04. Tactical Storytelling: Using Brain Control for Good

Speaking of Numbers with Jeff Bartsch

What if I told you there was a moral, ethical, and scientifically proven way to change the brains of people you’re talking to such that they end up liking you, trusting you, and doing business with you?
Imagine being able to do that – potential clients say “yes, I want to work with YOU instead of anyone else”, existing clients and team members say “I believe that YOU actually understand me, let’s keep working together.” Happy clients, happy advisors, happy team, happy business.
But when most people hear about this scientifically proven way to change people’s brains that makes people say “yes”, they usually think one of two things: “Oh, that won’t work for business” or “That might work for some people, but I could never do that.”
Well, keep listening, because I’ve been practicing these skills in one form or another for over 40 years at this point, my advisor clients are doing it for themselves, and I’m about to show YOU how to do it too.
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00:00 Ethical mind control?
02:53 Lying inside a brain scanner
03:55 The brain science of story
07:17 Story is not a magic wand
09:04 The mental shift: strategic story vs tactical story
13:31 The young accountant who got thrown under the bus
16:10 Story is not just for "talented" people
16:58 Story does not need complicated frameworks
18:36 Building a story: know your audience
19:48 Building a story: know your context
20:41 Building a story: know your goal or end result
23:12 Building a story: What does the audience care about?
26:19 Build your story around specifics
28:23 Build around a specific moment
29:39 Build around one specific character
30:37 Build around specific details
31:08 Build to include genuine emotion
31:52 Build to include a specific lesson or parallel
32:58 Reviewing the steps to build a tactical story
34:05 I thought you said this was simple...
36:04 Building an advisory client story from scratch
41:17 The advisor story built out
44:32 From squishy theory to tactical results

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