4 chapterAuthenticity Rules

If you aren’t yourself—if you aren’t genuine—your team and your clients will figure it out. And, when that happens, there isn’t anyone who’s going to be buying what you’re selling. Keep it honest. Keep it real. Remember, people make judgments about your character and your values. People aren’t stupid.

—Bill Kearns, chairman of Keefe Ventures

WHILE WRITERS DRAFT speech material for executives, politicians, and presidents, the speaker often jumps in to change material at the last minute. The final notes—perhaps edited on the way to the meeting or the event—are filled with their handwritten changes. While the writers’ core remarks may well have been terrific, these changes are even better.

Why? Because they are most often ...

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