Ever freeze up in front of senior stakeholders? Don't worry, I've been there too!
In this solo episode, I'm sharing the 7 principles I've learned from interviewing ministers and senior leaders about how to show up with confidence, break the ice, and make senior stakeholders genuinely enjoy talking to you.
We'll cover:
The three modes of persuasion (logos, ethos, pathos) and why emotion matters most
The Airport Test: why likability beats logic every time
How to do your homework so you can put it away and be present
The difference between confrontational and curious when pushing back
How to follow up in a way that actually leads to relationships
If you've ever felt like you dim your light in front of senior people or struggle to be yourself in high-stakes conversations, this episode is for you.
"The airport test is really a test of likability, of pathos, of connection. Out of the three modes of influence—logic, credibility, and emotion—emotions are the strongest."
"Your job in the first few minutes is to signal: hey, this is gonna be a real conversation with a real person."
"People confuse gravitas with being very serious. Some of the most senior people who have the most influence are genuinely fun and energetic."
"Specificity creates intimacy. I cannot emphasize this enough."
"From confrontational to curiosity. Don't be confrontational, be curious."
"The follow-up opens the door to a real ongoing relationship and makes the other person feel that this wasn't just one transactional slice."
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