 Hello and welcome to today's webinar Learning the Language of the Unconscious Mind. My name is Sarah Gonzalez and I will be your facilitator for today. Today is all about uncovering the many practical applications that can be used on a daily basis when communicating in general. So, let's get on with it. Today's webinar is hosted by Katrina Phil. Now, Katrina is one of the brightest minds in training, coaching and corporate consulting. She incorporates three key aspects, one being life-transforming skills, training and professional development programs as well as professional coaching and mentoring. Now for 25 years, Katrina has worked in various industries and she now runs her own business, Refresh Thinking. So, we're going to introduce Katrina. Welcome everybody and thank you so much, it's a great honour to have so many online people jumping on and giving me one hour of their entire life that they can never get back. So, if that's the case, I'm going to make sure I add a whole heap of value. That would be my aim, a whole heap of value to your one hour in this particular day. So, you're all in the right room. If you think we're going to touch on how making sure that you're getting the most out of your message, let's have a look at learning the language of the unconscious mind. I like to call it that because I think it sounds mysterious and exciting and I hope it piques your curiosity when you saw, oh, I want to learn the language of the unconscious mind. How exciting. So, if any of you are in HR or learning and development, then it's very good for when you're interviewing people or when you're inducting people. So, the tool that I'm going to give you is very important to know from that perspective, especially when you're hiring people, interviewing people and inducting them, as I said. Now, for associations, they need to look at this type of model from the point of view of, let's see, you've got to appeal to all four learning styles when you're approaching your members and wanting to get new members on board. You need to use it just like any ordinary business for managing your staff, communicating with staff, inducting staff, etc. Coming over to corporate organizations, exactly the same. We use this model in marketing, so making sure that we're appealing to all four learning styles as well as when we're managing staff and talking to people up, down and sideways within the organization. And same goes for government bodies. I don't see government bodies, corporate organizations or associations any different. I still see them as businesses. And so, to me, you still need to manage staff, you need to communicate with staff on every level and you need to induct and get staff beautifully for setting them up for success. And this is one way that you can set people up for success and make sure that you're not throwing them in the deep end and hoping that they'll swim. By using this model, you'll be able to induct people correctly and make sure that they've learned what they need to know in the perfect way that they need to know it. So moving on, you've all heard of rapport, I'm assuming. So rapport is where two people connect and are able to communicate easily and effortlessly. And over the last sort of 30 years, rapport has been on the table and you've all been trained in it at some level. And some of the things that you would have been taught back in the day was about matching and mirroring. And so matching and mirroring, something that's discussed in rapport, this is where, on a very minor level, you know, when you meet somebody new and let's say people talk about, oh, do you have kids? And if you have kids and they have kids, can you see how you've built rapport on that level? That's matching them. Other people might talk about soccer or football and they try to build rapport based on who they go for in sports. I personally don't use that because I don't like sports and I'm not interested in football. But you'll notice a lot of men, for instance, often will talk about sports and what they like and they'll build rapport on that level. Now, on the next level of rapport, you might have learned that it's about matching and mirroring posture. So if somebody's sitting forward in the chair, you might sit forward in the chair during an interview to build rapport. If somebody's sitting back in the chair, you might sit back in the chair, that kind of thing. In terms of mannerisms, you might build rapport. If they're using their hands when talking, you might allow yourself to use your hands when talking and that often builds rapport. Have you noticed that rapport and matching and mirroring is all about being perceived by the unconscious mind as the same? So that's what rapport is. The unconscious mind thinks that you're the same as them and through posture, mannerisms, talking about sport or children, often what that does is the unconscious mind goes, I trust this person. And if your unconscious mind trusts this person, what happens is you both naturally fall into rapport with each other. And when you fall into rapport with each other, what happens is have you ever had that experience where you've met somebody for the first time and you might say something like, oh gosh, it feels like I've known you for ages or it feels like I've known you forever. What that is is natural rapport. That's where the two people just click and you fall into rapport with people and I love to do that. And if you're a particularly social, you've got really good social skills, you'll find that it happens more often than not. And that's the beauty of learning about rapport is that you're able to do it quite naturally and it just happens and you don't have to really think about it. But when you're learning rapport, you're often learning it in a quite a clunky way like, oh, how are they sitting in the chair? Let me match and mirror them. Oh, what are they doing with their hands? Now, let me match and mirror that. It's all very clunky, but that's how you learn it. You've got to learn it at a very basic level first. The other way to build rapport is if somebody talks fast, you really need to talk, not as fast as them, but if you speak slowly and reflectively, then you really need to pick up the pace, otherwise you won't build rapport with that person. And if somebody has a slower pace to their voice, then you often, and you talk fast, then you need to slow it down if you want to build rapport with that person. So the voice has many aspects to it when you're building rapport. Voice can be tone. So if somebody speaks in a certain way, then you need to match and mirror that speech and also pace and timbre. And there's a whole bunch of stuff within rapport that's to do with the voice. But what I wanted to talk to you today is I just wanted to go beyond the basics of building rapport and I wanted to go into things like key words. And key words, you might want to write down this if you've got a bit of a notepad paper right there. We call these key words predicates. And people use predicates and that will reveal quite quickly in a conversation what they are. And once you know they're predicates, you're actually able to build rapport very, very deeply by using the key words that they use. So for instance, if somebody is visual, let's say you have a visual boss, your visual boss will say something like, Katrina, can you come in and see me in my office? Can you hear that word see? That's a predicate. And that reveals that that person's visual. Can you see that the word see is the visual word? Whereas if they say, if your boss says something like, I look forward to hearing what you've got to say. If they use the word hearing, that's a predicate, that's a key word. And what that reveals to me is that they're actually an auditory person. Whereas if your boss says something like, that report just didn't feel right when I read it, that word feel is a predicate. It's a key word. And it reveals that they're actually a kinesthetic, that they process in a kinesthetic way. So building rapport by listening out for these key words is quite amazing. And at first it's going to feel a bit, I don't know, clunky. Whereas after a while it becomes quite natural and you just pick it up and you use it in your everyday life quite naturally. And it's quite fun to do. So what we're going to talk about today is representational systems and those predicates that I mentioned. So the representational system is whether somebody is visually preferred or they might be auditory. They might be kinesthetic. And they are the three main ones. But there is a fourth one called auditory digital, but it's actually not a preference. You can't run your life by detail alone. First you have to see something, hear something or feel something inside your body. Then your representational system can often be auditory digital as a secondary preference. So just bear that in mind as we go through. But if it gets confusing, just let me know and we can answer some questions at the end so that it's really, really clear before you leave the room. But I'm just trying to frame it up and give you a bit of an overview to start with. So everyone understand that there's visual auditory kinesthetic preference. You will be, you will, when you do the quiz yourself, you will come out with ratings in all four areas. So everybody has a bit of visual, a bit of auditory, a bit of kinesthetic and a bit of auditory digital in them. But what we're looking for is somebody's preference so that we can communicate with them in the best way. We can induct them into our company in the best way they need to. We can communicate with people in the best way they need and talk their language, which could be visual auditory or kinesthetic language. So hopefully you're starting to get curious. Sarah, do you wanna do the first poll and let's sort of check in with people at this point? Yes, absolutely. So first of all, just a bit of an indication everyone out there. Have you heard of BARK before? So if you have, just click the radio button next to yes and if you haven't, then click on no. And this will give both Katrina and myself a better idea as to how familiar everyone online is with the topic. So you can see those results coming through Katrina. We've got around the 78% mark saying no they haven't, but we do have some people online saying yes. So it would be interesting to see how familiar people are by typing into the chat box in the bottom left hand corner. And just bear in mind guys that BARK represents, sorry if it's a bit basic, but V for visual, A for auditory, R is for read write slash auditory digital and K is for kinesthetic. And so it ends up being BARK and people when I train them in it, go make fun of the word BARK, it's quite funny. Yeah, and we've got Ruth down there saying that she's recently heard about it at a trading course. Yeah, so anyone that is a trainer or a coach or has done some NLP training, this is like NLP 101. It's one of the first things we learn right off the bat when we're learning about NLP. So if anyone's done any NLP, they'll be right across this idea and this particular model. So that's great. So can I just have a look at that whole again? What did it end up being Sarah? Around 80% said they have it and around 20% of people online said they have. Okay, great. So that's good to know that I've really got to make sure that I get this across. We're not talking about a whole heap of people being online that really know this stuff. So I really want to make sure I get it across as clearly as possible. So anyway, the next thing to think about before we get right into it is I've done a handout that you will all get and inside the handout is a very basic quiz. When I say basic, it means it's just not hard to do. You just kick whatever answers you feel and you'll end up getting a reading on how much visual you have in you, how much auditory you have in you and how much kinesthetic you have in you and how much auditory digital you have in you. And so let's have a little test of the quiz itself and see what you guys come up with as a room. So if this is one of the questions inside the quiz, do you prefer a trainer who likes to use chart, slide, flip chart, whiteboard? Do you like lots of Q&A, lots of discussion back and forth, perhaps a number of guest speakers? Do you prefer to have a textbook handout, lots to read? Do you like further reading, like book recommendations and stuff? Or are you a bit more into practical sessions, interactive exercises? Do you like sort of to see lots of quizzes and activities? Okay, so this is going off, isn't it fantastic? And if you wanted a question from Ruth there, can we like a combination of these? And we've set this quiz up in particular so people have to select one. So what about people who feel like they may fit into more than one category, Katrina? Well, actually that's actually what's going to happen. So when you do the full quiz, the full quiz itself has 13 questions. And what you'll find is you'll be often selecting a whole bunch of visual things, you'll often be selecting a whole bunch of auditory things and kinesthetic things. So you'll get the choice. But what we wanted from this just this one question is to see what we had in the room, just to see if we could maybe start to get a taste of what people might be. But remember, one question isn't gonna do it. I'd prefer you guys to do the quiz and get the details. Really see the finer details of whether, how much visual you are, how much of an auditory you are and how much of a kinesthetic you are. So anyway, let's look at the question. 20% of people in the room picked number one, which is very much around visual. So when, what we do as trainers is we make sure we use the visual aid. Nothing works than a trainer not having visual things to appeal to these types of learners. If you don't use slides or the flip chart or the whiteboard, visuals will need something else to look at. So I like to give them a workbook. A workbook gives them something to focus on visually. But what I like to use the most apart from using slides, flip charts or whiteboards, I use myself. So I make sure that my face is interesting to visuals. People love that I'm expressive. They love that my arms move. They like that I walk around the room. They love looking at other people in the classroom. This is all good for visuals to keep them stimulated visually. Does that make sense? Just let's see. Just type in down the bottom. Yes, that makes sense or... Yeah, okay, great. So we've got a couple of responses there. Thank you, everybody. Now let's move on to the second one. We've got 16 per cent of people who are what we call auditory as a bit of a preference at this stage, just based on one question. These people don't really care so much about the slides, flip charts, whiteboards. They'll be handy. But what they really like is being able to talk. So in class, if you don't allow these people to talk, they're really going to lose interest really quickly. So the sooner you get into discussion or throw out a question to these people that they can respond to, they won't be happy. And they're the ones that really love question and answers. And they're the ones that often speak up and speak out in training and they love to talk. So you really must allow time for these people to express themselves. Otherwise, they just won't be satisfied and happy. Now the next one is auditory digital people. Now 15 per cent in the room are liking that there's a textbook. They love that I'm offering a handout. Now if I didn't offer a handout, 15 per cent of people in this room will be disappointed that there was nothing that there was anything, there was nothing to read after the session. So do you notice I've got a handout? That's to make sure that these people are satisfied, that there's some further detail. What these people will do also is if I've mentioned NLP and they don't know what NLP is, they actually go and research and find out the details of what that is. They are the ones, when I recommend a book, they're the ones that actually go and Google the book and find out if they want to read it and they're much more likely to download the book as opposed to visual people won't. Visual people are happy with a copy of the slides or they're happy that they've had their experience visually and that's the end of it. Whereas auditory digital people, number three people, they love further reading and so they actually go and do that further work whereas the rest of us probably don't. Now number four people, we have 47% in the room who are kinesthetic and so it's essential that we do interactive exercises. So 47% of people in the room are definitely gonna download that quiz because see how the quiz is interactive. It's a quiz, it's an activity. They love doing. So in training, particularly in training or anything, at work, they love to interact. These people, kinesthetic people are the ones that like to just have a go. If they were learning, say, a software package, they're not gonna read the manual. They are actually just gonna get on the software package and get into it and start to trial and error. These guys learn by trial and error and so they jump on and just give it a go. Whereas let's say an auditory digital person, they'll follow the instruction manual. They're happy with all that detail. They feel safe with all that detail. Whereas kinesthetic just like to go to a software training course and do it with the teacher. See how it's a doing type exercise. So Samantha has said, I went to Google and Googled neuro-linguistic programming and she's got a happy smiley face. So straight away she wanted more information on oh, what's that? So are you starting to get the idea about a bit of a preference? Remembering that in training, for instance, we use all four and in training people and inducting people in the office you actually need to use all four and that's my recommendation. Don't just use your preference. And this is where communication breaks down. Communication breaks down when somebody does not know this model and they think what they need is important and then try to make somebody else learn in their way. And let's say you're a visual and you just go about your business doing visual learning style. That means you're losing the rest of the population because they don't learn that way. They don't learn through visual people don't like a lot of detail, for instance, whereas you can see here that 18% of people you come in contact with are gonna need a lot more detail than what the visual person will need. So that's good. I'm just gonna make a note of those numbers. 18, 15, 18 and 47%. All right, so let's move on to the next slide. In the wider population and in your corporations and companies and whatever else, visuals make up about 40% of people. So just bear that in mind. If you're not using visual aids and what visuals need, then you're losing 40% of your audience. Auditory, about 20% of people in the wider population are auditory and notice kinesthetic, it's 40% of people are kinesthetic. And read, write, as I said, auditory digital is not a preference. So it's a secondary preference. And if you think of auditory digital as the level of detail somebody needs, then some people need low detail and if you give them too much detail, what will happen is they'll go into overwhelm and shut down. So if you're high auditory digital, one of the problems you're gonna be having is that you're overwhelming people. Whereas if you're low detail and you're going about your business giving people very little detail, then what you're doing is people are starved for detail and you're not giving them enough because you're just going with your preference. So the lesson today is about saying, all right, we need to get very good at making sure that the way we present our stuff, either to new employees or to new members or to when we communicate in a presentation to staff or when we're training people or when we're coaching people or when we're managing our team, we need to understand these four things. And if we're not or we're doing is just running our own preference and alienating 60% of the people that are listening to you. And that I don't want you to do. I want us to all have access to all of this. So in the handout, what you'll get is not only the quiz but what you'll get is an overview of the VARC model. It'll give you all the visual strategies that you can use or the auditory strategies you can use and all the kinesthetic strategies you can use as well as the auditory digital strategy. Now what else you'll get is you get the visual predicates, the special visual words, so that you can start to think the language of a visual person. So let's have a look at that just for two seconds. A visual word and predicates might sound, you want to populate your conversations with a bit of, this is how it will sound when talking to a visual person. Let me have a look at it for you. I will see if I can do anything. Show me the specific numbers and we will see what we can do. Let me run the numbers and that will give me a clear picture. So all I did there was I only spoke visual. Now 18% of you are visual in the room, let's just assume that that quiz gave us a good indication and 18% of you would have been naturally nodding your head because your unconscious mind would have gone, she's talking my language, I love it! And you would have perked right up. But by speaking that visual language, the rest of you would have gone, what is she talking about? So let's come over to auditory language and this is how auditory, to speak to auditories and appeal to them, this is how it might sound. I will speak with management about your clients and they will tell us if we can make it work. Sounds good, send me the details. I will ask if we can make those numbers work. I will talk to our team, express your concerns and let's wait to hear what they say. So that was all auditory. So about 15% of you have now picked up your ears and your unconscious mind is now responding to that because that's potentially your language and the rest of the visuals all went, huh, what is she talking about? Now, kinesthetic words and talking in a kinesthetic language, here's how this sounds. Let me get a handle on your proposal. Once I have grasped the numbers, we can tackle the situation better. I need to know specifics, send it to me and I'll be able to get a feel for the numbers and how we can affect things, our end for you. Now, 40% of the room just perked right up because I started to speak their language and they're all engaged in what the hell I was talking about. Even though I'm talking kind of gobbledygook, what I'm using is predicate so the unconscious mind responds to it. Now, auditory digital doesn't have a language. Only visual auditory and kinesthetic does because remember, that's a preference. The auditory digital isn't a preference, it's a secondary preference and it only refers to the level of detail people need. Small detail, medium detail, high detail, problematic level of detail. Now, I mentioned problematic level of detail because academics who are, let's say they've gone very deep into a subject matter and they might have read 50 books on their thing whereas the rest of us will never go that deep into the subject matter. Have you ever met a real boring person at a party and they're rambling on in my new detail about something they've lost you on and you glazed over? These people are highly auditory digital and all they know is how to talk a whole bunch of detail about something that nobody else is interested in and that's why I call it problematic because it lacks the ability to read others and to see that you've lost them in your boring detail and so you've got to be very careful and that's why I like to teach this. Particularly to engineers, accountants, lawyers, doctors, these types of people are very comfortable with a lot of detail and so that's fine in their field of interest when talking to people that are like them but when you come out into the world to talk to people outside of their field they really need to know this stuff and they need to know how to talk to a visual client or an auditory client or a kinesthetic client and get out of their auditory digital way of operating in the world and only then will people be able to relate to them. So it's really, really important to me. This to me is if you know this stuff this to me is the secret of the universe. This gives you the ability to read others quickly like within three seconds you'll know how they need to process information either visually, auditory or kinesthetically and yeah and then once you know somebody's preference now you know how to sell to them, you know how to appeal to them, you know how to build rapport with them, you know how to train them, you know how to coach them, you know how to get better performance out of them. So to me this is just so, so important. So Judith has just said I definitely have an auditory preference but interestingly she says I hate having to speak in meetings. Judith that's really interesting but what that means is you can still be auditory but what you're working with there is I'd be working on your confidence around speaking up and speaking out in meetings and I'd be working with your personal power and so really Judith it's probably more of a confidence issue that you're not speaking up in meetings. I'm gonna have it against Judith that you actually have a lot to say that you just edit yourself and don't say it and so to me that's an auditory person with a lot to say but with potentially a confidence issue thinking that they don't have any right to speak up and speak out in meetings. But Judith that's for more of a, you know, more of a private conversation around working with you on a personal development level making sure that we crack you open and build your confidence so that at some point in time you are able to speak up and speak out in meetings like a good auditory wants to do. And Cash has just reiterated that public speaking in Australia is a really common phobia so that's really quite normal and I love helping people learn how to public speak and learn how to build their confidence so that they can speak up and speak out. But back to the topic at hand around being able to communicate with these different types and get a really, really good result no matter who you're talking to. So with visual people what questions do you have guys about visuals? Have you got any questions that you'd like to know? Somebody has mentioned TED. Visual people love watching TED because it's short, sharp, visually appealing things on TED. It's like 10 or 20 minute presentations and visuals don't like a lot of detail. They love to get on with it. They don't want you droning on with a whole bunch of detail. So let's say your CEO is a visual. They're going to be big picture people. Visuals are big picture people. So if you go in them and go in and talk to them and labour the point and talk about blah, blah, blah figures and you've lost them, they're over it. They want to know what's a big picture. If you want to appeal to a visual go in with something visual that they can look at. So maybe use PowerPoint, print it out in colour and you watch, they'll be attracted to it. So, yeah, so any questions about visuals? Sarah, do you have anything about visuals? Yeah, so just from Karen. So when it does come to visuals, how much is actually too much? Can you sort of overwhelm visuals while obviously overwhelming other people in the room at the same time? Yeah, with visuals what happens is basically they don't like a lot of detail. So seriously, keep it really short and sharp and what they hate is things that don't look visually appealing. So this slide, for instance, visuals will like it because it's one big picture with not a lot of text. So they love it. They're really engaged in it and going, oh, wow, look at that, it's beautiful. Whereas if you give them a brochure and it's got heaps of text in it and they think it looks ugly, they're really not going to buy the product or read the brochure because it looks disgusting to them. So when you're sending emails to a visual there's things that you can do like highlight things in colour or have a photo of yourself in the signature. They like that kind of thing to see it to them. A picture says a thousand words. So I could go on and on about visuals, but you get the idea. They just don't like a lot of details and they like it to look good. To them it needs to look right. If it doesn't look right, they won't buy it. Any other questions about visuals, guys? What about avoiding death by PowerPoint with visuals? Well, the way this slide looks, this is how your PowerPoints look. One big picture, yes, you can have a word but don't have 10 dot points on the slide. You've just lost 40% of your audience. They hate it. Straight away. When you download my handout, I encourage visuals to download it because if they download it and print it in colour, they might start engaged with it. Plus I've got a lot of pictures in it and they love pictures and colour and stuff. It's going to have to look good but they're more likely going to want the slide, Sarah. So 40% of the audience are going to want a copy of the slide. So let's move on to auditories. Auditories are at the moment sitting back in their chair, not too bothered by the fact that I'm using slides. What they're interested in is my voice. Now, as a communicator for my job, I've got to have colour in my voice. What auditories hate, worst of all, is monotone. So 20% of your audience are auditory and the minute you start to talk in monotone, they switch off. What you need to do is you need to have colour in your voice. So what I do is I talk loud and soft. I go fast and slow and my voice has got to appeal to men and women. So my voice is placed in an octave that's not too high pitched and not too low. So here's how to piss off auditory. It's able to have logged off the webinar immediately if I had said something like this. Good morning, everybody like this. So the next hour to auditory, they cannot stay. They have to go. It's too scraping fingernails down a chalkboard for them. So here's my voice now. It's dropped into an octave where auditories are really comfortable. I want to make sure that I have a lot of colour in my voice and it's interesting for them to listen to but not do distracting with anything too high pitched or distracting. So does anyone have any questions regarding auditory people? Perhaps they have them in their team. I guess that's just on this and I know a lot of people during the registration process express some comment in terms of what they wanted to learn to organise online events. So this is quite important to teach presenters before they present on one of your webinars or one of your webcasts or one of your web conferences, isn't it? Definitely. So when you're in a webinar, it goes without saying that you need slides. I mean, everyone's going to use slides because 40% of your audience needs slides. But the voice of the presenter is absolutely so important and what auditories will be missing in a webinar is the ability to talk. But just bear that in mind. Now what the auditories will hang back for is the chance to turn on their speaker. So if you don't have question and answers at the end, 20% of your audience will not get talk, which means they won't engage with the presentation as much as other people. But as long as your voice is good, they will stay with it. They're quite patient people. Auditory people don't mind a bit of detail. They can handle a lot of detail. They're very closely linked to Auditory Digital for obvious reasons. They like to talk. They've got a lot to say, usually. And they like to hear my voice. But they also love that there are voices there. So they like the mix of two voices. So having a facilitator and having a speaker and getting to hear other people talk and getting to talk themselves at the end is all good for Auditory Learners in a webinar. Now Auditory Digital people make sure on a webinar that you have a handout, you have further recommendations, and they'll be the ones writing everything you say, anything you mentioned. I'll write a note and they will follow up and Google it later. Kinephetic people, they need the interaction. So on a webinar, you need to have polls. You need to offer them the opportunity to have quizzes. And what I like to do, and I'll offer this to Kinephetic now, is that you have the opportunity any time to call me with your specific issues. And what that does is it bonds them with me personally. So if they've enjoyed this webinar, they're going to have this itching need to connect with me. So they might go onto Facebook and connect with me that way. See how Kinephetic likes touch? They like connection. They like to feel connected with you. So they go and buy your book or they want to meet you personally. I mean, that's the ultimate for a Kinephetic. Kinephetic loves to meet people and touch the flesh. That's where that comes from. Touch the flesh. Kinephetic made up handshakes. See the picture on the screen right now. Kinephetic's made up the handshakes so that they can touch people immediately on meetings. So that they can get a feeling and a vibe from the person immediately. And Kinephetic, when they handshake you, knows straight away if they like you or not. Straight away. And that's why they love the handshakes. And if they really know you really well, Kinephetic love a good hug as well. That way they can actually not just have a hand-to-hand contact. They have a heart-to-heart contact with you. And yeah, somebody's drawn a heart on there. That's what a hug's all about. That's a Kinephetic convention so that they can touch your chest and get a really big surge of energy around being in your presence, in your personal zone. So that's the secret of Kinephetic's revealed. So we start Kinephetic's in a training situation. What you want to do is handshake them. And at some point during the class, I might touch them on the shoulder and ask them, how's it going? And they won't know consciously that I'm touching them, but I've just touched them on the shoulder and they feel cared for and nurtured. And it's men do it all the time. Men go up to each other and slap each other on the back and go, but I know how you're doing. That's a Kinephetic thing to do. It's a way of bonding. It's rapport building. It's touch. But anything related to touch is a Kinephetic activity. Now in webinars, it's very difficult to engage Kinephetic because I'm not in the room with them. They're not in the room with all of you. They would ideally love to be in a room with all of you, but these days you can't do that all the time. So with webinars, all you can do is the poll as an interactive exercise and then give them an activity book to deal with afterwards. And then they'll go off and do all their other connections with you later like Facebook, LinkedIn, anything just to connect with you and feel connected to you. So that's the four things that you need to be aware of. And does anybody have any questions in terms of anything I've missed or they're confused about what they're doing in the training session and want to know is it visual, auditory or kinephetic? Ask me those sorts of questions. Sarah, can you think of anything? Yeah, while people are thinking that, before we go to the Q&A session, a few people have asked going back to them, we're talking about confidence in projecting your voice, especially for those auditory people. And Samantha's mentioned, you know, you don't want to sound like Fran from The Nanny. Exactly. That's a great example. When it comes to projecting confidence in your voice and also any advice on how to alter or improve your voice. Right. So I'll just give you my story. I was trained by an opera singer. Not that my voice was bad. My voice was, you know, nice and clear. I don't speak with any really weird, distracting noises. I don't think. Please don't put up anything on the quest Q&A in regards to that, because I'm assuming that my voice is okay. But what I want to say to the women out there, women need to drop their octave a little bit. Because if they're training men and they want to appeal to men, you've got to not be too high. And I'll just play out for a second. Here is a woman that will not be good and won't be appealing to men. Good morning, everybody. Lovely to meet you. Now, what you're noticing is don't I sound really sweet? Don't I sound like a really lovely person? That's right. And to the men, they all think you're quite a lightweight. And you sound really airy to them. So you've got no gravitas to your voice. So they're pretty much switching off at this point. Because you're a lightweight, you sound like a lightweight, even though you're a really lovely person, if you don't sound like you're somebody to take very seriously. So if you sound a bit like this in real life, then I'd be working with a coach on your voice. Give me a call, and we can start to do some voice coaching with you. Sarah, does that get us across? I think we have a different person. Absolutely. Now, if I was too masculine, let's say I had a really low voice, I also don't want that, because it's not going to appeal to men when they see a woman speaking, and I sound like this. All right, guys, so lovely to see you all here. Yes, so I'm actually a woman, but you wouldn't know it, but I'm very in my masculine energy right now. Now, men find this a bit distracting because the pictures don't match the sounds. So really, what you want to have is you want to have congruency between what you look like and how you sound. So this won't appeal to men either because I sound a bit too blokey for them. Sarah, does that make my point? Yes, it does. Okay. So now back to my normal voice. Can you see why it sits, where it sits? Hmm. Yeah. It sits here because women can listen to it and men can listen to it. And remember, I might be doing one-day, two-day, three-day training events. Your voice better be worth listening to for three days for heaven's sake. You really need to work on it if that's one of your challenges. Please call me and we can have a personal conversation around what the strategy might be to get working on that. Anything else you can think of, Sarah? Do you want to do the last poll? Yeah. We have a few questions coming through, but we're coming up to 12 o'clock. So let's bring up the last poll, wrap it up. And for those of you who do want to stay online to go through the final few questions, we'll allow you to do that. But let's just go to the last poll. And I think this sort of wraps it up for everyone online. So poll number three, what do you guess is your preferred learning style? So now remember, you are all four guys, so don't feel precious. Just think about what do you need to, do you need to, it does something need to look right for you to persevere with it or buy it? Do you need it to sound right first before you pursue it, or does it need to feel right before you buy it? Yeah. So there's the three preferences. So it's just a preference. You've got all four. And it would be interesting to know, Katrina, are you there Katrina? Yeah, I am. Yeah, sorry. Interesting to know if anyone has maybe thought that they've changed throughout the session, throughout the time they've been online. So when you first started talking, did someone think that they were maybe a visual and now towards the end of the presentation they're starting to find that they're more kinesthetic? Is that something that you see happen regularly? Well, if we notice the poll, can you see how visual people are starting to go right up to 55%? That was sort of around 18% before. So people have suddenly realized, hey, I don't like a lot of detail. I do go into overwhelm quite quickly when people ramble on and on and on. I do like slides, and I like slides to be simple and effective and clean and clear. Visuals like a lot of white space. So notice the slide that I'm using now. Can you see the white space around everything? Visuals like that. It's nice and unclustered. So in the room now, we've got around 50% of people going, okay, I'm visual. And let's see, guys, if that actually comes out when you do the proper quiz. And auditory was quite low in the room. So webinars are really hard, aren't they? When all I've got is myself and my own voice. I love face-to-face training because I can read you and I can get you to talk to me. Whereas in webinars, we really miss that, don't we? So I feel uncultured when I say something funny and normally in a room, everyone would laugh. And here it's like cricket. That's all I could hear is cricket. So I love you there or when you laugh because then I know that's appropriate. That's the sound I'm looking for. Great. So we do have some final questions and we're going to get to those. I'm going to now hand it over to you, Katrina, to wrap up and just tell people how they can get in touch with you afterwards if they need more assistance. But feel free to complete the exit survey on the right-hand side because your feedback is greatly appreciated. And once you complete that feedback, that will allow us to capture your details and then send you the recording email within 48 hours, which will also contain the quiz. So you can conduct the quiz yourself and find out exactly what you are and maybe even hand it over to your colleagues and your friends. So before we get to questions, just another wrap-up on how people can get in touch with you if they need to. Katrina, thanks. Okay. So on Friday, I have two books that have come out, Refresh Your Career as well as Refresh Your Life. Both are on amazon.com.au and both went number one on the same day on Friday. So I was so excited. So anyway, if you guys like a bit of what you heard today and would like a little bit more of me, then a great thing to do would be to get the books. One is Refresh Your Career and one is Refresh Your Life. And if you have any issues with Kindle or Amazon, feel free just to email me and I can always deal with you directly or you can get it on my website or if you want a signed version, I'll use to get it on my website and I'll sign it for you. Now, everybody, you are more than welcome to also ask me for a free Refresh Coaching Series to have a little session with me where you and I can bond personally one-on-one. So if you want that, get in touch with me via email, just say, hey, Katrina, I'd love a free session. That would be awesome. Here's my number and then you and I can take it from there. The other thing to think about is I've had some speaking events that you might need me for. So at the moment, I'm launching my book so I'm happy to come in and do a lunch and learn session at your place of work. So again, just email me and we can chat about dates and stuff. Now, I am speaking free for one hour while I launch my book. So if you want me to come in live to your place of work, then that's something really to consider. And if you're not sure what I'm talking about, just ask me to email you that stuff and I can email you the details about the lunch and learn session or we could do an afternoon session or a morning tea session at your place of work. And also the refresh retreat is coming up. So if you want more details about the refresher retreat and spend two days with me in Sydney and then there's Wayne Melvin in November. But they happen all the time. So let me know if you want to get in the loop and find out more about that. And here is my website, Katrina. Notice this with an e.com.au Katrina with an e.com.au and my email is Katrina at Katrina.com.au Hopefully that's easy to remember but you'll see all that over the website. So maybe head there to get my mobile number or head there to get my email. I just don't want to put too much detail on the slide. Anyway, there's heaps of ways we can interact but Sarah, thank you very, very much for having me and letting me interact with your amazing audience and amazing community of people. Yes, it's been a great session. Now we do understand that a lot of you will have to leave so thank you so much for joining. It's been a great session. Thank you for all your questions and interaction. We are going to stay online for a few more minutes now to answer the final questions but if you do have to leave, that's more than fine. Just simply click on the blue X on the top right hand corner that I'm pointing to now and that will take you out of the conference and exit you. But for those of you who do need to stay online, we're going to go through some questions now. So firstly, we're just going to go to JVAD and I'm sorry if I didn't pronounce that right. So Katrina, do you recommend reading out from the written material or something which is absolutely complementary to visual? Did you say, Sarah... I mean, my instinct is to respond that you never, ever should read out anything. It's boring. Yeah, it's really, really boring. Auditories click off because when you read something, you go into a bit of a monotone and so 20% of your audience click off straight away. And if you read from slides, if that's the question, if you read from your slides, you're dead in the water. Stop doing it. Stop doing it immediately. Absolutely no, no, no, no. All I do is I just have a big picture, one word, and then I just start to interact directly with my audience straight away. You don't need lots of notes. You don't need lots of text on there. Just start talking to your audience in a natural way. Never ever read out loud. Never read from your slides. Two very big no-no's. But was that the question, Sarah? Yeah, it was around that, so thank you for that. And also from Samantha, so if you are training a team in a group and you have a range of different learning styles, do you then need to tailor the training program to ensure you are touching on all the preferences? Correct, that's exactly what the moral of the story is today. That's why you should download the handout. You'll see all the visual strategies that you've got at hand and you can try all those things. In training, what I do is I love the flip chart. I'm really big on flip charts, using lots of big thick textures, lots of colors. I also ask for a whiteboard and I use whiteboard to keep things up there all day and I use the flip chart to then move on from that concept. So that's why I use both. And visuals love it. They've got that to look at. They've got me to look at. They've got the whiteboard to look at and sometimes they've got the slides to look at and the handout. Visuals are happy as Larry. They've got heat. Auditories don't care. They just want your voice. They want to talk and they want to listen to others. So let that happen. You must have all four things covered. Otherwise, you're losing a percentage of your audience. That's the moral today. That's all you take away from today. Do all four a lot. Great. And just from Jason, so previously a few minutes ago, a few minutes ago you were doing the voice generalizations. So generalization, sorry. So those voices that you were making, do you think they only apply to listeners who have an auditory preference or would it be less important to those who are visual or kinesthetic listeners? Well, great question because number one, none of us are deaf. So we've all got a level of auditory in us and we use that sense, that sense all the time. I mean, clearly we can't live without it unless we're deaf and we have to use our other senses. But with auditories, the higher the point score of an auditory, the more sensitive they become with auditory. So if I was only mildly squeaky with my voice, they'll be the first to notice that it's annoying. Whereas the rest of us who maybe aren't that sensitive, we might have a lower auditory score, kind of could put up with it. Whereas an auditory simply couldn't. Can you see how it's about, if you're a high auditory then you're like bionic in regards to your hearing. And you're very sensitive to the nuances of sound. And one of the things I want you to check when you go into a room is the air conditioning or background noise. Auditories can't concentrate because they're so sensitive, they get annoyed and distracted by the air conditioning noise. So if you have to, quite frankly, turn it off. Or they will ask you to turn it off. And the other thing is when I'm meeting with an auditory person, never, ever meet with them in a noisy cafe. They can't concentrate. Go to their office, go to the boardroom, close the door and satisfy that it's nice and quiet. Whereas the kinesthetic, the best place to take them for a meeting is a cafe because they love the vibe and the excitement and the social vibe of the cafe that never take an auditory because it's too distracting. Too much noise. I could see how that makes sense. So be very careful. You'll get in a lot of trouble around your sales. You won't do as many sales if you don't understand this technique. And I think just a final comment and that's from Judith and thank you Judith, you've been very interactive today. Judith has sworn that she was a kinesthetic to begin with, but then she did eventually realise that she was an auditory because she reacted more instinctively to the examples that you used with the voiceover. So that's really interesting to see how people have sort of changed their perception and trying to figure out who they are throughout a 60-minute webinar which is great. Judith, I was originally thought I was an auditory and then with further testing and further understanding I'm actually a kinesthetic with a secondary preference in auditory. So naturally I'm going to struggle presenting a, let's say a webinar because I'm so desperate to reach out and be with you and connect with you guys. And so that's why I always love to train face to face. But on the auditory side of things, luckily I've got my voice and I've really just got to make sure that my energy and enthusiasm come through just like I am in the room with you. And I've just got to get rid of my kinesthetic preference just for this one hour and only rely on my auditory which is a secondary preference. And so Judith, you and I are kind of reversed in that that I thought I was auditory but I'm actually kinesthetic but I have a very strong auditory preference after that. So that's the secret of me. You now know how to sell to me, train me, induct me, sell me anything you want, blah, blah, blah. Well, I think personally as a kinesthetic you've done great on your first webinar. Oh my goodness. Virtual cut for you. Thank you. I'm giving you a pat on the head as well. Oh yay. Yeah, virtual pat. Not quite the same Sarah but I'll take it. We should incorporate that into the platform. Thanks for the feedback. Touch, touch. Yeah, real touch. Okay, well that brings us to the end. Like I said we will actually be sending out the queers along with the recording tomorrow so keep a look out for that and thank you everyone once again for joining and thank you so much Katrina. You've been amazing as usual. Thank you. And we all look forward to hearing from you again I guess. Have a wonderful day everybody. Thank you. Bye.