Confidence Classic: Stop Waiting for Permission—Build a Career That Lights You Up with Steve Herz
In this episode of Creating Confidence, Steve Herz shares his career path from law to sports representation to coaching, including his representation of world chess champion Garry Kasparov and his transition to consulting at age 50. Herz explains how he turned early career rejection into opportunities by cold-calling his way into sports representation and expanding his role in the industry.
The episode covers Herz's AWE framework for effective communication, which breaks down the components of Authority, Warmth, and Energy. He discusses how communication and interpersonal skills account for 85% of professional success, while technical abilities make up only 15%. Herz also addresses what he calls the "vortex of mediocrity" in modern society, where inflated praise and lack of honest feedback can hinder professional development.
This is a preview of the Shortform summary of the May 14, 2025 episode of the Creating Confidence with Heather Monahan
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1-Page Summary
Herz's Career Journey and Pivots
Steve Herz shares his journey from law to sports representation and ultimately to coaching and consulting. After facing rejection from a law firm's summer program, Herz pivoted to sports representation through a cold call to agent Lloyd Friedland. Though his initial position wasn't ideal, he later found success at Athletes and Artists in 1992, where he expanded his responsibilities and represented diverse clients, including world chess champion Garry Kasparov. At age 50, Herz transitioned to coaching and consulting, applying his communication expertise to help professionals across various fields.
Herz's Insights and Approach to Coaching/Consulting
Herz developed the AWE framework (Authority, Warmth, and Energy) for effective communication. He explains that authority is conveyed through body language, clear pronunciation, and eye contact, while warmth is built through focused interactions and engagement. According to Herz, success is predominantly influenced by communication and interpersonal skills (85%) rather than technical ability (15%). Through his AWE framework, he aims to make these traditionally "soft skills" both actionable and measurable.
Principles From "Don't Take Yes For an Answer"
Herz identifies what he calls a "vortex of mediocrity" in today's society, characterized by inflated praise and a lack of honest feedback. He attributes this to cultural trends like grade inflation and HR departments focused more on avoiding litigation than developing talent. In his book, which received recognition from the Next Big Ideas Club, Herz emphasizes the importance of seeking challenging feedback and developing strong communication skills to stand out among equally qualified peers.
1-Page Summary
Additional Materials
Clarifications
- The AWE framework, developed by Steve Herz, consists of three key elements: Authority, Warmth, and Energy. Authority involves projecting confidence and credibility through body language and clear communication. Warmth focuses on building connections through empathy and engagement. Energy emphasizes the importance of enthusiasm and dynamism in communication to effectively engage with others.
- Garry Kasparov is a renowned Russian chess grandmaster and former World Chess Champion known for his exceptional chess skills and achievements, including holding the highest FIDE chess rating at one point. He is recognized for his long-standing dominance in the chess world and his historic matches against both human opponents and computers. Kasparov's contributions to chess and his impact on the game have solidified his legacy as one of the greatest chess players in history.
Actionables
- You can enhance your authority in communication by recording yourself during a mock presentation and analyzing your body language, pronunciation, and eye contact. Review the recording to identify areas where you can improve, such as standing more confidently, articulating words more clearly, or maintaining consistent eye contact with your imagined audience.
- Develop warmth in your interactions by starting a 'warmth journal' where you note down the outcomes of conversations where you focused on actively listening and engaging with the other person. Track the changes in your relationships and the feedback you receive to measure how increasing warmth affects your interpersonal connections.
- Counter the 'vortex of mediocrity' by creating a personal feedback system where you regularly ask for constructive criticism from a diverse group of peers, mentors, or online forums. Use specific questions that invite honest feedback, such as "What is one thing I could have done better in my presentation?" or "How could I improve the clarity of my emails?" Document the feedback and your actions taken, observing how this process helps you grow beyond average performance.
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Herz's Career Journey and Pivots
Steve Herz shares insights into his unconventional career path that led him from law to sports representation, and ultimately to coaching and consulting, underscoring his resilience and adaptability in the face of change.
Herz's Pivot From Law to Sports Representation
Herz encountered a significant stumbling block early in his career, receiving a "gut punch" after being the only one out of nearly 30 associates at a law firm's summer program not to be offered a job. The managing partner suggested he pursue a career as a businessman rather than an attorney, causing Herz to question his future in law.
Pivoting to Sports Talent: Herz Cold-Calls Agent for Job
After Herz realized he wasn't cut out for law, he decided to complete his law degree and pass the bar exam, following his parents’ advice. Herz's curiosity in sports representation was piqued after reading an article about a hockey goalie, leading him to cold-call Lloyd Friedland, a sports agent he had read about. Friedland was impressed by Herz’s pitch, which was rooted in his sports experience at the University of Michigan, and offered him a job to help grow a small sports agency.
Herz's Success in Talent Agencies
However, Herz soon understood that the job with Lloyd wasn't the break he hoped for and began looking for new opportunities. Through his law school connections, he landed a job at Athletes and Artists in 1992, where he would embark on a journey of professional growth.
Herz Expanded Responsibility and Client Base, Using Communication Skills for Business Growth
Once at Athletes and Artists, Herz sought to broaden his horizons by taking on unassigned calls that led to unique opportunities, such as producing the first world chess championship and representing world chess champion Garry Kasparov. By embracing challenges and leveraging his communication skills, Herz broadened his client base and increased his responsibilit ...
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Herz's Career Journey and Pivots
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Actionables
- You can reassess your career path by writing a "future resume" that includes your dream job and the steps needed to get there. Imagine it's five years from now and you're updating your resume with your ideal position and experiences. This exercise can help you visualize a career shift and identify the skills and experiences you need to focus on.
- Develop your communication skills by starting a peer-to-peer coaching group. Gather a small group of friends or colleagues interested in improving their speaking abilities. Meet regularly to practice speeches, give feedback, and share resources. This low-stakes environment can boost your confidence and refine your communication skills without the pressure of formal training.
- Enhance your adaptability by setting monthly "challenge goals" that push you o ...
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Herz's Insights and Approach to Coaching/Consulting
Steve Herz shares his approach to coaching and consulting that focuses on impactful communication using his AWE (Authority, Warmth, and Energy) framework and the prioritization of "soft skills" over technical skills.
Herz's "Awe" Framework for Impactful Communication
Herz developed a framework for impactful communication that emphasizes authority, warmth, and energy.
Authority - Conveying Confidence and Competence Through Body Language, Tone, and Speech
Herz mentions that authority, a key component of his AWE framework, involves the perception of competence, which includes conveying confidence. He suggests improving authority by standing or sitting up straight, having purposeful body language, and ensuring clear pronunciation. Additionally, he stresses the importance of finishing sentences without trailing off or using a sing-song delivery, finding a properly placed voice pitch, and abstaining from filler words. Herz also emphasizes making eye contact to convey authority effectively.
Warmth - Building Trust Through Focused Interactions
The AWE framework includes warmth, which Herz considers crucial for building trust and persuading others to align with your ideas. He addresses skepticism around teaching warmth by proposing that anyone can improve in this area by avoiding negative habits. Herz shares how he became more conscious of his own demeanor, like not folding arms and positioning hips directly parallel when talking to someone to show engagement and focus. He also highlights the effect of smiling and how it increases warmth, especially after becoming more self-assured in his smile due to dental work. Putting away distractions, such as phones, during conversations, can also lead to greater trust and connectivity.
Energy - Bringing an Enthusiastic, Energetic Presence
While no detailed content was provided, Herz discusses the importance of energy as part of his communication framework. He suggests that displaying energetic qualities can energize others and is vital for making a lasting impact.
Herz's Focus on "Soft Skills" Over Technical Skills
Herz belie ...
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Herz's Insights and Approach to Coaching/Consulting
Additional Materials
Counterarguments
- The 85/15 rule cited by Herz regarding the influence of communication and interpersonal skills over technical skills may not apply universally across all professions and industries; in some technical or specialized fields, the balance may be different.
- While the AWE framework emphasizes soft skills, it's important to recognize that technical skills and expertise can also significantly contribute to one's authority and credibility.
- The concept of warmth might not be universally applicable or interpreted the same way across different cultures, which can have varying norms and expectations around communication and interpersonal interactions.
- The effectiveness of energy as a component of communication can be subjective; what is considered energetic and enthusiastic in one context may be perceived as overwhelming or inappropriate in another.
- The AWE framework, while potentially useful, may oversimplify the complex nature of communication and interpersonal relationships, which can be influenced by a multitude of factors beyond authority, warmth, and energy.
- Measurability of soft skills can be challenging, and while the AWE framework aims to make them actionable and measurable, the subjective nature o ...
Actionables
- You can refine your authority by recording daily voice memos where you practice speaking on a random topic for one minute, focusing on eliminating filler words and maintaining a steady, confident tone. This exercise will help you become more aware of your speech patterns and improve your verbal communication skills, as you listen back and critique your own recordings.
- Enhance your warmth in communication by starting conversations with strangers where the goal is to learn one interesting fact about them. This encourages you to use engaging body language and maintain eye contact, fostering a sense of connection and trust, which are key components of warmth.
- ...
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Principles From "Don't Take Yes For an Answer"
Author Steve Herz encourages a culture shift towards seeking honest, constructive feedback and highlights how mastering communication can be the key differentiator in personal and professional success.
"Foundation For Change" - Recognizing the Loss of Honest Feedback
Steve Herz asserts that societal changes over the past 30 years have culminated in what he calls a "vortex of mediocrity," characterized by inflated praise and a lack of honest feedback. Herz explains that cultural trends, such as grade inflation and participation trophy culture that has evolved into an "MVP" culture, along with HR departments focused more on avoiding litigation than on talent development, inhibit personal growth by failing to provide challenging feedback.
Seek Challenging Feedback For Improvement
Herz urges individuals to seek out and embrace candid feedback, which is often more valuable than insincere praise, for genuine improvement and development. By embracing criticism, individuals can break free from the complacency of mediocrity and strive for excellence.
The Importance of Communication Style Over Technical Expertise
Herz expounds on the surprising revelation that technical skills contribute to just 15% of career success while 85% is due to non-technical, soft skills, particularly communication and interpersonal skills. Herz emphasizes that it is often the communication style—the way in which a person conveys their message—that sets successful people apart from their equally qualified peers.
Herz's Awe Framework for Impactful Communication
Herz places great importance on style once substance has secured a place at the table, suggesting that impactful communication is vital for standing out in a field of similar candidates. Although he does not detail the "Awe Framework" in the provided content, it is implied that this framework is a guide for improving communication, including the three pillars for b ...
Here’s what you’ll find in our full summary
Principles From "Don't Take Yes For an Answer"
Additional Materials
Clarifications
- The term "vortex of mediocrity" coined by Steve Herz describes a societal trend where excessive praise and lack of honest feedback lead to a culture of average performance and complacency. It signifies a state where individuals are not challenged to improve due to the absence of constructive criticism and genuine evaluations. This concept highlights how a constant stream of insincere positivity can hinder personal growth and excellence by fostering ...
Counterarguments
- The idea that soft skills contribute 85% to career success might be an oversimplification, as the importance of technical expertise versus communication skills can vary greatly depending on the industry and role.
- While seeking candid feedback is important, there is also value in positive reinforcement and encouragement, which can boost morale and motivation.
- The concept of a "vortex of mediocrity" may not account for the complexity of societal changes and could overlook areas where standards have risen, not fallen.
- The emphasis on communication style over substance could potentially lead to style being prioritized at the expense of content, which may not be appropriate in all contexts.
- The "Awe Framework" for communication, while potentially useful, may not be universally applicable or effective for everyone, as communication styles are highly individual and context-dependent.
- The nomination of Herz's book for the Next Big Ideas Club, while an honor, does not necessarily prove the efficacy of his ideas, as boo ...
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