Peter Hopwood, Speaking Trainer, TedX Coach | How to Deliver a Story on a TedX Stage

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About The Guest

Peter Hopwood is Global Speaker Coach, Virtual Speaking Specialist & TEDx Coach, Media Skills Trainer, Worldwide Events MC & Speaker – lived in 7 countries, worked in 32, currently based in Croatia, working worldwide on Zoom!

Peter travels the globe (now virtually) helping people define, craft and tell clearer stories with stronger impact. Bringing more value, clarity and engagement to their ideas. He helps executives, entrepreneurs and teams to develop their speaking style in front of a crowd or in a virtual setting, gain investment and persuade with impact.

Talking Points

  • 10:02 – Things to think about when you’re presenting on stage.
  • 17:46 – Practice makes perfect.
  • 26:53 – Transitioning from in person speaking to virtual speaking.
  • 38:27 – Dealing with career adversity
  • 51:47 – How to deliver incredible speeches, virtually.
  • 56:12 – How to amplify signals.

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What is the Success Story Podcast?

On this podcast, you’ll find interviews, Q&A, keynote presentations & conversations on sales, marketing, business, startups and entrepreneurship.

The podcast is hosted by entrepreneur, business executive, author, educator & speaker, Scott D. Clary.

Scott will discuss some of the lessons he’s learned over his own career, as well as have candid interviews with execs, celebrities, notable figures and politicians. All who have achieved success through both wins and losses, to learn more about their life, their ideas and insights.

He sits down with leaders and mentors and unpacks their story to help pass those lessons onto others through both experiences and tactical strategy for business professionals, entrepreneurs and everyone in between.








Machine Generated Transcript


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Scott D Clary, Peter Hopwood


Scott D Clary  00:00

Welcome to success story, the most useful podcast in the world. I’m your host, Scott D. Clary. The success story podcast is part of the HubSpot Podcast Network. The HubSpot Podcast Network has other great podcasts you should go check out like being boss, hosted by Emily Thompson. Now with the holidays just around the corner, you’re probably thinking, what’s next for you in the new year? What other shows are you going to listen to to level yourself up? Well, on the success story podcast, I interview a lot of entrepreneurs and I usually dive deep into the creative aspects of building a business. So if you are a creative, a creative business owner, or you’re thinking about eventually becoming one, which at some point everybody kind of has to be because you have to be a little bit creative in how you build a business, how you market a business. Now you sell your product. All of that does require some creativity, but also for people that are hyper focused on the creative niche you may be interested in being boss hosted by Emily Thompson. Being boss is an exploration of not only what it means, but what it takes to be a boss. As a creative business owner. If you are into some of the following topics. You’re gonna love this show, project management and building systems for creatives, freelancers or side hustlers, opening a retail store rituals that inspire and evoke creativity and taking time off as a business owner to focus on yourself, your creativity and upskilling you need to listen to being boss. They cover all these topics and more. You can listen to being boss on any of your favorite podcasting platforms or at Network. Everyone. Just take a second and thank the sponsor of today’s episode, longshot leaders. It’s a podcast that reached out to me that I just started listening to because I absolutely love them. It’s hosted by my good friend Michael Stein, it’s edgy, it’s different. He interviews absolutely everyone under the sun and speaks through their journey. unpacks the biggest obstacles they’ve had to overcome to find success in whatever it is they’ve done in their life. So he interviews Academy Award winners, ex cons, Holocaust survivors, sports heroes, you name it, he interviews them, and he himself also has a really interesting background. So Michael Stein’s a host. He’s an entrepreneur, writer, actor, filmmaker, he’s also a stand up comedian. So he kind of puts that all into the interview. And then he gets into the how the why the secrets of why people do what they do. It’s really cool. I actually love the show, he reached out to a sponsor, but I don’t take any sponsorships best for podcasts unless I actually like them. Listen to myself, so I listened to it highly recommend you check it out. That is long shot leaders with Michael Stein. today. My guest is Peter Hopwood. He is a global speaking coach, virtual speaking specialist and TEDx coach. He teaches people how to define craft and tell clear stories with stronger impact. He helps people bring more value, clarity and engagement to their ideas. He helps executives, entrepreneurs, teams, and everyone in between to develop their speaking style in front of a crowd in a virtual setting, to sell a product gain investment, persuade and deliver an impactful message. Today we’re going to speak about various speaking techniques, persuasion techniques that can help you communicate better and get what you want. Some of the things that we spoke about how to stand out basic mistakes that people make when pitching, why the first 60 seconds is key. One of the worst pitches he’s ever heard getting your nerves under control, thinking about your style and your tone, owning the pause, being different telling stories. And once you’ve mastered all of that, how do you level yourself up and get on a TEDx stage and he’s going to give you some tips so that you can become an incredible in person or virtual speaker. So let’s jump right into it. This is Peter Hopwood global speaking expert virtual speaking expert and TEDx code


Peter Hopwood  04:00

Yeah, listen, I mean, I’ll I won’t actually walk you through because it will take far too long to walk it so what we’ll do we’ll kind of run at a fast pace and and hopefully get here where we are right now pretty soon. So it goes back to when, you know, I was at art college, I finished my studies. And then I you know, simply wanted to work abroad. I went to Paris work for Disney work for different communications companies, lived in Spain lived in Hungary, working different jobs, but most of the time, most of the time presenting a lot of it was actually presenting so sharing the same messages over and over again, to get people to, to listen to you and to get people to essentially buy from you trust you and buy from you. So I realized quickly early on that that the messages I’m sharing and how I’m feeling and the way I say something thing, and the way I move, and the tone of my voice. So all these different elements, they make a difference, they make a difference in how people feel about you in how people, you know, start to trust you and their perception of you. So, I started to within start to I had to Sometimes it worked really well, sometimes it didn’t work well at all. So looking at ways to really adjust the ways I the way I was sharing my presentations really sort of fascinated me. And, and I, you know, it gave me this kind of, I had a talent for it already. But it gave me more confidence to, to get better outcomes by changing small things, small behaviors, thinking more about the words I was sharing, and the meaning of those words, and how I share those share those words, as well. So all that comes together. And fast forward to today, where I help people to do exactly the same thing. So helping people to find their story to find all stories, it depends, helping people to grab attention, helping people to put those stories together and deliver them in the right way to whatever audience they have. So that may mean, on a stage, a CEO has to deliver a keynote at a conference or it may mean a team team leader needs to have more confidence and share their messages with their team. Or, as you mentioned before, it might be somebody who’s, you know, gearing up for their moments, their real moment on a TEDx stage and making sure their 15 minutes or so of content that that story is as sharp and as strong as possible. So doing it actually not somebody who’s just kind of thought about it and and, and sharing, sharing ideas to help people in a way that you know, I haven’t done it before I did it. I’ve had a long career of of presenting, let’s say, of doing this, to help people do exactly the same. So


Scott D Clary  07:09

when people come to you, what is the the type of person that usually starts to work with you to people come to you earlier? Or is it a wide range? People have a specific event? And just trying to understand what that looks like?


Peter Hopwood  07:22

Yeah, yes, I mean, there’s all different types of people for different outcomes. So if it is, let’s say, a TEDx speaker, or somebody who’s already been accepted as a TEDx speaker, for TEDx events, they’ve got what they have their, their idea, they have what they want to share, but they just need a little bit more. They want to have it more polish, they want to make sure their messages are really stronger, and they want to deliver it in the right way. So often, they come to me and and say, Listen, Peter, I need you to shape this and tell give me your opinion. And I want to have my 15 minutes, when it finally gets on YouTube, I want to get as many likes and hits as I can and, and help help me in my career. So. So that might be one thing another another person might come to me and say, Listen, I have a team of people. I’m a team leader, I have a team of people, some are really good at sharing their messages, communicating what they do, and connecting with potential clients, some are not so great. So I would like you to come in and help us all bring up our our confidence bring build up how we share our messages, and make sure we’re all of us, as I say, getting closer to the outcomes that we want in terms of more business. So it’s a wide range of people, some people are very confident. And they just need more help in terms of the content and really, really hitting those, the the emotional side, let’s say or their audience, or their key messages have to be stronger and sharper and more concise. Or it might be somebody that hasn’t had much experience in front of a crowd. And it’s kind of like playing China drag juggle so many things at the same time. And then moving forward for that final performance it let’s say or that final talk in front of in front of a crowd. So it’s a whole all shapes and sizes of different levels, different outcomes. So so really, at the beginning, is it a question of me really sitting down and listening, listening to how they see themselves listening to what they want, listening to how the perception or the perception they think others have of them? How that plays into everything. So at the beginning, it’s all about listening, listening to them, and then finding out really what it is that’s going to help them because something for one person may not be the right thing for someone else. So So yeah, it’s a it’s an intriguing interesting beginning of of a Have a coaching relationship.


Scott D Clary  10:02

So, and I think that there’s sort of two things that we can that will, hopefully we’ll touch on a little bit of both. I think that there’s probably some best practices that you teach over to literally everybody who comes to you, I’m sure that there’s different various levels, but I’m sure there’s like some, some main key points, that for somebody who’s speaking, they should definitely take away. And then I want to also go into all the words that you’re doing now with, like, the virtual stuff, because some of those key points probably translate, but some of them probably don’t as well. So, so let’s, you know, this is this is your domain. So I’m just going to ask you when’s when somebody wants to be a better speaker? What are what are the main things that somebody has to be cognizant of when they’re going on stage?


Peter Hopwood  10:55

Yeah, okay. So. So, I mean, the first thing I would ask them, I would say, I would ask them, but the first thing is, you know, why do you want to do this? You know, what, what’s your? What’s the purpose of this? What what do you want to achieve? What do you want people to feel? What do you want people to think after you finished? What do you want them? How do you want them to change their perception of the of your messages? What are your key messages, and through the answers, that gives me a lot of a lot of data and a lot of information, and then based on that, as I say, I would then try to create the right path for them to go forward. But But generally, a lot of people, for a lot of people, the idea of awareness, the idea of being aware of, of how they share their messages, is number one, right? So regardless of whether they’re really good already, or, or maybe you need a lot of help, and a lot of supports. Awareness, being aware, whether we’re great or not, is a really important thing. So being aware of how we move, being aware of how people see you, right, so one of the first things is, is working on how calm they are, how in control they are. Because when we see somebody or hear somebody who’s actually in control, when I say in control, not controlling, but just in control of how they share their messages, in control of their body, in control of the anxiety that all of us have. We all have it, it’s just that some of us can control it better, some of us not. So helping them to to look at themselves and see how they’re moving. See how they, how they move when they’re on camera, listen to themselves, getting getting them to really understand their voice, how their voice sounds, the perception of their voice, different ways to shape your voice to create, again, create a better outcome. For example, fast, if we speak fast, often when we speak fast, what happens is the tone goes high. And if it’s slightly higher tone, what happens is the credibility goes down. But as soon as we slow down, let’s say, slowing down a voice just right now I’m just slowing down, my voice, naturally, getting really, really slow. And what happens is people will hear straight away and you can as well, my tone is lower. And I have as soon as I have a lower tone already, it’s slightly more appealing. So it’s easier for us to, to listen to. It’s not annoying, and it’s not distracting, it’s more appealing. And in business, as we know, having a slightly lower tone, often not always, but often tends to create this notion of more credibility. Right. So so so essentially looking at ourselves, hearing ourselves and being aware of the messages and signals we’re sharing. So, any great speaker number one is a great listener. Right, listening to others and listening to their audience and listening to themselves listening to what the signals they’re sharing and how they can understand them in their heads as well. Right? So again, a good speaker, someone who listens and somebody who is aware really aware of what’s going on around them really aware of the signals they’re sharing. When they’re when they’re on stage when they’re speaking even when they’re not speaking. The signals they’re sharing. Yeah, the nonverbals the facial expressions, the micro expressions, the voice, how, how we can often we can usually tell, tell so much from a voice. We can tell this state From a voice if somebody is nervous, we can hear it. If somebody feels good and excited, we can often hear it. If somebody feels curious, we can hear it. So all these kinds of adjectives, adjectives that describe different emotions, we can hear that we can hear that we can hear the states we can hear somebody smile, can we can hear somebody smile, through, if we listen to a podcast, or listening to this, and people aren’t looking at the, the, the video, let’s say, they can hear how I’m feeling, hopefully, and they can hear your state as well how you’re feeling so. So a lot of this is is is about awareness. So we kind of kick off with that we kick off with, with how being aware is so important. And the closer we get to or the more we do that. And then as we go through the coaching as we go through the training, questioning how we, how we share those signals is always a good thing. And trying to figure out ways of changing your behaviors, to get closer to how somebody, somebody’s perception of you closer to the to the outcome you want from from somebody else, it doesn’t mean this isn’t about changing or manipulating other people, or to persuade other people to, to do what you want, or to see you how you want. This is just sharing signals kind of universal signals that most of us can, can see and feel and, and translate into emotions that most people can feel. Right. So TAs, a lot of it at the beginning is about is about awareness,


Scott D Clary  16:41

I think that you made a very good point, you just you just wrapped it up nicely. This is not about altering your awareness. This is more about coming to terms and being self aware of actually how you come across, which now that you actually say that, I’m sure and you tell me your experience. But I’m sure that most people that go on stage that haven’t spoken to you before or other, you know, presentation coaches, they just go and they assume that they come across one way, and they just project everything out into the audience with really no awareness whatsoever of how they’re actually coming across. I’m assuming that that’s a very common issue. More and more than in units very close, you don’t sometimes like I, when I watch you watch these shows back up, you see yourself in a different light than when you first actually were in the moment and you don’t you don’t get that unless I guess you have that self awareness.


Peter Hopwood  17:46

Scott, you’ve, you hit it on the head there. So so every you know, I mean, you’ve got you got a real, you actually, you actually have a real benefit you Scott, you have a real benefit. Because you can look back and listen to every single episode, you can listen to every word, and you probably do in the editing. So listening to that, and seeing that and being aware of how you sound. And at first, I know, I know a lot of people because they haven’t listened to themselves before or haven’t even seen themselves on camera before on a stage before so that a lot of people feel kind of as deep as default. You know, you know, I don’t like myself, I don’t like my voice. But you know, if once you start to really dissect and evaluate and critique yourself, that’s a really good way of moving forward. So all these, you know, all the events and the shows, and as an emcee all the different stages I’ve been on before, I always look at the video afterwards, I always look at the stream, I always look at try to, you know, get a good good view of what people saw when they were in front of me in the audience or through the lens on a virtual event, because that helps me that really helps me picture how I’m going to next share, I share my messages. So every time so every time I go into a stage into a physical stage now, I in my head, there’s a picture in my head somewhere that shows me what I looked like and what I sounded like and how I moved previously at a good conference at a good event. Right? So I remember that and I kind of convinced myself, I remind myself, you know, I’ve done that before and I’ve done it quite well. And it worked. And so that’s that’s a good confidence booster as well. If we take it to now online, we are always on Zoom. We are most of us not maybe zoom, but we’re always in virtual exchanges constantly. We can always look back, we can record ourselves or we can always look back at something that shows us what people see. So right now I, you know, this has been recorded, you can look back at yourself clearly, and see exactly what the or the closest you can get to, to what other people in our world see, which is great. Because you, you know, people can see exactly how I move, people can see that I can see it as well, I can see where I’m looking at the camera, I can see my background, which I know other people will see. So. So understanding that and, and seeing this, although for some it might feel strange, it’s always good to look back at your performances to to critique yourself and say to yourself, This is something I could do better, I can do better on that. I don’t know why I said that. I shouldn’t have said that I’ll say something else differently. Or you might hear something that was a real cracker. And I’m sure you do as well, you hear you hear things out, that just came out at the moment. And it sounded great. And I’m sure you’re thinking, well, I’ll use that again sometime or use that technique again, or when I hear something similar, I’ll try to sort of replicate that in some way as well. So if we didn’t do this, if we didn’t do any of this, we would just be kind of shooting in the dark and just just sort of believing things in our head that we you know, we a lot of speakers do that they go on stage, they think they’re great. And they do things. Well, some things are good. And some things are not so great. But no one has that know what, you know, no one’s ever told them. That’s not great. Or, or they haven’t maybe looked at themselves or listened to themselves enough. You know. So self awareness, looking back at yourself, getting feedback from other people as well is good. But I think I think the strongest one is actually you looking at yourself, because we’re that we’re our worst, not the worst. We are our worst people to critique ourselves. But also we’re the best people to critique ourselves. Yeah, I think that’s really love that phrase. Yeah.


Scott D Clary  22:01

I love that both sides. Do Okay, I want to I want to pick up on some on some ideas and thoughts for bringing this virtual. But I have one more one more just generic speaker question because I know that it’s something that everybody who is not comfortable or confident on stage deals with. You mentioned confidence, self awareness, I heard you know, you can hear it in your voice. When you slow things down, you focus on like pauses and emphasize certain points and whatnot, and that that’s fine. But nerves. That’s one thing that is difficult for people to get over for almost anybody who is uncomfortable on stage. Do you have advice for that? I just want to take a second and thank the sponsor of today’s episode feedback loop. Now, if you’re a product person, entrepreneur, startup guy like me, you have at some point in your career tried to take a product to market, you’ve tried to come up with a new idea, and it’s fell flat, it’s ultimately failed 85 to 90% of all new products of all new startup ideas fail. Why is this basically it is really hard, really expensive and really time consuming to validate product market fit with your potential consumers or customers oldstyle market research is way too slow, too complicated, too time consuming for dynamic, fast moving teams and want to build great stuff. But what if you could test out your idea your product with your target consumers whenever you want before you invest in the money time energy effort that it takes to actually develop a product? Well, that’s what startups all the way through to Fortune 500 are using feedback loop for you get quality feedback from your target customers early and often. Feedback Loop is the test before you invest product research platform. It has built in expert templates for concept testing, user discovery, prioritizing features on your roadmap, and much more. You can create your own tests in minutes and get quality insights from your target consumers in hours, they set up a special link for everybody who’s a success story podcast listener to test it out to try it go to go dot feedback You get three free tests. That’s go dot feedback loop comm slash success. You can try it out for free, you get three free tests. So if you want your next product idea or feature to be a hit test before you invest, build based on data, not opinion, and launch with confidence with feedback loop, check it out right now. I just want to take a second and thank the sponsor of today’s episode Shopify. Now don’t you love that sound? That is the sound of a sale being made. That’s the sound of the all in one ecommerce platform allowing you to start scale and grow your business to Shopify gives entrepreneurs the resources that were once reserved for enterprise for large organizations, startups, scale ups established businesses, they can all tap into the tools that will take them from first sale to multi million dollars in revenue. And not only can you scale up your business This close deals optimize conversions. You also have the data points that allow you to make smart business decisions without employing a team or spending a ton of money on enterprise level bloated software. Shopify gives you all the resources, all the data points, all the analytics, you need to make smart decisions that will allow you to scale fast effectively, efficiently without needing to invest hundreds of 1000s of dollars. Not only does Shopify power over 1.7 million businesses, it now has social integration across Facebook, Instagram, Tik Tok Pinterest to allow you to sell to your customers wherever they want to shop. You gain insights as you grow detailed reporting of conversion rates, profit margins, and anything else you can think of tracking. And honestly Shopify is so much more than a store, it grows with you, it complements you, if you are making your first sale, if you are making your million sale, congratulations. But Shopify is with you every step of the way. So if you want to try Shopify today, they put together a 14 day free trial for all success story podcast listeners. So you go to story CC, e s, s, s, t, o r y, and you can use it free for 14 days, it comes with every single feature, leave no stone unturned, you will see exactly how effective Shopify can be for starting scaling or growing your business.


Peter Hopwood  26:35

I think advice, but I’ll tell you straight straight out now that it’s it doesn’t happen overnight. And and you know, listening to this won’t change won’t pretty much change much now. But But over time, and working on it, and realizing that it’s not going to go away. But you what you can do, you can you can reduce, you can control yourself better. And you can control those nerves in a better way. And then sort of use them to your advantage, turning them more into excitement, and, and letting letting your body and mind feel that anxiety, and then remind yourself that it’s good. It’s good to be nervous, it’s good to be a little bit tingly. It’s good to like, it’s good to worry a little bit. Because if you worry, you know, you it’s a reminder that you want to do well. You know, on the other side of the coin, somebody who doesn’t worry who doesn’t, you know, it’s er, it’s gonna be fine. I’m going to be great. It’s gonna be all good. Yeah, they’re not thinking they’re not thinking too much about the real value they want to share. Yeah. So. So yeah, anxiety comes in all shapes and sizes, and hits us in all different ways as well, just a few phrases I want you to remember and listeners to remember, perhaps, just remember, your audience. They don’t really don’t really care about you. And they only really care about why they’re there. And the time they’re giving you. Right, so right now, this conversation right now, you know, nobody owes us a thing. Nobody owes us their time to listen to us to chat, as many 100 millions of things they could be doing. So the people that are listening to this, wherever you are, thank you for listening. But what you want, you’re here for pretty much you know, one thing or a couple of things you’re looking for value, you want some ideas, you’ve looked at the title, you’re you may be a follower of Scott, and you’ve seen what he does, and, and you’ve listened to other podcasts, you know, the kind of flavor of the things that he shares and his guests. And so you’re, you’re curious, and you’re here to sort of, hopefully, you’ll get something from this. Yeah. So I as a as a, as a guest, I have to give you I have to make sure that in this conversation, I’m going to give value, I’m going to give my audience or the audience that’s in front of me, or listening to me something they they they need something they want something they will find valuable, something that’s going to help them something that’s going to be informative, something that’s going to maybe make them smile as well, perhaps, so they don’t really care about me pizza Hotbird, who cares? You know, I’m just nobody cares, really. Nobody cares about me or you Scott really, what but what they care about is that what they care about is the is the content is what they’re going to get from this, what they want they walk away with. So having always remembering that you you know you have to give value and thinking about the value and if you think more about you focus more on the value of what you’re going to share that takes your focus on you and how you worry about other people’s perception of you and it starts to go away slightly. So instead of you know thinking about how you look and you know am I can look good? Am I going to look Okay, in this shirt? Or, you know, does not for women, perhaps I’ve heard this so many times does my bottom look big? You know, nobody really cares, nobody’s really looking at your bottom, you know, they’re what they’re thinking about is, you know, am I gonna? am I wasting my time? Unfortunately, in a skeptical sense, am I wasting my time listening to this person, and my job is to make sure that you’re not going to waste your time. So I want you to this, this, this time that we have together right now, you know, I hope you walk away with something that will help you. So having that in the back of your mind always is a good thing, right? Nobody cares, right? Nobody owes you a thing. So you have to gain people’s attention, you have to gain their respect. nobody owes you their respect, either. It’s quite funny thing, strange thing, nobody, nobody has the rights to like you. So nobody needs to, if somebody critiques me, or you, or this show, or this episode, and says it’s the worst episode that ever heard I have ever heard on as a podcast, they have the right to say that. And accepting that and accepting that not everybody will like you, not everybody will find value in what you do. Not everybody will want to work with you. Not everybody will think you’re, you know, not everybody will think I’m a great speaker, coach. And that’s okay. So understanding that and making sure that you know, as a speaker, not everybody will, will, you know, stand up and give you a big round of applause. Not everybody will find lots of value. Some people will, some people won’t, hopefully, the majority will. Because that’s what you’re aiming for the majority will, will think actually, this is this is this was valuable, I got something from that I got at least one good golden nugget, perhaps. Right. So having that in your mind, as well. Another thing quickly before we move on. Again, I mentioned before about the calmness, being calm, feeling calm, helps us think better. And if we think better, we can think more logically. So when we so if I turn it the other side, when we get nervous anxiety rises, basically, our body there, messages through our brain hits different parts of our body, and we start to kind of lose it, right, we kind of lose our way of thinking, we kind of think, you know, everybody’s looking at us, and we’re gonna look like a fool. And we’re gonna, you know, feeling nervous and a heartbeat is raising and our movement, often in two ways. When we’re nervous, two main ways come through. We’re in terms of what people see and what people hear. The two ways are our voice. They can hear our voice starts to get croaky. They can hear we’re nervous, they can hear how we’re feeling, right? And it gets drier, perhaps we get it speeds up often is saying and the tone is higher. Right? And the other way is our movement start to move around. So if I were if I was like, no, if I was really nervous with you right now, Scott, as we started, I would probably although I am kind of move different. And if I kind of move gestures, my body, my whole body, I would I would kind of Yeah, I would I would kind of be moving around and and we can spot that straightaway. I can spot that straightaway. Yeah. And often we most of us can as well, we very good. Humans are very good at spotting how people feel. Even without even thinking about it. Right. So how we move and how we sound so. So really trying to practice being calm, is a really good way to to be more in control, especially when, when it’s tough, especially when we’re put in situations where we know we’re going to feel, you know, no, we’re going to start feeling anxiety. We’re going into an interview for example, we know that the anxiety is going to rise to practicing before you go in, you know, practicing how you’re going to feel before you actually walk into the room before walking on stage, really getting calm, really work on your breathing working on, on the air that’s coming in your body, which will calm yourself down bang messages to your brain and that calms your brain down. And when you’re so when your body is calm, you kind of convince yourself that you are calm. And then you’ll sound calm, and there’ll be more in control. So a lot of it is about again being in control and and sharing the signals of being in control even though maybe you’re not in control. So you can start by sort of mimicking those men, getting your body to mimic or to replicate a body which is calm If you start to do that, you start to do that, you and practice that, you will start to be more in control, it takes time. It doesn’t, it won’t happen overnight. But if you could, the more you do it, I mean, again, I, you know, through my whole career sort of started, I’m very nervous at the beginning, first event, I look back at my first events on big stages. I can, I can hear straight away how nervous I was, and my movement, and the way I was leaning forward, or like moving across side to side. But now it’s now it’s now it’s one of those things that’s kind of, you know, it’s an instinct, I go out there, and I know, I have to feel calm. Because if I feel calm, you as an audience, you’re going to feel the same, you’re going to feel exactly how I feel, I create that emotional temperature. So if I come out, feeling kind of, you know, high anxiety, not in control of how I’m moving. Starting to look like a mess. You as an audience member, your your, your, you know, your credibility goes right down in me in the in the events in the event organizer as well, because they’re the people that hide me in the the the speakers that kind of come on stage after me. You know, so if you know event, the event host is a really important role if you if you get it right, and he’s kind of controlling or she’s controlling that, that emotional temperature which can change different parts, then then it’s a good way to to a good way of creating a good good event. But going back to your original question, bringing down those nerves do different ways of thinking mindset, body being calm, and just remembering that that you are dictating the energy. You dictate the energy, everybody’s looking at you at one for one for that moment. You want you can create the energy in that room. It’s the same virtual we’ll talk about that another time a little bit later. But yeah, creating creating that emotional temperature. only


Scott D Clary  37:10

So let’s you can do it by the way, you know, you are dropping a lot of nuggets. So I hope that people actually do i Oh, this is one of the one of the good ones.


Peter Hopwood  37:21

There’s a lot of flying nugget and other good the nuggets are flying in and out. I think


Scott D Clary  37:26

I think they’re I think they are this is a this is all very good advice. I love the way that you’re a lot of what you teach it. From what I’m gaining in just a very short time. You’re you’re changing mindsets around speaking you’re changing mindsets around perception, awareness, what the audience sees what you portray. It’s getting out of your own head or getting rid of preconceived notions and that’s it seems to be half the battle with almost everything to do with speaking. As that makes sense. It’s logical. Questions about virtual so we have we have this framework for what good speaking is a good presentation is cadence. Now, world goes to shit. Everything’s virtual. Everybody’s you know, falling asleep on Zoom meetings. So even even your career like what so what did you do? What did you do when when everything


Peter Hopwood  38:27

Yeah, no. Yeah, no, I, I I look back and think I wasted so much time because, you know, basically, I couldn’t fly anymore. No more events, no more coaching, which, you know, 90% of what I was doing was was face to face. And that’s that worked well for me. And that’s the way I kind of, that’s the way I roll. That’s the way I work and my clients like that way and and, and so I went with that way all the time. And then suddenly, bang stopped. And I kind of, regrettably, I look back and I think I was just kind of waiting around waiting, hopefully hopefully, waiting for this kind of thing to sort of, you know, go away. But it didn’t and it hasn’t. So it wasn’t until you know quite a few months late months later, I really started to think about okay, how we how we share our messages in person. We have to think about how we share our messages through a screen and there must be better ways of doing it because we’re losing so much. When we look at a screen where it’s only 2d When we are naturally in front of somebody it’s 3d and we can pick up all these little notions notions of of how somebody is moving when we see them, how the space around them how they take up that space, which is again sharing signals, even the odor, not the odor. Just Just the smell the perfume or the smells or the the breathing. You can see how they breathe Breathing. And so all these subtle small little signals that we get, and that we’ve learned to understand, as humans throughout our lives, suddenly, we’re dealing with it with a screen, we’re dealing with a 2d, it’s 2d, D, it’s like your flat, everybody’s flat now, right? So we have to kind of create an this, this trust, and this relationship that we’re always trying to build, because that’s what we’re doing constantly in business, we’re trying to create these relationships, we’re trying to create a connection, right? So we can do that in the real world, it’s quite easy to do that to start to do that, right, because we’ve done it before many, many times. And we know how, how things work. And we know that we have to start to get to know somebody. But on in 2d, we need to think about ways of doing the same thing. And getting people to trust us quicker, getting people to listen to us, getting people to feel comfortable with us. And so when they’re in that when they’re there at that stage, then it’s as we know, it’s easier for us to do business with somebody that that likes us, that trusts us that that feels good about us. So we have to kind of create those signals share those signals, a set of behaviors that help the the listener on the other side of the camera on where you are, through the screen, to grab all those signals, right. So literally, I, I did a lot of research. And I looked at, I looked at basically what essentially what I was doing what we were how I was coaching input in person, and all those things, all those elements, and are they the same? Or how are they different here, one of the main things here, that’s different, that doesn’t really come into in person in person speaking is time, right? Online time today, and you throw in a pandemic as well, with with everything that’s going on, in terms of where we work, where we live, where we you know, a home office and, and the way people are sharing their time. Now, time is so valuable online. Time is so more valuable online than it is in the real world. In the real world. Time isn’t important naturally. But when we’re online, when we’re when we’re in a meeting, or when we’re in on a webinar, or when we’re having an intro call. This time that we have with each other, we want to make it count, and we have to value people’s time. So what does that mean? That’s essentially translates into the messages we share have to be more concise. The messages we we share through the screen, what we say what we how we talk to, through the camera to the other person on the other side has to be more concerned we can’t waffle because people don’t have the time anymore. We go through so many zoom calls, and we hear so much waffle and so many things that are irrelevant, you know, we want to be using that time for something else, right. So we have to respect that. So all our messages have to be shorter, clearer, sharper, we have to understand at the beginning, why we’re there, why we are on that call, or why we’re on that webinar, or why we’re listening to or watching a podcast like this, for example. Okay, so bringing it really, really bringing it down our stories, the way we share stories, that’s changed because we have to create mini stories now. The stories we could share in person, they can be longer because on a stage or in front of an audience, everybody’s kind of looking at you facing you. And although they may drift off now and again, they’re still there physically, they’re still there. And mentally, most of the time, they’re still there. Here. We haven’t sometimes we have no idea where people are. They might be looking at the screen or maybe even not looking at the screen most of the time they don’t or their cameras might be off. So we have no idea. So our stories, let’s say have to be mini stories small and anecdotes, small getting to the point quicker. Getting to the if it’s a joke, if it was if it’s like jokes, right, we have to get to the point quicker, get to the punch line quicker. Right. So time is a really important thing here. Again, when we talk about the different elements of public speaking and to be you know, to be a good presenter, a good speaker, we’ve talked about out about it already voice gestures, movements, calm here, online. The two things certainly for me that are really important and how we’re helping clients to really Be aware of this really is beneficial online. And that’s number one the voice because that is the biggest influence in terms of shaping our perception of somebody. Our voice is so powerful more than what we look like more than how we move, sometimes even more than the content. Right? So how we sound and how how we make the other person feel. A lot of that here is certainly in business in sales, let’s say let’s take a typical sales scenario. What a buyer wants what a buyer really once online more than anything else, is that me as the person potentially selling something, a service or product that I am really aware of, of you as the buyer, your concerns, your your wants, your needs, and exploring that journey. Yeah, once you start to feel that you’re going to, you’re with me together, we’re going to explore that journey together. But I have to give you the signals that I’m exploring that with you. So I have to May I may lean forward slightly, or I might in my voice, I’m, you might hear me feel more curious about what you think. So tell me more about about how this relates to you. And more. I’m interested in what you’re doing. Yeah. So so if I’m showing curiosity, online, you’re more likely, it’s a higher increase that you’re going to feel like you want to go on this journey with me. But if I don’t show you that, or if I don’t make you feel like I’m curious, and I, you know, I’m taking a clear interest in your wants your needs, your, your, your concerns about this, this product or service is going to quickly start to disintegrate. And you might think that’s something that in the sales process anyway, that’s something we should be thinking about. And it is, but the strange thing is online. This is something that is so so much more powerful. And it means so much more. Right? So as a seller for me, if I’ve asked a lot like professional salespeople, or if I’ve asked you right now, I’ll ask you now, Scott, right? So for you online, what’s the biggest challenge you’re facing? From what when you when you look through the screen, when you’re looking at the people in front of you potential buyers or potential clients? For example, what’s the biggest challenge that you face? In terms of


Scott D Clary  47:33

presentation and speaking, or just in general?


Peter Hopwood  47:37

In terms of like, let’s say your your your about your product or service and you want to you want to intro call and you’re having a chat? What’s the biggest challenge? You would say


Scott D Clary  47:48

on I would say on that call? I just want to take a second and thank compiler for supporting this episode. It is a brand new original podcast by Red Hat. They speak about all things tech, big, small, strange, if it’s tech, they’re covering it. It’s brought to you by the same makers of command lines, heroes, Angela Andrews and Brent Seminole. Let’s face it, technology can be big, bold, strange, weird, confusing. The goal of this show is to make it as simple, digestible, understandable as possible. And they do this by interviewing the people that know it best on the show, you hear a chorus of diverse opinions on Tech Tech topics, from people behind the code. Here’s a few of the topics that they speak about, obviously, many more. But if some of these resonate with you, you’re going to love the show. What is technical debt? What are technical managers actually hiring for? And do you have to actually know how to code to get started in open source, their inaugural episode, it just fits exactly in line with their theme. They speak about should managers know how to code when they’re managing an engineering or technical or development team. I checked it the ship managers code episode, a lot of great technical learnings, a lot of great business and leadership learnings. So it does a bit of both. It speaks about some very technical and engineering and developer focused problems, but it also combines it with business problems that you’re going to have to solve as a leader, as a developer, as somebody that is working with and on technical products. So if you want to go listen to compiler, it dropped last August, so you’ll have a few episodes to listen to. You can listen to it on Apple podcasts or wherever you get your podcast. I’ll also make sure to leave a link in the show notes. You can check it out there as well again, thanks to compile it for supporting this podcast. Let’s get right back to the show. I just want to take a second and thank the sponsor of today’s episode HubSpot. Now this time of year is all about change whether your team’s your systems or your q4 to q1 shifts. A CRM platform is a critical tool, keeping your business connected throughout all of that change and HubSpot. It’s constantly working to make the platform more connected than ever before to help you With a change with brand new features, get into details about what makes your customers tick with custom behavioral events, track site behavior and understand your customers buying habits all within the HubSpot platform. This is built in intent data right into HubSpot. And if you’re looking to find more ways to keep your data clean, and have a centralized system, the all new operations hub enterprise gives you the ability to curate datasets for all users, meaning even faster and more consistent reporting. Learn more about how a HubSpot CRM platform can connect your You mentioned that at one point they were selling to multiple individuals. Some of them have their video on some of them, don’t. Some of them show interest, some of them. You can, I can always see like, I want to look at the camera right here to make sure that I look like I’m looking at you. But I’m not actually looking at you. Because I’m looking at the camera. So I can’t actually if I want to present best, I’m looking at the camera, that’s fine. But then that means I can’t actually read your face when I’m telling you the information in real time. So that’s an issue then then compounded on that not everybody has their camera on. So maybe you have a team of three or four people that are receiving the information. Two people have usually, you know, it’s funny, sometimes it’s the most junior eager people that have the camera on. But the people that have like done this for the past 30 years, they don’t have their camera on, they don’t care, their microphones muted half the time, you can’t hear they’re saying anything. Maybe they you know, maybe they forgot that their microphone was muted. So it’s all these different technical, like technical issues compounded with communication issues. Yeah.


Peter Hopwood  51:47

So what all these things that essentially if you put them all together, they all kind of under very similar umbrella. Yeah, that umbrella not for not you not being able to see or feel how they feel. Right. Exactly. And that’s really tough, isn’t it? It’s like you as you can’t gauge Yeah, yeah, really difficult to gauge. And, you know, essentially, if they’re not showing you this, if they don’t show you signals, that could come under different things, like they don’t have a camera on or they are not moving, or their eyebrows are not going up when you say a certain word or certain phrase, right? Or there’s, they don’t, in their face, there’s no emotion. Some people just, you know, I mean, yeah, I mean, a freeze of frozen screen of their face, sometimes it’s actually even more animated than their real face. So yeah, I’m sure there are. So for you, as the seller, as the person sharing your services or products, to a potential client, that that’s not going to change, that’s not going to change in, in the sense of, they may not give you more signals, the only thing you can do is really think about your signals on on what you’re sharing. Because if you can, through your signals, help the other person feel how you not want them to feel, but they’re feeling more towards the outcome that you that you that you want, then you you can get closer to the outcome. Right? So regardless of let’s say, you let’s say we’re talking now, and, and you just, you know, you’re just like looking down the screen, and you know, a blank face and everything I say no reaction whatsoever. And, you know, I could I could take this in two ways I could I could take this as like, Ah, he doesn’t really give a monkey’s about what I’m saying. And he doesn’t care. And I can’t I can’t gauge this and he’s not interested. So let’s just forget this, right, I could feel that way. Or I could start to think and start to share behaviors that will start to hopefully make you feel that you’re listening, right, because not everybody shows they listen, but they listen. Not everybody shows their talent at work in the ways that other people show their talent, but they are talented. Not everybody shows their expertise, because they’re not certain, you know, they may not be somebody who’s extroverted and says a lot of things that doesn’t mean they know a lot of thing. Right. So, so, so as the person sharing we can try to make people feel like closer to the way we want them to, to feel. Right. So you can do that through the eye contact and through my voice and giving you time to say things and listening to really listening to you. And, you know, not always take, it’s not always about me looking at you and taking your body language and micro expressions and The way you’re moving and sounding and taking those signals because they could be different signals, they could mean different things, that it’s hard to be, like being open being open. Yeah, there’s this this kind of exchange, being open and not judging those, not maybe judging those signals straightaway, sort of suspending your judgment a little bit, before you make a decision about how some of them perhaps feels about you, or your product or service.


Scott D Clary  55:31

very smart, very, very smart. I love another mindset shift, which is very important. One thing that you spoken about before, we didn’t we touched on it and danced around it, but didn’t really dive into it is specifically how being different is good for presentation, that’s fine. But in the world of zoom and virtual, being different is, how do we achieve that? Because we have all these different tools, we want to engage the people, we want to maybe suspend judgment. Yeah, focus on our voice, and how do we how do we?


Peter Hopwood  56:12

Yeah, good, really good question. I think the first thing that comes to mind for me certainly is that we have to all our signals, we have to amplify them. Right? So however we are in the real world, we need to amplify them slightly more here. So right now you can see just by I’m looking now at the screen and myself, my hand is here, or the hand is here, because it’s in in this frame, I can see, I’m really aware of this, this sort of square frame that I’m in right now. And my hands are up here, they like they’re sort of like here where, you know, level with my chin and sort of down here, and I’m sort of playing in this area. And I’m really happy and comfortable with that area. But it’s deliberate. If I was to talking to you in the real world, having a coffee, I would not have my hands out here. I’d be like ridiculous. Look, weirdo, what the hell is he doing? So but I can do it here. Because it lets you see my hands. It lets you see what I’m doing on my hands. And I articulate better when I use my hands. And it just gives you this. Hopefully, maybe it doesn’t, but I think it does. Hopefully it gives you this impression, you listen more to what I have to say. And certain key words and certain things I’m saying in certain phrases, you remember more, because I’m using these slight gestures as well. My background what you see behind me, here’s one thing to remember, we can we can control this completely. If we’re meeting somebody at their office, or we’re at a conference, and we are on a stage, all these environments are not our environment environments. We don’t choose these. It’s not ours. But here, we can choose it. We’re fully in control, and we can feel comfortable, right? This is my spot. Often we have our own zoom spot don’t want your own virtual exchange spot where we do all I call. I imagine that’s where you do allow no it is where you pretty much do all most of your podcasts and perhaps your virtual exchanges as well. So we feel really comfortable, right? So we can we’re actually in our own comfort zone. And that’s a good thing. So feeling comfortable in our own environment is a good thing. And he lets people in kind of Yola, I’m letting you into my little area. This is mine. And it’s it’s a very, it’s where I live. And if you’re in it now, and I guess you know, that’s where you weren’t? Perhaps you live there as well. I Do I Do your thing over there. Yeah. Great, wonderful. So we kind of like there’s an intimate part of us that we’ve both shared already. Even before we begin now if we have if we had a background, like a fake background, or a digital background, that doesn’t always give us this what we have now. Right? So just think about how to make connections and how to stand out what we were what we wear can sometimes be something that people remember I look I’m looking at you now and to your right to your left but to my right books on the shelf. Yeah, a nice bookshelf you’ve got the blue lights probably down below on the ground that’s beaming up perhaps that right yeah. And is nice light coming on your on your eyes on your face. I can see you got the lights on see all your expressions look great and like so I can see all your expressions. There’s no distraction. There’s no kind of like something that’s stopping me your voice. Your you have an external camera. Sorry, an external microphone, I’m sure Yeah, right. You’re using whatever you’re using. It’s good quality. So good quality sound is always something that makes people feel It’s more appealing. Like I said before, when when it goes lower a lower tone is more appealing. So quality sound is appealing and not distracting. And as we go through this whole, this whole pandemic, and this, this, this journey is COVID journey together. And as the months and even perhaps years go on, we expect better quality sound in our exchanges, don’t we? And we expect better quality visuals in our exchanges. When it all started last year, we kind of okay, we’re kind of accepting that, okay, maybe the camera is not right, or the lighting is not great. And, and the sound is not good, but really a year and a half on. We’ve had enough time to really think about how we’re going to present ourselves. So So even before you begin, the setup is such an important part. Doing things slightly different. So you can again, you can see, I’m standing up


Scott D Clary  1:00:56

I was gonna ask you, and I’m not standing up and actually want it to my bookshelf is in my in my bookshelf, you’re high enough, I want to stand up. But that’s


Peter Hopwood  1:01:06

right. Because because I will tell you, you, you could get if I was if you asked me now, if I thought you were standing up, I’m not sure. Because you that bookshelf for me could be actually a tall bookshelf, correct?


Scott D Clary  1:01:21

Yeah, I would love to stand up. I have a standing desk and everything. But that’s the next that’s the next step in the background. Because it says the energy right, so


Peter Hopwood  1:01:29

So yeah, I, I feel more in control of my sound, because the air is coming in better through my body, I can I can actually move better here. I don’t know whether you’ve noticed, but I, my body is sometimes I’m leaning forward. Yes. Sometimes I lay my head to the side perhaps or we’ll go like this perhaps towards the camera and lean in. Sometimes I lean back. And the great thing about this is it’s different, it’s different than just let’s say always sitting down and, and not moving, we need to move the bet the more we move, not fast movements. But the more we create movement, the more people’s brains are kind of triggered. Does that make sense? It does. So the more we moving, we have to keep things moving. And that instance switching things up. Sometimes I speak a little bit faster. Sometimes I’m a bit lower, maybe even go towards the mic a little bit more, more or less this kind of a tone. Sometimes I’m, I’m as I say right up closer to the to the script to the camera, even even my hands are going closer. Sometimes I’m back here, there’s other things you can do as well, which, again, make it make sense to count. This is something from I used in a in a keynote not so long ago. So using instead of a PowerPoint using like, cards, this is just a bit of card with the title on it, bang. And people see that they remember it and it goes away and then a continue. So you remember what you probably remember what was written on there because it’s different the color perhaps as well. That there were so many things you could do. So bringing things to the, to the environment you’re in, can can can be memorable, I’m going to ask you now I’ll ask you now. So Scott, I’ve got some books right in front of me, I would love you just to grab one of those books behind you from your shelf. Favorite one, and bring it and show it to me on the screen. We’ve got great books and you put them in colors I can see.


Scott D Clary  1:03:35

And that’s one of this is this is a right? That’s a great one.


Peter Hopwood  1:03:40

Okay, and this is my one rules of work. So the rules of work. This is my one here. And that’s your one there. And so this this, I then could then ask I could ask you I say tell me tell me about this book. Where did you get it? Why did you buy it? There’s a story behind every object every single object there’s a story behind it. I can just go I can go like this look, this is a bottle of water. This is an object there’s a story behind this isn’t there where I bought it? Why I’ve got this bottle? Why not a smaller bottle? Why didn’t I buy juice? I mean, you know, so bring things to bringing things to this environment. We can’t do that in the real world. We only we can but with this we can all bring something. And so I asked you bring a bring a book to to this to this exchange and show it on the screen a book that you’ve chosen. When I asked you that you’re also intrigued probably to know why I’ve got Yeah, yeah, I’m sure you are. Well I’m sure you were and I can then give you that I


Scott D Clary  1:04:43

was gonna ask you Well, that’s that’s one of the that’s one of the other questions at the end. So I want to get I want to get a book recommendation from you, but I guess that’s it so


Peter Hopwood  1:04:55

well as the first one I grabbed I’ve got a whole load of books, but if you do ask me that I’m gonna get Another book, but the thing is bringing objects and bringing things to the equation bringing things that you can’t do otherwise, these things help people remember. And they’re different. And they’re there, they change things up, there’s something called I love this, it’s called an attention reset. It’s where you kind of, you mix things up throughout your call, or throughout your webinar or throughout your presentation. So as you see, I use this, I could use that for the for the the titles, I can then bring an object to the, to this exchange, I could then tell you an anecdote, a small mini story, I could then tell you, maybe I’m giving you an an analogy about something I could then give you maybe maybe a big statement about something I could then give you maybe a statistic, perhaps. So every time I share one of those things, your brain translates that in a different way. So like it appeals to different parts of your brain, it breaks them see what I mean. So if I if I was to just if I Yeah, that’s it breaks the pattern, it shakes things up. It juices things up and it shakes things up. I could just talk to you about statistics, numbers, figures, more statistics, numbers and figures throughout this whole conversation, right? you’d remember a couple, but it would get boring. And you would you probably tune out. But if I put in statistics, then I threw in a story that was relevant to to the main message, then I may be, then I may be asked your question maybe asked you, you know, what do you think about that? Or I asked you to challenge me on something. And then I maybe bring, you know, bring an object and not this book again. But I bring in another object in? Yeah. So he’s just like shaking things up. And making sure there’s there’s differences that trigger our brains? Constantly. Very good


Scott D Clary  1:07:03

advice. Yeah. Very, very good advice. That’s what I love the cue card idea. That’s a very cool idea for for a presentation.


Peter Hopwood  1:07:11

I did I did a Yeah, I did a keynote not too long ago. And I saw I just got these and it’s like, I like the fact that you can sort of like throw them to the camera. Is that on my camera?


Scott D Clary  1:07:24

Oh, no. It’s so so yeah, I brought the emotional names block in the bottom, but I could control.


Peter Hopwood  1:07:30

Okay, I could do that. And just a couple of seconds and hold that and then take it away. Yeah. And then carry on. And online. What that is as well. It’s a really good thing online because if you’re recording it, it’s almost like,


Scott D Clary  1:07:43

like a scene a scene kind like when they when they put the big


Peter Hopwood  1:07:47

like signposts. Yeah, yeah. Yeah. Yeah, that’s right. That’s right. So yeah, all different ways. And I love the fact that every object that you bring, has a story behind it, I could I could say to you listen, and we were on a call, let’s say we 25 people or 50 people. And I could say, Okay, right now 10 seconds, find an object. That means that means so much to you something that means really a lot to you, personally, everyone goes off, somebody might come back with a, I’ve seen them do this, most of them come back with a photograph with a family member, or grandmother or kids, where might be an object or a pen, or it could be anything and they will come back. And then we can start a conversation, we can be more intrigued, we can find out things about our colleagues, perhaps that we didn’t even know before. Again, because I’m asked everybody’s doing it and everybody’s reacted. Everybody has this increases the chances that they will be intrigued or curious to know what everybody else has. And that’s these are just small things that not meaning other people are doing. And so it’s if everybody was doing this, then it wouldn’t stand out. But so far, if you do things like that, bringing objects to the screen to the camera, to these exchanges, they can often be things that laser member that makes you stand out.


Scott D Clary  1:09:13

Well, that that was now you’re now you’re just showing off because I didn’t think you’re going to go that deep on virtual events. I didn’t know what you had planned. When you when we said I want to talk about virtual. I want to talk about virtual events. Well, okay, so you, those are good. Those are good tips. Those are good tips. Okay. Is there anything else that you want it to go into for virtual events? Because the last part of this is a couple of rapid fire career questions that I like to pull out from you and your career? And just like professional advice, so Okay, any any other last points for people that are doing virtual right now? Any more tips? You mean? Oh, sure. Yeah, yeah,


Peter Hopwood  1:09:59

not really.


Scott D Clary  1:10:02

No, you don’t have to like, Listen, I’m not asking for more. I’m just I’m just opening the floor up. Yeah,


Peter Hopwood  1:10:07

I can give a few more. And then that just adds even more value. Yeah, I’ll just come up with a few more quick tips. Really quick tips. Yeah. Okay. Sure. So what are you going to ask me? Or should I just say another one? Oh,


Scott D Clary  1:10:20

  1. Do you do your thing? I don’t. I don’t know what to ask you. Yeah, I guess. Yeah, go for it, go for it.


Peter Hopwood  1:10:28

So another another great tip, I would say in terms of really trying to create that connection. And that engagement through the screen is to is to always remember that, again, you are in charge of this this energy, right you like, like in person, you are in charge of this emotional temperature. So the very, very small things of, of smiling. So it’s a small thing, but it starts it sets the tone. Yeah, even when we’re, let’s say right now. And we do this often, don’t we, when we look when we’re looking at something or reading something, we don’t tend to smile, right? Because now we think no one’s looking at us when we’re reading something, or we’re going to press a button on the keypad to find a file or whatever it is, yeah, people can see our expression, people can see our facial expressions, they can see, you know, what we’re feeling. And if we’re looking for something, I know that when I’m looking for something, my eyebrows go down slightly. And I’m not smiling, right. But so so these small things we have to be aware of, of, of our signals, our facial expressions, when we’re speaking, but just as much as when we’re not speaking. Because people taking those people can take those messages in different ways when we’re not speaking. And we’ve all done it right. One a call together a webinar 5678 people, we’re not the ones speaking, we’ve just spoken, let’s say, and now it’s somebody else’s turn, we might be like, already, like looking at our phone, or, you know, looking bored or looking the other way, or whatever it is. Yeah, but people can see that. So we have to constantly remember, people can see us when our cameras are on, and it’s good to have our cameras on because it helps us create that connection. Right? Cameras are on, make sure you know what people see. And that’s a really important thing to remember. Another one, I would say, Let me think. Let me think of another good.


Scott D Clary  1:12:38

Dude, you went through a lot like, you know, just one last


Peter Hopwood  1:12:41

one, I’ll give you one last one. Another one I would say is, again, connected with the setup, right? So your your microphone, the better quality sound of your microphone actually gives you more confidence. By the better quality sound of your microphone creates better confidence, confidence in in you from the person listening to you, and confidence in yourself. Because you hear you hear your voice is actually deeper, best, better tone, it’s more appealing. So think about just think you know, think about how you sound and if you don’t, if you haven’t, listen to yourself, listen to yourself or get a colleague to listen to you or record yourself and then you’ll hear yourself, right so on these virtual on these virtual exchanges often is one sided, isn’t it? I you know, unless I look back at this recording, I wouldn’t know how I sound or how I look like. Right? So being aware of these things is really important. And people are making very, you know, snap decisions about us even more in a virtual world than any person.


Scott D Clary  1:13:58

Amazing. That’s, that’s more than enough tips people have enough to take and run with that’s good. I appreciate. I’m not gonna make you go go even deeper people can reach out and if they there’s still more after that, then hopefully they’ll work with you. Okay, let’s bring let’s bring out some just some tips, some advice for people. You’ve built a very, you’ve built a very impressive career as a speaking coach parlayed that into virtual speaking coach. That’s not easy either. Just to pivot your entire business after so many years. So what was over your entire career? What was your biggest challenge and how did you overcome it?


Peter Hopwood  1:14:43

For me, my biggest challenge I think was was dealing with rejection, dealing with people or companies not wanting to work with you, reaching out and not feeling Great when that rejection comes through, or maybe they don’t reply to you, or they do reply, and they, they clearly don’t want your business, right, which happens to every single one of us, that’s, that’s natural. Of course, it doesn’t never feels good. But again, it’s about dealing with that, how you going to deal with it, it’s like anxiety, similar to anxiety. Because when you’ve got it doesn’t feel great. But if you know you can handle it, and know that everything’s gonna be okay, and know that it’s going to go away. And then you just keep plodding on. Out For me, a lot of you know, the dealing with rejection stopped me from reaching out to many businesses and companies and, and exposing not exposing but But marketing myself. Because I kind of this, this idea of the rejection, what if, what if they don’t want to work with me, or what if, you know, I’m not right for them, and, but these are all things that are natural, because again, I’m I may not be right for them, or they might like somebody else, or somebody else may be better than me, or somebody else may not be better than me. I’m, like, maybe clearly more talented than they are in terms of what I can share. But they’re buddies with them, or in their in their circle, or they’ve worked with them before. There could be 101, you know, a million different reasons and factors why people don’t work with you, or they work with you. And so, as my career unfolded, and as I do as I work more and more globally, you know, I realized that, you know, it’s okay. It feels like a punch in the face. But it’s okay. You know, that bruise will go quickly, hopefully. And then you get up and you carry on? Because if I didn’t, because I certainly wouldn’t, I might, you know, my business wouldn’t be where it is where it is, right now. Listen, I’m not I’m not a highly successful speaking coach, I’m, I’m successful in what I’m doing and where I’m working, and I’m happy with what I’m doing. And, and it’s going, it’s going really well at the moments that were part in the past. Sometimes it didn’t go well. And that’s okay. Sometimes it was, you know, really struggling at the beginning. So ups and downs. But But one thing that certainly helped me is, you know, knowing that it’s okay, people have the right not to work with you, it’s okay, keep that relationship open, keep it going. Because they may not want you now, they may not want you tomorrow, but five years time bang, you might be the right person, you might be the right person that they thought of and think actually, let’s give this guy a shot. Or, you know, I’ve seen him work with others. Or he’s, he’s a friend of a friend of a friend, which has said that he’s been brilliant. So you just never know how all these things kind of intertwine. But, but yeah, for me dealing with rejection was was a tough one is still is, is still tough, but I handle it much better.


Scott D Clary  1:18:07

If you could tell your younger self one thing, what would that be?


Peter Hopwood  1:18:15

Good question. I’d say in terms of in terms of what what topic you would adopt any no speaking, okay, okay,


Scott D Clary  1:18:26

let’s learn it. Like connected


Peter Hopwood  1:18:28

with with actually speaking. It’s connected with speaking. Emotions are are really, really important, are really important. Get hitting emotions, making people feel something really important, certainly at the beginning of when you begin to share your messages online, virtually in person on a stage, wherever, right at the beginning of my career, I didn’t really I realized this, but it wasn’t something that I focused on much at all. I just kind of just did, what I did, and all those all the things you do in terms of tasks and behaviors, to become a better speaker and presenter right. Now, I realized that you know, really focusing on how people feel about something and getting them to hit that emotion will help them make a decision and judgment, their judgment and decision is based on that emotion. Right? And if you can, if you can get there, get them at that stage, it’s easier to to get towards the outcome that you want to write. So thinking more about emotions and the things you say to get people feeling something and then help them make that decision or judgment about you based on that feeling will help you get closer to or it certainly helped me get closer to the outcomes that I that I want. Does that make sense? It does more than I appreciate it. Motion decisions and judgment. Yeah. No, it’s very good.


Scott D Clary  1:20:05

Who was one person that had a major impact on your life? And how did they impact your life? Or what did they teach you?


Peter Hopwood  1:20:18

Man, that’s a tough I don’t know. I cannot think of one per crate is crazy, but I can’t think of one person. That will be good to say. Not that there isn’t anyone but


Scott D Clary  1:20:29

there’s probably multiple. That’s usually the problem that people have. When you don’t want to think that’s fine. I don’t want to go away. I don’t want to travel.


Peter Hopwood  1:20:41

I’ve got nothing for you on that one. Sorry.


Scott D Clary  1:20:43

That’s fine. No, no, it’s fine. A book or podcast, you’d recommend that people


Peter Hopwood  1:20:49

go? Yeah, I’ll give you I’ll give you a podcast. So this is a podcast called The behavioral bite size behavioral podcast, bite sized behavioral podcast by a gentleman called Neil Paige. Right. And this is great. It’s actually just a, I think he’s only done two seasons. I’m not sure where he’s continuing. But essentially, it’s like these bite size, I think three minutes, three to 345 minutes. But podcast content of, of Neil sharing these ideas on on behavior, ideas on psychology, why we decide to buy something, why we decided to I think there’s rejection in there. I think there’s, well, there’s many different things. And it’s really, I mean, because there’s all bite size, you can actually probably binge on them all. And in a day, you can do listen to all of them, or even less than a day, probably two hours even. But the thing is, they’re really helpful. And they’re really the short, sharp, and I found them to be really helpful. So definitely many other podcasts as well many other books, but that’s that’s what came to mind first, and definitely check it out.


Scott D Clary  1:22:08

It’s a good one. I’ve never we’ve never had that one recommended yet. So I appreciate what he does. And last last question, and then we’ll get some contact info from you. What does success mean to you?


Peter Hopwood  1:22:22

What does success mean to me? Success means when you’re really happy with, with what you’re doing, or what you’ve done, it could be one thing it could be multiple could be multiple things. It could be a journey, a process but when you’re you know you’ve achieved something that you’re really happy with. And you’re proud of regardless of what other people are doing regardless of what other people have done if I look at myself right now am I Am I successful? I’m I would say yeah, I’m successful in my terms successful in my world. Yeah, success I am I feel successful in my world. Yeah, there are many others that are better than me. I know. And then many others that are now better presenters than me do more things than I’m doing more countries than I am. But there are many others that that you know, are are not as talented. That’s okay. But then moving forward. Many others that that maybe think they’re they’re speaking coaches, but they haven’t got that much experience but they’re doing well as well. And that’s good. But But where I am I you know, I’m happy I’ve built up something that I’ve you know, I’ve literally built it up, you know, I started small I started doing small events and then coaching one or two people and then started to do more with startups and then move forward and then started to do things abroad. And then within Europe and then the UAE, Dubai, and then and then globally, and then really big events so so I’ve built it up because one one thing came after the other would I have been able to go straight to to the top and do these big events that I’m doing right now. Probably not if I didn’t build it up. Because I had I need the time to build up my confidence, build up my talent, build up my awareness and build up my my self self esteem and self confidence. So and in that respect, I’m you know, I feel I’m successful. I’ve still got a lot lot long way to go. I’ve still got quite a lot of years to go before I retire if I retire. So, yeah, success is moving forward, being proud of what you’ve done. Keep, keep going. Don’t Don’t, don’t stop and don’t also, you know, one thing not to rely on your past success to define you. Okay, so things you’ve done in the past are good and you’re proud of and it’s taking you where you are right now. But from now, you know, I have to keep going. I’m as I’m as only I’m as good as as my last emcee event, right. That’s, that’s the way I see it. Okay, I’m as good as my last job, like a singer, I suppose is only as good as his last album, perhaps?


Scott D Clary  1:25:25

And then most importantly, how do people connect with you, your social and your website,


Peter Hopwood  1:25:29

really simply through my main channel through LinkedIn, working on my website at the moment. So link up on LinkedIn, if you’ve listened to this conversation, or you’re in Scotts network, and you’ve you’ve heard of me or you’ve listened to this, found it intriguing. You want to challenge me on anything you disagree? If you disagree with anything or all of it, if you disagree with everything, reach out and tell me why you disagree. Yeah, reach out and see what I’m doing. A lot of what I’m doing right now is based on the sum of many of the things that I’ve already shared with you in this podcast, virtually how to help people get really good at virtual exchanges, how they, how they move what they say, storytelling, getting the right chemistry, the trust, and helping people build that confidence so they get closer to those outcomes they want. So if you or your team feel like I could be a good fit in your company, for example, I help you or your team reach out and let’s see where we can collaborate.


Scott D Clary  1:26:38

Awesome. All right. That’s all I got. That’s it. That’s perfect.

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