So, the 5% was a general question and one thing you said. So far, we have spent all of our time talking to one thing you said. How can we create that general impression? And the answer is, your belly button. There's a woman named Janine Driver and she's known as the human lie detector. She wrote a book called You Can't Lie to Me. She works with the CIA in the United States and she is a lie detector. She regularly outperforms polygraph machines. So she said, when people are scared, when people are nervous, just like when you're lying, or when you're speaking in front of people, like on a video conference with all your colleagues from around the world, we will naturally cover up our most vulnerable points. Summarized in the belly button rule. Here are some examples. Here's another one. Here's one from the real world Who do you think's in charge in that one? Exactly, she is. But here's the thing. You don't know. You have zero context with this conversation. For all you know, they're talking about their favorite kinds of candy. But how quickly did you make that impression? And here's why the Belly Button Rule is so important. The goal is not not being nervous. The goal is, how do you make it so that nerves do not affect your delivery? How do you make it so nerves don't affect your first impression? That 5%, that general impression, that thing we make [SOUND] like that. And the answer is the belly button rule, and it's simple to do. Here's how you do it. Wherever you talk, you point your belly bottom. So if I talk to you over here, I point my belly button. If I move over here, I point my belly button. That's the belly button rule. You can't let your hands touch each other or any part of your body. And what's going to happen is this. As you're speaking, and imagine if I'm sitting right here, video conferencing with you. As I'm speaking, because I can't keep my hands together, that nervous energy is going to come out like this. And the more I talk, the more I'm going to find my own natural flow. And every now and then I'm going to forget, I'm going to go like this, but wait, can't keep it that way anymore, gotta go back out. And it's going to create a diversity in your physical body language. It's going to make you look unafraid, even if you are. And that is the belly button rule. Now, there's another question we have to ask ourselves. How does the belly button rule apply in virtual communication when we can't see the other person? The answer is what I'm doing right now. Silence. Not just silence. Area 47 plus silence is an audio belly button rule. So imagine you're on a teleconference. You have managers and colleagues from three different countries there. You're in 45 minutes after you started. You're pretty sure everyone's got you on mute. How do you get their attention? The very very first things you say. How can you bring the energy up? You ask an area 47 question and you pause. Area 47 creates curiosity. Now, if you add silence to that, it tells people that you are comfortable because you are willing to wait for an answer, because silence demands attention, silence communicates importance. Now, if you stumble and then there's silence, that means I made a mistake, but if you can ask a provocative question, an area 47 question, a rhetorical question, With silence, It tells the whole room you're unafraid because you're waiting for an answer. It tells the whole room you're okay with them stopping to think about things. That's why silence is an equivalent to the belly button rule. Let me give you an example. I was working with an engineer who had to communicate a new process that they were trying to initiate in a bunch of mines internationally. I asked him, how many people are on this teleconference? He said, about 150. I said, where are they from? He says, everywhere. Bolivia, China, Russia, Finland, South Africa, but we all use English. I was like, well, what do you need? And he's like, well, these meetings we have are unbelievably boring. But I need them to try and start using this new process and I don't know how to convince them. I said, does it work? Yeah. I said, all the merits are there, like everyone, all the merits are there. All those stuff is positive, I just don't know, I only have five minutes, what can I do? And I said the very first you say, is ask a question that's totally going to surprise them, and then wait. So here's what he did. They introduced him, and he got on. And this is a new process for basically cleaning ore to better get at the minerals, using high pressured water systems. And he said, I love to shower. Right away there was a pause, and then it was like, what? He's like, I love showering. That's where this idea came from, using high pressure water systems and right away, they all kind of laughed, had this aha moment. It created the energy. It woke everybody up, and he had comments afterwards saying how much people enjoyed the presentation. They could not remember anything about the presentation, but they remembered how much they enjoyed it because of that one first sentence. That is an audio belly button rule. An area 47 opening with silence, because silence is important. If you were going to write something, wherever you would underline, wherever you would put an exclamation point, that's two seconds of silence. Because it's important and you want people to remember. And that is how you create a strong general impression. And now you have it, everything you need, that 5%. No phrases, goal opportunity statements, area 47 openings. That's going to be the thing, the one thing people remember, the one sentence they're going to repeat to everyone else. And that general impression, that's your bellybutton rule. That's that, wow, that person really knew what they were talking about. And if you can practice them and use them every time you speak, you will make an impact. Whether it's through video conference, whether it's through audio, or whether it's just you and me talking.