To our No Sweat Speaking(sm) Ezine readers with AOL addresses...    Click the link, "Show images & enable links," that AOL puts at the top of each message.   Make a global change to the default so that you can see all messages as they were designed and interact with all embedded links.   Click the "Add Address" icon to the right of your message. This will allow future emails to pass through the AOL filters and render properly.   ----------------------------- No Sweat Speaking(sm) Ezine ----------------------------- Speaking Tips for Greater Confidence, Skill, Influence & Profit ----------------------------------------------------------------- Volume 3, Number 5 May, 2004 ----------------------------------------------------------------- Allan Kaufman & Allan Misch, Editors, Allan and Allan, Inc. mailto:cust-serv@nosweatspeaking.com http://www.nosweatspeaking.com ----------------------------------------------------------------- This monthly newsletter is distributed by request only. If you want to stop it, you can find instructions at the end of the newsletter. (c) 2004 Allan And Allan, Inc. ----------------------------------------------------------------- Please send this Ezine to those you know who (1) need to give technical, sales, marketing, or management presentations; (2) are interested in developing or improving their presentation skills; (3) want to make money speaking and training; (4) need to improve their performance; or (5) have a fear of speaking or are nervous when they speak. This newsletter also is good for building relationships with your clients, customers, associates, and friends. Send this to them with a note that you're thinking about them. ----------------------------------------------------------------- *** Attention *** If you're receiving this issue from someone and would like to get your own complimentary newsletter plus TWO valuable BONUS reports, please visit... http://www.nosweatspeaking.com or... mailto:nssezine@nosweatspeaking.com?subject=Subscribe ----------------------------------------------------------------- PRIVACY STATEMENT: We absolutely will not share your address with anyone. Period! ----------------------------------------------------------------- "Learning to communicate is like taking out an insurance policy. You never know when you'll need it, but it's too late to take it out after you need it." Allan Kaufman as quoted in Baltimore Magazine ----------------------------------------------------------------- *********************** Check This Out! *********************** ***Is Your Public Speaking Fear Holding You Back?*** Are you not getting the job you want or the promotion you deserve because you suffer from speaking anxiety? How much money, loss of opportunities, or damage to your reputation is this fear costing you? ***We Can Help You*** Using our No Sweat Speaking(sm) techniques, we provide personal coaching to help you get rid of your speaking anxieties in a relatively short period of time. Send us an email and tell us you want assistance. We will email you some questions to assess your situation and then send you a proposal as to how we can help you. It doesn't matter where you live as this can be done via email and phone consultations. mailto:allank@nosweatspeaking.com ----------------------------------------------------------------- In This Issue ----------------------------------------------------------------- 1. Featured Article 2. Presentation Skills Tip 3. Humor Tip 4. Dear Allan and Allan (Answers to Your Questions) ----------------------------------------------------------------- *** Attention Small Business Owners *** Here's one of the best websites on the Internet for small business marketing. We use this site and its great information as a resource. Get a free 24-page Marketing Plan Workbook. Visit... http://www.1shoppingcart.com/app/aftrack.asp?AFID=50478 ----------------------------------------------------------------- 1. Featured Article ----------------------------------------------------------------- **The PALB Formula -- A Powerful Prescription for Persuasion** by Allan Misch A friend asked the great comedic actor W.C Fields, "Do you believe in clubs for women?" Fields responded, "Yes, if every other form of persuasion fails." Clubs can be powerful instruments for persuasion, but not for audiences. For audiences, we use words to persuade. The secret is how you package those words. There's a powerful, elegant, yet easy formula to deliver a persuasive message. One that takes your audience where they need to be emotionally and prepares them to take the action that you recommend. It's the PALB Formula and here's how it works. *P = Point* -- Make your point, or state your thesis. This directs your audience's minds to focus on your idea. It invokes the left side of the brain that controls logic. *A = Anecdote* -- Tell an anecdote or story describing an experience that illustrates your point. This invokes the right side of the brain that deals with emotion. It helps your audience to clearly and graphically picture your idea. *L = Lesson* -- Tell your audience what lesson you learned as a result of the experience. Basically, this is a restatement of your point and again appeals to logic. *B = Benefit* -- Tell your audience how they can benefit from the lesson you learned and what action you might want them to take. This step ends with your emotional appeal. The PALB formula is powerful because it appeals to your audience's logical side and their emotional side. However, the emotional aspect is more important because people act on emotion, not logic. So here's an example of how you would use the PALB Formula. (Point) "Rapport occurs instantaneously, below your level of conscious awareness, and it's based on bonds of commonality. Learn how to establish rapport and you'll become a more powerful influencer." (Anecdote) "When I was 15, I went on a cruise to Spain and Italy for a month. I was in the Sea Explorers, a branch of the Boy Scouts. We wore US Navy uniforms. I was walking down a street in Barcelona, Spain. As I passed an outdoor café, a man's hand reached out and grabbed my arm. He shouted, "Hey Brooklyn!" On my uniform, I wore a patch that read "Brooklyn, New York," the location of my Sea Explorer Ship, or unit. He invited me to have lunch with him. He was in his sixties, retired, and originally from Brooklyn. He spoke with a Brooklyn accent, and we talked about all the same places that we enjoyed as we grew up in our respective childhoods. We were different. He was in his sixties; I was 15. He lived in Spain; I lived in the United States. He was retired; my work-life hadn't yet started. Yes, we were different. Yet, it didn't take more than a minute and we had an instant rapport. I liked this guy, who was obviously different from me. I felt good meeting him and was disappointed when we both left." (Lesson) "I learned a lesson that day. I learned that rapport happens very quickly. It's something we don't consciously control. It happens below our level of awareness. It's based on commonalities that cause our subconscious to say, "I like you, you're a lot like me." That man in Barcelona, Spain and I were different, but we had a lot in common. We grew up in the same area, we enjoyed visiting the same places, we rooted for the same sports teams. But more importantly, we had the same voice inflections, the same tonal voice rhythms, the same mannerisms." (Benefit) "So when you meet a prospect or client, it doesn't matter how different you are. It doesn't matter if you have different backgrounds, different educational experiences, or different careers. You can establish rapport with that person by matching their mannerisms, their speech rate, even their breathing patterns. And when you do, your prospect's subconscious will say to itself, "I like you, you're a lot like me." When this happens, you will be in an exceptional position to influence that individual's decisions." Integrate the PALB Formula into your presentations, and you'll have the structure to make your logical points, and to move your audience with emotion. As former US senator Everitt M. Dirksen said, "The mind is no match with the heart in persuasion; constitutionality is no match with compassion." Use the PALB Formula, and you'll have a powerful tool for persuasion. ----------------------------------------------------------------- "In minutes you were able to do for the audience what some people have been trying to do for themselves for a lifetime. You two helped audience members get rid of the fear of public speaking right before my very eyes.... Any organization can benefit greatly by witnessing your seminar.... You two are a great team!" Craig Valentine Toastmasters International 1999 World Champion of Public Speaking ----------------------------------------------------------------- 2. Presentation Skills Tip ----------------------------------------------------------------- **Use Visual Aids that Everyone Can See** By Allan Kaufman Visual aids must be visible to the people in the back of the room. Make letters large with more space between words than between letters. Use upper and lower case letters in titles and text. Limit yourself to no more than seven lines and seven words per line for overhead transparencies and slides. For presentation software slides, such as PowerPoint, use a sans serif font. Arial is a good choice. The slide title should be 36 points to 44 points. The body text should be 28 points to 34 points, depending on the point size of the title. Use the following letter and symbol size guide for graphic materials on 8.5" x 11" paper when preparing photographic slides and transparencies that you produce manually. Viewing Distance (Feet) Minimum Letter Size (Inches) ----------------------- ---------------------------- Over 50 3.00 40 - 50 2.00 35 - 40 1.50 30 - 35 1.00 25 - 30 0.75 15 - 25 0.50 Remember, people are impacted more by what they see than by what they here. So use visual aids that can be seen by your entire audience. ----------------------------------------------------------------- *** Great Speaking Resource *** Turn your speaking, training, or sales skills into cash. Check out a great professional speaking resource. We recommend it highly. Lots of great tips and tricks. Just click on or paste the URL into your browser. http://www.kickstartcart.com/app/aftrack.asp?AFID=50475&u=www.antion.com/public-speaking.htm ----------------------------------------------------------------- 3. Humor Tip ----------------------------------------------------------------- **Laughter is the Best Medicine** by Allan Kaufman We all like to laugh. It's good for us. Laughter does good things to our bodies. It creates endorphines that help us stay healthy. I remember reading about a man who had a disease where he either had to stand or be in a prone position all the time. The bottom line is he cured himself through vitamin therapy and watching a lot of comedy movies. He literally laughed himself back to health. So we encourage you to make your audience laugh. They and their doctors will thank you. Sprinkle some witticisms in your talk and see what happens. Remember to pause to allow your audience to get the humor and chuckle. Here are a few. "I often quote myself; it adds spice to my conversation." "If ignorance is bliss, why aren't there more happy people?" "My idea of an agreeable person is a person who agrees with me." "There are three kinds of people: those who can count and those who can't." "Some people are in debt because they spend what their friends think they make." I bet you could tie at least one of these into your next presentation. Give it a try and let us know what happens. ----------------------------------------------------------------- **If You're Looking for a Home for Your Website, iPowerWeb Makes Website Hosting Simple!** We did a lot of research on Web hosting companies and compared many of them. We decided on iPowerWeb to host our website, and we made a good decision. iPowerWeb is rated #1 for affordable, high quality web hosting. You get an incredible deal for only $7.95 per month! So if you're interested in establishing a presence on the Web for the first time, or if you want to change your Website hosting company because you're tired of getting ripped off, check out iPowerWeb. http://www.ipowerweb.com/cgi-bin/tracker/trackeraf.cgi?rid=afftrend ----------------------------------------------------------------- 4. Dear Allan and Allan (Answers to Your Questions) ----------------------------------------------------------------- Dear Allan and Allan, I need help. I always avoided public speaking in school. Now my new job requires me to get up and speak. It's not that I am scared. I just don't have any speaking skills. Sam in Sarasota. Dear Sam in Sarasota, To develop public speaking skills, do some or all of the following: 1. Read all the back issues of our Ezine. (http://nosweatspeaking.com/ezine/back_issues-2002.html) 2. Take a public speaking class at a local college. 3. Join Toastmasters International (http://www.toastmasters.org). 4. Buy some public speaking books and practice what you read. 5. If and only if your job depends on it and you have to develop skills quickly, email us for help and we will propose consultation assistance to meet your needs. (mailto:allank@nosweatspeaking.com) Allan and Allan Submit questions to mailto:questions@nosweatspeaking.com. ----------------------------------------------------------------- *** Hot Internet Business Secrets *** Over 1,000+ PAGES of the Hottest, Proven Profitable Internet Business Secrets Broken down Into An EASY-TO-DUPLICATE System! We highly recommend checking out this site. It's jam-packed with THE EXACT INFORMATION YOU NEED to start, build, and grow your very own, profitable Internet business. This is what we used to get started. So visit... http://www.marketingtips.com/t.cgi/769587 ----------------------------------------------------------------- **************************** Earn Referral Fees **************************** You can earn a 15 percent finders fee for referring Allan and Allan, Inc. for speaking and training engagements. For details contact us at... mailto:cust-serv@nosweatspeaking.com ----------------------------------------------------------------- Complimentary Articles for Your Publications ----------------------------------------------------------------- We have articles available for reprint in your publication, company newsletter, etc. You may use articles written by us that you see on our website at... http://www.nosweatspeaking.com/articles/article_index.html and in the NSS Ezine. View back issues at... http://www.nosweatspeaking.com/ezine/back_issues-2002.html Print the entire article along with the by-line at top and the credits, and complete contact information at the end of each article. Also, please send us a tear sheet or electronic copy. Thanks! ----------------------------------------------------------------- We don't send out an unsolicited newsletter. You must request it to receive it. We don't like receiving SPAM, and we sure as heck try not to SPAM others. But sometimes people sign up their friends. If you received this issue and don't recall requesting it, refer to the email address at the end of the Ezine. If it's not yours, then someone sent it to you. To get your own copy, sign up now. To stop the newsletter, refer to the instructions below. ----------------------------------------------------------------- To Request the No Sweat Speaking(sm) Ezine: http://www.nosweatspeaking.com or mailto:nssezine@nosweatspeaking.com?subject=Subscribe To Stop Receiving the Ezine: http://www.nosweatspeaking.com/unsubscribe.html For Personal Coaching Inquiries: mailto:allank@nosweatspeaking.com For Back Issues: http://www.nosweatspeaking.com/ezine/back_issues-2002.html To Submit Questions to Dear Allan and Allan: mailto:questions@nosweatspeaking.com For Feedback on the Content of This Issue: mailto:cust-serv@nosweatspeaking.com ----------------------------------------------------------------- *** A Fantastic Resource *** Need MORE TRAFFIC to your website or affiliate links? "Turn Words Into Traffic" reveals the secrets for using *free* articles to drive Thousands of NEW visitors to your website or affiliate links... without spending a dime on advertising! We use this resource and it's incredible! The idea is simple and ingenious. Find out more at http://hop.clickbank.net/?aanosweat/ezarticles. ----------------------------------------------------------------- No Sweat Speaking(sm) Ezine ----------------------------- Publisher: Allan and Allan, Inc. Editors: Allan Kaufman and Allan Misch P.O. Box 2721 Columbia, Maryland 21045-1721 USA Tel: 410-363-0080 Fax: 410-356-8374 mailto:cust-serv@nosweatspeaking.com http://www.nosweatspeaking.com "Your next presentation doesn't have to make you sweat!" Experience No Sweat Speaking(sm)! -----------------------------------------------------------------