70 Carmine Gallo: Public Speaking Secrets That Moves Audiences

You're in the middle and 50,000 people are waiting for you to speak. What's coming up for you? Are you shaky, nervous and unsure of yourself? Are you prepared, alive and ready to leave the audience spell bound? To learn more and get a resource list of everything mentioned in this show, go to www.lewishowes.com/70 Get more from Lewis! Get my New York Times Bestselling book, Make Money Easy! Get The Greatness Mindset audiobook on SpotifyText Lewis AIYouTubeInstagramWebsiteTiktokFacebookX

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:01Lewis Howes?

  This is episode number 70 with Carmine Gallo.

• 0:07Lewis Howes?

  Welcome to the School of Greatness. My name is Lewis Howes, a former pro athlete turned lifestyle entrepreneur. And each week, we bring you an inspiring person or message to help you discover how to unlock your inner greatness. Thanks for spending some time with me today. Now let the class begin.

• 0:33Lewis Howes?

  Hey, greats. Thanks so much for hanging out with me today. And I want to ask you a quick question. I want you to imagine for a second what it would be like standing in the middle of a stage in front of a 50,000 person stadium with all the lights and attention of everyone's eyes in this stadium focused right into the middle of the stage where there's one mic and you standing in front of that mic.

• 1:02Lewis Howes?

  Would you be sweaty, clammy, be trembling, knees shaking, stuttering, stumbling over your own words? Or would you be on fire? Would you be passionate? Would you be excited? Would you be confident? Would you know exactly what to say and how to present it in a way that effectively moved each member of that 50,000 person stadium to take action on whatever it is you were talking about? How would you feel? What would come up for you? What's coming up for you right now? Do you think you'd be ready and prepared right now to present in a confident manner to get across the message of your life to someone else?

• 1:47Lewis Howes?

  Well, I have a treat for you today. And I've got Carmine Gallo on, who is an author and an expert in public speaking. And he's got a book out called Talk Like TED. And for me, I'm a huge fan of TED Talks. I don't know if anyone else here listens to TED Talks, but I'm assuming a lot of people do, but they're always so inspiring. You know, some are more inspiring than others, but for me, you know, the top TED Talks are extremely inspiring.

• 2:14Lewis Howes?

  And there's a lot I get to take away from some of these individuals and there's a lot I get to take away from some of these, these videos I watch, but what's cool about this episode with Carmine is he breaks down exactly what works and what doesn't work and how you can apply this to your own speech, whether it's to a business meeting, whether you're pitching to get a new job, whether you're selling a product to a potential customer, or you're selling in front of a huge audience, or you're giving a TED Talk. He breaks it all down in this episode and I'm extremely excited to bring him on. Before I do bring him on, I want to just give you guys a quick heads up. I'm going to be gone actually over the next couple of weeks. I'm going to be in Brazil and Uruguay, competing with my USA national team for Team

• 2:58Lewis Howes?

  Handball. We've got a big tournament coming up, the Pan American Championships, and if we get in the top three, then we go on to the World Championships next year. So, I've been training hard, getting ready. Hopefully you guys will root me on from afar and if anyone's down in Monte video in Uruguay, make sure to come out and check out the games or just say hi to me on Twitter or Facebook at Lewis Howes and let me know you'll be down there so we can connect. So with that guys, I want you to get ready, sit back, ready to receive the information you're about to get here with Carmine in this presentation on Talk Like Ted.

• 3:45Lewis Howes?

  Hey everyone and welcome back to the School of Greatness and thank you so much for tuning in today. I've got a special guest on today. His name is Carmine Gallo. How are you doing, Carmine?

• 3:54Speaker 01

  Oh, very good. Hey, thanks Lewis. Thanks for inviting me.

• 3:57Lewis Howes?

  Yeah, I'm excited because I've been hearing your name and you know, connected to you through mutual friends for a few years since I heard your, heard about your first book, The Presentation Secrets of Steve Jobs. And when you came out with this new book, Talk Like Ted, The Nine Public Speaking Secrets of the World's Top Minds, that automatically piqued my interest and I was like, okay, it's time to get him on the show and connect and. And talk and hang out and all those things. So I'm extremely grateful that you wrote this book. And you and the service that you've been giving to people on how to become better speakers to deliver their

• 4:36Lewis Howes?

  their message, their purpose, their passion, and deliver what their, what makes their hearts sing, most importantly, to the world. So thank you, number one, for writing this and thanks for coming on.

• 4:48Speaker 01

  Oh, you're welcome. This is what I'm passionate about. So it'll be a pleasure to share the information with your audience.

• 4:54Lewis Howes?

  Yeah, I'm pumped. So let's go ahead and I've got a ton of questions for you. I've, you know, I've got three pages of notes here from the book. And for me, I, you know, I realized at an early age that I was always inspired when I would watch public speakers. And I remember going to see Tony Robbins speak at a big event with a sold out arena when I was 16 in St. Louis, Missouri. And he had Donald Trump and Larry King live and all these other great athletes there and coaches. And it was this cool three day event that he did. And I just remember being so moved and inspired from what he was able to evoke emotionally inside of me to take action in my life on whatever the message he was talking about.

• 5:35Lewis Howes?

  And I said, you know what? One day I want to be able to speak like that. How powerful would that be to be able to evoke emotions and have people take action on what they love as well. And I was extremely terrified to speak in front of more than two people at a time. All growing up in high school, I remember having to give a senior presentation and was just trembling behind the podium. And after college, I said enough is enough. If I want to do this, I got to overcome my fear. Or at least take it on head on. And I joined a Toastmasters Club in Columbus, Ohio and was so committed to overcoming this that I went every week, I videotaped it every week, I practiced, had 10 different speeches in a year.

• 6:19Lewis Howes?

  And the transformation I had was incredible. And in your book, you go over a lot of the same things that I learned about on how to become a better speaker, but you dive in even deeper. So let's go over first.

• 6:34Lewis Howes?

  You have nine public speaking secrets, isn't that right?

• 6:38Speaker 01

  In the Talk Like Ted book, yes, I broke it up into nine, uh, very specific public speaking secrets that great communicators share.

• 6:48Lewis Howes?

  Yes.

• 6:48Speaker 01

  And that, and that includes great communicators like Steve Jobs, who never took a TED stage, or people who are on TED stages whose videos have become viral because, like you said, they evoke those emotions. Uh, but these are public speaking techniques and methods that work for any great communicator who wants to touch people, who wants to motivate teams to greatness, uh, who wants to inspire people with their ideas, regardless of whether or not you ever take a TED stage. I just use TED to study.

• 7:21Lewis Howes?

  Sure, sure. Now, why didn't, why didn't Steve Jobs ever give a TED presentation?

• 7:27Speaker 01

  You know, I, I think he was too busy running Apple.

• 7:32Lewis Howes?

  Yeah, he gave, he gave his own speech every time he came out with a quarterly update or whatever, right?

• 7:37Speaker 01

  I, I think, uh, Steve Jobs was the world's greatest corporate storyteller.

• 7:43Lewis Howes?

  Hmm.

• 7:43Speaker 01

  Steve Jobs is one of the great motivators in, in corporate America and in, in business, period. And when he spoke, it was very motivational.

• 7:53Lewis Howes?

  Mm hmm.

• 7:53Speaker 01

  It's very motivational, the way he talked about, uh, products and the way he fired up employees and, and got them thinking differently about what their products mean to people.

• 8:04Lewis Howes?

  Hmm.

• 8:05Speaker 01

  Uh, he gave some of the most inspiring business presentations I, I had ever seen.

• 8:10Lewis Howes?

  Sure.

• 8:10Speaker 01

  In nineteen ninety-seven, this is still on, on the internet, nineteen ninety-seven, remember Steve Jobs returns to Apple, it's very dramatic after being away for twelve years, Apple's close to bankruptcy. And at the end of his, uh, first major public presentation, he doesn't reveal any new products, but he does outline a strategy of, of sort of getting back to their, their roots and getting back to those people that, focusing on those customers that Apple, uh, tends to, should have, be focusing on. And he said that. Um, remember that we don't just make tools, you know, for people to get their jobs done. Uh, we make tools for people to change the world.

• 8:55Lewis Howes?

  Hmm.

• 8:56Speaker 01

  Um, and the way he looked at the the product that he made, the way he articulated the vision behind the product was so much different than saying, we're gonna build a better computer.

• 9:10Lewis Howes?

  Right.

• 9:11Speaker 01

  That's how he motivated people. And remember, remember that wonderful quote that actually turned into an ad campaign. Um, uh, in that craziness, you know, the people, oh, he said, the people who buy our products, you know, are are the crazy ones, the the rebels, the misfits. And in that craziness, we see genius. And those are the people who we are making tools for. He actually, that wasn't just an ad, Louis. That was actually in a public presentation that he gave to his employees. In other words, that's the way he communicated. That's the way he spoke. That turned into a very famous ad. Here's to the crazy ones, remember?

• 9:53Lewis Howes?

  Right, yeah.

• 9:54Speaker 01

  Uh, but that actually started from the way he spoke to employees. So it kind of gets back to what we were saying originally and the way you open this podcast, which is great communicators can move people.

• 10:06Lewis Howes?

  Hmm.

• 10:07Speaker 01

  It can create movements. They can build companies. All the great movements of the world have been started by some, you know, good speeches.

• 10:15Lewis Howes?

  Right.

• 10:16Speaker 01

  Uh, so whether it's in business, uh, whether it's in your everyday business, you can you can move your customers to action. You can persuade people to do great things on your team. If you learn and master the elements of business storytelling and and inspiring communication. So the tools are out there, the resources are out there. And I'm I'm a journalist, so I like to observe those resources and and help you. Kind of pick, pick and choose, you know, the best methods for you.

• 10:47Lewis Howes?

  Hmm. Yeah, I think it's really powerful. And one of your, kind of going along with this, uh, this message right now, in your first, one of the first TED notes, I like at the end of every chapter, you have these little TED notes, uh, which are really cool little bite sized of information of like tips on what you can do. And you're a coach and consultant as well. I know you work with brands, companies to help them effectively communicate better. And I believe somewhere in here, I can't remember exactly how this came about, but there's a question that a lot of people like to ask, and it's, what do you do? And then there's another question that other people ask, which is, what are you passionate about? And in here, you talk about how you started shifting this question that, you

• 11:30Lewis Howes?

  know, typical people ask other typical people. And you started asking a question, what makes your heart sing? And can you tell me the story about why you started to use this question? And the differences that you saw in people and their communication when you asked it?

• 11:45Speaker 01

  I'm glad you brought that up because it's very powerful. Yes, I'm a communication coach. Uh, that's my day job. I write books, I write for Forbes.com and Entrepreneur and many other platforms. Uh, and I love, so I love writing and sharing information. I do a lot of public speaking, but my day job is I work with executives to help them craft and deliver, uh, their stories, their brand stories more effectively. I used to ask people, and, and in all of my books, there's a consistent theme, uh, you have to be passionate about what you do. Now, you know that, that's very, very powerful. Of course, you have to be passionate about what you do. But when you ask somebody, what

• 12:27Speaker 01

  do you do? Or what are you passionate about? It evokes some interesting question, or is some interesting answers that we then use for, uh, communicating their message more effectively. And I always use the example of going back to Steve Jobs, for example. Steve Jobs was not passionate about computers. He was passionate, as we mentioned, about making tools to unleash your personal creativity. That's a very different, that's a very different communication message, a very different marketing message than we build computers. Um, I, I had a big revelation once I interviewed Tony Hsieh, the founder of Zappos, now the gold standard in customer service online.

• 13:09Speaker 01

  And I remember, I'll never forget, when you interview Tony Hsieh, he doesn't talk about shoes. And that's what, isn't that what they do? Shoes online. That's not the conversation. His conversation is, when you ask him, what are you passionate about, it's delivering happiness. I like to deliver happiness. How do I make my employees happy? How do we make our customers happy? That's a very different, again, a mindset, a very different marketing message than we sell shoes online.

• 13:43Speaker 01

  So it's very important to tap into, what are you passionate about? What is your deepest meaning to you? What does the company mean to you, your employees and your customers? So that's a very important question to ask yourself before any pitch, presentation, uh, or you're trying to persuade anybody to hire you or to take. You have to ask yourself, what am I passionate about? So that question works pretty well. It's much more interesting than what do you do?

• 14:11Lewis Howes?

  Right.

• 14:12Speaker 01

  However, um, at the end of his last pub, major public presentation, Steve Jobs takes to the stage and tells the audience, it's the intersection of technology and liberal arts that makes my heart sing.

• 14:28Lewis Howes?

  Hmm, it gave me chills.

• 14:29Speaker 01

  Yeah.

• 14:32Speaker 01

  Blew my mind.

• 14:35Speaker 01

  What a wonderful question to ask. What makes my heart sing? Wow, now, now, the answer to that, Lewis, is always different. What are you passionate about or what do you do? Let me give you a quick example from the agriculture community. Uh, you and I are both in California.

• 14:56Lewis Howes?

  Yep.

• 14:57Speaker 01

  Uh, California is actually the leading producer of strawberries in the world, in America. Ninety percent of strawberries come out of California. I work with a, simply because I live in California, I work with a lot of technology companies, also with a lot of agriculture companies. But I'll never forget this. This happened last year. It's just a small story. It's, um, but it's very typical, I think, of what your listeners might, might find. Uh, there was a gentleman interviewing for a job. And he, and he came to me. He, he was a research assistant, just a researcher, you know, who dealt with statistics. And he worked for a Calif, uh, a strawberry industry organization.

• 15:37Speaker 01

  He wanted to be the president of the entire, what's called the California Strawberry Commission. It's, it's the commission that oversees all the growers. Sure. Essentially the marketing arm of California strawberries. So, he came to me, we were chatting one day, and I said, okay, his name was Rick, I said, Rick, what do you do? And he goes, well, I, I, I do research on this commodity in this food group. Oh, okay, well, that's not, again, it's not very interesting, is it, Louis? No. And then so my question was, well, when you're interviewed for this particular role, which was, you know, a leading spokesperson role, uh, if you're interviewed for the role, think about what you're passionate about.

• 16:18Speaker 01

  And he said, well, I'm passionate about the strawberry industry in California, and I'm passionate about promoting strawberries. I, I thought, well, okay, that's nice. That doesn't really evoke that feeling in me, it doesn't touch me, it doesn't make me want to hire you as a leader for this industry. Then I asked him, what makes your heart sing? I just threw it out, I'm like, okay, this sounds like a really silly question. What makes your heart sing? And here's his response, he said, the American dream. I said, wait, wait a minute, wha- wha- what does that have to do with strawberries? He goes, oh, strawberries are an Amer- is a stepping stone to the American dream.

• 16:59Speaker 01

  My family were immigrants from Mexico, they came here from Mexico and started with one acre of strawberries in Southern California. And, and they leased the land back then, and it grew into many, many more acres. With strawberries, all the strawberry growers in California are Japanese or Mexican immigrants. Use the, the, the fruit and the commodity to live the American dream, you know, and to build a legacy for their families. And, so by this time, Louis, I have a completely different.

• 17:31Speaker 01

  Of a fruit.

• 17:32Lewis Howes?

  Right, right.

• 17:34Speaker 01

  The point is, he and then Rick walked in to that interview, knocked it out of the park and the people interviewing him said to themselves, this is the guy we want leading the industry. We want him to be the face of the industry. So you go from a research assistant to president of a major commodity group with an interview because you evoke that those feelings. But how did he evoke the feelings? You have to ask yourself, not what do you do, not what you're passionate about, but what makes your heart sing? And make sure that that that the answer is what you share. So if you really want to inspire people, you want to inspire people to hire you.

• 18:18Speaker 01

  You want to inspire people to work for you. You want to inspire people to buy your service or product. You need to ask yourself, what makes my heart sing? And that's what you share with people.

• 18:30Lewis Howes?

  I think it's a great question and a great question to ask ourselves and other people when we're, you know, coaching or whatever it may be. And ever since I read this and read that question, I was just like, I've been asking people that over the last few days. And I've just been like, man, the responses are so powerful and moving and touching and inspiring. So it's it's cool. I'm really grateful uh to have learned this one thing just from this book, because I think it's going to change a lot of people's actions once that question's asked. So I appreciate that. Yeah. Um, so you say storytelling is the ultimate tool of persuasion. So why is it so powerful? And you know, how is it so powerful?

• 19:10Speaker 01

  Oh, I'm I'm absolutely convinced of it. In fact, more and more. Uh, communication is the kind of thing that there's a lot of gray area in communication. Uh, I meet so many different types of people. I've I've seen Tony Robbins live. Not everybody is like that, Lewis. Uh, and there's many people of a completely different type of personality and yet they're just as persuasive. Yeah. So communication, there's always something to learn about communication. And so I've always known, as I'm a journalist, I was trained as a journalist. I went to Northwestern for mass for a master's degree, uh, and then I went to CNN. So I've worked as a journalist my whole, most of my career. And so I guess I've intuitively understood

• 19:54Speaker 01

  that the ability to tell a story sets people apart. How do we start all, all the articles that we write, read a newspaper article in the New York Times? They always start with the story of somebody and then broaden it out. And yet in business today, we rarely tell stories. Stories, personal stories especially, inform. They illuminate, they inspire people. But very few people know how to tell a story. And yet storytelling triggers movements. It's all about story. So let me give you a specific example. And I think this will be tangible to your listeners, and this is exactly what I mean by storytelling.

• 20:35Speaker 01

  Most of your listeners are probably familiar with Sheryl Sandberg, the COO of Facebook. Yep. And I'm sure they're very familiar with the movement that she essentially started, which is called Lean In. You know, convincing and encouraging young women in business jobs across America to lean in, right? And to, to reach the goals that they have in their careers, for example. I argue that we never would have heard of this movement. Okay, millions of women around America would not be leaning in if it had not been for a TED Talk that Sheryl Sandberg gave in, I think it was 2010.

• 21:18Speaker 01

  It was an eighteen minute or less, uh, conversation about why we have too few women leaders. I believe that was the actual title of the, of the talk, it was a conversation. So he, that led to, that video, which is still online, if you go to ted.com, you can watch it. That video of Sheryl Sandberg led, uh, went viral. It led to a bestselling book called Lean In, which led to the movement. Here's the thing about storytelling. Sheryl Sandberg recently acknowledged that she was prepared to deliver a presentation that was, in her words, chock full of data and no personal stories. That was her exact quote, Louis.

• 22:03Speaker 01

  It was chock full of data and no personal stories. A friend of hers pulled Sandberg aside before the presentation and said, you seem a little out of sorts. What's going on? And Sheryl Sandberg opened up to her and said, ah, you know, I just flew out here from California, but I had to leave my daughter who was screaming and tugging at me and saying, mommy, mommy, don't go, don't leave me. And the friend turned to Sandberg and said, why don't you tell everybody that story? Why don't you be more transparent, lower the bar, lower your guard, let people in, be authentic? And Sandberg, her first response was, you want me to tell personal, that personal story in front of everybody?

• 22:46Speaker 01

  See, because she, that, that wasn't her mindset. Her mindset was, but I'm a data person. I'm going to tell you about women in the glass ceiling and how many people are in executive positions and I've got all the data. I'm a data person. And finally she realized, you know, she's got a point. I mean, if I'm gonna touch people emotionally and I'm gonna share my passion, I wanna connect with people and evoke that, that response from people. I need to let them in and the only way I'm gonna let them in is by sharing my personal story. Guess what, Louis? That eighteen minute video goes viral. Of the storytelling. Stories trigger movements.

• 23:30Speaker 01

  Stories spark movements. That's the way you get people en masse to do something. Data is a supporting point, but the stories come first. So, business professionals, entrepreneurs, anybody who wants to, to change their life and change the world in some way must communicate through the power of story, must learn how to tell better stories and communicate stories. That's how you touch people emotionally. And if we don't touch people emotionally, then, then persuasion never happens. You, you can't get to step two.

• 24:05Lewis Howes?

  Yeah, and you talk about it, uh, on page forty-eight, actually, of your book, forty-seven, forty-eight, about kind of the three parts of Aristotle's, I guess, um, components of persuasion. I, I believe that's what this is, where it's the, the pathos, the ethos and the logos, right?

• 24:24Speaker 01

  Yes, absolutely. So, can I explain that?

• 24:26Lewis Howes?

  Yes, please.

• 24:27Speaker 01

  Okay, so on page forty-eight, there is an, an image of Aristotle, um, with a pie chart next to him. Aristotle is the father of persuasion. So, in communication theory, you know, we communication geeks like to refer to Aristotle time to time. But here's what happened. I watched and then I interviewed a gentleman named Brian Stevenson. So Brian Stevenson is a civil rights attorney. Go to Ted.com or look him up on the internet. He gave a TED Talk in 2013 that resulted in the longest standing ovation of any TED Talk ever.

• 25:08Lewis Howes?

  Wow.

• 25:09Speaker 01

  Your history. Longest standing ovation. That's his claim to fame on TED. He knows, Brian Stevenson knows how to persuade, okay? He wins, successfully wins cases before the US Supreme Court. So you might be asking, telling yourself, oh, my audience is really tough. Yeah, probably not as tough as the US Supreme. And so Brian Stevenson knows persuasion. Brian Stevenson delivers a talk, uh, and he's a civil rights leader. So he actually delivers talks that are somewhat controversial because he's the kind of guy who goes into prisons and finds people who he believes are unjustly imprisoned, tries to win their release.

• 25:54Speaker 01

  As you can imagine, Louis, in many circles, that's, that's controversial.

• 25:57Lewis Howes?

  Sure.

• 25:58Speaker 01

  So he knows that. I've talked to him extensively about this. He knows that. So what does he do? He tells stories. He tells stories, personal stories from his life that connect you to him, that make him more likeable, so that you can emotionally have a relationship with him. His first story is always about his grandmother and what his grandmother taught him about identity. And I asked, I asked him, Brian, why do you all, why do you start with a story about your grandmother? And he was very honest. He said, because everybody has a grandmother. He was, people like me when I talk.

• 26:38Speaker 01

  But getting back to the Aristotle thing, Aristotle broke up persuasion into three categories. Pathos, which is emotion, storytelling, right? Logos, which we just talked about with Sheryl Sandberg, which is the data, numbers, statistics. And ethos, which is establishing, ethos, establishing credibility for your talk. Well, if you take Bryan Stevenson's eighteen-minute TED Talk, and you break it up and you categorize the content, sentence by sentence, sixty-five percent falls under what Aristotle called pathos. Emotional, the stories.

• 27:20Speaker 01

  Twenty-five percent data to support the stories. And then only ten percent establishing credibility. This is who I am and this is what I do. But sixty-five percent of the content of Bryan Stevenson's presentation, again, the longest standing ovation ever on a TED stage, stories. Sandberg's, which I did not categorize until after the book came out, seventy-two percent storytelling.

• 27:50Lewis Howes?

  Wow.

• 27:50Speaker 01

  So, do you see the difference, Lewis? Most of us think that a persuasive pitch, if we want to be persuasive, powerful, we're gonna get in there and we're gonna overwhelm people with it. Because we're data people. I, I, you know, I'm an expert at Excel and I'm going to deliver all the power. And yet, the, the most inspiring communicators are those who flip it around and are much more focused on the stories they tell.

• 28:15Lewis Howes?

  Right. And you talk about three simple, effective types of stories. Can you, can you tell what those are?

• 28:22Speaker 01

  Well, simply, there are stories about brand, other people. You could tell a story about another person. Somebody you know, or that could be a case study. Case studies are great stories, but those are stories about other people. You could tell stories about brand successes. So Seth Godin is a great marketer. He have a fantastic TED Talk. He is, he talks about brands, right? Brand successes, like Silk Soy Milk. Why is Silk, why has that become such a great marketing campaign? Versus other types of products. So he's very good at telling stories about brands. And then there are the most powerful, and that's the personal stories.

• 29:05Speaker 01

  So Brian Stevenson and his grandmother, Sheryl Sandberg and her daughter. What are those, Louis? That's personal story.

• 29:12Lewis Howes?

  Right.

• 29:13Speaker 01

  So in order to touch people emotionally, make sure you tell stories, but they don't always have to be personal. They can be stories about brand success or stories about other people.

• 29:23Lewis Howes?

  Sure, got you. And kind of a side note here that I read in your book that there, when you get invited to speak at TED, you, I think somewhere in your book, you say that you receive ten TED commandments on a stone or something like that. Is that correct or is that?

• 29:40Speaker 01

  Yes, yeah, yeah, you do. And I haven't received that because, you know, like I like to tell people, Louis, and I'll probably give a TEDx talk. TEDx is the smaller, independently organized TED conferences. But to get on the national TED stage, the once a year conference, which used to be in Long Beach, now it's in Vancouver. The once a year conference, I like to tell people, unless you're Bill Gates or curing malaria, it's unlikely to get an invitation. Any times, you know, they're very, very selective and it's usually people who are changing the world in some way like that. But they do send out a stone tablet, which would be very cool. It's the TED commandments. Don't ask me to go over all the TED.

• 30:27Speaker 01

  But you know, one of the TED commandments that I do like, I like it very much and I developed a chapter out of it is, thou shalt, and everything starts with thou shalt not, right?

• 30:38Lewis Howes?

  Right.

• 30:38Speaker 01

  Thou shalt not trot out thy usual shtick. That's the actual command, right? Thou shalt not trot out thy usual shtick. What that tells us is that, and neuroscientists have studied this, you gotta create an emotionally charged event.

• 30:57Speaker 01

  You have to create a a portion of your presentation or your pitch that elicits joy, surprise, unexpectedness. That that, in my opinion, is not trotting out the usual shtick. So people see, you know, PowerPoints every day, uh, and they see many, many bad PowerPoint presentations. And then every once in a while, somebody gets up there and does something so different, so unusual, that it breaks out of the usual mold. And that's what grabs people's attention.

• 31:31Lewis Howes?

  Hmm.

• 31:31Speaker 01

  A great example of that is Bill Gates. Bill Gates has really transformed himself as a communicator. He's become a marvelous communicator because, and I know this as a fact, because he has to learn how to communicate very complex ideas. How do we reduce malaria in third world countries? How do we improve education? How do we lower childhood deaths, uh, in Africa? You know, that type of thing. Very complex things. How does he distill that information in a way that grabs people's attention? You gotta get people to listen to you first. So what he did in 2009, when he was on a TED stage, was he was talking about malaria, how malaria is spread, especially in Africa.

• 32:16Speaker 01

  And he said, and malaria is spread, as most of you know, uh, through mosquitoes. And then he walked to the front of the stage and he opened a jar of mosquitoes. He said, I happen to have some mosquitoes right here. Uh, let me just open this jar and let it go around for a bit. If you watch the reaction of the audience, first there was quiet. No one said anything because they were stunned. And and and what's happening emotionally or cognitively, Louis, is that the audience is saying to themselves, whoa, whoa, whoa, wait a minute. We just went from the PowerPoint slide to this. Something's happening that's unusual. They weren't sure what it was. And then, of course, it evokes fear, shock, surprise. So a couple of people like started clapping.

• 33:01Speaker 01

  Even though what to do, you you hear like a smattering.

• 33:05Speaker 01

  And then, uh, Bill Gates uh injects humor, which is blows me away. How do you inject? How do you make that topic funny and yet be serious? And he said, uh, we don't, it's not just poor people who should have the experience. Everyone, and people start laughing and then they start applauding and cheering and laughing. Because I think they realized, wow, we've been, we've been hit. We, we have been touched. I mean, th- this guy really grabbed us. How did he do it, Louis? He did it by getting away from that slide. For, e- even though the slides actually were beautifully designed, but it, but he was thinking differently about

• 33:47Speaker 01

  how am I going to connect people in a way that is unusual, unexpected, fresh? Thou shalt not trot out thy usual shtick. Completely different. They expected.

• 33:57Lewis Howes?

  I like it, I like it. And you talk about four elements of verbal delivery. Now, there are different ways to deliver your message verbally. Isn't it all just one way?

• 34:10Speaker 01

  Yeah, let's talk about verbal, uh, delivery. So for example, when I had an interview with Brian Stevenson, again, he's, he knows a lot about persuasion because of his practice in front of the Supreme Court. He said, when he delivers, uh, a presentation, he thinks about it as how do I, how do I sound as if I am having a conversation over dinner with a friend? So most people, when they deliver presentations, for example, they sound very stilted. Very stiff, really boring, because I think they get into presentation mode.

• 34:49Speaker 01

  A PowerPoint presentation to you now. And so everything becomes very inauthentic and it just doesn't sound, um, it doesn't sound natural. So think about Tony Robbins' delivery. His delivery is is wild, mannequin and and energetic and high energy. It's very much who he is, very much who he is. He turns it up a notch, turns it up a few notches uh for his stage presence. But he's still naturally just stay, if you listen to that delivery, the only the only way he can keep people's attention for that many hours. Over two days, right, some of his workshops are two days. Is by having a very compelling delivery.

• 35:32Speaker 01

  Most people don't think about delivery and yet as a broadcast journalist, I I have to think about it quite a bit. So so there's different ways of making sure that when you deliver a podcast, for example, you're we're on a being interviewed for a podcast. Or you're delivering a presentation, you have to think about your verbal delivery. Because that is what also attracts people. You you not just the visuals that you show, but what how you sound. You can alter your verbal delivery in several ways, uh the most common ones, at least what I learned as a broadcaster. Are to vary the uh the the intonation a little bit. Uh so it doesn't sound like we're just speaking in a monotone.

• 36:15Speaker 01

  If I were to deliver this entire interview to you this monotone, we would have had.

• 36:21Lewis Howes?

  They're asleep by now.

• 36:23Speaker 01

  Yeah, they're that's it. They would have tuned out. So you have to keep that the the the tone different. Uh sometimes I'm a little higher pitched. Uh sometimes I'm I'm lower pitched and I'm a little more serious. You also have to change the way the the pacing of your delivery. So I can speed it up a little bit loose and I can talk to you a little bit faster and then pause. And slow it down when I'm emphasizing an important point.

• 36:50Lewis Howes?

  There was even, there was even a point in the book where you talk about the amount of words you should give. Uh, the rate of the, of the words, of the delivery of the words over the, if you're doing a TED style talk for eighteen minutes. You shouldn't go over a certain amount of words, isn't that correct?

• 37:06Speaker 01

  Okay, yeah, let's talk about that. I don't want people to get too focused on the number of words.

• 37:11Lewis Howes?

  Sure.

• 37:12Speaker 01

  But you bring up a good point. So let's go back to Brian Stevenson. Brian Steen, you know, I'm, I'm urging your listeners to watch Brian Stevens. He, the, his delivery is the best delivery I've ever heard. It's very natural. Why? Because like I just talked about, it's, it's like he's delivering a conversation over dinner. When you're having a conversation over dinner, you're speaking in a natural rate of, rate of speech. It's kind of like you and I are talking now. It's sort of a little bit more natural. It's not a formal PowerPoint presentation. And now turning to slide twenty-eight, uh, where it's very slow and plodding.

• 37:57Speaker 01

  I analyzed, uh, Brian Stevenson's rate of speech. It was about a hundred and ninety words. Which makes sense because an audiobook, for example, is more like about, I think it's about a hundred and twenty words. But an audiobook, and I've, I've read audiobooks. I've had voice instructors or voice directors in the studio with me when I read the audiobook. You're supposed to slow it down a little bit. You're supposed to slow it down because people are only hearing it through one channel, audio.

• 38:30Lewis Howes?

  Right.

• 38:31Speaker 01

  So it's important to kind of slow it down a little bit, but you don't want to slow it down so much. Right, that people lose attention. But you also can't talk this fast. If I'm talking really fast in an audiobook, you're not really going to pay attention. You're not going to capture a lot of thoughts. Right? So that's too fast. So a hundred and ninety words a minute for just a casual, more face-to-face conversation makes complete sense. That, that's completely, uh, sensical. It just makes logical sense. Which is why people like Brian Stevenson speak at about a hundred and ninety words a minute. Then you get people like Tony Robbins. That's more like two hundred and twenty-five words a minute. Right? So, and again, we're not, most of us are not Tony Robbins.

• 39:14Speaker 01

  So I, I can't talk like this, like Tony Robbins, really fast, really fast. If I do that in a presentation, um, I'm, I'm gonna look like a phony because I'm trying to be somebody I'm not. Uh, but also it's too fast, uh, you know, for just a public, for a typical type of presentation that most salespeople would have or something like that. So you gotta think about how, how quickly am I delivering? What's my pace? How many words per minute am I delivering? So I, I don't think people should get hung up on, okay, now I'm gonna pace my time myself, that type of thing. And see how many words. But I do think that it's a, a pretty good role model. Start looking at people like Brian Stevenson.

• 39:55Speaker 01

  And realize that the way most of us speak when we're pitching ourselves or delivering a presentation is, is very stilted and slow and plodding compared to a much more natural and authentic rate of speech.

• 40:11Lewis Howes?

  Sure, sure. And, you know, the verbal delivery is obviously important. But there's another thing that's important or could be distracting, which is the body language and the use or lack of use of hand movements and gestures and things like that. And you talk about, one, the power sphere and why you should use the power sphere and can you talk about the importance of that, but also easy fixes for common body language mistakes?

• 40:41Speaker 01

  Sure, absolutely. Uh, one of the best examples of strong body language is Colin Powell. So, and that doesn't surprise me. You know, Colin Powell, he's a great military guy, right? Great military leader. And I find that military leaders are awesome speakers. Uh, there, there's a viral video right now, I think of a, uh, admiral.

• 41:05Lewis Howes?

  From Texas, right?

• 41:06Speaker 01

  Texas, right.

• 41:07Lewis Howes?

  Yeah, it's great.

• 41:08Speaker 01

  So military commanders are great communicators. Uh, so Colin Powell has magnificent body language. It's what I call commanding presence. It's that kind of presence that just draws you in and makes you feel like this guy's in control. When you watch great communicators, great speakers, start paying attention to their body language, they use gestures.

• 41:32Speaker 01

  They use gestures to compliment almost every sentence that they that they say. They use a lot of body language. So if Colin Powell says, you know, we have to be strong, we have to fight, we have, you know, he'll he'll clench his his fists together, you know, and raise his arms up above his waist. Uh, that's very powerful body language. Uh, Tony Robbins, great body language, doesn't he? I mean, and he spreads his arms apart, doesn't he? He spreads his arms apart wide. So that that that ex- exudes confidence. If you can have these grand gestures, that's confidence. And it gives you the feeling of confidence in the speaker.

• 42:13Speaker 01

  Uh, the power sphere, when you're delivering a presentation, think of the power sphere as going from about eye level to your arms outstretched down to your navel. And I just caught myself doing something really stupid. I'm doing it as I'm saying.

• 42:31Lewis Howes?

  So am I.

• 42:33Speaker 01

  Okay, wait a minute, then no one's seen us here. Uh, but that is the power sphere. Keep your gestures within that sphere. So if you keep your hands down below your waist, you know, kind of at your side, you can have great delivery, you can have a fantastic message, but the perception that you have of that person, of that speaker, will be noticeably different than if that person is using gestures within that power sphere. So try it sometime. I mean, you can you can tell the difference. I actually came across some research and I talked to the researchers, really well done on entrepreneurs

• 43:15Speaker 01

  and entrepreneurs who were pitching their, uh, but yeah, literally giving, delivering their pitch in front of investors. Investors were asked to rate, this was done in Southern California, actually. Uh, investors were asked to rate the the quality of the pitch based on what they read. So they actually had to read ten pitches or I think it was ten pitches and rate what what the quality of that investment based on what you read. And they rated them from one to ten. Then they were shown, uh, no, I, oh, yeah, the second part, now that I'm remembering this, the second part was the audio. So then they were, they could hear the entrepreneur deliver the pitch.

• 44:00Speaker 01

  The rating changed based on the audio. So verbal delivery was very important.

• 44:06Lewis Howes?

  Hmm.

• 44:06Speaker 01

  But guess what? Then they got to see the pitch. They got to see it here. The ratings have to change.

• 44:13Lewis Howes?

  Wow.

• 44:14Speaker 01

  One person who was like near the bottom of the pitch was all of a sudden number one or number two. Based on how effectively at, again, the perception changes. The perception changes when people see and hear you. Rather than when they just read your, so you can, you can read a pitch on paper. But then it, when you see and hear someone deliver that pitch, it could be much more effective.

• 44:40Lewis Howes?

  Yeah, and energy doesn't lie. Whether it's, you could speak, you know, the perfect words. But your energy, if your body language is insecure or lacking confidence or, you know, not connecting emotionally with the, with the eyes. Then you can feel that energy and you're going to feel less connected. Whereas if you're, you know, dynamic and connected and, you know, looking up as opposed to down at the ground, it's going to have a difference. I can only assume.

• 45:07Speaker 01

  And Louis, no, I, I'll be honest. Very few people think about this stuff. Uh, we, we know it's important. You hear about it a lot. Uh, I tried to break it down very specifically and talk like Ted. So people could understand what, what exactly are we talking about? When we say commanding body presence. But very few people do this. Very few people in business today, and I work with top executives from leading companies. Again, it's all about, they spend so much time on.

• 45:38Lewis Howes?

  The data.

• 45:39Speaker 01

  Yeah, the data or, or even worse, it's, is that the right word? We should use in that sentence on slide thirty-two. Let's spend thirty minutes debating that. Uh, or, or is that the right font size? Maybe we should increase it from thirty-six to forty-eight. Let's have a meeting on that.

• 45:59Lewis Howes?

  Right.

• 45:59Speaker 01

  And, and nobody thinks about the emotional connection that you're going to have with your, with your audience through the way you deliver it and the way you, uh, the body language. So nobody practices all that. They spend, you know, weeks ahead of a, a major product announcement or a major, uh, meeting, you know, focused on slide number two hundred and thirty-one.

• 46:22Lewis Howes?

  Hmm. Right.

• 46:26Lewis Howes?

  So what are some things that people can do to, you know, let's say they've practiced their speech a bunch, whether they're giving a TEDx talk or just a speech at a local community event.

• 46:37Lewis Howes?

  What are some things, they've worked really hard on their presentation, but you know what? They're a little afraid still to speak in public. They still haven't overcome this fear. And every time they speak, they still get a little crippled. There's a, there's a part where you talk about, I believe her name is Amy Cuddy, and I've seen her presentation, but um, can you explain what she does to increase this confidence in the body and in the mind, so that, you know, you give yourself a little bit of an extra boost before you speak?

• 47:04Speaker 01

  Yeah, Amy, Amy Cuddy was the one who also said, uh, she's a body language expert. You know, fake it till you become it. Isn't that interesting? Fake until you become it. Uh, so she, many people were very terrified of public speaking early on. Many, you, you said you were, you know, had a hard time getting up in front of two people. You're, you're not the only one. Are you kidding? Warren Buffett has publicly said he was terrified of public speaking. Some great preachers like Joel Osteen preaches in front of 40,000 people a weekend. Uh, was terrified of public speaking. Uh, Steve Jobs was not a great public speaker early on. Uh, so you know, people evolve. I mean, they, yeah, you grow into confidence.

• 47:46Speaker 01

  And so Amy Cuddy said, you gotta fake it. You just, you gotta tell yourself. How would a confident speaker act and look like? And pretty soon you become it, right? The one thing that she has that is a very good method is she says, uh, and there's, there's science behind this. I don't think she developed this, but she talks about it. Uh, extend your arms, you know, before you talk, stand, stand up. You know, preferably where no one's seeing you, so they don't think you're a total weirdo. And I'm doing it now, so people in my office space must think I'm an idiot. You know, stand, stand up, arms outstretched, uh, you know, legs shoulder width apart,

• 48:31Speaker 01

  and just stand there for about a minute or two, and it increases your, your endorphins, and it in- increases those positive chemicals. Well, when I first heard that, I thought, well, that's silly, whatever, I kind of overlooked it. Uh, and then, then I saw an interview with Tony Robbins, and Tony Robbins was backstage getting ready, and I've, I've never seen Tony Robbins backstage. Backstage, he was doing a lot of movement, right? So he was clapping his hands together and beating his chest and jumping up and down, and then I saw him do this outstretched pose.

• 49:09Lewis Howes?

  Wow.

• 49:10Speaker 01

  Where he stood there with his arms outstretched, and I, and I said to myself, oh, maybe Amy's on to something.

• 49:18Lewis Howes?

  Yeah.

• 49:19Speaker 01

  So again, it's, it's that movement that increases those chemicals in your, in your mind that make you feel powerful, make you feel good.

• 49:29Lewis Howes?

  Sure.

• 49:30Speaker 01

  But I gotta tell you, the, the one method, if you overw- want to overcome nervousness, would you practice? You know, would you just get up, stand up in your office space or wherever and practice? Actually, practice delivering a presentation. Uh, many, many times, some of the best TED speakers, people have really rocked the show and whose videos have gone viral, one person told me she practiced two hundred times, o- over like three months.

• 50:00Lewis Howes?

  Sure, I mean.

• 50:01Speaker 01

  So, so when you've done it that many times, Louis, you're not nerv- it's, it's hard to be nervous anymore because you know exactly what you're gonna say. You know, you practiced it. So that's, that's a practice, rehearsal, uh, you know, that, that positive movement, getting that movement in your body is really, really important to overcome, you know, overcome the nerves before you actually go on. And practice actually works for interviews, very important. A college student actually contacted me, this was after last season, so he had graduated from a... A middle university, you know, not, not in Ivy League, but it, but it was like top 100. Uh, but still he had to compete against a lot of Ivy Leaguers for jobs in, in San Francisco. Wanted to work at a startup.

• 50:47Speaker 01

  And on his third interview, practiced, rehearsed the present, the, uh, the interview. So that he could go in and pitch that product just as well as their salespeople could.

• 51:00Lewis Howes?

  Hmm, interesting.

• 51:01Speaker 01

  He practiced, he practiced role playing, what kind of questions am I going to ask? And he recorded himself and he watched himself, the body language, how he delivered it. He nailed that third interview. And in fact, the reason why he called me is because he said, hey Carmine, not only did I nail it, but, uh, the recruiter said, we have never heard it, our product pitched as well.

• 51:24Lewis Howes?

  That's awesome.

• 51:25Speaker 01

  But can we record you to show our other salespeople? And here's a guy fresh out of college who had never worked for a startup in his life. So it's, it's all, it really is about communicating, communicating effectively. Uh, changes, it changes, it triggers movements and changes your career path.

• 51:46Lewis Howes?

  Sure. Now I've got, I've got a ton of questions still left, but I want to, I want to narrow it down to the final three to, to save time here. And I really encourage people to get this book, so we'll talk more about that at the end here. But I had Simon Sinek on, uh, the show, probably a couple, a few months ago. And I believe he has one of the top five or top 10 most watched viewed Ted Talks of all time. And it was a TEDx talk on Start With Y. And I just wanted to know if you have really broken down, let's say the top 10 or top 20 Ted Talks of all time. And figured out the key characteristics that each one of those speakers all possessed or all had.

• 52:29Lewis Howes?

  Is there, have you, have you kind of figured this out? What is the one thing that they've all come from, believe in, do, think, say, is there a common trend?

• 52:40Speaker 01

  Uh, this book is based on, I'll do one better, okay?

• 52:45Speaker 01

  This book is based on 500 Ted Talks.

• 52:47Lewis Howes?

  Right.

• 52:48Speaker 01

  Yeah, that we categorized. Yeah, that's 150 hours worth, not all of them are good. Okay. Yeah, but Ted Talk doesn't mean it's great. And I've no, you know, connection per se with the organization. I'm more of a communication observer. What do they do? So, yes, if you look at the ones that are the most viral, and that's probably my best way of gauging best. Because that's subjective. What are the best TED Talks? So I look at different categories and who are those, which talks went the most viral. Ken Robinson is number one and his TED Talk, he's an educator, has been viewed 20 million times.

• 53:30Speaker 01

  Watch it. There's no PowerPoint. There's no presentation to it, which is interesting to me, although some other TED Talks do have great visuals. But there's a lot of humor. Humor, according to psychologists who study the category, is a highly prized, what they call a highly prized personality characteristic. People do engage with other people who do have a sense of humor. But how do you use humor without telling a joke? Watch Ken Robinson's talk. Ken Robinson brings the house down. Ken Robinson does not tell a joke. He doesn't start with, you know, hey, two people walk into a bar and here's what happened.

• 54:11Speaker 01

  He's not Jerry Seinfeld, but he uses what's called observational humor, anecdotal humor, self-deprecating humor. That works very well, too. So he starts out by saying, I'm an educator and the other day I was at a, um, at, oh, gosh, what was it? Oh, I was at a party. I'm an educator and I was at a party. And then he stops, he pauses for a second, great verbal delivery. It says, actually, if you're an educator, you're rarely invited to parties. You know, and he kind of goes on and people start laughing and chuckling and he does a lot of this. It peppers the entire conversation with this just observational humor stuff. It's not meant to elicit a big laugh.

• 54:56Speaker 01

  But it is meant to elicit a smile.

• 54:58Lewis Howes?

  Hmm.

• 54:58Speaker 01

  So by the end of it, people are just, you know, they're rolling. It it's very funny. He's endearing. I don't know him personally, but I like him. I like him a lot.

• 55:09Lewis Howes?

  Right.

• 55:09Speaker 01

  He seems like a nice guy. A lot of that is humor. So but the the big picture is that I divided it into three parts. I divided all these, there's three elements that every single one of the great TED Talks have in common. Every TED Talk is emotional, and we've talked about that a lot. It's novel. It's novel, which we've also touched on. Teach me something new. Teach me something fresh, unexpected. And third, they're memorable. And we can talk about a couple of techniques, but they're very memorable. So you remember things about them. You remember Bill Gates and the and the mosquitoes. Uh, so every TED Talk that is the most successful and things that we can take away today

• 55:53Speaker 01

  are that make it make your next pitch or presentation emotional, novel, and memorable.

• 56:00Lewis Howes?

  Hmm. I like it. Emotional, novel, and memorable. Nice. Okay. So just make sure you add all those three components and whenever you speak and you should be a much better off than any other way.

• 56:12Speaker 01

  It it takes work. You know, that that it does take work. Conversation does take creativity and a lot of thought behind it. You have to think about what your story is.

• 56:21Lewis Howes?

  Right, right. Okay. Final two questions. Uh, in the last chapter, you talked about staying in your lane. And can you tell me what that means and the importance of staying in your lane when giving a presentation?

• 56:35Speaker 01

  Uh, yeah, I actually got that quote from an Oprah Winfrey interview. And someone asked Oprah, you know, what's your secret to success? And she said, I've learned to stay in my lane. You know, whi- which which me- meant to her, you know what you're good at. Don't try to be good at everything and don't try to be somebody else. Stay true to yourselves. Stay true to your authenticity. And I realized that all the the most successful TED speakers and the most successful communicators of all time were very authentic. A very authentic, you know, it's sort of like Sheryl Sandberg, lowering the bars, letting people in, being authentic to who they are, not trying to be somebody they're not.

• 57:17Speaker 01

  So Sheryl Sandberg could, could stand in front of a group of people and say, "I'm kinda like you."

• 57:23Lewis Howes?

  Right.

• 57:24Speaker 01

  "I've got some of the same challenges. In fact, today, here's what happened with my daughter before I came out and made me feel horrible." That, that's staying in your lane, that's being authentic to who you are. People like, uh, you know, we, we have to be careful with other, with trying to be somebody we're not. You know, if you try, Tony Robbins is authentic to who he is. Um, you, I'm not Tony Robbins, I don't, that's not me, although I can still be very motivational and very inspiring when I speak. But I'm not trying to be somebody I'm not. And I, I think, uh, and I've heard that too about myself. A lot of people will say, "Hey, I really loved your keynote the other day, it was very inspiring and very authentic." So I think what happens is too many people see phonies.

• 58:09Speaker 01

  You know, you could spot a phony a mile away.

• 58:11Lewis Howes?

  Sure.

• 58:12Speaker 01

  So people see people who are not, they just seem inauthentic, kind of phony. And so I think that's very important to be, uh, true to who you are.

• 58:20Lewis Howes?

  Sure. No, that's great. So before the final question, uh, I want to first acknowledge you for the service and then the work that you're doing to help so many people like myself to improve our skills and to improve our way of being so that we can deliver our message and deliver what makes our hearts sing to the world in a much deeper, compelling, authentic, connected way. So, one, I acknowledge you for the work that you do and your dedication and your commitment. It's, uh, it's literally changing the world little by little and it's making a big impact on a lot of people like myself. So, thank you. And, uh, for everyone listening, make sure to check out this book.

• 59:00Lewis Howes?

  If you want to become an effective, uh, mover and changer in people's hearts, uh, to get them to take action, then it's important to learn how to communicate in an effective manner so that you can inspire and invoke this from people. Whether you're speaking on a, on a big stage, uh, in a small office, or just to friends. So, check out Talk Like Ted, The Nine Public Speaking Secrets of the World's Top Minds. And it's Carmine Gallo. You can go to, uh, his website, to Amazon, I'm sure it's in Barnes and Noble. But where's the best place for people to find you online?

• 59:36Speaker 01

  If you can remember my name,

• 59:40Speaker 01

  you can contact me, you can connect with me. It's a good Italian name, hard to forget, I hope. Carmine Gallo, C A R M I N E G A L L O. If you go to CarmineGallo.com, there is where everything lives. So you can read more about the Talk Like TED book, and there's a separate URL for that. It's called TalkLikeTED.com. So you can go to either one, CarmineGallo.com or TalkLikeTED.com. I'm easy to get ahold of. There's plenty of content on my sites, and certainly the book is available everywhere.

• 1:00:16Lewis Howes?

  Sure, awesome. And we'll make sure to have everything linked up in the show notes as well over at LewisHowes.com. But to finish up with the final question, which is what I ask all my guests at the ends, at the end of the podcast, which is, what is your definition of greatness?

• 1:00:39Speaker 01

  My definition of greatness is

• 1:00:44Speaker 01

  having a bold, inspiring vision, and the passion to communicate that vision. So I think greatness all comes down to vision. I've been thinking a lot about that over the last few years. People who achieve greatness have a big, bold, inspiring vision, and that they're very passionate about, and that they are, and they try to attain. And it can be a personal vision or a vision for a brand. But vision sets forces in motion.

• 1:01:23Speaker 01

  Greatness all starts with an inspiring vision. Whether you're Steve Jobs, I've spoken to Alan Mulally, the CEO of Ford about this, I've spoken to other great leaders. All greatness starts with a vision that gets you up on every morning and inspires you to greatness.

• 1:01:43Lewis Howes?

  Perfect. I love it. Thank you so much, Carmine, and thanks for coming on the show.

• 1:01:47Speaker 01

  You are welcome. Thanks for inviting me.

• 1:01:57Lewis Howes?

  And there you have it guys, I hope you enjoyed this episode. Make sure to head back to LewisHowes.com/70, that's 70, to see all the show notes that we talked about, that we covered here. I'll have a couple of video games for you guys on what Carmine mentioned, some of the top videos on Ted, so make sure to check those out. Some other links in there, there'll be a link to his book. I want you to check out this book, I've got it in front of me right now, and I'm telling you, it's a solid quality book. And if you want to become a better public speaker, then you've got to practice, and you've got to study, and you've got to know what are the best practices to apply to your presentation. So, thanks again so much, everyone, for tuning in.

• 1:02:40Lewis Howes?

  Say hi to me on Instagram, I'm Lewis Howes over there. Post a picture of where you're listening to this, all over the world, and be sure to root me on this month, down in Brazil and Uruguay, getting ready for the Pan American Championships, go USA. And I cannot wait to see you guys soon, and I cannot wait to upload a new episode, coming soon. Again, make sure to check out LewisHowes.com/70, and be sure to go out there and do something great.

• 1:03:16Speaker 02

  And the first thing they'd do was inspect my bed. If you did it right, the corners would be square, the covers would be pulled tight, the pillow centered just under the headboard, and the extra blanket folded neatly at the foot of the rack. It was a simple task, mundane at best, but every morning, we were required to make our bed to perfection. It seemed a little ridiculous at the time, particularly in light of the fact that we were aspiring to be real warriors, tough, battle-hardened SEALs. But the wisdom of this simple act has been proven to me many times over. If you make your bed every morning, you will have accomplished the first task of the day. It will give you a small sense of pride,

• 1:04:00Speaker 02

  and it will encourage you to do another task, and another, and another. And by the end of the day, that one task completed will have turned into many tasks completed. Making your bed will also reinforce the fact that the little things in life matter. If you can't do the little things right, you'll never be able to do the big things right. And if by chance you have a miserable day, you will come home to a bed that is made. That you made. And a made bed gives you encouragement that tomorrow will be better. So if you want to change the world, start off by making your bed.