis on your audience. 

Okay, the second thing that influential entrepreneurs do. They embrace content repeats and rehashes. Okay, what do I mean by this? They embrace the repeat and the rehash. Alright, picture this. As an entrepreneur, you get really excited to let's say, build a new group coaching program, or a digital product, or a digital course, whatever it is, right? And you work your tail off, you finally have figured out your niche, you know who you want to serve, you get your stuff ready and you show up on your webinar and you have your launch week and you're talking about the same things over and over and over again. You survived the launch, you didn't die like oh, things are going well and over a few months, you start wanting to tweak it and adjust it and you want to redo your webinar and you want to figure out a different way. Should I do a quiz? Should I do a challenge? How do I keep going and there's just this constant, like tinkering. I wanted to say twinkering but that's the thing like, like I almost said, to twerking and tinkering in the same thing. That's like a new word, we should make that but there's this constant like need as entrepreneurs to like, tweak with things. There, I said it again. I don't know why that word, twerk, tweak, tinker. That's the word. That's what we do as entrepreneurs. We tinker. We want to get this to get better. We keep imagining new ways of doing it. and here's the thing. What happens is every time we go to our audience and we start coming up with different topics or we're describing things in new ways, which is important but if we start describing ourselves in all these different ways, what we have to remember is our audience is hearing us in a sea of a bunch of other experts. And what the greats do is they know that when they repeat themselves over and over and over again, they give a script to their audience to be able to use. We say that again. When you repeat yourself over and over and over again, you give your audience a script to use. What is that script? Well, it gives them language to describe you and what you do and your product. It gives them language to describe their challenge. It gives them language to describe what they want their life or business to look like. When you repeat the same messages over and over, you create a shared language for your audience and when they take on your shared language, they are pulled closer to you because you have helped them articulate something that they've been struggling with and there's a gift. 

Now the greats of the greats, the big influencers, they know that they have to repeat. And here's the thing, most entrepreneurs love novelty, meaning we love finding those new things to talk about, like what's the next level? What's the next phase? What's the next product? What's the next program? What's the next idea? The ones who separate themselves and rise to the top know that sticking with fewer programs, fewer products, fewer messages and doing those over and over and over and over and over and over again really, really well. That's how you build a successful business. The challenge is, it can become very annoying to talk about the same thing over and over and over again. Because for you, it feels like you've talked about magnetic speaking or a stage is just a platform to share your message or whatever it is that your message is, it feels like you've been talking about it for 17 decades bor your audience, It's like barely even a whisper. Okay, have you ever heard the book, you've read the book, I heard about the book, Three Feet From Gold. It's by Sharon Lechter and she's with the Napoleon Hill Foundation. Sharon, she's a sweetheart, by the way. She's a speaker at one of my events years ago. She talks about in this book, the story of some coal miners, who, gold miners, coal miners. I don't know some miners in Southern California, the story goes that they, like we're in searching to go find the gold mine and they put all their energy and effort like everything they had into it and they've been going for it. They couldn't find it and they essentially gave up. Later in comes this other group of miners and they pick up shop, like three feet from where the other miners were mining who had given up because they're like, ha, it's just not working and they totally found the goldmine. It was this idea around just when you want to give up success is right on the other side of that. And I think we're so used to giving up because you were just so sick of it, right? If you eat the same meal over and over and over again, you're just gonna get super sick of it. I mean, eventually over time. 

Here's the thing, though. It's not just about repeating yourself and being like, alright, I'm just gonna stick to the same thing over and over again because then you're not showing up in a way that other people want to hear it. So the most successful influence that I see, they choose their messages and they put them on repeat over and over again and they find novelty in their own message, meaning they find newness and exciting ways to re inspire it. They find new stories from their audience to share to come back to those messages. They find ways to keep it exciting and they truly love it. Think about this Jasmine star. She's an example I like to use with this. Jasmine star, she says one thing, Social Curator, which was technically captions and photos. Jasmine's been the same thing over and over again, but she's finding constantly new ways to bring back to that core message that she has to share. I've been talking about her here on the next one in just a moment but Jasmine star is a great example. She does the same things over and over again but she's finding newness and excitement with that. Amy Porterfield, she talks about digital courses over and over and over and over again but she is so freakin excited about the wins of her students. Every time when she shares her message, she's equally enthusiastic as she was the first time she launched her program and maybe even now more so. 

So what I want you to think about is here, consider this. Are you finding that you're getting sick and tired of talking about the same thing over and over again or are you actually sick and tired of the lack of results you're getting? Do I need to say that again?Are you actually sick and tired of talking about the same thing over and over again or are you tired with the lack of results you're getting? Chances are if you're feeling burned out with your message, if you're feeling burned out with what you're doing in your business, it's not about the message, the fact that you have to repeat yourself, that's just what you're saying. Chances are you're frustrated with the lack of results, which means we need to start thinking about, okay, do we have the right messages? Do we have the right product? Do we have the right program? This is a good plug. If you are out there speaking and you're not getting results, go back to the episode. I'll link to the show notes where I walk you through questions to ask yourself to make sure that how you're showing up is actually in alignment with connecting with your audience so go do a little gut check on that episode. That one was fire by the way. But what I want you to do is really get comfortable with if you feel like you're repeating yourself over and over and over again on social media on podcasts. You feel like it's Groundhog Day where it's always the same thing over and over again. That is a good thing, baby because you're giving your audience the script to describe you, to describe your program, and put language to their struggles and desires. It is a good thing. The greats of the greats repeat themselves and they love the simplicity in that repetition. 

This brings me to number three, the third thing that influential entrepreneurs do. This one's a big one. They encourage their audience to think bigger, bigger than their existing product or program. And by that, I mean like, so for me for example. I encourage you to think broader than my program which is Speak up to Level Up. Brendon Burchard, he's a personal development coach. He also has some marketing product so he's got something called Total Product Blueprint which is exceptional, by the way. But he teaches people much, much bigger around that. It's not just about creating marketing online. It's around the impact you make in the world with that marketing. Another example I used before Jasmine star. Yes, she teaches people how to write great captions and has pretty photos to pair with those captions to simplify the social media jungle but also you hear Jasmine talking about bigger things around being a boss and treating your business and owning your time. Also, Rachael Rogers, another example. She just published her book, We Should All be Millionaires. Killer book, by the way, where Rachel talks about this idea that all women should become millionaires and she's really, really clear with this message. It's not just about having a lot of money. It's the impact you can make with the money you have. So for her, she talks about cause and impact, and income. She pairs those things together where if you want to create change in the world, be the change and start with your pocketbook so you can drive the change. That is a much bigger message than monetizing your expertise with an online course, right? There is a bigger message there. 

So here's some homework for you, I want you to start looking at the bigger influencers that you follow. Pay attention to what they talk about because the chances are, they're not just pinpoint talking about, here's how to write a better caption, or here's how to create a membership site, or here's how to navigate your way on LinkedIn. Chances are they talk about those things but they also provoke your thinking at a couple of different levels. There are three specifically that you want to tap into when you're broadening the thinking of your audience. So number one, is you talk about the relationship that somebody has with themselves. So how do they view themselves, how do they think about themselves, how do they talk about themselves, how do they talk to themselves? That's one level of connection. The next level connection is talking to people around how they view their relationships with other people, how they see themselves as an expert, how they see their relationships with their spouse, their connectivity to the people around them. And then the third level is how they see themselves in relation to the overall world at a global scale. That could be on a social level, a political level, that could be on a humankind level, environmental level, but they're part of something much bigger than their micro circle. 

When we provoke thinking of our audience at those broader levels, we challenged them to step up, we challenged them to change. and when you call upon your audience for change, when you challenge them to rise to the level of relationships they want or challenge them to make a bigger impact on the world, they are pulled to you. Because we all want to be around people who make us better versions of ourselves. Do you feel that? You might notice I do that a lot with my content? And it's because I know that my audience has this bigger feeling to be service-oriented and drive a bigger impact that I know that if you're listening to this show, you're not just here to be like, how do I make more money? How do I convert more leads? And sure we'll have those conversations and we all want to know how we do those things but we're doing them because of what we're trying to create. We're trying to create more flexibility and freedom in our lives so we can use that time for gardening, or hanging out with our kids, or writing a book or learning Spanish, or baking, or I don't know, whatever else, right? You have that's important to you. We built businesses because we want that freedom of flexibility and we want to be able to bring other people along with that. We want our message what we actually teach, we wanted to have a ripple effect on other people. When I talk about this idea, you've probably heard me talk about this before that for me, it's very clear. Some people are drawn to the spotlight, meaning that they want to be the center of attention and they are naturally charming and charismatic in front of our group. Put them up, baby, they rock. Others, they're called in the spotlight where they were gifted with an experience or some sort of knowledge or something in their heart where they know that if they were to share it, it could have a ripple effect on the world. And as cheesy as that sounds, that latter one for the majority is in my audience.

For you listening, you have something on your heart that you know can help other people. I'm calling upon you. I'm challenging you to step over your fear, step over any insecurity, step over any whatever you have. That's, you're resisting, and I'm calling for you to step up to the plate and share your message. I do that almost every single week on this show, I do that in my newsletter, I do that on my Instagram. I'm calling upon you for something bigger because I know and you know, you have it in yourself. That's what we're talking about here. We're encouraging our audience to think bigger. It doesn't mean that every piece of content is going to have this like preach it, sermon. No, but it means in our content, we incorporate that kind of messaging. If you want to be more influential, you need to level up the way people think about themselves, the way they think about others, and the way they see themselves and think about the world. That is what some of the most influential speakers do. 

These are three throughlines that I see based around these audiences. Let's recap them again. Number one, they perform then perfect. They focus on the presence aspect and they ensure that their audience has an experience through feeling over getting it right and perfect means that they'll make mistakes, but they're okay with it because they know the overall payoff is much greater than if they would have gotten it quote-unquote, perfect. Number two, they embrace the content repeat and they rehash. They talk about the same things over and over and over again. Delivering their message with love and the best way because they know that the more clear they are and the more consistent they are with their messages, they hand over a script to their audience to be able to describe them and their programs and the audience can better describe their own struggles and desires. Number three, the influencers encourage their audience to bigger thinking beyond just their product program or niche. We encourage people to think about the relationship the way they think about themselves, others and the world around them, so that's it. I mean, yeah, I mean, there's probably a bajillion other things that they do but those are three really specific things that they do that you too can do for your audience. 

So I want you to think about this right now, this is my challenge to you. I want you to really get present with yourself and say in each of these areas, what are you doing well and which of these areas could you turn up the dial on? Could you turn down the perfectionism tendencies that you have and turn off the ability to be a little bit more present? Focus on your audience. Could you focus on really nailing your messages so you can be on repeat more consistently? If you're sitting here and you're still trying to figure out what are my messages that I should have on repeat? What is that bigger picture thinking that I can challenge people with? 

If you're still struggling to get your messaging down their, friend, this is the point in time where I'm gonna remind you that I'm here for you and I can help you with this. If you have been resisting, if you've been trying to figure it out, if you've been hiding from being on stage of this time as we head into the second half of this year, it is time to no longer use the excuse that you do not know what your messaging is. Let me help you with that. You know, I have a free training for you. I'm going to call for you to take this. Make this be the month that you get a handle on your messaging. Come on over to my free training. It's at heathersager.com/speak where I'm going to teach you how to nail your messaging so you can start attracting the right people into your programs through your voice. I'm going to help you with that and you're going to learn the mistakes that people are making when they venture into speaking on stages like podcasts, live streams, guest speaking, the virtual events we've talked about today when people start doing that there are a few mistakes that hold them back that limit their ability to pull people in and actually drive leads in their business. So I'm gonna walk you through that and teach you specifically how to build your business using speaking as a strategy. So you don't have to do a bunch of Facebook ads. or post on social every day. or have these huge followings to attract leads. you can do it organically through your voice. I'd love to teach you how, heathersager.com/speak. And if you love today's episode, be sure to take a screenshot and share it on social media and tag me. I cannot wait to see what you do with today's episode and more importantly, to see you exercise your influence with your audience and do incredible things. I'll see you on the next episode, friend.


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