LINDSAY MACLEAN [00:00:07] It feels really weird because I’m standing behind a glass wall and even though it’s see-through, it still feels like a barrier in between me and you. So I feel quite disconnected. Ironically, I want to talk to you about how breaking down barriers can make a big difference to your outcomes. Don’t worry, I’m not gonna smash the glass down. So I’m Lindsay. I am Founder of iElevate Training and author of Speak Up and Be Heard. So I’m gonna rewind time and go back 35 years to when I was at school. So this was me. Give myself some hair, I know you can see the resemblance. So I was comfortable with my friends. I was confident when I was speaking to them and then I would go in to a school situation or a classroom. And suddenly I’ve become really nervous and I wouldn’t speak up and I would sit at the back of the class and hide my face with my hair and try and be invisible. So cutting a long story short, because I don’t have time to go into this, but in my later years, I really tackled this. And that led me down a path of learning and development. And now fast forward 35 years and I go into global organisations and schools in the UK and Europe and run workshops. A big part of my work is helping people manage these difficult situations. So I meet people who go into interviews, but they don’t get the job even though they’ve got A’s and B’s on their CV. I meet people who find it really difficult to get people to listen to them when they’re presenting. I meet people who become invisible in organisations because they don’t know how to be assertive in certain situations. In fact, I was speaking to someone recently about my work and he was telling me that he went onto the show Dragon’s Den. So you go on to the show, those of you that don’t know it and you’ve got five investors who are sitting there and they decide whether they’re going to invest in your business or not. Now, they didn’t invest in him because he said that he had focussed so much on the product that he hadn’t thought about how to manage the pressure of that pitch and that specific situation. So he crumbled and they didn’t get the best out of him. So in that situation, the Dragons, the investors didn’t trust him. Trust is key when you go into an interview, you want someone to trust you. When you’re speaking in a presentation. You want to inspire. You want someone to trust you. But the problem is, if you feel nervous or if you don’t know how to manage that situation or if you try and impress too much, people don’t trust you. And you break it down and it makes it difficult to connect with somebody else. The real problem is that about 60 to 90% of our communication comes through our body language and our voice. So therefore, if things aren’t working in sync, if you’re nervous, as I said, if you try and over impressed, then things change for you and you break down that trust. So we’ve got to make sure that we access this best part of ourself and bring it to this space. You when you’re glowing, you when you’re nervous. So how can we do that? With the main fear that I see is this fear of social judgement. People are really worried about what other people think of them. And it causes huge barriers. So just think about how you can access the best part of you. Think about the next meeting that you go into or presentation or pitch. Keep it conversational. Imagine that you’ve got a string that’s pulling you up from your head to the ceiling. Put your shoulders back, chest out, grounded. Keep it conversational I said, imagine you’re speaking to a friend. Smile and see how you can break down those barriers, because connecting with people real connection is what can help you progress.