The pioneer of daytime TV talk shows, Phil Donahue, passed away yesterday. 

His syndicated show ended in 1996, after 26 years on-the-air.

There are many skills AEC business development marketers can learn from this legendary communicator. 

Donahue knew how to listen for the minutiae that others miss.

Attention to detail is crucial in our industry as you communicate an understanding of client needs and provide custom solutions.

Is there room to improve your teams' interview prep and presentations?

How do we develop a natural curiosity and understand people?

Learn how to ask quality questions and be more engaging.

How can we allow others to share their opinions while subtly driving conversations?

You've got to think on your feet and know how and when to pivot.

Another lesson from Donahue is how to invite differing opinions in a polite and welcoming way.

You foster open communication and encourage diverse perspectives.

Being open-minded and open-hearted...

So many people are oblivious to the negative self-talk loop playing in their heads every day. 

I was there most of my life. 

And I'm not there anymore. 

A/E/C coaching clients admit they beat themselves up with imposter syndrome.

Many feel unprepared for last-minute meetings.

Others are self-conscious about not having "all the answers."

Have you convinced yourself you lack the personality and confidence to step into leadership?

Does this resonate with you? 

The best news is that negative self-talk is not a permanent condition!

Self-awareness and trusting yourself bring empowerment and new energy. 

In this 2-minute video clip from the archives (2010!!), I shed light on how to transform with positive self-talk.  

Ready to get out of your own way and head? 

Click above to see the clip.

Friday Communication Tip: 

Focus on prospects and clients. 

There's no need to brag or talk about yourself. Be interested in others. 

Ask good questions and listen deeply.

Stay curious and watch your career and business grow! 

“The more you try to be interested in other people, the more you find out about yourself.”-  Thea Astley

From our file marked: Watch the Gap. 

C-suite executives in A/E/C know the value of intellectual property. 

A generation of top execs worry about passing the torch when they retire. 

It's overwhelming to think about gathering data on culture, history, finances, values, and projects. 

All are critical to succession planning.

But few, if any, talk about the colossal gap.  

Set aside data and bid packages for a sec. (Don't twitch )

What will the knowledge transfer look like without dizzying pie charts and spreadsheets?  

AEC succession planning and business communication are markedly different post-COVID.

Our next generation of leaders expects emotional connections as well as data.  

Intellectual property = storytelling. And wisdom. 

If succession planning is on your mind as 2023 winds down, be sure you know how to transfer your knowledge through stories:

• Have casual conversations
• Mentor heart-to heart
• Share...

You don't have to ask more questions to close more A/E/C projects.

You have to ask better questions.

How you gather information during a presentation will differentiate your firm in shortlist interviews.

Oh, and don't forget to listen to the responses.

Quality questions bring quality information.

They also result in higher-level conversations and trust.

And more clients.

We create content.

We build funnels.

We set up systems.

We write marketing and business plans.

But do you know how to create curiosity and become known?

Curiosity is a soft skill that most people miss.

Exceptional communicators and sales pros don’t focus on stuffy scripts.

No one needs more jargon.

We crave intrigue and desire.

Gary Vaynerchuk agrees.  

When you post something that grabs (and keeps) someone's attention, you've intrigued them.

They want to know more.

You get them:

Thinking (not confused)

Feeling

Reacting

Involved

Curiosity moves conversations forward.

You planted the seed.

They look at your website or Insta profile.

Maybe they subscribe to your newsletter.

You get points if they share your post.

You create a buzz around you and your brand.

This happens when you make people curious.

It rarely happens when you ask "open-ended questions” and grovel hoping you'll close a prospect.

For f**k's sake.

I approach every conversation—sales or...

You know what "THEY" say?

Everything is bigger in Texas.

It's especially true of Halloween. People here go bat-s**t crazy on this festive day.

So here are 7 frightening communication habits.   

 Use this self-assessment to clean up your communication.  

1. You refuse to receive. Someone offers a compliment on your clothing. You deflect and show them the button missing on your sleeve. Solution: Shut up, smile, and say thank you.‍ 

2. You listen to ghastly people. Well-intentioned family, friends, and even strangers can scare the beJesus out of you. Let's believe most mean well. Still, they could be clueless about your journey, intentions, whatever. Solution: Don’t drink the Kool-Aid. Shut up, smile, and tune them out. Then run away. Fast.‍ 

3. You overshare. When the doorbell rings on Halloween, do you offer the kiddos every morsel of food in your pantry? No. You give them what you think they need, want, or may enjoy. Otherwise, their...

Building rapport with others—whether it’s in person or online—takes practice. Much of it is intuitive. 

Rapport is about creating a bond, link, connection, and understanding. 

The goal is to connect and engage people so that they are thinking, feeling, reacting, and involved.

Humans crave connection and want to be understood.  

Rapport building is an art and skill in communication that’s used daily in all our relationships.

Here are 10 tips to connect and build rapport with others: 

1. Act approachable. When mingling face-to-face, be aware of how you move and behave. Notice how confident and easy-going folks network. Use body language and gestures that are inviting. When you’re online, have a welcoming and intriguing profile or video. Smile in your profile picture; it matters! 

2. Ask good questions. People love to talk about themselves so develop your listening skills and curiosity. Learn how to ask powerful questions and...

I talk A LOT about how to introduce yourself so you are seen and heard --and grow your business.  

I am obsessed with my work not because people walk away with a concise introduction. 

Something is hiding deep beneath the words. And it has become my mission.  

It’s the real reason I do what I do. It has taken me a lifetime—59 years and torrents of tears—to understand my fixation on other people's stories.

It began when I was four years old. I didn't speak.

My parents thought I was deaf, but the doctor told them I was fine.

He said I didn't talk because I communicated in a way that didn't require words. When I was hungry, I’d bang on the refrigerator.

No words or voice were necessary.  

So, what does a little girl who did not speak until age 4 do with her life? 

I went to college and majored in mass communications. Go figure. 

I quickly found the campus radio station, a place filled with microphones and speakers...

My coaching client, attorney and DEI advocate Diana Patton, beautifully used the ‘bridge and guide’ technique I teach for messaging and introductions.

She seized the opportunity to self-promote during a recent morning TV interview.

The original topic for Diana’s segment was health and wellness.

So, how was Diana able to blend and weave in her angle about the advocacy and diversity work she does?

It’s all about paying deep attention in media interviews...and sales conversations.

I teach you how to listen closely and think on your feet so that you know precisely where and how to weave in your sound bites, control your message, and self-promote with confidence.

Conversations will flow naturally and easily while you stay on point.

Take a look.

And if you want to talk strategy around your story and how to share it with dream clients, apply now for a free Story Power Session.