remember I was talking about the small thing you can do at the office is to
smile at someone who is coming towards you a very small thing it will produce a
smile in return and suddenly there is the beginnings of a of a relationship
that didn't exist before did you notice that at the beginning of my time on the
stage I smiled broadly at you there is a reason for that a long time ago when I
began speaking I hired a coach who trained public speech speakers from the
stage as to the best way to present their material and I spent one whole day
with him and he gave me all kinds first he watched me he saw some tapes that I
had done and then he gave me a full day training as to how I could improve and
sharpen my presentational style I don't remember anything that he said during
that day except one thing he said professor tilde Guinea you have kind of
a big mouth so when you smile broadly it would be very attractive to audiences to
see if they would like to see you smile broadly at the beginning and then he
said something that changed everything he didn't say to me therefore when you
come on the stage smile broadly at your audience he didn't say that
he said something that fits with the sleuths approach to influence he said
when you come on the stage find a reason to smile broadly at your audience in
other words uncover something genuinely in them in the situation that causes you
to smile broadly naturally so that it isn't artificial so that it is genuine
and natural and that's what I did this morning to be as a sleuth of the
influence process through the smile do you know what I found
do you know what I thought to myself to make me smile broadly 30 minutes ago
here's what I thought to myself I'm in Italy
I'm in Italy and I am Italian now I am NOT I am NOT from Italy but I am of
Italy all four of my grandparents were born in Italy for the first three years
of my life I lived with one pair of my grandparents where they only spoke
Italian where they only cooked Italian hmm when I come here I feel like I am
home it allows me to smile broadly for a genuine reason that's as close as I can
come to explaining what a sleuth of influences a sleuth find something in
the situation that is true and brings it to the surface and changes the way that
people feel in that situation