053 - Brian Roemmele - The Key to Successful Branding - Voice and Beyond - Pt. 2

Listen everywhere:

Listen to Part 1 - podcast with Brian Roemmele about Alexa hardware and more

Brands have defining points with their customers, as any human relationship does. What makes a brand successful longterm? How does voice play a role?

Topics and Timestamps:

02:00 How do we build a relationship in which our customer is the hero? (A la Storybrand framework)

02:53 All products, companies, and brands are a relationship with their consumer.

03:20 Every purchase is an emotional purchase because it is defined by neurological reactions - neuropeptides bombard every cell of our body when you make a purchase

04:00 Every brand has an emotional connection to the people who use their products. Some covet it better than others. This means a narrative is being spun overtly or covertly all the time.

Apple has a powerful brand narrative on a cerebral (higher brain) level

Apple has a powerful brand narrative on a cerebral (higher brain) level

05:45 It took millions of years for apes and chimps to speak and listen: we had to create a new O.S., the neocortex on top of the limbic system in order to communicate

07:15 Neuropeptide release of a transaction or purchase - pleasure in the body, your cells will remember this

08:15 Carl Jung - the twelve archetypes

Archetypes , introduced by Swiss psychiatrist  Carl Jung , are models of people, behaviors, or personalities. Jung suggested that archetypes are inborn tendencies that influence behavior.

Archetypes, introduced by Swiss psychiatrist Carl Jung, are models of people, behaviors, or personalities. Jung suggested that archetypes are inborn tendencies that influence behavior.

08:30 Voice has the opportunity unlike any other one (including film) to create a rich deep emotional lifelong connection with the customer. If you do this ethically and build the persona correctly for our brand that resonates with your cohort

09:00 The human agenda is connection

09:45 Brian consults with brands and tell them to understand where the transaction and neuropeptide release occurs

09:55 A voice comes from a person - it’s not a thing - it has a persona (a life, a gender, a background) - we are hardcoded to assign these traits to a voice

10:25 We instantly categorize anything we hear or see anthropomorphically because of flee or flight mechanism

11:05 Your brand has a voice: who is it? Fashion brand example from Brian’s work

11:30 It is impossible to make a persona that caters to everyone: there is no voice of everybody

12:05 You need to assign a Jungian or Myers Briggs archetype to your brand

12:30 Your customer is on their own hero’s journey, along with you (Apple and Patagonia and Tiffany and Starbucks do this or have done this well)

14:00 Why is Alexa female? This could be a smart move by Amazon: female voice = authority on a neurological level! - profoundly important. Google has an androgynous voice - a mistake? Brian would argue yes.

14:15 The voice of authority is and always will be a female. The first voice your hear is your mother. Long before eyesight you have the resolution of identifying your mother - this is a survival mechanism evolution has granted. That is why we are wired for communication and voice.

15:40 We can’t change our hardwiring in our brains - female voice is authoritative, especially one in tune with your mother’s voice (can prove this neurologically)

16:10 Anthropologically and culturally, the wise woman (hence the archetype) was always the leader of the tribe until western culture labeled them witches

17:30 The divine feminine and goddess culture came because women were the voice of authority, which we knew instinctually. Women became the voice of the tribe and holder of wisdom. “Don’t eat that, you will die.” Sounds like mom.

18:40 We are a victim and a success story of our reptilian brain

20:15 If a brand keeps us too reptilian we are probably not going to be longterm fans or customers; jealousy or FOMO pulls at the lizard brain but that is short term thinking. Apple is successful because they get cerebral (higher brain, invoking ideas of fashion)

19:15 There is more to this than throwing out an app, you are building a tapestry to weave between the customer for life. We define our life by our brand relationships to some degree, e.g., “That’s when I owned that car, that’s when I got my first iPhone…”

Thomas the Tank Engine helps children make sense of the world

Thomas the Tank Engine helps children make sense of the world

20:20 It’s not the brand we connect to, it’s the story and its role in our own narrative (e.g. Thomas the Tank Engine helped kids understand the confusion of the world with “The little engine that could.”

21:00 90% of what we do on our computers is trying to make sense of the world, e.g. social media as confirmation that what we did was right

21:15 Brand expression is to attract members of a desired tribe (e.g. why I use Apple)

22:20 When we build voice brands (brands around voice, which are coming) - ask: what does your brand sound like? Who is it? Where did they grow up? This is more than a Hollywood storyboard - and this is why you need experts to help with branding.

CONNECT WITH BRIAN ROEMMELE:

052 - Brian Roemmele - Amazon’s Hardware Announcements: Keys to the Castle - Pt. 1

Echo Buds, Echo Frames, Echo Loop, and more new products take Alexa to new fields: what does it mean? Brian Roemmele is known as the Oracle of Voice for a reason. Over decades he has predicted so many things that came true. The brilliance of these new products like Echo Loop is about getting Amazon into the castle without fighting for spaces that are already occupied, like the wrist or the pocket.

1-click listen anywhere:

About Our Guest:

Brian Roemmele is the recognized world authority on how voice AI will impact computing and commerce. Over arc of his career, Brian has built and run payments and tech businesses, worked in media, including the promotion of top musicians, and explored a variety of other subjects along the way. He has been published in Forbes, Huffington Post, Newsweek, Slate, Business Insider, Daily Mail, Inc, Gizmodo, Medium, and is an exclusive Quora top writer. He hosts Around the Coin (earliest crypto currency podcast), Breaking Banks Radio and more, discussing everything from Bitcoin to Voice Commerce.

Brian created the Multiplex app and Multiplex Magazine, a way to stay on top of everything important in technology, payments and just about anything else. He has taken the stage at Money 20/20, ETA Transact and many private events as a speaker on the future of Voice Commerce.

Companies don’t patent things just because.

A big theme of this episode is getting out of the weeds of the technical features and instead looking at better ways to get work done. Think big picture. We are looking at the beginnings of new use cases in brand new paradigms.

When you paradigm shift, the canvas is blank, and that’s where we are with voice.

This is Part 1 - tune back in next week to hear more! We cover branding and marketing foundations based on personas and archetypes, which will determine success tomorrow. 1-click subscribe free in your favorite podcast app now so you don’t miss it.

The idea of the app is already gone.

amazon-echo-devices-frames-buds-loop-phone.png

From Brian’s Quora article about Amazon’s Fall 2019 release and preview of products (9/25/2019):

If Echo and Alexa devices from Amazon along with the Skills ecosystem were a stand-alone company in 2019, using typical startup multiples, Echo, Inc would be worth about $500 billion dollars. This is an astounding achievement and there shows no sign that the acceleration is slowing.

Amazon Owns The Far-Field Voice First Market, Now They Are Comping For The Near-Field

Today was a next generation Amazon Alexa-themed event with Echo devices for every possible use case but most specially the near-field. I have surfaced ~32 primary Voice First modalities. Amazon is now in three:

1. Near-field - on the body

2. Mid-field - small environment

3. Far-field - open room

read more

Timestamps by topic:

  • 04:00 Amazon’s patents telegraph the future

  • 04:50 Amazon did not dominate in smartphone, obviously (Fire Phone failed - and at the time in 2014, people overlooked the first generation Amazon Echo)

  • 05:50 Smartphone is an old modality

  • 06:10 iPhone is the iconic smartphone

  • 06:30 What is the strategy to get into the castle? Content and shopping, largest merchant on planet

  • 07:10 “Amazon is a retailer, not a technology company” - this is why Amazon created the voice first experience first

Brian Roemmele -  @BrianRoemmele

Brian Roemmele - @BrianRoemmele

  • 07:35 Amazon does not pretend to be a tech company, they’re a company that produces technology

  • 07:50 Amazon doesn’t have mindshare yet, and that is key

  • 07:55 What happens with content and mindshare? How does content creation play in?

  • 08:30 Amazon is not going after the smartphone or smart watch (not after the wrist or the pocket

  • 09:10 Products that define new categories must be loved and hated

  • 09:30 “Talk to the hand” back in vernacular with Echo Loop

  • 10:30 Tech companies don’t consider anthropological and sociological impact of products

  • 11:10 We ask “Can we?” too often and don’t ask “Should we?” enough

  • 11:45 Brian’s thesis: Hyper Local

  • 11:55 Echo Loop (a ring) is not always on - it has a button to engage Alexa. It draws you into the Alexa ecosystem without taking away from Apple AirPods - and that is brilliant.

  • 13:20 Future of the voice assistant that you talk to like a significant other

  • 13:30 Done thumb clawing at screen - that is the future

  • 13:50 Echo Frames and Echo Loop are early versions of the ubiquitous voice future

  • 14:20 Near field computing, mid-field, and far-field (open room) - Amazon’s secret weapon over the castle wall was to get in the home (with Echo in 2014) - which became the fastest adopted consumer technology in history

  • 15:10 The tech leap happened organically with consumers from kitchen to living room - Amazon is doing the same strategy again to get people to adopt this in the near field

  • 15:50 People mocked the iPad (menstrual pad?) and look what happened - these products have to be hated or mocked

  • 16:30 iPhone was laughed at because it didn’t have a keyboard. What is past is prologue. We always see the future through the glasses of right now and the past - always view the future through the rearview mirror:

  • 16:40 We defined the new in the words of the old, e.g.: the horseless carriage, flameless candle, talking pictures.

  • 17:50 Most voice first experts have nothing to do with the technology world, which irritates folks in tech

  • 18:45 Computing is not what it was for the last sixty years, and it will not continue to be what is has been the last twenty - think about this for typing and interacting

  • 18:55 Technology gets bigger and bigger until it disappears (e.g. you don’t talk about your carburetor, you just buy a car that works or Jobs saying RAM doesn’t matter, you will only care what the computer does or accomplishes)

  • 21:35 There are no killer applications for voice. “Apps?” That’s 2D. (Check out our interview with Dave Isbitski, Chief Evangelist of Alexa, where we concluded the same thing)

  • 21:55 So what are people really looking for with voice?

  • 22:30 "The idea of the app is already gone.” - Brian

  • 23:40 The intimate relationship that technology can and will spawn is the killer app. We can’t see that world clearly yet

  • 24:50 We’re not battling on the grounds defined by prior technologies

  • 25:10 We’ve only seen 4 of the 175 modalities that voice first works in

  • 25:50 Amazon’s brilliance is great utility to an existing ecosystem (Alexa)

Echo Buds ( pre-order Echo Buds for $129.99  <— this link helps support the show!)

Echo Buds (pre-order Echo Buds for $129.99 <— this link helps support the show!)

  • 25:00 Amazon doesn’t expect Echo Buds to replace Apple AirPods

  • 27:20 Echo Buds isolate noise and incorporate multiple VAs like Google and Siri

  • 27:30 AirPods are a cultural phenomenon about fashion as much as sound- that is why they won’t be easily replaced by Echo Buds

  • 28:05 Brand signaling with AirPods, or whatever product comes next- that is human

  • 28:30 Loop and Frames are wise moves

echo-frames-personal-audio.png
  • 29:10 AOL move to open AOL Mail to internet mail is similar to Buds move to open to other VAs

  • 29:40 Amazon subsidies for Buds and Amazon Music. Music is a commodity - supplier does not matter.

  • 30:10 When you stream music, that streaming service makes almost nothing (e.g. Apple, Google, Spotify) - loss leader. The strategy is about attention, narrative, communication with the customer.

  • 30:50 See: Prime. Brilliant. Long term relationship.


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051 - Alexa, How Can Brands Can Sell and Engage More? Bob Stolzberg, Voice XP

Plot twist: how could Alexa hurt Amazon sales?

Guest Bob Stolzberg, Founder of Voice XP, and Emily dug into a key question about where e-commerce is headed: can brands stand as independent ecommerce channels while reaching customers through Amazon Alexa? 

Furthermore, will branding really matter in an increasingly AI assisted future? (Bob and Emily disagree here. And we’d love to hear Brian Roemmele’s take!)

Bob Stolzberg, Founder Voice XP, Alexa Champion

Bob Stolzberg, Founder Voice XP, Alexa Champion

The convenience factor of a single voice command could reinforce brand loyalty. If you can have a company call you back or send you a car or a pizza hands-free, you might just go direct to them and never shop around (and that could be through their Alexa skill). Or maybe the voice assistant of the future does the research for us and we don’t bother remembering brands anymore.

Personal assistants will help us buy things and it doesn’t have to be direct from Amazon. Ecommerce businesses can build voice experiences directing users to buy direct from them (e.g., via text message or multimodal touch screen that opens a separate page). Think about this for DTC (direct to consumer) like a Casper or M Gemi.

Topics in this episode:

  • What you can do today to improve customer experiences for shopping and getting information

  • How voice will impact the future of advertising

  • How you can create a custom skill which lets your customers request a call-back from you through Alexa

  • How to engage people with your voice experiences - omnichannel marketing and voice as part of the funnel

Get in touch with Bob Stolzberg:

Twitter: @BobStolzberg

voicexp.com

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050 - TD Ameritrade Alexa Skills: Brevity, Levity, and Familiarity - Dani Fava

Voice is a powerful medium for a relationship-centric business like wealth management. In fact, one of the Flash Briefings that Dani Fava launched, TD Ameritrade for Advisors, just won the Custodians: Thought Leadership category of the 2019 Wealth Management Industry Awards. This daily briefing provides RIAs (Registered Investment Advisors) and financial advisors with tips on running their business and helping clients invest.

Play it everywhere:

TD Ameritrade for Advisors  is the award-winning Flash Briefing Dani Fava launched for RIAs and financial advisors (Institutional)

TD Ameritrade for Advisors is the award-winning Flash Briefing Dani Fava launched for RIAs and financial advisors (Institutional)

Hear about Dani's experience launching Alexa Flash Briefing skills for TD Ameritrade. With apps across voice assistants like Alexa and Google on both on the institutional and brokerage (retail) sides of their business, TD Ameritrade is a leader in voice for the banking category. And as Director of Innovation, Dani is leading that charge!

Dani Fava, Director, Institutional Innovation, TD Ameritrade

Dani Fava, Director, Institutional Innovation, TD Ameritrade

Plus Dani shared one financial advisor’s emotionally moving story about how the TD Ameritrade Alexa skill empowered a longtime client to once again feel control over her finances through voice.

TD Ameritrade Alexa Skill  features market updates, account summary, and place a trade

TD Ameritrade Alexa Skill features market updates, account summary, and place a trade

Powerful Banking and Trading Skill: TD Ameritrade is the first company ever to create an Alexa Skill where you can place trades with just your voice.

You can enable the skill and get started by saying, “Alexa, ask TD Ameritrade…”

Stay updated on the markets, and after you link your TD Ameritrade account, get updates on your balances, positions, and more.The TD Ameritrade skill provides quotes for all U.S.-traded stocks, ETFs, mutual funds, and major U.S. indices, which amounts to over 75,000 securities.

Latest news: TD Ameritrade announced that it has launched a new Google Assistant Action to complement their existing Alexa skill.

Starting today, once authenticated, TD Ameritrade clients can simply ask their Assistant by saying ‘Hey Google, check my TD Ameritrade portfolio’ to gain insight into their current holdings, hands-free,” according to the announcement.

The new Action offers a number of features such as:

  • Ask for a market update

  • Find out how a sector (such as Technology) is doing

  • Get your account balance

  • Find out how your portfolio is performing

TD Ameritrade  launched a new Google Action in September 2019

TD Ameritrade launched a new Google Action in September 2019

Get in Touch with Dani Fava:

Twitter: @Dani_FavaTDA

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049 - The Killer Voice App - Dave Isbitski, Chief Evangelist Alexa - Pt. 2 of 2

Dave Isbitski, Chief Evangelist, Alexa at Amazon

Dave Isbitski, Chief Evangelist, Alexa at Amazon

Guest: Dave Isbitski, Chief Evangelist, Amazon Alexa. We discussed Alexa Flash Briefing and the future of AI and how it will teach us about ourselves. The killer app is the connection. Part 2 of 2. (Listen to Part 1.)

We also answered a top question among marketers: how do you overcome discoverability challenges with early voice to get your Alexa skill found? 

Friendly reminder: please mute your Alexa device before listening.

SHOW NOTES:

1:05 Flash Briefing - a consistent way to engage your customers. Beats a silly CEO email no one opens. This is a better company update.

2:00 "I want to engage and connect on a human level”

Cross modalities to drive engagements

2:45 Teri Fisher - Voice First Health Podcast: using SEO to share and promote all his Flash Briefings (Alexa in Canada, the top briefing in Canada). Put all the briefings onto a blog. This is how to harness Flash Briefing across modalities and web as well as helping your SEO

3:20 You offer customers value. You must give. Pippa.io is a good tool to get your briefings embedded into your site with a simple widget which is also search-friendly (thanks for sponsoring our show, Pippa!) Here’s how it looks for the Voice Marketing Flash Briefing:

Get a $25 Amazon Gift Card when you sign up for Pippa to host your podcast or Flash Briefing!

4:00 What do you see coming down the pike as far as interaction within Flash Briefing? How do we move from passive to interactive, if we do at all - in voice experiences?

4:30 Dave: I’m a product person. I love consumer devices. I feel strongly that you want someone to get a new idea or understand how something will work, it must be a physical product. That was Echo. People want devices that work with Alexa. That customer sentiment has evolved - the future will be similar. 

7:50 Alexa Conversations

8:00 The future of voice

8:20 We as humans don't think in terms of TASKS but in terms of scenarios, ideas, and things we want to get done (re:MARS example)

9:35 Burn your current ideas down. AI will help. Existentialism. 

11:00 There is no killer voice app. The killer thing is the relationship and context with AI. Like a long friendship - it’s not any one aspect that makes it meaningful, it’s the entire relationship. 

Connect with Dave Isbitski:

thedavedev.com

Twitter @thedavedev

LinkedIn

048 - Dave Isbitski - Power of Alexa for Marketing - Pt. 1 of 2

Guest: Dave Isbitski, Chief Evangelist, Amazon Alexa: Introducing the world to the power of Voice

Dave Isbitksi, Chief Evangelist, Alexa - Amazon

Dave Isbitksi, Chief Evangelist, Alexa - Amazon

Dave has helped launch numerous products for over two decades while at both Microsoft and Amazon. He’s made a career out of helping people be successful with technology and have keynoted major conferences around the world.

Dave and Emily talked about why voice is a departure from previous technology (leaving Tap, Type, & Swipe - entering Voice First) and how you can harness Alexa to learn more about your customers. Plus: how you can use voice as the ultimate frictionless up-sell

Plus, hear Dave’s answer to a top question among marketers:

Discoverability challenges: how do you get your Alexa skill found?

Friendly reminder: please mute your Alexa device before listening. :)

Show notes:

2:05 Dave has worked in web and mobile for decades: what is different about voice?

amazon-echo-grey-plant.jpg

3:40 “Voice cuts across all industries. From finance to CPG…” You’ll see people talking about voice in finance, then doctors and healthcare professionals about what does voice mean for patient care? And you’ll see others ask what does it mean for shopping and pay? Brand ask what it means for them and customer?

3:32 “Every technology I’ve ever talked about has always had training, we had to teach customers how to do this first before they can tell us what they want.” - Dave

4:00 There is no learning curve with voice: it’s natural for everyone to speak

5:54 Inclusivity:

It’s not about how well you can code, it’s about how well you can converse

(Dave mentioned this in his keynote at VOICE Summit 2019)

7:10 The marketer’s bottleneck with IT - this is less a problem with voice (Emily)

7:50 Ruder Finn / PR Week event where Dave made a point about organizational education about voice - how it’s not really new but is easier:

8:30 “There must be a doc somewhere in your organization that can help you with voice” - a group is still responsible for teaching new tech (like with cloud) but getting people up to speed now is much easier

9:40 Alexa can learn easily - these are just restful web services passing JSON across SSL request - which we are already doing on mobile. It calls the same API. The magic is that Alexa is taking normal human language and figuring out which function to call, vs you hitting a button or tapping a screen to trigger that call.

10:25 Alexa stands on the shoulders of all the tech waves that came before

11:00 Let's have a discussion about your customer who engages not in a silo but on phones, tablets, social, and other on-ramps

11:10 Alexa Skills Kit enables you to teach Alexa how to have a conversation about things. “Set up parameters of a conversation our customers have with us.”

11:45 Alexa Voice Service is why you see Alexa in cars, radio services, Windows desktop, and other mobile devices

Voice presents the easiest upsell opportunity ever

Voice presents the easiest upsell opportunity ever

12:30 Upsell- with voice, this is the moment where your customer essentially already has their money out (movie theatre popcorn and Coke analogy). They’re already logged in. Brands can use their own POS like Domino’s does, or Amazon Pay - so it’s just very simple and natural in the moment to get an additional sale

13:00 The real difference with voice is being in the moment. We process sounds differently than other senses - it is in real time

14:00 Carl Jung reference - the subconscious collects 11 million but we can only process about 40 things in our conscious despite thousands of inputs coming into our brains at all times

16:00 Four years ago, Dave said "Get in early now to figure out what people are asking or saying"

16:42 Discoverability: how can marketers get their Alexa skills found?

17:00 When you first launched your brand's mobile app what did you do, just submit it to the App Store or Google Play? No! Let customers know it's there and why it's faster or better.

17:20 Banking app example - when it went mobile customers would choose that bank for its ease of use

17:50 MyFitnessPal Alexa skill - track calories by voice (Dave found out about it through another marketing message on the mobile app)

18:40 Remember that customers are multimodal - silo launches don’t work

19:00 If you already know the top three things your customers do on your mobile app (via analytics), those are your three functionalities to start with in voice

20:00 Reviews - flywheel of customer feedback on Alexa skills for usability studies


Tune in next week for Part 2 to hear Dave and Emily discuss the “killer voice app”. Subscribe now so you don’t miss it!:

white-echo-dot-first-generation.jpg

Connect with Dave Isbitski:

thedavedev.com

Twitter @thedavedev

LinkedIn



046 - How NLP Improves Your Communication and Marketing - Corina Frankie

NLP skills enhance your communication, performance, and relationships. How can we apply these principles to designing voice applications and marketing?

#Voicefirst terminology note: when we say “NLP skills” in this episode, we are not referring to natural language processing or Alexa skills, unless specified.

Corina and Emily discuss Neuro-Linguistic Programming (NLP) in relation to two applications:

  1. From an introspective or self improvement lens, NLP can help you update the operating system of the mind to be more effective in communicating especially in business and sales.

  2. From a marketing and voice technology perspective, a deep dive into language processing is paramount to build effective voice experiences for consumers. As we design more experiences based on voice with assistants like Alexa, Google, Siri, and Bixby, marketers and designers have to harness the power of language more effectively than ever.

Corina Frankie, CEO &amp; Founder of Brand Besties and Certified NLP Coach

Corina Frankie, CEO & Founder of Brand Besties and Certified NLP Coach

Show notes and timestamps:

  • 02:25 “NLP (Neuro-Linguistic Programming) is collection of practical techniques, skills, and strategies that lead to excellence.” -Corina

  • NLP helps businesses align their values and organization to build rapport with clients and staff and better understand needs and motivations of their customers

  • 03:45 Effective questions lead someone to the answer they may already have

  • 04:10 Language matters - how we communicate and interact with ourselves and others

  • 04:30 NLP helps us understand how the brain works: how do we process information on the inside that comes to us from outside events or experiences? The internal representations we make about an outside event are not the event itself.

  • 05:00 What does it mean if your boss gives you more work than your coworkers? The internal representation (processing) is not necessarily the reality of the event.

  • 06:00 How do we create the thinking we have? Where are customers, clients, and staff coming from in specific situations?

  • 06:20 How do we get someone to want to buy something?

Corina Frankie is a speaker and coach based in Austin, Texas. She specializes in NLP training.

Corina Frankie is a speaker and coach based in Austin, Texas. She specializes in NLP training.

  • 06:40 Everyone has a pain or need. A business tries to solve it. But everyone sees their pain differently.

  • 07:00 Car buying example: do you see, hear, or learn about the car by grasping it?

  • 07:20 Visual, auditory, or kinesthetic apply to a buying decision - are you applying these across messaging to align with your customer?

  • 08:00 Mismatch of enthusiasm and energy (current model of someone’s world) is jarring and can ruin a sale or negotiation

  • 08:40 We are hardwired to mirror each other - this helps

  • 10:00 With Alexa skills or Google actions and other voice apps brands need a consistent, holistic sonic identity to match the rest of their positioning

  • 11:00 NLP 4-Mat System:

    The basic premise of the 4-Mat system is that we all have different learning styles. Some people are motivated by Why? questions. They want to know why they are listening to this talk. Others by What? questions; they want information…and probably lots of it! The How? people want to get on and do an exercise, get their hands on it and try it. Then there are the What if? people who want to know how this material applies to their life, workplace or environment.

  • 12:10 The Charisma Pattern plays on kinesthetic, visual, and auditory pattern) - with a voice skill, how do you create a feeling or experience with the way you speak?

  • 13:20 Corina demonstrates slowing down and dropping her voice- like the recommendation for the late night FM radio DJ voice from Never Split the Difference by Chris Voss (highly recommend this book! Click here to order on Amazon.)

  • 14:02 People will tell you their primary representational system if you just listen to their language - pay attention to predicates and verbs people use

  • 14:45-16:04 Corina asks clients their vision for an experience she will create with Brand Besties - she listens for their predicates to find out if they are visual or kinesthetic so she can close the sale by speaking their language, e.g. “Picture this…” vs “How does this feel?…”

  • 16:20 Feeling predicates sheet (PDF)

corina-frankie-speaking-NLP-austin-flashpool.jpg

Connect with Corina Frankie:

 

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