Latest / Women in The Coaching Arena / 136 | How to use storytelling in your content - with Susan Payton

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136 | How to use storytelling in your content - with Susan Payton · Women in The Coaching Arena

• 0:01
  If
• 0:01
  you
• 0:01
  are
• 0:01
  ever
• 0:02
  unsure
• 0:02
  as
• 0:02
  to
• 0:03
  whether
• 0:03
  to
• 0:03
  post
• 0:03
  something
• 0:04
  because
• 0:04
  it
• 0:04
  feels
• 0:04
  too
• 0:05
  personal,
• 0:06
  or
• 0:06
  if
• 0:06
  you've
• 0:06
  told
• 0:07
  your
• 0:07
  story
• 0:07
  so
• 0:07
  many
• 0:07
  times
• 0:08
  that
• 0:08
  you
• 0:08
  are
• 0:08
  tired
• 0:09
  of
• 0:09
  hearing
• 0:09
  it,
• 0:10
  then
• 0:10
  this
• 0:10
  episode
• 0:11
  is
• 0:11
  for
• 0:11
  you.
• 0:12
  We
• 0:12
  will
• 0:13
  talk
• 0:13
  about
• 0:13
  what
• 0:13
  stories
• 0:14
  work,
• 0:14
  which
• 0:14
  ones
• 0:15
  to
• 0:15
  tell,
• 0:15
  which
• 0:16
  ones
• 0:16
  to
• 0:16
  avoid,
• 0:17
  and
• 0:17
  how
• 0:17
  to
• 0:18
  practically
• 0:18
  use
• 0:19
  them
• 0:19
  in
• 0:19
  your
• 0:19
  content.
• 0:20
  I'm
• 0:20
  so
• 0:21
  excited
• 0:21
  today
• 0:22
  to
• 0:22
  be
• 0:22
  joined
• 0:23
  by
• 0:23
  Susan
• 0:24
  Payton.
• 0:25
  Susan
• 0:25
  is
• 0:25
  a
• 0:26
  messaging
• 0:26
  strategist,
• 0:27
  storytelling
• 0:28
  expert,
• 0:28
  and
• 0:28
  author
• 0:29
  of
• 0:29
  the
• 0:29
  Business
• 0:29
  of
• 0:29
  Stories.
• 0:31
  She
• 0:31
  helps
• 0:31
  founders
• 0:32
  and
• 0:32
  purpose-led
• 0:32
  business
• 0:33
  owners
• 0:33
  get
• 0:33
  clear
• 0:34
  on
• 0:34
  their
• 0:34
  stories
• 0:35
  so
• 0:35
  they
• 0:35
  can
• 0:35
  connect
• 0:36
  more
• 0:36
  deeply
• 0:36
  with
• 0:37
  their
• 0:37
  audience
• 0:38
  and
• 0:38
  sell
• 0:38
  their
• 0:38
  work
• 0:39
  with
• 0:39
  confidence.
• 0:40
  So
• 0:40
  welcome,
• 0:40
  Susan.
• 0:41
  I'm.
• 0:41
  So,
• 0:41
  so
• 0:42
  happy
• 0:42
  you
• 0:42
  are
• 0:42
  here,
• 0:43
  especially
• 0:44
  because
• 0:44
  I
• 0:44
  know
• 0:44
  that
• 0:44
  your
• 0:45
  story
• 0:45
  led
• 0:46
  you
• 0:46
  to
• 0:46
  your
• 0:47
  entire
• 0:47
  business.
• 0:48
  So
• 0:48
  please
• 0:48
  do
• 0:48
  share
• 0:49
  more
• 0:49
  about
• 0:50
  your
• 0:50
  story
• 0:50
  and
• 0:51
  your
• 0:51
  business.
• 0:53
  Yeah,
• 0:53
  sure.
• 0:54
  In
• 0:55
  2014,
• 0:56
  I
• 0:57
  was
• 0:57
  looking
• 0:57
  around
• 0:58
  for
• 0:59
  support
• 1:00
  for
• 1:00
  women
• 1:01
  who
• 1:01
  wanted
• 1:01
  to
• 1:01
  start
• 1:02
  their
• 1:02
  own
• 1:02
  business.
• 1:02
  I'd
• 1:02
  always
• 1:03
  worked
• 1:03
  for
• 1:03
  myself,
• 1:04
  but
• 1:05
  I
• 1:05
  didn't
• 1:05
  really
• 1:05
  have
• 1:05
  a
• 1:06
  business.
• 1:06
  I
• 1:06
  was
• 1:06
  just
• 1:06
  charging
• 1:07
  time
• 1:07
  for
• 1:07
  money,
• 1:08
  right?
• 1:09
  And
• 1:09
  so
• 1:09
  I
• 1:09
  wanted
• 1:09
  to
• 1:10
  start
• 1:11
  something
• 1:11
  that
• 1:11
  I
• 1:11
  could
• 1:11
  actually
• 1:12
  grow
• 1:12
  and
• 1:13
  scale
• 1:13
  beyond
• 1:14
  my
• 1:14
  hourly
• 1:15
  rate.
• 1:15
  So
• 1:15
  I
• 1:15
  was
• 1:15
  looking
• 1:16
  around
• 1:16
  for
• 1:16
  support
• 1:17
  and
• 1:17
  believe
• 1:17
  it
• 1:17
  or
• 1:17
  not,
• 1:18
  in
• 1:18
  2014,
• 1:20
  there
• 1:20
  wasn't
• 1:20
  a
• 1:20
  lot
• 1:21
  of
• 1:21
  support,
• 1:21
  right?
• 1:21
  Facebook
• 1:22
  groups
• 1:22
  weren't
• 1:23
  a
• 1:23
  thing.
• 1:24
  And
• 1:24
  so,
• 1:24
  apart
• 1:24
  from
• 1:24
  a
• 1:25
  couple
• 1:25
  of
• 1:25
  organizations,
• 1:26
  there
• 1:26
  really
• 1:26
  wasn't
• 1:26
  very
• 1:27
  much.
• 1:28
  And
• 1:28
  so
• 1:29
  I
• 1:29
  realized
• 1:30
  that
• 1:30
  if
• 1:30
  I
• 1:31
  was
• 1:31
  looking
• 1:31
  for
• 1:31
  support
• 1:32
  there
• 1:32
  would
• 1:32
  probably
• 1:32
  be
• 1:32
  a
• 1:33
  lot
• 1:33
  of
• 1:33
  other
• 1:33
  women
• 1:33
  out
• 1:34
  there
• 1:34
  that
• 1:34
  were
• 1:34
  looking
• 1:35
  for
• 1:35
  support.
• 1:35
  So
• 1:36
  I
• 1:36
  decided
• 1:37
  to
• 1:37
  create
• 1:37
  a
• 1:38
  community
• 1:38
  to
• 1:38
  create
• 1:39
  something
• 1:40
  that
• 1:40
  provided
• 1:40
  that
• 1:41
  support
• 1:41
  that
• 1:41
  people
• 1:41
  were
• 1:41
  looking
• 1:42
  for.
• 1:43
  So
• 1:43
  I
• 1:43
  called
• 1:44
  it
• 1:44
  the
• 1:44
  business
• 1:44
  of
• 1:44
  mums
• 1:45
  'cause
• 1:45
  it
• 1:45
  was
• 1:45
  for
• 1:46
  mums
• 1:46
  who
• 1:46
  wanted
• 1:46
  to
• 1:47
  start
• 1:47
  their
• 1:47
  own
• 1:47
  business
• 1:48
  or
• 1:48
  grow
• 1:48
  their
• 1:48
  business.
• 1:49
  I
• 1:49
  had
• 1:50
  a
• 1:50
  website
• 1:51
  built,
• 1:51
  you
• 1:51
  know,
• 1:51
  with
• 1:52
  a
• 1:52
  forum
• 1:52
  and
• 1:52
  a
• 1:53
  notice
• 1:53
  board
• 1:53
  and
• 1:54
  you
• 1:54
  know,
• 1:54
  back
• 1:54
  when
• 1:55
  it
• 1:55
  cost
• 1:55
  a
• 1:55
  lot
• 1:55
  of
• 1:55
  money
• 1:56
  to
• 1:56
  build
• 1:56
  a
• 1:56
  website,
• 1:57
  right?
• 1:57
  Because
• 1:57
  it
• 1:57
  was
• 1:57
  all
• 1:57
  had
• 1:57
  to
• 1:57
  be
• 1:58
  coded
• 1:58
  and
• 1:58
  it
• 1:58
  was
• 1:59
  thousands
• 1:59
  of
• 1:59
  pounds.
• 2:00
  Then
• 2:00
  somebody
• 2:01
  said
• 2:01
  to
• 2:01
  me,
• 2:02
  you
• 2:02
  could
• 2:02
  start
• 2:02
  a
• 2:02
  Facebook
• 2:03
  group.
• 2:04
  I
• 2:04
  was
• 2:04
  like,
• 2:04
  a
• 2:04
  what?
• 2:05
  What's
• 2:05
  that?
• 2:06
  I
• 2:06
  found
• 2:07
  out
• 2:07
  that
• 2:07
  you
• 2:07
  can
• 2:07
  start
• 2:07
  a
• 2:08
  Facebook
• 2:08
  group
• 2:08
  for
• 2:09
  free,
• 2:11
  which
• 2:12
  was
• 2:12
  a
• 2:12
  little
• 2:12
  bit,
• 2:13
  of
• 2:13
  a
• 2:13
  shock
• 2:14
  at
• 2:14
  the
• 2:14
  time
• 2:14
  having
• 2:14
  just
• 2:15
  spent
• 2:15
  all
• 2:15
  this
• 2:15
  money.
• 2:15
  But
• 2:15
  anyway,
• 2:16
  I
• 2:16
  had
• 2:16
  the
• 2:17
  website.
• 2:17
  I
• 2:17
  started
• 2:18
  the
• 2:18
  group,
• 2:18
  I
• 2:18
  started
• 2:19
  to
• 2:19
  build
• 2:19
  this
• 2:19
  community,
• 2:20
  and
• 2:21
  it
• 2:21
  was
• 2:21
  great.
• 2:21
  It
• 2:21
  grew
• 2:22
  very
• 2:22
  quickly.
• 2:22
  I
• 2:22
  got
• 2:23
  to
• 2:23
  about
• 2:23
  1500
• 2:24
  women,
• 2:25
  quite
• 2:25
  quickly
• 2:26
  I
• 2:26
  was
• 2:26
  offering
• 2:27
  resources.
• 2:28
  I
• 2:28
  was
• 2:28
  pointing
• 2:28
  people
• 2:29
  to
• 2:29
  things
• 2:29
  that
• 2:29
  would
• 2:30
  help
• 2:30
  them.
• 2:30
  I
• 2:30
  was
• 2:30
  doing
• 2:31
  interviews,
• 2:32
  I
• 2:32
  had
• 2:32
  lots
• 2:32
  of
• 2:33
  stuff
• 2:33
  for
• 2:33
  people
• 2:33
  to
• 2:34
  download
• 2:34
  and
• 2:34
  engage
• 2:35
  with.
• 2:36
  We
• 2:36
  were
• 2:36
  asking
• 2:36
  questions
• 2:37
  in
• 2:37
  the
• 2:37
  group,
• 2:38
  so
• 2:38
  it
• 2:38
  was
• 2:39
  getting
• 2:39
  lots
• 2:39
  of
• 2:39
  engagement
• 2:40
  and
• 2:40
  it
• 2:40
  was
• 2:40
  doing
• 2:40
  really
• 2:41
  well.
• 2:42
  But
• 2:44
  I
• 2:44
  was
• 2:44
  offering
• 2:45
  coaching
• 2:45
  and
• 2:45
  this
• 2:46
  is
• 2:46
  the
• 2:46
  way
• 2:46
  that
• 2:46
  I
• 2:46
  was
• 2:46
  gonna
• 2:47
  kind
• 2:47
  of
• 2:47
  monetize
• 2:48
  it,
• 2:48
  right?
• 2:48
  It
• 2:48
  was
• 2:48
  gonna
• 2:48
  offer
• 2:49
  coaching
• 2:50
  and
• 2:50
  nobody
• 2:51
  was
• 2:51
  buying
• 2:52
  my
• 2:52
  coaching.
• 2:54
  I
• 2:54
  kept
• 2:55
  putting
• 2:55
  more
• 2:55
  stuff
• 2:55
  into
• 2:56
  the
• 2:56
  group.
• 2:56
  I
• 2:56
  kept
• 2:57
  trying
• 2:57
  to
• 2:57
  show
• 2:57
  people
• 2:58
  that,
• 2:58
  I
• 2:58
  could
• 2:58
  help
• 2:59
  them
• 2:59
  and
• 2:59
  I
• 2:59
  was
• 2:59
  resourceful
• 3:00
  and
• 3:01
  I
• 3:01
  was
• 3:01
  the
• 3:01
  person
• 3:02
  that
• 3:02
  was
• 3:02
  gonna
• 3:02
  help
• 3:02
  them,
• 3:03
  provide
• 3:03
  that
• 3:03
  support
• 3:04
  that
• 3:04
  they
• 3:04
  needed.
• 3:06
  But
• 3:06
  the
• 3:06
  reason
• 3:06
  that
• 3:06
  nobody
• 3:07
  was
• 3:07
  buying
• 3:08
  my
• 3:08
  coaching
• 3:09
  was
• 3:09
  because
• 3:11
  back
• 3:11
  then
• 3:11
  I
• 3:12
  really
• 3:12
  couldn't
• 3:13
  clearly
• 3:14
  articulate.
• 3:16
  What
• 3:17
  I
• 3:17
  could
• 3:17
  help
• 3:17
  them
• 3:17
  do,
• 3:18
  and
• 3:18
  I
• 3:18
  know
• 3:19
  that
• 3:19
  your
• 3:19
  audience
• 3:20
  is
• 3:20
  coaches,
• 3:20
  right?
• 3:21
  So
• 3:21
  this
• 3:21
  is
• 3:22
  key,
• 3:22
  and
• 3:22
  I
• 3:22
  know
• 3:23
  this
• 3:23
  is
• 3:23
  what
• 3:23
  you
• 3:23
  teach.
• 3:25
  I
• 3:25
  didn't
• 3:26
  have
• 3:26
  a
• 3:26
  nice,
• 3:27
  clear,
• 3:27
  compelling
• 3:28
  message.
• 3:29
  I
• 3:29
  wasn't
• 3:30
  really
• 3:30
  articulating
• 3:31
  the
• 3:31
  value
• 3:33
  of
• 3:33
  people
• 3:33
  working
• 3:34
  with
• 3:34
  me.
• 3:34
  Like
• 3:35
  what
• 3:35
  was
• 3:35
  the
• 3:35
  value
• 3:36
  to
• 3:36
  them
• 3:37
  of
• 3:37
  what
• 3:37
  I
• 3:37
  could
• 3:37
  help
• 3:37
  them
• 3:38
  do.
• 3:39
  I
• 3:39
  didn't
• 3:39
  even
• 3:39
  really
• 3:40
  know
• 3:40
  who
• 3:40
  my
• 3:40
  ideal
• 3:41
  client
• 3:41
  was.
• 3:42
  It
• 3:42
  was
• 3:42
  moms
• 3:43
  who
• 3:43
  wanted
• 3:43
  to
• 3:43
  start
• 3:43
  a
• 3:43
  business,
• 3:44
  right?
• 3:44
  So
• 3:44
  looking
• 3:45
  back
• 3:45
  now,
• 3:45
  I
• 3:45
  can
• 3:46
  see
• 3:46
  why
• 3:47
  people
• 3:47
  weren't
• 3:47
  buying
• 3:48
  my
• 3:48
  coaching,
• 3:48
  but
• 3:48
  at
• 3:49
  the
• 3:49
  time
• 3:49
  didn't
• 3:49
  know
• 3:50
  what
• 3:50
  I
• 3:50
  wasn't
• 3:50
  doing.
• 3:50
  I
• 3:51
  didn't
• 3:51
  know
• 3:51
  what
• 3:51
  I
• 3:51
  didn't
• 3:51
  know.
• 3:52
  I
• 3:52
  was
• 3:53
  doing
• 3:53
  all
• 3:53
  the
• 3:53
  marketing
• 3:54
  things.,
• 3:54
  Buying
• 3:54
  all
• 3:54
  the
• 3:54
  courses.
• 3:55
  I
• 3:55
  was
• 3:56
  trying
• 3:56
  SEO.
• 3:57
  I
• 3:57
  even
• 3:58
  went
• 3:58
  to
• 3:58
  a
• 3:58
  marketing
• 3:58
  agency
• 4:00
  and
• 4:00
  they
• 4:00
  said,
• 4:00
  yeah,
• 4:01
  give
• 4:01
  us
• 4:01
  your
• 4:01
  money.
• 4:01
  We'll
• 4:02
  fill
• 4:02
  up
• 4:02
  your
• 4:02
  group.
• 4:03
  And
• 4:03
  I
• 4:03
  paid
• 4:03
  them
• 4:04
  a
• 4:04
  lot
• 4:04
  of
• 4:04
  money
• 4:05
  and
• 4:05
  they
• 4:05
  did
• 4:06
  get
• 4:06
  some
• 4:06
  more
• 4:06
  people
• 4:07
  into
• 4:07
  my
• 4:07
  group,
• 4:08
  but
• 4:08
  that
• 4:08
  wasn't
• 4:08
  the
• 4:08
  answer.
• 4:10
  Right.
• 4:10
  More
• 4:10
  people,
• 4:11
  more
• 4:11
  spending
• 4:12
  more
• 4:12
  money,
• 4:12
  doing
• 4:13
  more
• 4:13
  marketing
• 4:13
  stuff
• 4:14
  wasn't
• 4:14
  the
• 4:14
  answer.
• 4:16
  The
• 4:16
  problem
• 4:17
  was
• 4:17
  that
• 4:17
  I
• 4:17
  didn't
• 4:17
  have
• 4:18
  those
• 4:18
  key
• 4:19
  foundational
• 4:20
  pieces
• 4:21
  in
• 4:21
  place,
• 4:21
  so
• 4:22
  people
• 4:22
  didn't
• 4:22
  know
• 4:23
  why
• 4:23
  they
• 4:24
  should
• 4:24
  buy
• 4:24
  from
• 4:24
  me,
• 4:26
  and
• 4:26
  it
• 4:26
  was
• 4:26
  very
• 4:26
  frustrating.
• 4:27
  And
• 4:28
  I
• 4:28
  was
• 4:28
  sat
• 4:28
  at
• 4:28
  the
• 4:29
  kitchen
• 4:29
  table
• 4:29
  one
• 4:29
  night
• 4:30
  with
• 4:30
  my
• 4:30
  husband
• 4:30
  and
• 4:31
  I
• 4:31
  was
• 4:31
  having
• 4:31
  a
• 4:31
  glass
• 4:32
  of
• 4:32
  wine
• 4:32
  and
• 4:32
  I
• 4:32
  was
• 4:32
  feeling
• 4:33
  a
• 4:33
  bit
• 4:33
  emotional,
• 4:34
  and
• 4:34
  he
• 4:35
  said,
• 4:35
  is
• 4:35
  everything
• 4:35
  all
• 4:35
  right?
• 4:35
  Like,
• 4:36
  how's
• 4:36
  the
• 4:36
  business
• 4:36
  going?
• 4:38
  And
• 4:39
  I
• 4:39
  got
• 4:39
  really
• 4:39
  tearful
• 4:40
  and
• 4:40
  I
• 4:41
  said,
• 4:41
  who
• 4:42
  am
• 4:42
  I
• 4:42
  kidding?
• 4:43
  I
• 4:43
  haven't
• 4:44
  got
• 4:44
  a
• 4:44
  business,
• 4:46
  like
• 4:46
  people
• 4:46
  aren't
• 4:47
  buying
• 4:47
  my
• 4:48
  stuff.
• 4:48
  They're
• 4:48
  there
• 4:49
  for
• 4:49
  the
• 4:49
  free
• 4:49
  stuff
• 4:50
  and
• 4:50
  everybody's
• 4:50
  loving
• 4:51
  it
• 4:51
  and
• 4:51
  it's
• 4:51
  a
• 4:51
  great
• 4:52
  vibe
• 4:53
  in
• 4:53
  the
• 4:53
  community,
• 4:53
  but
• 4:55
  nobody
• 4:55
  wants
• 4:55
  my
• 4:56
  coaching.
• 4:58
  And
• 4:58
  I
• 4:58
  said
• 4:59
  at
• 4:59
  the
• 4:59
  time,
• 4:59
  I
• 4:59
  think
• 4:59
  it's
• 5:00
  'cause
• 5:00
  they
• 5:00
  don't
• 5:00
  know
• 5:01
  who
• 5:01
  I
• 5:01
  am.
• 5:02
  And
• 5:02
  they
• 5:02
  don't
• 5:02
  know
• 5:02
  why
• 5:03
  they
• 5:03
  would
• 5:03
  buy
• 5:04
  from
• 5:04
  me.
• 5:05
  So
• 5:06
  I
• 5:06
  decided
• 5:07
  that
• 5:07
  I
• 5:07
  needed
• 5:07
  to
• 5:07
  do
• 5:08
  something
• 5:08
  different.
• 5:08
  I
• 5:08
  knew
• 5:09
  it
• 5:09
  wasn't
• 5:09
  just
• 5:10
  pour
• 5:10
  more
• 5:10
  money
• 5:11
  into
• 5:11
  it
• 5:12
  I
• 5:12
  knew
• 5:12
  I
• 5:12
  had
• 5:13
  to
• 5:13
  do
• 5:13
  something
• 5:14
  different.
• 5:14
  Just
• 5:14
  going
• 5:14
  out
• 5:15
  there
• 5:15
  and
• 5:15
  saying,
• 5:15
  Hey
• 5:15
  guys,
• 5:16
  book
• 5:16
  a
• 5:16
  call.
• 5:17
  I
• 5:17
  can
• 5:17
  help
• 5:17
  you.
• 5:18
  That
• 5:18
  just
• 5:18
  wasn't
• 5:18
  working.
• 5:20
  So
• 5:20
  I
• 5:20
  went
• 5:20
  to
• 5:20
  bed
• 5:20
  that
• 5:21
  night
• 5:22
  and.
• 5:22
  Left
• 5:23
  the
• 5:23
  question
• 5:23
  lingering
• 5:24
  in
• 5:24
  my
• 5:24
  head
• 5:24
  like,
• 5:25
  what
• 5:25
  do
• 5:25
  I
• 5:25
  need
• 5:26
  to
• 5:26
  do?
• 5:26
  I
• 5:26
  need
• 5:26
  to
• 5:26
  do
• 5:26
  something
• 5:27
  different.
• 5:27
  So
• 5:28
  I
• 5:28
  went
• 5:28
  to
• 5:28
  sleep
• 5:28
  and
• 5:28
  I
• 5:28
  woke
• 5:29
  up
• 5:29
  the
• 5:29
  next
• 5:29
  morning
• 5:30
  and
• 5:30
  I
• 5:30
  thought,
• 5:31
  I
• 5:31
  know
• 5:31
  what
• 5:31
  I'll
• 5:31
  do.
• 5:32
  I'll
• 5:32
  go
• 5:33
  into
• 5:33
  the
• 5:33
  group
• 5:33
  and
• 5:34
  I'll
• 5:34
  just
• 5:34
  be
• 5:34
  really
• 5:35
  honest.
• 5:36
  I'll
• 5:36
  tell
• 5:36
  them
• 5:37
  who
• 5:37
  I
• 5:37
  am.
• 5:38
  I'll
• 5:38
  tell
• 5:38
  them
• 5:39
  the
• 5:39
  journey
• 5:40
  that
• 5:40
  I've
• 5:40
  been
• 5:40
  on,
• 5:41
  right?
• 5:41
  I'll
• 5:41
  tell
• 5:42
  them
• 5:43
  why
• 5:43
  I'm
• 5:43
  here
• 5:44
  now
• 5:44
  and
• 5:44
  what
• 5:45
  this
• 5:45
  group
• 5:45
  is
• 5:45
  for
• 5:46
  and,
• 5:46
  and
• 5:46
  where
• 5:46
  I
• 5:46
  want
• 5:47
  it
• 5:47
  to
• 5:47
  go
• 5:47
  and
• 5:47
  what
• 5:48
  I
• 5:48
  want
• 5:48
  for
• 5:48
  them.
• 5:50
  I
• 5:50
  will
• 5:50
  tell
• 5:50
  them
• 5:51
  my
• 5:51
  story.
• 5:52
  So
• 5:53
  I
• 5:53
  sat
• 5:53
  down
• 5:53
  and
• 5:53
  I
• 5:53
  wrote
• 5:54
  it
• 5:54
  because
• 5:55
  we
• 5:55
  didn't
• 5:55
  have
• 5:55
  lives
• 5:56
  back
• 5:56
  then.
• 5:56
  We
• 5:56
  didn't
• 5:57
  have
• 5:57
  Zoom.
• 5:58
  I
• 5:58
  love
• 5:58
  writing.
• 5:59
  So
• 6:00
  I
• 6:00
  got
• 6:01
  my
• 6:01
  laptop
• 6:01
  open
• 6:02
  and
• 6:02
  I
• 6:02
  started
• 6:02
  telling
• 6:03
  my
• 6:03
  story
• 6:04
  I
• 6:04
  put
• 6:05
  it
• 6:05
  into
• 6:05
  little
• 6:05
  sections.
• 6:06
  I
• 6:06
  put
• 6:06
  some
• 6:06
  little
• 6:06
  photos
• 6:07
  in,
• 6:07
  spend
• 6:07
  a
• 6:07
  little
• 6:07
  bit
• 6:08
  of
• 6:08
  time
• 6:08
  making
• 6:08
  it,
• 6:09
  something
• 6:09
  that
• 6:09
  people
• 6:10
  would
• 6:10
  want
• 6:10
  to
• 6:10
  read.
• 6:12
  And
• 6:12
  I
• 6:12
  put
• 6:12
  it
• 6:12
  all
• 6:12
  out
• 6:12
  there
• 6:13
  and
• 6:13
  I
• 6:13
  talked
• 6:13
  about,
• 6:14
  how
• 6:14
  I'd
• 6:14
  been
• 6:15
  a
• 6:15
  single
• 6:15
  mum
• 6:15
  for
• 6:15
  a
• 6:15
  few
• 6:16
  years
• 6:16
  and
• 6:16
  how
• 6:17
  that
• 6:17
  was
• 6:17
  quite
• 6:17
  tough
• 6:18
  trying
• 6:18
  to
• 6:18
  juggle
• 6:18
  work,
• 6:19
  and
• 6:19
  being
• 6:20
  a
• 6:20
  single
• 6:20
  mom,
• 6:20
  I
• 6:21
  talked
• 6:21
  about,
• 6:22
  how
• 6:22
  the
• 6:22
  stress
• 6:23
  of
• 6:23
  it
• 6:23
  actually
• 6:23
  made
• 6:24
  me
• 6:24
  quite
• 6:24
  ill.
• 6:24
  I
• 6:24
  had
• 6:25
  ME
• 6:25
  for
• 6:25
  a
• 6:25
  few
• 6:25
  years.
• 6:26
  It
• 6:26
  was
• 6:27
  a
• 6:27
  very
• 6:27
  ordinary
• 6:28
  story.
• 6:28
  It
• 6:28
  wasn't
• 6:29
  some
• 6:29
  dramatic,
• 6:30
  you
• 6:30
  know,
• 6:30
  fit
• 6:31
  for
• 6:31
  a
• 6:31
  Hollywood
• 6:31
  blockbuster
• 6:32
  film.
• 6:33
  It
• 6:33
  was
• 6:33
  just
• 6:33
  a
• 6:33
  very
• 6:34
  ordinary,
• 6:35
  relatable
• 6:36
  story
• 6:36
  of
• 6:37
  a
• 6:37
  mum
• 6:37
  trying
• 6:38
  to
• 6:38
  build
• 6:38
  a
• 6:38
  business.
• 6:40
  And
• 6:40
  so
• 6:40
  I
• 6:40
  got
• 6:41
  it
• 6:41
  ready
• 6:41
  and
• 6:42
  I
• 6:42
  pressed
• 6:43
  send
• 6:43
  and
• 6:43
  it
• 6:43
  went
• 6:44
  out
• 6:44
  to
• 6:44
  everybody
• 6:44
  in
• 6:44
  the
• 6:44
  group.
• 6:46
  And
• 6:46
  then
• 6:46
  I
• 6:47
  had
• 6:47
  a
• 6:47
  moment
• 6:47
  of
• 6:48
  panic
• 6:49
  and
• 6:49
  I
• 6:49
  thought.
• 6:50
  What
• 6:51
  have
• 6:51
  I
• 6:51
  just
• 6:51
  done?
• 6:52
  First
• 6:53
  of
• 6:53
  all,
• 6:54
  does
• 6:54
  anybody
• 6:55
  care?
• 6:55
  Does
• 6:56
  anybody
• 6:56
  really
• 6:57
  wanna
• 6:57
  know
• 6:58
  my
• 6:58
  story?
• 6:59
  Like,
• 7:00
  isn't
• 7:00
  that
• 7:00
  a
• 7:00
  bit
• 7:00
  self-indulgent?
• 7:01
  To
• 7:02
  think
• 7:02
  that
• 7:02
  everybody
• 7:03
  wants
• 7:03
  to
• 7:03
  sit
• 7:03
  there
• 7:04
  and
• 7:04
  spend
• 7:04
  time
• 7:04
  reading
• 7:05
  my
• 7:05
  story?
• 7:05
  That
• 7:05
  was
• 7:06
  my
• 7:06
  first
• 7:06
  thought.
• 7:06
  My
• 7:07
  second
• 7:07
  thought
• 7:07
  was,
• 7:09
  have
• 7:09
  I
• 7:09
  been
• 7:09
  too
• 7:10
  honest?
• 7:11
  Because
• 7:11
  I've
• 7:12
  admitted
• 7:12
  that
• 7:13
  not
• 7:13
  everything
• 7:14
  is
• 7:14
  working
• 7:15
  the
• 7:15
  way
• 7:15
  that
• 7:15
  I
• 7:15
  want
• 7:16
  it
• 7:16
  to
• 7:16
  work.
• 7:16
  I've
• 7:16
  admitted
• 7:17
  that
• 7:18
  at
• 7:18
  that
• 7:18
  point,
• 7:18
  I
• 7:18
  wasn't
• 7:19
  a
• 7:19
  six
• 7:19
  figure
• 7:20
  business
• 7:20
  owner?
• 7:21
  So
• 7:21
  would
• 7:21
  people
• 7:22
  want
• 7:22
  coaching
• 7:22
  from
• 7:23
  me
• 7:23
  now
• 7:23
  that
• 7:23
  I've
• 7:23
  been
• 7:24
  that
• 7:24
  honest?
• 7:24
  Would
• 7:24
  people
• 7:25
  wanna
• 7:25
  buy
• 7:25
  from
• 7:25
  me?
• 7:27
  And
• 7:27
  so
• 7:28
  all
• 7:28
  of
• 7:28
  this
• 7:28
  was
• 7:28
  going
• 7:29
  through
• 7:29
  my
• 7:29
  head?
• 7:29
  I
• 7:30
  literally
• 7:30
  sat
• 7:30
  there
• 7:30
  thinking,
• 7:31
  what
• 7:32
  have
• 7:32
  I
• 7:32
  done?
• 7:33
  And
• 7:33
  then
• 7:34
  a
• 7:34
  message
• 7:35
  came
• 7:35
  through
• 7:36
  and
• 7:36
  it
• 7:36
  was
• 7:36
  from
• 7:36
  somebody
• 7:37
  who
• 7:37
  said.
• 7:39
  Oh
• 7:39
  my
• 7:39
  God,
• 7:39
  I've
• 7:39
  just
• 7:40
  read
• 7:40
  your
• 7:40
  story.
• 7:41
  I
• 7:41
  can
• 7:41
  totally
• 7:42
  relate
• 7:43
  to
• 7:43
  it,
• 7:43
  like
• 7:44
  it
• 7:44
  really
• 7:44
  resonates
• 7:45
  with
• 7:45
  me
• 7:46
  and
• 7:46
  here's
• 7:46
  why.
• 7:47
  And
• 7:47
  she'd
• 7:47
  started
• 7:47
  to
• 7:47
  tell
• 7:48
  me
• 7:48
  a
• 7:48
  little
• 7:48
  bit
• 7:48
  about
• 7:49
  her
• 7:49
  story
• 7:49
  and
• 7:50
  the
• 7:50
  things
• 7:50
  that
• 7:50
  were
• 7:51
  similar.
• 7:52
  And
• 7:52
  as
• 7:52
  I
• 7:52
  was
• 7:52
  reading
• 7:53
  that,
• 7:53
  another
• 7:53
  message
• 7:54
  came
• 7:54
  through.
• 7:55
  And
• 7:55
  then
• 7:55
  another
• 7:55
  one,
• 7:56
  and
• 7:57
  I
• 7:57
  started
• 7:57
  to
• 7:58
  get
• 7:58
  all
• 7:58
  of
• 7:58
  these
• 7:59
  messages
• 7:59
  from
• 8:00
  these
• 8:00
  women
• 8:01
  and
• 8:01
  a
• 8:01
  lot
• 8:01
  of
• 8:01
  them
• 8:02
  were
• 8:02
  saying,
• 8:03
  oh,
• 8:03
  thank
• 8:03
  you
• 8:04
  so
• 8:04
  much
• 8:05
  for
• 8:05
  being
• 8:05
  so
• 8:06
  honest.
• 8:06
  Your
• 8:06
  story
• 8:07
  is
• 8:07
  really
• 8:08
  relatable
• 8:09
  and
• 8:09
  it's
• 8:09
  really
• 8:10
  connected
• 8:10
  with
• 8:11
  me.
• 8:11
  Some
• 8:11
  people
• 8:11
  said
• 8:11
  it
• 8:12
  made
• 8:12
  them
• 8:12
  feel
• 8:12
  emotional.
• 8:13
  Some
• 8:13
  people
• 8:13
  said
• 8:13
  it
• 8:13
  was
• 8:14
  really
• 8:14
  inspiring,
• 8:15
  and
• 8:15
  I
• 8:15
  never
• 8:15
  thought
• 8:16
  my
• 8:16
  story
• 8:16
  was
• 8:16
  inspiring.
• 8:18
  And
• 8:19
  in
• 8:19
  amongst
• 8:20
  those
• 8:20
  messages
• 8:21
  were
• 8:21
  messages
• 8:22
  from
• 8:22
  women
• 8:22
  who
• 8:22
  were
• 8:23
  saying,
• 8:24
  so
• 8:24
  how
• 8:25
  do
• 8:25
  we
• 8:25
  work
• 8:25
  with
• 8:26
  you
• 8:26
  and
• 8:26
  what
• 8:27
  is
• 8:27
  it
• 8:27
  that
• 8:27
  you
• 8:27
  can
• 8:27
  help
• 8:28
  me
• 8:28
  do?
• 8:29
  And
• 8:29
  even
• 8:29
  some
• 8:30
  people
• 8:30
  were
• 8:30
  saying,
• 8:31
  can
• 8:31
  you
• 8:31
  help
• 8:31
  me
• 8:31
  share
• 8:32
  my
• 8:32
  story
• 8:32
  because
• 8:33
  I
• 8:33
  think
• 8:34
  I
• 8:34
  need
• 8:34
  to
• 8:34
  do
• 8:34
  that.
• 8:35
  I
• 8:35
  need
• 8:35
  to
• 8:35
  share
• 8:35
  my
• 8:35
  story.
• 8:37
  And
• 8:37
  I
• 8:38
  was
• 8:38
  completely
• 8:39
  blown
• 8:40
  away.
• 8:41
  Like
• 8:42
  I
• 8:42
  went
• 8:43
  from
• 8:43
  struggling
• 8:44
  to
• 8:44
  be
• 8:44
  seen
• 8:45
  and
• 8:45
  heard
• 8:46
  in
• 8:46
  my
• 8:46
  own
• 8:47
  group.
• 8:47
  To
• 8:47
  having
• 8:48
  people
• 8:48
  reaching
• 8:49
  out,
• 8:49
  saying
• 8:49
  to
• 8:49
  me,
• 8:50
  how
• 8:50
  do
• 8:50
  we
• 8:50
  work
• 8:51
  with
• 8:51
  you?
• 8:52
  And
• 8:52
  all
• 8:53
  I'd
• 8:53
  done
• 8:53
  different
• 8:55
  was
• 8:55
  be
• 8:56
  really
• 8:57
  honest
• 8:58
  and
• 8:58
  real
• 8:59
  about
• 9:00
  my
• 9:00
  journey,
• 9:01
  what
• 9:01
  had
• 9:01
  got
• 9:01
  me
• 9:01
  through
• 9:02
  the
• 9:02
  tough
• 9:02
  times,
• 9:03
  who
• 9:03
  I
• 9:03
  was
• 9:04
  now,
• 9:04
  who
• 9:05
  I
• 9:05
  wanted
• 9:06
  to
• 9:06
  be,
• 9:06
  where
• 9:06
  I
• 9:07
  wanted
• 9:07
  this
• 9:07
  group
• 9:07
  to
• 9:08
  go,
• 9:08
  and
• 9:08
  all
• 9:09
  of
• 9:09
  the
• 9:09
  things
• 9:09
  that
• 9:10
  I
• 9:10
  wanted
• 9:10
  to
• 9:10
  support
• 9:10
  people
• 9:11
  with.
• 9:12
  And
• 9:12
  the
• 9:13
  story
• 9:14
  since
• 9:14
  that
• 9:14
  day
• 9:15
  is
• 9:15
  a
• 9:16
  whole
• 9:16
  nother
• 9:16
  story,
• 9:16
  right?
• 9:17
  But
• 9:17
  everything
• 9:18
  that
• 9:18
  has
• 9:19
  happened
• 9:19
  since
• 9:19
  then
• 9:20
  and
• 9:20
  all
• 9:20
  the
• 9:20
  things
• 9:20
  that
• 9:21
  I've
• 9:21
  created,
• 9:22
  the
• 9:22
  book
• 9:22
  that
• 9:22
  I
• 9:22
  wrote,
• 9:23
  the
• 9:23
  courses,
• 9:24
  the
• 9:24
  programs,
• 9:25
  the
• 9:25
  podcast
• 9:26
  I'm
• 9:26
  launching,
• 9:27
  everything
• 9:28
  started.
• 9:31
  That
• 9:31
  I
• 9:31
  went
• 9:32
  into
• 9:32
  that
• 9:33
  group
• 9:33
  and
• 9:33
  I
• 9:33
  saw
• 9:34
  just
• 9:34
  how
• 9:34
  powerful
• 9:35
  storytelling
• 9:36
  is.
• 9:37
  Yeah.
• 9:38
  That's
• 9:38
  an
• 9:38
  amazing
• 9:39
  story.
• 9:40
  I
• 9:40
  just
• 9:40
  love
• 9:40
  how
• 9:41
  everything
• 9:42
  has
• 9:42
  gone
• 9:42
  back
• 9:43
  to
• 9:43
  that
• 9:43
  one
• 9:43
  moment
• 9:44
  where
• 9:44
  you
• 9:44
  were
• 9:44
  brave
• 9:45
  enough
• 9:45
  to
• 9:45
  share
• 9:45
  your
• 9:46
  story.
• 9:46
  it'd
• 9:46
  be
• 9:46
  really
• 9:47
  good
• 9:47
  to
• 9:47
  share
• 9:48
  why
• 9:48
  are
• 9:49
  stories
• 9:49
  so
• 9:50
  powerful
• 9:50
  in
• 9:51
  our
• 9:51
  marketing?
• 9:53
  Stories
• 9:54
  are
• 9:54
  one
• 9:55
  of
• 9:55
  the
• 9:55
  most
• 9:55
  powerful
• 9:56
  things
• 9:57
  that
• 9:57
  connects
• 9:57
  us
• 9:58
  as
• 9:58
  humans,
• 9:59
  right?
• 9:59
  Always
• 10:00
  has
• 10:00
  been
• 10:00
  and
• 10:01
  always
• 10:01
  will
• 10:02
  be.
• 10:02
  It
• 10:02
  doesn't
• 10:02
  matter
• 10:02
  what
• 10:03
  the
• 10:03
  algorithms
• 10:03
  are
• 10:03
  doing.
• 10:04
  It
• 10:04
  doesn't
• 10:04
  matter
• 10:04
  what
• 10:05
  trends
• 10:05
  or
• 10:05
  fads
• 10:06
  are,
• 10:06
  popular
• 10:07
  on
• 10:07
  social
• 10:07
  media
• 10:08
  right
• 10:08
  now.
• 10:09
  Storytelling's
• 10:10
  never
• 10:10
  gonna
• 10:10
  go
• 10:10
  anywhere.
• 10:11
  It's
• 10:11
  never
• 10:12
  not
• 10:12
  gonna
• 10:12
  be
• 10:12
  powerful.
• 10:13
  As
• 10:14
  humans,
• 10:14
  we
• 10:14
  are
• 10:15
  hardwired.
• 10:16
  To
• 10:16
  connect
• 10:17
  with
• 10:17
  other
• 10:18
  humans,
• 10:18
  right?
• 10:19
  It's
• 10:19
  right
• 10:19
  there
• 10:19
  in
• 10:20
  Maslow's
• 10:20
  hierarchy
• 10:21
  of
• 10:21
  needs.
• 10:21
  We
• 10:22
  need
• 10:22
  to
• 10:22
  connect,
• 10:23
  and
• 10:24
  stories
• 10:24
  are
• 10:24
  such
• 10:25
  a
• 10:25
  good
• 10:25
  way
• 10:25
  of
• 10:25
  connecting
• 10:26
  with
• 10:26
  people.
• 10:28
  They
• 10:28
  grab
• 10:28
  attention,
• 10:29
  right
• 10:29
  they
• 10:30
  appeal
• 10:30
  to
• 10:31
  our
• 10:31
  senses
• 10:31
  and
• 10:32
  our
• 10:32
  emotions,
• 10:32
  they
• 10:33
  make
• 10:33
  us
• 10:33
  feel
• 10:33
  something.
• 10:35
  They
• 10:35
  can
• 10:35
  have
• 10:35
  a
• 10:36
  real
• 10:36
  impact
• 10:36
  on
• 10:37
  us.
• 10:37
  They
• 10:37
  can
• 10:37
  make
• 10:38
  us
• 10:38
  reflect
• 10:38
  on
• 10:39
  our
• 10:39
  own
• 10:39
  story.
• 10:40
  That's
• 10:40
  often
• 10:40
  what
• 10:41
  happened.
• 10:41
  A
• 10:41
  lot
• 10:41
  of
• 10:41
  those
• 10:41
  messages
• 10:42
  I
• 10:42
  got
• 10:42
  from
• 10:42
  women,
• 10:43
  they
• 10:43
  were
• 10:43
  starting
• 10:44
  to
• 10:44
  share
• 10:44
  their
• 10:44
  story
• 10:45
  because
• 10:46
  when
• 10:46
  you
• 10:46
  hear
• 10:46
  story,
• 10:47
  actually
• 10:48
  that's
• 10:48
  only
• 10:48
  half
• 10:49
  the
• 10:49
  story.
• 10:49
  It's
• 10:50
  what
• 10:50
  it
• 10:50
  makes
• 10:51
  you
• 10:51
  feel
• 10:51
  and
• 10:51
  what
• 10:51
  it
• 10:52
  makes
• 10:52
  you
• 10:52
  think
• 10:52
  about.
• 10:53
  I've
• 10:53
  got
• 10:54
  so
• 10:54
  many
• 10:54
  examples
• 10:54
  in
• 10:55
  my
• 10:55
  book
• 10:55
  of
• 10:55
  stories
• 10:56
  where
• 10:56
  it
• 10:57
  was
• 10:57
  actually
• 10:58
  how
• 10:58
  the
• 10:58
  story
• 10:58
  made
• 10:59
  me
• 10:59
  feel
• 11:00
  or
• 11:00
  made
• 11:00
  someone
• 11:00
  else
• 11:01
  feel,
• 11:01
  that's
• 11:02
  why
• 11:02
  they're
• 11:03
  powerful.
• 11:03
  That's
• 11:03
  why
• 11:03
  we
• 11:04
  connect
• 11:04
  with
• 11:04
  them.
• 11:06
  And
• 11:06
  we,
• 11:06
  we
• 11:07
  tend
• 11:07
  to
• 11:07
  remember
• 11:08
  stories,
• 11:09
  right?
• 11:09
  We
• 11:09
  don't
• 11:09
  forget
• 11:10
  stories.
• 11:10
  We
• 11:10
  remember
• 11:11
  them
• 11:11
  and
• 11:11
  we
• 11:11
  pass
• 11:12
  them
• 11:12
  on.
• 11:13
  Generation
• 11:13
  after
• 11:13
  generation,
• 11:14
  after
• 11:14
  generation.
• 11:16
  So
• 11:17
  if
• 11:17
  stories
• 11:18
  are
• 11:18
  that
• 11:18
  powerful
• 11:19
  and
• 11:19
  if
• 11:19
  they
• 11:20
  make
• 11:20
  people,
• 11:21
  feel
• 11:21
  connected
• 11:23
  to
• 11:23
  another
• 11:23
  person,
• 11:24
  human
• 11:24
  to
• 11:24
  human,
• 11:26
  then
• 11:26
  it
• 11:26
  makes
• 11:26
  sense
• 11:27
  that
• 11:27
  if
• 11:27
  we
• 11:27
  use
• 11:28
  them
• 11:28
  in
• 11:28
  our
• 11:28
  marketing,
• 11:30
  it's
• 11:30
  gonna
• 11:30
  be
• 11:30
  a
• 11:30
  really
• 11:30
  effective
• 11:31
  way
• 11:32
  of
• 11:32
  having
• 11:33
  people
• 11:33
  connect
• 11:34
  with
• 11:34
  us
• 11:35
  no
• 11:35
  matter
• 11:36
  whether
• 11:36
  you
• 11:37
  are
• 11:37
  B2C,
• 11:38
  B2B,
• 11:39
  whether
• 11:40
  you
• 11:40
  sell
• 11:40
  a
• 11:40
  product,
• 11:41
  whether
• 11:41
  you
• 11:41
  sell
• 11:41
  a
• 11:41
  service,
• 11:42
  whether
• 11:42
  you
• 11:42
  are
• 11:42
  a
• 11:43
  coach,
• 11:43
  whatever
• 11:44
  your
• 11:44
  business
• 11:45
  is.
• 11:46
  At
• 11:46
  the
• 11:46
  end
• 11:46
  of
• 11:46
  the
• 11:46
  day,
• 11:47
  business
• 11:47
  is
• 11:48
  done
• 11:48
  by
• 11:48
  people,
• 11:49
  right?
• 11:49
  Human
• 11:50
  to
• 11:50
  human.
• 11:51
  Using
• 11:52
  storytelling
• 11:53
  in
• 11:53
  your
• 11:53
  marketing
• 11:54
  will
• 11:54
  help
• 11:55
  you
• 11:55
  stand
• 11:55
  out
• 11:56
  because
• 11:57
  especially
• 11:58
  now
• 11:59
  especially
• 11:59
  when
• 11:59
  people
• 12:00
  are
• 12:00
  turning
• 12:00
  to
• 12:01
  AI
• 12:01
  and
• 12:01
  they
• 12:01
  want
• 12:02
  weeks
• 12:02
  of
• 12:02
  content
• 12:03
  at
• 12:03
  the
• 12:03
  click
• 12:03
  of
• 12:03
  a
• 12:03
  button.
• 12:04
  The
• 12:04
  people
• 12:05
  who
• 12:05
  take
• 12:05
  the
• 12:06
  time
• 12:06
  to
• 12:06
  craft
• 12:07
  and
• 12:07
  share
• 12:07
  compelling
• 12:08
  stories,
• 12:09
  and
• 12:09
  we
• 12:09
  can
• 12:09
  talk
• 12:10
  a
• 12:10
  little
• 12:10
  bit
• 12:10
  about
• 12:10
  what
• 12:10
  that
• 12:11
  means,
• 12:11
  right?
• 12:11
  It
• 12:11
  doesn't
• 12:12
  mean
• 12:12
  it
• 12:12
  has
• 12:13
  to
• 12:13
  be
• 12:13
  some
• 12:13
  amazing
• 12:14
  narrative
• 12:15
  that
• 12:15
  takes
• 12:15
  people
• 12:16
  on
• 12:16
  a
• 12:16
  journey.
• 12:16
  A
• 12:16
  story
• 12:17
  could
• 12:17
  be
• 12:17
  two
• 12:17
  sentences
• 12:18
  long
• 12:19
  The
• 12:19
  people
• 12:19
  who
• 12:19
  take
• 12:20
  the
• 12:20
  time
• 12:20
  to
• 12:20
  share
• 12:21
  real,
• 12:21
  genuine,
• 12:22
  authentic
• 12:23
  stories
• 12:24
  to
• 12:24
  connect
• 12:25
  with
• 12:25
  people,
• 12:25
  they
• 12:25
  will
• 12:26
  stand
• 12:26
  out,
• 12:27
  number
• 12:27
  one,
• 12:27
  and
• 12:28
  number
• 12:28
  two,
• 12:29
  they
• 12:29
  will
• 12:29
  attract
• 12:30
  the
• 12:30
  right
• 12:30
  people.
• 12:31
  Because
• 12:32
  if
• 12:32
  your
• 12:32
  stories
• 12:33
  are
• 12:33
  really
• 12:33
  resonating
• 12:34
  and
• 12:34
  connecting
• 12:35
  with
• 12:35
  somebody,
• 12:35
  there's
• 12:36
  a
• 12:36
  good
• 12:36
  chance.
• 12:37
  They're
• 12:37
  a
• 12:38
  good
• 12:38
  fit
• 12:38
  for
• 12:38
  you.
• 12:39
  And
• 12:39
  I
• 12:39
  always
• 12:39
  say,
• 12:40
  you
• 12:40
  know,
• 12:40
  I
• 12:40
  love
• 12:41
  my
• 12:41
  clients.
• 12:41
  I
• 12:41
  love
• 12:42
  the
• 12:42
  people
• 12:42
  in
• 12:42
  Storytelling
• 12:43
  Mastery
• 12:43
  because
• 12:44
  they're
• 12:44
  all
• 12:44
  people
• 12:45
  that
• 12:46
  came
• 12:46
  in
• 12:46
  because
• 12:47
  they
• 12:47
  connected
• 12:48
  with
• 12:48
  my
• 12:48
  content,
• 12:49
  they
• 12:49
  connected
• 12:50
  with
• 12:50
  my
• 12:50
  stories,
• 12:50
  they
• 12:51
  love
• 12:51
  my
• 12:51
  emails,
• 12:51
  and
• 12:52
  they
• 12:52
  were
• 12:52
  a
• 12:52
  really,
• 12:52
  really
• 12:53
  good
• 12:53
  fit
• 12:53
  for
• 12:54
  me.
• 12:54
  Yeah,
• 12:55
  totally.
• 12:55
  I
• 12:56
  feel
• 12:56
  the
• 12:56
  same.
• 12:56
  I
• 12:57
  attract
• 12:57
  my
• 12:58
  people
• 12:58
  into
• 12:59
  my
• 13:00
  group
• 13:00
  and
• 13:00
  I
• 13:01
  think
• 13:01
  that's
• 13:01
  mainly
• 13:02
  through
• 13:02
  storytelling
• 13:03
  On
• 13:03
  the
• 13:03
  podcast.
• 13:04
  I
• 13:04
  find
• 13:04
  it
• 13:04
  a
• 13:04
  lot
• 13:04
  harder
• 13:05
  in
• 13:05
  writing,
• 13:06
  but
• 13:06
  strangely,
• 13:07
  if
• 13:07
  I'm
• 13:07
  speaking
• 13:07
  out
• 13:08
  loud,
• 13:08
  it
• 13:08
  comes
• 13:09
  a
• 13:09
  lot
• 13:09
  easier.
• 13:10
  So
• 13:10
  if
• 13:11
  you
• 13:11
  are
• 13:11
  talking
• 13:11
  to
• 13:11
  the
• 13:11
  coach
• 13:12
  who
• 13:12
  thinks,
• 13:12
  I've
• 13:13
  shared
• 13:13
  my
• 13:13
  story,
• 13:14
  I
• 13:14
  don't
• 13:14
  wanna
• 13:14
  keep
• 13:14
  sharing
• 13:15
  it.
• 13:15
  What
• 13:15
  else
• 13:16
  is
• 13:16
  there
• 13:16
  to
• 13:16
  say?
• 13:17
  Is
• 13:17
  everyone
• 13:17
  gonna
• 13:17
  get
• 13:18
  bored
• 13:18
  of
• 13:18
  this?
• 13:19
  Tell
• 13:19
  me
• 13:19
  more
• 13:19
  about
• 13:20
  how
• 13:21
  we
• 13:21
  can
• 13:21
  use
• 13:21
  storytelling
• 13:22
  in
• 13:22
  our
• 13:22
  marketing.
• 13:24
  There
• 13:25
  are
• 13:25
  so
• 13:25
  many
• 13:26
  stories
• 13:26
  that
• 13:26
  you
• 13:26
  can
• 13:27
  share.
• 13:27
  The
• 13:27
  first
• 13:27
  thing
• 13:28
  I
• 13:28
  would
• 13:28
  just
• 13:28
  say
• 13:28
  to
• 13:28
  that
• 13:29
  is
• 13:29
  I
• 13:29
  don't
• 13:30
  know
• 13:30
  how
• 13:31
  many
• 13:31
  times
• 13:31
  I've
• 13:31
  told
• 13:32
  that
• 13:32
  story
• 13:32
  that
• 13:32
  I've
• 13:32
  just
• 13:32
  told
• 13:33
  you.
• 13:33
  But
• 13:33
  every
• 13:34
  time
• 13:34
  I
• 13:34
  tell
• 13:35
  it.
• 13:36
  Somebody
• 13:36
  reaches
• 13:36
  out
• 13:37
  and
• 13:37
  says,
• 13:37
  oh,
• 13:38
  that
• 13:38
  story
• 13:39
  really
• 13:39
  resonated
• 13:39
  with
• 13:40
  me.
• 13:40
  That
• 13:40
  story
• 13:40
  really
• 13:40
  connected
• 13:41
  with
• 13:41
  me.
• 13:41
  It
• 13:41
  made
• 13:42
  me
• 13:42
  feel
• 13:42
  connected
• 13:42
  to
• 13:42
  you.
• 13:43
  So
• 13:43
  don't
• 13:43
  hold
• 13:44
  back
• 13:44
  on.
• 13:44
  Sharing
• 13:45
  your
• 13:45
  story.
• 13:45
  I
• 13:45
  know
• 13:46
  you
• 13:46
  feel
• 13:46
  like
• 13:47
  you've
• 13:47
  told
• 13:47
  it
• 13:47
  a
• 13:47
  million
• 13:48
  times,
• 13:49
  but
• 13:49
  remember
• 13:50
  you
• 13:50
  are
• 13:50
  bringing
• 13:51
  new
• 13:51
  people
• 13:51
  into
• 13:51
  your
• 13:51
  world
• 13:52
  all
• 13:52
  the
• 13:52
  time
• 13:52
  and
• 13:53
  they
• 13:53
  don't
• 13:53
  know
• 13:53
  your
• 13:53
  story.
• 13:54
  I
• 13:55
  always
• 13:55
  talk
• 13:56
  to
• 13:56
  clients
• 13:56
  about
• 13:56
  having
• 13:57
  your
• 13:57
  core
• 13:57
  story
• 13:58
  ready
• 13:58
  to
• 13:58
  go.
• 13:59
  That
• 13:59
  story
• 13:59
  that
• 14:00
  really,
• 14:00
  is
• 14:01
  about
• 14:01
  what's
• 14:02
  led
• 14:02
  you
• 14:02
  here
• 14:02
  doing
• 14:03
  what
• 14:03
  you
• 14:03
  now
• 14:03
  do.
• 14:04
  And
• 14:04
  it's
• 14:04
  a
• 14:04
  story
• 14:04
  you
• 14:05
  should
• 14:05
  be
• 14:05
  able
• 14:05
  to
• 14:05
  tell
• 14:05
  in
• 14:06
  30
• 14:06
  seconds
• 14:07
  or
• 14:07
  30
• 14:07
  minutes,
• 14:08
  depending
• 14:08
  on
• 14:09
  the
• 14:09
  situation.
• 14:10
  So.
• 14:11
  That
• 14:11
  is
• 14:11
  the
• 14:11
  first
• 14:12
  thing
• 14:12
  I
• 14:12
  would
• 14:12
  say
• 14:13
  is
• 14:13
  don't
• 14:13
  be
• 14:13
  frightened
• 14:14
  to
• 14:14
  share
• 14:14
  it
• 14:14
  lots.
• 14:15
  But
• 14:16
  yes,
• 14:16
  absolutely.
• 14:17
  You
• 14:17
  have
• 14:17
  so
• 14:18
  many
• 14:18
  stories
• 14:19
  to
• 14:19
  share
• 14:19
  and
• 14:19
  if
• 14:20
  you
• 14:20
  just
• 14:20
  think
• 14:21
  back
• 14:21
  over
• 14:22
  your
• 14:22
  journey,
• 14:24
  everything
• 14:24
  that
• 14:25
  you've
• 14:25
  done,
• 14:25
  right,
• 14:25
  you've
• 14:26
  had
• 14:26
  a
• 14:26
  lifetime
• 14:27
  of
• 14:28
  events
• 14:28
  and
• 14:28
  experiences
• 14:29
  and
• 14:30
  milestones
• 14:31
  and
• 14:31
  moments
• 14:32
  along
• 14:33
  the
• 14:33
  way
• 14:33
  The
• 14:33
  setbacks,
• 14:34
  the
• 14:34
  challenges,
• 14:36
  the
• 14:36
  learnings.
• 14:37
  The
• 14:37
  insights,
• 14:38
  the
• 14:38
  ideas,
• 14:39
  your
• 14:40
  values,
• 14:40
  your
• 14:40
  perspective,
• 14:42
  all
• 14:42
  of
• 14:42
  the
• 14:42
  things
• 14:43
  that
• 14:43
  have
• 14:43
  happened.
• 14:43
  You've
• 14:43
  got
• 14:44
  a
• 14:44
  lifetime
• 14:45
  of
• 14:45
  those.
• 14:45
  That's
• 14:45
  not
• 14:46
  one
• 14:46
  story.
• 14:47
  That's
• 14:47
  millions
• 14:48
  of
• 14:48
  stories.
• 14:50
  And
• 14:50
  one
• 14:50
  of
• 14:50
  the
• 14:50
  ways
• 14:51
  that,
• 14:51
  I
• 14:52
  help
• 14:52
  people
• 14:53
  to
• 14:53
  get
• 14:53
  started
• 14:53
  is
• 14:54
  to
• 14:54
  just
• 14:54
  think
• 14:54
  about
• 14:54
  one
• 14:55
  of
• 14:55
  those
• 14:55
  moments.
• 14:56
  Just
• 14:56
  choose
• 14:56
  one
• 14:57
  moment
• 14:57
  along
• 14:57
  the
• 14:58
  way
• 14:58
  and
• 14:59
  think
• 14:59
  about.
• 15:00
  What's
• 15:00
  the
• 15:00
  story
• 15:01
  in
• 15:01
  that
• 15:01
  moment?
• 15:02
  Because
• 15:02
  actually
• 15:03
  trying
• 15:04
  to
• 15:04
  cram
• 15:05
  everything
• 15:05
  you've
• 15:05
  done
• 15:05
  into
• 15:06
  one
• 15:06
  story
• 15:06
  is
• 15:06
  too
• 15:07
  much.
• 15:07
  You're
• 15:07
  gonna
• 15:08
  overwhelm.
• 15:08
  It's
• 15:09
  too
• 15:09
  much
• 15:09
  for
• 15:09
  people
• 15:09
  to
• 15:10
  even
• 15:10
  process,
• 15:11
  right?
• 15:11
  They'll
• 15:11
  probably
• 15:11
  take
• 15:12
  one
• 15:12
  look
• 15:12
  at
• 15:12
  it
• 15:13
  if
• 15:13
  it's
• 15:13
  written
• 15:14
  down
• 15:14
  and
• 15:15
  think,
• 15:15
  whew,
• 15:15
  I'll
• 15:16
  save
• 15:16
  that
• 15:16
  for
• 15:16
  later.
• 15:17
  So
• 15:17
  we
• 15:17
  want
• 15:18
  to
• 15:18
  tell
• 15:18
  our
• 15:19
  story
• 15:19
  in
• 15:20
  little
• 15:20
  bite-sized
• 15:21
  chunks.
• 15:22
  In
• 15:22
  my
• 15:22
  book,
• 15:23
  I
• 15:23
  tell
• 15:23
  little
• 15:23
  snippets
• 15:24
  of
• 15:24
  my
• 15:24
  story
• 15:25
  throughout
• 15:25
  my
• 15:25
  book.
• 15:26
  I
• 15:26
  don't
• 15:26
  just
• 15:26
  go,
• 15:26
  right
• 15:27
  here's
• 15:27
  my
• 15:27
  story
• 15:28
  and
• 15:28
  give
• 15:28
  the
• 15:28
  whole,
• 15:29
  thing
• 15:29
  in
• 15:30
  one
• 15:30
  go.
• 15:30
  So,
• 15:31
  absolutely,
• 15:32
  think
• 15:32
  about
• 15:32
  breaking
• 15:33
  your
• 15:33
  stories
• 15:33
  down
• 15:34
  into
• 15:34
  chapters,
• 15:35
  down
• 15:35
  into
• 15:36
  moments.
• 15:37
  Then
• 15:37
  you'll
• 15:37
  realize
• 15:38
  you'll
• 15:38
  have
• 15:38
  lots
• 15:39
  and
• 15:39
  lots
• 15:39
  of
• 15:39
  stories.
• 15:39
  And
• 15:40
  then
• 15:40
  of
• 15:40
  course
• 15:40
  you've
• 15:40
  got
• 15:41
  new
• 15:41
  stories
• 15:41
  every
• 15:42
  day.
• 15:43
  Things
• 15:43
  that
• 15:43
  are
• 15:43
  happening
• 15:44
  in
• 15:44
  your
• 15:44
  business.
• 15:44
  Your
• 15:45
  thoughts,
• 15:45
  your
• 15:45
  reflections
• 15:46
  behind
• 15:47
  the
• 15:47
  scenes,
• 15:47
  all
• 15:48
  the
• 15:48
  things
• 15:48
  that
• 15:48
  are
• 15:48
  happening.
• 15:49
  I
• 15:50
  encourage
• 15:50
  people
• 15:50
  to
• 15:50
  capture
• 15:51
  those
• 15:51
  stories
• 15:52
  'cause
• 15:52
  we
• 15:52
  soon
• 15:53
  forget
• 15:53
  them
• 15:53
  if
• 15:53
  we
• 15:53
  don't.
• 15:54
  So
• 15:54
  it's
• 15:55
  quite
• 15:55
  a
• 15:55
  good
• 15:55
  idea
• 15:55
  to
• 15:56
  keep
• 15:56
  a
• 15:56
  little
• 15:56
  notebook
• 15:57
  by
• 15:57
  your
• 15:57
  bed
• 15:57
  at
• 15:57
  night
• 15:58
  and
• 15:58
  then
• 15:58
  just
• 15:59
  think
• 15:59
  at
• 15:59
  the
• 15:59
  end
• 15:59
  of
• 15:59
  every
• 16:00
  day,
• 16:00
  to
• 16:00
  anything
• 16:01
  that
• 16:01
  happened
• 16:01
  today
• 16:02
  that
• 16:03
  could
• 16:03
  be
• 16:03
  a
• 16:03
  story
• 16:04
  that
• 16:04
  I
• 16:04
  could
• 16:04
  share.
• 16:05
  And
• 16:05
  you
• 16:05
  might
• 16:05
  not
• 16:06
  share
• 16:06
  it
• 16:06
  immediately.
• 16:07
  I've
• 16:07
  got
• 16:07
  notebook
• 16:08
  after
• 16:08
  notebook
• 16:09
  of
• 16:09
  things
• 16:10
  I've
• 16:10
  jotted
• 16:10
  down.
• 16:11
  And
• 16:11
  sometimes
• 16:12
  I'll
• 16:12
  share
• 16:12
  them
• 16:12
  immediately
• 16:13
  and
• 16:13
  sometimes
• 16:13
  I
• 16:13
  won't.
• 16:14
  I'll
• 16:14
  save
• 16:14
  them
• 16:14
  for
• 16:15
  later.
• 16:15
  But
• 16:16
  the
• 16:16
  trick
• 16:16
  is
• 16:17
  to
• 16:17
  start
• 16:17
  looking
• 16:17
  for
• 16:18
  them
• 16:18
  because
• 16:19
  they're
• 16:19
  all
• 16:19
  around
• 16:19
  you.
• 16:20
  And
• 16:20
  capture
• 16:21
  them.
• 16:22
  And
• 16:23
  I
• 16:23
  actually
• 16:23
  get
• 16:23
  a
• 16:23
  lot
• 16:24
  of
• 16:24
  inspiration
• 16:25
  from
• 16:26
  the
• 16:26
  tv.
• 16:27
  From
• 16:27
  the
• 16:27
  radio,
• 16:28
  from
• 16:29
  other
• 16:29
  people's
• 16:30
  posts.
• 16:31
  Not
• 16:31
  copying
• 16:31
  people,
• 16:32
  but,
• 16:32
  I
• 16:32
  remember,
• 16:33
  somebody
• 16:34
  on
• 16:34
  LinkedIn
• 16:34
  telling
• 16:34
  a
• 16:34
  story
• 16:35
  about
• 16:35
  synchronicity.
• 16:36
  And
• 16:36
  honestly
• 16:37
  it
• 16:37
  sparked
• 16:37
  about
• 16:38
  five
• 16:38
  ideas
• 16:39
  for
• 16:39
  stories
• 16:40
  where
• 16:40
  there's
• 16:41
  been
• 16:41
  real
• 16:41
  synchronicity
• 16:42
  in
• 16:42
  my
• 16:42
  life
• 16:43
  and
• 16:43
  that's.
• 16:43
  Some
• 16:44
  magic
• 16:44
  has
• 16:44
  come
• 16:45
  from
• 16:45
  that.
• 16:46
  So
• 16:46
  look
• 16:47
  all
• 16:47
  around
• 16:47
  you
• 16:48
  for
• 16:48
  inspiration
• 16:49
  all
• 16:49
  the
• 16:49
  time.
• 16:50
  'cause
• 16:50
  there's
• 16:50
  tons
• 16:50
  out
• 16:51
  there.
• 16:51
  Think
• 16:52
  like
• 16:52
  a
• 16:52
  storyteller,
• 16:53
  like
• 16:53
  when
• 16:54
  you
• 16:54
  are
• 16:54
  the
• 16:54
  things
• 16:54
  you
• 16:55
  are
• 16:55
  already
• 16:55
  doing
• 16:55
  in
• 16:56
  your
• 16:56
  business,
• 16:56
  putting
• 16:56
  a
• 16:57
  lead
• 16:57
  magnet
• 16:57
  together,
• 16:58
  right?
• 16:58
  Writing
• 16:58
  a
• 16:59
  talk
• 16:59
  or
• 16:59
  a
• 16:59
  masterclass,
• 17:01
  putting
• 17:01
  a
• 17:01
  proposal
• 17:02
  together,
• 17:02
  whatever
• 17:02
  you
• 17:03
  already
• 17:03
  do
• 17:04
  that
• 17:04
  you
• 17:04
  are
• 17:04
  sending
• 17:05
  out
• 17:05
  that
• 17:05
  your
• 17:05
  ideal
• 17:06
  clients
• 17:06
  are
• 17:06
  going
• 17:07
  to
• 17:07
  engage
• 17:08
  with.
• 17:09
  Think,
• 17:09
  is
• 17:10
  there
• 17:10
  a
• 17:10
  story
• 17:10
  I
• 17:11
  could
• 17:11
  weave
• 17:11
  into
• 17:11
  this?
• 17:12
  How
• 17:12
  can
• 17:12
  I
• 17:12
  use
• 17:13
  storytelling
• 17:14
  to,
• 17:14
  to
• 17:14
  bring
• 17:15
  these
• 17:15
  tips
• 17:15
  to
• 17:16
  life.
• 17:16
  If
• 17:16
  you're
• 17:16
  doing
• 17:16
  three
• 17:17
  tips,
• 17:17
  five
• 17:17
  tips,
• 17:18
  weave
• 17:19
  in
• 17:19
  some
• 17:19
  little
• 17:19
  stories
• 17:20
  that
• 17:20
  actually
• 17:20
  bring
• 17:20
  that
• 17:21
  to
• 17:21
  life.
• 17:21
  A
• 17:21
  lot
• 17:21
  of
• 17:21
  people
• 17:22
  learn
• 17:22
  from
• 17:23
  examples,
• 17:24
  I
• 17:24
  do
• 17:24
  a
• 17:24
  thing
• 17:25
  called
• 17:25
  story
• 17:25
  prompts,
• 17:26
  and
• 17:26
  everybody's
• 17:26
  always
• 17:27
  says
• 17:27
  to
• 17:27
  me,
• 17:28
  the
• 17:28
  example
• 17:28
  you
• 17:29
  give
• 17:29
  with
• 17:29
  the
• 17:29
  prompt
• 17:30
  is
• 17:30
  actually.
• 17:31
  The
• 17:32
  most
• 17:32
  helpful
• 17:33
  because
• 17:33
  I
• 17:33
  could
• 17:33
  see
• 17:34
  how
• 17:34
  you'd
• 17:35
  used
• 17:35
  that
• 17:35
  prompt
• 17:36
  and
• 17:36
  it
• 17:36
  sparked
• 17:37
  ideas
• 17:37
  a
• 17:37
  lot
• 17:37
  of
• 17:37
  people
• 17:38
  have
• 17:38
  said
• 17:38
  to
• 17:38
  me,
• 17:39
  my
• 17:39
  stories
• 17:39
  are
• 17:39
  very
• 17:39
  different
• 17:40
  now
• 17:40
  from
• 17:41
  seeing
• 17:41
  your
• 17:41
  examples
• 17:42
  than
• 17:43
  if
• 17:43
  I'd
• 17:43
  have
• 17:43
  just
• 17:43
  been
• 17:43
  left
• 17:44
  to
• 17:44
  do
• 17:44
  this
• 17:44
  on
• 17:44
  my
• 17:44
  own.
• 17:45
  Yes
• 17:46
  it's
• 17:46
  about
• 17:47
  looking
• 17:47
  for
• 17:47
  opportunities
• 17:48
  during
• 17:49
  the
• 17:49
  day
• 17:49
  to
• 17:50
  weave
• 17:50
  storytelling
• 17:51
  into
• 17:51
  the
• 17:52
  stuff
• 17:52
  that
• 17:52
  you
• 17:52
  are
• 17:52
  already
• 17:53
  doing.
• 17:54
  And
• 17:54
  don't
• 17:54
  forget,
• 17:55
  like
• 17:55
  I
• 17:55
  said,
• 17:56
  a
• 17:56
  story
• 17:57
  can
• 17:57
  be
• 17:57
  two
• 17:57
  sentences
• 17:58
  long
• 17:58
  I'm
• 17:59
  not
• 17:59
  talking
• 17:59
  about,
• 18:00
  that
• 18:00
  they
• 18:00
  all
• 18:01
  have
• 18:01
  to
• 18:01
  be
• 18:02
  great,
• 18:02
  big,
• 18:02
  long,
• 18:03
  beautifully
• 18:04
  crafted
• 18:05
  narratives.
• 18:06
  They
• 18:06
  could
• 18:07
  be
• 18:07
  very
• 18:07
  short
• 18:08
  couple
• 18:08
  of
• 18:08
  sentence
• 18:09
  stories.
• 18:10
  Yeah.
• 18:10
  The
• 18:10
  trick
• 18:10
  is
• 18:11
  to
• 18:11
  start
• 18:11
  looking,
• 18:12
  capture
• 18:12
  the
• 18:13
  stories
• 18:13
  in
• 18:13
  a
• 18:13
  notebook.
• 18:14
  That's
• 18:14
  what
• 18:14
  I've
• 18:15
  written
• 18:15
  down,
• 18:16
  the
• 18:16
  thing
• 18:16
  that
• 18:16
  I
• 18:16
  struggle
• 18:17
  with,
• 18:17
  so
• 18:17
  I'll
• 18:17
  ask
• 18:18
  it
• 18:18
  in
• 18:18
  case
• 18:18
  other
• 18:18
  people
• 18:19
  struggle
• 18:19
  with
• 18:19
  it
• 18:19
  Also.
• 18:20
  So
• 18:20
  what
• 18:21
  I
• 18:21
  find
• 18:21
  really
• 18:21
  difficult
• 18:22
  is
• 18:23
  having
• 18:23
  the
• 18:23
  story
• 18:23
  idea,
• 18:24
  kind
• 18:24
  of
• 18:24
  feeling
• 18:24
  like,
• 18:25
  there's
• 18:25
  a
• 18:25
  lesson
• 18:25
  in
• 18:25
  there
• 18:26
  I
• 18:26
  definitely
• 18:26
  wanna
• 18:26
  share
• 18:27
  with
• 18:27
  my
• 18:27
  people,
• 18:28
  but
• 18:28
  not
• 18:28
  really
• 18:29
  knowing
• 18:29
  a
• 18:29
  structure
• 18:30
  of
• 18:30
  how
• 18:30
  to
• 18:31
  get
• 18:31
  it
• 18:31
  out
• 18:31
  of
• 18:31
  my
• 18:31
  head
• 18:32
  and
• 18:32
  into
• 18:32
  other
• 18:32
  people's
• 18:33
  hands.
• 18:34
  For
• 18:34
  example,
• 18:34
  my
• 18:35
  daughter
• 18:35
  has
• 18:35
  a
• 18:35
  big
• 18:36
  spelling
• 18:36
  test
• 18:36
  today.
• 18:38
  We
• 18:38
  were
• 18:38
  talking
• 18:38
  about
• 18:38
  it
• 18:39
  on
• 18:39
  the
• 18:39
  walk
• 18:39
  in.
• 18:39
  She
• 18:40
  was
• 18:40
  really
• 18:40
  nervous.
• 18:40
  Her
• 18:41
  friends
• 18:41
  were
• 18:41
  messaging
• 18:41
  us
• 18:42
  going,
• 18:42
  oh
• 18:42
  my
• 18:42
  gosh,
• 18:42
  is
• 18:43
  the
• 18:43
  spelling
• 18:43
  test
• 18:43
  today.
• 18:44
  And
• 18:45
  for
• 18:46
  once
• 18:46
  we'd
• 18:47
  actually
• 18:47
  practiced
• 18:48
  all
• 18:48
  weekend,
• 18:49
  which
• 18:50
  is
• 18:50
  very
• 18:50
  rare.
• 18:51
  So
• 18:51
  I
• 18:51
  thought
• 18:52
  it's
• 18:53
  gonna
• 18:53
  be
• 18:53
  okay.
• 18:53
  At
• 18:53
  least
• 18:54
  she's
• 18:54
  tried
• 18:54
  her
• 18:54
  best,
• 18:55
  and
• 18:55
  the
• 18:56
  outcome
• 18:56
  is
• 18:57
  out
• 18:57
  of
• 18:57
  her
• 18:57
  hands
• 18:58
  at
• 18:58
  this
• 18:58
  stage.
• 18:59
  So
• 19:00
  I
• 19:00
  guess
• 19:00
  the
• 19:00
  lesson
• 19:00
  for
• 19:01
  my
• 19:01
  audience
• 19:01
  in
• 19:02
  that
• 19:02
  is
• 19:03
  that
• 19:03
  we
• 19:03
  can
• 19:03
  just
• 19:04
  try
• 19:04
  our
• 19:04
  best.
• 19:04
  We
• 19:05
  don't
• 19:05
  know
• 19:05
  what
• 19:05
  the
• 19:05
  outcome's
• 19:06
  gonna
• 19:06
  be
• 19:06
  on
• 19:06
  that
• 19:07
  sales
• 19:07
  call,
• 19:07
  whatever
• 19:08
  it
• 19:08
  might
• 19:08
  be.
• 19:09
  But
• 19:09
  all
• 19:09
  we
• 19:09
  can
• 19:09
  do
• 19:10
  is
• 19:10
  control
• 19:11
  what
• 19:11
  we
• 19:11
  can
• 19:11
  do
• 19:12
  in
• 19:12
  terms
• 19:13
  of
• 19:13
  preparation
• 19:14
  and
• 19:14
  marketing,
• 19:14
  and
• 19:14
  all
• 19:15
  the
• 19:15
  things
• 19:15
  that
• 19:15
  we
• 19:15
  can
• 19:15
  do
• 19:15
  in
• 19:16
  our
• 19:16
  businesses
• 19:16
  to
• 19:17
  succeed
• 19:19
  You've
• 19:19
  done
• 19:19
  a
• 19:19
  great
• 19:20
  job
• 19:20
  of
• 19:20
  tying
• 19:20
  that
• 19:21
  to
• 19:21
  a
• 19:21
  message.
• 19:22
  Yeah.
• 19:22
  But
• 19:23
  I
• 19:23
  would
• 19:23
  have
• 19:23
  that
• 19:23
  and
• 19:23
  it
• 19:23
  would
• 19:24
  be
• 19:24
  a
• 19:24
  complete
• 19:24
  mess
• 19:25
  that
• 19:25
  I'd
• 19:25
  think,
• 19:25
  this
• 19:25
  is
• 19:25
  too
• 19:26
  hard.
• 19:26
  A
• 19:26
  really
• 19:27
  nice
• 19:27
  simple
• 19:28
  structure
• 19:28
  to
• 19:29
  use
• 19:29
  as
• 19:29
  a
• 19:29
  guideline
• 19:30
  is
• 19:31
  the,
• 19:31
  somebody
• 19:32
  wanted,
• 19:32
  but
• 19:33
  so
• 19:33
  then
• 19:34
  structure.
• 19:34
  So
• 19:35
  I'll
• 19:35
  talk
• 19:35
  you
• 19:35
  through
• 19:35
  it.
• 19:35
  I
• 19:35
  didn't
• 19:35
  invent
• 19:36
  it
• 19:36
  and
• 19:36
  it's
• 19:37
  actually
• 19:37
  based
• 19:38
  on
• 19:38
  that
• 19:38
  hero's
• 19:38
  journey.
• 19:39
  But
• 19:39
  I'll
• 19:39
  keep
• 19:40
  it
• 19:40
  really,
• 19:40
  simple.
• 19:41
  Somebody
• 19:41
  wanted,
• 19:41
  but
• 19:42
  so
• 19:42
  then.
• 19:42
  So
• 19:42
  the,
• 19:42
  somebody
• 19:43
  was
• 19:43
  your
• 19:43
  daughter,
• 19:43
  so
• 19:44
  that's
• 19:44
  who
• 19:44
  the
• 19:44
  story
• 19:45
  is
• 19:45
  about.
• 19:45
  Okay.
• 19:46
  What
• 19:46
  does
• 19:46
  she
• 19:47
  want,
• 19:47
  she
• 19:48
  wanted
• 19:48
  to
• 19:48
  do
• 19:48
  really
• 19:49
  well
• 19:49
  in
• 19:49
  her
• 19:49
  test,
• 19:50
  right?
• 19:50
  She'd
• 19:50
  practiced
• 19:51
  all
• 19:51
  weekend
• 19:51
  and
• 19:51
  she
• 19:51
  wanted
• 19:52
  to
• 19:52
  do
• 19:52
  really
• 19:53
  well.
• 19:53
  But
• 19:55
  the
• 19:55
  problem
• 19:55
  was
• 19:56
  she
• 19:56
  was
• 19:56
  getting
• 19:56
  herself
• 19:57
  in
• 19:57
  a
• 19:57
  little
• 19:57
  bit
• 19:57
  of
• 19:57
  a
• 19:57
  state
• 19:58
  about
• 19:58
  it,
• 19:58
  right?
• 19:58
  She
• 19:58
  was
• 19:58
  getting
• 19:59
  a
• 19:59
  little
• 19:59
  bit
• 19:59
  anxious.
• 20:00
  She
• 20:00
  was
• 20:00
  getting
• 20:00
  a
• 20:00
  bit
• 20:00
  emotional.
• 20:01
  It
• 20:01
  was
• 20:01
  all
• 20:01
  feeling
• 20:02
  a
• 20:02
  little
• 20:02
  bit
• 20:02
  overwhelming.
• 20:04
  Somebody
• 20:05
  wanted,
• 20:05
  but
• 20:05
  so,
• 20:06
  so
• 20:07
  you
• 20:07
  were
• 20:07
  able
• 20:08
  to
• 20:08
  reassure
• 20:09
  her,
• 20:09
  remind
• 20:10
  her
• 20:10
  that
• 20:10
  she
• 20:11
  had
• 20:11
  put
• 20:11
  the
• 20:11
  work
• 20:11
  in,
• 20:12
  that
• 20:12
  the
• 20:12
  outcome
• 20:13
  was
• 20:14
  out
• 20:14
  of
• 20:14
  her
• 20:14
  hands
• 20:15
  she
• 20:15
  could
• 20:15
  only
• 20:15
  do
• 20:15
  her
• 20:16
  best
• 20:16
  and.
• 20:18
  And
• 20:18
  she's
• 20:18
  got
• 20:19
  this
• 20:19
  right.
• 20:20
  She's
• 20:20
  probably
• 20:21
  gonna
• 20:21
  do,
• 20:22
  really
• 20:22
  well.
• 20:22
  She's
• 20:22
  probably
• 20:23
  gonna
• 20:23
  do
• 20:23
  way
• 20:23
  better
• 20:23
  than
• 20:24
  she
• 20:24
  thinks.
• 20:24
  It's
• 20:24
  just
• 20:25
  these
• 20:25
  unhelpful
• 20:26
  thoughts
• 20:26
  that
• 20:27
  are
• 20:27
  coming
• 20:27
  into
• 20:27
  her
• 20:28
  mind
• 20:28
  right
• 20:28
  now
• 20:28
  that
• 20:29
  are
• 20:29
  making
• 20:29
  her
• 20:29
  feel
• 20:29
  a
• 20:29
  bit
• 20:29
  anxious.
• 20:31
  And
• 20:31
  then
• 20:31
  you
• 20:31
  can
• 20:31
  just
• 20:32
  tie
• 20:32
  that
• 20:32
  back
• 20:32
  to
• 20:33
  your
• 20:33
  audience.
• 20:34
  And
• 20:34
  this
• 20:34
  is,
• 20:35
  this
• 20:35
  is
• 20:35
  the
• 20:35
  power
• 20:35
  of
• 20:36
  knowing
• 20:36
  your
• 20:36
  customer
• 20:37
  story
• 20:37
  really
• 20:38
  well.
• 20:38
  We
• 20:38
  can
• 20:38
  talk
• 20:38
  in
• 20:39
  a
• 20:39
  second
• 20:39
  about
• 20:39
  those
• 20:40
  three
• 20:40
  main
• 20:41
  types
• 20:41
  of
• 20:41
  stories
• 20:41
  that
• 20:41
  I
• 20:42
  talk
• 20:42
  about,
• 20:42
  but
• 20:43
  the
• 20:43
  third
• 20:43
  one
• 20:43
  is
• 20:43
  your
• 20:44
  customer
• 20:44
  story,
• 20:45
  because
• 20:45
  the
• 20:45
  more
• 20:46
  you
• 20:46
  understand
• 20:47
  their
• 20:47
  story,
• 20:48
  the
• 20:48
  better
• 20:48
  you
• 20:49
  understand
• 20:49
  who
• 20:50
  they
• 20:50
  are,
• 20:50
  where
• 20:50
  they
• 20:51
  are,
• 20:51
  what
• 20:51
  they're
• 20:51
  thinking,
• 20:51
  how
• 20:52
  they're
• 20:52
  feeling,
• 20:53
  what
• 20:53
  they
• 20:53
  want,
• 20:53
  what's
• 20:54
  in
• 20:54
  the
• 20:54
  way,
• 20:54
  where
• 20:54
  they
• 20:54
  wanna
• 20:55
  get
• 20:55
  to.
• 20:55
  All
• 20:56
  of
• 20:56
  those
• 20:56
  things.
• 20:56
  The
• 20:56
  more
• 20:57
  you
• 20:57
  understand
• 20:57
  their
• 20:58
  story.
• 20:59
  The
• 20:59
  easier
• 21:00
  it's
• 21:00
  gonna
• 21:00
  be
• 21:01
  to
• 21:01
  speak
• 21:01
  to
• 21:01
  them?
• 21:02
  The
• 21:02
  easier
• 21:02
  it's
• 21:02
  gonna
• 21:03
  be
• 21:03
  to
• 21:03
  make
• 21:03
  your
• 21:04
  stories
• 21:04
  really
• 21:04
  relevant
• 21:05
  and
• 21:05
  relatable
• 21:06
  to
• 21:06
  them.
• 21:08
  So
• 21:08
  as
• 21:08
  you
• 21:08
  did
• 21:09
  when
• 21:09
  you
• 21:09
  started
• 21:10
  talking
• 21:10
  and
• 21:10
  you
• 21:10
  realized
• 21:11
  that
• 21:11
  actually,
• 21:11
  yeah,
• 21:12
  that's
• 21:12
  how
• 21:12
  it's
• 21:12
  relevant
• 21:13
  to
• 21:13
  my
• 21:13
  audience
• 21:14
  and
• 21:14
  tie
• 21:14
  it
• 21:15
  back
• 21:15
  to.
• 21:16
  Do
• 21:16
  you
• 21:16
  know
• 21:17
  what?
• 21:17
  You've
• 21:17
  got
• 21:17
  this?
• 21:18
  I
• 21:18
  know
• 21:18
  your
• 21:18
  stuff
• 21:19
  is
• 21:19
  very
• 21:19
  encouraging.
• 21:20
  It's
• 21:20
  very
• 21:20
  motivational,
• 21:21
  it's
• 21:21
  very
• 21:21
  inspiring.
• 21:22
  So
• 21:23
  that
• 21:23
  kind
• 21:23
  of
• 21:23
  message
• 21:24
  of
• 21:24
  you're
• 21:25
  doing
• 21:25
  okay,
• 21:25
  you're
• 21:25
  putting
• 21:26
  the
• 21:26
  work
• 21:26
  in,
• 21:27
  like
• 21:27
  you
• 21:27
  have
• 21:27
  got
• 21:28
  this,
• 21:28
  unhelpful
• 21:29
  thoughts
• 21:29
  are
• 21:29
  gonna
• 21:29
  come
• 21:29
  in.
• 21:30
  You're
• 21:30
  gonna
• 21:30
  doubt
• 21:30
  yourself
• 21:31
  sometimes
• 21:31
  you're
• 21:31
  gonna
• 21:31
  second
• 21:32
  guess
• 21:32
  yourself.
• 21:32
  Sometimes
• 21:33
  you're
• 21:33
  gonna
• 21:33
  think
• 21:34
  that
• 21:34
  you
• 21:34
  haven't
• 21:34
  got
• 21:34
  what
• 21:35
  it
• 21:35
  takes
• 21:35
  when
• 21:35
  you
• 21:35
  see
• 21:35
  everyone
• 21:36
  out
• 21:36
  there,
• 21:36
  and
• 21:37
  everybody
• 21:37
  else
• 21:37
  looks
• 21:37
  like
• 21:38
  they've
• 21:38
  got
• 21:38
  it
• 21:38
  sussed.
• 21:39
  But
• 21:39
  you
• 21:39
  are
• 21:39
  okay.
• 21:40
  You
• 21:40
  are
• 21:40
  on
• 21:40
  track.
• 21:41
  You
• 21:41
  are
• 21:41
  doing
• 21:42
  okay.
• 21:42
  You
• 21:42
  are
• 21:42
  right
• 21:43
  where
• 21:43
  you're
• 21:43
  supposed
• 21:43
  to
• 21:43
  be.
• 21:44
  This
• 21:44
  is
• 21:44
  a
• 21:44
  process.
• 21:45
  This
• 21:45
  is
• 21:45
  a
• 21:46
  journey.
• 21:46
  And
• 21:46
  by
• 21:46
  the
• 21:46
  way,
• 21:47
  nobody's
• 21:48
  got
• 21:48
  it
• 21:48
  sussed?
• 21:48
  We're
• 21:49
  all
• 21:49
  on
• 21:49
  that
• 21:49
  journey.
• 21:50
  We're
• 21:50
  all
• 21:50
  second
• 21:51
  guessing
• 21:51
  ourself.
• 21:52
  We're
• 21:52
  all
• 21:52
  doing
• 21:53
  the
• 21:53
  best
• 21:53
  that
• 21:53
  we
• 21:53
  can
• 21:53
  do.
• 21:55
  Oh,
• 21:56
  love
• 21:56
  it.
• 21:56
  Thank
• 21:57
  you
• 21:57
  Susan.
• 21:57
  This
• 21:57
  is
• 21:57
  so
• 21:58
  exciting
• 21:58
  and
• 21:58
  I
• 21:58
  can't
• 21:59
  wait
• 21:59
  to
• 21:59
  start
• 21:59
  weaving
• 21:59
  more
• 22:00
  stories
• 22:00
  in.
• 22:00
  Now
• 22:00
  I've
• 22:01
  got
• 22:01
  a
• 22:01
  bit
• 22:01
  of
• 22:01
  a
• 22:01
  framework.
• 22:02
  And
• 22:02
  in
• 22:02
  there
• 22:02
  you
• 22:03
  mentioned
• 22:03
  three
• 22:04
  core
• 22:04
  types
• 22:04
  of
• 22:05
  stories
• 22:05
  that
• 22:05
  you
• 22:05
  teach.
• 22:06
  Tell
• 22:06
  us
• 22:06
  more
• 22:07
  about
• 22:07
  those.
• 22:07
  So
• 22:08
  the
• 22:08
  first
• 22:09
  one
• 22:09
  is
• 22:09
  your
• 22:09
  personal
• 22:10
  stories.
• 22:10
  A
• 22:10
  lot
• 22:10
  of
• 22:10
  coaches
• 22:11
  struggle
• 22:11
  with
• 22:11
  the
• 22:11
  personal
• 22:12
  stories
• 22:13
  'cause
• 22:13
  they
• 22:13
  don't
• 22:13
  know
• 22:13
  how
• 22:14
  much
• 22:14
  of
• 22:14
  them
• 22:15
  to
• 22:15
  get
• 22:16
  across.
• 22:16
  and
• 22:16
  they
• 22:16
  don't
• 22:16
  wanna
• 22:17
  make
• 22:17
  it
• 22:17
  all
• 22:17
  about
• 22:17
  them.
• 22:18
  So
• 22:18
  I
• 22:18
  totally
• 22:19
  get
• 22:19
  that.
• 22:20
  But
• 22:21
  we
• 22:21
  need
• 22:21
  to
• 22:21
  let
• 22:22
  people
• 22:22
  know
• 22:22
  who
• 22:22
  we
• 22:23
  are.
• 22:23
  We
• 22:23
  talked
• 22:23
  earlier
• 22:24
  about
• 22:24
  connecting
• 22:25
  and
• 22:25
  people
• 22:25
  who
• 22:26
  are
• 22:26
  a
• 22:26
  good
• 22:26
  fit
• 22:27
  and
• 22:27
  attracting
• 22:28
  the
• 22:28
  right
• 22:28
  people
• 22:28
  to
• 22:28
  you.
• 22:29
  You
• 22:29
  can
• 22:29
  only
• 22:30
  do
• 22:30
  that
• 22:31
  if
• 22:31
  you
• 22:31
  let
• 22:31
  people
• 22:32
  in
• 22:32
  and
• 22:32
  let
• 22:32
  them
• 22:32
  see
• 22:33
  who
• 22:33
  you
• 22:33
  are.
• 22:34
  So
• 22:34
  your
• 22:34
  personal
• 22:35
  stories
• 22:35
  are
• 22:35
  all
• 22:36
  the
• 22:36
  things
• 22:36
  that
• 22:36
  you've
• 22:37
  learned
• 22:37
  along
• 22:37
  the
• 22:37
  way,
• 22:38
  and
• 22:38
  it's
• 22:38
  the
• 22:38
  ups
• 22:39
  and
• 22:39
  the
• 22:39
  downs,
• 22:40
  the
• 22:40
  successes
• 22:41
  and
• 22:41
  the
• 22:41
  failures,
• 22:42
  the
• 22:42
  highs
• 22:42
  and
• 22:43
  the
• 22:43
  lows.
• 22:44
  I'm
• 22:44
  not
• 22:44
  here
• 22:44
  to
• 22:44
  tell
• 22:45
  you
• 22:45
  to,
• 22:46
  paint
• 22:46
  a
• 22:46
  perfect
• 22:46
  picture
• 22:47
  of
• 22:47
  yourself.
• 22:47
  Actually,
• 22:48
  the
• 22:48
  more
• 22:48
  real
• 22:49
  and
• 22:49
  honest
• 22:50
  my
• 22:51
  stuff
• 22:51
  is,
• 22:52
  the
• 22:52
  more
• 22:52
  people
• 22:53
  relate
• 22:53
  to
• 22:53
  it.
• 22:53
  The
• 22:54
  more
• 22:54
  people
• 22:54
  connect
• 22:55
  with
• 22:55
  it.
• 22:56
  I
• 22:56
  write
• 22:57
  at
• 22:57
  least
• 22:58
  two
• 22:58
  emails
• 22:58
  a
• 22:58
  week
• 22:58
  to
• 22:59
  my
• 22:59
  list.
• 22:59
  90%
• 23:00
  of
• 23:01
  them
• 23:01
  have
• 23:01
  probably
• 23:01
  got
• 23:01
  a
• 23:01
  story
• 23:02
  in
• 23:02
  them.
• 23:02
  Whenever
• 23:03
  I
• 23:03
  get
• 23:03
  a
• 23:03
  bit
• 23:03
  vulnerable,
• 23:04
  you
• 23:04
  know,
• 23:04
  whenever
• 23:05
  I
• 23:05
  talk
• 23:05
  about
• 23:05
  maybe
• 23:06
  something
• 23:06
  not
• 23:06
  working
• 23:07
  or,
• 23:08
  that
• 23:08
  I've
• 23:08
  got
• 23:08
  a
• 23:08
  lot
• 23:08
  of
• 23:08
  personal
• 23:09
  stuff
• 23:09
  going
• 23:10
  on
• 23:10
  at
• 23:10
  the
• 23:10
  moment,
• 23:10
  I've
• 23:10
  got
• 23:11
  a
• 23:11
  very
• 23:11
  elderly
• 23:12
  father
• 23:12
  who's
• 23:13
  poorly
• 23:13
  my
• 23:14
  daughter
• 23:14
  hasn't
• 23:14
  been
• 23:15
  to
• 23:15
  school
• 23:15
  since
• 23:15
  March,
• 23:16
  because
• 23:16
  of
• 23:16
  her
• 23:16
  anxiety.
• 23:17
  So
• 23:17
  I've
• 23:17
  got
• 23:17
  lots
• 23:18
  of
• 23:18
  stuff
• 23:18
  going
• 23:18
  on,
• 23:19
  but
• 23:20
  every
• 23:20
  time
• 23:20
  I
• 23:20
  talk
• 23:20
  about
• 23:21
  that,
• 23:21
  people.
• 23:22
  Relate
• 23:22
  to
• 23:22
  it
• 23:23
  so
• 23:23
  much
• 23:23
  and
• 23:24
  feel
• 23:24
  more
• 23:25
  connected
• 23:25
  to
• 23:25
  me
• 23:25
  because
• 23:26
  I've
• 23:26
  opened
• 23:26
  up
• 23:27
  and
• 23:27
  I've
• 23:27
  shared
• 23:27
  a
• 23:27
  little
• 23:28
  bit
• 23:28
  of
• 23:28
  what's
• 23:28
  going
• 23:29
  on
• 23:29
  for
• 23:29
  me,
• 23:30
  and
• 23:30
  they
• 23:30
  can
• 23:30
  see
• 23:31
  like,
• 23:31
  okay,
• 23:32
  other
• 23:32
  people
• 23:32
  are
• 23:32
  having
• 23:33
  challenges
• 23:33
  too.
• 23:34
  Even
• 23:34
  the
• 23:35
  ones
• 23:35
  that
• 23:35
  are
• 23:35
  out
• 23:35
  there
• 23:36
  and
• 23:36
  showing
• 23:36
  up
• 23:37
  and
• 23:37
  sending
• 23:37
  the
• 23:38
  emails
• 23:38
  and
• 23:39
  launching
• 23:39
  the
• 23:39
  stuff,
• 23:40
  they've
• 23:40
  got
• 23:40
  stuff
• 23:40
  going
• 23:41
  on
• 23:41
  too.
• 23:42
  Those
• 23:42
  personal
• 23:43
  stories
• 23:43
  help
• 23:44
  other
• 23:44
  people
• 23:45
  feel
• 23:46
  seen
• 23:47
  and
• 23:47
  heard
• 23:47
  and
• 23:47
  understood
• 23:48
  and
• 23:49
  help
• 23:49
  them
• 23:49
  see
• 23:49
  who
• 23:50
  you
• 23:50
  are
• 23:50
  and
• 23:50
  what
• 23:50
  you
• 23:51
  are
• 23:51
  about
• 23:51
  and
• 23:52
  whether
• 23:52
  you
• 23:52
  are
• 23:52
  a
• 23:52
  good
• 23:52
  fit
• 23:53
  for
• 23:53
  them.
• 23:54
  And
• 23:54
  it's
• 23:55
  why
• 23:55
  I
• 23:55
  get
• 23:56
  people
• 23:56
  showing
• 23:56
  up
• 23:56
  and
• 23:57
  my
• 23:57
  clients
• 23:57
  get
• 23:57
  people
• 23:57
  showing
• 23:58
  up
• 23:59
  who
• 24:00
  already
• 24:00
  know
• 24:00
  they
• 24:00
  wanna
• 24:01
  work
• 24:01
  with
• 24:01
  you.
• 24:02
  They
• 24:02
  already
• 24:03
  know
• 24:03
  that
• 24:03
  you
• 24:03
  are
• 24:03
  the
• 24:03
  person
• 24:04
  for
• 24:04
  them.
• 24:04
  And
• 24:05
  actually,
• 24:05
  I
• 24:05
  haven't
• 24:06
  done
• 24:06
  a
• 24:06
  sales
• 24:06
  call
• 24:06
  for
• 24:07
  years
• 24:07
  because
• 24:08
  nine
• 24:08
  out
• 24:08
  of
• 24:08
  10
• 24:08
  times,
• 24:09
  anybody
• 24:10
  who
• 24:10
  gets
• 24:10
  on
• 24:10
  a
• 24:10
  call
• 24:10
  with
• 24:10
  me
• 24:11
  comes
• 24:11
  on
• 24:12
  and
• 24:12
  says,
• 24:13
  I
• 24:13
  feel
• 24:13
  like
• 24:13
  I
• 24:13
  know
• 24:14
  you.
• 24:14
  They
• 24:14
  often
• 24:15
  say
• 24:15
  to
• 24:15
  me,
• 24:15
  it's
• 24:15
  almost
• 24:16
  a
• 24:16
  bit
• 24:16
  odd
• 24:16
  that
• 24:16
  you
• 24:16
  don't
• 24:17
  know
• 24:17
  me
• 24:17
  'cause
• 24:17
  I
• 24:18
  feel
• 24:18
  like
• 24:18
  I
• 24:18
  know
• 24:18
  you
• 24:18
  so
• 24:19
  well.
• 24:19
  And
• 24:20
  that's
• 24:20
  because
• 24:20
  of
• 24:20
  my
• 24:21
  stories.
• 24:21
  It's
• 24:21
  not
• 24:21
  because
• 24:22
  of
• 24:22
  some
• 24:22
  slick
• 24:23
  sales
• 24:23
  page,
• 24:24
  it's
• 24:24
  not
• 24:24
  because
• 24:24
  of
• 24:24
  the
• 24:24
  SEO.
• 24:25
  It's
• 24:25
  not
• 24:25
  because
• 24:25
  of
• 24:26
  all
• 24:26
  of
• 24:26
  those
• 24:26
  marketing
• 24:26
  things
• 24:27
  that
• 24:27
  we
• 24:27
  think
• 24:27
  we've
• 24:27
  gotta
• 24:28
  do.
• 24:28
  It's
• 24:29
  because
• 24:29
  I
• 24:29
  share
• 24:30
  really
• 24:31
  honest.
• 24:32
  Relatable
• 24:32
  stories.
• 24:33
  So
• 24:33
  first
• 24:34
  one
• 24:34
  is
• 24:34
  your
• 24:34
  personal
• 24:34
  stories.
• 24:35
  The
• 24:35
  second
• 24:35
  one
• 24:36
  is
• 24:36
  your
• 24:36
  business
• 24:37
  story.
• 24:38
  And
• 24:38
  that's
• 24:38
  just
• 24:38
  more
• 24:39
  of
• 24:39
  the
• 24:39
  what
• 24:40
  you
• 24:40
  do.
• 24:40
  If
• 24:40
  personal
• 24:41
  stories
• 24:41
  are
• 24:41
  who
• 24:41
  you
• 24:42
  are,
• 24:42
  the
• 24:42
  business
• 24:43
  story
• 24:43
  is
• 24:43
  what
• 24:43
  you
• 24:43
  do.
• 24:44
  So
• 24:44
  what's
• 24:44
  that
• 24:44
  journey
• 24:45
  look
• 24:45
  like?
• 24:45
  What's
• 24:46
  led
• 24:46
  you
• 24:46
  here
• 24:46
  doing
• 24:47
  what
• 24:47
  you
• 24:47
  now
• 24:47
  do?
• 24:48
  Why
• 24:48
  this,
• 24:49
  why
• 24:49
  did
• 24:49
  you
• 24:49
  start
• 24:49
  this
• 24:49
  business?
• 24:50
  And
• 24:50
  of
• 24:50
  course
• 24:51
  there'll
• 24:51
  be
• 24:51
  overlaps
• 24:52
  in
• 24:52
  your
• 24:52
  personal
• 24:52
  stories
• 24:53
  and
• 24:53
  that's
• 24:53
  great.
• 24:54
  We
• 24:54
  are
• 24:54
  looking
• 24:54
  for
• 24:54
  overlaps.
• 24:55
  We
• 24:55
  are
• 24:55
  looking
• 24:56
  for
• 24:56
  how
• 24:56
  these
• 24:57
  stories
• 24:57
  are
• 24:57
  all
• 24:57
  connected.
• 24:58
  The
• 24:58
  business
• 24:59
  story
• 24:59
  is
• 24:59
  where
• 24:59
  we
• 25:00
  are
• 25:00
  shining
• 25:00
  the
• 25:00
  light
• 25:01
  a
• 25:01
  little
• 25:01
  bit
• 25:01
  more
• 25:02
  on.
• 25:03
  What
• 25:03
  does
• 25:03
  your
• 25:04
  business
• 25:04
  stand
• 25:04
  for?
• 25:05
  Like,
• 25:05
  why
• 25:05
  does
• 25:05
  it
• 25:05
  exist?
• 25:06
  Who
• 25:06
  does
• 25:06
  it
• 25:07
  serve?
• 25:07
  What
• 25:08
  problem
• 25:08
  does
• 25:08
  it
• 25:08
  exist
• 25:09
  to
• 25:09
  solve?
• 25:10
  All
• 25:10
  of
• 25:10
  those
• 25:10
  kind
• 25:10
  of
• 25:10
  things.
• 25:11
  What's
• 25:11
  the
• 25:11
  mission?
• 25:11
  What's
• 25:12
  the
• 25:12
  vision?
• 25:12
  So
• 25:12
  we've
• 25:13
  got
• 25:13
  your
• 25:13
  business
• 25:13
  story.
• 25:14
  And
• 25:15
  then
• 25:15
  finally
• 25:16
  is
• 25:16
  your
• 25:16
  customer
• 25:17
  story,
• 25:18
  and
• 25:18
  it's
• 25:18
  really,
• 25:19
  really
• 25:20
  important
• 25:21
  to
• 25:21
  understand
• 25:21
  their
• 25:22
  story.
• 25:22
  And
• 25:22
  I'm
• 25:22
  not
• 25:23
  talking
• 25:23
  about
• 25:24
  the
• 25:24
  stuff
• 25:25
  that
• 25:25
  other
• 25:25
  marketers
• 25:25
  get
• 25:26
  very
• 25:26
  excited
• 25:27
  about,
• 25:27
  like
• 25:28
  where
• 25:28
  do
• 25:28
  they
• 25:28
  live
• 25:28
  and
• 25:28
  what
• 25:29
  do
• 25:29
  they
• 25:29
  eat
• 25:29
  and
• 25:29
  what's
• 25:29
  their.
• 25:30
  Partner
• 25:30
  called
• 25:31
  and
• 25:31
  how
• 25:31
  many
• 25:31
  kids
• 25:31
  have
• 25:31
  they
• 25:32
  got?
• 25:32
  Yes,
• 25:33
  that
• 25:33
  is
• 25:33
  part
• 25:33
  of
• 25:33
  their
• 25:33
  story,
• 25:34
  but
• 25:34
  I'm
• 25:34
  talking
• 25:35
  about
• 25:35
  what
• 25:36
  is
• 25:36
  their
• 25:36
  story?
• 25:37
  Who
• 25:37
  are
• 25:37
  they?
• 25:38
  What's
• 25:38
  going
• 25:38
  on
• 25:39
  for
• 25:39
  them?
• 25:39
  What
• 25:40
  are
• 25:40
  they
• 25:40
  thinking?
• 25:40
  What
• 25:41
  are
• 25:41
  they
• 25:41
  feeling?
• 25:42
  You
• 25:42
  know,
• 25:42
  where
• 25:43
  are
• 25:43
  they
• 25:43
  now?
• 25:43
  Where
• 25:44
  do
• 25:44
  they
• 25:44
  wanna
• 25:44
  go?
• 25:45
  What's
• 25:45
  in
• 25:46
  the
• 25:46
  way?
• 25:47
  What
• 25:47
  is
• 25:47
  it
• 25:47
  that
• 25:48
  you
• 25:48
  can
• 25:48
  help
• 25:48
  them
• 25:48
  with
• 25:49
  that's
• 25:49
  showing
• 25:50
  up
• 25:50
  in
• 25:50
  their
• 25:50
  story
• 25:52
  that
• 25:52
  has
• 25:53
  got
• 25:53
  them
• 25:53
  out
• 25:53
  there
• 25:54
  looking
• 25:54
  for
• 25:54
  help.
• 25:55
  How
• 25:55
  do
• 25:55
  you
• 25:55
  show
• 25:56
  up
• 25:56
  as
• 25:56
  the
• 25:56
  guide
• 25:57
  in
• 25:57
  their
• 25:57
  story.
• 25:58
  You
• 25:58
  are
• 25:58
  the
• 25:58
  guide.
• 25:59
  That's
• 25:59
  your
• 25:59
  role.
• 26:00
  You
• 26:00
  are
• 26:00
  there
• 26:00
  to
• 26:01
  take
• 26:01
  them
• 26:01
  by
• 26:01
  their
• 26:01
  hand,
• 26:02
  show
• 26:02
  them
• 26:02
  the
• 26:02
  way,
• 26:03
  show
• 26:03
  them
• 26:03
  that
• 26:04
  they
• 26:04
  have
• 26:04
  got
• 26:04
  what
• 26:05
  it
• 26:05
  takes.
• 26:05
  Give
• 26:06
  them
• 26:06
  a
• 26:06
  path.
• 26:06
  Help
• 26:07
  them
• 26:07
  to
• 26:07
  walk
• 26:07
  down
• 26:08
  it.
• 26:09
  But
• 26:09
  you
• 26:09
  can't
• 26:09
  do
• 26:10
  that
• 26:10
  unless
• 26:10
  you
• 26:11
  know
• 26:12
  their
• 26:12
  story.
• 26:14
  The
• 26:14
  better
• 26:14
  you
• 26:14
  know
• 26:14
  their
• 26:14
  story,
• 26:15
  the
• 26:15
  more
• 26:15
  relevant
• 26:16
  and
• 26:16
  relatable
• 26:17
  you
• 26:17
  can
• 26:17
  make
• 26:17
  your
• 26:17
  stories.
• 26:18
  So
• 26:18
  you
• 26:18
  need
• 26:19
  all
• 26:19
  three
• 26:20
  and
• 26:20
  all
• 26:20
  three
• 26:21
  connect
• 26:22
  and
• 26:22
  intertwine.
• 26:23
  If
• 26:23
  you
• 26:23
  see
• 26:23
  my
• 26:23
  visually,
• 26:24
  for
• 26:25
  me
• 26:25
  it's,
• 26:25
  it's
• 26:25
  a
• 26:25
  ven
• 26:26
  diagram
• 26:27
  and
• 26:27
  they're
• 26:27
  all
• 26:27
  overlapped.
• 26:28
  And
• 26:28
  then
• 26:28
  in
• 26:28
  between
• 26:29
  those,
• 26:29
  the
• 26:30
  intersection
• 26:30
  in
• 26:30
  between
• 26:31
  those
• 26:31
  stories
• 26:31
  is
• 26:31
  where
• 26:32
  you'll
• 26:32
  find
• 26:33
  your
• 26:33
  why.
• 26:33
  It's
• 26:34
  where
• 26:34
  you'll
• 26:34
  find,
• 26:35
  who
• 26:35
  your
• 26:36
  people
• 26:36
  are.
• 26:37
  I
• 26:37
  know
• 26:37
  you
• 26:37
  helped.
• 26:37
  People
• 26:38
  get
• 26:38
  very
• 26:38
  specific
• 26:39
  about
• 26:39
  their
• 26:39
  niche
• 26:40
  and
• 26:40
  who
• 26:40
  they
• 26:40
  work
• 26:41
  with.
• 26:41
  For
• 26:41
  me,
• 26:42
  that
• 26:42
  always
• 26:42
  comes
• 26:42
  from
• 26:42
  people's
• 26:43
  stories,
• 26:43
  it's
• 26:44
  always
• 26:44
  in
• 26:44
  there.
• 26:45
  As
• 26:45
  we
• 26:45
  unpack
• 26:45
  their
• 26:45
  stories,
• 26:46
  they'll
• 26:47
  often
• 26:47
  have
• 26:47
  that
• 26:47
  aha
• 26:48
  moment
• 26:48
  about
• 26:49
  who
• 26:49
  the
• 26:49
  specific
• 26:50
  person
• 26:50
  is
• 26:50
  that
• 26:50
  they
• 26:51
  want
• 26:51
  to,
• 26:52
  work
• 26:52
  with
• 26:52
  and
• 26:53
  serve,
• 26:54
  and
• 26:54
  also
• 26:54
  your
• 26:54
  value.
• 26:55
  I
• 26:55
  talked
• 26:56
  at
• 26:56
  the
• 26:56
  beginning
• 26:56
  about
• 26:57
  I
• 26:57
  didn't
• 26:57
  know
• 26:57
  how
• 26:57
  to
• 26:58
  articulate
• 26:59
  my
• 26:59
  value.
• 26:59
  And
• 26:59
  by
• 27:00
  your
• 27:00
  value,
• 27:01
  I
• 27:01
  don't
• 27:01
  mean
• 27:01
  what
• 27:02
  you
• 27:02
  charge.
• 27:02
  What
• 27:02
  I
• 27:03
  mean
• 27:03
  by
• 27:03
  your
• 27:03
  value
• 27:04
  is
• 27:05
  what
• 27:06
  is
• 27:06
  the
• 27:06
  value
• 27:07
  to
• 27:07
  your
• 27:07
  ideal
• 27:08
  client
• 27:08
  of
• 27:08
  what
• 27:09
  you
• 27:09
  help
• 27:09
  them
• 27:10
  do.
• 27:11
  If
• 27:12
  they
• 27:12
  don't
• 27:12
  see
• 27:13
  the
• 27:13
  value
• 27:13
  in
• 27:13
  it.
• 27:15
  They're
• 27:15
  not
• 27:15
  gonna
• 27:15
  buy
• 27:17
  if
• 27:17
  they
• 27:17
  really
• 27:18
  see
• 27:18
  the
• 27:18
  value,
• 27:19
  if
• 27:19
  they
• 27:19
  really
• 27:20
  see,
• 27:20
  this
• 27:21
  is
• 27:21
  where
• 27:21
  I
• 27:21
  am
• 27:21
  now,
• 27:22
  and
• 27:22
  with
• 27:22
  your
• 27:23
  help
• 27:23
  I
• 27:23
  can
• 27:23
  get
• 27:24
  to
• 27:24
  here
• 27:25
  and
• 27:25
  you
• 27:25
  are
• 27:25
  gonna
• 27:26
  guide
• 27:26
  me
• 27:26
  and
• 27:27
  help
• 27:27
  me
• 27:27
  get
• 27:27
  there.
• 27:28
  And
• 27:28
  if
• 27:28
  that
• 27:29
  place
• 27:29
  that
• 27:29
  they
• 27:29
  want
• 27:30
  to
• 27:30
  go
• 27:30
  is
• 27:31
  of
• 27:31
  high
• 27:31
  value,
• 27:33
  if
• 27:33
  it's
• 27:33
  a
• 27:33
  priority,
• 27:34
  if
• 27:34
  it's
• 27:34
  something
• 27:34
  they
• 27:35
  really,
• 27:35
  really
• 27:36
  want,
• 27:37
  then
• 27:37
  they'll
• 27:38
  buy.
• 27:38
  And
• 27:38
  we
• 27:38
  can
• 27:39
  share
• 27:39
  stories
• 27:39
  to
• 27:40
  help
• 27:40
  to
• 27:40
  get
• 27:41
  all
• 27:41
  of
• 27:41
  that
• 27:41
  across.
• 27:42
  Show
• 27:43
  don't
• 27:43
  tell.
• 27:44
  Instead
• 27:44
  of
• 27:44
  telling
• 27:44
  people,
• 27:45
  this
• 27:45
  is
• 27:45
  why
• 27:45
  you
• 27:45
  need
• 27:46
  to
• 27:46
  work
• 27:46
  with
• 27:46
  me.
• 27:46
  We
• 27:47
  can
• 27:47
  share
• 27:48
  stories
• 27:48
  to
• 27:48
  show
• 27:49
  them
• 27:50
  what
• 27:51
  it
• 27:51
  is
• 27:51
  that
• 27:51
  we
• 27:51
  help
• 27:51
  them
• 27:52
  do.
• 27:53
  I
• 27:53
  love
• 27:54
  it.
• 27:54
  So
• 27:54
  we've
• 27:54
  got
• 27:55
  our
• 27:55
  personal
• 27:56
  stories,
• 27:56
  we've
• 27:56
  got
• 27:57
  business
• 27:57
  stories,
• 27:58
  and
• 27:58
  we've
• 27:58
  got
• 27:58
  our
• 27:58
  customer
• 27:59
  story,
• 27:59
  and
• 27:59
  they
• 28:00
  all
• 28:00
  overlap.
• 28:01
  And
• 28:01
  it's
• 28:02
  interesting
• 28:02
  you
• 28:03
  talk
• 28:03
  about
• 28:03
  the
• 28:04
  stories
• 28:05
  often
• 28:05
  leading
• 28:06
  to
• 28:06
  the
• 28:06
  business.
• 28:07
  'cause
• 28:07
  in
• 28:07
  my
• 28:08
  program,
• 28:09
  I
• 28:09
  start
• 28:09
  with
• 28:10
  this
• 28:10
  visualization
• 28:11
  where
• 28:11
  I
• 28:11
  get
• 28:11
  them
• 28:11
  to
• 28:11
  break
• 28:12
  down
• 28:12
  their
• 28:12
  life
• 28:12
  into
• 28:13
  five
• 28:14
  or
• 28:14
  six
• 28:14
  different
• 28:14
  chapters.
• 28:15
  And
• 28:15
  we
• 28:15
  literally
• 28:16
  go,
• 28:16
  okay,
• 28:16
  from
• 28:16
  zero
• 28:17
  to
• 28:17
  eight,
• 28:18
  what
• 28:18
  happened
• 28:19
  in
• 28:19
  your
• 28:19
  life
• 28:19
  from
• 28:19
  eight
• 28:20
  to
• 28:20
  16?
• 28:20
  What
• 28:21
  happens
• 28:21
  in
• 28:21
  your
• 28:21
  life
• 28:22
  from
• 28:22
  16
• 28:22
  to
• 28:23
  this?
• 28:23
  And
• 28:23
  that
• 28:24
  often
• 28:24
  leads
• 28:24
  to
• 28:25
  the
• 28:26
  niche
• 28:26
  and
• 28:26
  who
• 28:26
  they
• 28:26
  really
• 28:27
  want
• 28:27
  to
• 28:27
  work
• 28:27
  with.
• 28:28
  Yeah,
• 28:28
  absolutely.
• 28:28
  Because
• 28:28
  they
• 28:29
  actually
• 28:29
  get
• 28:29
  that
• 28:29
  chance
• 28:30
  to
• 28:30
  really
• 28:31
  understand
• 28:32
  all
• 28:32
  of
• 28:32
  their
• 28:33
  value.
• 28:33
  So
• 28:33
  yeah,
• 28:34
  I
• 28:34
  hadn't
• 28:34
  actually
• 28:34
  thought
• 28:35
  of
• 28:35
  that
• 28:35
  until
• 28:36
  you
• 28:36
  mentioned
• 28:37
  how
• 28:38
  connected
• 28:38
  our
• 28:38
  stories
• 28:39
  are
• 28:39
  to
• 28:39
  the
• 28:39
  practical
• 28:40
  staff
• 28:40
  of
• 28:41
  like,
• 28:41
  who
• 28:41
  do
• 28:41
  we
• 28:41
  help?
• 28:42
  So
• 28:42
  we
• 28:42
  know
• 28:43
  what
• 28:43
  stories
• 28:43
  to
• 28:43
  tell.
• 28:43
  Now,
• 28:44
  the
• 28:44
  next
• 28:45
  problem
• 28:45
  that
• 28:45
  I
• 28:46
  see
• 28:46
  come
• 28:46
  up
• 28:46
  a
• 28:46
  lot
• 28:47
  is
• 28:47
  people
• 28:47
  worrying
• 28:48
  about
• 28:49
  oversharing
• 28:50
  and
• 28:50
  what's
• 28:51
  okay
• 28:51
  to
• 28:51
  share
• 28:52
  and
• 28:52
  what's
• 28:52
  not
• 28:53
  okay
• 28:53
  to
• 28:53
  share.
• 28:54
  How
• 28:54
  do
• 28:54
  you
• 28:54
  help
• 28:55
  people
• 28:55
  through
• 28:55
  those
• 28:56
  worries?
• 28:56
  Yeah,
• 28:56
  you're
• 28:57
  right.
• 28:57
  People
• 28:57
  do
• 28:57
  have
• 28:58
  a
• 28:58
  lot
• 28:58
  of
• 28:58
  worries,
• 28:58
  about
• 28:59
  sharing
• 28:59
  their
• 28:59
  stories.
• 29:00
  Oversharing
• 29:00
  is
• 29:00
  one
• 29:01
  of
• 29:01
  them,
• 29:01
  and
• 29:03
  really
• 29:03
  the
• 29:03
  key
• 29:04
  is,
• 29:04
  to
• 29:05
  keep
• 29:05
  your
• 29:05
  stories
• 29:05
  concise.
• 29:06
  Unless
• 29:07
  you
• 29:07
  are
• 29:07
  writing
• 29:07
  a
• 29:07
  book
• 29:08
  or
• 29:08
  creating
• 29:08
  something
• 29:09
  that's
• 29:09
  meant
• 29:09
  to
• 29:10
  belong
• 29:10
  and
• 29:10
  there's
• 29:10
  a
• 29:10
  place
• 29:11
  for
• 29:11
  those
• 29:11
  stories
• 29:12
  too.
• 29:12
  But
• 29:13
  if
• 29:13
  we
• 29:13
  are
• 29:13
  talking
• 29:13
  about
• 29:13
  social
• 29:14
  media
• 29:14
  and
• 29:15
  emails,
• 29:15
  if
• 29:15
  we're
• 29:15
  talking
• 29:15
  about
• 29:16
  marketing,
• 29:16
  then
• 29:16
  we
• 29:17
  wanna
• 29:17
  keep
• 29:17
  it
• 29:17
  really
• 29:17
  concise.
• 29:19
  And
• 29:19
  the
• 29:19
  way
• 29:19
  to
• 29:19
  do
• 29:19
  that
• 29:20
  is
• 29:20
  to,
• 29:21
  first
• 29:22
  of
• 29:22
  all,
• 29:22
  think
• 29:22
  about
• 29:22
  why
• 29:23
  am
• 29:23
  I
• 29:23
  sharing
• 29:24
  this
• 29:24
  story?
• 29:25
  What
• 29:25
  is
• 29:25
  the
• 29:25
  point
• 29:26
  of
• 29:26
  me
• 29:26
  sharing
• 29:26
  it?
• 29:28
  And
• 29:28
  keep
• 29:29
  focused
• 29:29
  on
• 29:29
  that.
• 29:30
  Keep
• 29:30
  focused
• 29:30
  on
• 29:31
  the
• 29:31
  purpose
• 29:31
  of
• 29:32
  the
• 29:32
  story
• 29:32
  rather
• 29:33
  than
• 29:33
  going
• 29:34
  into
• 29:34
  the
• 29:34
  detail
• 29:35
  and
• 29:35
  giving
• 29:36
  people
• 29:36
  probably
• 29:37
  way
• 29:37
  more
• 29:37
  information
• 29:38
  than
• 29:38
  they
• 29:39
  actually
• 29:39
  need.
• 29:40
  It's
• 29:40
  to
• 29:40
  really
• 29:40
  tune
• 29:41
  into
• 29:42
  what
• 29:43
  is
• 29:43
  the
• 29:43
  intention
• 29:44
  behind
• 29:45
  this
• 29:45
  story?
• 29:46
  What's
• 29:46
  the
• 29:46
  learning
• 29:47
  or
• 29:47
  the
• 29:47
  insight
• 29:48
  that
• 29:48
  I'm
• 29:48
  sharing?
• 29:49
  What
• 29:49
  do
• 29:49
  I
• 29:49
  want
• 29:49
  people
• 29:50
  to
• 29:50
  take
• 29:50
  away?
• 29:51
  So
• 29:51
  if
• 29:51
  we
• 29:52
  go
• 29:52
  back
• 29:52
  to
• 29:52
  the
• 29:52
  story
• 29:52
  of
• 29:52
  your
• 29:53
  daughter.
• 29:53
  The
• 29:53
  learning
• 29:54
  or
• 29:54
  the
• 29:54
  takeaway
• 29:55
  that
• 29:55
  we
• 29:55
  got
• 29:55
  to
• 29:55
  at
• 29:55
  the
• 29:55
  end
• 29:56
  was
• 29:57
  that
• 29:57
  you've
• 29:57
  got
• 29:58
  this,
• 29:58
  you're
• 29:58
  doing
• 29:58
  the
• 29:58
  right
• 29:59
  things.
• 29:59
  There's
• 29:59
  gonna
• 29:59
  be
• 29:59
  times
• 30:00
  when
• 30:00
  you're
• 30:00
  feeling
• 30:01
  overwhelmed
• 30:01
  or
• 30:02
  anxious
• 30:02
  or
• 30:02
  emotional,
• 30:03
  and
• 30:03
  we've
• 30:03
  all
• 30:04
  been
• 30:04
  there.
• 30:04
  But
• 30:05
  actually,
• 30:05
  you
• 30:06
  just
• 30:06
  keep
• 30:06
  going.
• 30:07
  As
• 30:07
  long
• 30:07
  as
• 30:07
  you're
• 30:07
  showing
• 30:07
  up
• 30:08
  in
• 30:08
  the
• 30:08
  right
• 30:08
  way,
• 30:09
  then
• 30:09
  you'll
• 30:10
  get
• 30:10
  there.
• 30:12
  We
• 30:12
  are
• 30:12
  not
• 30:12
  sharing
• 30:13
  stories
• 30:13
  for
• 30:13
  the
• 30:13
  sake
• 30:14
  of
• 30:14
  sharing
• 30:14
  stories.
• 30:15
  It's
• 30:15
  about
• 30:15
  really
• 30:16
  thinking
• 30:17
  like,
• 30:17
  why
• 30:18
  am
• 30:18
  I
• 30:18
  sharing
• 30:18
  this
• 30:19
  story
• 30:19
  and
• 30:20
  who
• 30:20
  am
• 30:20
  I
• 30:20
  sharing
• 30:21
  it
• 30:21
  with
• 30:22
  and
• 30:22
  what
• 30:23
  is
• 30:23
  it
• 30:23
  that
• 30:23
  I
• 30:24
  want
• 30:24
  them
• 30:24
  to
• 30:24
  take
• 30:24
  away
• 30:25
  from
• 30:25
  that?
• 30:25
  If
• 30:25
  we
• 30:26
  focus
• 30:26
  on
• 30:26
  that,
• 30:26
  then
• 30:27
  we
• 30:27
  are
• 30:27
  less
• 30:27
  likely
• 30:28
  to
• 30:28
  overshare.
• 30:29
  Also,
• 30:30
  giving
• 30:30
  yourself
• 30:30
  a
• 30:31
  word
• 30:31
  count.
• 30:31
  I
• 30:31
  often
• 30:32
  say
• 30:32
  to
• 30:32
  people
• 30:32
  in
• 30:32
  my
• 30:33
  group
• 30:33
  and
• 30:33
  they
• 30:33
  say,
• 30:33
  oh,
• 30:33
  this
• 30:34
  is
• 30:34
  just
• 30:34
  too
• 30:34
  long.
• 30:35
  And
• 30:35
  I
• 30:35
  say,
• 30:35
  okay,
• 30:35
  give
• 30:36
  yourself
• 30:36
  a
• 30:36
  word
• 30:36
  count.
• 30:37
  Let's
• 30:37
  say
• 30:37
  300
• 30:38
  words.
• 30:38
  You
• 30:38
  will
• 30:39
  naturally
• 30:39
  start
• 30:40
  taking
• 30:40
  out
• 30:40
  the
• 30:40
  stuff
• 30:41
  that
• 30:41
  doesn't
• 30:41
  actually
• 30:42
  need
• 30:42
  to
• 30:42
  be
• 30:42
  there.
• 30:43
  Because
• 30:43
  a
• 30:43
  lot
• 30:43
  of
• 30:44
  the
• 30:44
  time
• 30:44
  we
• 30:44
  just
• 30:44
  give
• 30:45
  people
• 30:45
  too
• 30:45
  much
• 30:45
  information.
• 30:47
  I
• 30:47
  always
• 30:47
  remind
• 30:47
  people,
• 30:48
  where
• 30:48
  does
• 30:49
  a
• 30:49
  James
• 30:49
  Bond
• 30:49
  film
• 30:50
  start?
• 30:51
  Bang
• 30:52
  in
• 30:52
  the
• 30:52
  middle
• 30:52
  of
• 30:52
  the
• 30:52
  action,
• 30:53
  right?
• 30:53
  They
• 30:53
  don't
• 30:53
  set
• 30:54
  the
• 30:54
  scene
• 30:54
  and
• 30:55
  tell
• 30:55
  us
• 30:55
  what's
• 30:55
  gonna
• 30:56
  happen,
• 30:56
  and
• 30:57
  fill
• 30:57
  us
• 30:57
  in
• 30:57
  and
• 30:58
  tell
• 30:58
  us
• 30:58
  who
• 30:58
  all
• 30:58
  the
• 30:58
  characters
• 30:59
  are
• 30:59
  and
• 30:59
  tell
• 30:59
  us
• 31:00
  where
• 31:00
  he
• 31:00
  is.
• 31:01
  Do
• 31:01
  they,
• 31:02
  they've
• 31:02
  just
• 31:02
  cut
• 31:03
  straight
• 31:03
  to
• 31:03
  the
• 31:04
  chase.
• 31:04
  Literally,
• 31:05
  he's
• 31:05
  being
• 31:05
  chased
• 31:06
  across
• 31:06
  the
• 31:06
  rooftops.
• 31:07
  So
• 31:07
  jump
• 31:07
  into
• 31:08
  your
• 31:08
  story.
• 31:08
  You
• 31:08
  know,
• 31:09
  you
• 31:09
  don't
• 31:09
  need
• 31:09
  to
• 31:10
  give
• 31:10
  people
• 31:10
  a
• 31:10
  load
• 31:11
  of
• 31:11
  background
• 31:12
  information,
• 31:13
  just
• 31:13
  jump
• 31:13
  straight
• 31:13
  into
• 31:14
  the
• 31:14
  moment
• 31:14
  that
• 31:14
  you
• 31:14
  wanna
• 31:15
  share.
• 31:16
  Very,
• 31:16
  very
• 31:17
  exciting.
• 31:17
  So
• 31:18
  now
• 31:18
  we're
• 31:18
  talking
• 31:18
  about
• 31:19
  frequency.
• 31:20
  How
• 31:20
  often
• 31:20
  should
• 31:21
  we
• 31:21
  be
• 31:21
  sharing
• 31:21
  our
• 31:21
  stories?
• 31:23
  A
• 31:24
  lot
• 31:24
  of
• 31:24
  people
• 31:24
  say,
• 31:24
  oh,
• 31:25
  well
• 31:25
  where
• 31:25
  does
• 31:26
  storytelling
• 31:26
  fit
• 31:26
  in
• 31:27
  with
• 31:27
  the
• 31:28
  value
• 31:29
  posts
• 31:29
  and
• 31:29
  the
• 31:29
  tips
• 31:30
  and
• 31:30
  all
• 31:30
  the
• 31:30
  other
• 31:30
  stuff,
• 31:31
  I
• 31:31
  don't
• 31:31
  think
• 31:32
  of
• 31:32
  those
• 31:32
  things
• 31:32
  as
• 31:33
  separate
• 31:33
  things.
• 31:34
  Right?
• 31:35
  A
• 31:35
  lot
• 31:35
  of
• 31:35
  people
• 31:36
  say
• 31:36
  when
• 31:37
  they
• 31:37
  work
• 31:37
  with
• 31:37
  me
• 31:37
  or
• 31:37
  they
• 31:38
  read
• 31:38
  my
• 31:38
  book
• 31:38
  or
• 31:39
  they
• 31:39
  come
• 31:39
  into
• 31:39
  my
• 31:39
  program,
• 31:40
  a
• 31:40
  lot
• 31:40
  of
• 31:40
  people
• 31:40
  say,
• 31:41
  I
• 31:41
  thought
• 31:42
  storytelling
• 31:42
  was
• 31:42
  gonna
• 31:43
  be
• 31:43
  another
• 31:43
  strategy
• 31:44
  I
• 31:44
  had
• 31:44
  to
• 31:44
  master.
• 31:45
  But
• 31:45
  I've
• 31:45
  realized
• 31:46
  it
• 31:46
  can
• 31:47
  be
• 31:47
  the
• 31:47
  strategy.
• 31:49
  It
• 31:49
  can
• 31:50
  be
• 31:50
  your
• 31:50
  marketing.
• 31:52
  I
• 31:52
  don't
• 31:52
  tend
• 31:53
  to
• 31:53
  think
• 31:54
  of
• 31:54
  stories
• 31:55
  as
• 31:55
  a
• 31:55
  standalone
• 31:56
  separate
• 31:57
  post
• 31:57
  that
• 31:58
  you
• 31:58
  weave
• 31:58
  in
• 31:58
  every
• 31:59
  third
• 31:59
  post
• 31:59
  or
• 32:00
  fourth
• 32:00
  post.
• 32:01
  I
• 32:02
  personally,
• 32:03
  weave
• 32:03
  stories
• 32:03
  into
• 32:04
  everything
• 32:05
  and,
• 32:05
  a
• 32:06
  lot
• 32:06
  of
• 32:06
  people
• 32:06
  realize
• 32:07
  it's
• 32:07
  actually
• 32:07
  the
• 32:08
  missing
• 32:08
  piece.
• 32:08
  It's
• 32:09
  what
• 32:09
  was
• 32:09
  missing
• 32:09
  from
• 32:10
  their
• 32:10
  emails.
• 32:10
  It's
• 32:10
  what
• 32:11
  was
• 32:11
  missing
• 32:11
  from
• 32:11
  their
• 32:11
  social
• 32:12
  media.
• 32:13
  When
• 32:13
  they
• 32:13
  start
• 32:13
  to
• 32:14
  think
• 32:14
  like
• 32:15
  a
• 32:15
  storyteller
• 32:15
  and
• 32:15
  start
• 32:16
  to
• 32:16
  weave
• 32:16
  storytelling
• 32:17
  into
• 32:17
  everything
• 32:18
  they
• 32:18
  do,
• 32:19
  then
• 32:20
  they
• 32:20
  see
• 32:20
  stuff
• 32:21
  come
• 32:21
  to
• 32:21
  life.
• 32:22
  They
• 32:22
  see
• 32:22
  people
• 32:22
  engage
• 32:23
  more.
• 32:24
  You
• 32:24
  know,
• 32:24
  when
• 32:24
  I've
• 32:25
  got
• 32:25
  something
• 32:25
  like
• 32:25
  a
• 32:25
  five
• 32:26
  day
• 32:26
  challenge
• 32:26
  coming
• 32:27
  up,
• 32:27
  I
• 32:27
  do
• 32:27
  a
• 32:27
  lot
• 32:28
  of
• 32:28
  call
• 32:28
  to
• 32:28
  action
• 32:29
  post,
• 32:29
  right?
• 32:29
  I
• 32:29
  do
• 32:29
  a
• 32:30
  lot
• 32:30
  of,
• 32:30
  I've
• 32:30
  got
• 32:30
  a
• 32:30
  five
• 32:30
  day
• 32:31
  challenge.
• 32:31
  Here's
• 32:31
  the
• 32:31
  signup
• 32:32
  page.
• 32:32
  Come
• 32:33
  and
• 32:33
  join
• 32:33
  it.
• 32:34
  Those
• 32:34
  posts
• 32:35
  will
• 32:35
  get
• 32:36
  a
• 32:36
  three
• 32:36
  likes,
• 32:36
  maybe
• 32:37
  four
• 32:37
  likes,
• 32:37
  because
• 32:38
  it's
• 32:38
  a
• 32:38
  call
• 32:38
  to
• 32:38
  action
• 32:39
  post.
• 32:39
  It's
• 32:39
  not
• 32:39
  something
• 32:40
  to
• 32:40
  engage
• 32:40
  with.
• 32:41
  The
• 32:41
  minute
• 32:42
  I
• 32:42
  put
• 32:43
  a
• 32:43
  story
• 32:43
  post
• 32:43
  out,
• 32:44
  and
• 32:44
  the
• 32:44
  last
• 32:45
  challenge
• 32:45
  I
• 32:45
  did,
• 32:46
  I
• 32:46
  put
• 32:46
  a
• 32:46
  story
• 32:46
  post
• 32:47
  out
• 32:47
  that
• 32:47
  started,
• 32:48
  I
• 32:48
  once
• 32:48
  put
• 32:48
  10,000
• 32:49
  pounds
• 32:49
  on
• 32:49
  a
• 32:49
  credit
• 32:50
  card
• 32:50
  even
• 32:50
  though
• 32:51
  I
• 32:51
  was
• 32:51
  in
• 32:51
  debt.
• 32:53
  That
• 32:53
  grabs
• 32:53
  people's
• 32:54
  attention.
• 32:55
  That
• 32:55
  post
• 32:56
  went
• 32:56
  crazy.
• 32:57
  So
• 32:57
  suddenly
• 32:58
  I
• 32:58
  finished
• 32:58
  it
• 32:58
  by
• 32:59
  talking
• 32:59
  about
• 32:59
  my
• 32:59
  five
• 32:59
  day
• 33:00
  challenge.
• 33:00
  I
• 33:00
  still
• 33:00
  had
• 33:00
  the
• 33:00
  same
• 33:01
  link
• 33:01
  to
• 33:01
  the
• 33:01
  same
• 33:02
  signup
• 33:02
  page,
• 33:03
  but
• 33:03
  the
• 33:03
  story
• 33:04
  posts
• 33:04
  got
• 33:04
  loads
• 33:05
  of
• 33:05
  likes
• 33:05
  and
• 33:06
  comments
• 33:06
  and
• 33:06
  interactions,
• 33:07
  and
• 33:07
  so
• 33:08
  more
• 33:08
  people
• 33:08
  saw
• 33:09
  it.
• 33:10
  Than
• 33:10
  all
• 33:10
  of
• 33:10
  my
• 33:10
  call
• 33:10
  to
• 33:11
  action
• 33:11
  posts
• 33:11
  put
• 33:11
  together,
• 33:12
  I'm
• 33:12
  not
• 33:13
  saying
• 33:13
  don't
• 33:13
  do
• 33:14
  other
• 33:14
  posts.
• 33:14
  You
• 33:14
  absolutely,
• 33:15
  you
• 33:15
  know,
• 33:16
  you
• 33:16
  wanna
• 33:16
  have
• 33:16
  a
• 33:16
  nice
• 33:17
  mix
• 33:17
  of
• 33:18
  content.
• 33:19
  You
• 33:19
  wanna
• 33:20
  teach,
• 33:20
  you
• 33:20
  wanna
• 33:20
  share,
• 33:21
  you
• 33:21
  wanna
• 33:21
  show,
• 33:22
  you
• 33:22
  wanna
• 33:22
  give,
• 33:23
  you
• 33:23
  want
• 33:23
  that
• 33:23
  nice
• 33:24
  mix
• 33:24
  of
• 33:24
  content,
• 33:25
  but
• 33:27
  you
• 33:27
  storytelling
• 33:28
  at
• 33:28
  every
• 33:28
  opportunity.
• 33:31
  I
• 33:31
  mentioned
• 33:31
  earlier
• 33:31
  stories
• 33:32
  can
• 33:32
  be
• 33:32
  two
• 33:33
  sentences
• 33:33
  long.
• 33:33
  So
• 33:33
  let
• 33:34
  me
• 33:34
  give
• 33:34
  you
• 33:34
  an
• 33:34
  example
• 33:35
  of
• 33:35
  a
• 33:35
  two
• 33:35
  sentence
• 33:35
  story.
• 33:36
  and
• 33:37
  this
• 33:37
  is
• 33:37
  one
• 33:37
  that
• 33:37
  I
• 33:37
  used
• 33:38
  in
• 33:38
  an
• 33:38
  email
• 33:39
  and
• 33:40
  it
• 33:40
  was
• 33:41
  that,
• 33:41
  Chris
• 33:42
  Harran
• 33:42
  told
• 33:43
  me
• 33:43
  that
• 33:43
  he
• 33:44
  was
• 33:44
  gonna
• 33:45
  launch
• 33:46
  a
• 33:46
  television
• 33:46
  show
• 33:47
  called
• 33:47
  Who
• 33:47
  Wants
• 33:48
  To
• 33:48
  Be
• 33:48
  a
• 33:48
  Millionaire?
• 33:49
  And
• 33:50
  he
• 33:50
  told
• 33:50
  me
• 33:51
  the
• 33:52
  format
• 33:52
  of
• 33:52
  it,
• 33:53
  and
• 33:54
  I
• 33:54
  said,
• 33:55
  I
• 33:56
  don't
• 33:56
  think
• 33:56
  that's
• 33:56
  gonna
• 33:57
  work.
• 33:58
  Luckily
• 34:00
  he
• 34:00
  didn't
• 34:00
  listen
• 34:00
  to
• 34:00
  me.
• 34:01
  He
• 34:02
  went
• 34:02
  on
• 34:02
  and
• 34:02
  produced
• 34:03
  the
• 34:03
  show
• 34:04
  and
• 34:04
  it
• 34:04
  was
• 34:04
  a
• 34:05
  phenomenal
• 34:06
  success
• 34:06
  around
• 34:07
  the
• 34:07
  world.
• 34:07
  So
• 34:08
  if
• 34:08
  you're
• 34:08
  thinking
• 34:08
  about
• 34:09
  starting
• 34:09
  a
• 34:09
  TV
• 34:09
  show,
• 34:09
  I'm
• 34:10
  probably
• 34:10
  not
• 34:10
  the
• 34:10
  person
• 34:11
  to
• 34:11
  come
• 34:11
  to.
• 34:12
  But
• 34:13
  if
• 34:13
  you
• 34:13
  are
• 34:13
  looking
• 34:13
  to
• 34:14
  write
• 34:14
  stories
• 34:14
  that
• 34:15
  connect
• 34:15
  with
• 34:15
  people
• 34:16
  and
• 34:16
  bring
• 34:16
  you
• 34:16
  more
• 34:16
  clients,
• 34:17
  I'm
• 34:17
  the
• 34:17
  person
• 34:18
  to
• 34:18
  come
• 34:18
  to.
• 34:18
  And
• 34:19
  then
• 34:19
  I
• 34:19
  went
• 34:19
  into
• 34:19
  my
• 34:20
  call
• 34:20
  to
• 34:20
  action
• 34:21
  about
• 34:21
  my
• 34:22
  whatever
• 34:22
  I
• 34:22
  was
• 34:23
  promoting.
• 34:25
  Really
• 34:25
  short
• 34:25
  story,
• 34:26
  right?
• 34:27
  But
• 34:27
  it
• 34:27
  made
• 34:28
  people
• 34:28
  laugh.
• 34:28
  It
• 34:28
  got
• 34:28
  people
• 34:29
  talking.
• 34:29
  It
• 34:30
  created
• 34:30
  a
• 34:30
  little
• 34:30
  bit
• 34:30
  of
• 34:30
  intrigue.
• 34:31
  People
• 34:31
  wanted
• 34:32
  to
• 34:32
  know
• 34:32
  how
• 34:32
  I
• 34:32
  knew
• 34:32
  Chris
• 34:33
  Tarrent.
• 34:33
  So
• 34:34
  even
• 34:34
  a,
• 34:35
  two
• 34:35
  sentence
• 34:35
  story
• 34:36
  can
• 34:36
  still
• 34:36
  do
• 34:37
  a
• 34:37
  really
• 34:37
  good
• 34:37
  job
• 34:38
  of
• 34:38
  engaging
• 34:38
  people.
• 34:39
  Oh,
• 34:40
  I
• 34:40
  love
• 34:40
  that
• 34:40
  one
• 34:41
  so
• 34:41
  much.
• 34:41
  Especially
• 34:42
  'cause
• 34:42
  like
• 34:42
  you
• 34:42
  say,
• 34:43
  if
• 34:43
  I'm
• 34:43
  running
• 34:43
  a
• 34:43
  webinar
• 34:44
  or
• 34:44
  something,
• 34:44
  the
• 34:44
  one
• 34:45
  thing
• 34:45
  that
• 34:45
  puts
• 34:45
  me
• 34:45
  off
• 34:46
  running
• 34:46
  a
• 34:46
  webinar
• 34:47
  is
• 34:47
  saying,
• 34:48
  come
• 34:48
  to
• 34:48
  my
• 34:48
  webinar.
• 34:48
  Come
• 34:49
  to
• 34:49
  my
• 34:49
  webinar
• 34:49
  for
• 34:49
  two
• 34:50
  weeks
• 34:50
  solid
• 34:51
  beforehand.
• 34:52
  So
• 34:52
  great
• 34:53
  to
• 34:53
  think
• 34:53
  about
• 34:54
  how
• 34:54
  to
• 34:54
  make
• 34:55
  that
• 34:55
  more
• 34:55
  exciting.
• 34:56
  And
• 34:56
  also
• 34:57
  the
• 34:57
  more
• 34:57
  story
• 34:57
  posts
• 34:58
  you
• 34:58
  put
• 34:59
  out.
• 34:59
  They're
• 34:59
  the
• 34:59
  ones
• 35:00
  that
• 35:00
  get
• 35:00
  the
• 35:00
  engagement.
• 35:01
  They're
• 35:01
  the
• 35:01
  ones
• 35:01
  that
• 35:01
  get
• 35:01
  the
• 35:02
  reach.
• 35:02
  So
• 35:02
  then
• 35:03
  when
• 35:03
  you
• 35:03
  do
• 35:03
  put
• 35:03
  a
• 35:03
  call
• 35:04
  to
• 35:04
  action,
• 35:04
  post
• 35:04
  out
• 35:05
  way
• 35:05
  more
• 35:06
  people
• 35:06
  are
• 35:06
  gonna
• 35:06
  see
• 35:06
  it
• 35:07
  because
• 35:07
  they've
• 35:07
  been
• 35:07
  engaging
• 35:08
  with
• 35:08
  your
• 35:08
  stuff.
• 35:09
  Yeah.
• 35:09
  I
• 35:09
  did
• 35:10
  a
• 35:10
  post
• 35:10
  on
• 35:10
  Saturday
• 35:11
  about
• 35:11
  my
• 35:12
  dog.
• 35:12
  My
• 35:12
  dog
• 35:13
  passed
• 35:13
  away
• 35:13
  on
• 35:14
  Friday.
• 35:15
  It
• 35:15
  got
• 35:16
  so
• 35:16
  much
• 35:17
  engagement.
• 35:17
  It's
• 35:18
  I
• 35:18
  don't
• 35:18
  know,
• 35:18
  nearly
• 35:18
  up
• 35:18
  to
• 35:19
  200
• 35:19
  likes
• 35:20
  and
• 35:20
  over
• 35:21
  a
• 35:21
  hundred
• 35:21
  comments
• 35:21
  and
• 35:21
  loads
• 35:22
  and
• 35:22
  loads
• 35:22
  of
• 35:22
  engagement.
• 35:23
  Now,
• 35:23
  I
• 35:23
  didn't
• 35:24
  do
• 35:24
  it
• 35:24
  because
• 35:25
  I
• 35:25
  want
• 35:25
  people
• 35:25
  to
• 35:25
  see
• 35:26
  what
• 35:26
  I'm
• 35:26
  selling
• 35:26
  this
• 35:26
  week.
• 35:27
  That's
• 35:27
  not
• 35:27
  why
• 35:27
  I
• 35:27
  did
• 35:28
  it,
• 35:28
  but
• 35:29
  it
• 35:29
  just
• 35:30
  is
• 35:30
  such
• 35:31
  a
• 35:31
  good
• 35:31
  reminder
• 35:32
  that
• 35:33
  people
• 35:34
  want
• 35:34
  real,
• 35:35
  they
• 35:35
  want,
• 35:35
  authentic.
• 35:37
  I
• 35:37
  can
• 35:37
  tell
• 35:37
  that
• 35:37
  everybody
• 35:38
  on
• 35:38
  my
• 35:38
  feed
• 35:39
  that
• 35:39
  commented
• 35:39
  is
• 35:39
  a
• 35:39
  doggy
• 35:40
  lover
• 35:40
  right?
• 35:40
  It's
• 35:41
  the
• 35:41
  real
• 35:41
  dog
• 35:41
  lovers
• 35:41
  that
• 35:42
  jumped
• 35:42
  in
• 35:42
  and
• 35:42
  were
• 35:42
  like,
• 35:43
  oh
• 35:43
  no.
• 35:43
  Even
• 35:44
  stuff
• 35:44
  like
• 35:45
  that,
• 35:45
  helps
• 35:46
  people
• 35:46
  to
• 35:47
  feel
• 35:47
  like
• 35:48
  they
• 35:48
  know
• 35:48
  a
• 35:48
  little
• 35:48
  bit
• 35:49
  more
• 35:49
  about
• 35:49
  you,
• 35:49
  I
• 35:49
  talked
• 35:50
  about
• 35:50
  the
• 35:51
  fact
• 35:51
  that
• 35:51
  we
• 35:51
  live
• 35:51
  on
• 35:51
  a
• 35:51
  farm
• 35:52
  and
• 35:52
  how
• 35:52
  much
• 35:52
  my
• 35:52
  dog
• 35:53
  loved
• 35:53
  all
• 35:54
  the
• 35:54
  interesting
• 35:55
  smells
• 35:56
  and
• 35:56
  all
• 35:56
  the
• 35:56
  droppings
• 35:57
  that
• 35:57
  he
• 35:57
  could
• 35:57
  be
• 35:57
  hoover
• 35:58
  up
• 35:58
  all
• 35:58
  day,
• 35:58
  right?
• 35:59
  So
• 36:00
  you
• 36:00
  just
• 36:00
  letting
• 36:01
  people
• 36:01
  in
• 36:02
  a
• 36:02
  little
• 36:02
  bit
• 36:02
  to
• 36:02
  see
• 36:03
  a
• 36:03
  little
• 36:03
  bit
• 36:03
  of
• 36:03
  your
• 36:03
  world,
• 36:04
  who
• 36:04
  you
• 36:04
  are,
• 36:05
  what
• 36:05
  you're
• 36:05
  about,
• 36:06
  and
• 36:06
  those
• 36:07
  stories
• 36:07
  always
• 36:08
  do
• 36:08
  really,
• 36:08
  really
• 36:09
  well.
• 36:09
  Yeah,
• 36:10
  totally.
• 36:11
  I'm
• 36:11
  so
• 36:11
  sorry
• 36:11
  to
• 36:11
  hear
• 36:12
  about
• 36:12
  that.
• 36:12
  I
• 36:12
  dunno
• 36:13
  how
• 36:13
  you
• 36:13
  are
• 36:13
  speaking
• 36:13
  without
• 36:14
  crying.
• 36:14
  So
• 36:14
  I'll
• 36:15
  move
• 36:15
  on
• 36:15
  before
• 36:15
  I
• 36:16
  cry.
• 36:16
  I
• 36:17
  know
• 36:17
  you
• 36:17
  mentioned
• 36:17
  earlier
• 36:18
  story
• 36:18
  prompts.
• 36:19
  Are
• 36:19
  you
• 36:19
  happy
• 36:19
  to
• 36:19
  share
• 36:20
  one
• 36:20
  story
• 36:21
  prompt
• 36:21
  to
• 36:21
  get
• 36:22
  our
• 36:22
  listeners
• 36:23
  sharing
• 36:23
  a
• 36:23
  story
• 36:24
  today?
• 36:25
  Yes,
• 36:26
  of
• 36:26
  course.
• 36:27
  How
• 36:27
  about
• 36:28
  when
• 36:29
  have
• 36:29
  you
• 36:30
  taken
• 36:30
  a
• 36:31
  leap
• 36:31
  of
• 36:31
  faith
• 36:32
  in
• 36:32
  your
• 36:32
  business?
• 36:33
  When
• 36:34
  have
• 36:34
  you
• 36:36
  decided
• 36:36
  to
• 36:36
  do
• 36:36
  something
• 36:37
  when
• 36:37
  you
• 36:37
  didn't
• 36:38
  know
• 36:39
  whether
• 36:39
  it
• 36:39
  was
• 36:40
  gonna
• 36:40
  work
• 36:40
  out?
• 36:40
  Like
• 36:41
  a
• 36:41
  real
• 36:41
  leap
• 36:42
  of
• 36:42
  faith?
• 36:42
  And
• 36:43
  actually
• 36:43
  that
• 36:43
  story
• 36:43
  that
• 36:44
  I
• 36:44
  just
• 36:44
  mentioned
• 36:44
  where
• 36:45
  I
• 36:45
  said,
• 36:45
  i'd
• 36:45
  put
• 36:46
  $10,000
• 36:47
  on
• 36:47
  a
• 36:47
  credit
• 36:48
  card
• 36:48
  even
• 36:48
  though
• 36:48
  I
• 36:48
  was
• 36:49
  in
• 36:49
  debt.
• 36:50
  The
• 36:50
  reason
• 36:50
  I
• 36:50
  did
• 36:51
  that
• 36:51
  was
• 36:51
  because
• 36:52
  I
• 36:52
  wanted
• 36:52
  to
• 36:52
  fly
• 36:52
  out
• 36:53
  to
• 36:53
  Nashville
• 36:53
  and
• 36:54
  train
• 36:54
  with
• 36:54
  a
• 36:54
  company
• 36:54
  called
• 36:55
  StoryBrand,
• 36:55
  in
• 36:56
  Nashville.
• 36:56
  It
• 36:56
  was
• 36:56
  the
• 36:56
  beginning
• 36:57
  of
• 36:57
  2019.
• 36:59
  And
• 36:59
  it
• 36:59
  was
• 37:00
  a
• 37:00
  huge
• 37:00
  investment.
• 37:01
  And,
• 37:01
  I
• 37:02
  really
• 37:02
  didn't
• 37:02
  have
• 37:02
  the
• 37:02
  money
• 37:03
  at
• 37:03
  the
• 37:03
  time
• 37:03
  to
• 37:03
  do
• 37:03
  it,
• 37:04
  but
• 37:04
  I
• 37:05
  took
• 37:05
  a
• 37:05
  huge
• 37:05
  leap
• 37:06
  of
• 37:06
  faith
• 37:06
  and
• 37:06
  I
• 37:07
  just
• 37:07
  knew
• 37:08
  in
• 37:08
  my
• 37:08
  heart,
• 37:08
  in
• 37:09
  my
• 37:09
  gut,
• 37:09
  I
• 37:09
  just
• 37:10
  absolutely
• 37:10
  knew
• 37:11
  that
• 37:11
  it
• 37:12
  was
• 37:12
  the
• 37:12
  right
• 37:12
  thing
• 37:12
  to
• 37:12
  do
• 37:12
  and
• 37:13
  that
• 37:13
  it
• 37:13
  would
• 37:13
  really
• 37:13
  help
• 37:14
  me.
• 37:15
  To
• 37:16
  work
• 37:16
  out,
• 37:16
  what
• 37:17
  I
• 37:17
  wanted
• 37:17
  my
• 37:18
  business
• 37:18
  to
• 37:18
  look
• 37:18
  like,
• 37:18
  how
• 37:19
  I
• 37:19
  wanted
• 37:19
  to
• 37:19
  structure
• 37:20
  it,
• 37:20
  what
• 37:20
  I
• 37:20
  wanted
• 37:21
  to
• 37:21
  offer.
• 37:22
  Luckily
• 37:22
  my
• 37:22
  husband
• 37:23
  is
• 37:23
  incredibly
• 37:24
  supportive
• 37:25
  and
• 37:25
  he
• 37:25
  said,
• 37:26
  look,
• 37:26
  if
• 37:26
  you
• 37:26
  feel
• 37:26
  that
• 37:27
  this
• 37:27
  is
• 37:27
  the
• 37:28
  right
• 37:28
  thing
• 37:28
  to
• 37:28
  do
• 37:28
  for
• 37:28
  your
• 37:28
  business,
• 37:29
  then
• 37:29
  do
• 37:30
  it.
• 37:30
  So
• 37:31
  I
• 37:31
  took
• 37:31
  that
• 37:31
  huge,
• 37:31
  hugely
• 37:31
  per
• 37:32
  faith
• 37:32
  and
• 37:33
  boy
• 37:33
  has
• 37:33
  it
• 37:34
  paid
• 37:34
  off.
• 37:34
  Right.
• 37:35
  It's
• 37:35
  set
• 37:35
  me
• 37:36
  off
• 37:36
  on
• 37:36
  a
• 37:36
  path
• 37:37
  that
• 37:37
  has
• 37:38
  been
• 37:38
  incredible.
• 37:39
  But
• 37:39
  yeah,
• 37:40
  I
• 37:40
  sitting
• 37:41
  on
• 37:41
  that
• 37:41
  plane
• 37:41
  flying
• 37:42
  out
• 37:42
  to
• 37:42
  Nashville,
• 37:43
  $10,000
• 37:44
  on
• 37:44
  my
• 37:44
  credit
• 37:44
  card.
• 37:45
  I
• 37:45
  remember
• 37:45
  thinking,
• 37:47
  God,
• 37:47
  I
• 37:47
  hope
• 37:47
  this
• 37:47
  works.
• 37:49
  Oh,
• 37:49
  that's
• 37:49
  amazing.
• 37:50
  And
• 37:50
  look
• 37:50
  how
• 37:50
  it
• 37:51
  set
• 37:51
  you
• 37:51
  up
• 37:51
  for
• 37:51
  success
• 37:52
  in
• 37:52
  your
• 37:52
  business
• 37:52
  for
• 37:52
  years
• 37:53
  to
• 37:53
  come.
• 37:54
  Thank
• 37:54
  you
• 37:54
  so,
• 37:54
  so
• 37:55
  much,
• 37:55
  Susan.
• 37:55
  I
• 37:55
  know
• 37:56
  we
• 37:56
  could
• 37:56
  talk
• 37:56
  all
• 37:56
  day,
• 37:57
  but
• 37:57
  we
• 37:57
  better
• 37:58
  finish
• 37:58
  up
• 37:59
  soon,
• 37:59
  so
• 37:59
  please
• 38:00
  share
• 38:00
  how
• 38:01
  people
• 38:01
  can
• 38:01
  find
• 38:01
  you
• 38:02
  and
• 38:02
  anything
• 38:02
  you've
• 38:02
  got
• 38:03
  to
• 38:03
  help
• 38:03
  them
• 38:04
  with
• 38:04
  storytelling.
• 38:05
  Yeah,
• 38:05
  absolutely.
• 38:06
  So,
• 38:06
  my
• 38:06
  website
• 38:07
  is
• 38:07
  thebusinessofstories.com.
• 38:10
  And
• 38:10
  I've
• 38:10
  got
• 38:11
  a
• 38:11
  really
• 38:11
  great
• 38:11
  place
• 38:12
  to
• 38:12
  get
• 38:12
  started.
• 38:13
  I've
• 38:13
  got
• 38:13
  a,
• 38:13
  storytellers
• 38:14
  pack.
• 38:15
  There's
• 38:15
  prompts
• 38:16
  in
• 38:16
  there.
• 38:17
  I
• 38:17
  talk
• 38:17
  you
• 38:17
  through
• 38:18
  my
• 38:18
  process
• 38:19
  and
• 38:19
  the
• 38:20
  personal
• 38:20
  stories
• 38:20
  and
• 38:20
  the
• 38:21
  business
• 38:21
  stories
• 38:21
  and
• 38:21
  customer
• 38:22
  stories,
• 38:23
  there's
• 38:23
  all
• 38:23
  sorts
• 38:24
  of
• 38:24
  resources
• 38:24
  in
• 38:25
  there.
• 38:25
  There's
• 38:25
  also
• 38:25
  a
• 38:25
  link
• 38:26
  to
• 38:26
  download
• 38:26
  my
• 38:26
  book
• 38:27
  for
• 38:27
  free.
• 38:27
  If
• 38:27
  you
• 38:27
  wanna
• 38:28
  buy
• 38:28
  a
• 38:28
  hard
• 38:28
  copy
• 38:29
  that
• 38:29
  you
• 38:29
  can
• 38:30
  get
• 38:30
  it
• 38:30
  on
• 38:30
  Amazon
• 38:31
  or
• 38:31
  any
• 38:31
  of
• 38:32
  the
• 38:32
  online
• 38:33
  bookstores.
• 38:34
  But
• 38:34
  yeah,
• 38:34
  the
• 38:34
  Storytellers
• 38:35
  Pack,
• 38:35
  I
• 38:35
  mean,
• 38:35
  I'm
• 38:35
  sure
• 38:35
  you'll
• 38:36
  put
• 38:36
  the
• 38:36
  link
• 38:36
  in
• 38:36
  the
• 38:36
  show
• 38:37
  notes,
• 38:37
  but
• 38:37
  it's
• 38:37
  thebusinessof
• 38:39
  tories.com/pack.
• 38:40
  That's
• 38:40
  a
• 38:40
  really
• 38:41
  good
• 38:41
  way
• 38:41
  to
• 38:41
  get
• 38:41
  started.
• 38:42
  And
• 38:42
  on
• 38:42
  LinkedIn
• 38:43
  and
• 38:43
  Facebook,
• 38:44
  I'm
• 38:44
  Susan
• 38:44
  Payton
• 38:45
  uk.
• 38:46
  Love
• 38:47
  it.
• 38:47
  Thank
• 38:47
  you
• 38:48
  so,
• 38:48
  so
• 38:48
  much,
• 38:48
  Susan.
• 38:48
  You've
• 38:49
  re
• 38:49
  lit
• 38:49
  my
• 38:49
  fire
• 38:50
  for
• 38:50
  storytelling
• 38:51
  and
• 38:51
  I
• 38:52
  cannot
• 38:52
  wait
• 38:52
  to
• 38:52
  get
• 38:52
  one
• 38:53
  out
• 38:53
  after
• 38:53
  this
• 38:53
  episode.
• 38:54
  Amazing.
• 38:55
  I
• 38:55
  can't
• 38:55
  wait
• 38:55
  to
• 38:55
  see
• 38:55
  it.
• 38:57
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• 38:57
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• 38:59
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• 38:59
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• 39:18
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  Microphone (Samson Q2U Microphone): that.
• 39:26
  Microphone (Samson Q2U Microphone): Remember
• 39:27
  Microphone (Samson Q2U Microphone): to
• 39:27
  Microphone (Samson Q2U Microphone): trust
• 39:27
  Microphone (Samson Q2U Microphone): yourself,
• 39:28
  Microphone (Samson Q2U Microphone): believe
• 39:28
  Microphone (Samson Q2U Microphone): in
• 39:29
  Microphone (Samson Q2U Microphone): yourself
• 39:29
  Microphone (Samson Q2U Microphone): and
• 39:30
  Microphone (Samson Q2U Microphone): be
• 39:30
  Microphone (Samson Q2U Microphone): the
• 39:30
  Microphone (Samson Q2U Microphone): wise
• 39:30
  Microphone (Samson Q2U Microphone): Gardner
• 39:31
  Microphone (Samson Q2U Microphone): who
• 39:31
  Microphone (Samson Q2U Microphone): keeps
• 39:31
  Microphone (Samson Q2U Microphone): on
• 39:32
  Microphone (Samson Q2U Microphone): watering
• 39:32
  Microphone (Samson Q2U Microphone): the
• 39:32
  Microphone (Samson Q2U Microphone): seed.
• 39:33
  Microphone (Samson Q2U Microphone): Get
• 39:33
  Microphone (Samson Q2U Microphone): into
• 39:34
  Microphone (Samson Q2U Microphone): the
• 39:34
  Microphone (Samson Q2U Microphone): arena
• 39:34
  Microphone (Samson Q2U Microphone): dare,
• 39:35
  Microphone (Samson Q2U Microphone): greatly
• 39:35
  Microphone (Samson Q2U Microphone): and
• 39:36
  Microphone (Samson Q2U Microphone): try.