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Transcript

Logic Is Not Enough To Win Buy In · The ROI Online Podcast

• 0:02
  SPEAKER_00: It's now right boy.
• 0:03
  SPEAKER_00: All right.
• 0:07
  SPEAKER_00: So we're live.
• 0:08
  SPEAKER_00: AI made simple.
• 0:10
  SPEAKER_00: Why am I so small?
• 0:11
  unknown: Check the mic and make sure it's sounding like a little bit more.
• 0:13
  SPEAKER_00: I'm just a small part of this presentation.
• 0:17
  SPEAKER_00: How many times have you found yourself um with things on the line where you gotta make a presentation sometimes on the fly?
• 0:26
  SPEAKER_00: Maybe it's a business proposal, maybe it's a job interview, maybe, maybe uh someone's asked you for a big um you know, a big proposal that's worth a lot of money for your company.
• 0:39
  SPEAKER_00: The folks that are listening to this, they're leaders, they used to it, they do it all the time.
• 0:43
  SPEAKER_00: And you put on the spot and you you dance, you figure it out.
• 0:48
  SPEAKER_00: But how many times have you done that and everything made sense?
• 0:52
  SPEAKER_00: It was logical, it was a perfect fit.
• 0:55
  SPEAKER_00: There's just no reason why they wouldn't uh take you up on it, and it's because you didn't nail, and if they said no and they declined, you remember how you felt?
• 1:07
  SPEAKER_00: He was like, Man, I don't get it.
• 1:09
  SPEAKER_00: One time it cost me a hundred thousand dollars.
• 1:13
  SPEAKER_00: Did a presentation for a uh business plan presentation, yeah, had six weeks to get all your numbers and your your plan and your infographics and your booklet put together, and you I turned it in and it was great.
• 1:27
  SPEAKER_00: I had a great team.
• 1:28
  SPEAKER_00: We it was just a beautiful, beautiful presentation, and then the last piece I did um um 45-minute uh live presentation to the six judges.
• 1:40
  SPEAKER_00: Everything went well, but I didn't get it.
• 1:44
  SPEAKER_00: And while I pouted about it for a while, it was like um, you know, what's what did I own in this situation?
• 1:51
  SPEAKER_00: Why did I not get that hundred thousand dollars?
• 1:54
  SPEAKER_00: Free money.
• 1:55
  SPEAKER_00: There was a lot on the line.
• 1:56
  SPEAKER_00: I failed, and so the emotional part was the piece that I missed.
• 2:02
  SPEAKER_00: I didn't connect.
• 2:03
  SPEAKER_00: I had six people with different um opinions about what what should be, you know, what should be the reason that they would award this money to me.
• 2:15
  SPEAKER_00: Would I be a good all those things are clear in my head, but I obviously I didn't make it clear in theirs.
• 2:20
  SPEAKER_00: And when you find yourself in that situation all the time, and and um and and so we don't realize what's at risk if you don't nail, if you don't like we're watching the Olympics, if you don't stick the landing, right?
• 2:39
  SPEAKER_00: And so today I'm gonna show you how.
• 2:41
  SPEAKER_00: Here's what's going on.
• 2:42
  SPEAKER_00: So um there's a lot of things at play in the few seconds that you have someone's brain to get clarity.
• 2:51
  SPEAKER_00: They buy into why I should listen to this person and then what's in it for me.
• 2:58
  SPEAKER_00: And so you have to land your point, right?
• 3:02
  SPEAKER_00: And so you you need to be able to turn from logical, yeah.
• 3:07
  SPEAKER_00: I'm sharing.
• 3:08
  SPEAKER_00: Can you let's see?
• 3:10
  SPEAKER_00: All right, so you need to move from logical clarity into emotional resonance, right?
• 3:17
  SPEAKER_00: And so here's here's what I was missing.
• 3:20
  SPEAKER_00: Here's the point that I wasn't nailing.
• 3:23
  SPEAKER_00: Um, so the the lot the leadership trap, why logic fails, is I was putting all the logic, probably emphasize how great my organization was, what we did, good, blah, all these things.
• 3:38
  SPEAKER_00: But it didn't tie into the heart and brain of the listeners that were the decision makers on this thing, right?
• 3:46
  SPEAKER_00: And so I didn't tie in enough emotional weight so that their brain turned off all of the logical um feedback, the distractions, and lean in and buy into that.
• 4:00
  SPEAKER_00: And it wasn't um it we had great graphics, but I just really stumbled and didn't make the the presentation clear enough.
• 4:10
  SPEAKER_00: I thought I did a good job, but obviously, when you don't get the$100,000, you didn't, you didn't do that little piece.
• 4:18
  SPEAKER_00: And so, you know, if I'd known this at that time, if I'd had notebook LM at that time, then this thing would have been, I would have had um an unfair advantage.
• 4:31
  SPEAKER_00: And I'm gonna show you how and why that's true.
• 4:35
  SPEAKER_00: So we have to surface the hidden stakes, okay.
• 4:38
  SPEAKER_00: And that in that presentation, what was at stake was if they didn't uh award my organization, my company, then that was what the the hidden stakes were in this.
• 4:55
  SPEAKER_00: But I needed to do a visual compare and contrast.
• 4:58
  SPEAKER_00: They were picking me, you know, there was a a handful of us that presented, and so I needed to I needed to show more of the visual compare and contrast, like before and after risk and reward, those type of things, those needn't be in play.
• 5:17
  SPEAKER_00: And then I needed to have an engineer what's called an aha moment.
• 5:23
  SPEAKER_00: When we have a group of people that we're presenting to, they have all sorts of competing um perspectives and opinions.
• 5:32
  SPEAKER_00: And the way that you can quickly unify a group real quick and get them to move towards the destination that you need is to uh create a learning moment, an aha moment.
• 5:45
  SPEAKER_00: And that's where I failed on this.
• 5:47
  SPEAKER_00: I didn't connect the dots on what was the big deal and why it was a positive for our community and the employees that I hired in the community and the money that I was bringing into my community from outside of the community.
• 6:02
  SPEAKER_00: That was the main thing, but I didn't engineer that aha moment, and so we lost out, we lost out on that hundred thousand dollars, and so you guys get the benefit from it.
• 6:15
  SPEAKER_00: So let me stop sharing this and we'll go to there.
• 6:25
  SPEAKER_00: I think this is the right one.
• 6:30
  SPEAKER_00: Yes, like I'd done this before.
• 6:36
  SPEAKER_00: All right, so when clarity alone fails, you got all the logic.
• 6:42
  SPEAKER_00: The logic's clear, but we need to move the needle in high stakes, right?
• 6:47
  SPEAKER_00: So the perfect meeting fallacy, you know, um logic organizes the mind, but it doesn't compel action.
• 6:57
  SPEAKER_00: You presented it to a to your team, your employees, your your the group you're leading, the church, your your nonprofit, but you've felt frustrated that there wasn't all this buy-in or a bunch of pushback.
• 7:12
  SPEAKER_00: And again, when you're you're leaning on the logical side of the world, but you didn't create a unifying emotional piece, then you fell into what's called the clarity trap.
• 7:28
  SPEAKER_00: So people don't remember, you've heard that, people don't remember what you say, they remember how you made them feel.
• 7:36
  SPEAKER_00: And so the the way you make that that team, that uh audience feel is the thing that's the big value.
• 7:46
  SPEAKER_00: You you've watched um um you've watched comedians talking and everybody's laughing, and and he's nailing a point, or she's nailing a point, and it's always there's some unexpected she's telling the story, and then they all of a sudden there's this unexpected surprise that happens and everybody laughs.
• 8:07
  SPEAKER_00: That's a unifying aha moment, is what you're doing.
• 8:10
  SPEAKER_00: And so when you're doing a presentation, you need to be um moving toward that little destination, and that's when they learn something.
• 8:20
  SPEAKER_00: You need to lead those folks to where they learn something of value that creates that aha moment.
• 8:28
  SPEAKER_00: So we've been talking about the three stories in the in the previous uh series was you know, we need to nail that outside message to your audience, your your uh customer.
• 8:39
  SPEAKER_00: How do they see your solution and their aspirational, successful future?
• 8:44
  SPEAKER_00: That's important.
• 8:45
  SPEAKER_00: You also need to be uh telling the story for your team.
• 8:49
  SPEAKER_00: There needs to be this uh culture bonding um way, um, and that that comes from that story that your your team knows.
• 8:59
  SPEAKER_00: That's a story you need to get real.
• 9:01
  SPEAKER_00: And then, of course, the the um uh Discovery Halo story, the story of your content and how it's formatted and how it goes out into the uh search engine social media so that the AI can tell the right story about you.
• 9:17
  SPEAKER_00: But in each of those stories, you have to nail these three forces of influence cognitive clarity.
• 9:24
  SPEAKER_00: Hey, I understand what you're saying.
• 9:25
  SPEAKER_00: You said it clearly, it makes it makes sense in a short amount of time.
• 9:30
  SPEAKER_00: Um they can immediately understand what it is that you're talking about.
• 9:35
  SPEAKER_00: But today we're focusing on emotional resonance, the feeling aspect, the emotional, the the bonding, the part of it, and then the social cohesion, how to move and set up this experience where everybody learns together.
• 9:50
  SPEAKER_00: So this is called imprinting.
• 9:54
  SPEAKER_00: And when these three converge, you get alignment on your brand, on your on your mission, on your vision.
• 10:00
  SPEAKER_00: That's what's happening, and so the biology of important.
• 10:06
  SPEAKER_00: The brain doesn't really store information equally, it acts as a filter.
• 10:13
  SPEAKER_00: But think about there's something that happened years ago that you you learned something, and you had this that that experience made you feel something, and it sticks with you today.
• 10:27
  SPEAKER_00: It's got priority when your brain pulls it up in a memory, and yet you couldn't go through all the details of what you learned, but that one emotional thing brings all of that input back and engages it immediately, and you're back up to speed, and you can quickly remember all the details, or when you review it, it's like, yeah, yeah, yeah.
• 10:49
  SPEAKER_00: But that emotion is what pulls it back really fast.
• 10:54
  SPEAKER_00: It's like um, yeah, it's like um, you know, logical information is like uh the old modems that make the noise, you know, the AOL modems.
• 11:07
  SPEAKER_00: That's what logic is.
• 11:09
  SPEAKER_00: And then when you put an emotion on it, then you've got fiber optic recall, fiber optic priority.
• 11:17
  SPEAKER_00: And so your brain tags, tags it just like when your story or you're you're tagging something to be uh uh brought back up as a part of the report.
• 11:29
  SPEAKER_00: When you add a tag to it, it means I wanted this piece of information to be included, and your brain does a version of that, and so that emotional resonance is an amplifier, whereas the data is you know, there's a lot of energy that it takes to memorize that data.
• 11:47
  SPEAKER_00: We're always amazed at this person who memorized the phone book, but it's like a lot of a lot of effort and time put into that.
• 11:56
  SPEAKER_00: I'm not gonna do that, and that's the way your brain feels about all the information.
• 11:59
  SPEAKER_00: You can bring a big long report, but wow, it's like I don't appreciate it.
• 12:04
  SPEAKER_00: You know, even I wrote a book, and I and so I was shocked by some people when I would suggest read my uh, hey, I'd love for you to read my book.
• 12:12
  SPEAKER_00: There's almost like they're offended.
• 12:14
  SPEAKER_00: You want me to sit down and focus on something for a certain amount of time.
• 12:19
  SPEAKER_00: That's how your brain feels when you hand people a report or a well-written uh uh uh piece of information.
• 12:27
  SPEAKER_00: What that's um it's like what we're taught to do first, but it's like the last thing that we should be doing.
• 12:34
  SPEAKER_00: We should be able to tell a story real good and connect the dots.
• 12:38
  SPEAKER_00: But that's where uh notebook LM comes in because it leapfrogs you into being an expert storyteller.
• 12:47
  SPEAKER_00: You feed it what you want to get across.
• 12:50
  SPEAKER_00: What's the intent, where where's the uh learning piece, and it organizes it and presents it.
• 12:56
  SPEAKER_00: This very presentation that I'm showing you, this this infographic was done today.
• 13:05
  SPEAKER_00: 20 minutes.
• 13:06
  SPEAKER_00: It took me to design all of this in Notebook LM, and yet it took the information and it quickly categorized it, put in the images.
• 13:15
  SPEAKER_00: I didn't have a team do this for me.
• 13:17
  SPEAKER_00: I did this, and I'm not even uh an excellent uh creative.
• 13:21
  SPEAKER_00: There are people on my team are much better, but this got them off the hook.
• 13:27
  SPEAKER_00: But I get it to where it nails my specific message, but it brings in these pieces that help connect the dots and help support you, and that's why you're here listening.
• 13:38
  SPEAKER_00: Insight feels good, but we have to res the the insight that aha moment has got to resolve this.
• 13:47
  SPEAKER_00: Um there's an internal struggle.
• 13:51
  SPEAKER_00: So when we're presenting information to someone that they're in their own story, and it's the most important story going on, is what's in their head and what their story is.
• 14:04
  SPEAKER_00: And if you're wanting to partner with them and you're wanting to bring your solution into their um future, then you need to be clear on what their story is and also what their insecurity is in that process.
• 14:21
  SPEAKER_00: They're wanting to get from a status quo to an aspirational point in their future.
• 14:29
  SPEAKER_00: And so that means they want to go on this journey and they're gonna go through moments where they're gonna doubt themselves.
• 14:36
  SPEAKER_00: And there's an internal struggle that um they're doubting whether they have what it takes, or they're doubting they have all of all of the equipment or all of the resources or assets to accomplish this.
• 14:50
  SPEAKER_00: And if you can, if you can resolve that tension, that's the tension in the story.
• 14:57
  SPEAKER_00: If you can resolve that in tension and give them an aha moment that your solution, it fits right in their plan.
• 15:06
  SPEAKER_00: It's like the flashlight and the map that they need to get through that dark, scary forest.
• 15:12
  SPEAKER_00: Then that'll recreate that will create a an emotion of confidence and it helps them see the path that they're going to take.
• 15:22
  SPEAKER_00: And so we're rewarding a part of their brain.
• 15:24
  SPEAKER_00: It's a we're we're initiating a chemical reaction.
• 15:29
  SPEAKER_00: So look at this text over here.
• 15:31
  SPEAKER_00: This shuts people down.
• 15:33
  SPEAKER_00: I see these great posts, and there's all this information, or I get an email, and the first thing my brain does is look at it and decide do I read it now or later.
• 15:44
  SPEAKER_00: And so if there's just a synopsis at the top, which you'll notice that the AI, um, like in Google, for example, will give you a synopsis of what this email is about.
• 15:55
  SPEAKER_00: I'm starting to read those first before I even look at the email.
• 15:59
  SPEAKER_00: And it's because it's resolving this uh problem of here's a lot of data.
• 16:05
  SPEAKER_00: We need you to stop and pay attention and digest this and then then reply to me.
• 16:09
  SPEAKER_00: And I'm like going, I've got a lot of other things to do.
• 16:13
  SPEAKER_00: Well, that's that's what we're doing, and so this is the message, whatever it is here, but with a graph, graphic like this, you can quickly communicate a whole lot of information, an image or a picture is worth what?
• 16:30
  SPEAKER_00: A thousand words, and so when you're wanting to reveal the reason why they should listen, is like what's at stake if you don't accomplish this transformation that you're attempting or you want to go, and where do I where does my solution fit in your story?
• 16:51
  SPEAKER_00: Well, you need to define what's before and what's after.
• 16:54
  SPEAKER_00: We need to draw the both of these.
• 16:56
  SPEAKER_00: We need to state the obvious, creating the tension, all right, but then we need to give them a picture of what that where they are going to end up.
• 17:07
  SPEAKER_00: So you can do this with before and after problem versus possibility, risk versus reward.
• 17:13
  SPEAKER_00: But this is what the stakes, the stakes need to be stated and obvious.
• 17:19
  SPEAKER_00: And so notebook LM is like amazing, just amazing.
• 17:23
  SPEAKER_00: This created this presentation with just a simple outline.
• 17:26
  SPEAKER_00: I'll show you in a second.
• 17:28
  SPEAKER_00: With a simple outline, it made all of this information clear so that it follows in a logical order and an actual story arc as well.
• 17:39
  SPEAKER_00: And you I'm I don't need to be an expert story arc designer, right?
• 17:44
  SPEAKER_00: And neither do you.
• 17:45
  SPEAKER_00: But if Notebook LM is free, and you taking your information in and being able to put it to work elevates you, it gives you an unfair advantage, and it helps you be more effective and accomplish more of what you intend.
• 18:00
  SPEAKER_00: It reduces your frustration as well.
• 18:02
  SPEAKER_00: You work so hard on presentations and they don't land.
• 18:06
  SPEAKER_00: I understand that.
• 18:07
  SPEAKER_00: Plus, you don't get the million-dollar um um contract, or you don't get the promotion, or you don't get the job, or you don't get the grant.
• 18:16
  SPEAKER_00: There's a lot of things at stake when you don't illustrate um what your solution or what your plan or a presentation it will fall short.
• 18:29
  SPEAKER_00: And there's just a formula that we're following.
• 18:33
  SPEAKER_00: And it's a story art formula, but that's what Notebook LM does so well.
• 18:38
  SPEAKER_00: So you've got different uh prompts here.
• 18:42
  SPEAKER_00: What's at risk if this doesn't happen?
• 18:44
  SPEAKER_00: Who's affected the most?
• 18:46
  SPEAKER_00: What fear is implied here, what opportunity is being missed, what transformation is possible.
• 18:52
  SPEAKER_00: Sometimes I can't even answer these particular questions real clearly, but when I go, when I go put the information in and put this in, then notebook LM that has the advantage of uh this amazing uh training over all of these um uh billions of patterns, and it can divide many times.
• 19:19
  SPEAKER_00: I think, man, it said it better than me.
• 19:24
  SPEAKER_00: So clarity organizes the mind and emotion moves and memory, okay?
• 19:29
  SPEAKER_00: And so clarity plus emotion is persuasion that lasts.
• 19:35
  SPEAKER_00: So when we look at when we look at notebook lm, if you haven't logged into Notebook LM, here's it.
• 19:46
  SPEAKER_00: So we're in Notebook LM.
• 19:48
  SPEAKER_00: It's a free tool.
• 19:48
  SPEAKER_00: You can just go sign up at notebook lm um dot google.com.
• 19:54
  SPEAKER_00: Set it up, it's free, but it's this amazing uh uh tool.
• 19:59
  SPEAKER_00: So over here on the left is where you're going to bring your resources in.
• 20:02
  SPEAKER_00: This becomes your source of truth, your knowledge base.
• 20:06
  SPEAKER_00: So you you would upload all any information that you want to be considered that you need to present.
• 20:12
  SPEAKER_00: Maybe it's your maybe it's your your uh PDFs, your uh a proposal, your contract, whatever it may be, you bring it in here, you just add this source right here.
• 20:25
  SPEAKER_00: You put your copied text, you can copy and paste it.
• 20:29
  SPEAKER_00: You can bring in the YouTube videos, websites, Google Drive files, any folder, anything that you have.
• 20:38
  SPEAKER_00: You can even send it out on the web to conduct research, and it's going to bring in a series of uh documents or sources.
• 20:47
  SPEAKER_00: So we'll click quickly go over here.
• 20:49
  SPEAKER_00: This is an example.
• 20:51
  SPEAKER_00: So these are from all of my um my live streams.
• 20:57
  SPEAKER_00: We've got all of the transcripts from my live streams.
• 21:00
  SPEAKER_00: I put uh other data in here as well, but this is becomes the source of truth or the knowledge base.
• 21:09
  SPEAKER_00: This is your chat bot.
• 21:11
  SPEAKER_00: So this would be able to, you it would be interrogating the number of sources that you have in here.
• 21:18
  SPEAKER_00: You can interrogate your ask the chat bot to help you um discuss, think, organize, um, strategize, whether it's select all the sources or just one of the specific sources.
• 21:33
  SPEAKER_00: Okay.
• 21:34
  SPEAKER_00: And so that's what this area becomes to you is your typical chatbot, but it's only pulling from these sources and any external sources that you went out and searched and brought in here.
• 21:47
  SPEAKER_00: But it's not going out on the web every time, it's only referring to the sources that you choose to put in this container.
• 21:55
  SPEAKER_00: Then you can ask it all sorts of questions.
• 21:58
  SPEAKER_00: But here's the beauty about.
• 22:00
  SPEAKER_00: notebook lm it is it is an amazing tool that can help you create any sort of asset that helps you present communicate teach describe as a professional with visual supporting documents or assets so if we look over here in this particular back to this example we brought in it's made me an explainer from one source here's our explainer here emotional resonance we'll put this uh uh link in the YouTube uh description today but you see the graphics this thing is presenting so it's you see how it took the style I picked and now it's presenting here it is the decay of an idea all right amazing amazing resources that you can quickly get in minutes here's an audio overview of basically a podcast where two folks are talking about this particular source that I picked here's our quiz so today so made a quiz look at this for 10 it's got 10 questions and it's you know if I was to say all right we're wrapping up this video what did you learn well which three forces must overlap to achieve imprinting ensure an idea has staying power and it gave us four choices cognitive clarity emotional resonance and social cohesion you see these are amazing assets that are beautifully uh presented extremely powerful but all of a sudden it's taken me from clumsy in my presentation to confidence and polished right over here is um this is the infographic no this is the slideshow that I was presenting to you this is where our infographic came from so you know if you have data it'll create it in a data table it'll design a quiz it'll generate a report it'll even create a mind map mind maps maps are amazing at connecting um different concepts and how they relate and so notebook lm is is an amazing free tool that you can use to really nail these three things these high stakes um presentations that you find yourself in in just moments you don't need to spend days on this moments you collect your messy thoughts put it into that data source on the side put it in here bring it in here bring in any other supporting materials and then ask it to help you get it organized over here and then download them and you're good to go I mean you have a crazy you have a crazy unfair advantage over the folks that you're you're competing with to communicate the value of your solution it gives you confidence it gives you clarity it gives you the emotional um impact it's amazing that uh the responses that I imagine sending a contract with a little video overview of what the essence of the contract is who does that well that's you do now all right so I've got a newsletter subscribe to that uh AI made simple newsletter it goes out to um a lot of folks every week it covers these topics it reminds you of these videos also if uh there's an infographic no there's a QR code on screen here scan that connect with me if you need help getting your um you know you're a leader and you have high stakes communication and you don't have a big team set to make you look great that's who I work with I help you get confidence get organized use these tools so you can excel another episode of AI Made Simple let me know like subscribe do all the things the cool kids do and we'll see you next week on another episode of AI Made Simple we'll cover part three how to move a group of folks when you're doing presentation high stakes one of the hardest things to do is to align and get a group of folks to end up on the same point on the horizon.
• 27:06
  SPEAKER_00: And that's another episode of Yeah I made simple that's a wrap now