 Welcome to all of you. Happy Monday. We are thrilled to have you joining us on the nonprofit show to get today. The only national live broadcast for the nonprofit sector. Today we are talking with Dr Sharon Lam Hartman and Dr Sharon as we will so lovingly refer to her is the CEO of inside out learning and the author of the authenticity code so we are going to hear a lot more from Dr Sharon for today's episode so make sure you you stay with us to hear exactly the code the formula and all of the the good inside out. Julia Patrick joins us Julia is the CEO of the American nonprofit Academy. Thanks to her we are almost 450 episodes strong so we are so grateful to have Julius. Yes, I thought leadership in these episodes. I'm Jared ransom lucky enough to play alongside with Julia each and every day as her co host the nonprofit nerd also CEO of the Raven group. Again, we are so extremely grateful on this week of gratitude to our presenting sponsors each and every day we really are so thankful to have their event, not only in the nonprofit show in Julia and myself but truly the sector at large because these companies and the individuals that make up these companies exist to help you move your mission driven goals forward so please do check out our presenting sponsors. They are here to help you they're on your team they're in your corner so please do check them out and again, really excited to have today's conversation with Dr Sharon lamb Hartman. Welcome Dr Sharon. Thank you so much for having me Jared and Julia I'm so looking forward to our conversation. We are to you know. First and foremost, I'm so proud of you for writing this book. It's such a big thing to achieve this. The authenticity code, the art and science of success and why you can't you can't fake it to make it. Tell us the big news about this book that just launched. Yes, it just launched and we made the Wall Street Journal and the USA today best selling lists. So we are so grateful and just really thank everyone who helped us to get there from our clients to friends and family and and so many stakeholders that we that we have so thank you to everyone. What a phenomenal accomplishment. Yeah, it really it really was that was a surreal moment to actually open the Wall Street Journal and see my book actually made it to number two on the nonfiction ebooks that week so very exciting. It's amazing. Now, this is a really interesting, just overall approach to how we work, how we serve in the nonprofit sector. And I think a lot of us. I mean, Jared and I talked about this privately. We, we worry about how authentic we are, what does that look like. Are we trying to be authentic for what we think the marketplace wants our clients want our family wants I mean, where does all of that live. And so you've come up with a formula. And I think it's a really interesting discussion so can you kind of paint the picture for us. Absolutely. Yes. So, there's three components to the authenticity code and we've been doing portions of the authenticity code for the past 20 years. And the full code we've been doing for about 10 years now, in terms of delivering training programs inside a fortune 500 small and midsize businesses. And the three components are your presence. So what we bring and who we truly are, and then plus your audience, which is what you said Julia, you know what about our clients and what they so want and need, and then plus your presentation your messaging. And all of that together equals your success. And so I've often heard of authenticity talked about as, it's just all about me. And, and regardless of you, I'm just going to be me and you can deal with it. And so I kind of thought about it more deeply and said no there's really three components to authenticity and I wanted to get that message out to the world. And it was fascinating because the minute you said that I'm like yeah, you're right when we talk about authenticity Jared and you and I have talked about this. A lot of times we're like, it's about me. Love it or leave it. Exactly. Fascinating. Okay, so let's delve into your presence. Perfect. So your presence, we have been teaching 12 authentic presence qualities, and they're in the book. And you do a self assessment where you can see which ones you shine in and which ones you need to grow in. And then you make a plan for how do how am I going to develop in those couple that I most need. And these are qualities like warmth and openness thoughtfulness respect trustworthiness integrity sincerity. And so we all have ones that we shine in and we have ones we need to grow in. And so you do is honest self assessment. And it really is helpful to take that inventory and then continue to work on those and we have ideas in the book for how you do develop them. The second part of your presence is your authentic brand statement and I can't tell you how important this exercise is it is a 10 question exercise in the book. And I highly recommend every reader does that exercise because you basically really find out your unique gifts and talents. And then how what what life is calling you to do next. So it's your purpose, it's what you were put on this earth to do and who you were put on this earth to be. And that brand you bring anywhere, whether you are doing an interview or being in front of a client or being with your friends and family on Thanksgiving. It's it's who you are and who you're becoming as a professional and as a leader. Wow. Wait to get my hands on this book. Yeah, like, so much of this conversation has really bubbled up to the surface due to the last two years of all of us navigating this new normal or you know really just navigating any any and everything that's kind of thrown in our way and one of the, the things that has really come up to be so prevalent, I think Dr Sharon is really identifying authenticity and having this level of transparency between your team, you know, there's been a lot of talk about, well now you're in my home because you're seeing literally, you know, my living room or my kitchen. And so really having this authentic presence. Yes. I have to go on to venture and say, I, not everyone is comfortable with being authentic. Right and that in and of itself is a bit vulnerable. It is authenticity and vulnerability. I think they'll hand in hand Jarrett, because you are you're putting yourself out there and really opening up to who you are I mean when I do the authentic brand statement with people oftentimes it's even an emotional experience where they might tear up because they actually touch a piece of their soul. And it helps you to uncover your greatest gift to give. And that can be very much you look at that and you say wow that's that's really who I am that's my greatest gift, and this is what I want to do in the world. It's a great resignation happening. I really hope people when they give some thoughts to who they are, and where they will authentically fit. And that is what this book really helps you to do is to find that so that you don't just go from from one position to another, and you don't really learn that lesson or see the shift. So, you know, we talked a lot about this because in the nonprofit sector, you know our clients are the people we're serving. Yes, everything from, you know the patrons of our museum to the patrons of our shelters to. I mean everything in between. And so, how do we think about our audience. Because a lot of times we're not asked to think about that in the nonprofit sector, sadly. Right. Yes. And so you need to think about your audience as who you're choosing to be in front of and so my definition of authenticity in the book is your most powerful way of adding value by expressing your unique gifts and talents for your chosen audience. So if you think about it authenticity is not just about our most powerful way and being me, but it's also for your chosen audience because it's an authentic choice to be in front of an audience, whether you know it was an authentic choice for you to choose to be on your show and for me to say yes, and to be speaking to your wonderful listeners today. It's an authentic choice to choose where you want to work, and who you want to be in front of, and who you want to motivate and inspire. So wouldn't you want to best serve that audience, and to consider that audience as part of authenticity and that's where I saw the gap in the literature when I did the research was no one talks about that piece, and to really put yourself in your audience's shoes and say what's important to them, and what kind of details might they need and, and what are they willing to compromise. And then there's even there. So there's an audience understanding matrix in the book that helps you to analyze your audiences that you find yourself in front of, so you can walk in their shoes and motivated inspire them and influence them to the best of your ability, and then there's also four different audience types that we talk about in terms of the party people the planner people, the point people and the people people. And so each of those types of audiences, and, and you can do an assessment that it helps you to understand your style, and then your key decision makers, because they want to hear things in their language. So, isn't it nice to know if I'm talking to a people person and I'm a point person, and I just get to the point, well then I haven't connected with them, and the people person wants that connection. So I might take more time if I'm a point person to ask about their lives and ask about you know something personal to them, before I get started in making my point. So if you just joined us for another episode of the nonprofit show we have our guest today Dr Sharon Lam Hartman here talking to us about her new book that just went to the top of the Wall Street Journal booklist and tell me the other one USA Today USA really exciting for a book that just has come out I mean so this is really truly fascinating. And I think Dr Sharon, one of the things that we have been talking about recently because of the pandemic is trying to figure out all these things about ourselves, how we communicate. And then at the same time, we are using new tools that for a lot of people have thrown us into a tizzy. And we've talked about that. And I'm wondering if that goes to your next part of the formula, which is your presentation, is that one of those elements you're talking about. It's very much so so we have a formula for presentation success that we have taught for 20 years. And I guarantee if you apply this when you read the book and you apply it to your presentations and your, and your communications because this can even be used in job interviews. I guarantee it will take you to a whole new level of greatness in your messaging. And something that we really deal with now is virtual presentation tips. I mean don't you love it when when you see all of the variety that we have seen in virtual backgrounds and even sometimes like what if you were doing a job interview and you saw someone sitting on their bed, you know, and how does what does that say, have you guys seen that. Oh, we've seen a lot you know and love that this is still a point of relation because it is still so needed you know I mean when we talk about presentation. And really this virtual space is still quite new to a lot of individuals but you know we've seen bedrooms we've seen animals and children and partners and you know we've seen it all but you're right Dr Sharon when this comes to maybe your presentation in an authentic manner in a in a platform just like an interview, we might want to take some additional considerations. Absolutely and learn how to set up your camera so that you're making eye contact with the audience and, and also lighting and what you want to have in your background and the minimize distractions, all of those things and we teach that in our in our webinars, and there's some of it in the book as well and the formula for presentation success is really around getting your audience's attention, and stating a executive summary or a presentation summary up front like, what do you really want at the end and giving it a value to your audience, and then being able to have clear transitions in your body of your presentation, and we have an acronym we use in the book, and it helps people to really transition from point to point so it's clear and then how do you finish strong. So that's what really is around the, the, the formula for presentation success. When you say this Dr Sharon, are you including like how you would work or present yourself to your coworkers or in our case like to donors, I mean, this can go down the path of the human experience, like one on one. Absolutely, it can be one on one. It could be a large group presentation. It's however, but to really think about things beforehand putting yourself in your audience's shoes. Really understanding who your audience is, and then how do I best communicate that message, while being in my authentic presence. I love that so much. And you know when it comes to your audience and for you to say Dr Sharon that what you were missing in most of the literature or all of the literature that you were researching is that audience piece and for you to say you know am I talking to a point person am I talking to a people person, and really you know we talk often on the nonprofit show about knowing your audience right and and really being able to identify how to best resonate with them right and so we talk a lot, whether it's data and statistics that maybe someone really wants are we also talk about the heartstrings and you know how many times can we make this person shed a tear, but really knowing your audience in an avatar way. I think it's really what's most known but for you. I would love for you to reiterate what were those four P's again because I got point people but I know there's two more. Yeah point people people people planner people and party people. You're in party, how did I miss those. So the planner people they want all the data and the plans and are we going to get from here to here and the party people, they're very spontaneous and they're into possibilities and also having fun so a lot of people want to be around the party people because they're so fun loving and want to they just want to hang out with them. It might be a party person. Yeah, I was going to say, I think you just defined Jared, Jared, yeah to a tea. So the authenticity code formula, going back you've got your presence. You've got your audience, you've got your presentation. And when you put all those together that equals success. Now, I have a question that might seem a little bizarre but I'm wondering if your book and this concept in this dialogue had come out before the pandemic. Would there be as much interest, because it seems to me, we're having these discussions more than we ever did and I don't maybe I'm, maybe I'm off. I feel like there's a point in this time. Yeah, is making us have these discussions. I do I do I mean, when we are when we have a hardship and we all went through it together we're still going through it. I mean many of our businesses were challenged overnight. I mean all of our business basically went away overnight when everything was canceled. And we were so used to doing our programs in person. So we had a completely pivot to virtual everything. And I just feel like we're going through a hardship when you go through a hardship you do soul searching. And you really want to be more authentic in who you are. And I think that's what's really behind the great resignation movement is people are saying I want to be authentic. I want to know what kind of life I want and what really matters to me. I do feel the millennial generation has always been interested in authenticity so that is something that I researched as well and just how much they value authenticity. And you can hear it in how they talk how they lead. So, and I will say that the primary audience of this book are their professionals leaders also college students. And I think young and mid career, especially in terms of the professional and leaders. I think they're really going to identify with this book and and say you know who am I authentically who am I becoming and even anyone who is searching for their next step will get a lot out of this book. Now the gin are the millennials rather and I know that that generation has gotten a rap be it good bad but it's gotten a rap right. Now if I'm doing the math they're in their 30s and so many millennials are our leadership teams. We're looking up cultures of leadership teams now and you know we're looking at Gen Z we're looking at I think there's a gen alpha coming up like yes. Keep up with this and that's when I need a cheat sheet to what you know what exactly are the generation gaps and the constraints rather. I do think that overall that authenticity has been coming to the surface more and more and perhaps as you said Julia, you know, what we've all been navigating over the last two years has really solidified this conversation across generations. It's very interesting and I think that for me Dr Sharon and we don't have a lot of time left but it seems to me that there's, you know, global pandemic. And you could say we've had several pandemic social economic justice pandemics, you know, on top of a health crisis medical scientific issue. So those things coming into play, but at the same time, we just have an overall discussion about the nonprofit sector I mean, you know you years ago I mean not very recently, you could not get go to college to get a degree that even touched on the nonprofit and now you can actually pursue higher education in the management of nonprofits and we just see more and more interest of people going into this. Yes, and working along something that touches them and that must be part of being authentic. This is Julia and I can't tell you how many clients we've had it inside out learning doing that soul searching, and where they decide they're going to do an early retirement from what they are currently doing and move into a leadership role in a nonprofit, because they want to be making that difference in the world and doing that heartfelt work, and they say you know that's how I want to spend my remaining years of my career is is really doing something that I believe in and that's going to make a difference. Wow, that is amazing. Well, you know, definitely, we've got to be looking at your at your book I love the idea that you have some assessments in there. Yes, that you can actually take. I think that this book would be good for a book club group situation or do you think it's better for like the individual. And I think it's good for both I really do and I wrote it thinking about how workplaces could use it to with their teams to do a book club or to do workshops and learn where you say okay we're going to all read this chapter together and then do the exercises in the back of the chapter and discuss them. And so I wrote it as a parable so it's two professionals who are competing for a promotion, and how they have to learn their authentic presence and presentation skills as they go through the process of trying to get the job and then who gets the job in the end and why, and what happens to the other and so it's it's very easy read you can read it in a few hours and but in in the back of every chapter. Those exercises that they went through the two characters, you can apply to your own career so it's it's really a nice read and that you can use in a book club lunch and learns or as an individual doing some soul searching. I already have a list of clients and that I'm like, oh how many do I need. It's great, great holiday gifts. Alice where we can buy these because I'm thinking I might need to do a bulk order depending on how many places we would love it so Amazon, obviously has it Barnes and Noble target Walmart. It's really out in a number of places and if you if you want a bulk order we can help you with that also so you can, you can also email it inside out learning, you can do Sharon it inside out learning and.com and we can get you a bulk order as well. You can also order bulk on the online as well. I know that this book will be up on our book list American nonprofit Academy calm that is where we play books from many of our guests and so Dr Sharon's book will go up on that book list as well there are so many amazing books so if you're looking for holiday gifts and considering the authenticity code there might be some others that you might want to consider as well. You know, Sharon, I think that this is a cool book for a lot of us at this time of the year, because I mean I know for me when I set out my goals and my ambitions for the following year in November, so that I can marinate on them through December hit the ground coming in January. I kind of feel like maybe this could be one of those aids or pivotal voices for someone that's saying okay in 2022 I'm going to move in a different direction or I'm going to take some more risks or re evaluate you think that's fair. Absolutely 100% I kind of say a new year a new you, and it's a great time to take stock and to really do those assessments on your presence and do that 10 question authentic brand exercise so you know what this next year looks like for you and what you want to achieve in your career and then and to assess your audience and what kind of message that that you want to really put out to the world this year. I love it well here's Dr Sharon lamb heartman's information inside out learning great website it gives you a really great look into what your practice has been the journey with your trainings and how you've navigated. Some of these tough tough issues for your corporate clients and so I welcome. I encourage everyone to take a look at it because it's really interesting and we will get your book up on the book club site page as Jared mentioned. It hasn't been done today it will be done by the end of the end of business today so that you can get a direct link to that. All right, okay, this is something we talk about all the time. And so I'm really excited to hear your thoughts about this as we move through this book need to and what a way to start this week, it is a short week for many of us and we are here each and every day except for Thursday. I'm not taking that time off to be with family but I am excited. Thank you Dr Sharon for bringing this topic to us and all of our listeners and viewers today. Julia this is such a critical piece as we move forward. You know Dr Sharon mentioned this this probably contributes to the great resignation I know it contributes a lot to the leadership coaching that I've been a part of with my clients that are literally having this conversation. I know that they they want to do something a little different so thank you again for starting our thankful week with this wonderful topic and discussion, we again are so very thankful and have so much gratitude to our presenting sponsors. Please do check these companies out again they are here in your corner on your team and in your community to help you move your mission driven goals forward. We're here in the final few miles of the marathon so here we are at the end of 2021 if I'm correct. What day is it right. What day what year. Okay, Jerry before we leave you today. Let me remind me again the statistic that you use for the amount of business that's conducted in q for for the nonprofit sector. So 30% of operating dollars are typically raised in the final quarter and 13% in December so that's what we're coming up on actually is the 13% so there's a lot going on and perhaps you know the authenticity code can help you shore that up. I love it. Well, we are so delighted that you could join us today. And as we like to end each episode of the nonprofit show. We want to remind you to stay well. You can do well. We'll see you back here tomorrow everyone. Thank you Dr Sharon. Thank you so much Julie and Jared.