Speaker- Nov 2010

THE ART AND BuSiNESS of SPEAKiNG

N O V E M B E R 2010

helping meeting planners go green how to reduce your

Carbon Footprint UPDATE YOUR IMAGE increase your income

The Original

Survivor Jane Poynter shares lessons learned inside Biosphere 2

T H E O F F I C I A L M A G A Z I N E O F T H E N AT I O N A L S P E A K E R S A S S O C I AT I O N • W W W. N S A S P E A K E R . O R G

THE ART AND BuSiNESS of SPEAKiNG

N O V E M B E R 2010

12

The original “Survivor”

Speakers can adapt the survival skills that Jane Poynter learned inside Biosphere 2 to their own speaking businesses.

By Stephanie R. Conner

fE AT uR E S for Greener Pastures 18 Looking Speakers can reduce their carbon footprint and inspire their audiences to do the same.

By Matthias Gelber

Jane Poynter’s Biosphere 2 experience launched her speaking career.

PhoToS By Br

22

EndAn Moor

E

Make a Big impact with Less Environmental impact Helping meeting planners see through green-colored lenses.

By Shel Horowitz

your image and increase your income 26 update When you dress for success, it comes to you.

By Janice Hurley-Trailor

Co Lu M N S 6

8

D EPARTMEN TS

Reality Check 30 Relevant Resources Putting a fine point on the Time-saving tools and speaking industry technologies Welcome to My World A snapshot into the lives of the people who hire us

10 it’s your Business Advice for enterprising speakers

32 Beyond Borders Exploring cultures, countries and comfort zones

34 What Would you Do? Casting a reality check on real-world conundrums

35 Turning Point

4

A career-changing moment or experience

News from Headquarters

36 Advertising index 37 Calendar of Events

38 Humor Me Quips, tips and parting shots Departments

National Speakers Association is a member of the Society of National Association Publications (SNAP). Speaker magazine has been honored with a bronze award in the prestigious 2009 SNAP Excel Awards in the Magazines: General Excellence Category for best writing, content, graphic design and overall packaging.

November 2010 | SPEAKER | 3

news from headquarters

National Speakers Association Officers Kristin Arnold, MBA, CPF, CMC, CSP, President Laura Stack, MBA, CSP, President-Elect Ronald P. Culberson, MSW, CSP, Vice President Marjorie Brody, PCC, CMC, CSP, CPAE, Secretary Scott Halford, CSP, Treasurer Phillip Van Hooser, CSP, CPAE, Immediate Past President Stacy Tetschner, CAE, Executive Vice President/CEO

Reported by Stacy Tetschner, CAE NSA Executive Vice President/CEO

2011 Convention Call for Proposals

Founder Cavett Robert, CSP, CPAE

Are you amazing? If your answer is a resounding “yes,” then you’ll want to be part of INFLUENCE ’11, the 2011 NSA Annual Convention, which will be held in Anaheim, Calif., July 30-Aug. 2. We’re searching for powerful, content-rich sessions that will leave attendees screaming for more. All sessions will be categorized into one of the four competencies (Expertise, Eloquence, Enterprise, Ethics), and there will be no staff or partner tracks. To submit your proposal, visit www.MyNSA.org. Proposal deadline: Nov. 15.

Board of Directors Kristin Arnold, MBA, CPF, CMC, CSP Marjorie Brody, PCC, CMC, CSP, CPAE Kirstin Carey, CSP Ronald P. Culberson, MSW, CSP Ed Gerety, CSP Scott Halford, CSP Shep Hyken, CSP, CPAE Ron Karr, CSP Linda Keith, CPA, CSP Scott McKain, CSP, CPAE John B. Molidor, PhD Ruby Newell-Legner, CSP Ed Robinson, CSP Ford Saeks Laura Stack, MBA, CSP Brian Tracy, CPAE Francine Ward, JD Liz Weber, CMC, MBA Phillip Van Hooser, CSP, CPAE

2011 NSA Keynote Lab

Whether you’ve been keynoting for decades or you’re just starting out, it’s important to prepare for the next generation of keynoting. At the Keynote Lab, you’ll discover what the future holds for creating sustainable models, meaningful messages and masterful delivery.

The event will be held at MEET Las Vegas in Las Vegas, Nev., Jan. 12-13.

2011 NSA Winter UnConference

Speaking Legends Honored

This conference is going to be an experience unlike any meeting you’ve ever attended. Through formal and informal learning opportunities, you’ll learn strategies to grow your business, innovate, and create new business opportunities to take you into the future. Mark your calendar to attend the event at the new Loews Atlanta Hotel in Atlanta, Ga., Feb. 18-20. Register now at www.

NSAUnConference.org.

The Class of 2010 Legends of the Speaking Profession was honored at the 23rd annual Veteran Speaker’s Retreat in Boiling Springs, Pa., on Aug. 28.

Shown, from left to right: Phil Pelletier (accepting posthumously for Ray Pelletier, CSP, CPAE); Jim Rhode, CSP; Larry Baker, CSP; Barbara Glanz, CSP; Gil Eagles, CSP, CPAE; Manny Steil, CSP, CPAE. Bill Brooks, CSP, CPAE, also was honored posthumously.

It’s time to honor NSA Founder Cavett Robert, CSP, CPAE, who believed in creating a bigger pie for all speakers.

Blog your experience as a mentor or recipient of someone’s wisdom at http://SpiritofNSA.wordpress.com.

NSA’s monthly audio magazine

Welcome: Bill Cates, CSP, CPAE

PEG Tips: Steve Lishansky

Turn Ideas into Income: Lynne Waymon with Sam Horn

How the Best Get Better: Scott McKain, CSP, CPAE

Leading-Edge Tech Tips: Terry Brock, MBA, CSP, CPAE

Coaches Corner: Suzi Pomerantz, MT, MCC Million-Dollar Idea: Jim Doyle, CSP

Feature Interview: Bill Cates, CSP, CPAE, with Jim Pancero, CSP, CPAE

President’s Message: Kristin Arnold, MBA, CPF, CMC, CSP

4 | SPEAKER | November 2010

Chair Stephen Tweed, CSP Immediate Past Chair Randy Pennington, CSP, CPAE

Speaker Editorial Advisory Board Pamela Jett, CSP, Chair Mary LoVerde, CPAE Don Cooper Mandi Stanley, CSP Kelli Vrla, CSP June Cline, CSP Janelle Barlow, CSP

This Month on V o i c e s o f E x p e r i e n c e ®

Publicity Tips: Pam Lontos

Founder and Chairman Emeritus Nido R. Qubein, CSP, CPAE

NSA Foundation Board of Trustees Kristin Arnold, MBA, CPF, CMC, Ron Karr, CSP CSP, President John B. Molidor, PhD Francis Bologna, CPA Terry Paulson, PhD, CSP, CPAE Lenora Billings-Harris, CSP Sam Silverstein, CSP Ronald P. Culberson, MSW, CSP Laura Stack, MBA, CSP Jane Jenkins Herlong, CSP Phillip Van Hooser, CSP, CPAE Don Hutson, CSP, CPAE Al Walker, CSP, CPAE

Spirit of NSA Day, Nov. 14

NSA Foundation This Foundation serves NSA members and the public through: • Financial help for NSA members and their families who are facing health crises or natural disaster emergencies • Grants to NSA members who need help with their dues or meeting registration fees • Scholarships for speech/communications students and professors • Oversight and funding for speaking-related research • Grants to help charitable organizations communicate through technology

Editor in Chief Barbara Parus

Design switchstudio.com

Editorial Office and Subscriptions National Speakers Association 1500 S. Priest Drive, Tempe, AZ 85281 Tel: (480) 968-2552 Fax: (480) 968-0911 www.NSASpeaker.org Advertising Sales Steve Camac Tel: (718) 710-4929 Email: Steve@NSASpeaker.org Speaker (ISSN 1934-9076) (USPS 012-886). Volume 5, Number 4.

Published monthly except February and August by the National Speakers Association, 1500 S. Priest Drive, Tempe, AZ 85281.

Periodicals postage paid at Tempe, Arizona, and at additional mailing offices. Contents Copyright 2009 National Speakers Association, all rights reserved. Subscription rate for NSA members is $35 of $425 annual dues allocated to Speaker; non-member sub­scription rate is $49 for 10 issues. Add $10 for Canadian or international postage.

POSTMASTER: Send address changes to Speaker, National Speakers Association, 1500 S. Priest Drive, Tempe, AZ 85281.

FULL Speaker p. 5

realit y check Putting a fine point on the speaking industry

Think Green

S

o, what is the deal with focusing on green meetings in this issue of Speaker magazine? Does the editorial advisory team not realize that speakers have been facing significant challenges over the past two years, and we need to focus on getting everyone back to work? Social responsibility is all well and good when we are making money and running successful speaking businesses, but shouldn’t speakers work on repositioning themselves as experts and thought leaders in their field to get hired?

I just don’t see how green meetings are going to help NSA do that. In fact, using recycled paper, posting online handouts and developing applications for mobile devices are creating even more expense when revenues are down. Come on, team, let’s focus on the future!

There it is—I said it. I may not win a popularity contest, but I think many speakers share my viewpoint: We need to go back to the way things were before the recession and downturn in meetings. What does social responsibility and sustainability really mean anyway? It seems like a foreign language to me and, when work, family, volunteering, 6 | SPEAKER | November 2010

recreation and travel are competing for my time and energy, I don’t have time for one more thing. But, just for kicks and to humor the editorial team, I thought I would Google “green meetings” to see if it really affects the future of speaking.

And once I did, I found …

The Convention Industry Council (which NSA is an active member of) is investing tens of thousands of dollars in partnering with the Green Meetings Industry Council (GMIC) and the Environmental Protection Agency (EPA) to develop standards that all hotels, meeting facilities, meeting planners, vendors and travel-related groups will adopt and adhere to in the future. (Hmmm, if the people who hire speakers are committed to green meetings, maybe we should pay more attention to this movement.)

Green meetings are not just about recycling badges and developing electronic handouts.

Meeting planners and hotels are considering ways to save money, such as making pitchers of water—not

individual bottles—available in meeting rooms, and asking hotel guests to use their bath towels for more than one day before replacing them.

But, the green movement is not just about cutting costs. It also is about reducing the carbon footprint in landfills and minimizing usage of natural resources, like water and energy.

The green movement is a business opportunity for speakers. There are not many experts in this field who are speaking and consulting on how to implement the new standards—a topic that will be in demand when the standards are released.

Finally, there is a real opportunity for speakers to find new ways to differentiate themselves with materials that support their message, and market them in unique green ways. In fact, when I think back on my 19 years at NSA, the marketplace has helped us evolve into a greener profession with online demo videos, content from cassettes and CDs offered via MP3 files, and many printed marketing materials being consolidated to a variety of websites and mobile applications.

If speakers really are the thought leaders, motivators and experts who are hired to deliver a glimpse into the future, we should pay attention to how we can be part of the solution to our clients’ challenges.

Stacy Tetschner, CAE Executive Vice President and CEO National Speakers Association

What’s missing from this picture?

If you’re like most professional speakers, the answer to what’s missing is you.

So where are you? Probably stuck in the office trying to fill your calendar with more speaking engagements.

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Infusionsoft’s marketing automation software has helped thousands of speakers reclaim their lives and grow their profits.

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welcome to my world A snapshot into the lives of the people who hire us

Double Vision

A

corporate event planner can assess an organization’s unique cultural needs and determine the type of event needed, based on the client’s goals, budget and desired ROI. Here, Jeff Civillico chats with Chris Condie of Condie Entertainment, who has experience as an entertainer and as a corporate event planner.

Jeff Civillico: How did you get involved in corporate event production?

Chris Condie: I spent 15 years on the client side of corporate events, working in marketing for Fortune 500 and small entrepreneurial companies. At the same time, I was performing as a professional musician. I saw events from the perspectives of both client and talent. Eventually, I realized I could solve problems because I understood both sides.

Can you elaborate on that?

On the talent side, let’s use the example of a tech rider. With my background, I understand what an act is looking for when it asks for specific points in that rider. I often know what will meet the act’s needs for less cost. So, I’m able to modify the tech rider to stay on budget for the client, while still giving the talent what it needs. On the other side, I understand the client’s pressure to deliver a top-notch event because I’ve been in those shoes. I can help the talent provide a customized experience that will make them look like superstars to the client, without modifying much of their program.

What do you look for in promotional materials?

Promo materials should keep the audience wanting more. I look for agent8 | SPEAKER | November 2010

friendly, electronically-delivered video. Some speakers and entertainers want to show 10-15 minutes of video to tell their whole story. If we aren’t enthralled after 30 seconds, we’ll move on.

What types of speakers and entertainers get booked today?

Speakers and entertainers play an enormous role in helping clients achieve their event goals. Instead of reducing your price to obtain bookings, focus on adding more value to your program.

Some of my clients have actually increased their budgets to book bigger names, so they can draw more attendees to the event.

Do you have any horror stories?

I booked a big-name country singer to perform at a beautiful hall that was home to the city’s symphony. Just before we dimmed the lights, her tour manager insisted on setting her glass of water on stage because he knew exactly where to place it. He rejected our offer to handle it and provide a table or stool for the glass.

He walked on stage and set the glass down on the symphony’s $250,000 grand piano, and the headsets instantly blew up with chatter. The symphony house manager ran out and removed the glass right as the band took the stage. Then, the tour manager yelled at the entire tech crew backstage. I refuse to work with that act again.

business. If you’re not conducting yourself appropriately offstage, you’re not building a relationship. The easier you make my job, the more professional and personal you are, and the more you focus on satisfying the client at every turn, the more work you will get from me, and the more my clients will refer you to their friends at other companies.

Chris Condie provides clients a unique set of skills which ensures their events are engaging, strategically focused and stress-free, while saving them time and money. For information, visit www.condieentertainment.com.

Jeff Civillico provides stage

Is a speaker’s off-stage behavior important?

entertainment and MC services

It’s paramount. We—producers, speakers, vendors—start “working” the moment we arrive onsite, and not only when the mic is on. This is a relationship

Civillico’s keynote, “Branding

for corporations nationwide.

Your Passion,” illuminates the professional opportunities that exist today.

Visit www.jeffcivillico.com.

Jimm RobeRts / oRlando

it’s your Business Advice for enterprising speakers

make a Smaller Footprint

M

ore businesses are going green to minimize their environmental footprint.

Even Google has jumped on the “green” bandwagon with its fleet of solar panelcharged, plug-in electric vehicles, and onsite chefs who prepare dishes from locally grown organic vegetables.

It’s unrealistic for small businesses to operate on Google’s grand green scale, but you can take small steps to turn your office into an environmentally friendly workplace.

office Equipment Office equipment accounts for 16 percent of an office’s energy use, according to the U.S. Department of Energy.

Look for ENERGY STAR® office equipment, including computers, monitors, printers, copiers and scanners. They use less energy to perform regular tasks and automatically enter a low-power mode when not in use. An ENERGY STAR® computer can be 50 percent more efficient than a standard desktop computer.

NOTE: ENERGY STAR® computers and monitors save energy only when the power management features are activated. Even better, turn off your computer Don’t Leave a Paper Trail • reuse scrap paper.

• recycle paper.

• reduce packaging by ordering in bulk.

• Eliminate fax cover sheets.

• Set printers and copier to print on both sides.

10 | SPEAKER | November 2010

every night, and put all of your office equipment on power strips, which can be turned off to stop the drain of phantom energy.

Printing Reduce printing costs by investing in a software program that identifies and diagnoses printing waste, such as GreenPrint.

(For information, see page 31.)

Font Check out the “Swiss Cheese” font

by SPRANQ, and reduce your toner usage up to 20 percent. The font isn’t ideal for all printer types, but it will still help. The printers that will see the biggest improvement in toner usage are high-resolution printers like AppleWorks, MS Office 2007 and OpenOffice.

Lighting Paper Switch to recycled paper, which requires 55 percent less water and 60 percent to 70 percent less energy to produce than virgin paper. If you need to use colored paper, use pastel colors.

Brightly colored and neon papers are made with dyes from toxic heavy metals (cadmium, arsenic and others), which contaminate the environment by leaching into water sources.

Replace incandescent light bulbs with compact fluorescent light (CFL) bulbs, which last 10 times longer, use onefourth the energy, and produce 90 percent less heat while producing more light per watt. One CFL reduces the production of carbon dioxide, a greenhouse gas, by half a ton and sulphur dioxide, which causes acid rain, by 3 kg, according to a U.S. Department of Energy study.

occupancy Detector Toner Use remanufactured ink and toner cartridges. One returned cartridge keeps approximately 2.5 lbs. of metal and plastic out of landfills, according to Office Depot.

Xerox developed a new toner using nanotechnology that the company claims cuts overall power consumption in digital printers by 15 percent to 30 percent.

The nanotechnology-based process uses 40 percent to 50 percent less material and yields a better image than traditional toner, says the printing giant.

For a relatively small amount of money, an occupancy detector can be installed in a room and linked to the lighting. The detector will shut off lights when people are not in the room, helping to reduce office energy consumption.

Speaker editor in chief Barbara Parus does her part for the green movement by sipping her daily java from a reusable ceramic coffee mug, instead of a disposable cup. Contact her at barbara@ nsaspeaker.org.

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National Speakers Association

Jane Poynter’s life-changing experience inside a glass cage extends beyond science.

12 | SPEAKER | November 2010

PhoTo By BrEndAn MoorE

“Sur

The Original

rvivor” The survival skills that Jane Poynter learned during her two years inside Biosphere 2 provide valuable lessons for speakers.

I

Photo provided by CDO Ranching & Development Co.

t was among Time Magazine’s top 10 scientific achievements of 1993. And though it was controversial, Biosphere 2 was a game-changer for many scientists because it helped answer the question: Could humans really survive inside an artificial world?

The implications ranged from understanding the basic tenets of sustainability to humans’ ability to flourish outside Earth—also known as Biosphere 1.

But to the four men and four women who lived in Biosphere 2 for two years (and 20 minutes, crew member Jane Poynter points out), the time locked inside that glass cage was life-changing in ways that extended beyond science.

Since her “release” in 1993, she’s become a Seven years later, Biosphere 2 popular speaker, sharing continues to serve as a research lab. the details of her life in the Biosphere, as well as her insights about the environment, sustainability and space tourism.

“My life today is [possible] because of Biosphere 2,” says Poynter, who grew up in England and now lives in Tucson, Ariz.

“It launched the direction of my life. I’m still working in space and the environment. Plus, I got a husband [fellow Biospherian Taber MacCallum] out of it.”

During the experiment in the Arizona desert, the terrarium’s ocean, wetlands, grasslands, desert and tropical rainforest provided oxygen and food, and the crew of eight did the rest. They farmed, they butchered, they purified—and sometimes they went hungry.

There were no trash collectors. If a plate broke, they couldn’t run to Target. And if they wanted to visit with friends, well, too bad. Nothing and no one went in or out.

The survival skills that biologist, speaker and NSA member Jane Poynter learned during her time inside the glass dome have shaped her. And they provide lessons for other speakers here on Biosphere 1.

Survival Skill No. 1: Be Resilient If being locked in a glass bubble with seven other people teaches you anything, it’s psychology. Poynter turns to psychology to explain the differences between being resilient and being resistant.

The key, she explains, is understanding the difference between a short-duration challenge and a long-duration one.

“In a short-duration challenge, it holds true that a supertough, type A, can-take-anything-thrown-at-them person does well,” she says. “And that was the classic Right Stuff training November 2010 | SPEAKER | 13

Go Green

As a member of the eight-person Biosphere 2 crew, Jane Poynter learned far more than survival skills. The project also invited experimentation with recycling. Because nothing was allowed in or out, recycling was essential.

“The Biosphere was not energy efficient; it wasn’t designed to be,” Poynter says. “But everything else we did is, in one way or another, now part of the green movement.”

It’s a movement she’s passionate about and eager to help get others involved.

“Start with what you know, and the rest will follow,” she says. “I encourage people to do anything. I don’t care what it is.”

Poynter offers the following ideas on places to start: • Stop using plastic bags at the grocery store.

• Start using a recycling bin in your home.

• Compost once-living materials from your yard and kitchen.

• Get young people involved in your home and office. “Young people today are very conscious of these things,” Poynter says. “They’re concerned for their own future. They will carry the banner.”

• Ask “Now what?” Once you take one step, ask yourself what else you can do to build on our own personal green movement.

14 | SPEAKER | November 2010

photo by NASA/Bob Ingalls

From Biosphere 2 to outer space Poynter is pictured with representatives of the companies NASA is funding to develop future private spacecraft.

astronauts went through. It was unbelievable training, but they could all take it.”

Resilience, on the other hand, is a mind set that lasts through longer-duration challenges—whether that challenge is two years inside Biosphere 2, preparing for a big conference, overcoming a serious illness or handling life’s daily struggles.

“It means that when you fall on your face, you can pick yourself up and move on,” Poynter says.

“You absorb that failure and learn from it.”

Resilience was critical for the Biosphere 2 crew.

“Lots went wrong,” Poynter says.

“But we all managed to pick ourselves up every time.”

It’s an attitude that’s essential for speakers as well, she says.

“Anything worth doing doesn’t happen overnight,” she says. “You have to stick with it. Learn what you can from each speech you give.”

Poynter believes that being yourself breaks down the barrier between a speaker and the audience.

Survival Skill No. 2: Accept New Challenges It’s easy to give the same speeches, workshops and keynotes day-in and day-out.

But are you really developing yourself as a speaker? Could you do more and learn more if you challenged yourself?

When she first joined the team that would eventually build Biosphere 2, Poynter had to train for the experience. She honed her critical thinking, teamwork and survival skills through a series of challenges, such as living on a boat for six months and surviving in the austere Australian outback.

“We were learning about ourselves,” Poynter explains. “We were understanding how to rely on our own resourcefulness and how to work in small groups.”

For a professional speaker, a challenge can mean an opportunity to push yourself to try new approaches, new topics, new keynotes and, in the process, to learn about yourself

and your profession in new and exciting ways.

Survival Skill No. 3: Ask for Help No man is an island. Even the eight crew members inside Biosphere 2, who were trained to withstand isolation, understood the importance of teamwork.

“It’s important to understand what your strengths are, and really play to those strengths,” Poynter says.

This philosophy was important inside the Biosphere. After all, some people are skilled butchers; others are farmers; some are fishermen; and some are researchers who can monitor air and water quality. But no one can do it all, and that’s true in every facet of life here in the real world, too.

“When we take on challenges, that’s when other people are the most important,” she says. “That’s when I rely on my relationships with others.”

The development of new material is another essential time to ask for help.

When I give a talk, I love when people throw out challenging questions. It makes me think about things in a new way.

“If I have any new material—and there’s always new material—I always get input from my husband and from friends,” Poynter says. “I need to know that the story I’m telling makes sense and will apply to my audience.”

Survival Skill No. 4: Value Diversity Diversity isn’t just about skin color and gender. It’s also about understanding other cultures and beliefs—particularly those that deviate from your own.

When Poynter trained in the Australian outback, living among the Aboriginals, she says she learned how to be humble and embrace others’ ideas.

“It’s a foundation for my life,” she says. “I totally believe that diversity is an asset.”

In fact, her company, Paragon Space Development, which she co-founded with her husband toward the end of their time in Biosphere 2, embraces diversity as a core value.

November 2010 | SPEAKER | 15

TAKe A BreATH

Biosphere 2 crew members wave “good-bye” to the outside world, Sept. 26, 1991.

during her time in the glass cage that was Biosphere 2, Jane Poynter became aware of how inextricably linked we all are to the earth. But, she says, when you’re sitting at home on your couch, it’s hard to recognize that. She offers this exercise. “i challenge people to think about what’s in that breath. What did they just breathe in?” she asks.“They just inhaled carbon dioxide from the neighbor next door and oxygen from a plant that existed a hundred years ago.”

Then, ask yourself,“What’s going to happen with my breath in 100 years? What will be the impact of the actions i perform every day?” “it makes you start to see the cause and effect,” Poynter says.“it’s a powerful exercise.”

PhoTo ProvidEd By Cdo rAnChing & dEvEloPMEnT Co.

“I believe in what we call respectful dissension,” Poynter says. “A diversity of ideas is actually a necessity. Otherwise, you can get into groupthink.”

She says speakers should encourage audiences to ask questions and challenge them.

“When I give a talk, I love when people throw out challenging questions,” she says. “It makes me think about things in a new way.”

When she’s in an audience, she recognizes defensiveness in a speaker who is caught off-guard by a question.

“Instead, incorporate that challenge in a way that’s embracing,” she says.

“When a speaker is defensive, it’s difficult for the audience.”

Survival Skill No. 5: Understand the other Side As the two-year mission wore on, the eight crew members remained dedicated to a successful endeavor. But that didn’t mean they had to like one another.

And for the most part, they didn’t.

“Life inside was horrible on a personal level,” Poynter says. “We were horrible to each other—just nasty.”

But contention and frustration won’t improve communication. That much she knows, and it helps inform her speaking style.

16 | SPEAKER | November 2010

Once, Poynter thought she was invited to be a guest on a radio talk show to discuss commercial space (the idea that space travel is no longer just for trained astronauts). Instead, she found herself on a conservative talk show where the host wanted to discuss climate change.

“At the time, it was a very divisive issue,” she recalls. “Some callers were really angry and called global warming a conspiracy.”

Her approach?

“You have to be accepting of a person’s view, even if you disagree,” she says.

“I talked matter-of-factly about the things we know, and the things we don’t know.

It’s very important to share what you don’t know. And over the course of the show, I noticed the tone change. By the end of the hour, people were calling in and asking what they could do.

“When you are respectful of others’ ideas, you make them open up to yours,” she says. “You open up the dialogue.”

Survival Skill No. 6: Be Yourself Part of mentally surviving Biosphere 2 was learning how to work with a small group of people.

“One thing I learned is in any group situation to be completely present and completely honest and completely myself,” she says. “What you will find is

that people respond to that and do the same thing.”

She urges speakers to check their speaker personas at the door and be themselves.

“When I hear someone step into a room and say, ‘I’m a professional speaker,’ there’s a switch that flipped, and they have a speaking persona,” she says.

“But it creates a wall between the speaker and the audience. Being yourself breaks down that barrier.”

Biosphere 2 helped Poynter find her career path. And the glass cage that taught Poynter so many survival skills continues to serve as a lab for researchers trying to better understand our world.

And through her talks on important environmental issues, Poynter is trying to do her part to help people understand the world and our impact on it.

After all, living inside an artificial world can do wonders to help you want to save this one.

Stephanie R. Conner is a writer and editor in Arizona who once got claustrophobic just touring Biosphere 2. She can be reached at Stephanie@ theactivevoice.com.

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For more information about the NSA University Webinar Series, to register for a Webinar, and for a complete listing of NSA University offerings, visit www.NSASpeaker.org or call (480) 968-2552.

Ed Gerety, CSP Dean, NSA University

Laura Stack, MBA, CSP Webinar Director, NSA University

National Speakers Association

18 | SPEAKER | November 2010

By Matthias Gelber

Greener Pastures LOOKING FOR

G matthias Gelber, named the “Greenest Person in the World,” has spoken on his passion in 38 countries.

rowing up in a West German village of 500 in the ‘70s, I was surrounded by nature’s expansive beauty year ’round. I simply couldn’t help becoming a “greenie”—someone who strives to make the planet a better place.

During childhood summers, I played in the woods, while winter meant three full months of skiing and snow sports. And, of course, school semesters taught me about the importance of nature, including the almost magical transformation of carbon dioxide into oxygen through photosynthesis. I started to realize how industrialization and pollution had negatively affected the balance of the environment.

We all take separate journeys to becoming professional speakers. For me, it started as a part-time lecturer at the university where I was employed as a research assistant. I started delivering modules on environmental management and accounting, which was an excellent way to gain confidence and exposure.

But let’s be honest: ISO 14001 (the standard for environmental systems) is a dry topic, so my goal was to spice up the technical content with industry experiences and stories that would keep people entertained. In 1996, I delivered a five-day environmental management workshop in Indonesia with my boss from the university, and the feedback from my audience was positively invigorating. Could there be an international career waiting for me?

It became rapidly apparent that ISO 14001 was a wave, rolling into numerous opportunities to travel and share my knowledge. If there was to be a thrilling talk on ISO 14001, providing value to businesses and their corporate objectives, I wanted to be the one delivering it. Best of all, it simply required speaking about my passion—a deeply held belief that I was contributing to the greater good. The fact that I could do so in more than 30 countries over the course of five years was icing on the cake.

November 2010 | SPEAKER | 19

umans’ plains h the x e r e lb Ge t on e impac negativ ent. m n enviro

Frank Furness, followed by one of his boot camps. My resulting signature talk, “The Day After Today,” alluded the title of the environmental-apocalypse film “The Day After Tomorrow.”

I drew on the days of my boyhood village for inspiration. As children, we would have three or more months of snow coverage each winter–while my brother’s children, the current generation, are lucky to get a couple of days of snow. Times have changed, and the weather patterns are different, in the span of just one generation. I can see, feel and touch the change in the place where I grew up and lived for more than 20 years.

Yes, there has been a natural fluctuation in the climate of the planet. But now, human hyper-action risks putting the natural balance of our ecosystem out of sync. These brief points illustrate the magnitude of the issue:

Green in the mainstream In those days, speaking about the environment was not as mainstream as it is today. When I moved to Malaysia a few years ago, it was time to shift from technical and business arena into a wider field of environmental mobilization and inspiration. I attended a public talk by motivational speaker

20 | SPEAKER | November 2010

• Humans are currently adding 30 billion tons of carbon dioxide per year, though nature adds, absorbs and tends to keep a balance.

• The United Nation’s environmental program says that 85 percent of environmental impact comes from work-related travel.

• I estimate that speakers have three to 10 times higher environmental

impact than the “average Joe.” • My annual CO2 emissions are around 20 tons—three times higher than the average person living in Malaysia!—but my electricity bill is only $8 U.S. To counteract that, I participate in programs designed to capture hundreds of thousands of tons of carbon dioxide within the next few years.

• 97 percent of all climate experts agree that humans are the cause of current global warming.

• 2005 was the hottest year globally, and 2009 was the second hottest.

Day After Day My talks in recent years have been about climate change with the intention to motivate others to take practical action, control and responsibility over our actions. When I received the “Greenest Person on the Planet” Award by a Canadian organization called 3rdWhale, it opened

Calculating—and mitigating— Your Footprint Measuring is the starting point for properly understanding your carbon footprint as a speaker. here are a few resources that can help: • Calculate the emissions from your home, car, air travel and everything you use at www.carbonfund.org/calculators • Calculate the carbon emissions from your economy and higher class air travel by entering your flight origination and destination cities at www2.icao.int/en/ carbonoffset/Pages/default.aspx

10 Steps to Low-Impact Speaking up doors, particularly with the media.

However, I put my speaking career somewhat on hold to start another business with the goal to save 1 percent of the world’s carbon dioxide emissions, by creating building materials that look and function like cement-based products, but mainly consist of recycled material. Cement manufacturing is responsible for 6 to 7 percent of the world’s carbon dioxide emissions—more than double what airplanes emit.

As leaders and influencers, it is critical that we walk the talk. As speakers, we can make a positive impact by encouraging our audiences to go green.

Simple props, like a reusable water bottle or a solar phone charger, can deliver a powerful message. I personally greened my lifestyle to ensure that I am absorbing more carbon dioxide than I am emitting. For example, I’ve invested in a tree plantation in Panama with a diverse range of local and

international hard wood. (The side benefit is that it will deliver me an ecofriendly pension income of $800,000 U.S. in 15 to 20 years time.) I also launched a campaign, in collaboration with other parties, to get 1 million trees planted to restore a burned-down peat forest area in Malaysia. Peat, a meter deep of moist organic matter, is the world’s most effective natural storage of carbon.

Mother Earth is amazing. She will survive, adjust and cope. But the real problem is that the human species, the animals, the diversity and our humanmade assets are being threatened, and global agreements aren’t going to solve the problem. We, as individuals, are. Wherever your journey as a speaker takes you, from tiny villages to the world’s biggest cities, you can play a role by keeping your negative impact low and inspiring your audiences and event organizers to adopt green practices.

01

02

03 04

05

06 07 08

An international professional speaker and

09

businessman, Matthias

• For a full cost comparison of various U.S.-based carbon-offset schemes, go to www.ecobusinesslinks.com/ carbon_offset_wind_credits_ carbon_reduction.htm • i use a Thailand-based tree-planting charity to compensate for my air travel. i’m involved in its projects, and the money gets put to good use. For more information, visit www.carbonfree.org.uk

Gelber received the annual award for “Greenest Person on the Planet” by 3rdWhale in Canada in 2008. Gelber has delivered speeches in 38

10

inspire your audience to go green, which can have a greater positive impact than you can imagine while improving their businesses.

Work with your conference/event organizer to make the event green, carbon neutral or waste free.

Avoid flying when possible, and use alternative means of transport. link speaking events with one another— one journey for several speeches.

Eat low-carbon footprint and healthy food, such as local fruit and vegetables, while avoiding high-footprint red meat.

Check into green hotels—literally!

Follow the green guidance and suggestions of your hotel.

Connect with Mother nature on the road. When did you last hug a tree? green your home with insulation, recycled material and low-energy appliances.

Think of future generations when making decisions.

countries and is the co-founder of Maleki GmbH, a company specializing in low-carbon footprint and high-performance building materials that replace cement, which is responsible for approximately 6 percent of the world’s CO2 emissions. Contact him at Matthias@googlemail.co Matthias@googlemail.com

November 2010 | SPEAKER | 21

Make a

[BIG] IMPACT with [less] Environmental Impact

By Shel Horowitz

helping meeting planners see through green-colored lenses

E

verybody wants to go green these days, yet many meetings are set up in environmentally destructive ways.

It’s not that the meeting planners have evil intent. It’s just that they may not know there are many easy and affordable ways to slash the carbon footprint and waste of an event.

If you’re booked far enough ahead to have some input into the venue, you can help organizations build an earthfriendly reputation among their members and attendees by providing great material for their annual social and environmental responsibility reports—and look like heroes to their greenoriented members.

1 Need a Ride?

1

Web pages are ideal to match people who need rides with those who offer rides. A car consumes almost as much fuel with one person onboard as it does with four—and if a driver gets three passengers, the environmental impact is reduced by nearly 75 percent. On longer trips, ridesharing reduces stress on attendees by letting the driving be shared—with an added bonus of using HOV lanes and lower tolls.

For those traveling by air, coordinating airport pickups or rental cars 22 | SPEAKER | November 2010

saves on gas, rental fees and parking.

And don’t forget public transportation, convenient from most airports and a way to kiss hassles good-bye in parking, navigation, fueling and traffic.

Amtrak may not be as fast as a plane, but you don’t have to navigate the airport, and the trip itself offers more

2

3

legroom and room to work, and the ability to walk around. Plus, you will arrive at your destination refreshed and ready to go.

2 Reduce, Reuse, Recycle The business world’s still waiting for “the paperless office,” but that doesn’t mean we have to give up hope. Ask the meeting planner to provide handouts as online PDFs online—or at least print on both sides of the page on recycled paper. Electronic advance publicity reduces costs for the organizer, saves paper and reduces the need for color printing. At the venue, encourage recapturing and recycling as many materials as possible.

3 I’ll Drink (and Eat) to That!

4

nSA TWITTER CHATTER @SalleyFoleylewis: no paper handouts, refreshments served on recycled products (or use real plates & glasses/cups), aim for lots natural lighting

Food and beverage is a simple way to reduce the environmental impact of a large gathering. Use ceramic cups, organic coffee and tea, pitchers of filtered tap water and reusable glass or plastic glasses instead of water bottles— which are an environmental disaster!

They consume petroleum, waste water in the filtration process, take energy to transport, release toxic chemicals when incinerated, and most likely will end up in a landfill for hundreds of years.

Look for the organic label. It is your assurance that no harmful chemicals have contaminated hot beverages.

Meeting planners can order organic and local food choices, good options for vegetarians, and replace sodas and junk foods with healthy snacks like fruits, nuts, vegetable sticks, and whole-grain crackers. @KevinKruse green Tips: Stop sending out so many folders and one-sheets. online demo reel should suffice!

4 Talk the Talk If the event theme lends itself to it, encourage the organizer to incorporate green speakers into the platform, green messages in the program, green side trips to a local organic farm or recycling center and green sponsors for swag bag items.

In the same vein, meeting planners can expand their reach by letting people attend online from anywhere in the world. They collect more registration fees while slashing their costs, you reach a potentially larger audience, and you get that Nirvana-like “non-airplane income.” Of course, this has some downside: “Seeing” friends online is not the same as giving them a hug in person, and attendees may find it more difficult to carve out a whole day’s worth of online events under the pressures of everyday life. But in some cases, the quality of training may actually be better online, attendees can take sessions at their own convenience, and time zones no longer matter.

Once your meeting planners see how going green makes them heroes in the organization, they’ll be in your fan club for raising their stature. And you can take satisfaction in knowing you “rolled back the carbon clock” of this and future events.

Site Smart If your meeting planner can host the event at an eco-resort, that’s terrific.

But even among traditional hotels and conference centers, some are greener than others. Some use solar, wind and @jbcgroup: it’s small things that matter.

Use recycled paper for yr notes, make handouts for exact number coming & no extra, tell them why

@daynasteele: Maintain a current/complete electronic press kit on website and encourage meeting planners to use it! http://tinyurl.com/39rua2t November 2010 | SPEAKER | 23

geothermal for water heating and/ or electricity, water-saving faucets and showerheads, windows that open, key-activated in-room electricity, superinsulation, oxygen-emitting plants in the atrium, natural pest control, earth-friendly landscaping, LED or compact fluorescent lighting, natural sun, etc. Attendees will actually feel better at a venue like that, too.

Temperature control is another vital factor, because overheating or overcooling a conference room makes people uncomfortable and wastes of energy. Suggest to meeting planners that they work with facilities managers to only heat or cool rooms that are being or about to be used, and to use fans and skylights to ease the burden on overtaxed HVAC systems.

Shel Horowitz specializes in green and ethical marketing strategies. He is the primary author (with Jay Levinson) of the award-winning Amazon #1 category best-seller Guerrilla Marketing Goes Green: Winning Strategies to Improve Your Profits and Your Planet, and the founder of the International Association of Earth-Conscious Marketers. Visit

it’s the Friendly Thing to Do here are some ways globetrotting speakers can incorporate more green solutions without reducing their presentation’s impact: CAN THE HANDoUTS • offer your support materials online or on a Cd. • offer to email an in-depth handout after your session.

• Ask attendees with laptops or iPads to take notes or complete forms onscreen.

• Ask the client to make copies.

• Upload the masters to a nearby FedEx Kinko’s.

CoNDUCT WEBINARS Bureaus report clients are now asking for presenters who are well versed in virtual presentations, from Skype webcasts to webinars.

PRACTICE WHAT YoU PREACH • Print only when necessary on recycled paper.

• Can’t read small print? Enlarge emails, websites and documents onscreen.

• Create electronic letterhead for

proposals and agreements.

• Pay bills electronically or by auto pay.

• downsize your files and office so you can operate with a laptop.

These green tips were contributed by Rebecca Morgan, CSP, CMC, who specializes in innovative workplace solutions.

Visit www.rebeccamorgan.com.

www.earthconsciousmarketers.com.

Your Green Pitch List here are five green messages you can use to book speaking and consulting gigs:

I’LL SAVE YoU moNEY: demonstrate, in real dollars, the cost and profitability benefits of going green. For example: The Empire State Building spent $20 million on energy improvements—and is expected to save the building’s owners$4.4 million annually in energy costs when renovations are complete in 2013.

I’LL HELP YoU GREEN YoUR SUPPLY CHAIN:

I’LL HELP YoU REACH THE GREEN CoNSUmER:

if you can help clients work with their suppliers to increase both organizations’ environmental and social responsibility profiles, you’re likely to have plenty of work.

Show clients how to harness the marketing advantages of going green, and be more appealing to their own customers.

I’LL BUILD YoUR CREDIBILITY: I’LL HELP YoU ACHIEVE SUSTAINABILITY: Show clients how to reduce energy, water, and waste, smooth out manufacturing processes, and use materials more effectively.

Employees, abutters, suppliers, and distributors all feel better working with a company that focuses on the wider social good—and government regulators want to show that progress is happening on their watch.

—Shel horowitz

24 | SPEAKER | November 2010

CALL FOR PROPOSALS!

Deadline extended to: November 30, 2010

Finally! A publication that puts the “ease” in professional speaking. SpeakEZ is a one-stop destination for concise, practical resources to help speakers gain immediate proficiency on a wide variety of topics within the speaking profession’s A WHITE PAPER PUBLICATION four core competencies: Expertise, Eloquence, Enterprise and Ethics.

Subscribe | Available bimonthly, the 20-page publication will feature valuable information on best practices, time-saving job aids, case studies and more, all in an easy-to-read format available by subscription or single purchase. For information, go to www.NSASpeaker.org.

Share | You are invited to submit a proposal to contribute to SpeakEZ and share your knowledge on a specific topic, enhancing your credibility and the market’s awareness of your expertise by being published by the National Speaker’s Association.

NOTE: SpeakEZ papers also can be coauthored by two more members.

For contributor guidelines, go to www.NSASpeaker.org. Click on Aspiring Speakers, and then SpeakEZ. Suggested topics include, but are not limited to, the following: •Branding •Product development •Building a niche •Self-publishing •Business models •Social media •Internet marketing

Review Process | All proposals will be reviewed for merit and relevancy by an editorial review board. Authors will receive guidelines upon acceptance.

Find out more about the review process at www.NSASpeaker.org.

DEADLINE EXTENDED TO:

NOV. 30, 2010

Submit | You can submit a proposal through the NSA website. For questions on topics or the submission process, email SpeakEZ@NSAspeaker.org or contact Barbara Parus, director of publications, at (480) 968-2552.

Update your

Iandmage Increase Your Income

By Janice Hurley-Trailor

Your appearance reflects your confidence level and should project your image as a highly competent speaker who has expertise and knowledge to share. Do you know how to create an up-to-date, professional look that flatters your best features, and will make audiences sit up, take notice and listen to what you have to say?

Y

ou have more than one closet.

One closet houses your clothes, shoes and accessories. Another is the closet of your psyche, and contains the rules and records you still play in your head about what success looks like.

Many image problems are easy to fix and can lead to greater financial rewards. The hardest part is admitting that your image needs a makeover, but don’t take it personally.

Apply the tips in this article to your own image, so that everything that is amazing about you on the inside shows on the outside. From the moment your audiences set eyes on you, they will know you have something important to say.

Do you look best in cool colors or warm colors?

Your skin tone and eye color determine if you look more vibrant and alive in cool colors or warm colors. Warm colors can be found in a sunset, with its yellows, reds and oranges. Cool colors are reminiscent of the ocean, with blues, greens, silvers and whites. The darker your skin, the better bright colors look on you.

You will always look good wearing colors reflected in your

eyes. Your eyes have numerous colors in them, so check them out. Clothes that make you look tired do not flatter your skin tone. Donate them to charity or give them to a friend who has a different skin tone.

Check the fit of pants before buying them.

Use a three-way mirror to assess if the cut of the pants flatters you. The material should lie very smoothly across your rear. Extra material indicates the pants are too large or the wrong cut for you. Pockets that pull, or material that rides up in the back, are signs that you need more fabric than those pants provide. A skilled tailor can alter the pants in your closet so you don’t need to purchase a new wardrobe.

Do you dress smartly only for speaking engagements?

You are always interviewing for your next speech or client contract. The adage “less is more” applies here: Less of the old that no longer fits, and more of a couple of great outfits to mix and match for different occasions. You don’t need to pull out your credit cards for new clothes at retail stores. Check out discount stores, second-hand shops, go online, or invite your friends to bring some items to a clothing exchange at your home.

A Polished Look Makeup magic: well-defined eyebrows, foundation to balance skin tone and strong (not deep) lip color.

Fashionable haircut with lowlights minimizes a high forehead and wide jaw.

Bold necklace elongates her neck.

Jacket: the right length and cut.

Shoulder pads balance the hips.

vibrant clothing in contrasting textures enhances her skin tone and exudes confidence.

Knee-length dress with full skirt equalizes hips and shoulders.

Stylish shoes with heels elongate and slim the legs.

November 2010 | SPEAKER | 27

FOR MEN ONLY Casual attire doesn’t mean jeans or a Hawaiian print shirt.

Fact or myth: Do women need to dress conservatively to be taken seriously?

Even when you’re not on stage, you’re making an impression. Don’t look too casual or ordinary when you attend NSA chapter meetings or casual events at conferences where you are speaking. Hawaiian print shirts shout, “I’m on vacation.” Make sure your wardrobe includes goodlooking casual pants and comfortable long-sleeve shirts with the sleeves rolled up a couple of turns. Note: Leave sandals at home. They’re never appropriate.

The rules have changed in the past 10 years, and especially in the last five. You don’t need to wear a boring black or navy blue suit to look professional. Add color and pattern and interesting textures to your wardrobe. Today, professional women can dress in ways that are both credible and interesting at the same time.

What’s the right length for trousers?

A women’s hairstyle is the most important aspect of her personal appearance. If there were only one area you could take a critical look at, make it cut and color. Your face changes as you age, and so should your hairstyle. What looked good on you at 35 doesn’t do you justice at 50. As the face falls, shorten the hair to pull the eye upward. The shape of your face dictates the best cut for you, and the cut dictates the best use of coloring to accent your best features.

This very successful dental diva (pictured) fell back into the habit of using a small curling iron to style her hair. The result looked matronly, which was in contrast to her lively personality and up-to-date information.

Long hair is often age inappropriate, but striking color can be added to a shorter hairstyle for a vibrant new look.

Contrasting lowlights and highlights create a fashion-forward style that shows your audience that you and your information are still relevant.

Pants should meet the heel of your shoes. If you’re standing up straight and they aren’t long enough, donate them.

Are flat-front pants too restricting in the legs?

It depends. The wrong flat-front pants will be restrictive, but the right ones will make your wardrobe more current and you’ll look younger and more attractive. Flat-front pants come in numerous different styles and cuts, so even men with well-defined quadriceps can find a flattering cut. It may be necessary to try on numerous brands, and cuts within that brand, to find the best cut. To save money, a tailor can take out a pleat or two from pants you already own to achieve a more current style. Pants with one pleat and a cuff are fine.

Fit to Be “Tied” Take an hour to evaluate your tie inventory. Weed out the following: holiday ties, poor-quality silk ties with a stamped design, and ties that are too wide for your body frame. If you are a large man, your widest tie should be no more than 3-3/4 inches wide. Solid-colored narrow ties are suited for men under 30. Ties with red communicate strength and presence, especially when worn with a white dress shirt. Get your soiled or wrinkled ties dry cleaned, and avoid touching the tie you’re wearing to keep it looking pristine.

B E F o R E

AFT

ER

Does your hairstyle require a curling iron to get that perfect roll in your bang?

Do you still wear dark lipstick and blue eye shadow?

Believe it or not, that look is alive and well, but I don’t recommend it. One of my clients had turquoise eyeliner tattooed on her lids for convenience, based on her friend’s ill advice. As you age, you need to use more concealer to hide shadows and imperfections, less foundation and a lighter shade of lipstick.

Did you know that women who know how to wear makeup well earn 18 percent more than other women working in the same positions? But the top two reasons women don’t use makeup effectively are because they don’t know how to use it to look their best, and/or they’ve never learned how to apply it quickly and consistently.

FOR WOMEN ONLY What’s the skinny on pointed-toe shoes?

A trip to a department store cosmetic counter that offers free makeovers is worth the time investment, and you might leave with a few new products and some tips for creating your new look at home.

Are you convinced that black is the best business color for you?

You continue to buy black clothing, because it is supposedly flattering and universal. It’s time to stop. You would never market your programs or services as being “just like everyone else’s,” so why pair up a solid or print top with yet another pair of black pants or a skirt like everyone else? There is a whole world of great neutrals to build your wardrobe around, and black is rarely your best choice.

mix and match suits for a more current look.

Jackets are magic for a women’s figure. They can reconfigure your proportions, and cover up problem areas. Investing in a new jacket can update many skirts, pants, dresses and trousers that you already own.

In general, jackets are most flattering when they come no lower than the middle of your rear at the highest rise.

A jacket that hits your rear at this optimal spot can actually make it look much smaller because it cuts the area in half.

You’ll look like you lost 20 lbs. instantly!

What are some tips on tops?

Women, avoid showing too much skin and cover up your cleavage. Even in casual attire, create a professional appearance and draw attention to your face. If your arms are still attractive and firm, you can wear a sleeveless top, but a partial sleeve conveys a more professional look.

You don’t want to go hiking in pointed shoes, but if you have a closet full of boring shoes, you should reconsider your belief system. Pointed shoes make your leg look longer and more slender, and the overall outfit will look more current and interesting.

The trick is to find pointed-toe shoes that fit you comfortably. You are not expected to squish your toes into the pointed V; instead, keep the ball of your foot and your toes in the same spot they would be in your boring, square-toed pumps.

Strong, stylish shoes are one of the few areas left for women over 50 to show confidence and style. Put your outfit together first, and then choose the shoes. Stand in front of a full-length mirror and look at yourself from the front and side to see if your shoes give the desired effect to your outfit. Be environmentally friendly by buying fewer shoes, but wear what you have well.

Next, select jewelry to match the strength and style of your shoes. Your shoes and accessories should complement each another. A variety of accessories will add mileage to your basic investment pieces (dresses and suits).

W

hen you look great, you’ll feel great and more confident in your abilities to wow the audience, attract more clients, book more speaking engagements, and increase your revenue.

Janice Hurley-Trailor, The Perception Expert, is a keynote speaker, business consultant, executive coach, and a one-on-one image makeover consultant who shows clients how to create a compelling presence. For more information, visit www.

janicehurleytrailor.com or contact her at jhurley@thegrid.net.

27 November October 2010 | SPEAKER | 29

relevant resources Time-saving tools and technologies

Green Is the New Black Be good to the planet, your body—and even your pet—with this array of eco-friendly green products and useful factoids.

1 Hemp Me, Rhonda You can store and tote your laptop with confidence in this hard-wearing Hemp Menlo Park Computer Bag, handmade from natural fibers grown in the Himalayan Mountains. The generously padded bag has a comfy shoulder strap, durable buckle and zippers, multiple pockets, and a water-resistant lining to protect your laptop on land or at sea. Measures 15.5”L x 13.5”H x 4.5”W (dimensions may vary slightly).

Color: Black. $52.95 plus shipping and handling. www.abundantearth.com

2 Jet Lag? Eat Cherries.

Cherries are a “super fruit,” naturally rich in melatonin, a potent antioxidant produced by the body to help regulate biorhythm and natural sleep patterns. A handful of cherries will help your body adapt to the new time zone while you travel. Eat a handful one hour prior to your desired sleep time on the plane, and for more three or more consecutive evenings after arrival, depending on the number of time zones crossed.

Cherries jubilee, anyone?

30 | SPEAKER | November 2010

3 Sock it to Me Get a leg up on style! Eco-friendly regenerated cotton sock and legwarmers by Rockn Socks are made from 100 percent recycled yarns collected after garment production, sorted by color and blended. No new dyeing is required, so water is saved, no additional pollutants are introduced into the environment, and textile waste to incinerators and landfills is reduced. Available in a variety of styles and colors to complement your cool-weather wardrobe. www.artisansock.com

4 You Need Therapy Air Therapy® is a 100 percent natural, nonaerosol purifying mist distilled from pure essential citrus oils. Each spray contains millions of electrical charges (ions) that attract, neutralize and continuously clean the air you breathe. Air Therapy is chemical free, non-toxic, safe for the environment, and the “real citrus” keeps insects away. One spray lasts for hours. Available in vanilla, lime, orange, spearmint and spruce. Up to 2,000 sprays per 4.6 fl. oz. bottle. USDA approved. www.miarose.com

5 Changing a Flat Tire Flat tires needn’t be at the end of their road. Check out Flat Bags, colorful and functional bags constructed of recycled bike inner tubes collected from bike repair shops in British Columbia, Canada, and vinyl and fabric leftovers stored in warehouses. These durable, water-resistant, expandable bags feature sturdy zippers, straps and storage compartments, which make them ideal for shopping, traveling, going to the gym or toting baby’s diapers. Available in a variety of colors, styles and sizes. Starting at $17.00. www.flat-bags.com

7 Pamper Your Pet Herban Essentials Pet Towelettes make clean up more pleasant for you and your pet. The towelettes are made with the highest quality pure lavender essential oil, which makes them sweet-smelling and naturally antibacterial and antiseptic. Use them to clean your hands after playing or caring for your pet. Rub a towelette over the pet’s hotspots, scrapes or skin irritations to disinfect, promote healing and prevent licking. Use towelettes to clean pet’s ears, or place one in your pet’s crate to help calm and relax in stressful situations (vet visits, travel).

Package contains 20 towelettes. $15.00. www.herbanessentials.com

6 THE WATER LOG Bottle versus Tap Bottled water is a drain on the environment: The U.S. public goes through about 50 billion water bottles a year, and most of those plastic containers are not recycled, according to Elizabeth royte’s 2008 book Bottlemania: How Water Went on Sale and Why We Bought It. list price $24.99, www.amazon.com.

Save Gallons in the Bathroom From toilets to tubs, roughly 60 percent of a home’s water consumption happens in the bathroom, and toilets account for nearly 25 percent of the total water consumption.

• Switch to a low-flow showerhead, and save 15 gallons of water during a 10-minute shower.

• it takes about 70 gallons of water to fill a bathtub, so shower up instead.

• A standard toilet uses about 3.5 gallons per flush. Save water by placing a brick in the tank to displace some of the h2o.

For more “green” tips, visit www.greenguide.com.

8 Cut Costs, Not Trees GreenPrint Technology is eco-friendly software that eliminates wasteful pages before they’re printed. It works on both Windows and Macs to reduce the overall print volume created by your business by 17 percent to 20 percent. The price for the software is between $35 and $50 per PC, depending on the volume being purchased. The home edition is $29. www.printgreener.com This product information was compiled by Speaker magazine editor in chief Barbara Parus, who is passionate about the green initiative and wonders if Key Lime pie is part of the movement. Contact her at barbara@nsaspeaker.org.

November 2010 | SPEAKER | 31

Beyond Borders Exploring cultures, countries and comfort zones

If You Lose Your Passport Abroad

L

osing your passport while traveling outside the United States could spell disaster. But when you take some precautions, you can emerge unscathed.

Here’s information that fledging travelers—and even seasoned globetrotters—should know.

certificate, to the consulate. For this reason, it is a good idea to give copies of these documents to family or friends.

Find the nearest consulate or embassy.

The ACS is the part of the U.S. Department of State that helps U.S. citizens traveling abroad. Every consulate has an ACS department, which can do much more than replace a lost or stolen passport. It can help you reach family and friends in an emergency, and even act as a conduit so someone can wire money to you if you lose all of your cash. People back home can call ACS at (202) 647-5225.

Before you leave on your trip, look up and write down the phone number of the U.S. consulate or embassy nearest your destination. There will usually be an emergency number that is answered after hours, even on weekends and holidays—write down that number, too. Once you learn your passport is missing, immediately contact the nearest consulate or embassy. You will need to go there in person to get a temporary replacement passport.

Know the hotline number.

If you can’t get to the consulate, contact the Department of State’s Overseas Citizens Service. From outside the United States, dial (317) 472-2328.

Know about the American Citizens Services (ACS).

Reapply.

Once your identity has been verified, you’ll have to fill out a new passport application and an affidavit regarding the loss/theft of your old passport. If you believe your passport was stolen, you might have to file a local police report.

Pay the fee.

Prove your identity.

A consular officer will ask you to provide basic personal information, your passport number and the date and place of issue. You will need to supply the names of identifying witnesses at home and abroad. Your fellow traveler(s) can vouch for your identity. Someone back home may need to fax copies of identifying documents, such as a birth 32 | SPEAKER | November 2010

Your replacement passport will cost at least $85, plus a $60 expediting fee, but it will be valid for the usual 10 years. If you lost your credit cards and cash along with your passport and cannot pay, you’ll receive a temporary passport for free just to get you home.

doubts about your identity, but is satisfied enough to let you back into the country, you will be issued a conditional passport. When you return home and can provide the DOS with the proper documentation, your passport can be validated for the full 10 years.

Bottom line: Always carry a photocopy of your passport. It’s the next best thing to having your actual passport. But don’t carry it with your passport or with any other travel documents—put it at the bottom of your suitcase and leave it there. As back up, email a scanned copy of your passport to yourself and a trusted relative or friend. If you lose or misplace the hard copy, you can access and print your email from the hotel’s business center, an Internet cafe or any other location that has Web access and a printer.

Speaker editor in chief Barbara Parus compiled the tips for this column. She hopes to travel abroad next year, and will tuck a photocopy of her passport and

Accept a conditional passport.

some extra cash in her sock in case of emer-

If the Department of State has lingering

gency. Contact her at barbara@nsaspeaker.org.

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what would you do?

Casting a reality check on real-world conundrums

HELLO

BONJOUR

Found in Translation You’re going to speak in a foreign country and will have a translator for the first time. How do you ensure that your presentation translates accurately and effectively?

1. Make sure your translator is happy. give the translator some advance gifts, especially if you’re not the one paying for the translation services.

2. Use local translators, if possible. Just as English is spoken differently in los Angeles and new york City, so Spanish is spoken differently in Mexico City and Buenos Aires.

3. discuss the appropriateness of jokes with the translator and adapt or omit them, as needed.

4. Ask another translator to double check written translations of your handouts to ensure tone and accuracy.

—Janet Moore, Jd houston, Texas

What Would You Do? is a regular column that presents a real-life dilemma faced by professional speakers. NSA members are encouraged to submit a dilemma for possible discussion in this column.

Please submit dilemmas to ethics@nsaspeaker.org. NSA reserves the right to edit submissions for length and style. All dilemmas will be anonymously attributed. opinions expressed are those of the individual respondents, not NSA.

34 | SPEAKER | November 2010

I meet the translator before the presentation to establish rapport. I give him/her a copy of my slides in advance, and run through them in case he/she has any questions and to ensure we have the right intent.

—S. Max Brown, Fruit Heights, Utah

“1. Meet the translator in advance to discuss your presentation and your speaking intonations and voice.

2. Share any original words, phrases or taglines you’ve invented.

3. When you’re on stage, forget that the translator exists. Speaking for the translator’s advantage will derail your verbal and intellectual fluency. deliver the presentation as if you’re in front of an English-speaking audience.

4. Trust the translator. Avoid repeating things to ensure that the audience ‘gets it.’

5. Everyone understands a smile, so smile a lot.”

—Kivi Bernhard, Atlanta, ga.

1. Meet with the translator and go through the speech, highlighting terms that might pose a problem.

2. Give the translator an outline of the speech and/or slides.

3. Speak slowly at about 80 percent of your normal rate.

—S. Max Brown, Fruit Heights, Utah

“1. i furnish translators with video of a past presentation to give them an idea of my style.

2. often, i supply translators with a manuscript of my talk with instructions in the margins about where i’ll raise or lower my voice, where it might trail off, where i’ll pause, etc.

3. i sit and talk with the translators. i try to give them as much insight as possible into what i’ll be speaking about and into my personality and style.”

—Warren greshes, CPAE Chapel hill, n.C.

Turning Point A career-changing moment or experience

I

n a tight economy, it’s critical to read and listen to the marketplace and respond with more ingenuity than ever. Speakers who thrive in today’s market have done some creative bobbing and weaving to make things happen and, in many cases, their business models have gone from simple to complex. Like many struggling corporations and trade associations, speakers need to review, revise and reignite their businesses to get hired. Sometimes, it takes a major behavioral change.

In early 2009, my calendar looked like the Sahara Desert with practically nothing as far as the eye could see. So, I collaborated with Terri Murphy and Dr. George Lucas in our business, U.S. Learning, to retool and recommit. We had an epiphany during this time: We can’t just hope things in speaking will remain the same.

Today, U.S. Learning is still about delivering presentation-based training, but we crafted some new approaches and do it differently now. We listened to our customers and created a new platform of service deliverables to meet their needs and wants. We continue to produce revenue from speeches and

Redesign and Reignite Your Speaking Business seminars, royalties, products, contract training, coaching, and consulting, but by adapting how we went to market, we developed some innovative ways to deliver our services to meet the changing needs of a different marketplace.

By initiating communication and learning platforms for our clients, we were able to present some expanded solutions to satisfy their true needs. We drilled deeper in our needs-analysis calls.

For example, one client called about a keynote speech. But after my colleague and I conducted an analysis, we sold the client on an in-depth, half-day program at five times the money. The client will reap more ROI from this program than from a single speech.

Clients today demand a greater ROI in their learning initiatives, and they are open to new ways to achieve it. In response, we created new delivery methods using distance-learning platforms to support clients’ 24/7 realtime needs, preferences and objectives, including Webinars, e-books, podcasts and video training support. As the nature of our business has changed measurably, we attempt to do the same by adding new deliverables and

GenX and GenY staff members with fresh perspectives.

Responding to the needs of a new marketplace, we were able to provide insights, experience and expertise in our new vertical content areas of entrepreneurship and negotiation, beyond our core competency of sales training. By reading the market, U.S. Learning continues to remain relevant after 40 years, which proves, if you listen well, you can propose a solution which your prospect helped design.

My friend and co-author, Ken Blanchard, says, “We are now in an era when we must lead with our ears!” Your customers are seeking new resources to secure leadership, results and expertise.

Will you deliver?

Don Hutson, CPAE, a founding board member of NSA, was NSA’s third president. Hutson is a No. 1 New York Times and Wall Street Journal best-Selling author, veteran of over 6,000 presentations, and the CEO of U.S. Learning based in Memphis, Tenn. His latest best-seller is The One Minute Negotiator. Go to www.

DonHutson.com or call (800) 647-9166.

November 2010 | SPEAKER | 35

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Humor Me Quips, tips and parting shots

Speaking on a Shoestring

M

any speakers can relate to accepting a low-paying engagement at some point during their career.

Mine was for an impoverished client that required me to travel from Berkeley, Ca., to Yuma, Ariz.

Unable to drive 13 hours each way, I figured I’d find a discount flight, discount ground transportation and scrimp where I could to help my client stay within budget.

Airport parking was out of the question. A week’s parking could feed a family of four for a month. But airport shuttles are pricey, too.

Luckily, I found Semi-Super-Shuttle!

Half the price, half the van. The shuttle pulled up, and the side door magically opened. As I boarded, the driver pointed to a sign: All passengers pay in advance. So, I paid the driver, he slammed the door shut and off we went.

The driver sat me in the wheel well.

Some drivers spare the air—this driver spares the spare! As the driver sped around the corner, the sliding door flew open. It was no wonder he demanded payment in advance. Suddenly, the term “easy drop-off ” took on new meaning.

After a harrowing ride to the airport, I was relieved to fly a puddle jumper to my destination. My air carrier was Fly-By-Night Airline, which needed the daylight hours to solar charge the propellers. If Southwest is a discount airline, Fly-By-Night is a deep discount airline. Critics call it SouthLess Airlines.

They also dispense peanuts, but you have to shell your own.

38 | SPEAKER | November 2010

To its credit, SouthLess was very efficient. Everyone multitasks. The man who checked me in also carried my bags to the plane … on his way to the cockpit.

I don’t want to say it was a workingclass airline, but when I inquired about the in-flight entertainment, they asked me what I could do. After two sets, I finally returned to my seat and they let me keep the boa.

On the ground in Yuma, the client had promised ground transportation to the hotel. Imagine my surprise when I was met curbside by a sign with my name on it … hanging from the neck of a burro. To say I felt like a donkey is an understatement. A short gallop later, we trotted into the hotel’s parking lot.

There are hotels, motels, no-tells and fleabags. My suspicions about my accommodations were aroused upon check-in when I noticed a lobby sign listing weekly, daily and hourly rates.

My fears were confirmed upon passing vending machines in the lobby dispensing bed bug spray. The hotel also boasted free movies. Later, I realized I was to

be the featured entertainment when I noticed a webcam mounted on my TV. No wakeup call was needed. The sirens of the police paddy-wagon did the trick at 3 a.m. I usually seek a late checkout, but not this time. My program the next day went well, and the planner drove me to the airport by tractor. Fly-By-Night welcomed me like a returning astronaut, if only for two more sets on the return flight.

Speakers constantly tell me “travel ain’t what it used to be.” I always reply, “Thank goodness!”

Craig Harrison, chief expressionist of Expressions of Excellence!™, began his humor career at age 11, selling Used Jokes door to door in Berkeley, Ca. The founder of NSA’s Storytellers PEG, Harrison also formed LaughLovers—The Cantu Comedy Club as a joint NSA/NC-Toastmasters venture in the SF Bay Area. For more humor, visit www.ExpressionsOfExcellence.com/humor or call (510) 547-0664.

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