Joe Navarro

You cannot, unless you're a world-class actor, you cannot walk into a place and all of a sudden pretend you're confident. I tell people, learn to be confident about one thing. And sometimes it's knowledge. I always, there is no meeting I go into that I am not well read on that subject. If you want to achieve confidence, know everything that you can about a particular subject.

You cannot, unless you're a world-class actor, you cannot walk into a place and all of a sudden pretend you're confident. I tell people, learn to be confident about one thing. And sometimes it's knowledge. I always, there is no meeting I go into that I am not well read on that subject. If you want to achieve confidence, know everything that you can about a particular subject.

And that gives you so much great confidence. And I've seen young people come right out of college and they're sitting there, you Their elbows are in. They're almost mousy looking. They're nervous. They're looking about constantly. They don't know where to look. And, you know, and I tell them, know your subject. Know your subject.

And that gives you so much great confidence. And I've seen young people come right out of college and they're sitting there, you Their elbows are in. They're almost mousy looking. They're nervous. They're looking about constantly. They don't know where to look. And, you know, and I tell them, know your subject. Know your subject.

Because the minute they begin to talk about that, they begin to flower and change.

Because the minute they begin to talk about that, they begin to flower and change.

Yes, and that's what the military, like the British military, that's what they take young people, 17, 18, 19 years old, and they say, we're going to change you into a warrior. Well, how's that? By running, by getting you to climb up that rope, by doing any number of things where you can come away and feel that confidence.

Yes, and that's what the military, like the British military, that's what they take young people, 17, 18, 19 years old, and they say, we're going to change you into a warrior. Well, how's that? By running, by getting you to climb up that rope, by doing any number of things where you can come away and feel that confidence.

So let me talk about those. Don't try to reinvent what's successful. A confident person doesn't have to talk fast and doesn't talk high. I remember the first arrest I made and I said, stop, this is the FBI. My voice was, nobody was going to stop. Nobody. Nobody. And the guys that were with me said, Joe, you got to work on your voice. You have to have a command voice.

So let me talk about those. Don't try to reinvent what's successful. A confident person doesn't have to talk fast and doesn't talk high. I remember the first arrest I made and I said, stop, this is the FBI. My voice was, nobody was going to stop. Nobody. Nobody. And the guys that were with me said, Joe, you got to work on your voice. You have to have a command voice.

Well, a command voice is down. Like? Like, stop right there. I'll give you an example. You talk to most executives and you say, no, that's not acceptable. It's too high. No is always said down. No. Are we going to? That sounds like a complete sentence. Do you get them to practice saying no? Absolutely. I did it for 10 years.

Well, a command voice is down. Like? Like, stop right there. I'll give you an example. You talk to most executives and you say, no, that's not acceptable. It's too high. No is always said down. No. Are we going to? That sounds like a complete sentence. Do you get them to practice saying no? Absolutely. I did it for 10 years.

Every February, the guy that, Brian Hall, who encouraged me to write one of my books called Louder Than Words, invited me to go to Harvard. And I'll never forget, I had a complete Harvard class. I think there were 76 students. And I had them all saying the word, no, no, no. No, going down lower. He had stepped out of the room to take a call. When he came back, he thought I had a cult going on.

Every February, the guy that, Brian Hall, who encouraged me to write one of my books called Louder Than Words, invited me to go to Harvard. And I'll never forget, I had a complete Harvard class. I think there were 76 students. And I had them all saying the word, no, no, no. No, going down lower. He had stepped out of the room to take a call. When he came back, he thought I had a cult going on.

I said, no, Brian, I'm teaching them the right way because these are going to be future executives. You don't say, no, no, no, no, no, no. Now, that sounds like a complete sentence. No. No. That's not how it's going to work. And it's always lower. So we work on the words. More importantly, we work on the gestures, how much territory you occupy.

I said, no, Brian, I'm teaching them the right way because these are going to be future executives. You don't say, no, no, no, no, no, no. Now, that sounds like a complete sentence. No. No. That's not how it's going to work. And it's always lower. So we work on the words. More importantly, we work on the gestures, how much territory you occupy.

Because the territory that you occupy, if you're here.

Because the territory that you occupy, if you're here.

You're shriveled. You don't want to be excessive. You don't want to look like a clown, but you want to have the space that you're entitled to. And then I think it's very important to learn to speak in cadence. When you speak in cadence, and I do it, is people listen. They have time to process what you're saying, but they can also attach the emotion that goes with it. Who spoke in cadence?

You're shriveled. You don't want to be excessive. You don't want to look like a clown, but you want to have the space that you're entitled to. And then I think it's very important to learn to speak in cadence. When you speak in cadence, and I do it, is people listen. They have time to process what you're saying, but they can also attach the emotion that goes with it. Who spoke in cadence?