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What to Say When You Don’t Know What to Say · The One Small Change Podcast

0:00
Welcome to The One Small Change. I am thrilled to embark on
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this journey of exploration and
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transformation. I got tied up lips.
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I'm your host, Yvonne McCoy, and I bring almost 30 years of
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entrepreneurial experience and a passion for discovering growth.
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And I have an obsession with the power of seemingly small change and
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how powerful they can be. And every week I try to bring somebody
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to you that can expand your insights and your
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information to help you grow your business. And this week we have the
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amazing Donna Riccardo, and she's gonna share with you
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something that happened that makes her really good and very special at
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what she does. Donna, thank you for being here.
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Oh my God, Yvonne, thanks so much for having me. So fun.
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So tell everybody what it is you do and what it is
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that happened that made you decide to do it so you do
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it in a way that makes you different from everybody else?
1:01
Okay, uh, let's see. So I'm a speaker, a speaker trainer and
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coach, and a bestselling author on public speaking. And, uh,
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since my business is called, uh, Res Stiletto Get to the Point,
1:12
I will make every effort to do that as I answer your question.
1:16
Um, let's see. So it started in my former career. When
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I was a hairdresser in New York City. And I really, really wanted to
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work with— I'd gotten some great training, amazing training when I moved there to get
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that training. And I wanted to give back to others in my community,
1:32
in the hairdresser community. And so great opportunity came
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up. And while I was working at this, it's very high-profile
1:40
salon and, you know, got all prepared and it was a big 2-day
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show. Famous people used to come to our salon, like
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rock stars and movie stars, and we had famous hairdressers
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join us at this big show. And it was my turn at the
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show, and the salon owner introduced me, and I
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was terrified. I just completely froze. I
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panicked. I went mute. I said nothing at all.
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He stepped in, great man that he was, stepped in and
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took the microphone, and he said so graciously in his Australian
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accent, She has a soft voice. I'll speak for her. And so
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he did. And I was just to do a haircut demonstration and talk about
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it while I was doing it. And that's what he did while I did it.
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And something else, I left that salon later because I
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really wanted to teach and I needed different opportunities. And then I left that
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salon later to go to another company so I could go around and
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teach in other salons in that company. Well, something
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similar happened again. Like I didn't get it the first time.
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And so something similar happened again where I froze. I went mute.
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It wasn't quite the high-profile thing that that was, but it was a bigger job
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stake situation. And I just again
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froze and went mute. And it was after that I went, oh,
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I need to go learn this because the people in the beauty business, they're
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generally the people of the gift of gab and they're just like blah, blah, blah,
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blah, blah, blah. And that was just not my
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style. I'm much more capable of that now, but it took me 30 years to
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learn. They popped out like that. So going
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forward, I went and I learned, and I learned all like
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NLP. I did some personal growth things, I did some spiritual growth
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things, and I left the beauty business to work in a personal growth,
3:28
personal development company. And that was
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where I— go ahead. I was going to say my
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story where I froze
3:39
was in high school. And I was doing the— oh,
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I can't even think of the name of it. You know, when you're
3:48
acknowledged for being a good student? Mm-hmm. I can't think of what the name of
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it was. And my thing is, I hate to go last because I hate to
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see other people make mistakes and panic. And I, do you
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know, and I had— we had done this whole big thing. I mean, you know,
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the speech and theater teacher, we had rehearsed for months and,
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memorized and memorized and everything. And I was the last
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person, and my mother had said to me, take a deep breath before you start.
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And I didn't. And I think I got the first phrase
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out before I ran out of air.
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And I came off the stage, and I had no idea. I mean,
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I just totally blanked out. And I was— when
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I got off stage, I started crying because I thought I hadn't said anything.
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Hmm. But apparently I went on, I,
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I gave a totally different talk just off the top of
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my head. You know, I came out and my teacher said to me, Yvonne, I
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was like, she's gonna be so mad. And she said, what a
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great job you did on recovering. And I was like,
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I don't remember. Yes.
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So I don't memorize speeches anymore. But anyway. Yes,
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I— well, more than 10 years before that big, big
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event, um, the first one,
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I was in 10th grade and I had to give a history report. I was
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all prepared, I was all ready to go, but no one tells you,
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at least not then, that you need to practice coming out of your mouth.
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And so I had— I was all ready. I get in my class, they call
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on me, I go up to the front, and I felt the blood drain from
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my face. I can still feel how that felt. Said nothing, never
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said a word, and the teacher just sat me back down.
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Well, I think that there's
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some really good tips about, you know, we're all different kind of
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people, we all need different kinds of support, but I think
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practicing is really important. And I think, you know,
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one of the things that I try to get people to do is
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first figure out what they're really good at, right?
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And focus on that. So when you give a talk, you're
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not going wider with your material all the time, you're going deeper.
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And so you've always got something you can pull out of your pocket,
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you know, and you can kind of connect with the crowd more. But anyway,
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so, so if you were, if you were
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How did you get to, you know, from being a hairdresser to
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it, you know, exploring speaking for your own benefit to helping
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other people learn how to speak? And what is the biggest problem most people have?
6:38
Yeah, so, um, I left the beauty world, beauty
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field, to work and train at the personal
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development company. And so I was with them both as a,
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as a staff member and a volunteer for over 20 years. And that
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was all the inner, the inner workings.
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And at the same time I was doing Toastmasters, which is a lot of the
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mechanics, right? So those two really come together. But that's,
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that's how I got to that inner part. And then over
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time my body said, no, you cannot be a hairdresser anymore because I
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had gone back to it for a bit. And then, no, you do not want
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to work 12 hours a day anymore for this other company. And that's all I
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had. That's all I had ever done. And so I thought, how can I bring
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this all together? And there's really virtually
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nothing somebody can bring to me in the world of speaking that I haven't dealt
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with myself or been trained to help somebody with. And so
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that's how I started this company, because I just, I knew I
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wanted to help people with speaking because that was the thing I struggled with.
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And so I brought that all together to start all of this. And I, I
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don't think I totally answered your question because I forgot what half of it was.
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I was saying, I— so the first thing, the
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thing that went through my head is that this typical for almost most
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people is your message, your message, you know, whatever,
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whatever you had to advocate, whatever a person has to
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advocate for themselves to figure out is
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typically what you turn into your business, you
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know. So much. And, and so that's the first thing is
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that you have a wealth— anybody who's speaking, you know, has a
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business, has a wealth of knowledge already because you've lived it.
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So you're already ahead of everybody else. And someone told me a
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very long time ago, one of the first speaking courses I took,
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is there's always going to be— you know, he said there are 3
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categories of speakers. He said the one is the
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ultimate speaker, where there's only certain people who are in that
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category. So that would be like living presidents. You
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probably will never be in that category, you know, unless you start
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very young and become president. But at this point time you're not in
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that category. And then there are people who are
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actually experts in whatever it is, and then there are people
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who are reporters, and so they kind of do compilation
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kinds of things. I kind of put myself in between, in the middle between
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reporter and compilation. But even whatever
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category you're in, there's always going to be somebody who's better than you,
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and there's always somebody who's not going to be as good as you. And so
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it doesn't matter. I mean, we're all, we're all just trying to get better in
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the category category that we're in. So for people that are
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just starting out, just by the fact that you've
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advocated for yourself, you're better, you're ahead of most other
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people. So what are some of the things that—
9:40
All right, I guess, Mike, I have a twofold question.
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Are most people looking for, I guess, organizing
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their content Or are they looking more for the
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craft and getting over their, their yips
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about speaking? I think that oddly,
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that seems to come lower on the list. And that was who I wanted to
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start out helping, you know, people that were more like me.
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But I think that, like, I think I'm kind of the exception
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to be that terrified and still want to do it. So those are not the
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people that I, that I talk to. And mostly they tell me that they,
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they would like to do it. They don't know what to say. And the other
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thing they say is, what do I do with my hands? So these are the
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main, these are the main things. And there's a lot of things that can fall
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under, I don't know what to say. But it's,
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that's mostly what they come to me with, you know, tell me.
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But the short answer to that is you talk about what you
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know. You talk about it like we're not, unless you're becoming a professional
10:42
speaker, and that's a whole other animal completely to be like a
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corporate speaker or a conference speaker or something, or you, but you still
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stay in your zone. Right? You might not talk about the same things all the
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time, but there's still gonna be a world of things that you would talk about.
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That's not most of us. And so you talk about what you know if you're
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speaking as an entrepreneur. And then the other thing with the hands, you
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just— nothing is the answer. You just let them, you let them just
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like, let them hang down. Just relax because you'll naturally
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gesture as you speak. But if you're flapping them all around, people are
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gonna have their attention on your hands, which is not what you want. You want
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them to be listening to what you have to say. Well, I
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have to tell you,
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probably the most valuable lesson that I
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learned, and it's so common sense,
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you know, is before you give a speech,
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what do you want the end result to be? Where I went
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to a 3-day conference, I was so prepared for the speech. I
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mean, I wasn't speaking, it was a training. It was like, get your speech done
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right. And, you know, they were like, start your thing, bring it
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with you, you know, we'll help you polish it up kind of thing. I had
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this great talk and I had this great offer,
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and I had actually given the talk and the offer and it did not convert.
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And the first thing she said is, start with your
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offer and reverse engineer it. And I was like,
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oh my God, this offer makes no sense with this talk. I
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mean, it was just— I mean, it was like, that was the first day of
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the— I mean, the first thing they said, and I was like, Oh,
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I paid airfare.
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You know, so I think that's really the most important thing. And,
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and, and probably the, the,
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you know, just knowing what the purpose of the talk is. Who are you
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talking to? You don't talk to a group of
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senior citizens necessarily the same way you talk to a way of
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teenagers. I mean, and people sometimes
12:50
don't take something as simple as that into consideration,
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right? Um, and that to me is like a big thing,
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right? Before you start working on the talk, just where do I want to
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take them in the end and who am I talking to?
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Yes, and that's part of the reverse engineering. I mean, people think
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that— I, I have this one, this new friend I met at the Chamber of
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Commerce, and she wants to speak. And we'll call— let's call speaking for 2 entrepreneurs
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and making an offer. Offer. Let's call that
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speak to sell, right? You want to sell, and it could be a free
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offer, it could be a phone call. If you have a long time to speak
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to them, you might make them an offer for a product or service, but we'll
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call that speak to sell. Now, this woman, I met
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her and she's telling me she, she does speaking. So I find
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out about her and her business, and then I find out what she's
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speaking about, and they have nothing to do with each other.
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So I'm thinking, well, she— if she's finding places to speak, why
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isn't she speaking on behalf of her business and making an offer so she can
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grow her relatively new business fairly quickly? Because that's an easy
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way to do it, getting in front of many instead of talking to one here
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and there. So yeah, that speak-to-sell thing is
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key for entrepreneurs because that you can reach many with one
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talk. Absolutely. You can leverage your action. The other thing
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that I have found, um, Over
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time is for me one of the
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hardest things to do is
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really focus in. You know, there was a joke once, and
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the you know it was about a preacher, and he said, "You tell them
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what you're gonna tell them. You tell them what you need to tell them, and
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then you tell them what you told them." Right?
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And I gave I gave a I do a
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monthly workshop. And afterwards, somebody said to me, can I
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talk? Do you mind if I talk to you? And I was like, no. And
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she said, you spent a little too long on this slide. I go, I know,
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I can't quite figure that out, right? And then she was
14:57
like going on and she was like, you know, the timing of this and I
15:00
don't— and this and I don't know about this story. And I was
15:03
like, wait a minute, what do you do? She
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said, I help entertainers. And she
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probably didn't ask you permission to give you that feedback either. Well, I—
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the feedback was all right, but what I always say to people is
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you have to understand what you need. And I was not there
15:23
to entertain in my workshop, and apparently that's what I was
15:26
doing because I was having a good time, right? I was entertaining
15:30
everybody. People were coming back because the stories were changing and
15:34
stuff. I really had to narrow
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down and really make the stories support
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the point that I wanted to make, not just because I had a good time
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telling it. And so, I think that is, you know, part of the
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whole thing too, is that we think, I don't want to keep doing the same
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talk over and over again. But
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what I have found is the skeleton of my
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workshop is the same. I mean, I— when I started it, I had 25
16:04
slides, and then I paid somebody, and then I had 40. You know,
16:07
42, then somebody else looked at it and I had 52. I am now
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at 13 slides. It is always 13 slides.
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Right? And those are the points that I want to hit, and
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I may spend more time on one than the other, depending on who's there. So,
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the fact that there are different people there means that the talk flows a
16:27
little bit differently. Right? And I
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get smarter. I figure out how to punch that line
16:34
better because I can see what kind of re— you know. So one of the
16:38
things I do is I take my chat and I put it in the— to,
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you know, to ChatGPT, and it'll tell me,
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you got good reaction from this, you got, you know, nobody
16:48
reacted to this part, you know, because it's building on itself.
16:52
So it— I'm trying to stick with that. You tell them what you're going to
16:56
tell them, you tell them what you're going to tell them, and then you tell
16:59
them what you told them. Right. And I think that makes it
17:03
easier no matter what talk you're giving. It's a
17:06
version of the same talk. And so you get
17:10
really comfortable with it. What do you think about that? I think as an
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entrepreneur, absolutely. Because that's what we would call a
17:17
signature talk. Think your signature, right? It might vary a little depending on, you
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know, today, how you slept, how you feel, whatever. But
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it's your signature. And the signature talk is the same thing. And
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it's like the gold in the
17:30
entrepreneur's knapsack, if you will, right?
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It's the gold in there because you give it to different audiences
17:38
that could have your same ideal client in them that could potentially
17:42
become your client. And then you're making that offer and
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you are getting more and more and more familiar with this. You can have fun
17:49
with it and you can go deeper on it, but you're
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still in your lane. And it makes it, I think, easier to
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also know what you want to say. You can dance with it a little bit
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more. And I think that that's the best thing an entrepreneur can do.
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And, and, and that does not mean, you know, I always say clarity is
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not a— clarity is not—
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it, it doesn't just stay there. It evolves as you
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get clearer. So, you know, one of the things, um, that happened to
18:21
me is I started out my talk and it had this really rambling title like
18:23
Discover Your Unique power to attract your ideal
18:27
client. Da da da da da da. And my coach was like,
18:31
if you're selling a horse, just say horse for sale. Nobody knows what that means.
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You're happy with it, but nobody else knows. And I had a
18:38
situation where I was in a networking or masterminding group, and I've told
18:42
this story a lot of times, um, and it actually happened this year,
18:46
um, and I got really frustrated
18:49
because everybody was telling this poor lady what to do. Mm-hmm. And
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I said to her, do you have paying clients? She said, yes. I said, are
18:56
they happy with your services? She said, yes. I said, then
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you don't have a service delivery issue, you have a client attraction issue. You
19:04
don't need to be fixed, you just need to be found. And
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everybody in the room went, oh! And so
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that's my thing now, be found, right? Yes. And, and
19:15
so, you know, there are pieces of it that I've built out
19:19
more than others, but it, it's something, and when I put
19:22
it in as a LinkedIn event, same workshop, different title,
19:27
typically I get about 20 people on LinkedIn events, right, over
19:31
about 2 weeks with the old title. When I put the new title in, I
19:34
had 20 people who signed up in 2 hours.
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So you know that your talk is, you know that you're, you've got evidence that
19:43
your talk is speaking to people. All right, so before we run out of
19:46
time, Um, let's talk about 3 things that
19:50
people can do, especially entrepreneurs can do, um,
19:54
in terms of using speaking to grow their business or to get over their fears
19:58
of speaking. Okay, so
20:02
number one, the 3 Ps: practice,
20:06
practice, practice, right? So that kind of
20:09
falls in with what we were saying a minute ago about getting so familiar with
20:12
what you have to say. Which means points 2 and 3,
20:16
network, network. Because once you're practicing, you know how
20:20
you can just like nail down a short little piece of what
20:24
you have to say when you're talking to somebody at a networking group or you're
20:27
speaking, you know, at a group situation for
20:31
networking. So know what you have to say and be able to
20:34
say it clearly, succinctly, simply. When you're
20:38
networking, you don't want to go on and on. You don't want to be that
20:40
person that people can't wait to get away from because you're just going on and
20:44
on and on. They're, they're gonna remember you in all the wrong way.
20:48
They're gonna remember you as the one who didn't stop talking.
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But you wanna be remembered for who you are and what you know
20:55
and be seen, heard, and known as the expert that you are. So
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that's the other one. And number 3, public speaking. Get out there
21:03
and speak. So you have long, long talk. It's a version of your
21:07
same talk, right? Long ones, short ones. You need, you know, 1
21:11
minute something, 10, 5, 10 minutes,
21:14
maybe 20, 25, depends on the group, right? Always find out
21:18
how long your talk is. Always ask your host if you can make an
21:22
offer and always stick to your time.
21:26
Absolutely. You know what's something that I, that we talked about and you and I,
21:30
I think, know it so well that we didn't really emphasize it.
21:35
And one of the reasons that
21:38
speaking is so powerful is, I mean, the
21:42
obvious one is you get to speak to one person. I mean, you
21:45
get to speak to many persons at a time versus one-on-one.
21:49
But the other thing that I think a lot of times people don't talk about
21:53
is if you're speaking at an organization or an event,
21:58
that gives you automatic credibility. Somebody
22:02
has allowed you to come into Their audience, and that
22:06
automatically makes you an authority. Yes.
22:09
The third thing is that people
22:13
that are in the audience—
22:17
there's always going to be people who kind of hold back. They're going to be
22:20
some people there that are like, well, I want to know more. And it
22:24
kind of gives those other people permission to go, well, maybe there's
22:27
something here. Do you know? And, and they kind of
22:31
let down their, their, you know, their callousness or whatever it is,
22:35
you know, their I don't want to get involved. And so speaking
22:39
is incredibly, incredibly powerful to
22:43
build your business. It is one of the fastest ways to do it.
22:47
And I don't think we put enough emphasis on that. The other thing
22:51
is that I think is really
22:55
important Is we talked about the variety of
22:58
things, you know, the 1-minute, the 5-minute, always ask.
23:02
Absolutely. Um,
23:06
this is my opinion, but I
23:10
hate the fact that we've been taught to go, hi, my name is, I do,
23:14
I help, blah blah blah blah blah. That is so boring. And
23:17
the other thing is that the more detail-oriented you are,
23:21
the more you tend to want to tell people how you do it.
23:25
And my theory, and it's taken me a long line to learn this
23:28
myself because I'm really a process person,
23:32
is they don't care how you do it
23:37
if you're not solving the problem that they've got.
23:40
Right. So, you know, one of the things that, you
23:44
know, the easiest way that I can say this is
23:48
when I was doing productivity and profit, you know, profit and productivity, I would
23:52
start my introduction with, do you find that at the end of the
23:56
day you have worked really hard, but everything that only you can do is
23:59
still on your desk? And people will go,
24:04
right? Those are the people I want to talk to
24:08
because I've identified what, what they're having a problem
24:12
with. That's part of your purpose and who you're talking to.
24:17
And so, you know, Again, you know, I can go in and say,
24:21
do you have, you know, paying clients that love you? You just, you know, you
24:25
don't have enough of them. Then you don't need to be fixed. You just need
24:27
to be found. And I'm working on a new one, you know, be focused,
24:31
be found. You know, so we'll see. But, but
24:35
my point is, your
24:39
ideal client doesn't care that you have an MBA,
24:43
doesn't care that you've got a 7-step process, doesn't
24:46
care about all the stuff that's going on.
24:50
If you cannot say to them something that will make
24:54
them curious or something that will solve
24:58
their problem. Like, I have, I have this— I have a weird sense of humor.
25:02
So I have this question thing called the refrigerator question,
25:08
which— and it goes with the story that I gave all my good friends this
25:11
past Christmas the silicone mold
25:14
that you put in like toner and stuff. And you freeze it and then you,
25:18
you know, you do your face in the morning, you know. So I'm not going
25:21
to get in a cold dunk. I'm not going to slush a bowl of
25:24
water and put my face in. But this was perfect. I mean, it cost
25:28
$5. I bought them toner. I, you know, and I, I put together
25:32
these packages for like 10 people.
25:36
2 weeks later, I called everybody up and go, don't you just
25:39
love this? And not one person had
25:43
used it. Because I forgot to ask the
25:46
refrigerator question. Where is your refrigerator? My
25:50
refrigerator, because I have to take medicine, is on the second
25:54
floor. So, I finish in the bathroom, I go
25:57
take my medicine, I do my ice roller, I'm a happy camper.
26:02
I am not going to go downstairs to do that, and neither would they.
26:08
And I never bothered to say, where is your refrigerator? Let me
26:11
show you how this will work for you. And I think you have
26:15
to, you have to help people see themselves working with you.
26:19
And so that, you know, sometimes I put it, you know, when I'm doing
26:23
my, you know, we— where it starts tomorrow, come find out about the
26:26
refrigerator question. And they're like, you know,
26:31
like, should I go? This woman's crazy, right? But I think you have to make
26:34
people curious. So, okay.
26:39
Um, I think we agree that you need to, you need to
26:43
practice. And I think the—
26:48
so let me ask you, is the purpose of
26:52
practicing to get it perfect?
26:56
No, it's to get it familiar. And what
27:00
does that mean? What does that look like? Yeah, so that means you
27:03
know what you know so well that if some new thought
27:07
comes to mind, because you never know, different audiences, different energies,
27:11
right? Sometimes something new comes to mind. You can, you can
27:14
dance with it because you know it so well, for example, or
27:19
that you can add something in, right? That would be another kind
27:22
of dancing, right? You can add something in, or if somebody asks a question, if
27:26
I'm gonna make an offer, I generally discourage asking questions
27:30
because I don't want that person who wants to be the expert but isn't willing
27:33
to stand in front of the room to try to look like the expert while
27:36
I'm in front of the room. So generally, if I'm going to make an offer,
27:40
I generally, I will say, please hold your questions. I'll address, I'll address them at
27:44
the end and then I'll make my offer and then I'll be available after for
27:47
those questions. Mm-hmm. If they're, if they're real questions, I'm happy
27:51
to answer them. I just don't want somebody derailing me from the front of the
27:54
room. But somehow some hosts expect you to take questions. If that were
27:58
to happen, you have to be able to dance with that too. And you have
28:00
to know what you know so well. If what they're, what they're
28:04
asking isn't the next thing you were going to say, you need to be able
28:07
to still bring it all together. So, you know, and
28:11
that's probably one of the hardest things is learning how to control the room and
28:14
how you feel comfortable doing it. You know, whether you say
28:18
something like, that is a great question, let's take it at the end so I
28:21
can give you a full answer, right? Or
28:25
maybe that's the wrong question. Maybe the real question you should be
28:29
asking is this, and that's what I'm going to cover next.
28:33
That's a perfect segue. Yeah.
28:37
So, okay. So before we run out of time, what's your free
28:41
gift? Oh, I have— so I've been
28:45
watching speakers and speaking for a number of years, and
28:49
I've been really kind of surprised at what they sometimes do that
28:53
disconnects their audience from them. And so I
28:57
like to take notes of these things. So I have a top
29:00
10 tips of things that you shouldn't do, that I think you shouldn't do
29:04
because you lose your audience. So they're kind of unique in that way. They're not
29:08
your ordinary tip. So I have that, and people
29:12
can find that at showupspeakup.com.
29:15
And that'll be in the show— that will be in the, um, the
29:19
podcast notes too. Okay. Yeah. Okay. So
29:22
yeah, it was— it's kind of fun, and I continue to do that. But these
29:25
have been— I think these are kind of some juicy ones, and some of them
29:28
are a little controversial. Well, we'll have
29:32
to tune in and find out. So, all right, for the fun question,
29:36
when was the last time you did something new for the first time? Oh
29:40
my goodness. So probably, uh, like within the last week.
29:45
My background, as you've heard, has been touching people, cutting their hair,
29:49
or talking to people, working, you know, personal development, right?
29:53
Nothing to do with tech. I could barely use my phone, and I've had to
29:57
catch up very quickly. However, ChatGPT is a whole—
30:01
and those kinds of AI things, whole other level of things. So the new thing
30:04
I did was attempt to design a stand-up 6-foot
30:08
banner for some events I have coming up. So attempt to design
30:12
that on ChatGPT. And it's— I found out some things. It just—
30:16
you can't just say, oh, change this. No, you change this and it
30:20
changes the whole thing. Or— Yeah. It redesigns my
30:23
logo. No, keep my logo. It puts a picture of somebody that's not me
30:27
on there. No, I want my picture on there. And so
30:31
like, that's been hours and hours and hours of trying to get that
30:35
right, and it's still not right. And I finally
30:38
sent it over to my, to my person that's gonna print it out
30:42
and get it all ready for Saturday, 2 days away.
30:46
And she still has to make some tweaks on it. I also didn't know
30:50
you put the QR code and it changes it, or it's not an
30:54
actual thing that you gave it right. There's
30:58
So many things. Oh, so many things.
31:02
I have to say that the last 2 I've done, I've been really pleased with.
31:05
So I'm happy. All right. So guys,
31:10
we probably could keep on talking for a long time, but we
31:14
can't. We can. So
31:18
the, you know, the first thing I want you to do is make sure you
31:20
subscribe and share and engage with the podcast on social media.
31:25
It is designed to supercharge your, your business through connection,
31:29
and it's my way of giving back and trying to grow the community and fuel
31:32
your quest for growth and impact. So I hope you'll continue to join me with
31:36
the One Small Change and embark on this
31:40
journey. And I put in a couple of interesting single
31:43
solo episodes that you might want to see as well. But
31:47
I want you to make sure that you check out this generous gift because
31:51
it's the kind of thing that's going to help you. So Donna,
31:55
what else have you got? What, what, what are your last words you want us
31:58
to take away? Oh, last words I want to leave your audience
32:01
with is when you are speaking,
32:05
especially in front of an audience, speak
32:08
slower than you want to and louder
32:12
than you think you need to. Okay,
32:17
so don't whisper, right? Don't
32:21
mumble, don't whisper, and make sure the people at the
32:24
back of the room can hear you. And if you're offered a microphone, always take
32:28
it. Always, always. I think that's your quote. If you're
32:32
offered the microphone, always take it. Anyway, guys,
32:35
remember that change is simple, but it's not always easy. It requires
32:39
courage and resilience and a willingness to step out of your comfort zone. If you
32:43
are always comfortable, then you are not trying something new and you
32:47
are not growing. So join me on the One Small Change
32:51
And be sure to check out my workshop, the Be Found Workshop. Get clarity, get
32:55
confident, and get consistent clients. It happens every month.
32:58
Donna, thank you so much for your time and your gift.
33:03
And thanks for having me, Yvonne. It's been great. Thank you. Bye.