October 2, 2025 • 47 mins
Show Notes: From 'At Holes' to Advocates – Mastering the Art of Talking with People
Guest: Jason Raitz, President of Speak With People
Chapters
1. Introduction & Guest Welcome
Chris Whitaker introduces the episode and welcomes communication expert Jason Raitz. Jason shares his background, mission, and the inspiration behind his passion for helping people communicate more effectively.
2. The Power of Words & Early Influences
Jason recounts formative experiences, including childhood moments and the impact of words—both positive and negative—on his life and career. He introduces the concept of "speaking with" versus "speaking at" people.
3. Building Bridges, Not Walls
Discussion on how communication styles can either build trust and connection or create barriers. Jason explains the difference between using communication to empower versus control.
4. The Voices Framework
Jason introduces the "Voices Framework," an acronym-based approach to understanding communication styles (Vision, Organizer, Insight, Clarity, Empathy) and how recognizing your style can improve interactions.
5. Communication Across Generations
Exploring the challenges and opportunities of communicating in multi-generational workplaces. Jason and Chris discuss adapting communication styles to bridge generational gaps and foster collaboration.
6. The Importance of Listening
Jason emphasizes the value of listening over talking, especially in sales and leadership. He shares practical strategies for asking better questions and being fully present in conversations.
7. Body Language, Tone, and Clarity
A breakdown of the elements of effective communication: words, tone, and body language. The conversation covers the importance of clarity, confidence, and non-verbal cues in building influence.
8. Practical Tips for Professionals
Jason offers actionable advice for professionals, including the TED acronym for open-ended questions, the importance of breathing and presence, and how to make introductions more memorable.
9. Overcoming Communication Barriers
The hosts discuss common communication pitfalls, such as rambling, lack of clarity, and failing to adapt to the audience. Jason shares tips for self-assessment and continuous improvement.
10. Final Thoughts & Resources
Jason and Chris wrap up with key takeaways: clarity is kindness, healthy communication is like oxygen, and everyone has the power to amplify their influence through intentional communication. Jason shares his contact info and resources for further learning.
Links & Resources:
- Jason Raitz: Speak With People
- The Wireless Way Podcast: thewirelessway.net
- Book recommendations: "StoryBrand" by Donald Miller, "The Next Conversation" by Jefferson Fisher
Contact:
For assessments, resources, or questions, email Jason at jason@speakwithpeople.com
If you enjoyed this episode, please share it with someone who could benefit, and check out the website for more resources and feedback opportunities!
Check out my website https://thewirelessway.net/ use the contact button to send request and feedback.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
chris_1_07-15-2025_122034 (00:04):
Hey, welcome back to another episode
of The Wireless Way.
I'm your host, Chris Whitaker,today I'm, excited to bring on a
topic that's near and dear my,my heart.
today I'm grateful to welcome acommunication powerhouse from
beautiful Tampa, Florida.
Jason Raitz.
Jason is the president
of, speak With People, a dynamic
(00:24):
keynote speaker, coach, trainer,and yes, a podcast host.
It's always it is a little nervewracking.
Jason, have another podcasthost.
There's only room for one host,man.
So I appreciate you being theguest today and, sit in the
co-pilot seat for a while.
a Little more about Jason beforewe bring him on.
he's got a mission to helpclient-based professionals
(00:44):
master communication to buildtrust, increase referrals.
and drive consistent businessgrowth.
the word consistent, that's achallenge for some people.
So I'm anxious to get yourthoughts on that.
he spent nearly 30 yearsspeaking on stages, leading
workshops and coaching leadersto speak with their clients and
not at them.
there's so much to unpack there,especially around leadership.
(01:09):
today what we hope to, dive intoand talk about is how to talk
less and listen more.
That's important to mepersonally.
the power behind trust andeffective communication.
why influence isn't about beingthe loudest.
Coming from a guy that's loud, Igotta hear more about that.
but the listener who trulyunderstands that's the goal.
And practical strategies you canimplement immediately, even
(01:32):
today after listening to thisepisode, to build deeper
connections and drive yourbusiness forward.
get ready, grab your notebookand, let's unlock the kind of
communication that transformsrelationships into referrals and
clients into champions.
Welcome, Jason.
thanks for being here.
I'm glad we finally got this onthe books and here we are.
jason-raitz_1_07-15-2025_12 (01:53):
Oh, I'm honored to be here.
Excited to, Talk with you, havethis conversation, and thank you
to your listeners for, joiningin.
This is fantastic.
chris_1_07-15-2025_122034 (02:01):
so this has been kind of your
lifelong, mission.
I mean, for 30 years you've beenin this, realm of, helping us
communicate better.
jason-raitz_1_07-15-2025_122 (02:12):
it goes back, geez, I'll be 50 in a
couple of months here and itreally goes back to one of my
first rock concerts.
I am pretty sure it was, BobSeger, in Detroit at the Fox
Theater.
My parents took me.
Pretty awesome parents who wouldtake a
chris_1_07-15-2025_122034 (02:27):
Yeah.
jason-raitz_1_07-15-2025_122 (02:28):
to a Bob Seer concert.
And, I was just in awe theentire time we're in the last
row in the balcony watchingeverything happen.
Adults, go crazy.
I mean, I understand there issome substances at play and
they're
chris_1_07-15-2025_122034 (02:41):
Sure.
jason-raitz_1_07-15-2025_1220 (02:41):
a good time enjoying it, but at
the very end he steps up to themicrophone and starts to speak.
And the entire place, it's likeyou could hear a pin drop.
It was so silent.
And I remember at 11 years oldthinking, oh my goodness.
that's power.
That's incredible.
That's influence.
And so the very next day in mybasement in Detroit, Michigan, I
(03:02):
built a stage and then I wouldtake my mom's chocolate chip
cookies and I would beg myneighborhood friends to come
over and listen to me speak.
So I would do sales pitches orcomedy routines or, they would
just have to sit through myspiel and then they'd get the
cookies.
And so, ever since then.
And I think, you know, maybe achildhood of some bullying
where, you know, words, I justgot the taste of how powerful
(03:27):
our words could be.
Then some adults who came in mylife who spoke, words that
basically changed the directionof my life.
I got stuck in this mission thatI would love to help people
speak with
chris_1_07-15-2025_122 (03:39):
Awesome.
jason-raitz_1_07-15-2025_1 (03:39):
When you speak at someone, you know,
use fear, you use manipulation,you use control.
You talk down to them.
And, you immediately put up awall between you and the person.
when you speak with people, youcreate this bridge.
And when you speak with youbreathe life into them.
(04:02):
When you speak at people, yousuck the life out of them, speak
with people, whether it's myclients, whether it's my family,
whether it's people that I don'tknow, the random people who
comment, Crazy things, onFacebook.
wanna live a different lifeinstead of those knee jerk
reactions So yeah.
(04:23):
Since then, I've just been onthis mission.
different seasons.
I spent a lot of time speakingin public schools.
So I did assemblies and I stoodin front of middle school kids
and high school kids, and Italked about the power of our
words and how to choose theright words.
And then it's transitioned toparents and teachers, and then
it's transitioned to thecorporate world.
And primarily now I spend 90% ofmy time, in corporate training.
(04:46):
So like this week I was at a fewdifferent headquarters here in
Tampa.
Training their folks.
processing things, complianceaccounting.
they don't know how tocommunicate to each other.
And when that happens,productivity comes to a
screeching halt.
finally somebody calls HR andthere's, three people hashing it
out.
what if we knew how to talk toeach other in a way that none of
(05:08):
that happened?
I lead workshops helping themthat way.
I lead workshops for salesteams.
When it comes to speaking withtheir clients, how do you speak
in a way that builds trust?
So we've been able to developthis framework called the Voices
Framework.
all speak differently, and sowhen you understand how you were
wired uniquely to speak.
(05:29):
we took the word voice and webroke it into an acronym.
some of us are vision, people,this could be the greatest thing
you ever experienced.
Some of us are organizer voices,you know, when we talk to each
other, I have spreadsheets andtype of things.
chris_1_07-15-2025_122034 (05:45):
Yeah.
jason-raitz_1_07-15-2025_1 (05:46):
Some of us are insight, we're kind of
the sage.
We bring the wisdom.
It's deep, clarity, you know, wespeak very simply.
People understand it.
And then empathy, some of us arelike, our words are like a big
hug.
And so when you understand yourvoice, you can then, step into
it and speak fully.
So we've created assessments,frameworks, and we help
(06:07):
companies, on either end.
it's been absolutely amazing tobe able to do this.
chris_1_07-15-2025_122034 (06:11):
and you're right, it's such a.
Part of being a human being, Imean, communication's at the
core of everything, getting ourneeds, satisfied.
You know, I want a glass ofwater.
I mean, how you communicate.
It's so important.
I got one question.
I'm gonna go back to the veryfirst few statements you made.
do you remember, what kind ofcookies did you offer your
(06:31):
friends?
I mean, I'm a cookie guy,
jason-raitz_1_07-15-2025_12 (06:33):
Oh,
chris_1_07-15-2025_122034 (06:34):
was it like anything or was there a
particular type.
jason-raitz_1_07-15-2025_12 (06:37):
No, she makes some pretty killer
chocolate chips, so
chris_1_07-15-2025_122034 (06:39):
Okay.
jason-raitz_1_07-15-2025 (06:41):
things I'm trying to stay away from
now.
chris_1_07-15-2025_122034 (06:43):
Oh, that funny.
Yeah.
Me and you both.
I stepped chocolate chip cookie,especially freshly made
chocolate chip cookies.
there's a time in my life wherewe would make'em like once a
week just to have after dinner,whatever, Not anymore, man.
I can't do that now.
jason-raitz_1_07-15-2025 (06:55):
Can't, there's a crumble.
dunno if you have crumble cookiewhere you are,
chris_1_07-15-2025_122034 (06:57):
Yeah.
jason-raitz_1_07-15-2025_12 (06:58):
and make these giant cookies.
I gotta stay far away from thatplace.
chris_1_07-15-2025_122034 (07:01):
Whew.
jason-raitz_1_07-15-2025_122 (07:01):
if I drive by, I
chris_1_07-15-2025_12203 (07:03):
Smell.
jason-raitz_1_07-15-2025_1 (07:04):
this is ridiculous.
chris_1_07-15-2025_122034 (07:05):
Yeah.
And then there was always Oreocookies, you know?
are you the one that, wouldbreak'em apart and, eat the
white Oreo filling?
Or would you eat it as a wholecookie?
jason-raitz_1_07-15-2025_12 (07:14):
No, I broke it apart, did the
filling first.
And, you know, I took it a stepfurther'cause I love actual
cookies and ice cream, when youbreak apart the, I mean, it's
just ugh.
So good.
chris_1_07-15-2025_122034 (07:25):
Yeah.
later in life things change,it's this evolution.
do you think the way, so I guessobviously you could say there's
an evolution the way wecommunicate through.
You mentioned earlier too,about, you know, being younger
and how even your careersevolved.
do you see that withprofessionals, I mean, people at
different.
You know, parts of their life,whether they're right outta
college or new to the businessversus, you know, guys like me.
(07:48):
I feel like I'm on the back ninehere, you know?
And, do you see an evolution?
Is that, is that necessary partof the journey?
jason-raitz_1_07-15-2025_12 (07:56):
the bummer part of the evolution
sometimes for us older folks isget to a place where we've done
it the same way for so long andthen we refuse to change.
I spend a lot of time in roomsand I'm that way with, different
parts of my life.
just'cause I'm passionate aboutcommunication other parts of my
life, I've kinda let go by thewayside.
think if we could catch, theyounger version of ourselves, if
(08:18):
you're mentoring leaders, if, ifyou are in a position where
you're overseeing younger staff,teaching, my wife and I have
five kids when we, you know, areolder, there are adults now.
The youngest is 11, 17 and then22, 24 and 25, even when they
were toddlers.
they were talking and theyweren't looking an adult in the
(08:38):
eye, we would stop theconversation and say, okay,
gonna start over.
It's respectful.
When we talk to people, we lookthem in the eye.
We did this all the time.
time and time again, I've gottenstopped by teachers and, pe you
know, people that, they justknow my kids who say I'm just
shocked at how well they speakto adults.
We try to, you know, bring thatinto'em.
(08:59):
So if I could, motivate,encourage any of your listeners
who have a voice into theyounger generation, do not let
them get away with shabby,communication habits.
it really is the way effectivecommunication impacts the bottom
line.
it's not just the bottom line ofa p and l statement.
It is the bottom line of yourinfluence.
(09:20):
the trust that people have foryou.
the bottom line of how wellyou'll do in life.
And.
I get the listener who's going,but you don't understand.
I'm a flaming introvert.
I don't like people.
I understand.
even in your introverted ways,and I can relate to some of
that, you do have to learn someof these communication skills in
(09:41):
order to be successful.
our communication's a lot likebreathing, right?
We breathe all day long, but howoften do we stop?
that breath was magical.
I'm gonna put that down in mygratitude journal.
the only time we really payattention to our breathing is
when we get sick and our chestgets heavy.
if any of your listeners arelike me, I start to whine and
complain to my wife and she'slike, come on man, just man up.
chris_1_07-15-2025_122034 (10:03):
Yeah.
jason-raitz_1_07-15-2 (10:04):
children, you can get through some
congestion.
For leaders.
Don't wait till yourcommunication is congested to
where you know now all of asudden you haven't paid
attention, worked on it, and nowyour communication's toxic
There's a reason why people arepromoted.
so many stats and data.
(10:24):
show communicators are promotedquicker.
and here's the thing.
They could be a unhealthy, athole type communicator, and
they're still getting promotedbecause they're the loudest or
the brass,
chris_1_07-15-2025_12203 (10:37):
Right.
jason-raitz_1_07-15-202 (10:37):
they're the most talkative.
But even in your introvertedways, if you learn some
communication skills it will setyou, above.
those are some of the thingsthat I get excited about.
I was just in a room this lastweek with about a hundred
employees from a credit unionhere in Tampa.
I can see some of the eyes, whenyou're up in front of people,
(10:59):
you can read the room.
I could see some of the eyeslike, oh, come on man.
You're really talking about howwe communicate.
it kind of goes back to the oldAllen Iversson, press conference
years ago where he is likepractice.
You're talking about practice,like I'm talking about the game,
but the reality is, practice isthat important gotta get ready
in order to do these things.
So that's how important it's
chris_1_07-15-2025_122034 (11:20):
Man, that's fantastic.
I spent 10 years in the Army.
It was my first career.
jason-raitz_1_07-15-2025_1 (11:24):
wow.
chris_1_07-15-2025_122034 (11:25):
it's funny'cause I had a first
sergeant as I was talking aboutgetting out and he goes whatever
you do, you need to go intosales.
I was an airborne Infantrymen,so the farthest thing from a
sales guy, and I'm like, why doyou say that?
He goes,'cause every time I needsomething done, especially if no
one else can get it done, when Isend you, you always come back
and say it's taken care of.
So whatever you're doing, youmust be influencing people or
you have a way of talking topeople so yeah, I was like, you
(11:47):
know what, that again, the otherlesson there is I had a leader
and a mentor that gave me goodadvice
jason-raitz_1_07-15-2025 (11:53):
That's
chris_1_07-15-2025_122034 (11:53):
and he explained it to me.
'cause I'm like, why would yousay that?
Because I was almost offended.
I'm like, don't you know, I'mlike the ultimate warrior here.
Of course I wasn't.
but when, you know, 28 yearsold, I felt I was like GI Joe.
but yeah.
So yeah, I think leadership isso important and communication.
It's kinda hard to be a goodleader without communication.
jason-raitz_1_07-15-20 (12:09):
percent.
And that's where,
chris_1_07-15-2025_122034 (12:10):
yeah.
jason-raitz_1_07-15-2025_122 (12:11):
we talk about on my podcast, the
Speaking of People podcast,
chris_1_07-15-2025_122034 (12:13):
no, please.
I wanted you to tell us aboutit.
I'll have a link in the, shownotes.
jason-raitz_1_07-15-2025_1220 (12:16):
I love it.
our communication really doesfuel our leadership influence.
Maxwell says, you're a leader ifyou have influence.
I was doing a training once witha bunch of, tellers from a bank
and a woman in the front rowstops me and says, you keep
calling us leaders.
We're not leaders.
We're just tellers.
And I was like, ah.
chris_1_07-15-2025_122034 (12:37):
That does sting.
jason-raitz_1_07-15-2025_1220 (12:39):
I was like, I get where you're
coming from.
But I looked at her and I said,do you have influence in your
home?
Well, yeah, yeah, yeah.
Do you have influence in your
chris_1_07-15-2025_122034 (12:46):
Yep.
jason-raitz_1_07-15-2025_122 (12:47):
Do you have influence with your
customers?
You're a leader.
And so how you steward thatleadership is so important.
communications currency, How youspend it, I think will increase
or decrease your leadershipinfluence.
There's a reason why some of youwork in a place where nobody
wants to go by that office orcubicle because that person
(13:08):
doesn't have any leadershipinfluence.
They may have wasted it.
Their communication may besharp, their tone may be off.
They may misread the signals.
Maybe they don't have emotionalintelligence.
you said something earlier,talked about the importance of
communication.
every conversation.
for it to be a hundred percentsuccessful, because sometimes we
(13:28):
think communication is just,dumping information that's not
communication.
Sometimes we think communicationis ramming it down someone's
throat.
That's not communication.
Research shows us three thingshappen in every conversation.
every conversation if you wantit to be successful.
Three things have to happen.
One, have to know what you'regonna say.
(13:50):
You know, there's, you've,you've got a thought brewing
often I've said things that Idefinitely didn't think, I was
like, oh no, why did that comeoutta my mouth?
so that's gotta happen.
And then what comes outta mymouth has to be attached to
that.
So it actually is what I wasthinking.
And then the recipient has tounderstand it.
(14:11):
If you're a person who saysthings like, Does that make
sense?
is that clear?
And you have to say that overand over, you're probably not
getting that You know, thosethree things probably aren't,
happening.
So that's why it's so important.
You talked about, the listeningcomponent.
my fatal flaw of communicationis I'm a talker, right?
chris_1_07-15-2025_122034 (14:31):
Yeah,
jason-raitz_1_07-15-2025_122 (14:32):
My
chris_1_07-15-2025_1220 (14:32):
guilty.
jason-raitz_1_07-15-2025_1220 (14:33):
a hundred miles an hour.
I'm seven steps ahead in theconversation.
I see where it's going, but itputs up a wall again.
if I'm not listening to theperson that I'm talking with,
especially in sales, to them, Ihaven't asked any questions, I
haven't asked what their problemis, the pain that they're
(14:53):
experiencing, and I just dumpout my solution, it's not gonna
work.
I may be able to force it.
we see successful leaders whoforce their communication out of
fear.
These are, your typicalmicromanagers, but they may only
see success for a short season.
And then a staff member leaves,and then a staff member leaves,
(15:14):
and then they get a new one andthey force it on them, and then
a staff member leaves.
instead of shifting and going,okay, I gotta do the internal
work.
To make sure that I'm healthy,physically, emotionally,
mentally, relationally, becauseif my inside is healthy, what
comes outta my mouth is gonna behealthy.
I've gotta do the work to assessam I an interrupter?
(15:36):
am I a fidgeter?
Am I looking at technologyduring an entire conversation?
Am I making assumptions?
Am I, you know, there's all ofthese barrier, blocks to the
wall that we can create.
So it's so much more cut and drythan just, you know, I just
talk.
No, there's a whole lot to itand especially if you're a
leader and you wanna step into arole of leadership where you
(15:59):
have influence over others,taking the time to improve your
communication skills, it will donothing but fuel your
leadership.
And that's what I love seeingwhen other leaders that happens
for.
chris_1_07-15-2025_122034 (17:49):
Yeah, so taking the time, to take
inventory.
you'd rattled off a handful ofquestions and I loved all of
them, I had someone tell meonce, take inventory of yourself
daily.
so if you're listening, you'rewondering, are you a good
communicator?
definitely pay attention here.
Take some notes, take inventory.
you'd mentioned earlier aboutthe breath, and I've been
(18:15):
working on this lately.
taking that cleansing breath.
One, for guys like us who liketo talk.
it gives my brain oxygen, Andtwo, it's that dramatic pause
gives me a chance for my words,to formulate properly.
it kind of, breaks that machinegun of words, we can deliver, at
rapid rates.
(18:36):
so you mentioned, you know, you,you've worked with bunch of
professionals.
you've clearly taken inventoryand, and you're taking what
you've learned over these 30years and now you're teaching
it.
do you see any common trendswhen you're working with these
professionals?
is it as simple as, Hey, fixthese three things and you'll be
a great communicator?
You know, is there any trendsyou've seen, and you know, how
do you address'em when younotice these trends?
jason-raitz_1_07-15-2025_12 (18:58):
Oh, that's good.
Boy, that's really good.
It, you brought up such a goodpoint about the breathing.
sometimes in my workshops, I getan eye roll when I talk about
the importance of breathing it'sfascinating.
I've been a public speakerforever.
I've been in front of crowds oftwo to 5,000.
for most leaders, it's kind ofnerve wracking.
(19:20):
I still get the butterflies,
chris_1_07-15-2025_122034 (19:21):
Sure.
jason-raitz_1_07-15-2025_12 (19:22):
one of the best things I coach
leaders to do is breathing.
I have breathing exercises thatI do before every single time I
present.
I coach the same way whenyou're, you know, getting outta
your car to go into a clientmeeting, do these breathing
exercises you need to bring thatoxygen in so it fuels your
brain.
It steadies you, it gets youcomplete.
especially if you're about tohave a difficult conversation,
chris_1_07-15-2025_122034 (19:43):
Yeah.
jason-raitz_1_07-15-2025_1220 (19:44):
a lot, of us run from conflict.
the quicker you stop running,the quicker your leadership's
gonna grow.
But if you, if you breathebefore those.
And maybe not in the presence ofthe per like, hold on a second.
know, you don't it with them,but just some simple breathing,
like four, you know, fourseconds breaths in four seconds,
(20:04):
holding it, seconds, breathsout.
that exaggerated.
It's amazing how it just bringsus calming.
I had a podcast guest on mypodcast.
he goes by the name Sing.
He's an Indian gentleman, andhe's like, my name is really
hard to pronounce, so just callme sing.
I was like, okay.
is got great research onmindfulness and he said that
(20:27):
you're meeting with clients,you're meeting with team members
and you go back to back, Whenyou sit down at a new meeting,
your brain.
For the first 15% of the meetingstill 85% engaged with the
meeting before.
So when you sit down with a newmeeting, especially for you're a
boss and you're doing employeeone-on-ones, and you don't give
(20:50):
yourself time in between evenfive minutes to reboot, you're
still gonna be stuck there.
No one's gonna get your bestself if you're doing sales calls
and you've got no time inbetween calls.
Just give yourself a fewminutes, breathe deep for those
4, 4, 4, give yourself a second,now going back to your big
(21:10):
question, any trends that I see?
Yes, for sure.
there is, a giant communication,I hate to say war, but a giant
communication battle that'sabout to take place.
And it's starting on a lot offronts.
Most workplaces, we have fourgenerations.
First time ever workingtogether.
(21:31):
Sometimes even five.
gen Z is out there in fullforce.
millennials are, there.
Gen x, boomers, sometimes eventhe silent generation, God bless
'em, are still in the workforceand they all communicate a
different way.
And underneath Gen Z, we havethis new generation, generation
(21:52):
alpha, that's coming up quick.
They're gonna overtakeeverybody.
There's so many of'em.
boomers were the biggest for along, long time.
it's all coming to an end andthere's this giant battle
happening because Gen Z theresearch shows doesn't really
like to talk.
they'd rather dm, and they, ifthey do communicate, is so fast
(22:17):
because they're the firstdigital generation.
they've never had to wait for ananswer.
You and I, we went to thelibrary.
We got 10 books we pulled out.
We don't have to do thatanymore.
You go to chat.
GPT, who's 22 uses chat, GPT foreverything.
chris_1_07-15-2025_122034 (22:34):
Oh yeah.
jason-raitz_1_07-15-2025 (22:34):
upload a video of his golf swing chat.
GPT give me pointers, investthis money chat.
GPT, what would you do?
You know, we got boomers on theother hand who still love the
respect.
They love to sit down face toface.
Millennials, they don't wanna dothat.
(22:55):
so if you are a leader in anorganization listening and you
lead people, I think one of thebest things you could do is, try
to get some type of traininghelping each generation
communicate with each other.
Because going back to the verybeginning, what we talked about,
some of us are set in our ways,if our eyes aren't open to go,
(23:18):
is it unfair of me to expect GenZ to communicate just like me, I
meet them halfway, I don't haveto change everything about it.
I don't have to admit thatthey're right even when their
communication habits wrong.
But if I just go halfway insteadof, forcing it on them, our
organizations are gonna be somuch healthier.
(23:39):
we're actually trying to leaninto each other's communication.
that's just gonna be huge.
if people can, walk throughthat, figure it out, all that
kind of stuff.
I think the second trend, hitsus all, many of us forget that.
great research.
Years ago, A-U-C-L-A,sociologist researcher, Albert
(24:02):
Meridian, he talked about inevery conversation.
The, as you look at the piechart of what's happening, only
7% the communication that'shappening is words.
words are so powerful, right?
I know 70 year olds who arestill holding onto something
their dad said to them when theywere 10.
(24:24):
all these years later thosewords still haunt you.
So even though it's only 7%,there's still that much power.
38% of conversation is yourtone.
And if you've parented kids, youknow how important tone is.
55% is your body language.
chris_1_07-15-2025_122034 (24:42):
Yeah.
jason-raitz_1_07-15-2025_12 (24:42):
And many of us, we don't recognize
that we.
You know, we're in aconversation, we cross our arms
we're clicking our pen, we'relooking at our phone every two
seconds our eyes are lookingaway.
We're touching our glasses, ourearrings, all of these things
add up It just builds that wallof communication.
if you can recognize, some ofthose, healthy ways to
(25:04):
communicate and, use them you'regoing to, keep building your
influence.
It really keeps coming back toinfluence, is just powerful.
chris_1_07-15-2025_122034 (25:14):
I love how you broke down the
different parts of communicationand going by the taking
inventory.
Those are some other areas totake inventory.
in my world, you do a lot of,lunch and learns.
We do a lot of, education serieswhere there's a half day and I
get to work with a lot ofdifferent companies we'll
protect the innocence here.
But I mean, some of thesecompanies will send presenters
(25:35):
that are like sharp.
Work the room, ask questions,engage, and then others, they
stand at the podium, click theslide and read the slide.
And I made a point now beforethe event, I'm like, look, we
even do dry runs now before,like a week before, like, Hey,
we'll do a Zoom call, teamscall, we're gonna walk through
'cause we need to give youpointers.
(25:56):
these are expensive events.
sometimes six figures and youwere bringing in.
30, 40, 50, a hundred people.
Some people are flying in, thevalue of events and, so yeah,
that's important.
And, the confidence you exudewhen you're talking.
So if I'm telling like the statsyou gave me, I don't even have
to go look'em up.
You, you, I, I believe you, youknow, but if you're not
(26:17):
confident in your words and, youknow, have the right pauses in
the right place, it just, itjust kind of.
One's paying attention, it'sgoing one ear out the other.
Those people start their phones,you lose.
You lose the audience.
jason-raitz_1_07-15-2025_1 (26:28):
even if you're an attender at one of
those events, you know, we allgo to BNI or Chamber or Rotary
or meet and greets or lunch andlearns, for years I spoke to
middle school students, so wannafeel good about yourself, like,
go stand in front of 800 middleschool students.
'cause they'll let you knowright away, if they think you
(26:48):
suck.
chris_1_07-15-2025_12203 (26:49):
That's gotta be a tough crowd.
jason-raitz_1_07-15-2025 (26:52):
really fascinating for me is, you know,
I'm standing in front of these13 year olds and now I stand in
front of, 20 to 70 year olds andacross the board, we all
struggle with body image.
We all struggle with self-image.
there's a percentage of peoplewho don't struggle with that at
all.
They walk
chris_1_07-15-2025_122034 (27:11):
They seem perfect.
jason-raitz_1_07-15-2025_12 (27:12):
for years I've been an extrovert.
I think it's flip flopped theolder I get.
I think I'm less extrovert nowand more introvert.
I gotta push myself when I'mgoing to those events.
Jason, this is gonna be good foryou.
Meet new people.
Introduce yourself.
even walking into that room, howdo you walk in?
(27:33):
Do you walk in with yourshoulders?
slunched, down, you know, isyour eyes to the ground?
do you walk in with yourshoulders up Because that kind
of presence, it speaks tosomething.
It speaks to the fact that yougo, you know what?
I'm the only one of me on theplanet, I'm gonna bring the
expertise that I bring.
(27:53):
And so when you get to thatlevel as a human being, even if
you're overweight, whatever yourthing is that you continually
discount yourself.
Even if you get to the placewhere you're like, okay, I'm
gonna bring the best version ofmyself.
Right now I've been in a seasonwhere I've been overweight for a
couple years.
I got a really bad back L four'smissing.
I used to be a quote unquoteathlete, ran every day, started
(28:17):
a business, and then in themidst of trying to figure out,
you go from the paycheck is justdeposit every two weeks and now.
Unless I book the next thing youknow, the paycheck doesn't come,
and then the back pain.
I've used food, I've just gainedsome weight, and you get to this
uncomfortable place and walkinto these rooms and you're
like, Ugh, I don't wanna bethere.
(28:38):
But you need to be as a leader,because it's good to be around
other leaders, to buildcommunity, to build those kind
of things.
So whatever place you're in.
Walk in with, your head up, yourshoulders up, then be ready.
So often you go to these meetand greets and people are like,
well, what do you do for aliving?
chris_1_07-15-2025_122034 (28:54):
Yeah.
jason-raitz_1_07-15-2025_12 (28:55):
And then somebody will say, I'm an
office manager.
a financial advisor.
chris_1_07-15-2025_122034 (29:01):
A teller.
jason-raitz_1_07-15-2025_12 (29:02):
use your communication as a way to
be sticky and memorable.
I tell, financial advisors alot, instead of just saying I'm
a financial advisor for EdwardJones.
introduce yourself this way?
What do you do for a living?
you know how some people get tothe end of their life and they
just have this whole list ofdreams that they never
accomplished because they didn'thave the money to do it.
(29:23):
I help them put together a planso they get to accomplish that
list.
chris_1_07-15-2025_122034 (29:28):
Wow.
jason-raitz_1_07-15-2025_12 (29:29):
the heck?
chris_1_07-15-2025_122034 (29:30):
Yeah.
jason-raitz_1_07-15-2025_1 (29:30):
like I introduce, you know, when I
introduce myself as speak withpeople, they're like, well, what
do you do?
Instead of saying, well, I'm aspeaker, I say, you know,
something along the same linesof there's a lot of leaders who
struggle with being heard andthey just want their voice to
matter.
I come alongside of them andhelp build their influence.
(29:50):
So they speak in a way thatother people listen.
chris_1_07-15-2025_122034 (29:54):
Yeah.
jason-raitz_1_07-15-2025_12 (29:55):
You know that, so for me it's like
take advantage of those rooms.
Even if I get to tell that tothree people, I hand them my
business card, I'm just anaccountant.
not just an accountant.
You take away the stress.
I'm a small business owner.
I know what a pain and sorryasset is to deal with all the
numbers and the IRS.
And so instead of saying I'm anaccountant, say, I take away all
(30:16):
that stress so you canconcentrate on your business.
chris_1_07-15-2025_122034 (30:19):
It is funny as you were saying that,
True story.
I think it was last night.
I'm like doing my nightly ritualof, Instagram reels and, this
girl says, so what do you do?
He goes, well, I'm actuallyinternationally known global
advisor for business developmentand customer retention to
enhance profitability forcorporations.
It's just gave it on and on andon.
(30:39):
And she's like.
Why?
And he goes, I'm a sales guy.
You know, but it was a great, Imean, it was, it was literally,
I felt like it was like twominute explanation of what he
does, but it was, it was a, asati of what you said.
But I do agree with you.
I go to a lot of these eventstoo, and, I kind of cringe.
it's not that big a deal.
It's not that important.
to your family it is.
(31:00):
however, you're earning aliving.
jason-raitz_1_07-15-2025_1 (31:01):
Yep,
chris_1_07-15-2025_122034 (31:01):
We all matter.
Everyone has a story andmatters.
jason-raitz_1_07-15-2025_1 (31:05):
yep.
chris_1_07-15-2025_122034 (31:06):
Now that was funny.
spot on there.
So pivot just a little bit.
what does speaking with clients,not at them, look like in
practice, especially whenonboarding new relationships,
something that I do a lot.
Discovery calls with newclients, Speaking with clients,
(31:26):
not at them.
Break that down just a littlebit more for us.
jason-raitz_1_07-15-2025_12 (31:30):
Oh, I love that.
I love that.
Yeah.
I love the discovery calls.
all of that is so incrediblyimportant.
as you approach those, some tipsI would use, and still I'm in
the learning mode as well.
one, we've just gotta stopasking boring questions.
chris_1_07-15-2025_122034 (31:49):
Love it.
jason-raitz_1_07-15-2025_122 (31:50):
if you have kids, you ask'em how
their day was at school, whatare they gonna say?
chris_1_07-15-2025_122034 (31:54):
Fine.
Good,
jason-raitz_1_07-15-2025 (31:55):
That's it.
Okay.
Game over.
okay.
why don't we ask differentquestions, to our kids, we can
go through that later.
But the same thing happens inour, discovery calls.
How are you doing?
Okay.
How are you today?
Okay.
How's the business going?
Okay.
Those are fine questions, butquestions really should be
disruptive.
Donald Miller talks, a lot aboutstory in his book, StoryBrand.
(32:18):
He is, one of the geniuses outthere.
He teaches companies,organizations, how to sell
through story.
There's seven parts to everystory.
the human brain longs for story.
and so it does, right?
How many billions of minutes ofNetflix do we consume?
You and I watch the reels atnight.
chris_1_07-15-2025_122034 (32:35):
Yeah.
jason-raitz_1_07-15-2025_ (32:36):
There is nothing better to me than
just laying in bed at night.
I know I shouldn't, like, Ishould be reading a book or
resting my brain or whatever,but the short reels.
I love it.
Like I'm just like, this is sogreat, why?
Because we love to be pulledinto these little stories.
so the same way with questions.
What questions do is they unlockthe genius of your potential
(32:59):
client.
So if you're able to ask aquestion in a way that disrupts
their thinking and gets them tobe creative, now their brain is
burning calories and that's whatyou want to happen because now
they're engaged with you.
if I approach these discoverycalls, these pre-calls even,
with a set of planned disruptingcreative type questions, I've
(33:22):
done some research and it'seasier than ever with Chad g Bt.
chris_1_07-15-2025_122034 (33:26):
Oh yeah.
jason-raitz_1_07-15-2025 (33:27):
here's everything this company does.
Here's all my interactions.
Give me the best three questionsI should ask them that they
never see coming.
You know, for me, my bread andbutter is in person or virtual
training experiences.
I'm either in person in a roomand I take them through, whether
it's a hour long presentation, athree hour workshop.
(33:48):
you know, a series of, 30 to 45minute virtual trainings.
before I even start, I send theman assessment.
You know, you talked earlierabout okay, try to find those
areas.
Well, I have an assessment thathelps you figure out, the areas
where I've gotta improve.
some of these meetings have thisstuff already ready.
Thinking through it.
(34:08):
You know, I ask questions of mypre-calls, give me a breakdown
in the generations in the room.
a lot of times people are like,what does that matter?
it matters because like wetalked about earlier, all those
generations speak differently.
So I wanna know who'srepresented in the room, what's
the breakdown between men andwomen, you know, what's the
break?
give me, you know, give me asmuch detail as the room.
(34:30):
What percentage of the roomwould you say are your high
performers?
what percentage are, so you knowsome of those questions to be
able to ask.
So then when I do get to aclient meeting, if you sit down
face to face or you're overzoom, I'm not wasting any time.
I have the questions ready to gobecause, listening is so
(34:52):
incredibly important your clientconversations I get stuck
sometimes thinking.
I gotta be doing the talking allthe time.
'cause I have to sell them.
it's the exact opposite.
You know?
It's, it's really the 80 20 rulereversed, 20% of the time I'm
showing up with my fullpresence.
(35:12):
I'm with you.
I'm not distracted by anythingI, I'm writing, I'm asking great
questions.
And then 80% of the time, I'mjust listening then I'm asking,
different questions
chris_1_07-15-2025_122034 (35:25):
Okay.
jason-raitz_1_07-15-2025_12 (35:25):
did we talk about the TED acronym
with questions
chris_1_07-15-2025_122034 (35:27):
No, I don't think so.
jason-raitz_1_07-15-2025_122 (35:29):
so anybody can ask great questions
if you use the TED acronym.
you wanna think in open-endedquestions, how's your day?
Okay, that's not open-ended.
So somebody says something, youdon't quite understand what
they're talking about.
So you start with the T.
me more about that.
Tell me more.
well that's simple.
Here's why you wanna do that.
(35:50):
in your client relationships,there are seven different layers
they have.
Most of us have, to those, thatrelationship and the better
question helps you unlock eachlayer.
You know, you, you start at thetop layer with the everyday
stuff that, all of us aredealing with.
it's the surface level stuff.
(36:10):
you live outside of Atlanta.
boy, I'd love to be in Atlantaright now'cause I'm a giant
baseball fan and there's nothingelse I'd rather do to go to
Truist and, Paul Skees pitch forthe National League and scribble
pitch for the American Leaguefrom my Detroit Tigers at Truist
Park, one of the stadiums Ihaven't been at, you know, that
surface level.
chris_1_07-15-2025_122034 (36:31):
Yeah.
jason-raitz_1_07-15-2025_1220 (36:31):
I get down to the personal stuff
with your client.
I now know your spouse's name.
I know how long you guys beenmarried.
I know.
if you've got kids that you'restruggling with, I know some of
those favorites.
Oh, you're a Starbucks guy.
I know some of that personalstuff.
Now I get down to the hopes andaspirations.
like now I know you, and I knowyour love for podcasting and
(36:58):
some of those aspirations aroundthat.
level four is some of thoseunspoken fears, stuff that I
don't say out loud, But as Ibuild a relationship with you I
trust you enough.
You've asked me the rightquestions, so now I open up, I
share more with you.
Then that moves to level five.
Here's the current reality ofwhere I'm at.
(37:19):
so now it's okay, here I'm at,level six.
You know, here's kind of thedecision lens.
I've gotta make some of thesedecisions in my life.
I'm wrestling through them.
then the seventh is kind of thelegacy and identity, like long
term.
This is, want my kids to knowand I, you know, all that kind
of stuff.
(37:40):
when you're able to askquestions that help you access
those different layers, lookout, cause now instead of just a
one-time client, they're gonnastick with you.
you activate the referralflywheel, especially if you're
in, transactional stuff.
So financial advisor, licensedbanker, insurance agent, real
(38:04):
estate person.
those kind of, stuff.
It's like, no, it doesn't needto be one and done.
build that much trust I'mspeaking with you, I'm asking
those questions and I'mlistening.
Now you're gonna go, wait aminute, why are you not selling
my Aunt Shelly's house?
Why are you not, you know, haveyou talked, you gotta talk to my
niece because you know, sheneeds, that's when the power
(38:27):
happens.
And so when we speak at clients,it's all transactional.
We dump information.
We don't listen to what theyactually need.
We interrupt them.
We just talk about product.
But when we speak with them.
We come prepared.
We have incredible questionsready to go.
there's even research to showthat when I hand write stuff
(38:49):
down, face to face in front ofthem, that it sets these
receptors off in the
chris_1_07-15-2025_12203 (38:54):
Right.
jason-raitz_1_07-15-2025_1220 (38:56):
I can trust them because they
lean, they're like this.
Wow, this guy really cares aboutme.
powerful stuff about speakingwith.
chris_1_07-15-2025_122034 (39:05):
Have you ever heard a guy named, bill
StanNet with Sales Excellence?
jason-raitz_1_07-15-2025_12 (39:09):
No, but it sounds like I need to,
chris_1_07-15-2025_122034 (39:11):
Yeah, I think he's actually, he, St.
Petersburg.
He is down your way.
Actually, I can make anintroduction.
He's a good friend.
he does corporate training, and,he has a module on diagnostic
questioning.
Man, I love it.
And you know, as you weretalking, you were like
validating all of that.
'cause, you know, he, that'swhat he talks about is diagno.
(39:34):
It's challenging questions.
You all know this book calledThe Challenge Yourself, which is
kind of the same area, butyou're right.
I think To be a greatcommunicator.
a lot of it's listening and,being almost surgical and
precise about where you'retrying to take a topic or
conversation.
another guy I was curious toknow if you've seen, Jefferson
(39:54):
Fisher, I mean, yeah.
He, he is like, just came outtanowhere.
Right.
I mean, but I, I enjoy hisstuff.
I mean, you know, he gives youtwo and three.
He's like, here's three thingsto help you with a difficult
conversation or dealing with thenarcissist.
all the little things that wedeal with.
And, I just finished this book,the next conversation, and you
know, it, it was very helpful.
A lot of good tips in there.
it's like anything, right?
(40:14):
every toolbox, you don'tnecessarily use every tool.
In a project, but it's good tohave them.
It is good to have a completetoolbox.
Nothing worse than had to makethree trips to Home Depot.
'cause you keep getting thewrong tool.
Right.
Yeah.
so as we kind of, I feel likewe've had a lot of great
conversation already and wecould probably go on for hours,
(40:35):
but, I have a, you know, a DDmyself as I think many of my
listeners have told me they dotoo.
Maybe.
I don't know.
But, uh, one last question Iwanna hit you with.
What's the one communicationhabit professionals usually
overlook?
something simple but powerfulthat consistently moves the
needle on trust, referrals andloyalty.
any thoughts on that?
jason-raitz_1_07-15-2025_ (40:56):
Yeah.
Whew.
That's so good.
I guess I would go right toclarity.
Dr.
Brene Brown says, clarity iskindness.
if you communicate in a way thatthe eyes are still kind of
glossed over, the people look atyou like they don't quite get
it, you've gotta do some realhonest.
Assessment down deep and go,okay, how do I make this as
(41:19):
clear as possible?
we wanna answer a question andwe tell a story and we ramble
clear is kind, jump right to it.
I do a lot of coaching forpublic speakers and I teach the
big idea method, which thereshould be one concept that's
just repeated over and overthroughout your talk 20 minutes
after they left your talk, well,what was that about?
chris_1_07-15-2025_122034 (41:39):
Yeah.
jason-raitz_1_07-15-2025_ (41:39):
Think about that, even in your
day-to-day leadership, if yourboss comes up to me and says,
Hey, gimme an update on thatproject, and you're like, you're
looking down, the ums are out ofcontrol, those type of things,
You haven't really focused onbeing clear in order to focus on
being clear, think through a fewthings.
One, take some time to plan outwhat you're gonna say.
(42:02):
So maybe you're in a teammeeting and you know, you've got
three minutes to stand up andpresent.
put some time into planning outthose three minutes and having a
clear plan, if there's only onething that I can say that I want
them to remember.
Say that first and foremost,instead of rambling, instead of
telling a story, instead of allthat, just be very clear with
(42:24):
it.
work hard, to focus on thatclarity.
I think if you know leaders,executive leaders, if they're
clear with their communication,I mean it, amazing things are
gonna happen for them.
chris_1_07-15-2025_122034 (42:36):
You know, it makes me think about
times where, in the corporatesetting and there's a new boss
coming in or someone's, oh yeah,I know so and so.
one thing I love about him, youalways know where you stand with
them.
cause again, they're clear.
I mean, again, there's noguesswork.
You don't have to wonder.
Am I doing a good job?
Does he like me?
Do they not like me?
but I like that.
(42:58):
Clarity.
Clarity.
Remove the guess out of it.
Right?
Don't, don't leave your people.
Don't leave people guessing.
jason-raitz_1_07-15-2025_ (43:04):
100%.
I actually, in my book, I have achapter, where we take, an
acronym of clarity and just walkyou through, whether it's a
conversation, whether it's,putting together an update in
front of people.
But, you know, 100% I love howyou put that.
Taking out the guesswork, isjust absolutely huge.
chris_1_07-15-2025_122034 (43:22):
Yeah.
That's great.
I've definitely enjoyed ourconversation.
Check the show notes.
there's more links and moreinformation, about, the work
that Jason.
Doing here and, and, I thinkit's an important topic.
we need to give this theattention it deserves.
any last words?
Is there anything we haven'tcovered you want to hit on or
any of the thoughts you couldshare with us?
jason-raitz_1_07-15-202 (43:46):
Healthy Communication is oxygen.
when you make the decision tospeak with people, show up with
your best self, be clear.
You make the decision to speakwith your body to have a plan.
You'll breathe life into themand don't ever get lost in the
lie that tells you your wordsdon't matter because your words
(44:07):
absolutely do matter.
you get to choose betweenspeaking with people or at them.
I highly encourage you to alwaysspeak with them because it will
amplify your influence and giveyou a chance to serve people and
there's just nothing better.
chris_1_07-15-2025_122034 (44:20):
And it's mutual respect, right?
I mean, it's like, you're right.
when you're the leader or thesubject matter expert, it's not
about us getting the, it's aboutgiving.
It's about us giving the respectto the people that are
listening.
'cause their time's valuabletoo.
I really like that concept of,being courteous and being
considerate of other people'stimes being clear, makes me
(44:41):
think about a lot of themeetings.
I tend to sometimes, you know,going back to, you said earlier
about sometimes you're still 85%in the last meeting.
I wonder if like, sometimes if,if I don't manage my calendar
properly, I'll get seven onehour calls back to back.
I'm like, okay, how's this gonnaend up?
I'm gonna be a wreck by the endof the day.
You get nothing done.
I like a lot of the bookingtools.
Microsoft has one bookings.
(45:01):
It's getting better, It's kindof glitchy sometimes, but if you
set it up right, it can be good.
But you can set it up going,Hey, make sure I got 15 minutes
buffer between.
My meetings, so don't book me atat, at the hour.
In fact, I've seen a lot ofmeetings starting to be 45
minutes, that way if you need togo over a little there's some
time, but if anything, you'redone in 45 minutes.
You got 15 minutes before five,the next one starts.
So, man, we covered a lot, Ireally appreciate that.
(45:24):
it's been a blast.
Thank you.
jason-raitz_1_07-15-2025 (45:27):
honor.
chris_1_07-15-2025_122034 (45:27):
Yeah.
jason-raitz_1_07-15-2025_ (45:28):
love, your conversations, your
questions were amazing.
for your listeners, I try tomake myself as available as
possible.
My email isjason@speakwithpeople.com, so if
you want any of theseassessments that I talked about,
if you want more information, ifyou have a question, I love to
help answer whatever I can.
chris_1_07-15-2025_122034 (45:45):
Man, I love it.
It rise of tide rises all boats.
Iron sharpens iron They'recliches because there's truth in
them, you know?
I mean, that's why they live.
The test of time, Well, thereyou go folks.
Another episode of The WirelessWay.
Please check the show notes, andas always, if you were listening
to this episode.
And someone popped in your mind,you thought, oh man, so and so
could really benefit from this.
(46:06):
Share this episode with them.
I really appreciate that.
And of course, check out thewebsite, the wireless way.net.
There's a contact us button ifyou have any suggestions,
feedback, love to hear from you.
That's the wireless way.net.
And I'll see you next time onthe wireless way.
Hey, welcome back to another episode
of The Wireless Way.
I'm your host, Chris Whitaker,today I'm, excited to bring on a
topic that's near and dear my,my heart.
today I'm grateful to welcome acommunication powerhouse from
beautiful Tampa, Florida.
Jason Raitz.
Jason is the president
of, speak With People, a dynamic
(00:24):
keynote speaker, coach, trainer,and yes, a podcast host.
It's always it is a little nervewracking.
Jason, have another podcasthost.
There's only room for one host,man.
So I appreciate you being theguest today and, sit in the
co-pilot seat for a while.
a Little more about Jason beforewe bring him on.
he's got a mission to helpclient-based professionals
(00:44):
master communication to buildtrust, increase referrals.
and drive consistent businessgrowth.
the word consistent, that's achallenge for some people.
So I'm anxious to get yourthoughts on that.
he spent nearly 30 yearsspeaking on stages, leading
workshops and coaching leadersto speak with their clients and
not at them.
there's so much to unpack there,especially around leadership.
(01:09):
today what we hope to, dive intoand talk about is how to talk
less and listen more.
That's important to mepersonally.
the power behind trust andeffective communication.
why influence isn't about beingthe loudest.
Coming from a guy that's loud, Igotta hear more about that.
but the listener who trulyunderstands that's the goal.
And practical strategies you canimplement immediately, even
(01:32):
today after listening to thisepisode, to build deeper
connections and drive yourbusiness forward.
get ready, grab your notebookand, let's unlock the kind of
communication that transformsrelationships into referrals and
clients into champions.
Welcome, Jason.
thanks for being here.
I'm glad we finally got this onthe books and here we are.
jason-raitz_1_07-15-2025_12 (01:53):
Oh, I'm honored to be here.
Excited to, Talk with you, havethis conversation, and thank you
to your listeners for, joiningin.
This is fantastic.
chris_1_07-15-2025_122034 (02:01):
so this has been kind of your
lifelong, mission.
I mean, for 30 years you've beenin this, realm of, helping us
communicate better.
jason-raitz_1_07-15-2025_122 (02:12):
it goes back, geez, I'll be 50 in a
couple of months here and itreally goes back to one of my
first rock concerts.
I am pretty sure it was, BobSeger, in Detroit at the Fox
Theater.
My parents took me.
Pretty awesome parents who wouldtake a
chris_1_07-15-2025_122034 (02:27):
Yeah.
jason-raitz_1_07-15-2025_122 (02:28):
to a Bob Seer concert.
And, I was just in awe theentire time we're in the last
row in the balcony watchingeverything happen.
Adults, go crazy.
I mean, I understand there issome substances at play and
they're
chris_1_07-15-2025_122034 (02:41):
Sure.
jason-raitz_1_07-15-2025_1220 (02:41):
a good time enjoying it, but at
the very end he steps up to themicrophone and starts to speak.
And the entire place, it's likeyou could hear a pin drop.
It was so silent.
And I remember at 11 years oldthinking, oh my goodness.
that's power.
That's incredible.
That's influence.
And so the very next day in mybasement in Detroit, Michigan, I
(03:02):
built a stage and then I wouldtake my mom's chocolate chip
cookies and I would beg myneighborhood friends to come
over and listen to me speak.
So I would do sales pitches orcomedy routines or, they would
just have to sit through myspiel and then they'd get the
cookies.
And so, ever since then.
And I think, you know, maybe achildhood of some bullying
where, you know, words, I justgot the taste of how powerful
(03:27):
our words could be.
Then some adults who came in mylife who spoke, words that
basically changed the directionof my life.
I got stuck in this mission thatI would love to help people
speak with
chris_1_07-15-2025_122 (03:39):
Awesome.
jason-raitz_1_07-15-2025_1 (03:39):
When you speak at someone, you know,
use fear, you use manipulation,you use control.
You talk down to them.
And, you immediately put up awall between you and the person.
when you speak with people, youcreate this bridge.
And when you speak with youbreathe life into them.
(04:02):
When you speak at people, yousuck the life out of them, speak
with people, whether it's myclients, whether it's my family,
whether it's people that I don'tknow, the random people who
comment, Crazy things, onFacebook.
wanna live a different lifeinstead of those knee jerk
reactions So yeah.
(04:23):
Since then, I've just been onthis mission.
different seasons.
I spent a lot of time speakingin public schools.
So I did assemblies and I stoodin front of middle school kids
and high school kids, and Italked about the power of our
words and how to choose theright words.
And then it's transitioned toparents and teachers, and then
it's transitioned to thecorporate world.
And primarily now I spend 90% ofmy time, in corporate training.
(04:46):
So like this week I was at a fewdifferent headquarters here in
Tampa.
Training their folks.
processing things, complianceaccounting.
they don't know how tocommunicate to each other.
And when that happens,productivity comes to a
screeching halt.
finally somebody calls HR andthere's, three people hashing it
out.
what if we knew how to talk toeach other in a way that none of
(05:08):
that happened?
I lead workshops helping themthat way.
I lead workshops for salesteams.
When it comes to speaking withtheir clients, how do you speak
in a way that builds trust?
So we've been able to developthis framework called the Voices
Framework.
all speak differently, and sowhen you understand how you were
wired uniquely to speak.
(05:29):
we took the word voice and webroke it into an acronym.
some of us are vision, people,this could be the greatest thing
you ever experienced.
Some of us are organizer voices,you know, when we talk to each
other, I have spreadsheets andtype of things.
chris_1_07-15-2025_122034 (05:45):
Yeah.
jason-raitz_1_07-15-2025_1 (05:46):
Some of us are insight, we're kind of
the sage.
We bring the wisdom.
It's deep, clarity, you know, wespeak very simply.
People understand it.
And then empathy, some of us arelike, our words are like a big
hug.
And so when you understand yourvoice, you can then, step into
it and speak fully.
So we've created assessments,frameworks, and we help
(06:07):
companies, on either end.
it's been absolutely amazing tobe able to do this.
chris_1_07-15-2025_122034 (06:11):
and you're right, it's such a.
Part of being a human being, Imean, communication's at the
core of everything, getting ourneeds, satisfied.
You know, I want a glass ofwater.
I mean, how you communicate.
It's so important.
I got one question.
I'm gonna go back to the veryfirst few statements you made.
do you remember, what kind ofcookies did you offer your
(06:31):
friends?
I mean, I'm a cookie guy,
jason-raitz_1_07-15-2025_12 (06:33):
Oh,
chris_1_07-15-2025_122034 (06:34):
was it like anything or was there a
particular type.
jason-raitz_1_07-15-2025_12 (06:37):
No, she makes some pretty killer
chocolate chips, so
chris_1_07-15-2025_122034 (06:39):
Okay.
jason-raitz_1_07-15-2025 (06:41):
things I'm trying to stay away from
now.
chris_1_07-15-2025_122034 (06:43):
Oh, that funny.
Yeah.
Me and you both.
I stepped chocolate chip cookie,especially freshly made
chocolate chip cookies.
there's a time in my life wherewe would make'em like once a
week just to have after dinner,whatever, Not anymore, man.
I can't do that now.
jason-raitz_1_07-15-2025 (06:55):
Can't, there's a crumble.
dunno if you have crumble cookiewhere you are,
chris_1_07-15-2025_122034 (06:57):
Yeah.
jason-raitz_1_07-15-2025_12 (06:58):
and make these giant cookies.
I gotta stay far away from thatplace.
chris_1_07-15-2025_122034 (07:01):
Whew.
jason-raitz_1_07-15-2025_122 (07:01):
if I drive by, I
chris_1_07-15-2025_12203 (07:03):
Smell.
jason-raitz_1_07-15-2025_1 (07:04):
this is ridiculous.
chris_1_07-15-2025_122034 (07:05):
Yeah.
And then there was always Oreocookies, you know?
are you the one that, wouldbreak'em apart and, eat the
white Oreo filling?
Or would you eat it as a wholecookie?
jason-raitz_1_07-15-2025_12 (07:14):
No, I broke it apart, did the
filling first.
And, you know, I took it a stepfurther'cause I love actual
cookies and ice cream, when youbreak apart the, I mean, it's
just ugh.
So good.
chris_1_07-15-2025_122034 (07:25):
Yeah.
later in life things change,it's this evolution.
do you think the way, so I guessobviously you could say there's
an evolution the way wecommunicate through.
You mentioned earlier too,about, you know, being younger
and how even your careersevolved.
do you see that withprofessionals, I mean, people at
different.
You know, parts of their life,whether they're right outta
college or new to the businessversus, you know, guys like me.
(07:48):
I feel like I'm on the back ninehere, you know?
And, do you see an evolution?
Is that, is that necessary partof the journey?
jason-raitz_1_07-15-2025_12 (07:56):
the bummer part of the evolution
sometimes for us older folks isget to a place where we've done
it the same way for so long andthen we refuse to change.
I spend a lot of time in roomsand I'm that way with, different
parts of my life.
just'cause I'm passionate aboutcommunication other parts of my
life, I've kinda let go by thewayside.
think if we could catch, theyounger version of ourselves, if
(08:18):
you're mentoring leaders, if, ifyou are in a position where
you're overseeing younger staff,teaching, my wife and I have
five kids when we, you know, areolder, there are adults now.
The youngest is 11, 17 and then22, 24 and 25, even when they
were toddlers.
they were talking and theyweren't looking an adult in the
(08:38):
eye, we would stop theconversation and say, okay,
gonna start over.
It's respectful.
When we talk to people, we lookthem in the eye.
We did this all the time.
time and time again, I've gottenstopped by teachers and, pe you
know, people that, they justknow my kids who say I'm just
shocked at how well they speakto adults.
We try to, you know, bring thatinto'em.
(08:59):
So if I could, motivate,encourage any of your listeners
who have a voice into theyounger generation, do not let
them get away with shabby,communication habits.
it really is the way effectivecommunication impacts the bottom
line.
it's not just the bottom line ofa p and l statement.
It is the bottom line of yourinfluence.
(09:20):
the trust that people have foryou.
the bottom line of how wellyou'll do in life.
And.
I get the listener who's going,but you don't understand.
I'm a flaming introvert.
I don't like people.
I understand.
even in your introverted ways,and I can relate to some of
that, you do have to learn someof these communication skills in
(09:41):
order to be successful.
our communication's a lot likebreathing, right?
We breathe all day long, but howoften do we stop?
that breath was magical.
I'm gonna put that down in mygratitude journal.
the only time we really payattention to our breathing is
when we get sick and our chestgets heavy.
if any of your listeners arelike me, I start to whine and
complain to my wife and she'slike, come on man, just man up.
chris_1_07-15-2025_122034 (10:03):
Yeah.
jason-raitz_1_07-15-2 (10:04):
children, you can get through some
congestion.
For leaders.
Don't wait till yourcommunication is congested to
where you know now all of asudden you haven't paid
attention, worked on it, and nowyour communication's toxic
There's a reason why people arepromoted.
so many stats and data.
(10:24):
show communicators are promotedquicker.
and here's the thing.
They could be a unhealthy, athole type communicator, and
they're still getting promotedbecause they're the loudest or
the brass,
chris_1_07-15-2025_12203 (10:37):
Right.
jason-raitz_1_07-15-202 (10:37):
they're the most talkative.
But even in your introvertedways, if you learn some
communication skills it will setyou, above.
those are some of the thingsthat I get excited about.
I was just in a room this lastweek with about a hundred
employees from a credit unionhere in Tampa.
I can see some of the eyes, whenyou're up in front of people,
(10:59):
you can read the room.
I could see some of the eyeslike, oh, come on man.
You're really talking about howwe communicate.
it kind of goes back to the oldAllen Iversson, press conference
years ago where he is likepractice.
You're talking about practice,like I'm talking about the game,
but the reality is, practice isthat important gotta get ready
in order to do these things.
So that's how important it's
chris_1_07-15-2025_122034 (11:20):
Man, that's fantastic.
I spent 10 years in the Army.
It was my first career.
jason-raitz_1_07-15-2025_1 (11:24):
wow.
chris_1_07-15-2025_122034 (11:25):
it's funny'cause I had a first
sergeant as I was talking aboutgetting out and he goes whatever
you do, you need to go intosales.
I was an airborne Infantrymen,so the farthest thing from a
sales guy, and I'm like, why doyou say that?
He goes,'cause every time I needsomething done, especially if no
one else can get it done, when Isend you, you always come back
and say it's taken care of.
So whatever you're doing, youmust be influencing people or
you have a way of talking topeople so yeah, I was like, you
(11:47):
know what, that again, the otherlesson there is I had a leader
and a mentor that gave me goodadvice
jason-raitz_1_07-15-2025 (11:53):
That's
chris_1_07-15-2025_122034 (11:53):
and he explained it to me.
'cause I'm like, why would yousay that?
Because I was almost offended.
I'm like, don't you know, I'mlike the ultimate warrior here.
Of course I wasn't.
but when, you know, 28 yearsold, I felt I was like GI Joe.
but yeah.
So yeah, I think leadership isso important and communication.
It's kinda hard to be a goodleader without communication.
jason-raitz_1_07-15-20 (12:09):
percent.
And that's where,
chris_1_07-15-2025_122034 (12:10):
yeah.
jason-raitz_1_07-15-2025_122 (12:11):
we talk about on my podcast, the
Speaking of People podcast,
chris_1_07-15-2025_122034 (12:13):
no, please.
I wanted you to tell us aboutit.
I'll have a link in the, shownotes.
jason-raitz_1_07-15-2025_1220 (12:16):
I love it.
our communication really doesfuel our leadership influence.
Maxwell says, you're a leader ifyou have influence.
I was doing a training once witha bunch of, tellers from a bank
and a woman in the front rowstops me and says, you keep
calling us leaders.
We're not leaders.
We're just tellers.
And I was like, ah.
chris_1_07-15-2025_122034 (12:37):
That does sting.
jason-raitz_1_07-15-2025_1220 (12:39):
I was like, I get where you're
coming from.
But I looked at her and I said,do you have influence in your
home?
Well, yeah, yeah, yeah.
Do you have influence in your
chris_1_07-15-2025_122034 (12:46):
Yep.
jason-raitz_1_07-15-2025_122 (12:47):
Do you have influence with your
customers?
You're a leader.
And so how you steward thatleadership is so important.
communications currency, How youspend it, I think will increase
or decrease your leadershipinfluence.
There's a reason why some of youwork in a place where nobody
wants to go by that office orcubicle because that person
(13:08):
doesn't have any leadershipinfluence.
They may have wasted it.
Their communication may besharp, their tone may be off.
They may misread the signals.
Maybe they don't have emotionalintelligence.
you said something earlier,talked about the importance of
communication.
every conversation.
for it to be a hundred percentsuccessful, because sometimes we
(13:28):
think communication is just,dumping information that's not
communication.
Sometimes we think communicationis ramming it down someone's
throat.
That's not communication.
Research shows us three thingshappen in every conversation.
every conversation if you wantit to be successful.
Three things have to happen.
One, have to know what you'regonna say.
(13:50):
You know, there's, you've,you've got a thought brewing
often I've said things that Idefinitely didn't think, I was
like, oh no, why did that comeoutta my mouth?
so that's gotta happen.
And then what comes outta mymouth has to be attached to
that.
So it actually is what I wasthinking.
And then the recipient has tounderstand it.
(14:11):
If you're a person who saysthings like, Does that make
sense?
is that clear?
And you have to say that overand over, you're probably not
getting that You know, thosethree things probably aren't,
happening.
So that's why it's so important.
You talked about, the listeningcomponent.
my fatal flaw of communicationis I'm a talker, right?
chris_1_07-15-2025_122034 (14:31):
Yeah,
jason-raitz_1_07-15-2025_122 (14:32):
My
chris_1_07-15-2025_1220 (14:32):
guilty.
jason-raitz_1_07-15-2025_1220 (14:33):
a hundred miles an hour.
I'm seven steps ahead in theconversation.
I see where it's going, but itputs up a wall again.
if I'm not listening to theperson that I'm talking with,
especially in sales, to them, Ihaven't asked any questions, I
haven't asked what their problemis, the pain that they're
(14:53):
experiencing, and I just dumpout my solution, it's not gonna
work.
I may be able to force it.
we see successful leaders whoforce their communication out of
fear.
These are, your typicalmicromanagers, but they may only
see success for a short season.
And then a staff member leaves,and then a staff member leaves,
(15:14):
and then they get a new one andthey force it on them, and then
a staff member leaves.
instead of shifting and going,okay, I gotta do the internal
work.
To make sure that I'm healthy,physically, emotionally,
mentally, relationally, becauseif my inside is healthy, what
comes outta my mouth is gonna behealthy.
I've gotta do the work to assessam I an interrupter?
(15:36):
am I a fidgeter?
Am I looking at technologyduring an entire conversation?
Am I making assumptions?
Am I, you know, there's all ofthese barrier, blocks to the
wall that we can create.
So it's so much more cut and drythan just, you know, I just
talk.
No, there's a whole lot to itand especially if you're a
leader and you wanna step into arole of leadership where you
(15:59):
have influence over others,taking the time to improve your
communication skills, it will donothing but fuel your
leadership.
And that's what I love seeingwhen other leaders that happens
for.
chris_1_07-15-2025_122034 (17:49):
Yeah, so taking the time, to take
inventory.
you'd rattled off a handful ofquestions and I loved all of
them, I had someone tell meonce, take inventory of yourself
daily.
so if you're listening, you'rewondering, are you a good
communicator?
definitely pay attention here.
Take some notes, take inventory.
you'd mentioned earlier aboutthe breath, and I've been
(18:15):
working on this lately.
taking that cleansing breath.
One, for guys like us who liketo talk.
it gives my brain oxygen, Andtwo, it's that dramatic pause
gives me a chance for my words,to formulate properly.
it kind of, breaks that machinegun of words, we can deliver, at
rapid rates.
(18:36):
so you mentioned, you know, you,you've worked with bunch of
professionals.
you've clearly taken inventoryand, and you're taking what
you've learned over these 30years and now you're teaching
it.
do you see any common trendswhen you're working with these
professionals?
is it as simple as, Hey, fixthese three things and you'll be
a great communicator?
You know, is there any trendsyou've seen, and you know, how
do you address'em when younotice these trends?
jason-raitz_1_07-15-2025_12 (18:58):
Oh, that's good.
Boy, that's really good.
It, you brought up such a goodpoint about the breathing.
sometimes in my workshops, I getan eye roll when I talk about
the importance of breathing it'sfascinating.
I've been a public speakerforever.
I've been in front of crowds oftwo to 5,000.
for most leaders, it's kind ofnerve wracking.
(19:20):
I still get the butterflies,
chris_1_07-15-2025_122034 (19:21):
Sure.
jason-raitz_1_07-15-2025_12 (19:22):
one of the best things I coach
leaders to do is breathing.
I have breathing exercises thatI do before every single time I
present.
I coach the same way whenyou're, you know, getting outta
your car to go into a clientmeeting, do these breathing
exercises you need to bring thatoxygen in so it fuels your
brain.
It steadies you, it gets youcomplete.
especially if you're about tohave a difficult conversation,
chris_1_07-15-2025_122034 (19:43):
Yeah.
jason-raitz_1_07-15-2025_1220 (19:44):
a lot, of us run from conflict.
the quicker you stop running,the quicker your leadership's
gonna grow.
But if you, if you breathebefore those.
And maybe not in the presence ofthe per like, hold on a second.
know, you don't it with them,but just some simple breathing,
like four, you know, fourseconds breaths in four seconds,
(20:04):
holding it, seconds, breathsout.
that exaggerated.
It's amazing how it just bringsus calming.
I had a podcast guest on mypodcast.
he goes by the name Sing.
He's an Indian gentleman, andhe's like, my name is really
hard to pronounce, so just callme sing.
I was like, okay.
is got great research onmindfulness and he said that
(20:27):
you're meeting with clients,you're meeting with team members
and you go back to back, Whenyou sit down at a new meeting,
your brain.
For the first 15% of the meetingstill 85% engaged with the
meeting before.
So when you sit down with a newmeeting, especially for you're a
boss and you're doing employeeone-on-ones, and you don't give
(20:50):
yourself time in between evenfive minutes to reboot, you're
still gonna be stuck there.
No one's gonna get your bestself if you're doing sales calls
and you've got no time inbetween calls.
Just give yourself a fewminutes, breathe deep for those
4, 4, 4, give yourself a second,now going back to your big
(21:10):
question, any trends that I see?
Yes, for sure.
there is, a giant communication,I hate to say war, but a giant
communication battle that'sabout to take place.
And it's starting on a lot offronts.
Most workplaces, we have fourgenerations.
First time ever workingtogether.
(21:31):
Sometimes even five.
gen Z is out there in fullforce.
millennials are, there.
Gen x, boomers, sometimes eventhe silent generation, God bless
'em, are still in the workforceand they all communicate a
different way.
And underneath Gen Z, we havethis new generation, generation
(21:52):
alpha, that's coming up quick.
They're gonna overtakeeverybody.
There's so many of'em.
boomers were the biggest for along, long time.
it's all coming to an end andthere's this giant battle
happening because Gen Z theresearch shows doesn't really
like to talk.
they'd rather dm, and they, ifthey do communicate, is so fast
(22:17):
because they're the firstdigital generation.
they've never had to wait for ananswer.
You and I, we went to thelibrary.
We got 10 books we pulled out.
We don't have to do thatanymore.
You go to chat.
GPT, who's 22 uses chat, GPT foreverything.
chris_1_07-15-2025_122034 (22:34):
Oh yeah.
jason-raitz_1_07-15-2025 (22:34):
upload a video of his golf swing chat.
GPT give me pointers, investthis money chat.
GPT, what would you do?
You know, we got boomers on theother hand who still love the
respect.
They love to sit down face toface.
Millennials, they don't wanna dothat.
(22:55):
so if you are a leader in anorganization listening and you
lead people, I think one of thebest things you could do is, try
to get some type of traininghelping each generation
communicate with each other.
Because going back to the verybeginning, what we talked about,
some of us are set in our ways,if our eyes aren't open to go,
(23:18):
is it unfair of me to expect GenZ to communicate just like me, I
meet them halfway, I don't haveto change everything about it.
I don't have to admit thatthey're right even when their
communication habits wrong.
But if I just go halfway insteadof, forcing it on them, our
organizations are gonna be somuch healthier.
(23:39):
we're actually trying to leaninto each other's communication.
that's just gonna be huge.
if people can, walk throughthat, figure it out, all that
kind of stuff.
I think the second trend, hitsus all, many of us forget that.
great research.
Years ago, A-U-C-L-A,sociologist researcher, Albert
(24:02):
Meridian, he talked about inevery conversation.
The, as you look at the piechart of what's happening, only
7% the communication that'shappening is words.
words are so powerful, right?
I know 70 year olds who arestill holding onto something
their dad said to them when theywere 10.
(24:24):
all these years later thosewords still haunt you.
So even though it's only 7%,there's still that much power.
38% of conversation is yourtone.
And if you've parented kids, youknow how important tone is.
55% is your body language.
chris_1_07-15-2025_122034 (24:42):
Yeah.
jason-raitz_1_07-15-2025_12 (24:42):
And many of us, we don't recognize
that we.
You know, we're in aconversation, we cross our arms
we're clicking our pen, we'relooking at our phone every two
seconds our eyes are lookingaway.
We're touching our glasses, ourearrings, all of these things
add up It just builds that wallof communication.
if you can recognize, some ofthose, healthy ways to
(25:04):
communicate and, use them you'regoing to, keep building your
influence.
It really keeps coming back toinfluence, is just powerful.
chris_1_07-15-2025_122034 (25:14):
I love how you broke down the
different parts of communicationand going by the taking
inventory.
Those are some other areas totake inventory.
in my world, you do a lot of,lunch and learns.
We do a lot of, education serieswhere there's a half day and I
get to work with a lot ofdifferent companies we'll
protect the innocence here.
But I mean, some of thesecompanies will send presenters
(25:35):
that are like sharp.
Work the room, ask questions,engage, and then others, they
stand at the podium, click theslide and read the slide.
And I made a point now beforethe event, I'm like, look, we
even do dry runs now before,like a week before, like, Hey,
we'll do a Zoom call, teamscall, we're gonna walk through
'cause we need to give youpointers.
(25:56):
these are expensive events.
sometimes six figures and youwere bringing in.
30, 40, 50, a hundred people.
Some people are flying in, thevalue of events and, so yeah,
that's important.
And, the confidence you exudewhen you're talking.
So if I'm telling like the statsyou gave me, I don't even have
to go look'em up.
You, you, I, I believe you, youknow, but if you're not
(26:17):
confident in your words and, youknow, have the right pauses in
the right place, it just, itjust kind of.
One's paying attention, it'sgoing one ear out the other.
Those people start their phones,you lose.
You lose the audience.
jason-raitz_1_07-15-2025_1 (26:28):
even if you're an attender at one of
those events, you know, we allgo to BNI or Chamber or Rotary
or meet and greets or lunch andlearns, for years I spoke to
middle school students, so wannafeel good about yourself, like,
go stand in front of 800 middleschool students.
'cause they'll let you knowright away, if they think you
(26:48):
suck.
chris_1_07-15-2025_12203 (26:49):
That's gotta be a tough crowd.
jason-raitz_1_07-15-2025 (26:52):
really fascinating for me is, you know,
I'm standing in front of these13 year olds and now I stand in
front of, 20 to 70 year olds andacross the board, we all
struggle with body image.
We all struggle with self-image.
there's a percentage of peoplewho don't struggle with that at
all.
They walk
chris_1_07-15-2025_122034 (27:11):
They seem perfect.
jason-raitz_1_07-15-2025_12 (27:12):
for years I've been an extrovert.
I think it's flip flopped theolder I get.
I think I'm less extrovert nowand more introvert.
I gotta push myself when I'mgoing to those events.
Jason, this is gonna be good foryou.
Meet new people.
Introduce yourself.
even walking into that room, howdo you walk in?
(27:33):
Do you walk in with yourshoulders?
slunched, down, you know, isyour eyes to the ground?
do you walk in with yourshoulders up Because that kind
of presence, it speaks tosomething.
It speaks to the fact that yougo, you know what?
I'm the only one of me on theplanet, I'm gonna bring the
expertise that I bring.
(27:53):
And so when you get to thatlevel as a human being, even if
you're overweight, whatever yourthing is that you continually
discount yourself.
Even if you get to the placewhere you're like, okay, I'm
gonna bring the best version ofmyself.
Right now I've been in a seasonwhere I've been overweight for a
couple years.
I got a really bad back L four'smissing.
I used to be a quote unquoteathlete, ran every day, started
(28:17):
a business, and then in themidst of trying to figure out,
you go from the paycheck is justdeposit every two weeks and now.
Unless I book the next thing youknow, the paycheck doesn't come,
and then the back pain.
I've used food, I've just gainedsome weight, and you get to this
uncomfortable place and walkinto these rooms and you're
like, Ugh, I don't wanna bethere.
(28:38):
But you need to be as a leader,because it's good to be around
other leaders, to buildcommunity, to build those kind
of things.
So whatever place you're in.
Walk in with, your head up, yourshoulders up, then be ready.
So often you go to these meetand greets and people are like,
well, what do you do for aliving?
chris_1_07-15-2025_122034 (28:54):
Yeah.
jason-raitz_1_07-15-2025_12 (28:55):
And then somebody will say, I'm an
office manager.
a financial advisor.
chris_1_07-15-2025_122034 (29:01):
A teller.
jason-raitz_1_07-15-2025_12 (29:02):
use your communication as a way to
be sticky and memorable.
I tell, financial advisors alot, instead of just saying I'm
a financial advisor for EdwardJones.
introduce yourself this way?
What do you do for a living?
you know how some people get tothe end of their life and they
just have this whole list ofdreams that they never
accomplished because they didn'thave the money to do it.
(29:23):
I help them put together a planso they get to accomplish that
list.
chris_1_07-15-2025_122034 (29:28):
Wow.
jason-raitz_1_07-15-2025_12 (29:29):
the heck?
chris_1_07-15-2025_122034 (29:30):
Yeah.
jason-raitz_1_07-15-2025_1 (29:30):
like I introduce, you know, when I
introduce myself as speak withpeople, they're like, well, what
do you do?
Instead of saying, well, I'm aspeaker, I say, you know,
something along the same linesof there's a lot of leaders who
struggle with being heard andthey just want their voice to
matter.
I come alongside of them andhelp build their influence.
(29:50):
So they speak in a way thatother people listen.
chris_1_07-15-2025_122034 (29:54):
Yeah.
jason-raitz_1_07-15-2025_12 (29:55):
You know that, so for me it's like
take advantage of those rooms.
Even if I get to tell that tothree people, I hand them my
business card, I'm just anaccountant.
not just an accountant.
You take away the stress.
I'm a small business owner.
I know what a pain and sorryasset is to deal with all the
numbers and the IRS.
And so instead of saying I'm anaccountant, say, I take away all
(30:16):
that stress so you canconcentrate on your business.
chris_1_07-15-2025_122034 (30:19):
It is funny as you were saying that,
True story.
I think it was last night.
I'm like doing my nightly ritualof, Instagram reels and, this
girl says, so what do you do?
He goes, well, I'm actuallyinternationally known global
advisor for business developmentand customer retention to
enhance profitability forcorporations.
It's just gave it on and on andon.
(30:39):
And she's like.
Why?
And he goes, I'm a sales guy.
You know, but it was a great, Imean, it was, it was literally,
I felt like it was like twominute explanation of what he
does, but it was, it was a, asati of what you said.
But I do agree with you.
I go to a lot of these eventstoo, and, I kind of cringe.
it's not that big a deal.
It's not that important.
to your family it is.
(31:00):
however, you're earning aliving.
jason-raitz_1_07-15-2025_1 (31:01):
Yep,
chris_1_07-15-2025_122034 (31:01):
We all matter.
Everyone has a story andmatters.
jason-raitz_1_07-15-2025_1 (31:05):
yep.
chris_1_07-15-2025_122034 (31:06):
Now that was funny.
spot on there.
So pivot just a little bit.
what does speaking with clients,not at them, look like in
practice, especially whenonboarding new relationships,
something that I do a lot.
Discovery calls with newclients, Speaking with clients,
(31:26):
not at them.
Break that down just a littlebit more for us.
jason-raitz_1_07-15-2025_12 (31:30):
Oh, I love that.
I love that.
Yeah.
I love the discovery calls.
all of that is so incrediblyimportant.
as you approach those, some tipsI would use, and still I'm in
the learning mode as well.
one, we've just gotta stopasking boring questions.
chris_1_07-15-2025_122034 (31:49):
Love it.
jason-raitz_1_07-15-2025_122 (31:50):
if you have kids, you ask'em how
their day was at school, whatare they gonna say?
chris_1_07-15-2025_122034 (31:54):
Fine.
Good,
jason-raitz_1_07-15-2025 (31:55):
That's it.
Okay.
Game over.
okay.
why don't we ask differentquestions, to our kids, we can
go through that later.
But the same thing happens inour, discovery calls.
How are you doing?
Okay.
How are you today?
Okay.
How's the business going?
Okay.
Those are fine questions, butquestions really should be
disruptive.
Donald Miller talks, a lot aboutstory in his book, StoryBrand.
(32:18):
He is, one of the geniuses outthere.
He teaches companies,organizations, how to sell
through story.
There's seven parts to everystory.
the human brain longs for story.
and so it does, right?
How many billions of minutes ofNetflix do we consume?
You and I watch the reels atnight.
chris_1_07-15-2025_122034 (32:35):
Yeah.
jason-raitz_1_07-15-2025_ (32:36):
There is nothing better to me than
just laying in bed at night.
I know I shouldn't, like, Ishould be reading a book or
resting my brain or whatever,but the short reels.
I love it.
Like I'm just like, this is sogreat, why?
Because we love to be pulledinto these little stories.
so the same way with questions.
What questions do is they unlockthe genius of your potential
(32:59):
client.
So if you're able to ask aquestion in a way that disrupts
their thinking and gets them tobe creative, now their brain is
burning calories and that's whatyou want to happen because now
they're engaged with you.
if I approach these discoverycalls, these pre-calls even,
with a set of planned disruptingcreative type questions, I've
(33:22):
done some research and it'seasier than ever with Chad g Bt.
chris_1_07-15-2025_122034 (33:26):
Oh yeah.
jason-raitz_1_07-15-2025 (33:27):
here's everything this company does.
Here's all my interactions.
Give me the best three questionsI should ask them that they
never see coming.
You know, for me, my bread andbutter is in person or virtual
training experiences.
I'm either in person in a roomand I take them through, whether
it's a hour long presentation, athree hour workshop.
(33:48):
you know, a series of, 30 to 45minute virtual trainings.
before I even start, I send theman assessment.
You know, you talked earlierabout okay, try to find those
areas.
Well, I have an assessment thathelps you figure out, the areas
where I've gotta improve.
some of these meetings have thisstuff already ready.
Thinking through it.
(34:08):
You know, I ask questions of mypre-calls, give me a breakdown
in the generations in the room.
a lot of times people are like,what does that matter?
it matters because like wetalked about earlier, all those
generations speak differently.
So I wanna know who'srepresented in the room, what's
the breakdown between men andwomen, you know, what's the
break?
give me, you know, give me asmuch detail as the room.
(34:30):
What percentage of the roomwould you say are your high
performers?
what percentage are, so you knowsome of those questions to be
able to ask.
So then when I do get to aclient meeting, if you sit down
face to face or you're overzoom, I'm not wasting any time.
I have the questions ready to gobecause, listening is so
(34:52):
incredibly important your clientconversations I get stuck
sometimes thinking.
I gotta be doing the talking allthe time.
'cause I have to sell them.
it's the exact opposite.
You know?
It's, it's really the 80 20 rulereversed, 20% of the time I'm
showing up with my fullpresence.
(35:12):
I'm with you.
I'm not distracted by anythingI, I'm writing, I'm asking great
questions.
And then 80% of the time, I'mjust listening then I'm asking,
different questions
chris_1_07-15-2025_122034 (35:25):
Okay.
jason-raitz_1_07-15-2025_12 (35:25):
did we talk about the TED acronym
with questions
chris_1_07-15-2025_122034 (35:27):
No, I don't think so.
jason-raitz_1_07-15-2025_122 (35:29):
so anybody can ask great questions
if you use the TED acronym.
you wanna think in open-endedquestions, how's your day?
Okay, that's not open-ended.
So somebody says something, youdon't quite understand what
they're talking about.
So you start with the T.
me more about that.
Tell me more.
well that's simple.
Here's why you wanna do that.
(35:50):
in your client relationships,there are seven different layers
they have.
Most of us have, to those, thatrelationship and the better
question helps you unlock eachlayer.
You know, you, you start at thetop layer with the everyday
stuff that, all of us aredealing with.
it's the surface level stuff.
(36:10):
you live outside of Atlanta.
boy, I'd love to be in Atlantaright now'cause I'm a giant
baseball fan and there's nothingelse I'd rather do to go to
Truist and, Paul Skees pitch forthe National League and scribble
pitch for the American Leaguefrom my Detroit Tigers at Truist
Park, one of the stadiums Ihaven't been at, you know, that
surface level.
chris_1_07-15-2025_122034 (36:31):
Yeah.
jason-raitz_1_07-15-2025_1220 (36:31):
I get down to the personal stuff
with your client.
I now know your spouse's name.
I know how long you guys beenmarried.
I know.
if you've got kids that you'restruggling with, I know some of
those favorites.
Oh, you're a Starbucks guy.
I know some of that personalstuff.
Now I get down to the hopes andaspirations.
like now I know you, and I knowyour love for podcasting and
(36:58):
some of those aspirations aroundthat.
level four is some of thoseunspoken fears, stuff that I
don't say out loud, But as Ibuild a relationship with you I
trust you enough.
You've asked me the rightquestions, so now I open up, I
share more with you.
Then that moves to level five.
Here's the current reality ofwhere I'm at.
(37:19):
so now it's okay, here I'm at,level six.
You know, here's kind of thedecision lens.
I've gotta make some of thesedecisions in my life.
I'm wrestling through them.
then the seventh is kind of thelegacy and identity, like long
term.
This is, want my kids to knowand I, you know, all that kind
of stuff.
(37:40):
when you're able to askquestions that help you access
those different layers, lookout, cause now instead of just a
one-time client, they're gonnastick with you.
you activate the referralflywheel, especially if you're
in, transactional stuff.
So financial advisor, licensedbanker, insurance agent, real
(38:04):
estate person.
those kind of, stuff.
It's like, no, it doesn't needto be one and done.
build that much trust I'mspeaking with you, I'm asking
those questions and I'mlistening.
Now you're gonna go, wait aminute, why are you not selling
my Aunt Shelly's house?
Why are you not, you know, haveyou talked, you gotta talk to my
niece because you know, sheneeds, that's when the power
(38:27):
happens.
And so when we speak at clients,it's all transactional.
We dump information.
We don't listen to what theyactually need.
We interrupt them.
We just talk about product.
But when we speak with them.
We come prepared.
We have incredible questionsready to go.
there's even research to showthat when I hand write stuff
(38:49):
down, face to face in front ofthem, that it sets these
receptors off in the
chris_1_07-15-2025_12203 (38:54):
Right.
jason-raitz_1_07-15-2025_1220 (38:56):
I can trust them because they
lean, they're like this.
Wow, this guy really cares aboutme.
powerful stuff about speakingwith.
chris_1_07-15-2025_122034 (39:05):
Have you ever heard a guy named, bill
StanNet with Sales Excellence?
jason-raitz_1_07-15-2025_12 (39:09):
No, but it sounds like I need to,
chris_1_07-15-2025_122034 (39:11):
Yeah, I think he's actually, he, St.
Petersburg.
He is down your way.
Actually, I can make anintroduction.
He's a good friend.
he does corporate training, and,he has a module on diagnostic
questioning.
Man, I love it.
And you know, as you weretalking, you were like
validating all of that.
'cause, you know, he, that'swhat he talks about is diagno.
(39:34):
It's challenging questions.
You all know this book calledThe Challenge Yourself, which is
kind of the same area, butyou're right.
I think To be a greatcommunicator.
a lot of it's listening and,being almost surgical and
precise about where you'retrying to take a topic or
conversation.
another guy I was curious toknow if you've seen, Jefferson
(39:54):
Fisher, I mean, yeah.
He, he is like, just came outtanowhere.
Right.
I mean, but I, I enjoy hisstuff.
I mean, you know, he gives youtwo and three.
He's like, here's three thingsto help you with a difficult
conversation or dealing with thenarcissist.
all the little things that wedeal with.
And, I just finished this book,the next conversation, and you
know, it, it was very helpful.
A lot of good tips in there.
it's like anything, right?
(40:14):
every toolbox, you don'tnecessarily use every tool.
In a project, but it's good tohave them.
It is good to have a completetoolbox.
Nothing worse than had to makethree trips to Home Depot.
'cause you keep getting thewrong tool.
Right.
Yeah.
so as we kind of, I feel likewe've had a lot of great
conversation already and wecould probably go on for hours,
(40:35):
but, I have a, you know, a DDmyself as I think many of my
listeners have told me they dotoo.
Maybe.
I don't know.
But, uh, one last question Iwanna hit you with.
What's the one communicationhabit professionals usually
overlook?
something simple but powerfulthat consistently moves the
needle on trust, referrals andloyalty.
any thoughts on that?
jason-raitz_1_07-15-2025_ (40:56):
Yeah.
Whew.
That's so good.
I guess I would go right toclarity.
Dr.
Brene Brown says, clarity iskindness.
if you communicate in a way thatthe eyes are still kind of
glossed over, the people look atyou like they don't quite get
it, you've gotta do some realhonest.
Assessment down deep and go,okay, how do I make this as
(41:19):
clear as possible?
we wanna answer a question andwe tell a story and we ramble
clear is kind, jump right to it.
I do a lot of coaching forpublic speakers and I teach the
big idea method, which thereshould be one concept that's
just repeated over and overthroughout your talk 20 minutes
after they left your talk, well,what was that about?
chris_1_07-15-2025_122034 (41:39):
Yeah.
jason-raitz_1_07-15-2025_ (41:39):
Think about that, even in your
day-to-day leadership, if yourboss comes up to me and says,
Hey, gimme an update on thatproject, and you're like, you're
looking down, the ums are out ofcontrol, those type of things,
You haven't really focused onbeing clear in order to focus on
being clear, think through a fewthings.
One, take some time to plan outwhat you're gonna say.
(42:02):
So maybe you're in a teammeeting and you know, you've got
three minutes to stand up andpresent.
put some time into planning outthose three minutes and having a
clear plan, if there's only onething that I can say that I want
them to remember.
Say that first and foremost,instead of rambling, instead of
telling a story, instead of allthat, just be very clear with
(42:24):
it.
work hard, to focus on thatclarity.
I think if you know leaders,executive leaders, if they're
clear with their communication,I mean it, amazing things are
gonna happen for them.
chris_1_07-15-2025_122034 (42:36):
You know, it makes me think about
times where, in the corporatesetting and there's a new boss
coming in or someone's, oh yeah,I know so and so.
one thing I love about him, youalways know where you stand with
them.
cause again, they're clear.
I mean, again, there's noguesswork.
You don't have to wonder.
Am I doing a good job?
Does he like me?
Do they not like me?
but I like that.
(42:58):
Clarity.
Clarity.
Remove the guess out of it.
Right?
Don't, don't leave your people.
Don't leave people guessing.
jason-raitz_1_07-15-2025_ (43:04):
100%.
I actually, in my book, I have achapter, where we take, an
acronym of clarity and just walkyou through, whether it's a
conversation, whether it's,putting together an update in
front of people.
But, you know, 100% I love howyou put that.
Taking out the guesswork, isjust absolutely huge.
chris_1_07-15-2025_122034 (43:22):
Yeah.
That's great.
I've definitely enjoyed ourconversation.
Check the show notes.
there's more links and moreinformation, about, the work
that Jason.
Doing here and, and, I thinkit's an important topic.
we need to give this theattention it deserves.
any last words?
Is there anything we haven'tcovered you want to hit on or
any of the thoughts you couldshare with us?
jason-raitz_1_07-15-202 (43:46):
Healthy Communication is oxygen.
when you make the decision tospeak with people, show up with
your best self, be clear.
You make the decision to speakwith your body to have a plan.
You'll breathe life into themand don't ever get lost in the
lie that tells you your wordsdon't matter because your words
(44:07):
absolutely do matter.
you get to choose betweenspeaking with people or at them.
I highly encourage you to alwaysspeak with them because it will
amplify your influence and giveyou a chance to serve people and
there's just nothing better.
chris_1_07-15-2025_122034 (44:20):
And it's mutual respect, right?
I mean, it's like, you're right.
when you're the leader or thesubject matter expert, it's not
about us getting the, it's aboutgiving.
It's about us giving the respectto the people that are
listening.
'cause their time's valuabletoo.
I really like that concept of,being courteous and being
considerate of other people'stimes being clear, makes me
(44:41):
think about a lot of themeetings.
I tend to sometimes, you know,going back to, you said earlier
about sometimes you're still 85%in the last meeting.
I wonder if like, sometimes if,if I don't manage my calendar
properly, I'll get seven onehour calls back to back.
I'm like, okay, how's this gonnaend up?
I'm gonna be a wreck by the endof the day.
You get nothing done.
I like a lot of the bookingtools.
Microsoft has one bookings.
(45:01):
It's getting better, It's kindof glitchy sometimes, but if you
set it up right, it can be good.
But you can set it up going,Hey, make sure I got 15 minutes
buffer between.
My meetings, so don't book me atat, at the hour.
In fact, I've seen a lot ofmeetings starting to be 45
minutes, that way if you need togo over a little there's some
time, but if anything, you'redone in 45 minutes.
You got 15 minutes before five,the next one starts.
So, man, we covered a lot, Ireally appreciate that.
(45:24):
it's been a blast.
Thank you.
jason-raitz_1_07-15-2025 (45:27):
honor.
chris_1_07-15-2025_122034 (45:27):
Yeah.
jason-raitz_1_07-15-2025_ (45:28):
love, your conversations, your
questions were amazing.
for your listeners, I try tomake myself as available as
possible.
My email isjason@speakwithpeople.com, so if
you want any of theseassessments that I talked about,
if you want more information, ifyou have a question, I love to
help answer whatever I can.
chris_1_07-15-2025_122034 (45:45):
Man, I love it.
It rise of tide rises all boats.
Iron sharpens iron They'recliches because there's truth in
them, you know?
I mean, that's why they live.
The test of time, Well, thereyou go folks.
Another episode of The WirelessWay.
Please check the show notes, andas always, if you were listening
to this episode.
And someone popped in your mind,you thought, oh man, so and so
could really benefit from this.
(46:06):
Share this episode with them.
I really appreciate that.
And of course, check out thewebsite, the wireless way.net.
There's a contact us button ifyou have any suggestions,
feedback, love to hear from you.
That's the wireless way.net.
And I'll see you next time onthe wireless way.
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