188 REFINE AND REHEARSE
LEAVE YOUR COMFORT ZONE
Most business professionals could use an energy boost. But how
do you project the right level of vigor without seeming over the
top? By weighing yourself on an energy scale. And on this scale,
more is better.
I often ask clients, “On a scale of one to ten—one being
fast asleep and ten being wildly pumped up like motivational
speaker Tony Robbins—tell me where you are right now.”
“A three,” most of my clients reply.
“OK,” I say, “what would it feel like to be a seven, eight, or
nine? Give it a try.”
If they’re being honest, most presenters place themselves at
a three to six on the energy scale. That means there is plenty of
room to raise their energy level.
Energy is hard to describe, but you know it when you see it.
Television host Rachael Ray has it. President Barack Obama and
Tony Robbins have it as well. These three individuals have dif-
ferent styles, but they speak with energy.
Try this exercise—practice leaving your comfort zone: Record
several minutes of your presentation as you would normally
deliver it. Play it back, preferably with someone else watch-
ing. Ask yourself and the observer, “Where am I on the energy
scale?” Now try it again. This time, break out of your comfort
zone. Ham it up. Raise your voice. Use broad gestures. Put a big
smile on your face. Get to a point where you would feel slightly
awkward and uncomfortable if you actually delivered the pre-
sentation that way. Now watch it again. Odds are your energy
will be just right. You see, most people underestimate how little
energy they actually have during a presentation. When they are
asked to go “over the top” and to leave their comfort zone, they
hit the right note.Five Steps to Rehearsing
“Off-the-Cuff” Remarks
With the economy plunging deeper into a recession, 2009 was
a tough year to introduce a new car, but automobile companies