1 00:00:00,000 --> 00:00:25,400 Is an art or talent, but is an art or talent that can be taught and you can get better, 2 00:00:25,400 --> 00:00:27,440 of course, by practicing. 3 00:00:27,440 --> 00:00:37,240 He started out as a child actor, but he's really come into his own, but he has since 4 00:00:37,240 --> 00:00:45,080 left the business and he's creating a very interesting freedom to listen to. 5 00:00:45,080 --> 00:00:55,600 So if, no, by no other way, let me introduce Darryl Stern and he let him introduce himself. 6 00:00:55,600 --> 00:00:56,600 Let's start that way. 7 00:00:56,600 --> 00:00:58,600 Well, super cool. 8 00:00:58,600 --> 00:01:04,240 If you're older, you have to remember something called Schoolhouse Rock in the 70s and 80s. 9 00:01:04,240 --> 00:01:08,640 I was the voice of Scooter Computer on the first years of cartoons that let a little 10 00:01:08,640 --> 00:01:12,520 boy meet a computer and explain how a computer works. 11 00:01:12,520 --> 00:01:15,960 The ironic part of that is computers take input. 12 00:01:15,960 --> 00:01:20,720 They run the program and they give you the output that you need that was in 1983. 13 00:01:20,720 --> 00:01:25,080 And it's still true today, even with this new AI where we've got to build the correct 14 00:01:25,080 --> 00:01:27,360 prompts to get the right output that we want. 15 00:01:27,360 --> 00:01:29,080 They still work the same. 16 00:01:29,080 --> 00:01:30,080 Very good. 17 00:01:30,080 --> 00:01:31,080 Very good. 18 00:01:31,080 --> 00:01:38,600 So now let me ask you, just give us, I know it's very difficult because you have quite 19 00:01:38,600 --> 00:01:47,040 a lengthy experience, but give me an idea of what your journey was and how did you get 20 00:01:47,040 --> 00:01:48,560 where you are today? 21 00:01:48,560 --> 00:01:49,560 Sure. 22 00:01:49,560 --> 00:01:51,360 My dad was my first talent agent. 23 00:01:51,360 --> 00:01:55,040 I was Theo in Pippin when I was seven years old by age nine. 24 00:01:55,040 --> 00:01:59,120 I had an agent in New York City, so I'm living in New Jersey, 20 minutes out of New York 25 00:01:59,120 --> 00:02:00,120 City. 26 00:02:00,120 --> 00:02:04,040 So my dad would pick me up or my mom from junior high would race in New York City. 27 00:02:04,040 --> 00:02:05,040 He would drive around the block. 28 00:02:05,040 --> 00:02:06,040 We didn't have cell phones. 29 00:02:06,040 --> 00:02:10,240 So I would go up audition, come down and try to find him and then straight to New York 30 00:02:10,240 --> 00:02:12,440 and get back in the car and go home. 31 00:02:12,440 --> 00:02:17,680 So that led to all kinds of things like being in a commercial for the very first Ms. Pac-Man 32 00:02:17,680 --> 00:02:24,400 cartridge in 1983, of course, Scooter Computer, eventually being in the workshop for Smile, 33 00:02:24,400 --> 00:02:26,480 which is a Broadway show written by Marvin Hamlesh. 34 00:02:26,480 --> 00:02:31,440 Now, you theater people know he's the guy who wrote the chorus line and other famous 35 00:02:31,440 --> 00:02:32,840 Broadway shows. 36 00:02:32,840 --> 00:02:39,040 Howard Ashman wrote Little Shop of Horrors, the book, in other words, the lyrics for it. 37 00:02:39,040 --> 00:02:43,960 And then I was in the show with him in that play was Jody Benson and he got recruited 38 00:02:43,960 --> 00:02:48,680 and eventually wrote The Little Mermaid, which in 89 when I graduated high school it was 39 00:02:48,680 --> 00:02:52,760 on of course the movies and Jody Benson was the voice of Little Mermaid. 40 00:02:52,760 --> 00:02:55,040 I won the National Young Playwrights Festival. 41 00:02:55,040 --> 00:03:00,680 I went to college for theater directing, acting, playwriting, all that got into stand-up comedy 42 00:03:00,680 --> 00:03:05,640 in the 90s and then threw it all the way when I saw a floppy disk that said HTML. 43 00:03:05,640 --> 00:03:10,600 So we'll do that introduction that's up to like 1997 there where I gave all that up to 44 00:03:10,600 --> 00:03:14,920 sit in front of a silly computer by myself all day. 45 00:03:14,920 --> 00:03:22,440 Yeah, you mentioned cartridge and that should bring most of us way back because before the 46 00:03:22,440 --> 00:03:28,040 floppy disk and everything else there were actual cartridges that went into the Atari 47 00:03:28,040 --> 00:03:35,280 system and the Atari system of course was the prelude to the Xbox and everything else. 48 00:03:35,280 --> 00:03:42,000 Yeah, also the cartridges are the prelude for SSD, which is called solid state storage 49 00:03:42,000 --> 00:03:46,040 where now you can buy two terabytes on something that doesn't have moving parts. 50 00:03:46,040 --> 00:03:49,040 So that's the cartridge that used to hold only like 2K. 51 00:03:49,040 --> 00:03:51,120 I'm going to nerd out on you for a second. 52 00:03:51,120 --> 00:03:55,880 So a disk that spins but they would crash and you shook it or drop it, it would lose 53 00:03:55,880 --> 00:03:59,240 all the memory and then finally they went back to the original model which is make this 54 00:03:59,240 --> 00:04:03,240 a solid state unit, all electronics with the memory in it. 55 00:04:03,240 --> 00:04:06,680 So there you go, there's your nerdy. 56 00:04:06,680 --> 00:04:11,960 I love it, I love it because I am probably 10 years older than you are. 57 00:04:11,960 --> 00:04:14,840 So I understand all of that. 58 00:04:14,840 --> 00:04:23,280 Can you give me a personal experience where effective networking impacted your career 59 00:04:23,280 --> 00:04:24,280 or business? 60 00:04:24,280 --> 00:04:26,080 Well, cool. 61 00:04:26,080 --> 00:04:31,960 The ironic part is although I've grown many, you know, huge network online, I am still 62 00:04:31,960 --> 00:04:34,800 a shake hands, meet people in person. 63 00:04:34,800 --> 00:04:40,360 So after my divorce, I moved to Denver in 2010 for four years. 64 00:04:40,360 --> 00:04:44,000 I was still doing work that I could get online, you know, all over the country. 65 00:04:44,000 --> 00:04:46,560 But then I made a wonderful lady named Angel Tussie. 66 00:04:46,560 --> 00:04:48,400 She ran a group called Experience Pros. 67 00:04:48,400 --> 00:04:52,160 I wrote them a 35 page proposal for their marketing. 68 00:04:52,160 --> 00:04:53,520 She thought it was so incredible. 69 00:04:53,520 --> 00:04:59,240 She put me on stage in front of their networking group in 2014 and said, oh my gosh, this Daryl 70 00:04:59,240 --> 00:05:03,040 Stern is a genius, you know, pay attention. 71 00:05:03,040 --> 00:05:05,400 And that's what rocketed my business to six figures. 72 00:05:05,400 --> 00:05:08,240 I booked everybody in the room. 73 00:05:08,240 --> 00:05:15,520 And it still has been networking, which during COVID it was, you know, the viral, you know, 74 00:05:15,520 --> 00:05:17,680 the big zoom rooms with 500 people in them. 75 00:05:17,680 --> 00:05:23,360 And I just got very good at introducing myself in a way, you know, the 90 second elevator 76 00:05:23,360 --> 00:05:29,200 pitch or the 60 second hello that would get them interested enough to schedule that appointment. 77 00:05:29,200 --> 00:05:31,320 And then I'll have had something else. 78 00:05:31,320 --> 00:05:39,240 So in Vegas, when I lived in Las Vegas, because I got married 2003 to 2006, I lived in Vegas 79 00:05:39,240 --> 00:05:41,320 and I sold time shooters. 80 00:05:41,320 --> 00:05:44,400 And I actually was a sales coach by the name of Corey Poske. 81 00:05:44,400 --> 00:05:48,920 And he taught me use words like feel, don't use the word think, always answer a question 82 00:05:48,920 --> 00:05:49,920 with a question. 83 00:05:49,920 --> 00:05:53,360 And he taught me how to be a closer and me being an actor and a playwright and being 84 00:05:53,360 --> 00:05:57,520 able to listen to somebody's intonation and their voice, what mood they're in and then 85 00:05:57,520 --> 00:06:02,400 come back with something that would, you know, counter that or keep the mood positive or 86 00:06:02,400 --> 00:06:07,040 whatever you want to say about it, that may be able to close $40,000 deals in 90 minutes. 87 00:06:07,040 --> 00:06:10,280 I mean, these people walk in, they hate you, you know, the timeshare business, they don't 88 00:06:10,280 --> 00:06:12,960 want, they don't want to be on the tour and 90 minutes later, I'm making them feel so 89 00:06:12,960 --> 00:06:15,440 guilty that they don't spend enough time with their kids. 90 00:06:15,440 --> 00:06:19,880 This is another whole podcast episode, you know, so that though was essential. 91 00:06:19,880 --> 00:06:24,960 All these different things that I did were essential building blocks to then my video 92 00:06:24,960 --> 00:06:29,920 marketing business that then took off, you know, in 2015, where all these other skills 93 00:06:29,920 --> 00:06:33,920 that really you have to learn, you have to learn how to close a scale, you need to learn 94 00:06:33,920 --> 00:06:37,840 how to network and meet somebody and get them to schedule an appointment with you, be interested 95 00:06:37,840 --> 00:06:38,840 enough, right? 96 00:06:38,840 --> 00:06:42,960 All of these aspects were building blocks of them, what took my business to six figures 97 00:06:42,960 --> 00:06:43,960 and beyond. 98 00:06:43,960 --> 00:06:49,640 Well, you hit on a few points that I really want to go back over. 99 00:06:49,640 --> 00:06:56,520 One thing was the pandemic, because ever since the pandemic, all people do are, you know, 100 00:06:56,520 --> 00:07:00,920 cell phones and zoom calls and they forgot how to network. 101 00:07:00,920 --> 00:07:08,480 When I go on a stage and I do a breakout session or I do a work group, a workshop for a group, 102 00:07:08,480 --> 00:07:17,000 I always ask them, who's 30 something and they raise their hands, everything else. 103 00:07:17,000 --> 00:07:21,680 And I say, okay, what I'm about to explain to you is Greek. 104 00:07:21,680 --> 00:07:26,920 You've never heard before and you're like, why should I waste my time in networking like 105 00:07:26,920 --> 00:07:27,920 this? 106 00:07:27,920 --> 00:07:29,440 And forgot all about it. 107 00:07:29,440 --> 00:07:32,140 So that's what the pandemic had done for us. 108 00:07:32,140 --> 00:07:37,040 But you brought out another point about listening and you have to listen to the person that 109 00:07:37,040 --> 00:07:38,800 you're speaking to. 110 00:07:38,800 --> 00:07:43,480 And more important than listen is the pause, right? 111 00:07:43,480 --> 00:07:48,400 So you're listening to what they have to say, you're pausing before you respond and you 112 00:07:48,400 --> 00:07:55,960 don't respond with the next thing that you want to say, you respond with the next thing 113 00:07:55,960 --> 00:08:00,240 that that he was talking about or she was talking about. 114 00:08:00,240 --> 00:08:05,720 This way you have that conversation and you're what you do is you're building up your trust. 115 00:08:05,720 --> 00:08:10,040 Now know you like you trust you and they'll do business with you. 116 00:08:10,040 --> 00:08:11,040 So know you. 117 00:08:11,040 --> 00:08:12,040 Correct. 118 00:08:12,040 --> 00:08:15,800 And everybody knows you because you're a likable guy. 119 00:08:15,800 --> 00:08:20,040 Like you, not so much, you know, that now is the field. 120 00:08:20,040 --> 00:08:25,280 So you like you and then trust you, that builds up that a little bit. 121 00:08:25,280 --> 00:08:27,200 So let me ask you a question. 122 00:08:27,200 --> 00:08:35,680 How about a personal experience of networking or communication, even public speaking that 123 00:08:35,680 --> 00:08:37,520 impacted your... 124 00:08:37,520 --> 00:08:38,520 Sure. 125 00:08:38,520 --> 00:08:41,000 First thing I'm going to go back to what you were talking about. 126 00:08:41,000 --> 00:08:47,560 There are now kids that building $2.5 million businesses on two years by going on LinkedIn 127 00:08:47,560 --> 00:08:49,280 and creating viral stories. 128 00:08:49,280 --> 00:08:53,600 When Elvis shook his hips in the 50s, you know, they said, this is the devil. 129 00:08:53,600 --> 00:08:55,120 Rock and roll is horrible. 130 00:08:55,120 --> 00:08:56,680 We got to shut this down. 131 00:08:56,680 --> 00:08:58,240 It's going to destroy society. 132 00:08:58,240 --> 00:09:01,280 Well, sex, drug and rock and roll turned out to be okay. 133 00:09:01,280 --> 00:09:02,600 I didn't destroy us. 134 00:09:02,600 --> 00:09:04,600 We're still here and we love that. 135 00:09:04,600 --> 00:09:05,680 All that kind of stuff. 136 00:09:05,680 --> 00:09:10,080 So now today when people take, oh, they're taking selfies and they're using filters and 137 00:09:10,080 --> 00:09:12,880 they're doing this and they do that, we think, oh my God, this is the devil again. 138 00:09:12,880 --> 00:09:14,160 It's the end of the world. 139 00:09:14,160 --> 00:09:18,600 This is just the next generation and they're doing just fine without us and our instruction. 140 00:09:18,600 --> 00:09:23,640 So yes, obviously people still need to be able to communicate with each other and talk 141 00:09:23,640 --> 00:09:26,400 to each other face to face and do all these things. 142 00:09:26,400 --> 00:09:31,400 But at the second, on the flip side, those of us that are in the old generation, if 143 00:09:31,400 --> 00:09:36,840 we don't catch on to what's going on in terms of creating social proof, which is creating 144 00:09:36,840 --> 00:09:44,240 the illusion online that I am talking to you in person, it's an illusion. 145 00:09:44,240 --> 00:09:48,560 Because if you do the video marketing the way that I teach you how to do it, it feels 146 00:09:48,560 --> 00:09:52,160 to the person as if I'm talking to you and that's, we can get an end of this too. 147 00:09:52,160 --> 00:09:56,720 This is acting and pausing and listening without the person being there. 148 00:09:56,720 --> 00:09:58,240 So I'm going to give you a quick example. 149 00:09:58,240 --> 00:10:01,320 So what I do breaks the space time continuum. 150 00:10:01,320 --> 00:10:02,760 I'm going to get Star Trek on you. 151 00:10:02,760 --> 00:10:06,360 So in the movie Interstellar with the McConaughey, right? 152 00:10:06,360 --> 00:10:08,360 He goes off in the space, lightspeed. 153 00:10:08,360 --> 00:10:12,960 It's now 28 years later on earth, but it's three hours later in outer space. 154 00:10:12,960 --> 00:10:17,080 His daughter, who he left at seven years old, that's now 28 years old, sends him a video 155 00:10:17,080 --> 00:10:19,040 message throughout her space. 156 00:10:19,040 --> 00:10:20,040 She's crying. 157 00:10:20,040 --> 00:10:21,040 This is her father. 158 00:10:21,040 --> 00:10:23,840 His father's been gone now 20 years. 159 00:10:23,840 --> 00:10:27,560 He gets the message, she's in tears, he's in tears. 160 00:10:27,560 --> 00:10:29,800 Now they're not talking face to face. 161 00:10:29,800 --> 00:10:34,000 She recorded the video here, beamed it throughout her space and now he's receiving it, but 162 00:10:34,000 --> 00:10:39,880 she's being so personal talking to her father and telling him catching him up on the 20 163 00:10:39,880 --> 00:10:43,600 years of her life that she misses him, that he starts crying. 164 00:10:43,600 --> 00:10:47,880 That's where I come in and take what you're talking about, the experience of having a 165 00:10:47,880 --> 00:10:53,520 personal conversation in person and creating the illusion of it through acting in theater. 166 00:10:53,520 --> 00:10:57,920 You can't do it without what I, again, we're going to talk about this too, what I threw 167 00:10:57,920 --> 00:11:01,880 away, which is acting in theater and playwriting and all this kind of skills out of that since 168 00:11:01,880 --> 00:11:05,960 I was three years old and bringing that back into my business and realized that's how we 169 00:11:05,960 --> 00:11:06,960 do this. 170 00:11:06,960 --> 00:11:11,200 So we create the illusion and make people feel the same way with the no-liking trust 171 00:11:11,200 --> 00:11:16,280 that we would as if we went to coffee with you every, you know, every, every B&I meeting 172 00:11:16,280 --> 00:11:19,840 or whatever you want to call it for months and months to get to know, like and trust 173 00:11:19,840 --> 00:11:20,840 you. 174 00:11:20,840 --> 00:11:23,920 So it's not throw one out and do the other. 175 00:11:23,920 --> 00:11:24,920 It's all of it. 176 00:11:24,920 --> 00:11:27,720 There's not one thing that's more important than the other. 177 00:11:27,720 --> 00:11:33,280 Anything that you teach is essential, however, don't throw away or put down, you know, hey, 178 00:11:33,280 --> 00:11:34,480 these kids don't talk enough. 179 00:11:34,480 --> 00:11:38,800 Believe me, they're so fast at growing networks and communicating. 180 00:11:38,800 --> 00:11:44,440 They have discord boards now and telegram beaming out. 181 00:11:44,440 --> 00:11:50,040 And they have a young person on 35,000 people paying attention to them. 182 00:11:50,040 --> 00:11:53,560 That's without doing it without having to travel a single mile. 183 00:11:53,560 --> 00:11:58,920 So, so we've got to take a look at that to us in the older generation if we want to keep 184 00:11:58,920 --> 00:11:59,920 up. 185 00:11:59,920 --> 00:12:00,920 And here's why. 186 00:12:00,920 --> 00:12:03,880 So yes, I would meet you in person, let's say in 1985. 187 00:12:03,880 --> 00:12:04,880 I would get to know you. 188 00:12:04,880 --> 00:12:05,880 I like you. 189 00:12:05,880 --> 00:12:06,880 I trust you. 190 00:12:06,880 --> 00:12:07,880 So I would work with you. 191 00:12:07,880 --> 00:12:10,280 But today, if I did that, I don't like and trust you. 192 00:12:10,280 --> 00:12:11,280 I'm also going to Google you. 193 00:12:11,280 --> 00:12:15,480 And I'm going to see if everything you're saying is legit. 194 00:12:15,480 --> 00:12:19,880 And if you have any materials, reviews, Google reviews, you know, Google reviews, followers, 195 00:12:19,880 --> 00:12:25,560 internet, networks, whatever, to see if you're for real or if you're going to do some Charlotte 196 00:12:25,560 --> 00:12:28,760 and you're just, you know, pretending to be somebody that you're not and that's social 197 00:12:28,760 --> 00:12:29,760 proof. 198 00:12:29,760 --> 00:12:31,520 So we've got to catch up to them. 199 00:12:31,520 --> 00:12:35,800 And yes, it's true that they've got to have some of the skills that maybe us old timers 200 00:12:35,800 --> 00:12:39,120 right need to teach them as well. 201 00:12:39,120 --> 00:12:40,120 That's so true. 202 00:12:40,120 --> 00:12:46,440 You know, I'm thinking about my son who's on discord like every night and he has three 203 00:12:46,440 --> 00:12:48,640 screens, four screens, whatever. 204 00:12:48,640 --> 00:12:55,360 He's playing his games online with all of his friends while paying attention to the discord 205 00:12:55,360 --> 00:12:57,000 and certain text message. 206 00:12:57,000 --> 00:12:59,960 He's doing all this at the same time. 207 00:12:59,960 --> 00:13:05,520 And you know, that's how he's networking without realizing he's networking. 208 00:13:05,520 --> 00:13:08,360 Stand up comedy into my public speaking. 209 00:13:08,360 --> 00:13:09,840 I'm going to mix the two together. 210 00:13:09,840 --> 00:13:12,960 I'm going to mix what I threw away, what I haven't done in 20 something years. 211 00:13:12,960 --> 00:13:13,960 And I can do the whole act. 212 00:13:13,960 --> 00:13:16,680 I have memorized, you know, from 25 years ago. 213 00:13:16,680 --> 00:13:17,680 No. 214 00:13:17,680 --> 00:13:19,600 I don't even know how long ago that was. 215 00:13:19,600 --> 00:13:22,840 You know, till now, almost 30 years ago, right? 216 00:13:22,840 --> 00:13:23,840 Yeah. 217 00:13:23,840 --> 00:13:27,760 So I did that and all of a sudden it was fantastic, right? 218 00:13:27,760 --> 00:13:29,000 All of a sudden people are laughing. 219 00:13:29,000 --> 00:13:30,000 They're coming over to me. 220 00:13:30,000 --> 00:13:31,000 They just love it. 221 00:13:31,000 --> 00:13:33,960 They understood and got my character and all that. 222 00:13:33,960 --> 00:13:40,720 So one of the big things that I preach and I think that we do still is now I'm business 223 00:13:40,720 --> 00:13:46,080 version of me, I'm business version and I'm not going to talk about well, what I do for 224 00:13:46,080 --> 00:13:51,160 a living or how many, I'm not that, but like how many kids I have or, you know, my mom had 225 00:13:51,160 --> 00:13:54,600 cancer 20 years ago or any of these other things. 226 00:13:54,600 --> 00:14:00,680 That's a problem when we talk about social networking, social media, social comes from 227 00:14:00,680 --> 00:14:06,080 a word, S-O-C-I-I, meaning alliance, because there was a city state in ancient Greece, ancient 228 00:14:06,080 --> 00:14:07,080 Rome. 229 00:14:07,080 --> 00:14:08,080 I'm not that smart. 230 00:14:08,080 --> 00:14:09,080 I just typed this into Wikipedia. 231 00:14:09,080 --> 00:14:11,200 Like that's all I did, right? 232 00:14:11,200 --> 00:14:14,840 And it means creating alliances because they were fighting the Trojans and the Spartans 233 00:14:14,840 --> 00:14:17,120 and two city states made an alliance. 234 00:14:17,120 --> 00:14:21,040 So that became the word social, which means alliance. 235 00:14:21,040 --> 00:14:25,400 So if I'm creating an alliance, these people in your network are not necessarily your customers, 236 00:14:25,400 --> 00:14:29,440 but they're your allies, they're your fans, they're your cheerleaders, they're your emotional 237 00:14:29,440 --> 00:14:32,960 support when you can't, when you don't feel so well. 238 00:14:32,960 --> 00:14:37,280 So then if you really understand that, you say, well, what social stories would I tell 239 00:14:37,280 --> 00:14:42,160 if you're meeting with somebody, maybe they're a potential client or a friend, it doesn't 240 00:14:42,160 --> 00:14:43,160 matter. 241 00:14:43,160 --> 00:14:44,160 Like what are you going to do every week? 242 00:14:44,160 --> 00:14:45,160 You're going to tell them a different story, right? 243 00:14:45,160 --> 00:14:50,120 You're going to say, oh my God, have you heard this one about my grandpa and the truck that 244 00:14:50,120 --> 00:14:51,120 broke down? 245 00:14:51,120 --> 00:14:52,120 Oh my God, it's a great story. 246 00:14:52,120 --> 00:14:54,160 It's those kind of grandpa stories, right? 247 00:14:54,160 --> 00:14:55,840 Grandpa has always got great stories. 248 00:14:55,840 --> 00:14:58,240 That is social media, right? 249 00:14:58,240 --> 00:15:03,440 And the better that you get, and as in public speaking, same skill set again, telling stories 250 00:15:03,440 --> 00:15:05,760 is what makes public speaking work, correct? 251 00:15:05,760 --> 00:15:10,680 You tell me because that to a really end television commercial, this is more like advertising 252 00:15:10,680 --> 00:15:11,680 when it's not. 253 00:15:11,680 --> 00:15:17,320 It's more like hearing grandpa's stories and tell stories that are just funny and dearing 254 00:15:17,320 --> 00:15:22,520 and demonstrate where you are and what you're doing right now until a funny joke or show 255 00:15:22,520 --> 00:15:28,120 a picture of your dad with you like back in 1970s and look at the funny haircut and all 256 00:15:28,120 --> 00:15:31,960 that stuff is what gets this engagement through the roof. 257 00:15:31,960 --> 00:15:34,520 And we'll talk about what's next with follow up because you're going to talk about, let's 258 00:15:34,520 --> 00:15:36,640 talk about follow up next, that follow up. 259 00:15:36,640 --> 00:15:37,640 Go ahead. 260 00:15:37,640 --> 00:15:44,160 And you can't just stop it right there because you hit on a very important part of the public 261 00:15:44,160 --> 00:15:46,360 speaking. 262 00:15:46,360 --> 00:15:52,320 You can't just go out and speak and speak about a dry, a dry anything. 263 00:15:52,320 --> 00:15:57,320 You have to put storytelling into your speech. 264 00:15:57,320 --> 00:16:00,000 You have to put comedy into your speech. 265 00:16:00,000 --> 00:16:06,840 Otherwise, you're going to lose the audience because today everybody expects so much more 266 00:16:06,840 --> 00:16:09,480 and you want to keep them involved. 267 00:16:09,480 --> 00:16:15,080 And when I say, when I first go on a stage, I say, okay, everybody who has their cell 268 00:16:15,080 --> 00:16:18,120 phone out, raise your hand. 269 00:16:18,120 --> 00:16:21,440 And about 99% of the people raised their hand. 270 00:16:21,440 --> 00:16:24,520 Like I say, that is the problem. 271 00:16:24,520 --> 00:16:25,960 Can you turn it off? 272 00:16:25,960 --> 00:16:29,520 Can you put it away and have people like, well, no, you can't. 273 00:16:29,520 --> 00:16:31,360 Why would you want to do that? 274 00:16:31,360 --> 00:16:34,560 Why would you want to take my cell phone away? 275 00:16:34,560 --> 00:16:36,920 It's attentive to the person. 276 00:16:36,920 --> 00:16:40,360 Okay, so I turn all the cell phones on because they tell them take a picture of me and tweet 277 00:16:40,360 --> 00:16:44,640 it out or send it out on Instagram with these hashtags and I'll get more attention. 278 00:16:44,640 --> 00:16:46,120 And I'll get more attention to myself. 279 00:16:46,120 --> 00:16:47,120 I want it. 280 00:16:47,120 --> 00:16:48,360 It's integrated in. 281 00:16:48,360 --> 00:16:51,760 So again, this is the generation gap. 282 00:16:51,760 --> 00:16:58,840 And also I say, if you can hold an audience's attention, then you need to be a better public 283 00:16:58,840 --> 00:16:59,840 speaker. 284 00:16:59,840 --> 00:17:00,840 They could be eating food. 285 00:17:00,840 --> 00:17:01,840 Let's eliminate the phone. 286 00:17:01,840 --> 00:17:02,840 They could be eating food. 287 00:17:02,840 --> 00:17:03,840 They could be reading a book. 288 00:17:03,840 --> 00:17:04,840 They could be whatever. 289 00:17:04,840 --> 00:17:05,840 It doesn't matter. 290 00:17:05,840 --> 00:17:07,560 If you're not holding their attention, then you're not holding their attention. 291 00:17:07,560 --> 00:17:09,080 It has nothing to do with the phone. 292 00:17:09,080 --> 00:17:11,960 Now here though is where we get into the next part. 293 00:17:11,960 --> 00:17:15,880 So you said you have to put the stories in and you don't force it. 294 00:17:15,880 --> 00:17:18,000 You don't put the stories in. 295 00:17:18,000 --> 00:17:19,240 Absolutely not. 296 00:17:19,240 --> 00:17:23,640 They're naturally there and now I just jump. 297 00:17:23,640 --> 00:17:26,880 Oh, so the next highest level is what I call energy variants. 298 00:17:26,880 --> 00:17:30,120 Now this comes from the Stanislavski method of acting. 299 00:17:30,120 --> 00:17:33,320 Dustin Hoffman, all the great actors, you have this. 300 00:17:33,320 --> 00:17:34,320 What does that mean? 301 00:17:34,320 --> 00:17:41,360 Okay, so opera, silent movies, we're all overactored because there was no amplification. 302 00:17:41,360 --> 00:17:45,440 You had to do opera really loud because there was no amplification. 303 00:17:45,440 --> 00:17:46,760 So it's all overdone. 304 00:17:46,760 --> 00:17:48,960 It's all overdramatic. 305 00:17:48,960 --> 00:17:52,600 Then the Russians who had been through wars and bloodshed and horribles and that we can't 306 00:17:52,600 --> 00:17:59,840 speak of, this woman by the name of Stanislavski created this method of dramatic acting and 307 00:17:59,840 --> 00:18:01,840 they started writing dramatic theater. 308 00:18:01,840 --> 00:18:05,360 This is reality now. 309 00:18:05,360 --> 00:18:10,920 What they said was if you're sad, you're going to pull up the actual memory of when you were 310 00:18:10,920 --> 00:18:14,040 sad and relive it. 311 00:18:14,040 --> 00:18:16,960 Here's what the problem is with some public speaking and the storytelling where you say, 312 00:18:16,960 --> 00:18:18,400 well, I have stories in it. 313 00:18:18,400 --> 00:18:20,680 So why isn't anybody talking to me? 314 00:18:20,680 --> 00:18:22,560 Because you're not reliving the story. 315 00:18:22,560 --> 00:18:28,000 You're really excited on stage because you are actually really learning how to put yourself 316 00:18:28,000 --> 00:18:30,360 in the mode of acting, which is not fake. 317 00:18:30,360 --> 00:18:32,600 A lot of people think, oh, I'm acting. 318 00:18:32,600 --> 00:18:33,600 That's fake. 319 00:18:33,600 --> 00:18:34,600 It's not fake. 320 00:18:34,600 --> 00:18:35,600 It's being more authentic. 321 00:18:35,600 --> 00:18:41,160 It's actually having you feel the emotion that you're talking about when you're expressing 322 00:18:41,160 --> 00:18:42,160 it. 323 00:18:42,160 --> 00:18:44,960 That's what Tony Robbins has over Winfrey. 324 00:18:44,960 --> 00:18:45,960 You name it. 325 00:18:45,960 --> 00:18:50,040 All the people that have risen to a multi-million dollar, billion dollar status is that they 326 00:18:50,040 --> 00:18:56,240 aren't afraid to actually be really emotional and relive the moments of their lives. 327 00:18:56,240 --> 00:18:58,920 They don't just talk about it. 328 00:18:58,920 --> 00:19:01,520 This same thing goes on the social media. 329 00:19:01,520 --> 00:19:03,400 A lot of people still. 330 00:19:03,400 --> 00:19:05,200 PowerPoint presentation today. 331 00:19:05,200 --> 00:19:10,600 I'm going to explain the three steps to this. 332 00:19:10,600 --> 00:19:11,600 Not interesting. 333 00:19:11,600 --> 00:19:12,600 Not interested in it. 334 00:19:12,600 --> 00:19:14,840 You lost me in three seconds in the presentation. 335 00:19:14,840 --> 00:19:18,320 I'm going to go pick up my phone and read a book. 336 00:19:18,320 --> 00:19:20,680 So all the things you're saying are spot on. 337 00:19:20,680 --> 00:19:25,080 I just caution when you say, well, oh, but the phone is bad. 338 00:19:25,080 --> 00:19:26,080 I say, no, the phone is great. 339 00:19:26,080 --> 00:19:27,240 You're not going to take it away. 340 00:19:27,240 --> 00:19:31,120 It's like, it would be like saying when television came out, right? 341 00:19:31,120 --> 00:19:33,680 And then let's say they were all watching television or whatever, and you're trying to 342 00:19:33,680 --> 00:19:37,320 get the attention in the room and say, oh, everybody turn off the televisions. 343 00:19:37,320 --> 00:19:38,320 They're not. 344 00:19:38,320 --> 00:19:43,240 You just got to be better at what you do get them to focus on you. 345 00:19:43,240 --> 00:19:49,600 One thing that I say about phone is that major distress and when you're sitting down with 346 00:19:49,600 --> 00:19:55,720 somebody and if your phone goes off, you immediately look at your phone. 347 00:19:55,720 --> 00:20:03,160 And if it vibrates, if it whatever, so you don't have 100% of their attention. 348 00:20:03,160 --> 00:20:05,960 So by all that time, so that's disrespect. 349 00:20:05,960 --> 00:20:06,960 Okay. 350 00:20:06,960 --> 00:20:08,760 If somebody has their phone on and it's beeping and ringing. 351 00:20:08,760 --> 00:20:09,760 Yeah, that's disrespect. 352 00:20:09,760 --> 00:20:14,800 There have been Broadway shows on Broadway living theater where they have stopped the 353 00:20:14,800 --> 00:20:19,360 show or a person and say, what are you doing? 354 00:20:19,360 --> 00:20:24,040 And they've been yelled at and kicked out of the theater because that's just disrespect. 355 00:20:24,040 --> 00:20:26,160 So it can be on silent. 356 00:20:26,160 --> 00:20:29,360 You can be taking pictures and putting them on Instagram, all those kinds of things where 357 00:20:29,360 --> 00:20:32,720 nobody's, you know, they know, he's not a disturbance to anyone. 358 00:20:32,720 --> 00:20:36,760 But I mean, that's just like they have it at the movie theater now, right? 359 00:20:36,760 --> 00:20:38,080 Silence your phone. 360 00:20:38,080 --> 00:20:41,360 Somebody's in front of you and they got the phone is bright and it distracts from the 361 00:20:41,360 --> 00:20:43,920 movie because the light and all that kind of stuff. 362 00:20:43,920 --> 00:20:46,000 I'm trying to bring this all around. 363 00:20:46,000 --> 00:20:48,160 So let me ask you a question. 364 00:20:48,160 --> 00:20:56,360 What essential tip would you give somebody that's looking to improve their networking 365 00:20:56,360 --> 00:20:59,440 or sales skills? 366 00:20:59,440 --> 00:21:03,600 Take an acting class, take a theater class, take a playwriting class, take comedy class, 367 00:21:03,600 --> 00:21:05,640 join an improv comedy group. 368 00:21:05,640 --> 00:21:09,840 We are in a world of media, video media performance. 369 00:21:09,840 --> 00:21:14,080 If you can't, if you aren't seen and nobody gets to know like and trust you, you won't 370 00:21:14,080 --> 00:21:17,120 attract the attention that you want. 371 00:21:17,120 --> 00:21:21,360 And of course, public speaking and join a toast masters and learn how to tell a really 372 00:21:21,360 --> 00:21:23,840 good story and all the other skills. 373 00:21:23,840 --> 00:21:29,240 This is now a performance, German media based on your ability to be more of an actor and 374 00:21:29,240 --> 00:21:30,480 a public speaker. 375 00:21:30,480 --> 00:21:33,320 It has nothing to do with the technology. 376 00:21:33,320 --> 00:21:34,960 This is the thing people ask all the time, right? 377 00:21:34,960 --> 00:21:36,240 Well, how does LinkedIn work? 378 00:21:36,240 --> 00:21:39,400 How do you click and you post? 379 00:21:39,400 --> 00:21:40,400 That's how it works. 380 00:21:40,400 --> 00:21:43,000 Click post to what you're talking about, right? 381 00:21:43,000 --> 00:21:46,160 When you get down to it and you're going to sell, right? 382 00:21:46,160 --> 00:21:48,880 You're in person or in a zoom or anything like that. 383 00:21:48,880 --> 00:21:55,560 Now we go into listening, generous listening, which is just let them tell their whole story. 384 00:21:55,560 --> 00:21:59,200 Don't say anything or go, yeah, yeah. 385 00:21:59,200 --> 00:22:04,080 And just let them, you know, especially in digital marketing, my God, do they have horror 386 00:22:04,080 --> 00:22:07,200 stories of all the ways they've been ripped off before and the whole thing and where their 387 00:22:07,200 --> 00:22:11,840 website was before and how it crashed and oh my God and all this kind of thing. 388 00:22:11,840 --> 00:22:17,720 The funniest one that I know is when people say, well, we have videos, we're on YouTube 389 00:22:17,720 --> 00:22:18,720 and they're proud of that. 390 00:22:18,720 --> 00:22:23,720 You know, oh, we have, oh, we, I have a podcast and then I just turn to them and say, okay, 391 00:22:23,720 --> 00:22:25,560 how much money did that make you? 392 00:22:25,560 --> 00:22:29,360 Do you know the total of that? 393 00:22:29,360 --> 00:22:30,360 Well, I have a podcast. 394 00:22:30,360 --> 00:22:32,280 Well, how much money is it making you? 395 00:22:32,280 --> 00:22:35,680 And then they can't answer that because they don't, they're doing it because they heard 396 00:22:35,680 --> 00:22:39,920 that they need it and somebody who's a really good salesman, you know, sold them on, they 397 00:22:39,920 --> 00:22:42,080 need this now, they need that now. 398 00:22:42,080 --> 00:22:44,240 And that's a big thing. 399 00:22:44,240 --> 00:22:49,480 Going back to what you said, if I network and I can get enough clients for my plumbing, 400 00:22:49,480 --> 00:22:51,560 let's say local plumbing, right? 401 00:22:51,560 --> 00:22:55,920 And I have the van with the plumbing, you know, the phone number on it and then gets 402 00:22:55,920 --> 00:22:59,080 me the income that is fantastic for my business. 403 00:22:59,080 --> 00:23:01,280 No, you don't have to be on the internet. 404 00:23:01,280 --> 00:23:03,000 You don't have to be on the internet. 405 00:23:03,000 --> 00:23:06,520 You can be a public speaker and just to teach workshops like you're doing. 406 00:23:06,520 --> 00:23:08,480 You don't have to be on the internet. 407 00:23:08,480 --> 00:23:14,360 It's just, it's just that it's an amplification device because there are people that need 408 00:23:14,360 --> 00:23:16,160 you millions and millions of them. 409 00:23:16,160 --> 00:23:17,760 I mean, there's nine billion now. 410 00:23:17,760 --> 00:23:21,040 I remember in the eighth grade in the eighties, there were like four billion people. 411 00:23:21,040 --> 00:23:22,240 Now there's nine billion. 412 00:23:22,240 --> 00:23:24,000 I mean, in our lifetime, right? 413 00:23:24,000 --> 00:23:30,880 That many people, there's at least 600 million people that need you, but you're not loud enough 414 00:23:30,880 --> 00:23:36,880 and you don't understand how this amplification device works enough to reach them. 415 00:23:36,880 --> 00:23:38,200 And that's your choice. 416 00:23:38,200 --> 00:23:40,760 You don't have to do that. 417 00:23:40,760 --> 00:23:44,320 But then, you know, when you drive through the graveyard, it's not the sad thing that 418 00:23:44,320 --> 00:23:45,560 the people are dead. 419 00:23:45,560 --> 00:23:47,000 It's that, you know, that expression. 420 00:23:47,000 --> 00:23:49,840 It's that they had the cure and they weren't loud enough. 421 00:23:49,840 --> 00:23:52,120 They didn't understand everything that you're doing. 422 00:23:52,120 --> 00:23:53,120 Isn't it? 423 00:23:53,120 --> 00:23:54,120 No, that kind of stuff. 424 00:23:54,120 --> 00:23:57,000 So this is essential, you know, part of it. 425 00:23:57,000 --> 00:23:58,720 All of it is a block to success. 426 00:23:58,720 --> 00:23:59,720 We're, we're trying. 427 00:23:59,720 --> 00:24:01,200 We're trying to get the word out. 428 00:24:01,200 --> 00:24:02,200 No, no, no, no, no. 429 00:24:02,200 --> 00:24:03,200 Do, hold on. 430 00:24:03,200 --> 00:24:04,360 Do or do not. 431 00:24:04,360 --> 00:24:05,360 There is no try. 432 00:24:05,360 --> 00:24:06,360 Master Yoda, 1980. 433 00:24:06,360 --> 00:24:07,360 Absolutely. 434 00:24:07,360 --> 00:24:08,360 I am doing. 435 00:24:08,360 --> 00:24:10,360 You're absolutely right, Splinter. 436 00:24:10,360 --> 00:24:17,280 Out of everything you told me, what's your favorite marketing tactic? 437 00:24:17,280 --> 00:24:23,520 My favorite marketing tactic is when I do my stern storming, which is content extraction, 438 00:24:23,520 --> 00:24:27,680 I extract your whole life and then you have me in your home with you and we start shooting 439 00:24:27,680 --> 00:24:29,160 videos. 440 00:24:29,160 --> 00:24:33,640 You forget that you're making videos that people are going to see and I just get you 441 00:24:33,640 --> 00:24:36,760 in a comfortable enough position that you just open up and really tell the stories from 442 00:24:36,760 --> 00:24:37,760 your life. 443 00:24:37,760 --> 00:24:38,760 I'll give you an example. 444 00:24:38,760 --> 00:24:39,760 A lady named Jen DePresis. 445 00:24:39,760 --> 00:24:40,760 She's a billionaire. 446 00:24:40,760 --> 00:24:43,400 I mean, she sold a billion dollars with the mortgages and all that. 447 00:24:43,400 --> 00:24:44,400 Very stoic lady. 448 00:24:44,400 --> 00:24:45,400 Yes. 449 00:24:45,400 --> 00:24:46,400 No, running my business. 450 00:24:46,400 --> 00:24:47,400 Yes. 451 00:24:47,400 --> 00:24:50,720 And the reason, and the reasons why people get so stoic in the future is because they 452 00:24:50,720 --> 00:24:52,520 had tragedy in the past. 453 00:24:52,520 --> 00:24:56,280 So as I'm talking to her, one video, she talks about how her mom dropped her off at the bar 454 00:24:56,280 --> 00:24:57,520 when she was eight years old. 455 00:24:57,520 --> 00:25:00,840 She had to go in there and talk on her dad's leg and her dad turned around and said, who 456 00:25:00,840 --> 00:25:01,840 were you? 457 00:25:01,840 --> 00:25:03,280 Didn't recognize her. 458 00:25:03,280 --> 00:25:06,400 And then two videos later, she's crying because that was her dad. 459 00:25:06,400 --> 00:25:09,400 That was all the only dad that she knows and she's in tears. 460 00:25:09,400 --> 00:25:10,920 That's the viral video. 461 00:25:10,920 --> 00:25:15,080 It's the bearing of your humanity because we all have tragedy. 462 00:25:15,080 --> 00:25:19,280 We all have had to overcome a lot in this life. 463 00:25:19,280 --> 00:25:23,960 And it's the stopping just saying, look at me with the Queen of England that I paid for 464 00:25:23,960 --> 00:25:24,960 this certificate. 465 00:25:24,960 --> 00:25:26,480 I'm so important. 466 00:25:26,480 --> 00:25:30,680 And instead doing this humanity story, which is, you know, showing the real pain that you've 467 00:25:30,680 --> 00:25:34,880 been through, the implication in that is we've seen your other videos. 468 00:25:34,880 --> 00:25:39,080 We know how successful you are, but all of a sudden you become approachable. 469 00:25:39,080 --> 00:25:41,680 And I think this is important in networking and public speaking too. 470 00:25:41,680 --> 00:25:47,920 If you're so advanced, they'll think, wow, that's awesome, but I'm not worthy of that. 471 00:25:47,920 --> 00:25:48,920 Right? 472 00:25:48,920 --> 00:25:51,800 So you have to bear your humanity too in this kind of thing. 473 00:25:51,800 --> 00:25:53,280 And that's why it's social. 474 00:25:53,280 --> 00:25:58,960 And you tell real stories from your life that aren't all look at me and how great I am. 475 00:25:58,960 --> 00:26:00,720 All right. 476 00:26:00,720 --> 00:26:01,720 So let me ask you a question. 477 00:26:01,720 --> 00:26:05,120 Let's just, let me start to close things up. 478 00:26:05,120 --> 00:26:17,120 Give me one takeaway from everything that we spoke about that my audience can use today. 479 00:26:17,120 --> 00:26:23,640 The hottest thing in the world right now is one minute reels, which are vertical videos. 480 00:26:23,640 --> 00:26:25,560 They can work as your YouTube shorts. 481 00:26:25,560 --> 00:26:30,440 They linked in now has a TikTok function where you can see the one minute things. 482 00:26:30,440 --> 00:26:35,920 And in those, you've got a long headline, bam, and give a really powerful tip that really 483 00:26:35,920 --> 00:26:37,400 has value. 484 00:26:37,400 --> 00:26:42,080 And that can create massive amounts of in of exposure fast. 485 00:26:42,080 --> 00:26:47,040 One of the ones that I did recently has a half a million Pete impressions on LinkedIn. 486 00:26:47,040 --> 00:26:51,560 A half a million people saw Daryl Stern in that hour of that day. 487 00:26:51,560 --> 00:26:52,920 And that's incredible. 488 00:26:52,920 --> 00:26:55,720 The, the, the, the, it's just a method of vernacular. 489 00:26:55,720 --> 00:27:00,440 Now there was what format then goes in that one minute thing that will make it do what 490 00:27:00,440 --> 00:27:04,240 we want it to do, which is bring massive amounts of exposure for you. 491 00:27:04,240 --> 00:27:06,000 It's, you know, networking tips. 492 00:27:06,000 --> 00:27:08,120 I wouldn't put down the phone. 493 00:27:08,120 --> 00:27:10,880 I would put up the networking skills. 494 00:27:10,880 --> 00:27:11,880 Yes. 495 00:27:11,880 --> 00:27:12,880 Right. 496 00:27:12,880 --> 00:27:15,240 Because you're not going to, you know, tell people to put down your phone while they're 497 00:27:15,240 --> 00:27:16,240 watching you on the phone. 498 00:27:16,240 --> 00:27:21,240 I mean, I mean, I mean, more, right. 499 00:27:21,240 --> 00:27:24,680 Will Michael explain the rest of the program to you? 500 00:27:24,680 --> 00:27:28,000 You know, what is the secret that Michael is talking about today? 501 00:27:28,000 --> 00:27:32,280 Like tune in to the next episode or click here and sign up for the class. 502 00:27:32,280 --> 00:27:33,280 Right. 503 00:27:33,280 --> 00:27:35,320 And that's the theater of it. 504 00:27:35,320 --> 00:27:42,120 That we've been born with, but bared witness to in, in television, movies, all serial dramas, 505 00:27:42,120 --> 00:27:45,640 all this stuff, all of our lives goes back to the 1930s. 506 00:27:45,640 --> 00:27:49,600 So there's a couple of different tips that I made into one tip. 507 00:27:49,600 --> 00:27:52,000 No, that's Daryl. 508 00:27:52,000 --> 00:27:53,000 That's great. 509 00:27:53,000 --> 00:27:58,680 Listen, if anybody wants to get hold of you and wants some of your services or just wants 510 00:27:58,680 --> 00:28:03,360 to learn all about Daryl, where would they go? 511 00:28:03,360 --> 00:28:07,000 So if you really want to scale and you really have an ego and you really want to put in 512 00:28:07,000 --> 00:28:12,360 the work that it takes to get up there and basically take over your industry, you can 513 00:28:12,360 --> 00:28:18,680 go to sternmarketing.agency and schedule your audition to go sternstorming with me. 514 00:28:18,680 --> 00:28:25,400 So that's sternmarketing.agencyisnote.com and you can sign up and schedule an audition 515 00:28:25,400 --> 00:28:27,080 to go sternstorming. 516 00:28:27,080 --> 00:28:28,080 That's great. 517 00:28:28,080 --> 00:28:31,440 Daryl, I can't thank you enough. 518 00:28:31,440 --> 00:28:38,200 You gave some great insights and forward to talking to you in the future and hopefully 519 00:28:38,200 --> 00:28:45,640 everybody, they want to learn about acting, about how to market themselves or the comedic 520 00:28:45,640 --> 00:28:52,560 value, please go see Daryl or listen, just ask him. 521 00:28:52,560 --> 00:28:53,560 Ask him anything. 522 00:28:53,560 --> 00:28:54,560 He's good. 523 00:28:54,560 --> 00:28:55,560 All right. 524 00:28:55,560 --> 00:28:58,560 So have a great day. 525 00:28:58,560 --> 00:29:01,640 Well, that's a wrap, folks. 526 00:29:01,640 --> 00:29:07,200 A huge thank you to our special guests for sharing such incredible insights today and 527 00:29:07,200 --> 00:29:13,600 of course, a big shout out to you, our amazing listeners for tuning in and spending your time 528 00:29:13,600 --> 00:29:14,600 with us. 529 00:29:14,600 --> 00:29:18,600 Remember, networking isn't about being perfect. 530 00:29:18,600 --> 00:29:20,320 It's about being present. 531 00:29:20,320 --> 00:29:25,600 So take what you've learned today, get out there and make some meaningful connections. 532 00:29:25,600 --> 00:29:30,680 If you enjoyed this episode, don't forget to subscribe, leave us a review and share 533 00:29:30,680 --> 00:29:35,000 it with someone who could use a little networking inspiration. 534 00:29:35,000 --> 00:29:37,320 Let's keep the conversation going. 535 00:29:37,320 --> 00:29:44,720 You can find me on Apple, Spotify, YouTube or my website, Michael A. Foreman. 536 00:29:44,720 --> 00:29:51,320 Remember, until next time, keep practicing, keep connecting and keep building those relationships. 537 00:29:51,320 --> 00:29:53,920 This is Michael A. Foreman signing off. 538 00:29:53,920 --> 00:30:10,960 Take care and happy networking.