Motivational Speaker 101

I came to the motivational speaking profession from the entertainment world. Technically, storytelling. The issue that I struggled with the most, early on, was the message that I wanted to share with my audiences. I suspect that this is a problem for many speakers who make the transition to the speaking business from the entertainment world.

If you're a "high content" speaker with advanced degrees in psychology or long years of experience in high level leadership, then this article probably isn't for you. However, if you are entering the speaking business and you are having a difficult time nailing down your message, perhaps you can benefit from my experience.

One of my early mentors gave me the following advice when I transitioned from storytelling to professional speaking: "come up with three points, give 'em a great show, and they'll be happy." That's the old school approach, which unfortunately, won't keep you booked any longer. I know, I know, you're champing at the bit for my advice. So here goes.

To start with, I don't have a magic bullet for you. I struggled to find "my message". And let me warn you up front - you can't force it. I discovered my motivational message by analyzing countless other speakers, and identifying the common traits I found in the the ones with which I connected. It took a long time, and a lot of thought. Finally, I was at the NSA National Convention and it hit me. The pieces fell into place and I had my six secrets for connecting with people: humility, stories, humor, humanity, passion, and authenticity. In your case, you may find your message from your years of experience in working with, or leading difficult/resistant/disaffected people. Maybe your message comes from intense study of a topic that has always tugged at you. The one thing you don't want to do is read a book, and start giving your book report speech. That approach will ensure that your speaking career dies a quick, ugly death.

So there you go. It's as clear as mud. It takes hard work, observation, and introspection. But you have to do it. Until you do, you'll struggle to explain what you do to your potential clients.

On Motivation...

Many of us call ourselves motivational speakers without ever really giving serious thought to how we motivate others. We simply relay information, and that has no impact. We must give our audience the courage and desire to act on what we have told them. The information alone has no emotion, no feeling. It is flat.

So how do we take them from hearing this information, to really getting excited about it and adopting it? How do we go from simply being a teacher to a teacher with impact?

Think back to the teachers that stood out in your life. What did they have or do that the others didn't?

The art of motivating an audience is something I spend a great deal of time studying. I haven't figured out the answers, but I have figured out some of the questions. Here is what I have learned so far.

Who Should Use Motivation In Their Speeches?

Everybody. Not just the motivational speaker, but any speaker who wants to create an experience for the audience - which, by the way, is why you were hired to come speak. If they only wanted information, they could have just looked it up on the Internet, or bought the book, and saved a lot of money. They want more. They want the experience and the emotion. They want to know they can do it too. They want to be challenged, and energized. They want passion. The speaker who motivates the audience will always win out over the one who doesn't. I would venture to say that every speaker is a motivational speaker- or should be.

What about you? Do you think that every speaker should seek to motivate the listener? Why? Give some thought to it. It's the difference in a forgettable teacher and an unforgettable teacher.

What Is Motivation?

Look it up. (Sorry, channeled my father there for a minute). I'm sure Webster has a great definition but I have my own. I've already described it to you. I think motivation is the art of relaying your truth/information in a way that reaches your listener deeper than just their intellect. It's the art of relating to the audience and encouraging them to adopt these truths.

It's the art of showing the message versus telling the message. The ability to get them to really believe what you are selling. To touch their emotions. To deliver information in a way that they can relate to you - that makes an emotional connection. That motivates them to change, empowers them to grow, inspires them to achieve. It's very hard to describe, but you know it when you see it.

How Do You Know If You Motivate An Audience?

- they stay awake during your presentation
- you have their attention and keep it
- they keep asking you back
- you hear comments like * I will never forget that presentation * you said exactly what I needed to hear * my life was changed because of what you said * I've been following your tips and they are making a difference.
- client and audience testimonials refer to you as motivational

So what about you? How would you define a motivational message? What is the difference in the speaker who motivated you and the one who didn't?

When Is Motivation Necessary?

All the time. Okay, now I'm starting to sound like a broken record. But the point is that any type of speaker can and should motivate whenever possible, without crossing the line into ridiculous. I can't tell you where the line is between realistic and ridiculous. I think it has more to do with authenticity. When it's real, we believe it. When it's faked, we don't.

What about you? When do you think your audience needs to be motivated?

Where In The Program Should Motivation Come In? At Which Moment?

If I could only choose one place, I'd choose the end. It's the natural place (in a speech or an article) for a call to action - for some encouragement - for some "I know what you're thinking". But I don't just use it at the end. I weave it in several times in my keynotes.

Where do you think motivation should occur?

Why Motivate?

I think we've already covered this, but think about it some more. That's how important I think it is to your success as a speaker. Why do we motivate? What is its purpose?

How Do We Motivate?

Good question. And the answer will vary depending on your style and preference and information and audience. Here is what I've learned so far:

- Know your audience as best as you can. The more you know what life is like from where they sit, the more you can speak to the objections you think they will have to your message. When you know your audience (the challenges they face in their industry) you can show them that you "get it" even though you aren't in their shoes. Use social media to find out what your audience cares about and what they value.
- Think about what they need to hear. Ask your client.
- Then TELL THEM. No, SHOW THEM. Here's a hint, most people need to hear that they matter to their industry, the community, and the bottom line. People need to feel appreciated and respected. People want to be heard - to have someone acknowledge the challenges they face.
- Stories your best tool. Use personal stories where you were in similar situations as your audience. Tell stories about the times that you failed, when you were less than perfect. This is where people start tom relate to you.
- Use words of encouragement, statements like, "I know it sounds hard, but it really isn't, if you just follow my three simple steps..."
- Thank them for the contribution they make as it affects you. I write tributes for and to my audience.
- Body language and be encouraging too.
- It's all in your motives. If you are constantly aware of the audience and the objections they are bringing up in their minds - or the obstacles that you know are blocking their path - then your language should reflect that motive to help them get there. If you truly want to give your audience courage, then it will naturally flow out of your words and gestures.

Here's something that helps me. I keep a list of everything I want my audience to feel - excited, encouraged, validated, understood, etc. - and then I test my speech against these words. I check my evaluations and comments for signs that they responded in the way I had hoped. When someone says they liked my speech, I ask them what they liked about it. How it made them feel.

On Humor...

Who Should Use Humor?

EVERYBODY. Yes, you heard me right. Everybody should find ways to make their audience laugh. Does that mean you have to be a stand-up comedian? No. Please don't try if you can't pull it off. Just find ways to make your audience laugh. If it is too intimidating to be funny, then just try to be fun.

What Is Humor?

It is anything that brings a laugh from your listener. There are many styles and ways to make people laugh, and what make one person laugh will not work on another. If I had to define humor in one sentence, I would say it is the element of surprise. Leading your listener to think you are going to say one thing and then surprising them by saying something else. There are tons of books on humor. I don't recommend reading them unless you are interested in the art of writing humor. If you are, let me know and I will recommend some great learning material.

When Should You Use Humor?

Any doggone chance you get, unless you're talking about a very sensitive issue and then you need to tread carefully. But even if your subject is dry or extremely sensitive, I still say you can weave humor into your program. You just have to be more strategic about it. My point is that humor isn't just for humorists.

Where Should You Place Humor In Your Program?

Like I said, anywhere you can. But it's great to open with humor and close with humor because those moments stay with your audience. However, I tend to open and close with serious - and I'm a comedian. So I'm already disobeying my own advice.

Humor is great to use in places where you want to show your audience what happens when your advice is not followed. Humor is a great way to allow them to connect with you, by showing your vulnerable side. People don't connect to your perfection; they connect to your imperfection.

Why Humor?

People LOVE to laugh. It is healing. It is fun. It is entertaining. It brings the energy up. It moves the program along at a great pace.

When people laugh, they release stress. They have a positive experience, and connect you to that feeling.

When you get an audience laughing, you are priming the pump for a serious message. There is no more powerful time in my program to deliver a serious message than in that moment following a big laugh.

When audiences laugh, they relate to you and the experiences you share. When they relate, they believe you and what you are telling them. They feel a bond with you because you understand them.

Audiences are tired of boring crappy speakers. They will always pick the funny one if given a choice. Funny is a draw for events. People will come out to see funny. I get booked for many events where they tell me they don't have a choice - they must have a funny speaker - it's what the audience wants.

How Do You Use Humor?

Got all day? Because I could talk all day and still not cover everything I have learned about making people laugh. If I had to sum it up in one piece of advice, I would say to find what works for you. All of us at some point or another have been able to make people laugh, whether we did it on purpose or not. Find out what you do that makes people laugh and keep doing it.

Watch for those places in your program that get a life. Now do them again the next time.

If you can't deliver a funny line, use a funny picture, or a funny expression. Use quirks about your personality. Be silly. Come out of your comfort zone.