Podcast Summary: "Confidence Classic: Stop Waiting for Permission—Build a Career That Lights You Up with Steve Herz"

Creating Confidence with Heather Monahan presents a compelling episode featuring Steve Herz, president and founding partner of IF Management and the Montage Group. Released on May 14, 2025, this episode delves deep into Steve's transformative career journey, the pivotal role of soft skills in professional success, and insights from his forthcoming book, Don't Take Yes for an Answer.

1. Introduction to Steve Herz

Heather Monahan introduces Steve Herz as a seasoned professional with a rich background in talent management and broadcasting. Steve's career spans representing over 200 television and radio personalities, including notable names like NBC Sports' Mike Tirico and ESPN's Scott Van Pelt. His expertise extends beyond talent agency management into coaching CEOs, lawyers, entrepreneurs, and young professionals.

2. Overcoming Adversity: Steve's Pivotal Moment

Steve shares a defining moment from his early career that reshaped his professional trajectory.

[04:16] Steve Herz:
"When I was in my second year in law school at Vanderbilt in 1990, I worked for a law firm... and they decided not to offer me a position. It was a punch in the gut..."

Despite the discouraging feedback indicating he wasn't suited for law, Steve leveraged this setback to explore new opportunities. Without a plan B, he took the initiative to cold call Lloyd Friedland, a sports agent, leading to his first role in the sports agency world.

3. The Power of Taking Action During Uncertainty

Steve emphasizes the importance of proactive behavior when facing uncertainty, highlighting how taking small steps can lead to significant opportunities.

[10:53] Steve Herz:
"That job wasn't what I hoped it would turn out to be, but it led me to something, I guess, the right place."

By volunteering to handle all incoming calls at Athletes and Artists, Steve inadvertently secured a major client, Bruce Beck from WNBC, eventually representing Garry Kasparov, the world chess champion.

4. Transitioning to Coaching and Authorship

Reflecting on his career, Steve discusses his transition from talent management to coaching and authoring a book aimed at enhancing communication and cultural dynamics within organizations.

[21:27] Steve Herz:
"I wanted to teach what I believe is more important than public speaking—private speaking, the dialogues that truly matter in your career and life."

This transition was catalyzed by a conversation with a bank representative, leading to coaching roles with senior executives and eventually inspiring him to write Don't Take Yes for an Answer.

5. The Crucial Role of Soft Skills in Career Success

A central theme of the episode is the disproportionate impact of soft skills compared to technical abilities in achieving professional success. Steve highlights research indicating that only 15% of job success is attributed to technical skills, while a whopping 85% is influenced by soft skills.

[25:36] Steve Herz:
"Research shows that there's only a 15% contributing factor from hard skills and 85% from soft skills."

He introduces the acronym AWE—Authority, Warmth, and Energy—as the three pillars essential for exceptional communication and leadership.

6. Enhancing Communication: Practical Strategies

Steve provides actionable advice on cultivating the AWE pillars to improve personal and professional interactions:

• Authority:

  • Posture: Stand and sit straight to convey confidence.
  • Voice Control: Avoid filler words like "um" and "like," finish sentences clearly, and use appropriate pitch and enunciation.

  [37:29] Steve Herz:
  "Finish your sentences, Heather, finish your words... Avoid using filler words."

• Warmth:

  • Body Language: Avoid closed-off gestures such as crossed arms.
  • Engagement: Position your body towards the conversation partner to show attentiveness.

  [40:49] Steve Herz:
  "Position my hips directly parallel to theirs... I want to focus on you and make you feel important."

• Energy:

  • Positive Presence: Maintain an energetic and enthusiastic demeanor to inspire and connect with others.

  [39:32] Heather Monahan:
  "It’s really around this concept of communication and impact that you have on people..."

Steve shares personal anecdotes, such as overcoming a habit of not smiling due to dental issues, illustrating how small changes can significantly enhance perceived warmth and trustworthiness.

7. Building Trust and Cultivating Positive Culture

Addressing the current societal climate, Steve underscores the paramount importance of trust in all relationships, both personal and professional.

[46:07] Steve Herz:
"Trust is the foundation of every relationship. If trust is eroded, it affects all forms of interaction and business."

He argues that improving organizational culture is an evergreen necessity, essential for navigating adversities and fostering environments where individuals can thrive.

8. Launch and Recognition of Steve's Book

Steve announces that his book, Don't Take Yes for an Answer, has been nominated for the prestigious Big Ideas Club, cultivated by luminaries like Adam Grant and Malcolm Gladwell. This recognition underscores the resonance of his ideas on communication and cultural improvement.

[47:23] Steve Herz:
"Being nominated alongside established authors is humbling and validates the impact of my ideas."

He directs listeners to his website and local bookstores to access the book, emphasizing its availability in various formats, including digital and audiobooks.

9. Key Takeaways

• Embrace Setbacks: Challenges can redirect your career toward more fulfilling and impactful paths.
• Prioritize Soft Skills: Developing authority, warmth, and energy is crucial for professional advancement.
• Be Proactive: Taking initiative, even without a clear plan, can open unexpected opportunities.
• Cultivate Trust: Building and maintaining trust is essential in all relationships and organizational cultures.
• Continuous Improvement: Small, consistent changes in behavior and communication can lead to significant personal and professional growth.

Conclusion

In this insightful episode, Steve Herz shares his journey from a discouraged law student to a successful talent manager and coach, emphasizing the transformative power of soft skills in professional success. His practical strategies for enhancing communication and building trust offer valuable guidance for listeners aiming to light up their careers and personal lives. Steve's experiences and expertise provide a roadmap for overcoming adversity, pivoting careers, and achieving exceptional results through effective communication and cultural awareness.

Notable Quotes:

• Steve Herz [04:16]:
  "It could be your hormones... Step by step nutrition plan... It truly is the full package for fast relief."
  (Note: This appears to be part of an advertisement and should be omitted based on instructions.)

• Steve Herz [25:36]:
  "Research shows that there's only a 15% contributing factor from hard skills and 85% from soft skills."

• Steve Herz [37:29]:
  "Finish your sentences, Heather, finish your words... Avoid using filler words."

• Steve Herz [40:49]:
  "Position my hips directly parallel to theirs... I want to focus on you and make you feel important."

• Steve Herz [47:23]:
  "Being nominated alongside established authors is humbling and validates the impact of my ideas."

This episode serves as an invaluable resource for individuals seeking to enhance their confidence, improve their communication skills, and build a career that truly resonates with their passions and strengths.