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2015 Tero Blogs

How to Introduce a Speaker

Tuesday, December 15, 2015

We talk a lot about preparing yourself to hit a homerun presentation. Our IMPACT: How To Speak Your Way To Success program gives individuals the tools they need to better deliver: good eye contact, open body posture, using pauses, etc.

We do not talk much about setting another presenter up for a homerun. But it will be the first impression the audience members have of the speaker, even though they haven't made their appearance.

Every speaker deserves a thoughtful and helpful introduction. The best introductions are two-way, just as personal introductions are. You introduce the speaker to the audience and the audience to the speaker, establishing a common bond between them. You will need to use your IMPACT skills and consider these items:


Your introduction should grab the audience's attention and make the audience aware of the importance of the upcoming talk.

An effective introduction answers these questions:


Don't use lengthy titles unless the speaker's title is a familiar one to the audience or a real attention-getter such as:

Set the Mood

Tell the audience about the expertise and background of the speaker. Set the mood while being careful not to give the speaker's presentation. Arouse interest without taking away from the speaker's IMPACT. Weave the speaker's name into the introduction as much as possible unless it is a surprise name that the audience will recognize.


Shorter is better. An introduction should never be longer than two minutes.


Contact the speaker in advance and discuss the relevant information. Make an outline and rehearse it. Never read an introduction. Good preparation will clearly show and the speaker and audience will appreciate it.

Shake Hands

Never let a speaker arrive to an empty stage after an introduction. Always wait for them, shake their hand, and then sit down.

Why We Hear Differently Than Everyone Else

Friday, December 11, 2015

Why are there so many misunderstandings? Why can't people interpret my messages exactly how I intend them? Filters.

It is hard for us to effectively listen because we all have our own filters. We might all hear the same word but have differing thoughts on what exactly that word means.

Take a look at diagram below. This is just a small set of the filters we possess. You can see that what we hear, is influenced by our beliefs, values, interests, strong feelings, good and bad experiences, memories, expectations and plenty more filters.

Because everyone's filter is different, the same word may produce different effects. Consider this example:

Bill and Janice get into a disagreement about what brand of coffee should be used in the office. Suzy was there to witness this disagreement and shares what with a few other co-workers in the office. Suzy's story goes something like the following:

"I was walking down the hall to scan a few documents and noticed Bill and Janice in the kitchen having a disagreement about..."

Before Suzy goes any further with the story, the two co-workers listening quickly interpret what she means by "disagreement".

Let's see how the filters might come into effect as this "disagreement" spreads around the office:

Thus from one word "disagreement" people could end up filtering things as different as "conversation" or "fight!"

Additionally, even when a word means the same thing to people, for some it might evoke a mild reaction and others a strong reaction - depending on the filters.

What do your filters tell you when you hear the word "disagreement"?

Our Brains Are Hungry for Social Interaction

Thursday, December 3, 2015

Humans have proportionately the biggest brains in the entire animal kingdom. We have about 11.5 billion neurons in our brains. One would be smart to point out that our brains have evolved to solve complex problems to enable us to survive. There is another primary driver with increasing evidence to explain our enlarged brains: to facilitate our social cognitive skills.

Matthew D. Lieberman, Professor at the University of California and author of the book, Social, has studied and found groundbreaking research in social neuroscience. Here is a profound statement from Lieberman's book:

All these years, we've assumed the smartest among us have particularly strong analytical skills. But from an evolutionary perspective, perhaps the smartest among us are actually those with the best social skills

A lot of Lieberman's book discusses why our brain are wired to connect. Even an introverted person needs to have social interaction to survive. Another interesting point that we might not usually think of is how our social network affects our health. Consider this point from Lieberman:

Having a poor social network is literally as bad for your health as smoking two packs of cigarettes a day

Wow. That has incredible implications for us. Another finding is the heavily talked about discussion. Does money make us happy? Probably a better question might be: does being social make us happier than money? Let's look at both of these questions in order.

Does money make us happy?

If you won the lottery today, how would your life change? It would probably change considerably because you'll do all the things you have wanted to do: dig your way out of debt, buy a new house/car, take a trip around the world - anything you can think of is probably possible.

It's true. You would be able to do all these great things and probably wouldn't have to work ever again if you were smart with your winnings. Hedonic adaptation would like to point out that we as humans, have the tendency to adapt to new circumstances, whether good or bad. Meaning, you might have a spike of happiness from winning the lottery, but eventually it will fade away and become normal for you. The excitement doesn't last forever.

This is not to say money doesn't play a major factor in our happiness - it does. But it is to a certain point, then we need more than what money can buy. Which leads us to our second question.

Does being social make us happier than money?

It is only fair to bring these two in an apples to apples comparison. Multiple studies have actually been able to put a dollar value on how much our social aspects are worth in terms of our well-being. Take a look:

I think you get the point. We are wired to connect and be around people. What is one thing you can do this week to feed the social part of your brain?

Tero Take

The heart of our business is teaching how to effectively communicate and connect with others. Technology is making it harder to make effective and frequent communication happen. Sometimes we forget it should be human to human interaction. Our world is becoming a human to technology interaction instead. Research is clear that communicating with others is important for success in life, we must also remember it is important for our well-being.

You Should Leverage Primacy And Recency

Tuesday, November 24, 2015

Primacy and Recency are key components to all of your interactions. Are you aware of what the terms mean? They determine a great proportion of the perceptions people have of you.

We've all heard the saying, "You'll want to make a good first impression." When you are meeting someone for the first time, they literally have no idea who you are (unless they heard about you through someone else). The way you dress, the way you introduce yourself, how you hold yourself all play a role in the other person building a perception of you. This may not give them an accurate picture of who you are and it's only been a matter of minutes, or seconds. This is known as Primacy. Primacy is where you set the tone for the rest of the interaction. This can be a networking event, meeting with a client for the first time, or even giving a presentation.

On the other end you have recency. This is where you close off the interaction and want to end on a good note. A lot of people seem to forget to end strong. This is the person at a networking function who walks away from the conversation without a handshake, or the person who ends a presentation with something like, "So, that's about it for my presentation..." Recency is really an opportunity you should take advantage of. Bring the excitement like you are seeing an old friend or you just bought that sports car you've always wanted.

Leveraging this knowledge puts you in a great position to be successful in all of your interactions.

We Have a Shorter Attention Span Than a Goldfish

Tuesday, November 17, 2015

Yes, it's true. A goldfish is able to pay longer attention than you. This has incredible implications for presentations and if your audience is engaging or not. Of course you want them to engage, you spent a lot of time prepping to knock it out of the park. For illustrative purposes, here are three statistics recently found in researching attention spans:

Source: Harald Weinreich, Hartmut Obendorf, Eelco Herder, and Matthias Mayer: "Not Quite the Average: An Empirical Study of Web Use," in the ACM Transactions on the Web, vol. 2, no. 1 (February 2008), article #5.

It's frightening to think that in 15 years, we've dropped a quarter of our attention span. Who's to blame? Technology? Our working environment? Let's not worry about that right now. The major problem is that it is becoming increasingly harder to get and keep our listeners attention. Think about it in the context of a presentation. How many times do you think audience members are day dreaming? Or worrying about what they will eat for lunch? It doesn't necessarily mean you have a boring presentation, but that could be the case.

We can only expect this to trend towards even shorter attention spans unless there is a major cultural shift to fix this prevalent problem. We are not able to directly change an audience's natural attention span. But, you are able to change your own behaviors to engage the audience and provide an optimal learning environment.

Consider these 3 quick tips to use to engage your audience members:

Posture and Movement

On average, standing increases heartbeats by 10 extra times per minute. That sends more blood to the brain, which activates the central nervous system to increase neural firing. When learners find their energy level dropping, get them to stand up for 2-3 minutes as an energizer.


You can get your point across in less time, with better understanding and with longer retention if you use stories. Stories are so effective that people will sometimes remember them forever. Stories give people an emotional frame of reference on which to relate personally. Stories are effective because everyone has their own story and can imagine or envision themselves participating in the story to which they are listening.

Be Brief and Finish Early

Our fast-food, TV, information society has set new standards for all presenters - we must be concise and brief. People were once willing to listen to a speaker for an hour. Today, even the clergy has to limit its messages to about 20 minutes or less. Interviews on talk shows ran 15 minutes at one time. Now they rarely last more than 7 minutes. TV interviewers used to allow a guest the luxury of a one-minute response. Today that has diminished to less than 25 seconds. How many presentations have you attended that finished early? Compliment your audience by finishing five minutes early. Be aware of time management from the very beginning of your presentation. Plan how long each stage of your talk should take and stick to it.

Calming Nerves Before a Presentation

Tuesday, November 10, 2015

Even for the most seasoned of presenters, there is a level of nerves or butterflies before a presentation. There are a lot of variables or unknowns that are in play. Will the audience be engaged? What if this presentation flops? Hopefully everything goes as planned...

There are certainly many things that are out of your control and that can be overwhelming. What is in control though, is how you feel. You are going to want to feel and be calm, so you look calm. Easy enough?

Let's get right into it. Patrick Allan published an article on lifehacker going over several things you can do to calm your nerves before a presentation.

Here are 4 of the tips he suggested:

Practice Where You'll Speak

A lot of the stress and fear comes from the unknown. You don't know what's going to happen. You can reduce the fear factor some by eliminating as many unknowns as you can.

Stay Hydrated and Exercise

Dehydration can make you feel tired and it can make your mouth, throat, and lips dry. Make sure you're drinking water throughout the day.

Exercise helps too. A good workout can help you reduce overall stress for the rest of the day. You'll get those endorphins pumping and it will keep you out of your own head. If you don't have time to do a workout earlier, a few minutes of some vigorous exercise beforehand can help too.

Take Deep Breaths and Visualize a Simple Object

Taking slow, deep breaths helps lower your heart rate and change your mindset from "fight or flight" mode to "relax" mode. Gary Genard suggest visualizing a simple object at the same time to help your focus:

...focus on a visual image you can see in your mind. Make that image a colored shape - a green circle, a yellow square, a blue triangle. Choose any object that doesn't have emotional overtones (whatever you do, don't pick red; red is a real rage and anxiety color). See that object in as close to crystal clarity as you can. This will take concentration and you'll need to practice to perfect it. Other thoughts, images, and feelings will emerge; notice them and let them go. Keep a gentle, persistent focus on your image.

Stay focused on that image and make your breaths slower and deeper as you go.

Warm Up Your Body and Voice

When you're giving a speech, your voice becomes an instrument. If you're afraid of your body betraying you somehow, simple warm up exercises can help alleviate your concern. Just like an instrument, your voice needs to be properly tuned before you can start rocking the mic. Start with warming up your voice. Practice enunciation with tongue-twisters and other similar exercises to get your tongue, lips, and jaw ready to go. Breathing exercises designed to help your voice projection are helpful too.

There are plenty of other things to worry about that go into making an effective presentation. These suggestions help you eliminate a lot of the worry and help you focus on what's really important: giving the audience a show.

Click here to read the original article.

Choose To Be Successful

Tuesday, November 3, 2015

We often times let other's determine what we can and cannot accomplish. We believe that what they are saying is fact. This will get our little voice in our head saying things like, "Maybe I won't be able to get that promotion this year" or "I'm terrible at small talk. I should avoid networking opportunities." Sometimes you even fabricate these thoughts yourself, without anyone coming out and saying it. All this leads to demotivation to challenge yourself and succeed.

Michael Hyter, Former Chairman and CEO at PepsiCo, refutes this thinking:

You are capable of learning whatever is necessary to achieve your goals. You are capable of becoming the person you dream to be.

I'm sure you are weary to believe this statement to be entirely true. But, it is true. Everyone has their doubts in their own abilities. Even as a seasoned professional and are very confident in what they can do. But, those that succeed make progress through the right strategy, persistency, and self-belief.

Let's go back to Michael Hyter for a deeper understanding. In his book, The Power of Choice, Hyter illustrates this model:

The Fixed-Capacity Mindset

Our society has a belief that some people have "it". They are born to be a leader, salesperson, engineer, designer, teacher, and on and on. To some extent, that may be somewhat true that certain people are born with distinct traits that make them better off in a certain environment.

In the fixed-capacity mindset, professionals with a high IQ will be able to master the increasingly complex demands of their careers. Individuals with less capacity will reach their "level of incompetence" - they will give up because they find it difficult or impossible to develop the expertise to accomplish these complex goals.

In short, with fixed-capacity mindset, failure is viewed as evidence that the job or task is beyond our ability.

The Capacity-Building Mindset

Research confirms the capacity-building mindset is more accurate. We as humans are not fixed. Most people can develop new skills and capabilities and can learn to be highly effective at a variety of challenging new tasks.

Everyone can learn, if they apply effective effort.

Effective Effort

Effective effort is about working hard, EFFECTIVELY. Meaning, you will need to be strategic in your hard work.

Here are Hyter's three characteristics to effective effort:

  1. Tenacious Engagement - willingness to give your time, energy and thoughtful observation to the process.

  2. A Focus on Feedback - when the results are in, ask yourself appropriate questions. What happened? Why did it happen? What feedback and coaching can you get from others?

  3. A Strategy for Improvement - Use the feedback to set priorities and put together a strategy for development. What will make you more effective?

You are capable of learning whatever is necessary to achieve your goals. You are capable of becoming the person you dream to be.

Tero Take

This book really hits home with what we believe at Tero. We take people at whatever level they are presently at in presenting, negotiating, networking, etc. and guide them through relevant researched skills to become better. An important part to developing a strategy around using critical soft skills is knowing what to work on. Practicing the wrong thing, over and over, will only solidify bad habits. Effective effort is in knowing and practicing the 'right' thing. Pairing consistency with strategy and the appropriate skills, you will be able to exceed your present level and succeed.

Communication Breaks Down. Quickly.

Thursday, October 29, 2015

Most of us are terrible listeners. Sure, we might hear people. But a lot of the time, we are not actually comprehending what they are saying. We won't get into the reasons why we are terrible listeners (yet).

Take this example to illustrate the point of our poor listening skills:

Picture going on a fantastic trip to the Bahamas this winter to escape the frigid cold. What's one of the first things you will do when you come back from the trip? Tell all your friends. You tell them about all the great restaurants you ate at, beaches you laid out on, people you met, and even the time you embarrassingly fell face first into a cabana. In short, it was a great time. The first person you tell your wonderful adventure to, will probably only remember about 60% of what you said and miss a lot of the finer details. They are essentially summarizing. If this person were to tell another person, it would lose even more details of your trip. By the 5th person, they really only remember that you had a good time and also fell into a cabana (or about 20% of the original message).

Think about these implications in your workplace. Have you seen this happen before? Messages can often times be misinterpreted and then passed down to another person, changing it completely. Getting a fifth of the original message has never resulted in anything good. Let's look at ways to avoid this communication breakdown.

Strategies for overcoming listening barriers

Communication is becoming increasingly more difficult with an extremely distracted work environment (thank technology). Putting these strategies to use will give you a better chance at understanding the whole message, and just as importantly, passing on a more accurate message.

When You Don't Have All the Answers in Your Presentation

Tuesday, October 20, 2015

You've just finished your presentation. You feel great. Now time for the questions. We as presenters want to encourage questions. We would prefer not to have the questions where we do not have an answer. I'm sure that has happened at some point.

Even if you are an expert, there are time where you can be stumped. Try these ideas the next time you are unable to answer a question:

Bonus: Sometimes you might be faced with a rambling questioner. You are going to want to make sure the rest of the audience understands the question. Rephrase and simplify the question to help refocus the discussion for others.

9 Ways to Engage Your Audience

Thursday, October 15, 2015

Trying to grab someone's attention is difficult. Especially in a presentation. People are bouncing around between a myriad of items in their head. What am I doing this weekend? Will I be able to meet my project deadline? Am I on the right career path? Don't forget to pay off your credit card bill. These chairs are not that comfortable. Who just texted me?

If you come out flat as a presenter, you will not be able fight for your right to be heard amongst all these other thoughts. But, you want to be engaging and memorable. You need to be. If you cannot get them to pay attention, then it is not worth all the effort to prepare and the courage it takes to present.

There is a lot of creativity and ingenuity required to gain attention, but here are 9 strategies to give you a better chance to win your audience's attention:

Questioning Techniques

Your audience will remember fewer than 30 percent of the sentences they hear during your presentation. But they will remember more than 85 percent of the questions you ask. By asking questions, you deepen audience understanding and conviction.

The best questions are ones that get your audience thinking, shock them to attention or get their agreement.


You can get your point across in less time, with better understanding and with longer retention if you use analogies. They are so effective that people will sometimes remember them forever.

The more complex your subject, the more important it is to use analogies. Know your audience! Using a complex analogy to support complex material is frustrating for your audience.

Inside Story

You've got their immediate attention if you can give them the inside scoop on something, particularly when it hits close-to-home. Know your audience! Show them that they are receiving the most recent, relevant information available on the subject.

Personal Experience

Support the point you're making with first-hand experience. This not only enhances your credibility with the audience but proves your knowledge on the subject.

Startling Statistics

Numbers and statistics can lose your audience quicker than anything else. By handling them carefully you can not only prove your point, but also surprise your audience.

Present only the numbers and statistics that are necessary to make your point. Where possible, round to the nearest whole number. Graphs and charts should be simple. Detailed calculations should be provided on a handout.


Humor can be one of the most effective attention-getting techniques when used naturally and appropriately. Humor keeps the audience alert and awake. Laughter triggers the release of adrenaline and increases long-term retention of information. Humor makes audiences more relaxed, responsive and creative.

It is important not to confuse humor with comedy. Nothing is more uncomfortable for an audience than a long, awkward, drawn-out, unnatural joke. Some of the funniest people never tell jokes. Many of them merely comment on how they see what's going on around them. It is their unique perspective that's humor.

Stay away from sexist, ethnic, religious, political or racist jokes. The only person you should make fun of is yourself.

Audience Participation

If people sit too long, their brains start to operate in a passive mode, not in an active mode conducive to learning, understanding and retention. Get them involved in activities that help them get to know one another or help gather information.

Games that relate to your subject are an excellent way to increase attention and interest.

Encouraging your listeners to take notes will also help increase their attention.

Sound bites

Try using sound bites throughout your presentation to increase interest. Arouse interest by giving your audience a clue about what to expect.


Handouts are a tool to supply your audience with complex or additional information to support your talk. They can also be a tool for getting your audience involved.

You'll likely create a heads-down audience by distributing handouts at the beginning of your presentation. If not too disruptive, distribute them as your audience will use them.

Identifying and Eliminating Toxic Habits

Thursday, October 8, 2015

Name the first habit you wish to change. It can be anything. Got it? Habits are extremely powerful as we mentioned in the last blog. They form quietly and unknowingly and by the time we actually do notice, they are too strong to break.

Now, what is the habit you want to change? Spending too much time in front of mindless TV? Procrastination at work? Spending money on things you don't need?

Whatever it is, there is a process to break the chain. Some items are easier to change than others. If you've been smoking for 20 years, it will be a lot harder to change that habit than someone who has been eating donuts at lunch every day for the past 2 months. It's all about frequency and duration.

There is a formula found in the book, The Power of Habit, by Charles Duhigg. The Process has 4 steps. Identify the routine, experiment with rewards, isolate the cue, have a plan.

Step 1: Identify the routine

As discussed in last week's blog, there is a habit loop. It starts with a cue, then moves to routine, then to reward. Identifying the routine is the easiest phase and is simply the routine we want to change.

Step 2: Experiment with rewards

Next we will need to experiment. A lot of times we are not exactly sure which cravings are driving our habits. We might have an idea, but we often are wrong. Take the example of procrastination at work. Are you procrastinating because you are tired? Because the project is complex and takes a lot of thinking? Because it isn't something you want to do? If it's your energy to start the project or task, drink a cup of coffee or have a banana and see what happens. This is a very simple example. But, you get the idea. And if you are energized and still push it off, move on to the next hypothesis. It's all about getting to the root of the problem. Experiment, experiment, experiment.

Step 3: Isolate the cue

As you gain more information and understanding, you will narrow down the cause of the habit. Eventually, you should be able to isolate the problem and know exactly the cue to your habit. You find the reason you are procrastinating on work projects is not a lack of energy, it is a lack of passion. That's good (you've isolated the cue) and bad (now comes the hard part of rewiring your brain).

Step 4: Have a plan

In this example of procrastinating, it is a common and difficult pattern to change. Basically you've wired your brain to say, "I'm not interested in this project, therefore I'd rather not do it." And you keep telling yourself tomorrow you will have the inspiration to get the job done. To change this, it will require you to be consistent and persistent (rewiring the brain). You will have to develop a new habit to replace the old. In this instance, every time there is something you don't want to do, you should challenge that thinking and jump right in. Before you know it, you will be halfway done. There always has to be some type of reward to develop a habit. The reward might be that if I get this task done, it will feel great to get it out of the way and then I'm able to move on to something I am passionate about.

It does seem like a simple process and yet many people have habits they know they are toxic, yet allow them to run their life. We challenge you to find one thing and work through this process step by step to elimination. We guarantee it will not happen overnight, but when you do make a change for the better we can guarantee you will be happier for it.

What can you start changing today?

3 Steps to Forming Habits

Thursday, October 1, 2015

"If I only have one pop this week, it won't kill me. As long as it is in moderation, right?" It always seems to start with you telling yourself this. Then, the following week you say, "Ok, I'm going to drink a pop at lunch because I want to treat myself for being productive every morning." Soon you will be drinking a pop in the morning AND lunch for one reason or the other and eventually having several a day without even noticing. How many times has this happened to you? Maybe not with pop specifically, but we'll let you fill in the blank.

It always seems to start small, and before we realize it, we quickly jump to the other extreme. To understand why we do what we do, it is important to first look at how habits are formed and what exactly is going on in our brain. This process of forming habits is described well in Charles Duhigg's book, The Power of Habit.

There is a three part process to forming habits: cue, routine, reward. Let's use the pop analogy as an example in this case.


This would be something that initiates or triggers your brain to jump into automatic mode and decides what habit to use. A trigger in this example might be that we need a spike of energy to finish out the last hour of the work day.


The routine can be physical, mental or emotional. Because you we need a spike of energy, we know that caffeine and sugar can help. So, we go to the fridge and grab a pop.


There has to be a reward, otherwise we wouldn't continue and form any habits. The reward helps our brain determine if the loop is worth remembering for future situations.

As you can see, if the pop helped our productivity and pushed us through the last hour of the day, we might try the same thing tomorrow. Eventually, the loop of going through cue (I need energy), to routine (drink pop) and then we receive a reward of boosted productivity, we will continue this trend over and over again. The more we perform this habit, the more habitual it becomes and the less we realize we are even doing it.

Our brain is using this hardwired process to make our lives easier. Sometimes it isn't always for the better and we may be creating toxic habits hurting our finances, productivity, relationships and health. Next week we will look at how to identify these toxic habits and steps you can take to eliminate them.

A Key Component to Learning

Tuesday, September 22, 2015

We are constantly learning, processing new information, and replacing the old. This is most likely the reason you are reading this blog. Looking at blogs alone - there are over 900,000 new articles posted every day. We've become a learning machine with information spreading exponentially and sometimes it can feel like most information doesn't "stick". A key element to growth and retaining all this new information comes down to something we (should) do every night: sleep.

Research at the University de Lille in France shows that sleep time may affect the previous day's learning. By cutting sleep by as little as 2 hours, recall may be impaired the next day, especially with complex material. Scientists speculate that sleep gives your brain time to clean house and process emotional issues for the day.

Research suggests that REM sleep (the deepest sleep-state) is critical for the brain to process the events of the day. During sleep, your brain is able to "unlearn" unnecessary information and clear pathways in the brain for increased brain efficiency.

Dreams (whether remembered or not) may be helping you clean your "brain" house.

Further research on the subject of sleep has shown that the brain performs best after "deep physiological rest". How much sleep is enough? Different people need different amounts. Some people seem to need 8 - 10 hours while others function fine on 4 - 6 hours per night. The key is getting sleep that is deep enough to reach the brain cleansing dream state.

To keep up with the competitive world we live in, we find ourselves sometimes getting a lack of sleep to keep up with our workload. Just remember to get a good night's rest when you can. Your brain will thank you for it.

16 Tips When Representing Your Company At An Event

Tuesday, September 15, 2015

You're Invited! It always feels great to be sent an invitation and it makes you feel special. Like flying first class or being able to shop at Sam's Club.

The event you are attending is not an ordinary event though; you will be representing your company in addition to your own image. It is your duty to represent your company in the highest professional manner at these special events.

Here are tips to keep in mind to enter and leave the event looking like a professional:

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