182: Storytelling: The Inside Track on Captivating Your Audience

ABOUT THIS EPISODE

Contact info:

Park Howell

Email: Park@ParkAndCo.com

Website: http://www.BusinessOfStory.com

LinkedIn: http://www.linkedin.com/in/ParkHowell

Facebook: http://www.facebook.com/BusinessOfStory

Instagram: http://www.instagram.com@ParkHowell

Twitter: http://www.Twitter.com@ParkHowell

For more info on the The ABTs of Agile Communications™, go to:

https://businessofstory.com/bullseye

For 30% off, use promo code: bullseye-abt (all lowercase).

TEDx Talk:

https://www.ted.com/talks/park_howell_start_looking_for_your_scenes_and_your_story_will_find_you

The Narrative Gym for Business book:

https://www.amazon.com/Narrative-Gym-Business-Introducing-Communication-ebook/dp/B09B1WP2JX

Brand Bewitchery: How to Wield the Story Cycle System™ to Craft Spellbinding Stories for Your Brand:

https://www.amazon.com/Brand-Bewitchery-System-Spellbinding-Stories/dp/1734308117

Bio:

Business storytelling is growing in popularity because leaders know it works. But it’s not working for everyone because they don’t know the narrative frameworks to follow. They try the multi-step process of The Hero’s Journey or the Pixar Way, but that’s where they get lost.

That’s why Park starts all of his executive mentees off with the ABT (And, But, Therefore) agile narrative framework where all influential and persuasive storytelling starts. Then, he graduates his clients up to the Five Primal Elements of a Short Story for Big Impact followed by his 10-step Story Cycle System™. One client deemed Park “The World’s Most Industrious Storyteller” because of his proven system that has grown brands by as much as 600 percent.

Park is a 35+ year veteran of the brand marketing game, ran his own agency, Park&Co, for 20 years, and began teaching leadership storytelling 15 years ago. He hosts the popular Business of Story podcast, which Feedspot named the #1 business storytelling podcast for 2022. The seven-year-old show is ranked among the top 10% of downloaded podcasts in the world.

A story is only as good as the villain is evil. That’s why Park helps his customers overcome boring messages by entertaining to educate, and that’s how he helps leaders excel through the stories they tell.

This is profit from the inside with Joel Block Insights to give your business the inside track. And now here's your host, Joel Block. The storytelling work in a business environment? Are we just talking about fairy tales and ideas for children? And if it works, how do we craft a story that everyone in our organization can use? How do we make it powerful, consistent and convincing? To answer those questions? Park, how Park? Welcome to the show, Joel, Thanks so much for having me here. So you know you're you're a master storyteller. I understand. And uh, A lot of us think about storytelling, you know, as uh something being for children. But you know, I pers real they have to know better. I know that's not so I just you know, kind of put it out there that way. Uh, but tell us, you know, from your perspective, what is storytelling? And you know what are we what are we talking about here today? Well, what we were talking about is the single most powerful way to communicate with that Homo sapien storytelling monkey sitting across from you. And I say that, you know, with a smile on my face, because we are all innate storytellers. I mean, it is what has helped us survive the savannah and evolve into who we are today. When you stop to think about it, we being human beings, Homo sapiens are the only being that we know of who plans, organizes, and acts in story. Whenever you're trying to sell something, whenever you're trying to get someone to buy into a vision or a mission or whatever it might be, what are you doing, Joel. You're you're telling them a story, a fictional story actually, of what a writer tomorrow can look like for you if you just do this, and then, of course you as the business brand storyteller, your job is to deliver on the promises that you make in those stories. Now, if you were just to put together a list of features and functions of your product or service, which most people do, and then run out there and say, look at how wonderful we are. You want to buy some. Obviously, you want to buy some because we're so wonderful. Well, that's non narrative, that's non story. But if you turn that and you tell a story from the point of view of your prospect, what it is they want and why it's important to them in relation to what you have to offer. But why don't they currently have it. Therefore, here's how you are uniquely equipped to help them get it. This is just the way our brains are hardwired to make meaning out of the madness of being human beings. Of this set up problem resolution, dynamic, um and there for story, it's...

...just as as you know, as a speaker, extraordinarily powerful. Well, one of the things I know for sure is that people remember stories. People don't remember strings of facts, but funny enough, they do remember them when they're put into the context of a story. And and then they can retell the story to other people on their team, to their spouse when they get home at night, to their children, what you know, whoever they you know, whatever they're talking about. People tend to remember these things, and they can tell them vividly. So let's say that you have an idea you want to put out there, Um, what what's the you know, A lot of people are gonna have trouble even getting started. Uh And even though it may come naturally to them, if they have to think about it, they have they may have trouble getting started. So how does somebody craft the story to put a context around something in and make something happen? How does that start, let me give you an example. So, as a younger man, when I was out interviewing for a job, I was freshly out of school. Um, of course I told them how how hard of a worker I was. And they're all like, oh, yeah, Park, you know, can you give me an example of that? And I said, well, I can tell you. When I was about ten years old growing up in the Pacific Northwest, it was one rainy Wednesday afternoon and me and my brothers we were digging fence posts to build this big cedar fence on this new property that my mom dad had purchased out there. And I was whining, of course at ten years ten year olds to do. And I'm like, I just went to school all day and now I gotta be out here in the rain and I gotta do these fence post blah blah blah. And our dad drove in and he came in. He was a civil engineer, Depression era guy, grew up in North Dakota, had absolutely nothing. It was very much of a self made man of very jolly, wonderful Norwegian. And he pulls in and he gets out of his station wagon. He looks over at me and he goes Hey, boys, how you doing? And of course I started whining to my dad and he walked up and all he said was pick up that shovel or someone else will, and you turn around and walked off. And that had such an amazing impact on me. Is that ten year old, whiny little boy there that I realized the value and the power of hard work. And I shared that story without him that interviewer and got the job. And I could just see them light up and smile and literally lean in. So instead of me, you know, having the opinion and the assertion that I'm a hard worker, I needed to show it in action. And so what do I do right there? And what the origin was? Now, one of the things I noticed is, Uh, you didn't start the way most people start a story, which is, let me tell you a story. Oh no, ever used the S word? You know that, right, You'll never used the sport. And why is that? When they when you hear that I'm going to tell you a story, what they immediately rolled the rising? Oh my god, here we are, No, here we go. I don't have time for a story.

He's gonna be asked me with a story. Now you just launched into a story. And I did a couple of things. I used this proven framework called the five Primal Elements of a short story for big impact. I gave you a time stamp. I told you how old I was, and that in your brain it triggers that limp big brain and saying, oh, something must have happened to Park because he's telling me when this moment went down, so I better pay attention to learn what I should do in case it ever happens to me. That's just kind of running in the background of our subconscious And then I gave you a location stamp Seattle, rainy, dreary, Wednesday afternoon after school, whiney little boy. That was me. I was the central character in this, and I told it such that I'm hoping it came from the point of view of you, Joel or your listeners, like they could picture me and they've been in that same situation before. So even though I was the center of the story, I'm thinking about my audience because I want them to become the center of the story. Then I have action, and surprise the action in this case, here I am digging fence posts holes, Dad drives in, gets out with that big Norwegian smile of his how you doing, boys, And then I start winding. The surprise outcome of that was that one little brilliant piece of advice he gave pick up that shovel or someone else will, which immediately instilled that value, that work ethic in me that has helped me throughout my sixty one years on this planet. Now, um so I use these five primal elements of a short story to deliver my business point, to illustrate it, to show it that I am indeed a hard worker, and I believe the work ethic makes all the difference in the world. Yeah, you know, one of the things that I think people have to sit down and actually craft the story. That's a little bit more difficult than just kind of being extemporaneous about I think a lot of us are natural storytellers, but writing a story is more to the cult. And when somebody starts by saying, let me tell you a story, it's very off putting. What I noticed about your thing was it just the first five seconds I just kind of was became interested in it. You know, these little kids doing this thing, and and I kind of lean in, and I just was kind of hooked in, and I guess the goal of a story is to hook somebody so that they continue to listen and one more yeah, without a doubt, and to have them feel it, you know, have them picture like you had said earlier, if we can fire up the theater of the mind and you can actually picture what's going on, you then create this sort of indelible stamp on their memory to make you much more memorable. And if you go back and you think about that s word, the story word. And I hear this all the time dealing with large sales groups that I'll be training, half of them will say, part, I'm a rotten storyteller. Storytelling scares me. Nobody wants to hear my story. Don't make me tell a story. Basically right, it doesn't matter how accomplish these people are. There something that does us to him. And what if...

...if you've got a listener right now thinking that, Here's how I want you to reframe it. Don't tell a story. Share a moment in your life that had such an impact on you. It informs who you are today. See that story you locate time, stamp location, stamp you as a central character, the action, the surprise outcome that makes your business point for you, and you don't have to worry about the story. The story will naturally tell itself. But people are interested in those moments that inform why you do what you do in your life today. So don't think about storytelling, think about moments. H And I wonder, you know, if I just come back to this thing. You know, all of us have had experiences. All of us can recount those experiences, and those are stories. I mean, if you think of it as a story, it's hard to tell. If you think of it as just an experience, it's easy to describe, and and that's kind of the first place to start. But what if you're doing saying that it's more complicated. What if you're doing something like, you know, telling something about the history of your company, or why your company has a certain mission, or why the CEO laid down a certain set of values for the company, and why why the vision of the company is what it is. How do you frame that kind of story? Well, it all begins with the very simple framework that we teach called the end but therefore the A B. T. And we'll get into that in a second. The end but therefore works because it uses the three forces of story, and those forces are agreement, contradiction, and consequence. Our brain loves this is our brain's pattern seeking cause and effect decision making, and it wants to know set up problem resolution. So, when you're trying to tell a very complicated story, all your origin story or something that takes a long time to tell, first start by finding your singular narrative using this end. But therefore, you want to tell the story from the point of view of your audience, be they your prospect, a customer, or a colleague, your kid, and you're trying to get them to eat their peas, whatever it is. You want to tell that story from their point of view. And the only way to do that and to take a complex message and make it simple is to use this a BT framework. It's something that I learned after I did the deep dive into the more complicated heroes journey in the fifteen Beasts of Story by Blake Snyder, and even in my delivery of my ten Steps story cycle system. It all begins with this hand But therefore, and the way you write that. If you've got a pen or paper handing right now, here's what I want you to do. Think about a complex message that you have to share, and you're trying to figure out how do I simplify it and make it compelling. The first answer is, who's my audience relative to this complex message? What do they want relative to this complex message? And why...

...is that important to them? That's your statement of agreement, that's your and statement of agreement. But why don't they currently have it? What's standing in their way? And how is that upsetting their life? Therefore, what does tomorrow look like when they get it through your unique offering? And but therefore, it starts with your audience, placing them at the center of the story. Then it talks about what you may happen. And this is the other major paradigm shift. It's not about what you make. Nobody actually cares about your business, your brand, your product, your service, your widget. They don't care what you make. They care only what you can make happen in their life. And then the therefore is that called action or that statement of consequence. And here's how we can help you get it. So that's where I would encourage all your people to start. When they're thinking about that complex story, first whittle it down to this A B T. You'll find the singular narrative that one problem you're solving for that audience that you'll play set the center of the story to demonstrate you understand them, You appreciate what they want and why that's important to them, and you empathize with why they don't currently have it because you have the solution that's going to help them get there. Does that make sense? It's It's a great format. I like the structure. The one thing that I want you to u kind of explain a little more is from the perspective of the audience, how do you frame this in the perspective of the audience, how do you know how do you put them front and center? How does that happen? Research? Research, research, So who are they and what are they? What do they care about? So your listeners that you said are leaders of mid sized companies for the most part, what do they typically want? Why do they come to your show, Joel, Well, listen, they're they're looking for unique ways to solve problems that they encounter, or they're looking for new ideas about things that maybe they haven't thought about before. And you offer that in side track, which I really love that line that you talked about. There are lots of ways to get there. There are some very secuitous ways, a long way around the barn to get there, or you can learn from people that can show you the inside tracks so you have speed to impact, right, So that's what they're looking for. You've you've got, like, you know, a dedicated follower who's a leader in a mid sized company and they want to attend X their growth, you know, without the cumbersome operations that go with it. But where do you possibly find this inside information that will enable you to actually do it? Therefore, and listen to Joel and the guests he has on who are proven entrepreneurs that can give you the tips, techniques, trips, you know, insights to be able to take that inside track for the success of your organization and your people. And and so when you understand that, how do you tell the story though? From that perspective? Okay,...

...so what you're saying is, here's how you identify who the audience is. I get that part. How do you tell the story from that perspective though? So then what I do is I will use an a BT to set up the story, you know, trying to be able to articulate that a BT in under fifteen seconds, because again I'm using those three forces a story. Then I will say, for instants, let me tell you about Joel, and then I will share a story that my audience can relate to. Using in this case, you are my my character Joel talking about something that happens specifically to you that they can learn from, and how you talking about the third party situation that that they can then relate to. Let's talk for a second about the hero's journey, because you brought this up. I was thinking about it and I want to bring an up lege. But now that you did, um, how does the hero's journey? Uh? You know, how do we make how does the storyteller make the customer be the hero? That's the part of the hero's journey that's always kind of deluded me. Well, and here's the thing is, so as business leaders and owners and whatever, we tend to think that that hero's journey is about us and everything we went through and how we persevered and created this great widget and voila, here you go where you need to turn that and you play the more important role of mentor guide. So through that research, you understand what hero's journey your prospect is currently on where are they within that journey of trying to get something out of life that they want to attain, but the universe is pushing back, so that you understand them so well that you insert yourself as our mentor guide to help them get what they want on their journey. UM. I was at Robert McKee's legendary Screenwriting Seminar three day seminar art that Sheridan l A Acts back in two thousand and ten, and I was in a room of three hundred want to be screenwriters, and I was one of about five marketers there because I was simply there to try to understand what at Hollywood know, you know, that we should be using in business development about storytelling. Hero's Journey was just one of the frameworks that he talked about, but he said something so interesting to that crowd, and again he's speaking to Hollywood screenwriters at this point, not marketers, but it completely it works for us too. He says, if you are going to be successful with your script, you need to understand your character in a godlike way. So when you write for that character, you are embodying them and you know everything about their world and what's going on. You're telling the story. And the reason why that is is audiences are super smart, and if you were there trying to get them to buy into this story, you're telling them in the movie,...

...and you're not bought into that character and know them in a god like way, the audience will never be bought in. So that hit me like a ton of bricks. As a marketer said, you know what, we have to not only own know our audiences in a godlike way, but what makes them tick and where are they on the story journey? In the story journey, so we know which stories to tell. They may be at the very beginning of it and have yet to have that call to adventure that Campbell talks about in the model myth or the hero's journey. Well, maybe your story then needs to provide that call to adventure to shake them out of status quo and get them on the adventure with you. Maybe they're already in an adventure with someone else, or they're in that adventure because they've done absolutely nothing and now things are falling down around them. So you need to then tell a story about Okay, you are already committed to this thing and ain't working very well for you. Here is how we are uniquely equipped to help you. Now in the next part of this journey, maybe they're coming just out of it and they're returning back to their ordinary world with the boon. As Campbell says, well, maybe they're returning to their ordinary world with a competitor's product and they're still not happy with it. If you don't understand that when you go in, then you're gonna be firing from the hips with stories that are going to actually connect to them from their point of view, with the hero's journey that they are currently on and where they are at within that journey. Let's um, let's bring this back to the corporate environment, you know, where all of our listeners operate. Okay, so you've kind of given us a framework about how stories work. What's the rule of story in a company? You know? Is is it just for the salespeople? You know? How do other people use it? How does and I want to talk about how to create who writes the story that everybody tells or how that happens? But who is all this material you're really for? Well, it's for everybody that interacts with your company. I will say, when you build a storytelling culture, you are first getting your colleagues to buy into your vision, your mission and what everybody is on board to try to, you know, accomplish, so they become an active member of your story. And that's going to include everything from your origin story why did you start this thing in the first place, to your vision story where are we going with this? To your tensions stories, here the obstacles we are inevitably going to hit, and here's how we need to have you to be a part of that, to your final triumph stories. And what you're trying to do, of course, is build trust through that connection, that origin story. And again, this is not only just for your colleagues, but it's for your shareholders, is for your investors, it's for your prospects, your customers, even the communities that you serve that you operate within and have that kind of impact. And if you don't have the shared story, um, they're gonna make one up. They're going to control or narrative, and that ain't cool. I think it...

...was Jeff Bezos that said, you know, brand is what people say about you when you're not in the room. I've co opted that a little bit, and I say a brand is about the stories people tell themselves about you when you're not in the room, So you want to be able to control that. So it starts at the very top and then it filters down. I do a ton of work for like Home Depot, Walmart, Canada, Goodwill, and these organizations, both profit and nonprofit, are trying to build this storytelling culture so that people can share the vision of the brand or the organization from their own perspective, how they are having an impact in that organization. And of course they're taught to tell their story from their audience's point of view. Why what does it take to get that audience to care? And that means you've got to tell that story from their perspective. They use it for sales, you can use it for marketing, and you should. You can even brand, you know, bridge that gap between sales and marketing. A lot of time marketings just out there with a bunch of hyperbole and the sales people are like, damg it, that doesn't work in the field. Well, when they're on board with a common storytelling language starting within, but therefore it's a way to coordinate everything from their website landing pages to what is actually being said in the field. And then of course, customer service when they're that phone inevitably rings for help or kudos or whatever it might be. They need to be armed with the same narrative so that your your prospects, and your customers have this consistency of story throughout the whole organization. Where so where does it come from? Does it? Uh? Do people make up their own stories to do? Uh? Do somebody like you commit and help them craft the story. The marketing department is easy. Those tend to be professional people who are writing commercials and they're telling a little story to the whole world. And that's where the commercials are, the marketing material that goes out. But it's a little bit more difficult when a salesperson has to go online and talk to somebody or tell them a story or you know. So, how how does this kind of evolving companies? Yeah? So what I do is I go in and and certainly you hire me or other folks out there, but I teach them this first framework of the end. But therefore um and then we level them up. But we show them how to tell true stories well told. Because you don't want to just be making and fabricating stuff making fiction. You want to say, you know, here's a true story about where we came from. Here's a true story about our vision and how we are gaining on that. Here's a true story about a customer and what actually happened to them. Of course you're not gonna be saying this story where it are you, But but for your listeners, you use them across the board and you go and you on earth and reveal these stories. You've got a ton of them out there. They're just sitting right below the surface. It's a matter of going in and looking at them. And in fact, Joel I did a ted X talk on this about four years ago that said...

...it was about stop looking for your story and start finding your scenes, those moments that informed who you are today, or those moments that really have worked in sales for a customer, and so forth. Knit those moments together and your story is going to find you. So it goes back that idea. First, figure out what the singular narrative is with your and but therefore and then use the five primal elements of a short story to tell your prospect that story. And you can use that and under um sixty seconds. So in the first ninety seconds of that meeting. You've used two proven frameworks, the and but therefore and the five primal elements of a short story for big impact to hook into that pattern seeking decision making limbic brain. But because or organizations are absolutely littered with stories, they are everywhere, it's just a matter of intentionally going out and digging them up. You do. Uh, how many people do a good job of cataloging there? There was a speaker, uh that i'm and she used to keep notebooks of funny things that happened to her and then she'd go back to them and that was her her fadder for telling great stories. And uh, you know, I think a lot of speakers do that sort of thing where they kind of keep track of funny things that happen or just little little whatever ideas. Uh, you know, I don't know that companies do a great job of that. Do you help them do that too? Yeah? I show them how. And it's just as simple as just that a little notebook that says, you know, that time when, and then you jot down that quick little memory job or what happened, or maybe you kind of outline the story without writing out the entire thing. Um in fact, right now with good Will of Central Arizona. They've got eighty sum stores out here, and then they also on the franchise out in Maryland. I'll be going out there in a couple of days. Not only am I showing them these two narrative frameworks, but we're working with them on three story um categories. First, your personal story, why do you do what what you do today? You know good Will is all about ending poverty and people's lives through the power of work. So we show them and we asked them to find these moments and use the a BT and the five primal elements to share that story. So there's a personal moment moment story, and there's a you'll find a ton of them in there. There's the position story or professional story. So how does how does my story get expressed in my position here at good Will? So we asked them to go and find moments while working in Goodwill that demonstrate the impact they're having and helping to eradicate poverty through the power of work. And then we have a project story saying, okay, that's good. We've established why you do what you do as a person, how you do it as a professional. Now show it to us in action, and we asked them, you know, to take us to a moment when they've launched a project where the impact of project has had on somebody. And again they're all about moments. When did it happen, Where did it happen? Who's the central character that your audience can relate to what happened? What was the surprising outcome of that happening that underscores your business point...

...or that aha moment that makes your point for you? And then all we asked them to do Joel is get a notebook out, whatever it takes that time when and just start writing these memory joggers, and these stories will just start flooding in. The interesting thing was we had about twelve to fifteen people in each of our half day sessions, and I said, after we got done with the four hour session, I said, guess what. There are twenty seven news stories now sitting in this room that very few people have ever heard about. Go and share them with your colleagues, trigger stories in them and start capturing them in your note books. And good Will's case, they have more of a platform that they're using for people to share their stories so that they can then you know, share them throughout the organization, but also cherry picked the really powerful ones that they can use in their sales and marketing. Hey, real quick, um, some people are so long winded that they just they turned a great story, you know, into a into a sleeping nightmare, you know, I mean, how do you know what's the guideline about how long something should be? And when? When does long winded start? And when does appropriate stop? You know, I mean, give it, give us a couple of guidelines, and but therefore start with that. You get one end that is your setup, that is your statement of agreement, that is your act one, this, this, and this, but now we're in the act too. But then this went down. Therefore here's actually here was the surprising outcome. Then when you build this and you're like, okay, part that feels a little bit vacuous, But I got my basic story framework down. Go and allow yourself, you know, five to six very well chosen words that light up the mind that that you know, help describe and be specific about what you're what you're about, and have some fun with it, you know what I mean. Don't just be blah blah blah. I can actually give you an example of what I'm talking about, especially in the business world. Um, this was for a company called Kinadaine that was in the trucking business. And here's just a quick the story they're trying to tell on their landing page. And this the landing page is called flat bed Trailer Cargo Securement. Well, real quick, here's how it reads. We are the cargo control people and we are here to help truckers and fleets alike get back control over their cargo. There's the tie down problem. We'll give you the ideal solution to make the securement job a smooth and effortless process. For scraps, the winches, the roastter hooks. We have everything you need to help you securely tie down your important cargo. Well, that's non narrative. There was no real problem introduced here. Number two. It was all about the brand. They are the center of the story without really talking about the reader or the customer. And it absolutely goes nowhere, says blah blah blah blah blah. So here's how you can revise it. And here's what I did with a N A B T for them, same...

...basic content, but feel the difference. Jewel in this different order, your cargo is gold, and it's critical to ship it as safely as possible, but there are many potholes along the road to a successful delivery. Therefore, secure your valuable load with the straps, winkss ropes and hooks from the cargo control people at Kennidae. Yeah, that is an a story in of itself, but it uses those three forces a story to hook you. And if you were making a sales presentation, you could start with something like that, make it in your own words, and then say, oh, and let me tell you about Joel who has this trucking company out of Kansas City, Missouri, and what happened to them one day when this huge wind came up, you know, and then you quickly pay off that. And but therefore story that sets the scene with an actual story. And if you do that, well, then you've got them leaning in and they are ready to hear the rest of the story. Listen, you know, so you got this a b T. You get this, the five points you got you know all these is this stuff written as it in a book? Is there some people can follow And there's a little bit it's a little dense. It's a little too much for somebody just to remember and kind of start working on. So in between them listening to this and calling you directly, is there some intermediate step that they can take. Absolutely, And We've got a quick online course. It's one hour long. It's three modules, three twenty minute modules where I teach you how to apply the A B T. And even if you just get through the first module, you will be way ahead of the game. But I'm saying take the deep dive and go through all three. You're gonna find it a business of story dot com forward slash for your show, Joel. And if they go there, there will be a link to the course. You'll get thirty off of it. It's not very expensive to begin with, but start there. And then number two, I've got this little book called the Narrative Gym for Business. It's a crisp, little seventy five page guide loaded with examples of the a BT in action and business and organizational communications. Check it out there, But start by just biting off that ABT apple. These three words I'm telling you will revolutionize how you communicate. Yeah, the part this has really been cool. I mean the one I endorsed this sort of thing. I I love story, I I think that it just it hooks people in. And you know, the promise of the show is to deliver the inside track the best, smartest or fastest way to get something done, and and you have done that. And when people do that on the show, we call those people advantaged players. And that makes you an advantage player. And I am delighted that you shared this with our audience. Uh. And I'm just delighted to have you as a friend, and I hope you'll continue to be a friend of the show. Absolutely, Joel, thanks for having me here. And when I saw the rite up on your show about the inside track, and I never thought about this communication tool that way, I thought, my Goali, that's what this is. It is the inside track of being able to make your message land right the...

...first time every time when you get it down. But it just simply takes practice. You can use them in your emails, you can use them everywhere, but just practice it. Practice is practice it it does. We'll listen. Thank you very much for being on the show and uh and we'll continue to stay in touch. Awesome, Thank you, Joel. You've been listening to Profit from the Inside with Joe Block for more insights and to learn more visit Joel Block dot com. How about a shout out and a huge thanks to our podcast show producer David Wolf and the team at Auto Vita Studios. Profit from the inside wouldn't be possible without these wonderful professionals. To learn more or to find out how you can launch and produce your own podcast show, reach out to www dot auto vita dot com. That's a U d I v I TA dot com.

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