I have been disrupting business for many many years I’ve been a coach for 21
many years I’ve been a coach for 21
many years I’ve been a coach for 21 years prior to that I had a business in
years prior to that I had a business in
years prior to that I had a business in the West End a retail business so I
the West End a retail business so I
the West End a retail business so I understand the business of being in
understand the business of being in
understand the business of being in business the more you give the more you
business the more you give the more you
business the more you give the more you get fact true I don’t reach our business
get fact true I don’t reach our business
get fact true I don’t reach our business bucher in 1993 I was joining it
bucher in 1993 I was joining it
bucher in 1993 I was joining it generating a million pounds a year very
generating a million pounds a year very
generating a million pounds a year very small space in the West End was I happy
small space in the West End was I happy
small space in the West End was I happy no so I want you to think about what it
no so I want you to think about what it
no so I want you to think about what it says there first of all to share
says there first of all to share
says there first of all to share something with you from the Carnegie
something with you from the Carnegie
something with you from the Carnegie Institute of Technology eighty-five
Institute of Technology eighty-five
Institute of Technology eighty-five percent of your financial success is
percent of your financial success is
percent of your financial success is deuce your personality and ability to
deuce your personality and ability to
deuce your personality and ability to communicate negotiate and lead
communicate negotiate and lead
communicate negotiate and lead shockingly only fifteen percent is use
shockingly only fifteen percent is use
shockingly only fifteen percent is use your technical knowledge fact so I’m
your technical knowledge fact so I’m
your technical knowledge fact so I’m going to I’m going to talk about the
going to I’m going to talk about the
going to I’m going to talk about the eighty-five percent or a percentage of
eighty-five percent or a percentage of
eighty-five percent or a percentage of eighty-five percent well on that note I
eighty-five percent well on that note I
eighty-five percent well on that note I want to do an exercise I won’t do next
want to do an exercise I won’t do next
want to do an exercise I won’t do next size with me that was created by a dr.
size with me that was created by a dr.
size with me that was created by a dr. Martin Seligman professor of positive
Martin Seligman professor of positive
Martin Seligman professor of positive psychology at the University of
psychology at the University of
psychology at the University of Pennsylvania shows your eyes please
Pennsylvania shows your eyes please
Pennsylvania shows your eyes please everyone thank you let your eyes rest on
everyone thank you let your eyes rest on
everyone thank you let your eyes rest on each on the lid bristol and our part let
each on the lid bristol and our part let
each on the lid bristol and our part let your shoulders relax and when you’re
your shoulders relax and when you’re
your shoulders relax and when you’re ready think of five things in your life
ready think of five things in your life
ready think of five things in your life that you’re grateful for any five things
that you’re grateful for any five things
that you’re grateful for any five things you like they could be a cheese sandwich
you like they could be a cheese sandwich
you like they could be a cheese sandwich I’m grateful the weather is nice today
I’m grateful the weather is nice today
I’m grateful the weather is nice today I’m grateful I have a loving wife and
I’m grateful I have a loving wife and
I’m grateful I have a loving wife and don’t remember forget these five things
don’t remember forget these five things
don’t remember forget these five things one of them could be anything at all
one of them could be anything at all
one of them could be anything at all could be a cup of coffee it doesn’t
could be a cup of coffee it doesn’t
could be a cup of coffee it doesn’t matter just it it’s just the actual act
matter just it it’s just the actual act
matter just it it’s just the actual act of being grateful would change your
of being grateful would change your
of being grateful would change your perspective on life idealist exercise
perspective on life idealist exercise
perspective on life idealist exercise every night before I go to sleep and
every night before I go to sleep and
every night before I go to sleep and Thursdays you have trouble going to
Thursdays you have trouble going to
Thursdays you have trouble going to sleep it’s a great way to get your self
sleep it’s a great way to get your self
sleep it’s a great way to get your self to see and do it every morning if I
to see and do it every morning if I
to see and do it every morning if I start my day I’ve been doing about five
start my day I’ve been doing about five
start my day I’ve been doing about five years I can’t say I’ve become richer
years I can’t say I’ve become richer
years I can’t say I’ve become richer externally but internally I’m much
externally but internally I’m much
externally but internally I’m much richer and when you’re ready open your
richer and when you’re ready open your
richer and when you’re ready open your eyes only when you’re ready
eyes only when you’re ready
eyes only when you’re ready so in anybody familiar with NLP
so in anybody familiar with NLP
so in anybody familiar with NLP neuro-linguistic programming I have
neuro-linguistic programming I have
neuro-linguistic programming I have mixed feelings about it but one thing I
mixed feelings about it but one thing I
mixed feelings about it but one thing I do like Richard Bandler said one of the
do like Richard Bandler said one of the
do like Richard Bandler said one of the seven seven hours I went to he said you
seven seven hours I went to he said you
seven seven hours I went to he said you get more of what you focus on so if you
get more of what you focus on so if you
get more of what you focus on so if you focus on failing you feed your mind to
focus on failing you feed your mind to
focus on failing you feed your mind to fail so focus on things you want more of
fail so focus on things you want more of
fail so focus on things you want more of not one less oh okay we have two brands
not one less oh okay we have two brands
not one less oh okay we have two brands we haven’t in a brand and an outer brand
we haven’t in a brand and an outer brand
we haven’t in a brand and an outer brand outer brand is our tire a body language
outer brand is our tire a body language
outer brand is our tire a body language the way we make eye contact where we
the way we make eye contact where we
the way we make eye contact where we communicate where we stand speak and how
communicate where we stand speak and how
communicate where we stand speak and how we appear within the first 10 seconds of
we appear within the first 10 seconds of
we appear within the first 10 seconds of meet somebody for the first time do you
meet somebody for the first time do you
meet somebody for the first time do you know you have 10 seconds to make a first
know you have 10 seconds to make a first
know you have 10 seconds to make a first impression fact 10 seconds you’re in a
impression fact 10 seconds you’re in a
impression fact 10 seconds you’re in a brand it’s made up of all these things
brand it’s made up of all these things
brand it’s made up of all these things and your outer brand is made up with
and your outer brand is made up with
and your outer brand is made up with your appearance for exam which vs
your appearance for exam which vs
your appearance for exam which vs communicate and more importantly is to
communicate and more importantly is to
communicate and more importantly is to show empathy oh great again active
show empathy oh great again active
show empathy oh great again active listening means you ask good questions
listening means you ask good questions
listening means you ask good questions you nod your head use your body language
you nod your head use your body language
you nod your head use your body language you say things you don’t stay still
you say things you don’t stay still
you say things you don’t stay still several winners am I engaging am i
several winners am I engaging am i
several winners am I engaging am i building rapport am I distancing myself
building rapport am I distancing myself
building rapport am I distancing myself am I distancing them and what I want to
am I distancing them and what I want to
am I distancing them and what I want to ask you is to consider how you can
ask you is to consider how you can
ask you is to consider how you can improve your grooming and undress you
improve your grooming and undress you
improve your grooming and undress you change the atmosphere you change your
change the atmosphere you change your
change the atmosphere you change your feelings you change your personality and
feelings you change your personality and
feelings you change your personality and you do something else which is very
you do something else which is very
you do something else which is very important you increase your self-esteem
important you increase your self-esteem
important you increase your self-esteem your effort is something it is very
your effort is something it is very
your effort is something it is very important we make the effort people see
important we make the effort people see
important we make the effort people see it they feel it and you experience a
it they feel it and you experience a
it they feel it and you experience a better atmosphere so when you have
better atmosphere so when you have
better atmosphere so when you have meeting the first thing to do is just
meeting the first thing to do is just
meeting the first thing to do is just smile and what happens you create the
smile and what happens you create the
smile and what happens you create the mirroring effect if you smile so
mirroring effect if you smile so
mirroring effect if you smile so scientifically proven to increase our
scientifically proven to increase our
scientifically proven to increase our level of confidence and self-esteem did
level of confidence and self-esteem did
level of confidence and self-esteem did you really
you really
you really handshake can affect the trajectory and
handshake can affect the trajectory and
handshake can affect the trajectory and outcome of a meeting fact scientifically
outcome of a meeting fact scientifically
outcome of a meeting fact scientifically proven there’s nothing worse than a wet
proven there’s nothing worse than a wet
proven there’s nothing worse than a wet fish and or a handshake which is so
fish and or a handshake which is so
fish and or a handshake which is so stiff it’s overpowering because that
stiff it’s overpowering because that
stiff it’s overpowering because that demonstrates and insecurity fear and a
demonstrates and insecurity fear and a
demonstrates and insecurity fear and a lead to eager typically impress you so
lead to eager typically impress you so
lead to eager typically impress you so it seemed out this way the first time
it seemed out this way the first time
it seemed out this way the first time you meet somebody at first 10 seconds a
you meet somebody at first 10 seconds a
you meet somebody at first 10 seconds a smile shake hands properly and have
smile shake hands properly and have
smile shake hands properly and have upbeat body language and show them
upbeat body language and show them
upbeat body language and show them you’re there because you want to be
you’re there because you want to be
you’re there because you want to be there and more importantly you as you
there and more importantly you as you
there and more importantly you as you deserve to be there 10 seconds that’s
deserve to be there 10 seconds that’s
deserve to be there 10 seconds that’s all you’ve got back to one of my
all you’ve got back to one of my
all you’ve got back to one of my favorite subjects most successful people
favorite subjects most successful people
favorite subjects most successful people choose before they go to bed what
choose before they go to bed what
choose before they go to bed what they’re gonna wear next day relieves the
they’re gonna wear next day relieves the
they’re gonna wear next day relieves the thought of her what am I going to wear
thought of her what am I going to wear
thought of her what am I going to wear and say if you’re going through that
and say if you’re going through that
and say if you’re going through that sort of scuttle of no yes no it takes
sort of scuttle of no yes no it takes
sort of scuttle of no yes no it takes away the nervousness and helps you to
away the nervousness and helps you to
away the nervousness and helps you to build a self-esteem that you would not
build a self-esteem that you would not
build a self-esteem that you would not have so just before you go to sleep or
have so just before you go to sleep or
have so just before you go to sleep or during the evening choose the things
during the evening choose the things
during the evening choose the things you’re going to wear the next day it’s
you’re going to wear the next day it’s
you’re going to wear the next day it’s like having a sigh of relief that’s done
like having a sigh of relief that’s done
like having a sigh of relief that’s done Nightingale me being me so I’m gonna go
Nightingale me being me so I’m gonna go
Nightingale me being me so I’m gonna go through with you my messy papers I
through with you my messy papers I
through with you my messy papers I should rehearse this I mean I should I I
should rehearse this I mean I should I I
should rehearse this I mean I should I I did actor yes in my wife and she said no
did actor yes in my wife and she said no
did actor yes in my wife and she said no Malcolm just do it she did how many of
Malcolm just do it she did how many of
Malcolm just do it she did how many of you use your intuition hands up great
you use your intuition hands up great
you use your intuition hands up great point doing exercise which relates to
point doing exercise which relates to
point doing exercise which relates to your intuition just do this
this will determine which side the brain
this will determine which side the brain you’d like to use best we have a right
you’d like to use best we have a right
you’d like to use best we have a right brain and left rein if your left thumb
brain and left rein if your left thumb
brain and left rein if your left thumb resides over your right thumb and you’re
resides over your right thumb and you’re
resides over your right thumb and you’re comfortable there it means you are more
comfortable there it means you are more
comfortable there it means you are more right brain brained what happened to me
right brain brained what happened to me
right brain brained what happened to me there that would suggest that your
there that would suggest that your
there that would suggest that your intuition is something you should
intuition is something you should
intuition is something you should absolute 8 notions of if something
absolute 8 notions of if something
absolute 8 notions of if something doesn’t feel right it’s probably wrong
doesn’t feel right it’s probably wrong
doesn’t feel right it’s probably wrong and if it feels right it’s probably
and if it feels right it’s probably
and if it feels right it’s probably right when I don’t follow my intuition I
right when I don’t follow my intuition I
right when I don’t follow my intuition I use you end up in sorry I make
use you end up in sorry I make
use you end up in sorry I make mistakes when I’m coaching some it’s one
mistakes when I’m coaching some it’s one
mistakes when I’m coaching some it’s one of the first things i do because i want
of the first things i do because i want
of the first things i do because i want to know what side of the brain can I
to know what side of the brain can I
to know what side of the brain can I just speak to will it really resonate
just speak to will it really resonate
just speak to will it really resonate with them adhere to will they get you
with them adhere to will they get you
with them adhere to will they get you that make sense sony it’s a great start
that make sense sony it’s a great start
that make sense sony it’s a great start and it also it also brings a laugh i was
and it also it also brings a laugh i was
and it also it also brings a laugh i was working with the head of HR and by the
working with the head of HR and by the
working with the head of HR and by the way they zoom it’s not hey char it’s HR
way they zoom it’s not hey char it’s HR
way they zoom it’s not hey char it’s HR h doesn’t exist and the reason I’m
h doesn’t exist and the reason I’m
h doesn’t exist and the reason I’m saying that is because it’s nap I
thinking something who’s in HR you know
thinking something who’s in HR you know she was coming to the it’s about this is
she was coming to the it’s about this is
she was coming to the it’s about this is about passion and branding she came into
about passion and branding she came into
about passion and branding she came into the reception looking flustered a bit
the reception looking flustered a bit
the reception looking flustered a bit red-faced and a bit disheveled unusual
red-faced and a bit disheveled unusual
red-faced and a bit disheveled unusual because she’s usually very smart ready
because she’s usually very smart ready
because she’s usually very smart ready together I’m very nice and I said and
together I’m very nice and I said and
together I’m very nice and I said and how are you I’m really pissed off second
how are you I’m really pissed off second
how are you I’m really pissed off second swear word today I said why she said
swear word today I said why she said
swear word today I said why she said because one of my team didn’t complete a
because one of my team didn’t complete a
because one of my team didn’t complete a prospectus or something and I gave her
prospectus or something and I gave her
prospectus or something and I gave her what for I said what did you do a shout
what for I said what did you do a shout
what for I said what did you do a shout and screamed at her and I told her she
and screamed at her and I told her she
and screamed at her and I told her she couldn’t have that time off I promised
couldn’t have that time off I promised
couldn’t have that time off I promised her
her
her not like her at all LaVon she was
not like her at all LaVon she was
not like her at all LaVon she was actually being emotional and don’t allow
actually being emotional and don’t allow
actually being emotional and don’t allow your emotions to get in the way rameau
your emotions to get in the way rameau
your emotions to get in the way rameau shins will steer you in the wrong
shins will steer you in the wrong
shins will steer you in the wrong direction take time to reflect thinking
direction take time to reflect thinking
direction take time to reflect thinking about what you’re going to say I think I
about what you’re going to say I think I
about what you’re going to say I think I how you’re going to say it and think
how you’re going to say it and think
how you’re going to say it and think about how you want the message you want
about how you want the message you want
about how you want the message you want to convey what she want to convey was my
to convey what she want to convey was my
to convey what she want to convey was my mistake shouldn’t I let’s talk about
mistake shouldn’t I let’s talk about
mistake shouldn’t I let’s talk about later instead she went off in a tantrum
later instead she went off in a tantrum
later instead she went off in a tantrum not good how many of you go from Trent
not good how many of you go from Trent
not good how many of you go from Trent Tantrums don’t yeah well my to one way
Tantrums don’t yeah well my to one way
Tantrums don’t yeah well my to one way to to just stop a champion what’s your
to to just stop a champion what’s your
to to just stop a champion what’s your name sorry that’s short for something I
name sorry that’s short for something I
name sorry that’s short for something I was Greek Vasily I like the new facility
was Greek Vasily I like the new facility
was Greek Vasily I like the new facility better than that one thing you can do is
better than that one thing you can do is
better than that one thing you can do is to breathe deeply three times into your
to breathe deeply three times into your
to breathe deeply three times into your abdomen and what you’ll find is your
abdomen and what you’ll find is your
abdomen and what you’ll find is your state will change in terms of your mind
state will change in terms of your mind
state will change in terms of your mind your state will change into something
your state will change into something
your state will change into something less angry this hurt and your conveyor
less angry this hurt and your conveyor
less angry this hurt and your conveyor message that’s more appropriate than not
message that’s more appropriate than not
message that’s more appropriate than not the great thing about life is you can
the great thing about life is you can
the great thing about life is you can have anything you want within reason but
have anything you want within reason but
have anything you want within reason but you have to work at it they take
you have to work at it they take
you have to work at it they take discipline patience my actually three
discipline patience my actually three
discipline patience my actually three P’s patience perseverance and
P’s patience perseverance and
P’s patience perseverance and persistence never ever give up doesn’t
persistence never ever give up doesn’t
persistence never ever give up doesn’t matter how many times you full mattress
matter how many times you full mattress
matter how many times you full mattress how many times you get up i can change
how many times you get up i can change
how many times you get up i can change iPhone a number of times but I always
iPhone a number of times but I always
iPhone a number of times but I always get up my wife is an author in fact her
get up my wife is an author in fact her
get up my wife is an author in fact her memoir was published earlier this year
memoir was published earlier this year
memoir was published earlier this year so vast year and a novel has just been
so vast year and a novel has just been
so vast year and a novel has just been bought by a publisher and to have your
bought by a publisher and to have your
bought by a publisher and to have your work published by a real you know proper
work published by a real you know proper
work published by a real you know proper publisher and get a good retainer you
publisher and get a good retainer you
publisher and get a good retainer you need an Asian the only book that I think
need an Asian the only book that I think
need an Asian the only book that I think I can remember that I didn’t have an
I can remember that I didn’t have an
I can remember that I didn’t have an agent
agent
agent 50 grades 50 shades of grey I know
50 grades 50 shades of grey I know
50 grades 50 shades of grey I know amazing it was it was an e-book join
amazing it was it was an e-book join
amazing it was it was an e-book join fire some water he said no thank you
fire some water he said no thank you
fire some water he said no thank you you’re nice so Kate contact is my wife a
you’re nice so Kate contact is my wife a
you’re nice so Kate contact is my wife a hundred agents I’m exaggerating and had
hundred agents I’m exaggerating and had
hundred agents I’m exaggerating and had a hundred nose look for us not good
a hundred nose look for us not good
a hundred nose look for us not good enough not right and she tried three
enough not right and she tried three
enough not right and she tried three more agents and third one is the end
more agents and third one is the end
more agents and third one is the end agent of her dreams he gets the right
agent of her dreams he gets the right
agent of her dreams he gets the right price he hits the right Pete p alpha and
price he hits the right Pete p alpha and
price he hits the right Pete p alpha and he gets the right publisher put making
he gets the right publisher put making
he gets the right publisher put making is it’s not about giving up it’s about
is it’s not about giving up it’s about
is it’s not about giving up it’s about how many times you have to do it to get
how many times you have to do it to get
how many times you have to do it to get what you want and the thing is like a
what you want and the thing is like a
what you want and the thing is like a German mass is less what you want what
German mass is less what you want what
German mass is less what you want what really matters how much you want it
really matters how much you want it
really matters how much you want it capital H capital in how much you want
capital H capital in how much you want
capital H capital in how much you want it would Jim whether you get it or not
can someone tell me why they would like
can someone tell me why they would like to be more active distance so right
to be more active distance so right
to be more active distance so right empathy is key it’s about not being
empathy is key it’s about not being
empathy is key it’s about not being other person it’s understanding where
other person it’s understanding where
other person it’s understanding where they’re coming from how they feel how
they’re coming from how they feel how
they’re coming from how they feel how they might want you to react how they
they might want you to react how they
they might want you to react how they might want you to respond I mean as a
might want you to respond I mean as a
might want you to respond I mean as a coach it’s fundamental that I have a
coach it’s fundamental that I have a
coach it’s fundamental that I have a connection with each client and the each
connection with each client and the each
connection with each client and the each of them has a different form empathy
of them has a different form empathy
of them has a different form empathy with empathy become more human this is
with empathy become more human this is
with empathy become more human this is probably the most important slide of all
probably the most important slide of all
probably the most important slide of all and I want you to retake notice of
and I want you to retake notice of
and I want you to retake notice of things that you can do to make
things that you can do to make
things that you can do to make improvements in those areas do you
improvements in those areas do you
improvements in those areas do you communicate effectively who would like
communicate effectively who would like
communicate effectively who would like to improve their communication skills
how many of you consider yourself to be
how many of you consider yourself to be big question you don’t have to answer
big question you don’t have to answer
big question you don’t have to answer but I’d like you to how many of you
but I’d like you to how many of you
but I’d like you to how many of you consider yourself to be in jurors or bit
consider yourself to be in jurors or bit
consider yourself to be in jurors or bit of both a wonderful book for you to read
of both a wonderful book for you to read
of both a wonderful book for you to read it’s called quiet by Susan Cain
it’s called quiet by Susan Cain
it’s called quiet by Susan Cain fantastic book about how powerful
fantastic book about how powerful
fantastic book about how powerful introverts are and how else you first
introverts are and how else you first
introverts are and how else you first need to learn how to treat in jurors I
need to learn how to treat in jurors I
need to learn how to treat in jurors I don’t recommend many books but I’m going
don’t recommend many books but I’m going
don’t recommend many books but I’m going to recommend that people skills nod its
to recommend that people skills nod its
to recommend that people skills nod its best body language don’t sit there like
best body language don’t sit there like
best body language don’t sit there like this because you know there’s a there’s
this because you know there’s a there’s
this because you know there’s a there’s a lady on Ted as in Ted calm called I
a lady on Ted as in Ted calm called I
a lady on Ted as in Ted calm called I think Amy Cuddy si UD dy which explains
think Amy Cuddy si UD dy which explains
think Amy Cuddy si UD dy which explains how your body language fix your brain
how your body language fix your brain
how your body language fix your brain this closes our brain down this says I
this closes our brain down this says I
this closes our brain down this says I don’t want to be here I don’t want to
don’t want to be here I don’t want to
don’t want to be here I don’t want to see you I’d rather not be in this room
see you I’d rather not be in this room
see you I’d rather not be in this room and the double whammy is if you cross
and the double whammy is if you cross
and the double whammy is if you cross your legs as well you’re doubling
your legs as well you’re doubling
your legs as well you’re doubling everything
everything
everything Amy caddy a my si UD dy as which abanda
Amy caddy a my si UD dy as which abanda
Amy caddy a my si UD dy as which abanda from NLP he said you get more of what
from NLP he said you get more of what
from NLP he said you get more of what you focus on I’m focused on again the
you focus on I’m focused on again the
you focus on I’m focused on again the early train home because that trial is
early train home because that trial is
early train home because that trial is my mind to be more conscious and allows
my mind to be more conscious and allows
my mind to be more conscious and allows me to make decisions that are better for
me to make decisions that are better for
me to make decisions that are better for me so think about what you’re fat you
me so think about what you’re fat you
me so think about what you’re fat you get more what your focus on if you focus
get more what your focus on if you focus
get more what your focus on if you focus on the activity you kind of invite it in
on the activity you kind of invite it in
on the activity you kind of invite it in make sense
run to his key elements or positive
run to his key elements or positive quality words kind loyal friendly strong
quality words kind loyal friendly strong
quality words kind loyal friendly strong practical genuine responsible
practical genuine responsible
practical genuine responsible hard-working two words funny resilient
hard-working two words funny resilient
hard-working two words funny resilient server gentle assertive on this creative
server gentle assertive on this creative
server gentle assertive on this creative caring mature considerate reliable and
caring mature considerate reliable and
caring mature considerate reliable and reliable with more important than
reliable with more important than
reliable with more important than consistence Gandhi was asked Mahatma
consistence Gandhi was asked Mahatma
consistence Gandhi was asked Mahatma Gandhi was asked what he thought was
Gandhi was asked what he thought was
Gandhi was asked what he thought was more important reliability or
more important reliability or
more important reliability or consistency what does he say reliability
consistency what does he say reliability
consistency what does he say reliability I’m fat patent I’m finished so be
I’m fat patent I’m finished so be
I’m fat patent I’m finished so be reliable
reliable
reliable [Applause]
”
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