Grilled Chicken Caesar Salad – that’s my go to lunch whenever I’m on the road speaking. I can’t even begin to count how many times I’ve eaten that damn thing. And every time, I don’t like it but it’s often the “healthiest” thing on the menu.

Well, I just finished half of one on my lunch break here in Orlando. I’ve got to get back on stage in a few minutes but wanted to send you some quick words of wisdom.

When trying to influence someone, you need to meet them where they are in order to move them to where you want them to go.

If they are in pain, you need to meet them in their pain. If they are sad, you need to meet them in their sadness.

Speakers make this error a lot. They are so excited about telling the “riches” part of their story, that they don’t spend enough time on the “rags” part when, in fact, that is the most important part.

People are coming to you because they have a problem they want solved. They are in some form of pain and are looking for you to alleviate it for them But until they feel that you understand their pain and can empathize with their pain, they are will be resistant to your solution.

Meet them where they are and your power to influence is magnified.

Okay, time for me to put the nasty tray with a half eaten salad outside the door and go and change some lives.

Kick butt, make mucho DEEnero!

Dave “No More Grilled Chicken Caesar” Dee