What are the key non-verbal cues for warmth and competence?

Warmth can be signaled through smiling, nodding, and a head tilt. Competence is shown through confident posture, shoulders back, and using gestures like finger steepling. Avoid hiding hands or slouching.

How can I make my words carry more weight?

Use fewer words but make them sharper and more impactful. Support your ideas with data and credentials. Mastering the pause after delivering a key point allows your words to have greater gravity.

What is the 'GET' method for effective communication?

The GET method stands for Gestures, Eyes, and Tone. Use precise hand gestures, maintain focused eye contact, and employ an authoritative vocal tone with a lower pitch and projected voice to ensure you are heard.

Why is it important to use stories instead of just statistics?

Humans are naturally wired to follow stories, making them more memorable and persuasive than raw data. Anecdotes and narratives help convey points effectively and create a deeper connection with the audience.

How do I control the direction of a conversation?

Command the frame by defining the lens through which the conversation is viewed. Instead of directly disagreeing, reframe the issue by stating what it is *not* about, and then pivoting to what is most important.

Should I ever cry in a business meeting?

No, crying in business meetings due to frustration is not a '1% move' and signals weakness. While empathy for others is appropriate, avoid showing emotional distress yourself in professional settings.

How do I speak up about difficult issues?

Name the elephant in the room by calling out the obvious, uncomfortable truth. This can be done as a question initially or, with more authority, as a direct statement. Voicing these truths can build respect.

How can I prepare to communicate more effectively?

Top communicators aren't born; they prepare. Practice your communication, anticipate needs, use techniques like the three-point rule, and end conversations with clear commands to drive action.

Key Moments

How To Speak Like A Top 1% CEO

Codie Sanchez

Science & Technology4 min read22 min video

Sep 29, 2025|652,240 views|23,535|433

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Key Moments

TL;DR

Speak with confidence: Use clear headlines, warmth, and competence to command respect.

Key Insights

Effective communication hinges on signaling both warmth and competence.

Speaking in headlines, with clear and direct statements, gets your point across immediately.

Non-verbal cues like the slow triple nod and head tilt convey warmth and engagement.

Confident posture, steepling fingers, and visible hands signal competence and self-assurance.

Using fewer, sharper words backed by data and stories makes your message more impactful.

Mastering pauses and using the 'three-point rule' enhances persuasiveness and memorability.

Naming the 'elephant in the room' and projecting calm certainty builds trust and authority.

Storytelling is more effective than raw statistics for audience engagement.

THE POWER OF SPEAKING IN HEADLINES

To command respect, start conversations with your main point, not a lengthy preamble. Executives get straight to the action, mirroring this approach by presenting a clear 'headline' first. This decisive speech, characterized by direct statements and minimal hedging, signals competence and prevents others from rephrasing your ideas as their own. When requesting time, frame it with the problem and potential solution, e.g., 'I found a problem leading to lost revenue; can we discuss for 5 minutes?' or 'I have a solution needing 30 seconds for approval.' This formula clearly states the issue, its impact on the listener, and the time commitment required, ensuring you are heard.

BALANCING WARMTH AND COMPETENCE CUES

Respect is built on quickly signaling two key traits: trust (warmth) and reliability (competence). Warmth cues include smiling, nodding, and the 'slow triple nod,' which encourages the speaker to elaborate. A head tilt adds warmth to a statement. Competence is conveyed through confident posture, standing tall with shoulders back, occupying space, and keeping hands visible on a table. Gestures like steepling fingers signify thoughtful consideration, but avoid unsettling displays like unnerving hand movements. These non-verbal signals are crucial for building rapport and establishing credibility.

SHARPEN YOUR MESSAGE WITH BREVITY AND STORIES

Impactful communication involves using fewer, sharper words, supported by data and credentials. Instead of vague statements like 'increase revenue significantly,' opt for specific targets such as 'double revenue in 12 months.' Numbers and certifications reinforce expertise, allowing data to speak for itself. Employing a narrative structure, or 'show, don't tell,' makes messages more memorable than mere statistics. For instance, recounting a past crisis due to a bad hire is more compelling than stating a generic turnover increase. Stories resonate with human nature and are more persuasive.

MASTERING THE PAUSE AND THE THREE-POINT RULE

Strategic use of silence, known as 'mastering the pause,' amplifies the weight of your words and demonstrates comfort in owning the conversation. After delivering a key point, pause to let it resonate. If needing to assert your turn to speak, use a non-verbal cue like raising a finger to signal expectation for silence. The 'three-point rule'—framing information in sets of three—leverages the brain's affinity for patterns, making messages complete and memorable. Examples include 'opportunity, risk, next step' or 'first principles, second-order effects, and the ultimate outcome.'

CONTROLLING THE NARRATIVE FRAME AND PROJECTING CERTAINTY

Commanding the frame means defining the context of a conversation rather than letting others set it. Instead of directly disagreeing with a sentiment like 'we shouldn't spend that money,' reframe it as 'this isn't about money, it's about survival.' This shifts the focus to a more critical perspective. Projecting calm certainty, even when facing uncertainty, builds trust. Leaders should appear unshakable, like a duck gliding smoothly while paddling furiously beneath the surface. Avoid emotional outbursts like crying in professional settings, as this signals a lack of control and is detrimental to leadership perception.

NAMING THE OBVIOUS AND ASKING PROVOCATIVE QUESTIONS

Effectively addressing unspoken issues, or 'naming the elephant,' can break tension and build credibility. Voicing uncomfortable truths, perhaps as a question like 'Are we not hitting sales targets because our product is subpar?', can diffuse unspoken concerns. For even greater authority, state the truth directly. Leaders earn respect by articulating what others are hesitant to say, especially if the truth reflects on themselves, like admitting a past misjudgment. Additionally, asking 'dangerous' or thought-provoking questions, such as 'What's the one risk that could kill this deal?', challenges assumptions and signals a commitment to finding real truths.

PREPARATION AND SELF-AWARENESS FOR LEADERSHIP

Becoming a top communicator is not innate; it requires diligent preparation to surpass the efforts of others. Analyze your communication by examining your emails for 'warmth' words (e.g., 'cheers,' 'learn,' emojis) versus 'competence' words (e.g., 'achieve,' 'results,' 'data'). Most individuals lean towards one extreme. Self-awareness of your natural tendency—whether high on competence or warmth—allows for targeted improvement. Top leaders masterfully wield both, using them precisely rather than broadly, to connect effectively and influence outcomes. This strategic application is key to achieving 1% communication skills.

Mentioned in This Episode

●People Referenced

Speaking Like a Top 1% CEO: Dos and Don'ts

Practical takeaways from this episode

Do This

Start with the headline/main point.

Use clear, direct statements with minimal hedging.

Signal warmth through smiling, nodding, and head tilts.

Signal competence through confident posture and finger steepling.

Use fewer, sharper words and support with data.

Employ precise hand gestures and an authoritative vocal tone.

Narrow eyes briefly to show focus.

Use pauses intentionally to create gravity.

Tell stories to convey information effectively.

Frame points using the rule of three.

Control the conversation frame by redirecting or reframing.

Project calm certainty, even when figuring things out.

Name the elephant in the room by voicing unspoken truths.

End conversations with a clear action or command.

Ask insightful, thought-provoking questions.

Balance warmth and competence strategically.

Prepare and practice your communication.

Avoid This

Use excessive preamble or throat clearing.

Incorporate too many qualifiers or apologies.

Use rapid, dismissive nods.

Hide hands or slouch.

Use filler words excessively (e.g., 'uh', 'um').

End sentences with an upward inflection (vocal fry).

Fill silence immediately after making a key point.

Rely solely on statistics without narrative context.

Overwhelm with too many points (stick to threes).

Let others control the conversation frame.

Fake emotions; be committed to the intended emotion.

Cry in business meetings due to frustration.

Avoid speaking uncomfortable truths.

Leave conversations open-ended.

Ask only safe or superficial questions.

Show condescension through smirks or fake smiles.

Assume communication skills are innate; they require prep.

Warmth vs. Competence Indicators

Data extracted from this episode

Type	Examples
Warmth Language	Cheers, collaborate, learn, emojis, thank yous, exclamation points, smiley faces
Competence Language	Achieve, mastery, results, outcomes, data, charts, graphs

Common Questions

Start by speaking in headlines, stating your main point first. Use clear, direct statements with limited hedging and apologies. Project calm certainty, even if you are still working through details.