The bad news is that most people accept these invitations to talk at length and, like Joseph, respond with unstructured rambles. As listeners, when we find ourselves dunked into these streams of thinking, we strain to sort the ideas, decide which are most important, which relate to each other and which needs a response. It’s exhausting, so often we simply stop listening and wait for our turn to talk. Not a successful moment for the person answering the question.

If you don’t want to be that sort of essay answerer, here’s a three-step model for giving crisp replies to open-ended essay questions.

When I was first learning this style of answering, starting with a number felt terribly scary. “How could I possibly start with a number?” I’d think. “I don’t know how many parts there are because I’ve never answered this question before!”

But I learned that if I could just slow down a bit and turn my focus inward for a second or two, I usually had a sense of how much information I had. Was there only one idea in my head or did I have a sense that there was a bigger answer rattling around in there?

Here’s what I learned about starting with a number:
	First and foremost, starting with a number only works when I’m talking about something in my area of expertise. If I’m trying to answer a question that’s outside my expertise, I begin by saying something like, “Let me talk out loud about that for a minute.” I only begin with a number when I’m in my sweet spot.
	When answering a question I haven’t heard before, I never use a number larger than three.
	Highly politicized, where rules are invoked when convenient and conflict is pervasive.
	I’ve learned to actually say the number “one,” instead of simply talking about one thing without using the number. I’ll say, “There’s one big idea about that.” And then give my answer.
	Starting with “one,” “two” or “three” makes me sound more credible than if I waffle and say, “There are a few ideas” or “I’ve got a couple thoughts about that.” (There’s a lot of research showing that your credibility goes up when you use numbers. And it makes sense, right? If you can use a number, we think you must be an expert!)
	If I get the number “wrong” (like if I said there are two points but I think of three), there were several ways I can rescue myself. These “rescues” are detailed at the end of this Tip.

If you can take the leap and start your essay answer by using a number, you’re more than halfway to an incredibly crisp answer because steps two and three aren’t nearly as challenging.

I hope you noticed that there is no need to speak all your labels at once. When answering off the top of your head that would be almost impossible to do. All you need to do is toss out one label to get yourself rolling.

I hope you also noticed that the label has a feeling of standing alone. In other words, you don’t need to rush. Pausing after you speak the label actually helps the listener grasp the label as an important idea, and that makes you sound authoritative. It also gives you a little time to gather
your ideas!

Once you’ve used your first label, you’re ready for the third and final step:

Step Three: Keep it short
Let’s say you’re answering that first sample question. You’ve said, “Thirty-day trend,” the first of your two labels. Now you’ll speak briefly about the thirty-day day trend. Three, four, maybe five sentences.

And, while you’re speaking about the thirty-day trend, your brain is looking around for that second label.

This is when you need to trust yourself. That second label is in there somewhere. After all, this is your expertise, right? Don’t seek perfection. Labels are just tabs or markers or handles. They aren’t binding or sacred. And whatever label you come up with—even if it’s not great—will be better than a ramble!

So then you cycle through Steps Two and Three (Use a Label and Keep it Short) until you’ve gotten through all your labels. And then you’re done!

The benefits If you can adopt this behavior…
	Your answers will become more concise
	Your answers will become more memorable
	Your listeners will stay tuned in
	You will be viewed as a more credible contributor
	You will sound like you’re ready for a promotion
	You’ll display The Look & Sound of Leadership™

What happens if I get the number “wrong”?
“What if I say I have three parts to my answer but can only think of two?”

If that happens (and it happens to me all the time!), after you’ve spoken about label number two, simply say, “Let me stop there.” I promise, your listeners will be delighted.

“What if I say I have three parts to my answer but then think of a fourth?”

If that happens (and it happens to me all the time!) at some point in the discussion—perhaps immediately following your third point, but perhaps a bit later—say, “You know, I thought of a fourth point that I think is important, too.” I guarantee people will not point their finger at you and say, “No! You said you only had three points! You don’t get to say anything else!”

I worried about all these nuances of style. As I said earlier, to me, using a number to start answering a question I’d never heard before felt like jumping out of plane without checking to see if I was really wearing a parachute.

As with any new skill, I found that my discomfort was only really apparent to me. If I didn’t give away my secret, no one knew I was doing something new. And I got all those benefits that I listed above—even while I was still learning the style! If you want to polish your executive presence, I urge you to try on this skill.

Read related Tips:
Sorting & Labeling
Answer What’s Asked
Being Concise
Questions as Leadership
Staying on Track
Sounding Well-Spoken
Creating Clarity