Trascrizione completa di Executive Presence and Personal Brand are Key to the "Room Where it Happens" w/Amy Throw

he was a junior in high school. I just had this desire within me to really go back and, you know, reconnect with all of my corporate experience and my od experience. I've been in sales and sales training for all of my career, even with cabbie. 00:09:03.389 --> 00:10:11.490 And I knew that I was going to have more time, and I just had this burning desire to create something different and leverage all of the skills and experience that I had, and bring it to the world in a new way. And so I took about a year actually, to do some self discovery. I took a career development class, I did a lot of I interviewed a lot of people. And what I realised during that time was that I've probably spent 10,000 hours in my life coaching, I just wasn't paid for it. Before I opened my business. You know that I think it's Malcolm Gladwell, who talks about 10,000 hours. And I realised that I've been doing that my whole life. And so that led me on the next step to decide that that's really what I wanted to do in conjunction with my training and development and you know, Leadership and facilitation background. And so that's what led me to get my coaching and leadership certification with the John Maxwell organisation in 2017. 00:10:11.970 --> 00:10:36.629 And then I really, I really have a passion for working with women. I do work with men, but I really have a desire to help women and empower them. And so that's when I kind of decided I'm going to really dig deep into who I am, what I offer, and what is my brand going to be. 00:10:31.620 --> 00:11:18.720 And that's, that's when I decided to really focus on empowering women born to lead, they might not realise they're born to lead. So I help them discover that. And I also have a background in theatre, and my background in image and style, I really got interested in the whole idea of executive presence, because I think that that's something I've probably had most of my life, even though I didn't realise it. And I did a lot of reading and research on executive presence. And I think that it's a term that is tossed around in the corporate suites. 00:11:14.639 --> 00:11:22.110 But many times people can't really define it, they'll say, Oh, I'll know it when I see it. 00:11:22.500 --> 00:11:49.740 Well, how is someone a woman who is looking to move up in her organisation and needs to develop executive presence? How is she going to develop it? If no one can say, this is what it is, this is what it looks like, this is what you need to do? I mean, I'll know what when I see it, that doesn't help the person who needs to develop it. So then I developed my own method and model for executive presence. 00:11:50.159 --> 00:12:04.830 Okay. So we are jumping right into it, because that was my next question to ask you. That yeah, to have an executive presence and a personal brand. 00:11:59.610 --> 00:12:23.309 And then you are invited to the, to the room where it happens. So I would like you to dig a little deeper. So what do you mean by that? Exactly? What is negative presence on one hand? And what does it mean to you? Because he also said, What is my brain? To what is your personal brand? 00:12:23.309 --> 00:12:31.379 What do you mean by that? So first of all, what is executive presence, and then what is a personal brand, in your please? 00:12:33.009 --> 00:12:51.399 An executive presence is, in a nutshell, it is being grounded in who you are, knowing what your unique skills and experience and genius zones are. 00:12:46.539 --> 00:12:59.259 And when I say genius zone, what I mean is, most of us have things that we're really, really naturally gifted at. And we think everyone can do it. 00:13:00.070 --> 00:13:08.799 Because it comes easy to us. And usually, those are the things that stand out to other people. 00:13:05.379 --> 00:13:12.340 But we don't understand that because it comes natural to us. 00:13:08.799 --> 00:15:07.360 So I think, you know, going through some exercises and some assessments to really discover what that is so that you can see that unique value that you bring in addition to your resume and your schooling and education. So executive presence is partially that it's knowing who you are, and what you can bring. It's having gravitas, which is an old Roman word, or dignity and weight as in, not weight as in body weight. But being a person of substance, being someone that people respect. You know, managing your own mindset comes into executive presence, knowing how to communicate, whether it's one on one, in small groups or in big public situations, you know, knowing how to craft an email that every message you send, every conversation you have, every email you send, sends a message about who you are. And that's another piece of executive presence. Having social and emotional intelligence is huge. I mean, you I've worked with people in the past who are the brightest, most well educated people in the world and smartest. And sometimes those people don't get ahead because they aren't self aware. And they haven't developed emotional and social intelligence. And those are the things the nuanced skills that really get you to the next level because you can't lead other people, you can't lead organisations, if you are not socially and emotionally intelligent and self aware. 00:15:07.450 --> 00:15:19.480 Yeah, it's like this opening up showing your true self being really authentic, being pure being vulnerable, because then you connect with the people. 00:15:15.519 --> 00:15:25.090 It's your humanity that is, is shot through the emails or whatever communication you are having with your audience, isn't it? 00:15:25.539 --> 00:15:45.850 Yes, I also, I also think I do believe in authenticity, and showing up as your true self. I often coach my clients, especially when they're stepping into a senior level role is I use the term appropriate authenticity. You're the leader. 00:15:47.019 --> 00:16:03.340 And you need to, you need to set the tone. And so the way I describe it is, if

you're going to be authentic and vulnerable, that's important, but show your scars, not your wounds. 00:16:04.960 --> 00:16:12.970 Yeah, it also means that you're able to lead yourself first, before you can lead anyone else. 00:16:13.899 --> 00:16:35.379 Yes, okay. Yes, that's really good. So that is more or less executive presence. And how does that go along with personal branding with the personal brand, which is the other key that is important when you are entering a room where it happens? So how does that play into that? 00:16:35.980 --> 00:17:35.680 Yes, well, you know, when I think of personal brand, I really like to think of it my term for it is your own brand signature. Because when you think about your actual written signature, which we hardly use anymore, because everything's digital, but think about your signature is unique to you. And when you get a letter from a friend, and you see his or her handwriting, you immediately know who it's from. And so when I think about personal brand, I think about what is your what is your brand's signature? How do you show up? You know, how do you want to be known? How do you want people to talk about you when you're not in the room. So that is everything from your appearance. Because the way you dress sends a message. And it's not about style and fashion. 00:17:33.069 --> 00:18:45.579 It's not about being a fashionista. What it is about is using your attire, almost like a wardrobe or a costume in a play, to communicate the message of who you are and what people Linux can expect. Because you and I both know, first impressions are formed within seven seconds or less, and they're lasting. And if you think about it, you haven't even opened your mouth yet. So I call it an inside out job from the outside in. So you start with your attire and your and your appearance. Because that signals something. And then how do you want to show up? Do you want to be known as the challenger? Do you want to be known as the, you know, creative thinker, the strategic thinker? Are you known as the person who's going to ask wise reflective questions, you know, just kind of think about how you want to be seen and remembered and thought of. And so once you decide what that is, you then intentionally choose to show up that way all the time. 00:18:47.380 --> 00:19:09.700 Even when you're I mean, if you're back in the office, which not everyone is yet but you know, even when you show up at a meeting, you know, are you flustered? Are you disorganised, you know, have you had a bad day at home? Well, if you have you have to find a way to kind of take care of that contain it so that you can show up and be on brand. 00:19:10.990 --> 00:19:34.150 That's beautiful. So do you have some pieces of advice like 123 different tips that you can give, especially women, how they can be their best self? So to take that all into consideration when entering Yes. There it all happens. 00:19:34.869 --> 00:21:25.150 Yeah, so I would say a couple of things. Number one, this is you know, I learned this early on in my career and I think it still holds true. You always should dress for the job that you want, not the job that you have. And again, the outer the outer appearance is not the most important thing, but in our competitive environment. If you are visual appearance doesn't align with the job that you're looking for, you're not going to be invited to the table. Because if your leaders can't see you and envision you in that role, there's a lot of other people who look the part they may not have the skills that you do. But if, again, first impressions, if they can't see you in that role, you're not going to have a chance to be considered, you're out of the game before you even start it. Yes, so your appearance is the lens by which people see you. And it either opens doors for you, or it closes them. So that's number one. Number two, I think it's really important, especially for women, to take the time to do the self reflection, and really become clear on what their particular genius zones are. And I have an exercise I can share with you after this, you know, after our live. So be clear on what those things are. You know, your resume speaks for itself, your, your job experience, you know, that's people can always have access to that, but until you are clear on what your unique genius zones are, that show up in every situation, you can't, you can't message that. 00:21:25.180 --> 00:21:33.430 And it also gives you confidence, to have courage to ask for the new job to ask for the project. 00:21:34.180 --> 00:21:39.220 Yeah, make some introspection, you know, some deep soul work. 00:21:39.220 --> 00:21:47.920 And it takes time. You said it took you like a year. Me too. So really a process? And it's something that you cannot rush? 00:21:48.339 --> 00:22:09.640 It you can't talk, right. Yeah, I mean, I use the analogy often of if you've ever painted a room in your home, it takes three days to prep the room and two hours to paint it. But if you didn't prep it, the paint, that wouldn't be a good paint job. So you have to invest the time in that self reflection and self discovery. 00:22:11.410 --> 00:22:57.220 And one more point, this was not the appearance and the self reflection. And if there would be one more like third, my third tip would be it's not confidence that women need its courage. We're not going to just show up one day and have confidence, especially when we're looking to do something new, because the amygdala in our brain is ancient. And there's scientific research research that proves that the amygdala lead doesn't know if you're facing a tiger, or something you've never done before. And so anytime you try to do something new, ask for promotion, take on a new role. 00:22:57.759 --> 00:23:01.450 You're gonna have fear, because that's the way you're wired. 00:23:01.480 --> 00:23:06.339 Yeah. And so people always say, Oh, I just see more confidence. 00:23:06.430 --> 00:23:12.220 And I

say, No, you need courage. 00:23:06.430 --> 00:23:30.609 You need to be courageous, to take the next step. And you're going to, you know, you're going to feel the fear, but you need to be courageous and take the next step. And the confidence will be built as you step out, and start doing something new. 00:23:26.380 --> 00:23:33.700 And then you will build the confidence. But it's courage that comes first. 00:23:33.819 --> 00:23:46.240 Especially the first step is so important, because once you have done that, you see you can do it. And that gives us the confidence that you can do it. 00:23:41.049 --> 00:24:48.789 So you kind of build up and yes, blocking your your path, leaving your footprint and doing your thing. And I think it's it's a combination of having a clear, like vision where you want to go, you have your facts, but you also go with your intuition. You need to combine both and then go it. Yes, yeah, yeah. Yeah. All right. So I think these are very, very great tips that our audience can already take away and put right into action. And I have another really interesting question to ask It's about relationship based CRS because you say you are a strategic thinker, executive leadership coach, learning and development specialist and a sales coach at heart. So and since childhood, you have loved encouraging and equipping others in a strategic and intentional manner, right? 00:24:49.359 --> 00:25:11.259 And you bring proven principles and does creative problem solving to your clients. So you're really successful in this relationship. based sales. So what is that defined? Because it's a term, we might have different thoughts about it. So can you explain it? 00:25:11.750 --> 00:25:37.910 Yes. And it's just a term that I use to describe. So I think that there is still residual subconscious thinking in many people's minds, especially women. I don't know what it's like in Europe. But I encountered this every day in America, that sales is a dirty word and sales is not a noble profession. Yeah, yeah. I agree. 00:25:31.490 --> 00:25:49.250 100%. But I think it's because people have different definitions. So in my opinion, sales is the practice of helping other people get what they need. 00:25:50.420 --> 00:26:02.150 And you are helping them with your product or service to get what they need. So you're not trying to push something on them, you're trying to discover? 00:25:57.859 --> 00:26:10.910 What are the problems they need to be they need to solve? What are the gaps, what have they tried before that isn't working. 00:26:05.839 --> 00:26:23.809 And by discovering that, and building a relationship with another human being in the process, you can then determine if your product or service is the right thing to help them. 00:26:18.890 --> 00:26:53.630 And so it's, it's an, it's a noble profession, if you have the right intentions, you have to remember that when you are selling, you are building a relationship with another person, you're getting to know them, you're getting to understand them, you know. So when I say relationship based sales, I mean, just that, it's the process of getting to know the human being first. And then figuring out if your product is the right thing to help them. 00:26:53.690 --> 00:26:58.160 And so that's really important. 00:26:53.690 --> 00:27:27.049 And I, I believe that that's what has helped me be successful in sales, because I care about the people first. And if I'm willing to say at the end of a discovery, you know, maybe you've talked to a potential client for months, and you discover at the end of the process that what you offer, maybe isn't exactly what they need. And that's okay. If your ultimate goal is to help them get what they need. 00:27:27.230 --> 00:27:51.019 So the first thing is to establish a relationship, to connect with the potential client on a visceral level, and feel the emotions and feel into this person what they really need, and then try to bring what you have with the client together. So offering something that is a solution for that particular client. 00:27:51.079 --> 00:27:52.730 Yes, absolutely. 00:27:52.819 --> 00:28:04.130 And so are there some, like pitfalls that in such a process we really should avoid? Yeah, when it comes to selling? 00:28:04.789 --> 00:28:40.819 Well, I think when it comes to selling in general, and this is what I've learned over the course of my life, and sales, a desperate salesperson is it's never good to be desperate, because you're going to push things that might not be the best for the client and 100%, they're going to sense your energy. So you have to really manage your own thinking, manage your own process, you know, find a way to become calm and centred and grounded. That's number one. 00:28:35.869 --> 00:29:26.630 That's a big pitfall. The second pitfall is trying to rush the process. Because in trying to rush the process, you will miss signals and cues that actually are there to help you move forward in the process. But if you're trying to rush it, and you're not completely present and listening, when you ask questions, you're going to miss things. And I think the third, the third pitfall that I've seen with salespeople is they talk more than they listen, you know, we have two ears and one mouth. 00:29:23.599 --> 00:29:47.990 And that applies to all things in life, but especially in sales. You have to do a lot more listening in the early stages and talking, listening what their problem is and how they feel and then approach them from there. Pick them up from there where they are to get an understanding right to get the full picture. 00:29:49.160 --> 00:29:52.940 Just continue to be curious and ask questions. Yes. 00:29:53.869 --> 00:30:21.289 All right, Amy. I like to ask my guests about any expense perience they had that was a major learning for them any detour or setback or challenge that really was so important for you to grow from that shaped you and it's still shaping you going forward? Is there

anything that you can think of? 00:30:23.359 --> 00:30:38.779 Well, yes, there is. And it's actually a personal one. But it really has impacted who I am in everything I do in business. And in my professional life. After my third son was born, I experienced some pretty significant clinical depression. 00:30:39.319 --> 00:31:19.369 And it took a couple of years to come out of that. And what I learned through that process is a couple of things. I learned to ask for help. I'm a firstborn type a high achiever goal driven person. And I really wasn't great at asking for help. And you know how that translates into the business world is you have to be you have to collaborate, you have to let people know when you're at the end of your skill set, and you need to bring someone else in. 00:31:13.849 --> 00:32:18.410 The second thing that going through that experience did for me, is it really helped me. And then later, years after I had come out of it, I have a different lens in which I experience and look at people through. And I'm able to really understand that. That's another human being who has their own challenges. And so I really try to come alongside people, and walk with them, and support them and encourage them. And I don't mean like cheerleader rah, rah, you're great, but kind of meet them where they are. And I can understand, even if it not, might not be the same thing that they're going through, I can understand what a kind of a desperate situation feels like. 00:32:11.569 --> 00:32:23.059 And so I'm able to, yeah, walk alongside them as a human being and a client. 00:32:23.480 --> 00:32:41.450 Okay, wow. Yeah, this, this detours are really important for us, because it it shows where our focus is, and it shows we can really make a difference in the world, because it's something that we are asked to do, we are asked to follow up. 00:32:42.619 --> 00:33:03.890 Yeah, and for you, it's really helping women and empowering women to become powerful executives and have the presence right. So would you like to talk a little bit about your products and services that you are offering how you do that? And who is this interesting for? 00:33:04.160 --> 00:34:32.119 Yes, so I would say most of my clients are either mid to senior level women in corporate, who are either looking to get promoted, or have just stepped into a new role. And they, this always happens, they step into the new role that they've wanted forever. And their confidence disappears, and they get the imposter syndrome. And they forget that they were asked to come into the room. And people want them there. So those would be you know, from a corporate perspective, and I'm often hired by individuals, I'm often hired by, you know, the senior HR team and talent development. I also work with female business owners. And where that really comes into play is typically they are very successful, but they feel very alone. Yeah, they have to really process things with in a safe place. Because unless it's their

board, everyone in their organisation reports to them. And so they can't really talk about some of the challenges and struggles that they're having, without causing fear and other people. 00:34:25.969 --> 00:34:46.820 So I really come in and and their trusted advisor, their strategic thinking partner, to help them work through some of those challenges that they can't do in another way and come up with solutions, and then hold them accountable to move forward with those solutions. 00:34:46.880 --> 00:35:16.849 Good. Yeah, one last question. I do have still on my agenda is do you have any key branding essentials for those because you went through This whole process of starting a business building your own brand. Do you have any, let's say tips, especially for women starting their own business, something that they can take away right away? Is it up, be careful, need to capture that. 00:35:17.929 --> 00:36:09.050 So for women who are looking to start their business in terms of branding, what I see and what I experienced what I went through, and what I see with so many women is we get so caught up in, what are the colours going to be? What's our logo going to be, you know, what is our website going to look like. And it's so easy before you've launched your own business, to get really get caught up in that it is important. But it's, it's not as important as we think it is. And we spend so much time worrying about that. And so what I would say is, get some advice, pick some branding colours, pick a logo and move forward and really focus on more on getting clear on who your ideal client is. 00:36:09.050 --> 00:36:44.809 Because if you don't know who that is, you can't market and sell and talk to them. And that takes that takes time. So get clear on who your ideal client is, once you understand that get clear on how you can serve them and how you can help them. And everything you put together in terms of your services and your offerings is going to fall from that. So that's actually more important than the outer stuff. 00:36:39.920 --> 00:36:45.320 That would be my my tips and advice. 00:36:45.349 --> 00:36:48.500 Perfect. I love that. 00:36:45.349 --> 00:36:52.670 Absolutely. Totally agree. I couldn't have said it better. 00:36:48.500 --> 00:37:33.170 All right. So we are almost at the end. Do you have some time for a quick verd? Rep. Sure. All right, ready? Yes. Okay, mindset, critical voice. get clearer first, on who you are. And then it will be easy to have a voice executive. Someone responsible for really leading humans in an organisation to have a greater impact in the world through their business or services. 00:37:34.849 --> 00:37:38.480 women in leadership, we need more. 00:37:39.739 --> 00:37:40.880 And brands. 00:37:41.880 --> 00:37:45.809 The internal characteristics of the brand are more important than the external. 00:37:46.139 --> 00:37:53.099 Oh, great. Thank you, Amy, that can listeners find you I'm sure they'll want to get in touch with you. 00:37:54.570 --> 00:37:58.380 Absolutely. They can find me here on LinkedIn at Amy Thoreau. 00:37:58.710 --> 00:38:10.110 They can find me on Facebook at AMI throw group. They can find me on Instagram at AMI underscore throw. And they can find me on my website. Ami throw.com. 00:38:10.000 --> 00:38:29.949 Great. Amy, thank you so much for being my guest today on Brands talk live. It was a pleasure having you to learn about the keys of being invited to the room. It happens. It's executive presence and a strong personal brand. Thank you, Amy. 00:38:29.949 --> 00:38:31.179 Thank you so much. 00:38:31.460 --> 00:39:21.110 It's been a joy.