Everyone else was waiting in the lobby.
Michael Clark was upstairs, throwing up.
This was in LA. Michael was pitching film and TV projects to executives, and before every meeting his body revolted.
Nausea. Sweaty hands. His body sending every physical signal for “I don’t want to do this.”
He’d get through the meeting. But it cost him something every single time.
Years later, the same writers and producers walking out of those pitch rooms started turning to Michael and asking, “Hey, can you teach me to do what you do?”
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Today Michael coaches people through the presentations that decide whether they get the deal, the funding, or the promotion.
On this week’s episode, he shares how introverts can build executive presence and quiet the imposter syndrome that tells them they don’t belong in the room.
One thing I liked immediately: Michael has no interest in turning introverts into extroverts.
His model comes from acting.
An actor rehearses in the trailer. The director calls “Action,” and they’re on. The director calls “Cut,” and they go back to the trailer and get to be themselves again.
You don’t have to turn yourself into a different person. You draw on a part of yourself intentionally, for as long as the scene lasts. Then you can step out again and recharge.
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But you’ve got to nail opening.
Michael points to research suggesting people decide within the first four or five seconds whether they want to work with you.
Most of us squander that time and fail to set the tone.
His advice is to walk in, or turn on your camera, with energy and set the agenda yourself.
“I know we’ve only got 30 minutes, and I want to walk you through this. But I also want to learn more about you.”
He also insists on asking how their day is going.
If they’re having a terrible day, offer to reschedule. People don’t make good decisions under duress. Sometimes it’s better to have the meeting another time.
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Then he gets specific about preparation.
“No football team practices fumbles.”
Introverts often walk into high-stakes meetings rehearsing the “no” they’ll hear at the end. So Michael ends every role play with a “yes.” He wants clients to get used to hearing “yes” and to expect that the meeting will go well.
His rehearsal order is simple.
Write your presentation out word for word. Practice alone first: to your phone, a camera, or even in the car. Then practice with friends and family.
And never ask them, “Was it good?”
Ask, “What would you change?”
The idea is to get comfortable with your presentation before you’re in front of the people who matter.
And forget the idea that practice will make you sound scripted.
You won’t, as long as you’re not reading off a page. Preparation gives you something to fall back on, especially when you’re someone who likes to think before speaking.
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What about bringing the right level of energy when your natural setting is calm?
Michael doesn’t tell clients to project to the back of the room. He wants them to connect with what they’re actually passionate about. He asks one question, over and over: What do you really want?
One client said they were just presenting sales numbers.
What do you really want?
For the directors to understand them.
What do you really want?
To come across as a clear, articulate leader.
What do you really want?
A promotion. A raise. A new house.
Michael wants clients to remember why the presentation actually matters to them, rather than trying to manufacture enthusiasm.
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He also teaches his clients how to believe they belong in the room.
Michael says executive presence starts with knowing you earned your seat. It wasn’t luck or charity. The people who chose you believe you’re the right person.
Your brain may tell you a different story. And, as Michael puts it, it lies to you constantly.
So he has clients build a brag bank.
Your wins. The people you’ve helped. The problems you’ve solved. Keep adding to it so you have something to look back on when you start doubting yourself.
Because the nerves don’t necessarily go away.
Michael is clear about that. So you need to do it anyway. You need to do it scared. Courage isn’t the absence of fear. It’s acting in the presence of it.
I shared a favorite story of mine on the episode. Wilt Chamberlain threw up before games so reliably that his teammates got worried when he didn’t.
Some of the greatest performers of all time got scared, and did it anyway.
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The full conversation with Michael is on The Introverted Leader now. Listen wherever you get your podcasts, especially if you’ve ever caught yourself rehearsing the no.
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