Carmine Gallo - Fire Them Up!: 7 Simple Secrets to: Inspire Colleagues, Customers, and Clients; Sell Yourself, Your Vision, and Your Values; Communicate with Charisma and Confidence

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Table of Contents

To Josephine and Lela. My girls, my inspiration.

Acknowledgments

I know it is customary to thank spouses at the end of the acknowledgments section, but this time my wife deserves much of the credit. Vanessa was instrumental in getting crucial material to the publisher on time. She spent countless hours retrieving the permissions required to include the interviews and photographs in this book. One cannot be blessed with a greater inspiration by their side. Thank you, Vanessa, for making my life richer than I could ever imagine.

Many thanks to my editor at John Wiley & Sons, Richard Narramore, for believing in the power of this content to make a difference in the lives of its readers. Richards suggestions gave this book an entirely new dimension. Special praise for Wiley editorial assistant Tiffany Groglio. Her title doesnt do justice to her gifts. She is a consummate editor and unbelievably professional. Tiffany is nothing short of amazing. Everyone at Wiley is top notch, and my thanks go out to all involved in editing, design, marketing, publicity, and sales. Wiley does it right from start to finish.

My agent at New England Publishing Associates, Edward Knappman, continues to be one of my strongest supporters. His advice has always been spot on. Thank you, Ed.

Thank you to everyone who generously gave of their time to participate in this work. You are exceptional people who raise the bar for the rest of us: Jay Adelson, Cliff Atkinson, Ron Clark, Simon Cooper, Nancy Duarte, Doug Ducey, Peter Fleisher, Krista Hawkins, Wendy Kopp, Robert Labrenz, Wayne Leonard, Bob Levinson, Marissa Mayer, Mark Mastrov, Matt McCauley, Mike McCue, Michelle Peluso, Bill Powanda, Jason Rhodes, Al Stubblefield, Richard Tait, and Jim Thompson.

Although the next individuals were not directly interviewed for this book, these authors have influenced and inspired me: Marcus Buckingham, Jim Collins, Stephen. R. Covey, Wayne W. Dyer, Chip Heath and Dan Heath, John Maxwell, and Tim Sanders. Thank you, gentlemen, for your insights and contribution to improving the way business is done.

One cannot be blessed with a more supportive family. Many thanks to my parents, Francesco and Giuseppina. Thanks also to Tino, Donna, Francesco, Nicholas, Ken, Patty, and my dear and close friends.

My girls, Josephine and Lela, are too young to read this today, but when they do, I want them to know that the joy on their faces has made this daddy proud. They make every day an inspiration.

PART I

The 7 Simple Secrets

INTRODUCTION

Our Chief Want

Our chief want is someone who will inspire us to be what we know we could be.

Ralph Waldo Emerson

You have the power to inspire anyone, anywhere, anytime. You may not have a leadership title, but you exert influence over someone every day. Whether you are a Fortune 500 chief executive or the head of a household, you are in the motivational business. Regardless of your role, you play the part of chief inspiration officer for someone at work, at home, or in your community. The 7 Simple Secrets revealed in this book hold the key to successfully selling yourself, your vision, and your values to everyone within your sphere of influence. As you develop the astonishing communications skills shared by the worlds most inspiring men and women, you will enjoy far more successful and fulfilling relationships with your colleagues, clients, employees, and anyone in your personal or professional life.

In order for these strategies to work, you need to see yourself as the leader of your personal brand. How you talk, walk, and look reflect on that brand, and you are in sole command of the impression you make. If you fail to connect, you will lose the admiration of the people you hope to influence. But once you master the 7 Simple Secrets, you will be known among your peers as an individual who speaks with confidence and charisma. A door will open to a new world of achievement because the stories you tell will have the power to inspire, motivate, and persuade. The verbal pictures you paint will be so vivid and bright that the rest of us will want to climb aboard for the ride. The language you use will be so positive and optimistic that your presence will energize us, making us feel better about ourselves and our roles in the world.

Whose Secrets Are These?

When conference organizers invite me to speak on the topic of business communications, they often introduce me as a motivational speaker. While I am flattered and eager to share what I have learned, I quickly point out that if you have to hire a motivational speaker to fire up your people, youve already lost them. You are the one they turn to for motivation day after day, not me. Im not the one who spends eight, nine, ten hours a day alongside them. You are the one who must develop your skills of persuasion to inspire those around you. In this book, you will learn from the best. The 7 Simple Secrets revealed belong to the men and women who, by the power of their words, deeds, and demeanor, inspire everyone around them. They include:

Leaders who run companies such as The Ritz-Carlton, Google, Gymboree, Cold Stone Creamery, 24 Hour Fitness, Travelocity, Starbucks, and many other well-known brands.

A company president who has built a culture so synonymous with extraordinary service that every year hundreds of business professionals pay thousands of dollars to learn his companys techniques.

Managers who have transformed their companies from second-tier organizations into nationally ranked Best Places to Work.

A Princeton graduate whose idealistic vision inspired thousands of college seniors to join her cause, landing her on the cover of Fortune magazine.

An entrepreneur who created a worldwide brand sensation after sketching his idea on the back of a napkin and firing up the people around him to follow his vision.

A teacher whose techniques are so effective that a television movie was based on his experiences.

These men and women come from different backgrounds, generations, and industries, but they share one quality in common: the ability to inspire others to higher levels of achievement and to win over others with the power of their words. Their insights will change the way you see yourself as a brand and how you communicate the vision behind your values. A world of potential exists in each and every one of us: a potential unleashed by those who speak the language of success. In the pages to follow, the language will be revealed.

The techniques are called simple secrets because they really are simple. All you have to do is adopt the model in your everyday communications : presentations, pitches, meetings, speeches, interviews, emails, Webcasts, blogs, or however you articulate your story to those you intend to influence. Most of the books, white papers, and research studies on the subject of business communications are long, confusing, and boringthe exact opposite of the skills you need to inspire. You will be pleased to know that I have studied the research to save you the hassle. I have also spent nearly twenty years as a communications professional: as a CNN business correspondent, television anchor, radio host, columnist, author, speaker, and communications coach who works with top executives at the worlds most admired brands. My clients brands touch your life each and every day. From your bank, to your computer, to the products you buy and the foods you eat, my clients make and sell the things that you cant live without. My job is to make sure that the leaders who run those companies craft and deliver messages that will electrify their audiences. Hundreds of business professionals, from CEOs to entrepreneurs, have gone from dull to dazzling using the model in this book. I get really pumped up about these principles because I see how they have changed the lives and careers of people who have mastered them.

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