The Bush Doctrine on Speech Writing

In his entertaining memoir Speech*Less, speech writer Matt Latimer reveals something about the speeches developed for President G.W. Bush.  By the way, he was one of the speech writers.

‘I quickly discovered the answer to a question I’d been asked by people since I’d arrived at the White House:  why did the President’s speeches always seem to be so bad?  It turned out it was intentional.  On my very first day, Bill McGurn and Marc Thiessen both told me that the president was “okay” with a flat speech.  All he cared about was logic and organization, not eloquence.  As a student at Yale, the President had learned that all speeches should have an introduction, three points, a peroration, and a conclusion.  I didn’t even know what a peroration was.  The president wasn’t as insanely rigid about this approach, though, as Bill and the other writers thought he was. I’d read many of his finer speeches in his first term, and they rarely followed this pattern.  But pushing the President to like a speech that was written differently was too risky.  The writers all lived in fear that he’d blow up at them, which on occasion he’d been known to do.  So in the quest for rigid logic—point A to point B to point C to conclusion—language that satisfied the President in one speech would be cut and pasted into the next speech and then the next.’

Matt decides that, since he didn’t go to Yale but rather attended the University of Michigan, he was not obliged to follow the routine.

The Bush Doctrine of speech writing sounds suspiciously like the models I’ve seen being peddled to the business community.

Having a model is good, because it saves time and helps you think about structure.  But slavish devotion to models creates M&M: monotony and mediocrity.

Look for a way to use your model as a spring board to create an EXPERIENCE for your listeners.

Sims Wyeth is a speech coach in Montclair, NJ specializing in presentation skills and public speaking training in order to give accomplished people the knowledge and skill they need to become accomplished speakers. Learn more public speaking tips at www.SimsWyeth.com.

My friend Wick Smith told me about this approach to messaging. Wick has been in advertising for many years, primarily in Asia. He speaks Japanese and is an incredibly resourceful and creative person.

The Wick Smith Approach is based on the four elements in an ad:

The Headline, The Image, The Body Copy, The Logo

Each one has a role to play, and each viewer will have his or her own preference as to which is most important.

The Headline is the big idea or the claim being made by the ad. People who like the big picture and avoid the details prefer to read the headline.  Since people make decisions out of fear or desire, a headline should target one of those emotions.

The Image appeals to the visual thinker. The Image could evoke a problem that needs to be solved, or an aspiration that the viewer has. Either one stimulates the emotions and moves the viewer to action.

The Body Copy is meant to give the reader reasons to buy—some would even say “permission” to buy. For instance, expensive chocolate companies often compose body copy trying to convince prospects that they are “worth it,” and deserve a little luxury in their lives.

Finally, the Logo is meant to build the relationship. It is the identity of the company, and therefore the sign of trust and reliability, or perhaps of excitement (Ferrari) or innovation (Apple), or perhaps luxury (Tiffany).

Speeches and presentations need all four of these elements.

First, the Headline. The speaker should be able to articulate the Headline, or premise of the talk, in one simple sentence. For instance, “Everyone can become a better speaker,” is the premise of this blog (and this article.)

PowerPoint should be used to supply visuals to support the spoken word, or if the speaker chooses to NOT USE POWERPOINT, he can tell stories or use metaphors and analogies to paint pictures in the mind of the listeners.

In a presentation, Body Copy is the proof you marshall under your claims. Each slide should have a Headline that makes a claim, and the imagery or data on the slide should supply the evidence that the headline is a valid conclusion.

It is ill-advised to put body copy on a slide because it is hard for the audience to read slides and listen at the same time.

Much better to put dramatic imagery on your slides and put the detailed narrative in the notes section of the PowerPoint page.

Finally,  in a presentation, the Logo is YOU. You are not a corporation. You are a person, and your behaviors and look should be consistent with the message you strive to impart.

Furthermore, the presentation should be all about the audience, not all about how cool you, your company, product, or ideas are. So, in a sales presentation, I suggest that you remove your company Logo from all your slides except the title slide.  Instead, put your prospect’s Logo on the slides.

Conclusion: Good ads persuade us to buy through four channels of communication:

1.  The claim,  generalization, or summary headline

2.  The details and evidence to prove that the headline is true and valid

3.  An image that enables us to feel the benefit of the offering

4.  A logo, or a branded source of information, that strives to earn our trust in the argument being made.

Speeches and presentations have similar elements: Key take-aways! Data, facts and other forms of proof (such as stories) that justify the key-takeaways! And Imagery on the slides or created in the mind of the audience by the speaker telling vivid stories!

And then there is you, the speaker, the source of the information. Your comfort, confidence and ease on stage help you generate the willing suspension of disbelief amongst your listeners, which allows them to take a chance on you and your idea.

Sims Wyeth is a speech coach in Montclair, NJ specializing in presentation skills andpublic speaking training in order to give accomplished people the knowledge and skill they need to become accomplished speakers. Learn more public speaking tips at www.SimsWyeth.com.

In financial services, every firm has a process for making decisions about investments. The process is usually designed to ensure that there is due deliberation about decisions, and that no money manager is allowed to invest without periodic oversight from a board or committee.

This is sensible, since one person, left to his own devices, might occasionally make an error that could be caught if only a group of experienced people looked over his shoulder.

The Investment Committee, as they might be called, serve as editors to prune and shape the creative ideas of the money managers, whether they might have a tendency to swing for the fences, be too cautious, or drift too far from the declared strategy.

The problem arises when a board, a family, or an individual goes shopping for a money manager, and has to listen to the five potential firms describe their investment process. They all sound the same.

Those making the pitch try hard to differentiate their process, but as the old saying goes, most of us are interested in sausage, but few want to know how it’s made.  Let’s face it, process can be boring.

Nevertheless, the financial professional has to have a process, and she has to demonstrate to a prospect how it works and why it’s good. After all, if she doesn’t mention it, the prospect might assume that she doesn’t have one, and exclude her as a preferred candidate.

So how can a financial services presenter make the investment process interesting and a source of differentiation?

The first step is to answer the question, “Why should they care about the process?” This is often the most forgotten component of informal, sit down meetings conducted using a pitch book.

One way to bring an investment process to life is to lead the prospect through a series of questions to determine what he knows about the process, and why he thinks it’s important.   If he knows little, and if he’s unclear about its value, you have opened what psychologists call a “knowledge gap”  which creates curiosity. 

Another approach is to confess aloud that everyone has a process, for good reason, and then paint the picture of what can happen without it. Given the recent collapse of several well-known firms due to lack of oversight, it should not be hard to tell a story that will capture the prospect’s attention.

You may fear bringing fear into the conversation, but fear not. Your brief depiction of what happens when money is invested without due diligence can make your process all the more attractive and interesting.

Another way to draw attention to your process is to FLAG it. FLAGGING is a verbal technique that professors use when they say, “What I’m about to present to you will be on the test.” Students wake up and take notes at that moment.

You can use the same technique to encourage prospects to focus on what otherwise might be a dry recitation of a complex diagram or set of bullet points.

For example, you could say, “What I’m about to tell you may seem boring and routine–you may think you’ve heard it all before–but it is the most important and powerful thing we do to protect your assets and ultimately your purchasing power.”

And then off you go, with the prospect leaning forward intent on understanding how you protect and preserve his hard-earned wealth.