If you’re not good at communicating, how do you expect to close deals? In this episode, I chat with Robert Kennedy III about the power of effective communication and storytelling. He shares insights on leveraging storytelling, showing up confidently on video, and connecting better with your audience.  

Meet Robert Kennedy III

• Robert is the founder of Kennetik Kommunications, a communication training firm specializing in the real estate industry.  

• As a communication strategist, he helps real estate professionals, leaders, and sales teams connect better with their buyers to boost sales performance. 

• Known for his energetic and engaging style, Robert excels in public speaking and has a knack for captivating audiences both in person and through digital media.  

Using Storytelling to Communicate with Audiences

• Robert explains that storytelling isn’t always about telling stories; it’s about understanding each component of the sales process. Start with the conflict your customers are facing and dig into their world to see how it’s impacting them.  

• Good storytelling leans into emotion and connection. If you’re not fully understanding the conflict, how can you emotionally connect with your buyers?  

• Robert also shares how to grab your audience's attention with a great hook. However, he emphasizes the four essential elements of storytelling: context, characters, conflict, and conclusion. 

• Once you’ve hooked your audience, pay attention to their emotions and what’s happening in their world. This approach allows you to present your product through storytelling and guide them toward closing the deal.  

How Sales Professionals Can Appear Confident on Video  

• Robert reveals the secret to appearing confident on video: stop thinking about yourself. Instead, focus on your audience and ask yourself this critical question when creating video content: “Who is this going to serve?”  

• He also shares tips on creating an effective hook to grab your audience’s attention and draw them into your video.  

• To look more confident on video, remember the two key aspects of video content: audio and visual.  

• Ensure your video has clear audio to effectively convey your message.  

• Use proper lighting so your audience can clearly see your facial expressions and emotions.  

• Robert suggests practicing the art of storytelling on video and using tools like the AI-powered Yoodly for instant feedback on your expressions and delivery.  

Helping Sales Teams Shine on Video  

• Some people are naturally shy on camera, but Robert suggests that sales leaders use collaborative activities to help team members loosen up. 

• Working in groups makes video creation feel more conversational, helping individuals relax and focus on delivering value to their audience.  

• By shifting attention away from the camera and toward collaboration, team members can overcome self-criticism and feel more comfortable presenting information.  

“Your face and expressiveness convey a lot of information to others. Keep your eyes open, smile with your eyes, your lips, and your teeth. Aim for an approachable and friendly demeanor. Too often, I see people online who don’t realize they come across as unapproachable. Honestly, some of them just look downright mean.” - Robert Kennedy III.

Resources

https://robertkennedy3.com/

Robert Kennedy III on LinkedIn

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

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Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.