The First Minute
How to Start Conversations That Get Results
by Chris Fenning
“In today’s complex work-world, everyone needs a dose of Chris Fenning’s methods to become more effective communicators.”
Start Strong: Master Your First Minute for Better Outcomes
Ever feel like your conversations drift, get stuck, or simply don't lead anywhere productive? Whether it's a critical client meeting, a challenging performance review, or even a sensitive chat with a colleague, the initial moments often set the entire tone. What if you could consistently kick off these interactions in a way that immediately focuses attention, builds trust, and paves the way for the results you need?
Discover how to make a powerful first impression in any conversation.
Learn techniques to quickly establish purpose and build rapport.
Uncover strategies for guiding discussions toward desired outcomes.
Gain practical tips for handling challenging interactions right from the start.
In their book, The First Minute: How to Start Conversations That Get Results, Chris Fenning reveals that successful conversations aren't just about what you say, but how you begin. He argues that most people waste the critical opening seconds, allowing ambiguity, assumptions, or discomfort to derail potential before it even begins. By consciously structuring your first 60 seconds, you can transform interactions from aimless chats into purposeful dialogues that yield tangible results.
Think of it like setting the GPS for a road trip. If you don't input a clear destination, you might wander aimlessly, get lost, or end up somewhere you didn't intend. The "first minute" is your opportunity to program that destination, ensuring everyone involved understands where you're going and why. It's about taking control, not in a dominating way, but in a way that serves the conversation's ultimate objective.
The Core Idea: Clarity and Control in Sixty Seconds
Fenning emphasizes that every conversation, regardless of its apparent simplicity, benefits from a structured beginning. This isn't about rigid scripting, but about having a clear intent and a method to convey it effectively. The goal is to move from unconscious incompetence (we don't realize how poorly we start) to conscious competence (we deliberately apply techniques for better beginnings).
Consider a scenario like a project manager, Sarah, who needed to tell her team that their tight deadline had just gotten tighter. Instead of just diving into the bad news, she took a "first minute" approach. She started by acknowledging their hard work, clearly stating the new, challenging reality, and immediately pivoting to "Here's what we need to figure out together to make this work." That brief, structured opening prevented immediate panic and instead channeled their energy toward collaborative problem-solving.
What You'll Learn
Fenning breaks down the power of the first minute into actionable components:
Establish Your Purpose: Why Are We Talking?
Before you say anything, you must know why you are initiating the conversation. What is the single most important outcome you want to achieve? Is it to inform, persuade, understand, decide, or resolve? Having this clarity yourself is the first step to conveying it to others.
Control the Agenda: Where Are We Going?
Once you know your purpose, you need to articulate it clearly. People often start conversations with vague greetings or by diving straight into details. This leaves the other person guessing your intent, which can lead to confusion, defensiveness, or a waste of time. The first minute should clearly state the topic and the desired scope.
Build Rapport: Setting the Right Tone
While purpose is key, so is connection. Fenning stresses that building rapport doesn't mean aimless small talk. It means establishing a connection that makes the other person receptive to your message. This can be as simple as a warm greeting, acknowledging their presence, or referencing a shared context.
Key Moments at a Glance
Let's define some of the key concepts that empower you to master your conversational openings.
Desired Outcome (DO): This is your single, clearest objective for the conversation. Before you speak, ask yourself: "What needs to be true at the end of this conversation for it to be a success?"
The Hook: An opening statement designed to grab attention and immediately indicate the topic's relevance to the other person. It answers the unspoken question: "Why should I care about this right now?"
The Frame: A brief, explicit statement outlining the purpose and scope of the conversation. It sets expectations and ensures everyone is on the same page from the start. "I want to discuss X so we can achieve Y."
The Payoff: What's in it for them? This is about showing the benefit to the other party for engaging in the conversation, addressing their potential "WIIFM" (What's In It For Me?).
Call to Action (CTA): A clear instruction or question at the end of your first minute that prompts the next step in the conversation. It could be "Do you have 10 minutes to discuss this now?" or "What are your initial thoughts?"
The Anatomy of a Powerful First Minute
Fenning suggests a general structure for your opening minute, though it's flexible and adapts to context:
The Greeting & Warm-up (5-10 seconds): Acknowledge the other person, perhaps a brief pleasantry. Make eye contact. This isn't small talk for small talk's sake; it's about signaling respect and presence.
Example: "Hi, Alex, thanks for making time."
The Hook (10-15 seconds): Immediately get to the point, or at least hint at it in an engaging way. Make it clear why you're initiating the conversation now.
Example: "I wanted to quickly discuss the new client proposal, specifically how we can accelerate the timeline."
The Frame (20-25 seconds): Clearly state the objective and scope. What do you want to accomplish in this specific conversation?
Example: "My goal for our chat is to brainstorm two or three actionable steps we can take this week to shave off a few days from the delivery schedule, without compromising quality."
The Payoff (5-10 seconds): Briefly indicate the benefit to them or the shared benefit.
Example: "This will help us secure the contract sooner and make a strong impression."
The Call to Action (5-10 seconds): Ask a question that invites them into the discussion and gives them agency.
Example: "Does that sound like a good use of our next 15 minutes, or is there anything else critical on your mind?"
Imagine a sales professional, Emily, who used this. Instead of a generic "How are you?" to a busy prospect, she opened with: "Hi Mr. Smith, thanks for connecting. I noticed your recent article on supply chain challenges, and I've got a quick idea on how our new software might cut your logistics costs by 15%—can I share two key points for 5 minutes?" This precise opening immediately showed relevance, respected his time, and clearly set the agenda.
Navigating Tricky Situations from the Get-Go
Not every conversation is easy. Fenning provides insights for starting even the most challenging discussions effectively.
Delivering Bad News: Don't beat around the bush. State the bad news clearly and concisely, then immediately pivot to "Here's what we need to do about it" or "Here are my proposed next steps." This moves the conversation from shock to problem-solving.
Real-world example: A manager needing to announce budget cuts didn't start with apologies or long preambles. "Team, I need to share some difficult news regarding our Q3 budget. We'll be facing a 15% reduction in spending. My priority now is to work with each of you to find the most effective ways to manage this without impacting our core projects. Let's discuss immediate areas where we can optimize."
Addressing Conflict: Focus on the behavior, not the person. Frame the conversation around the impact of the issue and your shared goal for resolution. Use "I" statements.
Real-world example: Instead of "You're always late with reports," try "When reports are submitted after the deadline, it impacts our ability to compile the final presentation on time. I wanted to talk about how we can ensure these are submitted by Friday afternoons moving forward."
Persuading Others: Lead with the benefit to them. What problem do you solve for them? How will your idea make their life easier, more profitable, or less stressful?
Real-world example: Pitching a new software to a hesitant team: "I know integrating new tools can feel like a burden, but this system will automate those tedious data entry tasks you've been doing manually, freeing up about 5 hours a week for everyone on the team. I'd like to show you how in the next 10 minutes."
Quick Start Guide: Your First-Minute Checklist
Before your next important conversation, use this checklist to prepare your powerful opening:
Define Your Desired Outcome (DO): What must be achieved by the end of this conversation? (e.g., "secure approval for X," "understand their perspective on Y," "agree on Z next steps").
Craft Your Hook: How will you immediately grab their attention and establish relevance?
Develop Your Frame: What precise statement will clearly state the purpose and scope of this conversation?
Identify the Payoff: What's the benefit for the other person to engage in this discussion?
Prepare Your Call to Action (CTA): What question or statement will prompt the next step and invite their participation?
Anticipate Objections/Questions: What might they push back on, and how will you briefly address it in your opening or immediate follow-up?
Practice (Mentally or Aloud): Run through your first minute a few times until it feels natural and concise.
Final Reflections
The First Minute isn't just about making a good impression; it's about instilling purpose and efficiency into every interaction. Chris Fenning demonstrates that by dedicating a mere 60 seconds to thoughtful preparation and intentional communication, you can drastically improve the trajectory and outcome of your conversations. This book provides a practical framework that empowers you to transition from hesitant beginnings to confident, results-driven dialogues, ultimately saving time, reducing frustration, and fostering more productive relationships.
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