Importance of Preparation

I've delivered 500+ keynotes. Here's a pro-tip for speaking/presenting. Your pre-performance ritual isn't optional. It's essential. The difference between good and transformational always comes down to those final 15 minutes. HERE'S MY NON-NEGOTIABLE RITUAL: T-minus 30 minutes: Tech check complete. No more logistics. T-minus 15 minutes: Complete isolation begins. This is when I start programming my nervous system for peak state. T-minus 10 minutes: Active preparation. I pace backstage, repeating my opening lines until they're cellular: "Change itself has changed..." "When we think about transformation..." "Let me tell you about the moment..." T-minus 5 minutes: Full state activation. No conversations. No distractions. Just presence. Why this matters: Your opening determines everything. If those first 30 seconds land perfectly, you're in flow for the entire presentation. If they don't, you spend 10 minutes trying to find your rhythm. THE SCIENCE: Your prefrontal cortex can hold 7±2 pieces of information. Your opening sequence needs all of that bandwidth. A "quick chat" deletes 3-4 of those slots. Now you're on stage trying to REMEMBER your opening instead of BEING it. FOR SPEAKERS/PRESENTERS: Protect your ritual. Write it into your contract: "15-minute isolation period before stage time required for optimal performance." This isn't being difficult. It's being professional. FOR THOSE HIRING SPEAKERS: Want maximum impact? Give us space to create it. We're not being antisocial. We're preparing to transform your audience. Think of us like athletes before a game or surgeons before surgery. The ritual isn't preference, it's preparation. THE FRAMEWORK: 1. Decide your optimal activation time (10-30 minutes) 2. Communicate boundaries clearly and early 3. Design your ritual for YOUR nervous system 4. Practice until it's automatic 5. Never apologize for protecting your performance Your boundaries aren't limitations. They're the architecture of excellence. What pre-performance ritual would unlock your next level?

Confession: I'm a nervous public speaker… (yet I’ll make $1M+ from keynotes this year). Here are 9 strategies that turned my deepest fear into a powerful strength: PHASE 1: PREP WORK Strategy 1: Study the Best. We have the world's best speakers at our fingertips. Use them. Find 3-5 speakers you admire. Watch their talks on YouTube at 0.75x speed. Take notes on their structure and pacing, voice modulation, movement and gestures, audience engagement. Strategy 2: Create Clear Structure. Great speakers don't deliver speeches, they tell stories. Map your journey explicitly: opening hook, 3 key points, memorable close. Tell the audience where you're taking them. Strategy 3: Build Your "Lego Blocks." Don't memorize your entire speech. That's a trap. Instead, perfect these moments: your opening 30 seconds, key transitions, punchlines and closers. Practice in segments, not sequences. When things go sideways (they will), you'll adapt instead of freeze. Weird trick: Practice once while walking or jogging. It simulates the heart rate spike you'll feel on stage. PHASE 2: PRE-STAGE Strategy 4: Address the Spotlight. The Spotlight Effect: We think everyone's watching our every move. They're not. Use the "So What?" approach: Name your worst fear, ask "So what if it happens?", realize it's never that bad. You'll stumble? So what. Life goes on. Your family still loves you. Strategy 5: Get Into Character. Create your speaker persona. Ask yourself: What traits do they have? How do they move? What's their energy? Flip the switch. Become that character. It's not fake, it's your best self. Strategy 6: Eliminate Stress. The "Physiological Sigh" kills anxiety fast: Double-inhale through your nose, long exhale through your mouth, repeat 2-3 times. Science-backed. Immediate impact. PHASE 3: DELIVERY Strategy 7: Cut the Tension. Last week, they asked what song I wanted to enter to. I said "Girl on Fire" by Alicia Keys. They thought I was joking. I wasn't. "It's my 1-year-old's favorite song. Figured he'd be more excited to watch if Dad entered to his jam." Instant laughter. Tension gone. Audience on my side. Find your tension breaker. Use it early. Strategy 8: Play the Lava Game. Your pockets and torso are lava. Don't touch them. This forces you to gesture broadly, open your body, project confidence. Big gestures early build momentum. Strategy 9: Move Purposefully. Don't pace like you're nervous. Move like you own the room. Slow. Deliberate. Purposeful. Use movement to create dramatic pauses. Let your words land. Start with one speech, one strategy: Pick your next presentation—could be a team meeting, a toast, whatever. Choose ONE strategy from this list. Master it. Then add another. Public speaking is a muscle. These strategies are your workout plan. The more you practice, the stronger you get. Remember: Everyone gets nervous. The difference is having a system. Now you have one. Use it. Practice it. Watch yourself transform.

What makes a keynote truly resonate with an audience? I was recently helping a colleague prepare for his first keynote presentation. He knows that I spend a lot of time on keynote stages and that I enjoy coaching others who do as well. Stepping onto a keynote stage can feel daunting, but managing that adrenaline and delivering a compelling message comes down to preparation. When preparing a keynote, many people focus on gathering information. I encourage them to think instead about building a bridge of comprehension so the audience can clearly follow and connect with the message. One framework I often share is what I call the 5 P’s of keynote preparation. 1️⃣ Purpose. Define your goal. What exactly do you want your audience to Know, Feel, and Do? A clear purpose acts as a filter for what makes it into your keynote and ensures the content is relevant and meaningful. 2️⃣ Prime. Your keynote actually begins before you step on stage. Think carefully about your talk’s title and how it is announced. When you prime your audience well, they arrive ready and eager to hear your message. 3️⃣ Plan. Our brains crave structure. Instead of a wandering list of ideas, package your keynote logically. One framework I often use is “What? So What? Now What?” It keeps ideas concise, establishes relevance, and makes them easier to remember. 4️⃣ Premise. Avoid starting with “I’m glad to be here.” Capture attention immediately with a thoughtful question, a compelling story, or a surprising insight. Make it clear where you are taking the audience. 5️⃣ Presence. How you deliver matters just as much as what you say. Keep your posture strong and balanced, gesture with intention, use the space around you, and vary your vocal tone and pacing. These 5 P’s can help strengthen your keynote and improve any high-stakes communication. Always happy to help in crafting your keynote or delivering one to your firm. A quick glimpse at my keynote address at TiEcon last year, where I used the 5 P’s to prepare my own presentation. 👇

A leader’s job is not to avoid turbulence. It’s to prepare for it. If there’s one thing I learned from two decades of studying crisis leadership, it’s that. You cannot operate as if disruption is a rare occurrence; you must expect the unexpected and learn to thrive amid uncertainty. I recently had the opportunity to contribute to this thought-provoking piece from the Aspen Institute Business & Society Program exploring what will define great business leadership in the period ahead: https://whr.tn/4btMkIQ The through-line among the responses is striking: While we may be living through a time of rapid technological transformation, it’s deeply human qualities that will distinguish the most effective leaders. From Diane Brady’s reminder that today’s leaders must serve as “communicators-in-chief,” to Andrew Ross Sorkin’s call for relentless self-inquiry, to Linda Hill’s vision of the leader as an “explorer,” each of these perspectives reinforced the need for more listening, reflection, and trust. My view is that the leaders who differentiate themselves will display three qualities: 1. Stamina, withstanding immense pressure over prolonged periods of volatility 2. Foresight, capable of anticipating and mitigating, rather than just reacting to, emerging risks 3. Humanity, because humility and authenticity produce trust I maintain that all three can be built like a muscle if they are not innate. But doing so requires a reframing of our mindset – instead of merely asking, “How am I responding to all this change?”, also asking, “Am I ready for what’s next?”

Some of the most disappointing  presentations I’ve seen were delivered by people everyone thought were “natural speakers.” People who are “naturals” often skip the work because they can (well, they think they can). They’ve gotten away with it before. They’re charming. They’re charismatic. They’re engaging. But that only works up to a point, because audiences are remarkably perceptive. They can tell when you’ve thought about them. They can tell when you’ve rehearsed the hard parts. And they can also tell when you’re thinking up what to say in real time. Lack of preparation is perceived as indifference. On the other end of the spectrum, I’ve seen introverts (people who would never describe themselves as “natural speakers”) deliver extraordinary talks. Ones that the world needed to hear. They rehearsed every word. They practiced every pause. But most importantly: They cared deeply about what the audience needed at that moment. And it showed. The best presenters don’t rely on talent; they carefully consider their audience and craft messages that map to them If you’re a “natural,” take the time to prepare and don’t “wing it." If you’re an introvert, get comfortable speaking because you have information inside you that, when unlocked, changes a lot of lives. #ExecutivePresence #CommunicationSkills #EmotionalIntelligence

After seeing me give a keynote last week in Seattle, a client asked me for my go-to stage prep tips—a question I get asked often this time of year. (Yes, even the most practiced public speakers still actively prepare for getting on stage. There’s no autopilot button for this!) Here’s what I shared with her: Physical Prep— >> Breathe: Diaphragmatic breathing. In through your nose, fill your belly, exhale slowly. It centers your body and gets your mind focused. (Also calms jitters). >> Posture: Stand tall. Feet shoulder-width apart. Chest open. Shoulders relaxed. Helps project confidence… and helps you physically own the space (think Executive Presence). >>Chew gum: Yes, really. Chew gum before you get up there. Releases tension, reduces dry mouth. (Just be sure to spit it out before you start speaking!). Mental Prep— >> Reframe nerves: Instead of “I’m nervous,” tell yourself “I’m excited.” That adrenaline? Let it FUEL you. >> Visualize success: Picture yourself delivering your message with confidence. Imagine the audience responding positively. Set the tone before you even start. >> It’s not about you: The key. Focus on them, not you. It’s not about being perfect—it’s about making a connection with the audience. Shift the spotlight to them in the first 20 seconds by asking a question or inviting them to move their body. You’ll get a second to catch your breath and actually take in the stage, lights, and audience at hand. One last thing? Thank the backstage crew for all their help. Because having a working mic and flattering lighting really matters—and you most definitely couldn't do that part without them.

I wake up every day expecting to lose my job. This minimizes my stress 12 years ago, I did lose my job. At the time, my wife had only a graduate student stipend, and we were living in Cambridge, MA - an expensive place to be caught off guard. I didn’t have a plan. I didn’t know what to do. That experience changed me. I vowed that I would never allow myself to be blindsided by job loss again. The hard truth is this: any company will cut you tomorrow without hesitation if it reduces expenses or ensures business health for leadership. It’s painful, but the sooner we accept this reality, the better prepared we can be. What surprises me most is how many people treat career preparedness as a reactive effort. Networking, building relationships, and monitoring open roles shouldn’t be things you do only after you’ve lost your job. By then, it’s often too late. This is why I usually speak to those in our community who’ve already lost their jobs. But today, my message is also for those who still have them. If you don’t already, I strongly encourage you to adopt this mindset: Assume that every day could be the day you lose your job. This is not a gimmick - this is how I think, sincerely. Expect it to happen. It won’t make the pain disappear, but it will reduce the sting when it does. Ask yourself - if it happened, am I ready? Here are a few critical questions to guide your preparedness: Do I have a plan for six months, one year, or 18 months from now? Have I built real, sincere relationships that would enable me to reach out for support and advice? Do I have a wide list of companies and individuals I could tap if I had to make a change? Am I regularly reviewing roles to stay informed about what’s out there or to spot better opportunities than my current one? Companies can get rid of you at any moment without regret. Don’t you deserve to do everything possible to prioritize your wellbeing - without regret? For me, preparation is non-negotiable. Beyond my day-to-day responsibilities, I maintain a list of relationships - friends, acquaintances, and potential collaborators - and I dedicate time to nurture those connections. This isn’t transactional. It’s about real people I care about and making sure they know I’m there for them too. I also keep an active, evolving list of organizations where I believe I could thrive if needed. Networking and career preparedness aren’t activities to save for a rainy day. They’re lifelong habits, essential for navigating inevitable change. I’ve met incredible, accomplished people who’ve lost jobs unexpectedly. I know I could be next - just like anyone else. But I’ve vowed to always be ready, and I urge you to do the same. Start now - when your company cuts you, it might be too late. If I ever reach out to you, I hope you’ll have an active A/B/C list ready to go, especially if you’re still employed. I credit this approach with having experienced unemployment only once in 42 years and I want it to help you too.

Your BFCM strategy is backwards if you're waiting until November to start creating. After working with brands spending 6+ figures during peak season, this is what you need to pay attention to (and implement) to see an ROI: 1. The Evergreen Strategy While everyone's scrambling to create "Black Friday content" in October, smart brands are taking a completely different approach. We start the conversation with clients in August-September. They share their BFCM plans, and we begin building offer-specific creative for the Black Friday period. But we never stop making our regular evergreen content. 2. Why This Approach Dominates: People never stop buying normally from your ads (even during BFCM). If you find a winning creative during Black Friday, the results are always skewed because the whole ecosystem is focused on offers. It may not help your brand scale long-term. It's just a temporary blip. 3. The Smart Brand Blueprint: Instead of creating content that only works for Black Friday, we focus on finding evergreen winners throughout the entire year. Then, when BFCM arrives, we add seasonal branding or offers to proven performers. Have four evergreen winners that are crushing sales year-round? Launch new versions with Black Friday banners and themed elements. They become even better ads during peak season. When the season ends, remove the branding and you're back to normal scaling with proven creative. 4. The Advantage: Use BFCM as a learning opportunity rather than just a time for seasonal-specific content. The insights you gain from your evergreen content during high-traffic periods become goldmines for future scaling. Stop thinking seasonally. Start thinking systematically. The brands that win BFCM are the ones that treat it as an amplification period for already-proven creative, not a desperate scramble for new themed content.

🌟Behind the Scenes of Public Speaking 🌟 I've often received messages complimenting me on how my public appearances and addresses come across as being effortless. As senior representatives of the larger industry and our organisation, we’re often invited to speak at events and share our insights on stage or in front of a camera. The first time going up on an imposing stage in front of an audience, or the first time facing a camera, can be overwhelming to anyone. But remember, while it may seem like public speaking comes naturally to some, this ability isn’t necessarily innate—it can be practised, honed, and carefully crafted over time. What appears effortless on stage is often times a product of deliberate preparation. Sharing the 5 principles I follow to ensure my presentations are impactful: 🗒 In-Depth Research: Mastering the subject matter is crucial. This is a continuous process and needs dedication. I dive deep into data, trends, and case studies regularly, to make sure I have relevant and compelling insights at my fingertips - and not just for a speaking engagement. ➡ Deliberate Practice: Rehearsing just before an engagement will only take you so far. It’s about refining your delivery style, flow of thoughts and anticipating transitions, over a period of time. Only then will you truly own the material - so that it feels completely natural. 🗣 Personalised Delivery: The best speeches are the ones that mirror natural conversations. So, as you delve into the exercise of learning and practising public speaking, you will find that the best way to structure what you have to say, is to keep it as close as possible to your natural conversation style. This approach fosters authenticity, ensuring the message lands in a way that feels completely you. 👥 Audience-centric Approach: Understanding who you are speaking to —what they care about, what challenges they face, what is relevant to the context of the engagement — will help you fine-tune and tailor your message for maximum impact. 🔄 Continuous Refinement: Actively seek feedback after each and every talk, in order to continuously refine your technique. This cycle of reflection and improvement is key to evolving as a communicator. The magic of public speaking often lies in the unseen hours of preparation that goes before it. What seems effortless in public is, in fact, shaped before and after the actual delivery.

Everybody loves the pictures on stage. But most have no idea what it takes to get it. Being a public speaker means you spend about 5% of your time speaking… and 95% preparing to speak. What do I mean by that? It means going to the gym so your body has the stamina to dominate a stage for 60–90 minutes. It means studying other speakers and your industry so you’re up to date with the most relevant insights — not just repeating what worked five years ago. It means researching the organisation you’re speaking to so your talk feels tailored, not templated. It means crafting engaging presentations. Refining stories. Practising delivery. Cutting fluff. Improving timing. It also means protecting your personal life. Making sure your mind is healthy. Your spirit is grounded. Your relationships are stable. Because whatever is happening off stage will try to show up on stage. Yes — being on stage is incredible. The applause. The impact. The standing ovation. The “that changed my life” messages. But if that’s the only part you’re focused on, you’ll never be great. Your success on stage is simply a reflection of the development you’ve done off stage. If you want to be powerful when seen, you have to be disciplined when unseen. And this isn’t just about speaking. It’s about anything. The best in any field win because of what people don’t see — not because of what people do. So if you’re building something… Fall in love with the preparation. Fall in love with the discipline. Fall in love with the unseen hours. Because the stage only amplifies what you’ve already built in private.