Target what blossoms from the speakers essence, from their values, from their gut. Tear back the veil from the speakers core, from their heart, from their soul. Even, dare I say iteven from the marrow of their bones. Significance gestates here. Get that please. Significance gestates here.

In this series I share my discoveries in 20 years of speaking nationally. Years littered with perils, pratfalls, and pain. Going belly-up twice. Getting up off the mat, bloodied and battered yet not beat, resolute about surviving in our business.

Month by month I propose to tell it like it is, eyeball-to-eyeball, no holds barred. One characteristic at a time youll see my take on the tapestry of the fabric of success in the speaking business. Are you ready? Here we go:

Tenacity is the first, the primordial requisite. The steadfast, iron-willed, relentless, self-assured, deliberate, grim, unwavering, unswerving, unflinching, unyielding, imperturbable, dogged, implacable, irreversible, single-minded dedication and devotion to becoming first successful and then significant in the speaking business.

Why, you may ask, why is tenacity first? Im glad you asked. Because theres so much we gotta learn. My mid-80s research (Yes, Im first of all a researcher,) reveals this statistic, never before discussed except by me: 80% of our success in the business of speaking depends on what we do off the platform.

Regardless of what magnificent platform professionals we are, we must position ourselves uniquely, package ourselves persuasively, promote ourselves passionately, and then, and then, present ourselves masterfully.

Thats if we are to enter the pantheon, if we are to make ourselves one of the great ones.

Is theres anyone reading these words whod like a leg up, just for the asking? You can have it from me. Free. No strings. No obligation. Ill even pay the postage, worldwide. More years ago than I want to admit, an early teacher of mine, Ralph Hunt (his real name,) whispered a secret in my ear.

The secret was about a tenacity tool. I was then the greenest new salesperson for Golden Valley Land Company. Hungry for help, longing for financial success, a new father of two sons, I accepted this tenacity tool.

The sales team included 150 people. I recognized this tool, accepted this tool, embraced this tooland engaged this tool. Oh, did I engage it! I made it my secret weapon. Within a year of intensive work I was in the top 10%. By the end of year two I was the top producer.

And, guess what: Everybody else in the 150 person group had this tool, too. I was the only one who used it. So, would you like this tool? Do you promise to use it?

E-mail me your complete regular mail address. E-mail me at Ill mail this tenacity tool, my secret weapon, to you as my gift to you.