Terry Pearce's book is getting more attention, the longer it stays in print. The book is about authenticityhow speakers need to be authentic, and how this authenticity is critical to being a good leader. 

Basically, Terry argues that if you aren't yourself in front of an audience, your words won't connect with that audience. The authenticity of your message as it reflects who you are is in direct relationship to your ability to influence others. 

You remember the quotation, "The secret of success is sincerity. Once you can fake it, you've got it made." Pearce seems to be saying that it's easier to be sincere, than it is to fake sincerity. However, standing in front of an audience, or even talking to a group of people seated in a meeting, seems to squash sincerity. Pearce calls it, "speaking from the inside out," and right there he identifies the biggest problem with being authentic. That is, most people don't feel great about their "insides," their innermost motivations, who they really are. Most people know all their own limitations and are not particularly excited about displaying them. Pearce doesn't suggest we put all of our weaknesses up for public inspection. Rather he provides a structure for public presentations that helps speakers get beyond saying words, rather than truly communicating with their audiences. 

His formula is not new. He suggests dividing your speeches into three sections: the beginning, the middle and the end. That's not too earth shaking. He does say that in the introduction you have to get people to listen with open minds and hearts. If you fail to do this, you might as well not go on. The middle of your speech tells a story. Stories can be told in many ways. Finally, at the end of your speech, you call for action. 

The beginning is the most critical part of the speech because it sets the stage for the rest of your presentation. Many speakers start by saying how glad they are to be with the group, and yet they give the distinct impression that they would rather be any place else. If you are glad to be with this group, then have a genuine reason for being glad, or the statement will sound flat, regardless of what kind of enthusiasm you muster. 

As you read Pearce's book, and I definitely encourage you to do so, you will find over and over again, that Pearce is recommending that you make sure your words connect with your audience at a meaningful level. And this requires thinking out what you are going to say in advance, and then being willing to expose yourself to some degree, in a way that is appropriate for your audience. Use rationality to create emotional connections with your audience. It's not easy, but Pearce, through enticing examples, lets the reader see how this can be possible. 

Janelle Barlow, President 

TMI USA

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