How To Tell Stories That Connect With Audiences | with guest Danny Brassell

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For speakers and communicators who want to do well, it's essential to

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connect with your audience and my guest

on this episode today is an expert at

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helping you develop strong and powerful

connections with your audiences.

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As a speaker, one of the main tools

that he uses and teaches to do this

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is storytelling, and he has one heck

of a background as an amazing coach

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and speaker and trainer himself.

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My guest is Danny Brassell.

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And you will hear Danny has a real passion

for what he does and for who he helps.

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And a real excitement for

talking about that as well.

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Danny talks about storytelling and the

kinds of storytelling that can develop

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connection and increase sales, And one

of the counterintuitive ways of telling

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stories that does deepen connection

and rapport with your audiences.

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Now if you are watching on YouTube,

please do take a moment to like and

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subscribe and maybe even click that

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You won't wanna miss the guests

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have got coming up for you.

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Welcome to Present Influence the show

for professional communicators who

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want to impact, influence, and inspire.

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My name's John Ball and I'm your

guide on this journey to mastery

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level communication skills.

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Danny, thank you for joining

me and Present Influence.

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It's great to have you here

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today.

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Danny Brassell: For having me, John,

I really appreciate you and thanks

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for spreading some joy in the world.

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We need a lot more of you.

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John: I've been trying to do exactly that.

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I did my first ever standout

comedy night last week.

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I definitely got the bug for

spreading more joy and laughter

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into the world from doing that.

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So let's see if we can do

a bit more of it today.

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I've been excited to speak

to you actually because.

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Out of, I can speak to a lot of people

on this show, but not everyone has the

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extensive experience and really the

amazing amount of productivity that you

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seem to have had throughout your career.

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So, just to give us a bit

of an overview of that.

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Tell us a little bit about

how much speaking and writing

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experience you have.

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Danny Brassell: if I was gonna

write an autobiography, it would

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be called Pivots, because I've gone

all kinds of different directions.

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30 years ago I was a journalist.

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I got to cover President Bush Senior

in the: 1992

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I loved being a journalist and got to

meet every editor of every major daily.

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One editor offered me a job working

in the city beat for $16,500 a year.

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Then a friend told me that they were

hiring teachers in South Central

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Los Angeles for $25,000 a year.

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So I became a teacher in 2005, my wife

and I attended a real estate seminar,

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which turned out to be a scam, and we

lost everything I didn't want to declare

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bankruptcy in my account and said

you have to make this much more money

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this year then to avoid bankruptcy.

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So I started speaking on the side, and

I hit that number right on the number.

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Then in year two, John, he

gave me a much higher number.

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And I hit that number right on the number.

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in year three, I thought maybe

I should set a higher number.

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during one of the worst economic

downturns in world history, I was able

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to build up a very lucrative speaking

business, which was rolling along great.

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then in 2020, Covid occurred

and people said how's business?

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oh, it's great how I just lost

200 speaking engagements last

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night because the world shut down.

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For years, people have been asking

me to coach them, and I always

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resisted because as a teacher, I've

always had a very high standard.

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I actually will not let you fail.

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I'm going to be on you holding

you accountable until you succeed.

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I absolutely love it because I'm

working primarily with entrepreneurs,

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executives, and business owners who are

highly motivated and they do the work.

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And so now I coach people on how to

create engaging presentations to get the

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audience to take the next step with 'em.

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John: You, You've delivered a

lot of presentations over time.

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From what I understand.

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Danny Brassell: I think on

my latest biography it's over

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3,500 paid presentations.

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A friend asked me how many unpaid, I'm

like I probably did at least a thousand

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unpaid before I did the 3,500 paid.

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So I've done quite a few with huge groups,

with small groups internationally and

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nationally, all men, all women, little

kids, elderly senior care facilities.

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John: And you have a few books out, right?

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Danny Brassell: I've got 19 books.

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So the last book I wrote which I've

actually now created podcast for

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lazy readers who just wanna listen

to the book is called Misfits and

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Crackpots, and most of these stories.

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Of women, minorities and international

examples of people in companies

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that are doing extraordinary

things more contemporary.

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I had a lot of fun doing that.

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I'm in the process of writing

three books right now, I love

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writing and love speaking.

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You can tell that so

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John: Yeah.

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Fantastic.

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Most of us have struggled to get one

book done, let alone 19 and more to come.

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So that's pretty amazing.

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And, I know that you mentioned that

you have been coaching people and

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that's something you got moved into.

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What has become a main

focus for you when you're

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doing that?

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Danny Brassell: The most important thing,

John, when I'm working with people.

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Is, how do we get your audience

to take the next step with you?

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A lot of people will say, oh wow,

you had a standing ovation and

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everybody thinks you're a great

speaker, and that's all fine and good.

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I think that's wonderful, but really,

I only evaluate your performance

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based on how many people decide

to continue working with you.

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So, maybe that's an unpaid offer,

like, subscribe to my podcast

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or book a free phone call.

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It could be a paid off or like buy

my product or invest in my coaching.

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And so when I'm working with clients, we

look at numbers, like numbers don't lie.

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for example I was working

with a financial planner.

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I have a company the Well Craft

story Workshop with coach Jimmy

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Hayes Nelson, and Dave Ward.

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I call us the professor the

performer and the producer because

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I have the academic background.

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Coach Jimmy used to be on Broadway.

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He is the performer.

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And then Dave he's our guy behind

the scenes, that's our social media

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expert, he's created this cool

comic book of us and everything.

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when I'm working with people, we're always

looking at how did we move the needle?

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we were working with Richard

a few months ago, who's a very

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successful financial planner.

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And he used to start off

with his presentations.

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He'd say, I have 30 years in the industry.

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I've made over a billion

dollars for my clients.

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I've worked with this famous

person and this famous person.

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I said, time out.

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Richard, what are the three most

important elements of real estate?

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Location, location, Location.

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It's all right for you to brag,

but you're doing it in the

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wrong part of your presentation.

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The most important part of your

presentation is when you start, you have

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to connect with your audience By talking

about your failures, not your successes.

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so we recrafted his talk.

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So now, he starts his presentation.

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He talks about the very first client

he booked 30 years ago, and it's this

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hilarious story, this comedy of errors.

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I can't believe anybody would

invest a dime with this guy

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after he tells his story.

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He said this, John, it was interesting

'cause the way he gets clients is once

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or twice a week, he holds these seminars,

these dinners at fancy steak houses

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for about 15 couples in their fifties.

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And he's trying to get them to

invest their money with him.

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And so it's always married couples.

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And he noticed that before the

guy was always sitting there with

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his arms crossed, like, what's

this guy trying to sell me?

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Out of the 15 couples, he'd book about

six phone calls for people interested.

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Now that we've changed the story, that

same guy he noticed is now patting

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his knee, 'cause he's laughing so

hard and he's increased the number

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of phone calls from six to 12.

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He actually doubled his results.

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Which is, the results may vary,

but I thought that was great.

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But that's how we're measuring

how effective his presentation is.

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So, again, it's another long

answer to your short question.

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John: Was that mainly applicable

to people who are selling products

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and services from the stage?

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Or does this apply to people who may

be doing more keynoting, who may be

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doing individual stuff, but may actually

want to bring people their world as

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Danny Brassell: Yeah,

it applies to anybody.

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So when I'm working with pastors, it's

how many people can we get to tithe

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to your church or how many people will

convert to whatever you're preaching?

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When we're working with politicians,

there's two different types

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of speeches for politicians.

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One is they're trying to raise

money so that they can run.

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And the other one is, will

you give me your vote?

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So those are two different

types of, presentations.

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this is a key element your

audience has to understand.

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The biggest mistake I see in most

presentations is people are asking for

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multiple offers, and I always tell people,

choices confuse and cause you to lose.

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For example, right before I joined you,

I was on another podcast at the end of

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the podcast the host, said, if you like

this podcast, make sure you like it,

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subscribe and give us a five star review.

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I told her, you just told your

audience to do three things.

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They're not gonna do any of 'em.

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You need to give 'em one single

course of action choices,

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confus and cause you to lose.

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And so, so that's a perfect example.

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She just wants people to

engage in her podcast.

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I'll work with Keynote

presenters and say hey.

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One of my mentors was

a guy named Zig Ziglar.

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And Zig, towards the end of

his life, he did data from the

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30 years he'd been speaking.

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And it was crazy because out of

every hundred letters he got,

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only one person says he changed

their life based on a speech.

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The other 99 were based on his products,

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For him, it was like cassette tapes

and books when I'm working with

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people giving keynote presentations,

I'm like, this is great.

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You can inspire people for

an hour, but you need to stay

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connected with these people.

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So a lot of people, the way you do that,

I'm like, give away a free offer, but

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get everybody's name and their emails

so you can stay in touch with these

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people and work with 'em again and again.

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My speaking career, one of the reasons

it succeeded is I'm very persistent with

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people and I stay in touch with 'em.

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They're getting at least

one contact a week from me.

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And I had people that had never

hired me to speak that I had been

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emailing for 11 years that after year

11 going, oh, we want you to speak.

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It wasn't because I

just sent 'em one email.

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It was because I sent 'em emails for 11

years and built up that relationship.

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John: I think that's a level of

persistence with your CRM that most

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people would never stretch to 11 years.

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Wow.

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But it is paid off in the

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longer term

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Danny Brassell: If it was

easy, everybody would do it.

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what's that quote Entrepreneurship

is living a few years of your

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life, like most people won't.

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So you can live the rest of your

life, like most people can't.

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Muhammad Ali, when he used to train, he

said, I hated every minute of training,

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but I thought to myself, suffer now and

live the rest of my life as a champion.

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So that's the way I try to

live my life be persistent.

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Get the work done.

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Give yourself options.

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John: Yeah it's certainly something

that I've found most people don't

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get as far as they want to in life

because they don't feel like doing

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the stuff that will get them there.

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They don't feel like getting

up early to go and work out.

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They don't feel like putting in the reps

to rehearse their keynote presentation

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and all those kinds of things that

get you to those higher levels.

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And that's really where the line is drawn

between the winners and the not winners.

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Danny Brassell: Yeah.

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Most people, they want the result,

but they won't do the work.

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I love, was it James Alberry, the poem He.

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He died beneath the moon, he basked

beneath the sun, he lived the life of

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going to do and died with nothing done.

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That's good intentions.

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Or Gary Player.

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I'm a huge golf fan, and Gary

Player has a perfect swing.

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And for his entire life,

people have always said, oh,

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I wish I had a swing like you.

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And one day it just irritated him.

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He said, no, you don't.

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You don't want to hit a thousand

balls every morning until you're

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bleeding on your palms, and then you

have to bandage them and hit another

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thousand balls every single day.

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You want my swing without doing anything.

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But fortunately the people I work

with, I really don't like working

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with people that don't do the work.

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'cause I get very annoyed if

you're not succeeding and the

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reason you're not succeeding is

'cause you're not doing the work.

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fortunately, most of the people

I work with are highly motivated

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now and they'll do the work

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John: Do you ever make any moves

to help motivate them or you only

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work with them if they come to you?

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Highly

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motivated.

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Danny Brassell: I'm pretty persistent.

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I guess I'm annoying to people 'cause I

always tell 'em I'm your coach for life.

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'cause I check in with pe.

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I have one woman I've been

working with for about 20 years.

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When she hired me 20 years ago, I

had no interest in coaching people

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and I said, I'll coach you for $500.

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20 years later, I'm like, that

was a good investment on her part.

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I've been coaching her for 20 years.

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It only cost her $500.

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Cost my current clients

much more than that.

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But I like to see how you're doing.

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It was the same thing as a teacher.

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I'm always watching my students, I'm like,

how do we get you up to that next level?

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'Cause, fulfillment I hate that

term when I hear fulfillment.

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'cause for most companies,

fulfillment means.

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Taking the cash of your customer

and giving them a product.

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I like getting paid.

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But what's fulfilling to me

is watching a person succeed

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beyond their own expectations.

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I'm very proud that a lot of

the people I've worked with are

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far more successful than I am.

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That's what a good coach should do,

guide them to extraordinary heights.

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John: If we have a listener who is

struggling with motivation at the

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moment what would be guidance for them?

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Danny Brassell: If they're not doing

anything, I'm gonna be calling 'em.

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And we're gonna hop on a Zoom and I'm

gonna find out exactly why they aren't

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doing what they need to be doing.

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And we'll go step by step

speaking is pretty easy.

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I always tell people there's two

ways you get better at speaking.

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First of all, you gotta

watch lots of speakers.

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I watch at least 10 speakers a day.

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I watch 'em in front of big groups, in

front of small groups, in front of men, in

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front of women, in front of international

audiences, in front of national audiences.

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Here, I'll give you a ninja strategy

I share with my clients, I watch

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a lot of televised award shows

because when the person wins the

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Academy Award, they only have.

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45 seconds to connect with their audience.

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most people waste their time.

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They get up there and they're

like, no, I wanna thank God.

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I don't wanna thank the academy.

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It's stupid.

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Nobody pays attention.

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But every now and then, a

person does an incredible job.

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a few years ago, there was a gentleman

by the name of Joe Walker who won the

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Academy Award for best film editing.

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This is Hollywood The Academy Awards,

all the important people are in the

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front of the audience, the actors, and

you can tell nobody's paying attention.

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This is film editing.

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They're not even paying attention.

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Joe Walker gets up there.

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He's British.

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He speaks very deliberately on stage.

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He says, A lot of people don't

know this, but when phrased

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properly, the term Academy Award

nominee can be used as an insult.

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Now the camera scans the audience

and you see the actors leaning

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in, like, what's he talking about?

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He says, for example, yesterday I got

in an argument with my 17-year-old

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daughter and she said well,

academy of Award, Mamay Joe Walker.

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And all of a sudden you see

everybody laughing hysterically.

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He gets off stage.

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Denzel Washington wants to meet him.

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Sandra Bullock wants to meet him.

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Brad Pitt wants to meet him.

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Time Magazine said he was one of the

highlights of the Academy Awards.

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That's the power of

connecting with an audience.

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that's why I'm watching

speakers all the time.

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I'm like, what did they do to connect?

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So watch a lot of speakers to get better.

312

: 00:14:41

The second thing is exactly what

you and I are talking about.

313

: 00:14:44

One of my mentors was

a guy named Jim Rohn.

314

: 00:14:47

And Jim used to say, you can't pay

other people to do your pushups,

315

: 00:14:50

translation, you gotta do the reps.

316

: 00:14:53

I guarantee you, John, your

very first podcast sucked.

317

: 00:14:56

And the second one you did sucked, but

it didn't suck as bad as the first one.

318

: 00:15:01

Now you've done it so many

times, you're very comfortable.

319

: 00:15:04

Speaking is a trainable skill.

320

: 00:15:06

People think, oh, Danny

you're so natural on stage.

321

: 00:15:09

I'm like, are you kidding me?

322

: 00:15:10

I went to 18 different schools

before I was 12 years old,

323

: 00:15:14

everybody used to make fun of me.

324

: 00:15:17

Because I stuttered eventually I went

to school and a teacher worked with me

325

: 00:15:22

one-on-one she would sing things to me and

I found I could sing without my stutter.

326

: 00:15:26

It's kinda like the

movie, the King speech.

327

: 00:15:28

And eventually I lost my

stutter and I became a swan.

328

: 00:15:31

But the reason I got better.

329

: 00:15:33

I've done the work.

330

: 00:15:34

I've done lots of presentations.

331

: 00:15:36

I was at a presentation once.

332

: 00:15:38

This woman, she's like, oh, I can

never do what you were you do.

333

: 00:15:41

You're so quick I said, time

out the question you asked me.

334

: 00:15:46

I've been asked that

question 500 times before.

335

: 00:15:49

So before I gave you that perfect answer.

336

: 00:15:52

I had 500 opportunities to

track that perfect answer.

337

: 00:15:57

And that's how you get comfortable.

338

: 00:15:59

And so that's what I always

want to encourage people,

339

: 00:16:01

but you gotta do the work.

340

: 00:16:03

people say, you know what?

341

: 00:16:05

I have no idea who I can speak to.

342

: 00:16:06

Even the smallest towns have Rotary

clubs, lions clubs, optimist clubs,

343

: 00:16:10

Kiwanis Clubs, schools, churches,

temples, synagogues, chambers of commerce.

344

: 00:16:14

I worked with a guy years ago.

345

: 00:16:16

Jason drove me nuts.

346

: 00:16:17

Jason was 22.

347

: 00:16:19

I don't know anybody.

348

: 00:16:20

I have no following Danny.

349

: 00:16:22

I'm like, do you have a Facebook account?

350

: 00:16:24

He said, yeah.

351

: 00:16:25

I'm like, okay, we're going on right now.

352

: 00:16:27

You're gonna do your

presentation on Facebook Live?

353

: 00:16:29

And he was resistant.

354

: 00:16:30

I'm like, no, we are going on right now.

355

: 00:16:33

So we went on Facebook Live, Jason did

his presentation for 45 minutes, and one

356

: 00:16:37

woman from Ontario, Canada accidentally

tuned in and watched him and he sucked.

357

: 00:16:42

The next day I didn't

watch him but I forced him.

358

: 00:16:45

I said, Hey, you gotta tell me

after you've done it, day two.

359

: 00:16:48

So he went on again the next day,

like three people watched him.

360

: 00:16:52

He's been doing that.

361

: 00:16:53

I've never had a student like this.

362

: 00:16:54

Jason has actually done this consistently.

363

: 00:16:57

He gives the same speech every

single day on Facebook Live.

364

: 00:17:01

He's done it for three years.

365

: 00:17:03

He now has 6,000 people in his

community and last year he made almost

366

: 00:17:08

a million dollars based on the different

offers he gave to that audience.

367

: 00:17:11

And I always love to use him as an

example 'cause I'm so proud of him.

368

: 00:17:15

Here was a guy that thought

he couldn't do anything.

369

: 00:17:17

He didn't have an audience.

370

: 00:17:18

I'm like, build your audience.

371

: 00:17:20

You build, this podcast, I'm

sure you're not Joe Rogan.

372

: 00:17:23

You don't have a hundred million people

listening to it yet, but that's the word.

373

: 00:17:28

John: They're hiding if they are.

374

: 00:17:29

Danny Brassell: the word John

is yet, these things take time.

375

: 00:17:33

It doesn't happen overnight.

376

: 00:17:35

And I love that you're practicing because.

377

: 00:17:38

That moment that you're gonna

succeed, you're gonna be a

378

: 00:17:41

well-oiled machine at that point.

379

: 00:17:43

You don't wanna succeed.

380

: 00:17:44

Right now you're not ready yet.

381

: 00:17:46

people are like, Danny,

you haven't been on Oprah.

382

: 00:17:47

I'm like, thank God I

haven't been on Oprah.

383

: 00:17:49

I'm not ready.

384

: 00:17:51

I have friends that have been on

Oprah that aren't millionaires.

385

: 00:17:54

And I say then you did it wrong.

386

: 00:17:56

'cause if you go on Oprah, you

should become a millionaire

387

: 00:17:58

if you're doing it right.

388

: 00:18:00

And it applies anywhere in the world.

389

: 00:18:02

So that's what I would say to

encourage people get off your

390

: 00:18:05

butt and get out there speaking.

391

: 00:18:07

John: I think it is great encouragement.

392

: 00:18:09

And I know that you've already said

a few times about how important it's

393

: 00:18:11

to connect with your audience, and I

know that one of the ways to do that is

394

: 00:18:15

the way they craft their presentations

and the storytelling elements so

395

: 00:18:18

for our audience, can you tell us a

396

: 00:18:19

bit more about that.

397

: 00:18:20

Danny Brassell: It's not a science I had

like, my seventh grade speech teacher,

398

: 00:18:24

Lynn Ridge, she said every good speech

you need a good introduction, then

399

: 00:18:28

you need to instruct your audience.

400

: 00:18:31

Then you need to invite your audience

to continue to do something with you.

401

: 00:18:34

And then you need to end your

presentation with inspiration.

402

: 00:18:37

She called it the Four Eyes,

Jimmy and I, we call it the Five

403

: 00:18:41

Cs 'cause we gotta be different.

404

: 00:18:42

Everybody's gotta be a

little bit different.

405

: 00:18:43

But it's the same strategy.

406

: 00:18:45

So the five Cs are clarity.

407

: 00:18:49

Connecting with your audience,

teaching content, your call to

408

: 00:18:52

action, and then your close.

409

: 00:18:53

The most important at the

beginning is your clarity, because

410

: 00:18:56

there's two questions everybody

needs to ask themselves before

411

: 00:18:59

they deliver a presentation.

412

: 00:19:01

Who is your audience and what is

the problem that you are solving?

413

: 00:19:05

And you'd be amazed, John, I'd say

probably 95% of the people I work with,

414

: 00:19:09

A lot of these people are very successful

entrepreneurs and business people, and

415

: 00:19:11

they can't answer those two questions.

416

: 00:19:13

They're very unclear on what

they do and who they serve.

417

: 00:19:17

I'll work with people.

418

: 00:19:18

I'm like, who do you serve?

419

: 00:19:18

They're like, oh, everybody.

420

: 00:19:19

I'm like, if you serve

everybody, you serve nobody.

421

: 00:19:23

Like start with a niche.

422

: 00:19:24

The riches are in the niches.

423

: 00:19:25

What I would do if I were you

is come up with a very specific.

424

: 00:19:30

statement of the problem I solve.

425

: 00:19:32

And I would put an alert on my iPhone, and

every single day I would practice that.

426

: 00:19:37

So if you were to ask me what is

the problem I solve, I say I empower

427

: 00:19:41

leaders to transform their personal

experiences into powerful business

428

: 00:19:46

stories that inspire action, drive

growth, and create lasting impact.

429

: 00:19:50

I've practiced that so many times.

430

: 00:19:52

It flows off like, the Pledge of

Allegiance or the Lord's Prayer.

431

: 00:19:56

When you can do that, the reason you're

practicing that, John, is so now when

432

: 00:20:00

you're in the elevator and somebody

talks to you, oh, I have this podcast.

433

: 00:20:03

You're, I work with professional

communicators and this

434

: 00:20:06

is the problem I solve.

435

: 00:20:07

You can do that in 15 to 20 seconds.

436

: 00:20:09

Most people can't do that, and it's

because they haven't practiced it.

437

: 00:20:12

most people actually do solve a

problem, but they don't know how to

438

: 00:20:15

articulate the problem that they solve.

439

: 00:20:17

most people, waste time on

social media, on their phones.

440

: 00:20:20

What I'm doing all the time

is I'm setting reminders on

441

: 00:20:24

things that I'm trying to learn.

442

: 00:20:25

I read the book Dune and I love, they have

a thing called the litany against fear.

443

: 00:20:30

And so every day at nine 11, I have

an alert that goes, I must not fear.

444

: 00:20:33

Fear is the mind killer.

445

: 00:20:34

Fear is the little death that

brings total obliteration.

446

: 00:20:37

I'll face my fear.

447

: 00:20:38

I will permit it to pass

over and through me.

448

: 00:20:41

When the fear has passed, I will

turn the inner eye to see its

449

: 00:20:44

path where the fear has been.

450

: 00:20:46

There will be nothing.

451

: 00:20:47

Only I will remain.

452

: 00:20:48

Every day at 1220.

453

: 00:20:50

I got married on December 20th,

so every day at: 1220

454

: 00:20:53

my wife an I love you message.

455

: 00:20:55

this is how I'm using my phone to

help me develop every single day.

456

: 00:20:58

Same thing, if I'm practicing a

speech like five minutes every day.

457

: 00:21:02

The book I'm writing right now

has some things I wanna remember.

458

: 00:21:05

every day I'm practicing for five minutes.

459

: 00:21:07

I gotta read this over so that I can just.

460

: 00:21:09

Give these case studies with no problem.

461

: 00:21:12

So that's how you'll get better at that.

462

: 00:21:13

that's the clarity portion.

463

: 00:21:15

For all your presenters that are listening

out there and most presentations,

464

: 00:21:21

the best presentations, they actually

have a very specific framework.

465

: 00:21:25

Now, I'm not gonna say

this is the only framework.

466

: 00:21:27

when I lived in Spain and studied

Picasso, at first I studied Picasso.

467

: 00:21:31

I'm like, man, this guy's crazy.

468

: 00:21:32

He's got Guernica.

469

: 00:21:33

I didn't understand anything, but

then I saw his paintings as a child,

470

: 00:21:37

like when he was nine years old,

he would go into a room, look at

471

: 00:21:40

that room, and then paint like a

photograph of that room from memory.

472

: 00:21:44

when I saw that and then saw his

later stuff, I realized, he's at

473

: 00:21:48

such a high level I need to figure

out how he got to that high level.

474

: 00:21:52

Same thing with great presenters.

475

: 00:21:53

Some people just focus on the basics.

476

: 00:21:55

When you get really good, then

you can start doing other things.

477

: 00:21:58

after clarity we talk about is connecting

with your audience, teaching content.

478

: 00:22:03

Connecting is the most important thing

because if you don't connect within the,

479

: 00:22:07

first five minutes of your talk, your

audience is gonna decide, am I going to

480

: 00:22:10

just sit here and be present or am I going

to actually be engaged with this person?

481

: 00:22:14

So, coach Jimmy, calls it you gotta rap.

482

: 00:22:17

And so the three gots for rap is you gotta

show your relatable is the R for rap.

483

: 00:22:22

Relatable means showing the

audience that you're just like them.

484

: 00:22:26

And the best way to do this, Brene

Brown talks about vulnerability,

485

: 00:22:30

and I completely agree with her, is

stop talking about your successes.

486

: 00:22:33

Talk about your failures.

487

: 00:22:34

not everybody in your audience has

succeeded, but they've all failed.

488

: 00:22:37

And the more you talk about your own

vulnerabilities, you're gonna connect

489

: 00:22:40

on a very human level with people.

490

: 00:22:42

I always joke that I've never

seen a presidential candidate

491

: 00:22:46

who grew up middle class.

492

: 00:22:47

They all grew up in a log

cabin and they had to struggle.

493

: 00:22:50

They're trying to relate to everybody.

494

: 00:22:52

That's the relatability story.

495

: 00:22:53

The A in rap is authority.

496

: 00:22:56

You also have to show that you've

had the same problem they have,

497

: 00:23:00

but you solved their problem.

498

: 00:23:02

So that's gonna get their attention is,

oh, here's a person I can learn from.

499

: 00:23:05

And then the p in the

wrap is your purpose.

500

: 00:23:08

You gotta show your purpose.

501

: 00:23:09

Why does this matter?

502

: 00:23:10

there's lots of research on this.

503

: 00:23:12

Simon Sinek talks about in

his book, start With Why.

504

: 00:23:14

He says that people want to be

engaged in something with a purpose,

505

: 00:23:17

with a bigger mission, Howard

Schultz does that with Starbucks.

506

: 00:23:20

It's not just about drinking

coffee, it's about building

507

: 00:23:24

communities around the world.

508

: 00:23:25

Bill Gates, when he started

Microsoft, said, I want a computer

509

: 00:23:28

in every single home so that people

can communicate around the world.

510

: 00:23:32

Big ideas.

511

: 00:23:33

connecting is the first part of

your presentation the content of

512

: 00:23:36

your presentation is the longest

part interestingly it's the least

513

: 00:23:39

important, whatever you're teaching

is by far the least important

514

: 00:23:42

because there's lots of research.

515

: 00:23:44

The research shows that the bun's

more important than the burger.

516

: 00:23:47

People remember the beginning of your

talk and the end of your talk, they

517

: 00:23:50

don't remember anything in between.

518

: 00:23:51

when you're teaching, what I think is

really important is that you serve your

519

: 00:23:56

audience because they gave you their time

520

: 00:23:58

Whether they decide to take

that next step with you or not.

521

: 00:24:01

It's very important for integrity

purposes, that you help them?

522

: 00:24:04

Like your podcast, every single

episode I've heard of your podcast.

523

: 00:24:08

There's helpful strategies that

you're sharing that I'm like,

524

: 00:24:12

okay, this was worth my time.

525

: 00:24:13

I'm glad I listened to John today because

now I have an action item And then the

526

: 00:24:18

final two parts of your presentation

are your call to action, your close.

527

: 00:24:21

what Jimmy and I like to teach people

is there's basically, we'll go back

528

: 00:24:25

to Richard's example of having the

married couple in his audience.

529

: 00:24:29

You get two types of

people in your audience.

530

: 00:24:31

we'll be stereotypical and

call it the man and the woman.

531

: 00:24:33

The man is usually the

guy who I call Joe Friday.

532

: 00:24:37

He wants just the facts.

533

: 00:24:38

How much is this gonna cost?

534

: 00:24:40

How long is it gonna

take What do I gotta do?

535

: 00:24:41

And it's very important that you talk

about that in your call to action.

536

: 00:24:44

Now, your call to action shouldn't

be a very long call to action.

537

: 00:24:47

Should be a very specific.

538

: 00:24:49

Thing that you want your

audience to do, very clear.

539

: 00:24:51

But If you only communicate that

you're missing out on what we'll

540

: 00:24:55

say is the wife, the woman in the

audience who I call Julia Roberts.

541

: 00:24:59

Julia Roberts.

542

: 00:25:00

What she's looking for is she wants to

feel good, and this is very important

543

: 00:25:04

because we know the human brain's weird.

544

: 00:25:06

It doesn't focus on logic, it

focuses on emotion, and people

545

: 00:25:10

make emotional decisions.

546

: 00:25:11

so the end of your presentation really

has to end on a very emotional high.

547

: 00:25:17

And if you can craft a presentation

that meets the needs of both of

548

: 00:25:21

those people, you're gonna serve a

lot more people and do a better job.

549

: 00:25:24

I know with your audience, a lot of

people are doing this, but they might

550

: 00:25:27

not know why they do certain things.

551

: 00:25:30

This is what I like to

point out to people.

552

: 00:25:31

This is why you're doing that.

553

: 00:25:33

So some people, just naturally get it.

554

: 00:25:36

I don't know if Steve Jobs ever took

a speaking class but I love watching

555

: 00:25:40

Steve Jobs, his old presentations.

556

: 00:25:41

I'm like, man, his commencement

speech at Stanford's like a

557

: 00:25:44

perfectly crafted presentation.

558

: 00:25:47

His product launches

559

: 00:25:49

John: It was well

560

: 00:25:49

rehearsed.

561

: 00:25:50

Danny Brassell: you just

said it right there.

562

: 00:25:51

He didn't do it off of memory.

563

: 00:25:52

he practiced those things.

564

: 00:25:54

He knew exactly where to

pause, it's fantastic.

565

: 00:25:57

that's what I admire about him.

566

: 00:25:59

He was a person that understood

it takes a lot of reps.

567

: 00:26:04

John: Yeah, absolutely.

568

: 00:26:05

And the closing stuff is really

important and not just for the

569

: 00:26:08

emotional high that you need people

with, but it's the recency bias.

570

: 00:26:12

It is the thing of, people will remember.

571

: 00:26:17

What you said, but mostly how they felt

when you closed off that's probably the

572

: 00:26:20

thing that they will take with the most.

573

: 00:26:22

'cause that's what

they're walking out with.

574

: 00:26:29

Danny Brassell: I'm not gonna put

people down for this, but I see a lot of

575

: 00:26:31

coaches and they coach people to speak.

576

: 00:26:34

Most of the people I'm

working with aren't speakers.

577

: 00:26:36

These are people that just want

to increase their business.

578

: 00:26:38

Even when I'm working with speakers, I

see so many people, they love to focus on

579

: 00:26:41

the sad stories There's trauma and there's

three reasons why I refuse to do that.

580

: 00:26:46

First of all, the world just

survived a global pandemic.

581

: 00:26:49

Everybody's had a lot of

bad stuff happen to 'em.

582

: 00:26:51

I don't think we need to

hear another sad story.

583

: 00:26:53

I think we need more stories about hope.

584

: 00:26:55

Second of all, what Coach Jimmy

and I are teaching our clients.

585

: 00:26:59

What we call a well-crafted story.

586

: 00:27:01

When I covered the president 30

years ago, it was his stump speech.

587

: 00:27:05

This is a speech you deliver

again and again to introduce

588

: 00:27:08

yourself to new audiences.

589

: 00:27:09

this is a speech you're gonna

deliver again and again.

590

: 00:27:11

If you're telling a sad story,

do you really want to tell

591

: 00:27:14

that sad story again and again?

592

: 00:27:16

I see a guy, he talks about

the murder of his daughter.

593

: 00:27:19

I'm like, how do you talk about the worst

day of your life a thousand times a year?

594

: 00:27:24

I have no idea how he does that.

595

: 00:27:25

You gotta be stronger than me.

596

: 00:27:27

And third, and this is where

people get angry with me.

597

: 00:27:29

I have one objective when I'm on

stage, I want you to leave feeling

598

: 00:27:32

better than when you came in.

599

: 00:27:33

I want you smiling, laughing, happy.

600

: 00:27:35

I think there's something admirable

about that as an objective.

601

: 00:27:39

I believe the people that tell the

same sad story again and again.

602

: 00:27:43

By the 20th time they tell it

now you're being manipulative.

603

: 00:27:46

Those are crocodile tears.

604

: 00:27:47

And I'm not saying it's not an effective

sales technique, it's actually a

605

: 00:27:50

very effective sales technique.

606

: 00:27:52

But I personally don't wanna have to

take a shower after I speak 'cause

607

: 00:27:55

I just manipulated my audience.

608

: 00:27:57

There's better ways, ethical ways to

get your audience to wanna work with you

609

: 00:28:02

And I'm not gonna name it, but there's

a lot of these sleazy people that

610

: 00:28:05

they'll take every last dollar from

you by working that violin story.

611

: 00:28:10

And I just don't like it.

612

: 00:28:11

I think we need a lot more

you were talking about it

613

: 00:28:14

John, like end on a high note.

614

: 00:28:16

'cause that recency bias, I

want people feeling good and

615

: 00:28:19

feeling like, Hey, I can do this.

616

: 00:28:23

John: Yeah.

617

: 00:28:23

as a speaker you are to some degree the

conductor of the audience's emotions.

618

: 00:28:29

Throughout your presentation,

you are leading the pack as

619

: 00:28:32

to where they're gonna go.

620

: 00:28:33

if your goal is to make people

cry, I would definitely be

621

: 00:28:36

questioning that as to why do you

want your audience to be crying?

622

: 00:28:40

Why do you want them to feel bad if you're

not actually trying to manipulate them?

623

: 00:28:45

I think I would much rather have

people smiling, as they leave the room.

624

: 00:28:49

I know one of the things that

my audience particularly love

625

: 00:28:53

to hear about is storytelling.

626

: 00:28:55

You've given us some great insight as to

the kinds of stories we should be telling

627

: 00:28:59

or the way we should be approaching that.

628

: 00:29:01

But what are some of the things that

really help us to deliver a good story?

629

: 00:29:05

Danny Brassell: an exercise I like to,

I'll give this to the audience right now,

630

: 00:29:08

is so sit down in a comfortable chair with

a pen and paper for an hour, write down

631

: 00:29:13

every story that's ever happened to you.

632

: 00:29:14

I don't mean the entire story,

I just mean triggers like time.

633

: 00:29:17

I lock myself outta the car

in front of the grocery store.

634

: 00:29:20

The time dad spill mustard on

his tie at that fancy restaurant,

635

: 00:29:23

you'll find in like an hour, he'll

come up with maybe 500 stories.

636

: 00:29:26

So that's the first part of the exercise.

637

: 00:29:27

The second part of the exercise

is to think about what's

638

: 00:29:31

this story really about?

639

: 00:29:33

Oh, this is a story about never giving up.

640

: 00:29:35

this is a story about loyalty.

641

: 00:29:37

this is a story about love.

642

: 00:29:39

I know you're the same way, John and the

people in your audience are the same way.

643

: 00:29:42

I literally have hundreds of files with.

644

: 00:29:45

Probably tens of thousands of

stories based on, the emotion

645

: 00:29:49

I want from my audience.

646

: 00:29:50

for example, I was working

with a gentleman the other

647

: 00:29:53

day, a fitness instructor.

648

: 00:29:55

we were trying to come up with a powerful

close for his presentation and the

649

: 00:29:59

action he wanted his audience to do.

650

: 00:30:02

He runs all these gyms and he wanted

people to sign up for a gym membership

651

: 00:30:06

because they can't do it on their own.

652

: 00:30:08

So the point he was trying to make

is, you have to hire an expert.

653

: 00:30:11

I said, okay, good.

654

: 00:30:12

This is good.

655

: 00:30:13

Hire an expert.

656

: 00:30:14

We need to hire an expert story

that has nothing to do with

657

: 00:30:17

what you do as a gym owner.

658

: 00:30:19

And so I gave him an example.

659

: 00:30:21

I said, many years ago, my wife and

I, we had tickets to the theater

660

: 00:30:24

and we were addressed to the nines.

661

: 00:30:25

And as we were driving to the

theater, we got a flat tire.

662

: 00:30:28

my wife said I'm just

gonna call the tow truck.

663

: 00:30:30

I'm like, we don't need

to call a tow truck.

664

: 00:30:32

I'm a man.

665

: 00:30:33

I can fix a flat tire.

666

: 00:30:35

So I opened up the trunk

and got the spare tire.

667

: 00:30:37

the pumper thing and the

thing that's shaped like an x.

668

: 00:30:40

And I was trying to change this

tire for 27 minutes and my wife's

669

: 00:30:44

just shaking her head like she could

have done so much better than me.

670

: 00:30:47

And unbeknownst to me, she'd

actually called the tow truck.

671

: 00:30:50

And this 17-year-old kid shows

up in the tow truck and in three

672

: 00:30:54

minutes flat, he changes the tire.

673

: 00:30:57

I think there are times in life when

all of us think we can do it on our own,

674

: 00:31:02

but if you wanna save a lot of time,

save some money, and save a whole lot of

675

: 00:31:07

headache and hassle, you hire an expert.

676

: 00:31:11

So what I've done with him

is I'm showing him a story.

677

: 00:31:14

This is gonna get your audience

thinking about the action that

678

: 00:31:17

you want them to do, which is

you're not telling them explicitly

679

: 00:31:20

you should get a gym membership.

680

: 00:31:21

You're giving them an example of

a time that you struggled with

681

: 00:31:24

something because you were trying

to do it on your own and you realize

682

: 00:31:28

you needed somebody to help you out.

683

: 00:31:29

and you work with people like this.

684

: 00:31:31

They understand.

685

: 00:31:33

It's not about just telling stories.

686

: 00:31:35

The story has to have a point.

687

: 00:31:37

John: helping

688

: 00:31:38

them make the connections,

689

: 00:31:39

Danny Brassell: Absolutely.

690

: 00:31:40

John: to get where you want to get

691

: 00:31:41

Danny Brassell: I was working with a

woman and she's a very successful realtor

692

: 00:31:45

and she's being difficult with me.

693

: 00:31:46

she's like, I have no stories.

694

: 00:31:48

I said, okay, first of all, you're lying.

695

: 00:31:50

Everybody has stories.

696

: 00:31:51

You just aren't thinking about them.

697

: 00:31:53

let's look at one of the most successful

personal development books of all time,

698

: 00:31:57

Think and Grow Rich by Napoleon Hill.

699

: 00:32:00

He shares no personal

stories in that book.

700

: 00:32:02

he interviewed all these millionaires

and told their stories, that's another.

701

: 00:32:06

Strategy, If you don't have an interesting

story, tell somebody else's stories.

702

: 00:32:10

That's what I'm doing in my books,

like Misfits and Crackpots I have

703

: 00:32:14

this story, there's basically

two women Martha and Agnes.

704

: 00:32:17

They're both choreographers and they're

having coffee at a diner Agnes has just

705

: 00:32:23

opened up her third play, audiences

like it, but the critics have panned

706

: 00:32:27

it, so she wants to shut it down.

707

: 00:32:29

And Martha's like, You can't do that.

708

: 00:32:31

Agnes, It's not up to the critics

to decide what's important.

709

: 00:32:34

if you shut down this play, you're

taking away that play from the universe.

710

: 00:32:40

There's never been another you.

711

: 00:32:41

There's never gonna be another you.

712

: 00:32:42

You can't do that.

713

: 00:32:43

You have to put out what you have.

714

: 00:32:47

So Martha was Martha Graham, who's

considered the mother of modern dance.

715

: 00:32:51

She won the Kennedy Center Honors and

the Presidential Medal of Freedom.

716

: 00:32:55

Her friend that she encouraged was Agnes

Demill, who was the first woman to have

717

: 00:32:59

three concurrent musical hits on Broadway.

718

: 00:33:03

And she decided she would keep the play

open, but she just changed the name.

719

: 00:33:08

To Oklahoma.

720

: 00:33:10

All of us get that negative energy

one of my mentors when I first

721

: 00:33:13

started speaking, I had 500 people

love the presentation, and three

722

: 00:33:17

people hated it and ripped me apart.

723

: 00:33:20

he said something I'll never forget.

724

: 00:33:21

He is like, Danny, 5% of your

audience, they hate you and they

725

: 00:33:26

hated you before they ever met you.

726

: 00:33:28

There are miserable people out there

and you just can't let 'em get to you.

727

: 00:33:31

There's also 5% of your

audience thinks to your.

728

: 00:33:33

The Christ that, they're irrational too.

729

: 00:33:35

The other 90%, the rational human

beings that you can actually affect.

730

: 00:33:40

that really got to me.

731

: 00:33:41

I thought about that and I know

I'm just like anybody else.

732

: 00:33:43

I still let the negativity get in, but I

try to get it out as quickly as possible.

733

: 00:33:48

I'm not gonna let critics get me down.

734

: 00:33:50

Good storytellers, have a point

to every story that they tell.

735

: 00:33:53

Steve Jobs I watch him all the time.

736

: 00:33:56

for a guy that wasn't a professional

speaker, he uses storytelling in a

737

: 00:34:01

way that everybody can learn from.

738

: 00:34:05

John: Yeah, there's some genius stuff

in his stories that I do recommend

739

: 00:34:08

everyone check, checking that stuff out.

740

: 00:34:11

and storytelling definitely a skill.

741

: 00:34:13

We can all do with getting better

at and practicing more, whether

742

: 00:34:16

it's our stories or other people's.

743

: 00:34:19

What I do find a lot, and you may

be, you've seen this in the speaking

744

: 00:34:22

world as well of people perhaps using

or overusing some of these sort of

745

: 00:34:27

parabalistic stories that maybe get

used again and again by speaking.

746

: 00:34:31

Because um, probably best, I think

probably best to avoid those.

747

: 00:34:34

'cause everyone's heard the

story of the Chinese farmer a

748

: 00:34:37

million times and the stone masons

749

: 00:34:39

and all of that,

750

: 00:34:40

Danny Brassell: oh, I actually used to

belong to a secret group of speakers,

751

: 00:34:43

and when we would encourage each

other, that's what we'd always say is,

752

: 00:34:46

oh, did you tell the starfish story?

753

: 00:34:50

Because I've heard it a million times.

754

: 00:34:51

So, yes I'm right there with you, John.

755

: 00:34:53

You just hit one of my biggest pep pee.

756

: 00:34:55

I mean, I, I'm, okay.

757

: 00:34:56

I'm not gonna get the

name of the gentleman.

758

: 00:34:58

He's a billionaire.

759

: 00:34:59

Everybody knows his name, but he was

getting paid $150,000 for a 45 minute

760

: 00:35:04

talk in which half of his talk was

commercials for his different brands,

761

: 00:35:09

and the other half were 20 anecdotes that

I can tell you I've heard 28 different

762

: 00:35:13

times from different, it drove me nuts.

763

: 00:35:15

I'm like, this guy's getting paid 150

grand to regurgitate these sad stories.

764

: 00:35:19

everybody has their own stories.

765

: 00:35:22

And I'll say this also because

usually the best stories are ones

766

: 00:35:26

that all of us can relate to.

767

: 00:35:27

I mean, I'm I got this

guy I'm working with.

768

: 00:35:29

He's climbed the highest

peak on all seven continents.

769

: 00:35:32

He swam with sharks from Madagascar.

770

: 00:35:33

He is done the Iditarod in the North Pole.

771

: 00:35:36

Nobody can relate to you.

772

: 00:35:39

The stories that are the best are

like the stories that everybody

773

: 00:35:42

peed their pants in first grade.

774

: 00:35:44

That's a good story.

775

: 00:35:45

Everybody's gone to a dress up party

and they thought it was a dress up a

776

: 00:35:49

party where they wore a, an outrageous

costume, and it was dress up like, oh, I'm

777

: 00:35:52

supposed to wear a suit or a fancy dress.

778

: 00:35:55

Like those are the stories that

connect the best with audiences.

779

: 00:35:58

You don't need to tell the stone mason

stories you hit absolutely right.

780

: 00:36:03

Amen.

781

: 00:36:06

John: We see it all too often.

782

: 00:36:07

I think your own stories are

great and if you don't have them

783

: 00:36:10

right now, should cultivate them.

784

: 00:36:12

do you have any advice

for people on cultivating

785

: 00:36:15

their own stories?

786

: 00:36:16

Danny Brassell: Yeah, absolutely.

787

: 00:36:17

Take a tip, take a strategy from

Jerry Seinfeld, when he is writing

788

: 00:36:20

jokes, it's observational humor.

789

: 00:36:22

He's just looking at the

craziness of society every day.

790

: 00:36:26

Humans are insane creatures.

791

: 00:36:27

start paying attention to the things

that are just silly that you see,

792

: 00:36:30

like, I'll say like, oh, I was

watching this horrible show last week.

793

: 00:36:33

It was so depress and was

called, the news, that's

794

: 00:36:36

gonna get a laugh from people.

795

: 00:36:37

I don't need to be a standup

comedian, I just need people to

796

: 00:36:40

smile like, oh, this person gets me.

797

: 00:36:42

I can't stand the negativity out there.

798

: 00:36:44

Like, that person cut me off

on the interstate and they said

799

: 00:36:47

I must be a good driver.

800

: 00:36:48

'cause they showed a finger

saying I was number one with them.

801

: 00:36:51

So, how do you take those little things?

802

: 00:36:54

I think it's the daily things that are

gonna really connect with your audiences.

803

: 00:36:58

if I'm working with a person

that's what I'm selling 'em

804

: 00:37:00

to focus on in your industry.

805

: 00:37:02

I work with lots of corporate people

and there's so much corporate jargon.

806

: 00:37:06

Scott Adams, the creator of the Dilbert

Comic Strip, he was a genius with this.

807

: 00:37:10

He makes fun of all this corporate jargon.

808

: 00:37:12

His entire presentation is about corporate

jargon and people are laughing because

809

: 00:37:16

they're dealing with it every single day.

810

: 00:37:18

That's why I love the movie office space.

811

: 00:37:20

all of us have had that kind of annoying

thing, and so that's why it's important,

812

: 00:37:23

again, knowing who your audience is.

813

: 00:37:25

If your audience is golfers

tell funny golf stories.

814

: 00:37:28

If your audience are corporate

attorneys, talk about silly

815

: 00:37:32

corporate attorney stories.

816

: 00:37:33

That's what's gonna really

connect with those people.

817

: 00:37:37

John: Yeah, absolutely.

818

: 00:37:38

I do think the relatability

aspect is super important.

819

: 00:37:42

And for those who are working on

the stories, you have something

820

: 00:37:45

available for our audiences that

can help them with that as well.

821

: 00:37:48

Right?

822

: 00:37:49

Danny Brassell: As a thank you, John, and

your audience for having to listen to me.

823

: 00:37:52

I give everybody their own

storytelling blueprint.

824

: 00:37:58

Com, free story guide.com

825

: 00:38:00

guide, like a tour guide.

826

: 00:38:01

I'll give everybody their own

five Cs storytelling blueprint.

827

: 00:38:05

it takes you through the exact

framework that Coach Jimmy and I

828

: 00:38:08

take our clients through on how to

create a well-crafted presentation.

829

: 00:38:11

it takes the guesswork out of why am I

doing this, and why am I doing this now?

830

: 00:38:16

Now you have the peace of mind that I

know how to connect with my audience,

831

: 00:38:21

and most importantly, how to get

them to take the next step with me.

832

: 00:38:24

And you can get that@freestoryguide.com.

833

: 00:38:27

And John, I just appreciate you.

834

: 00:38:29

You're such a great listener.

835

: 00:38:30

You let me go on and on.

836

: 00:38:32

I've never met a microphone I didn't like.

837

: 00:38:34

And I appreciate you and love

what you're doing and I believe in

838

: 00:38:37

everything you're about my friend.

839

: 00:38:39

John: Thank you, Danny.

840

: 00:38:39

Thank you for coming and sharing your

passion and your expertise with us today.

841

: 00:38:42

I really appreciate it and I know our

listener's gonna en enjoy that as well.

842

: 00:38:46

And there will be links to go and

check out Danny further in the show

843

: 00:38:50

notes for anyone who wants to do that.

844

: 00:38:52

Danny, thank you so much for coming and

being my guest on Present Influence today.

845

: 00:38:56

Well done for making it to the end of the

episode, first of all, and, I hope you

846

: 00:39:00

were able to pick out nuggets of value

in there as well, because there's plenty.

847

: 00:39:05

And do, make sure that you go and download

Danny's free story guide as well, I

848

: 00:39:10

think you'll find it incredibly useful.

849

: 00:39:12

But connecting with your audiences

is not optional if you want

850

: 00:39:15

to be a top-quality speaker.

851

: 00:39:18

So developing these

skills is really critical.

852

: 00:39:23

But maybe after hearing the episode,

you might understand why I had a

853

: 00:39:25

few challenges in editing this down.

854

: 00:39:27

And believe me, it is a

heavily edited episode.

855

: 00:39:29

So what you heard was the after result of

a lot of editing work, which one of the

856

: 00:39:34

reasons why I wasn't sure I was gonna be

able to bring you that episode this week,

857

: 00:39:37

whether it was gonna be editable enough,

858

: 00:39:39

for me to bring it down to a more

digestible level that would still

859

: 00:39:44

make sense as well and be still

have value for you to listen

860

: 00:39:47

to I hope that I achieve that.

861

: 00:39:48

Maybe you can let me know if

I didn't quite hit the mark.

862

: 00:39:51

I hope you'll come and join me again on

Friday, we'll recap some of the key points

863

: 00:39:54

of this episode and talking about maybe

some additional things that might help you

864

: 00:39:58

to develop deeper connections with your

audiences, whether they're large or small.

865

: 00:40:03

So make sure you stay tuned for that.

866

: 00:40:04

If you're not already following the

show, give us a follow, and wherever

867

: 00:40:06

you're going, whatever you're doing,

have an amazing rest of your day.

868

: 00:40:09

See you next time.