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John Livesay: Creating Clarity In Your Marketing One Good Story At A Time

BYW 35 John Livesay | Creating Clarity

 

John Livesay understands the power of compelling storytelling, harnessing it for marketing purposes and connecting well with people. His “why of clarify” shows up in the way he writes narratives where the audience can see themselves in the characters involved, creating clarity in the message he wants to convey.  

Join Dr. Gary Sanchez as he talks with John on how these excellent marketing materials that rely on value rather than cost can serve as significant breakthroughs in the world of advertising. Listen to this informative conversation as John unravels the right ingredients that make up a good story, how reverse engineering plays a role in this process, and the best strategies in conducting a truly engaging presentation.  

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John Livesay: Creating Clarity In Your Marketing One Good Story At A Time 

If you’re a regular reader, you know that we talk about 1 of the 9 whys and then we bring on somebody with that why so we can see how their why has played out in their life. Were going to be talking about the why of clarify. If this is your why, then you are a master in communication. You seek to be fully understood at all times. It is important for you to know that people get what you are saying and you generally employ numerous methods to express a given point. You will use analogies and metaphors to share your views in interesting and unique manners that share your why often suffered in a dysfunctional communication environment during their upbringing and seek to make up for that with extraordinary clarity both spoken and written. You feel successful when you know with confidence that your message has been fully understood and received and have tremendous command over language generally superior to most. 

Ive got a great guest for youHis name is John Livesay, also known as, The Pitch Whisperer. He is a sales keynote speaker where he shows companies how to turn mundane case studies into compelling case stories, so they will win more new business. From Johns award-winning career at Conde Nast, he shares the lessons he learned that turned sales teams into revenue rockstars. His TEDx Talk, Be The Lifeguard of Your Own Life! has over one million views. Clients love working with John because of his ongoing support after his talk, which includes implementing the storytelling skills from his bestselling book and online course, Better Selling Through Storytelling. His book is now required reading for the UTLA University of Texas in LA course on Entertainment and Media Studies. He is also the host of ThSuccessful Pitch podcast, which has been heard in over 60 countries. John, welcome to the show. 

Gary, thanks for having me. 

Advertising is the ultimate combination of show business. Click To Tweet

Ive been excited about this because you and I talked before and I was telling you that Ive heard a lot of people say theyre good storytellers and how to use stories. You do it at a different level, so Im excited about this. Give us your life story. Whered you go to school and how did you get into storytelling? 

I went to school at the University of Illinois in Champaign-Urbana and got a degree in Advertising, which is the ultimate combination of showbusiness and business. I was always fascinated by how something motivates somebody and how does somebody remembers a jingle from a commercial. All that fascinated me. That was always of interest to me. I found advertising fascinating. I took a trip around the world after school, came back, and decided, want to get into the tech world. I got a job selling these multimillion-dollar computers competing against IBM, living in San Francisco, and getting involved in Silicon Valley. I realized that even if you had something less expensive and more reliable and faster, people still wouldnt buy it. If IBM was putting fear, uncertainty, and doubt in their head that if something broke and it was your equipment, you would get fired for bringing it in. 

I had to understand the psychology underneath peoples decision-making. I then moved to LA and got a job at an ad agency where my job was to sell that agency services to create movies for commercials. Youd watch a commercial to rent a movie at Blockbuster back when that was happening. Thats where I got to hone my storytelling skills because if a movie had come out theatrically and not done well, it’s almost like a second chance for the studio to have the home video division to tell the agency, “Lets create a different commercial and reposition this movie in 30 seconds to get people to want to go rent or buy it. That was a lot of fun. I’m still selling and then I had a fifteen-year sales career at Conde Nast selling to brands like Lexus, Guess jeans, the Banana Republic, and Nike. It was all about how do you convince them or all the choices they have to run their ads in a particular magazine. 

It was always about whoever told the best story got the sale. Thats why Im able to speak to sales teams because Ive been in their shoes. I had quotas, trying to beat your numbers, competing against other people, and trying to differentiate yourself every time. For the last several years, Ive been helping salespeople get off what I call the self-esteem rollercoaster because I was on it and its miserable. You only feel good about yourself if your numbers are up and things are going great and bad if theyre not. When we can zoom out and realize that our identity is bigger than any one thing happening to us, whether its losing a job like I got laid off or winning a sales award as I did a couple of years later, we are free from that rollercoaster. 

What was that incident when you noticed that stories sell? What happened? 

For me personally, it was the first time I had to sell myself to get a job at Conde Nast. We often sell ourselves all the time, even if were not in that position to get hired or promotedThey put you through many interviews there. Theres a lot of competition. When it got to the 3rd and 4th interview, and I was talking to HR, and it had been very clear that this was an expensive ad magazine to run it and you had to convince people to pay a premium, I was saying to them, “You want to have somebody who can do that, and yet you only want to pay this. If I cant convince you to pay me what my salary requirements are even if its above what your budget is, then I wouldnt be good at selling your magazine?” They then went, “Oh.” 

BYW 35 John Livesay | Creating Clarity
Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar

I said, It reminds me of when you go looking for a house and you have your dream list, I want a viewthe pool, in a great neighborhood, and I only have this budget. A lot of times, you have to give up one of those three things to fit your budget. I said, I need a house with the pool, the view and the locationLocation-wise, I know the territory, the view I can get not only the obvious clients to advertise but non-obvious clients. As far as hitting the ground running, thats what I offer. If you dont have the budget to have that, then you might have to give something up and hire another candidate that doesnt bring all of that. Thats what allowed me to use storytelling to get myself hired the first time. 

From then forward, you started using storytelling in selling product for their advertising agency and got better and better at it. 

One of the clients I was able to convince to advertise with me at the time when I was selling a high fashion magazine called W was understanding their problem. Jaguar had said, “We want people to think of our cars as moving sculpture, but we have no idea how to make that happen. I worked with the marketing team and came up with a story of how we would have ten couples that have the income level. We can even slice it down to people who have a competitive car lease coming up within six months and get picked up in a new Jaguar, taken to our Golden Globes party, and then from there, to a private dinner at a private dining room with the chef 

Some people from the Museum of Modern Art would be speaking about art and a Jaguar representative could be there. In between courses, people could take another test driver on the block in another car. They loved that idea. It worked so well that I got ten pages of advertising, which was $500,000. They sold two cars that night. Theyve felt like they were part of the conversation because the Museum of Art was talking about what sculpture and art are, and then someone from Jaguar would say, “That inspired our design of this. 

What makes a good story? How do you help somebody? If Ireading and I think, “Ive got a great product. Ive got great service. Im talented in these different areas. How do I create a story that helps me to sell? What makes up a great story? 

The better you describe a problem, the more people will think you have their solution. Click To Tweet

A good story has four parts. The first part is the exposition. Youve got to think of yourself like a journalist. The who, what, where, when, all of that is to paint the picture so that people see themselves in the story. The second part of the story is the problem. The better you described the problem, the more people think you have their solution. In any good storythe stakes are pretty high. That makes us lean in and wonder. We have to care about the hero of the story. By the way, youre not the hero of the story, your client is, and youre the Sherpa. You then present your solution and the magic sauce to any great story is the resolution. Most people dont have that. 

What happens to this person after they bought your product? Imagine if The Wizard of Oz ended where Dorothy getting in the balloon and going back to Kansas? There wasnt that wonderful resolution scene where shes in bed going, “Theres no place like home. You were there. I learned so much about myself, and what matters. Thats why that movie and that story is so classic. When I can work with people on having all four of those elements in their case stories instead of case studies, then they are memorable, and theyre tugging at peoples heartstrings, and then people want to open the purse strings. 

Lets come up with an example. Lets say Im an entrepreneur. How could we get our audience to understand and feel this? What would be a good example to share with them? 

I can give you a real-life example of Olympus Medical. The camera company has a medical division using their camera technology to create equipment. I was working with their team, and I said, “What are you saying now to doctors to get them to buy this equipment? They said, “It makes the surgeries go 30% faster. Do you want one?” I said, “Thats left brain, numbers, speeds, and feeds. We used to call it the tech biz, pushing out information. We need to craft a story because people buy emotionally, not logically, not with numbers.” The exposition in that is heres the story that theyre not telling. Imagine how happy Dr. Higgins was down at Long Beach Memorial using our equipment and he could go out to the patients family in the waiting room an hour earlier than expected. 

If youve ever waited for somebody you love to come out of surgery, you know every minute feels like an hour. He came out and put them out of their waiting misery and said, “Good news. The scope shows they dont have cancer. Theyre going to be fine.” The doc turns to the rep and says, “Thats why I became a doctor, for moments like this.” That salesperson has a case story that they tell to another doctor at another hospital who sees themselves in that story and says, “Thats why I became a doctor too. I want your equipment.” It’s very different. 

When I worked with Olympusthey are like, “This gives us chills. Not only are we not telling stories that never occurred to us to put the patients family as a character in the story. Youll see how I used the technique of pulling you in by saying, “If youve ever waited for someone you love to come out of surgery.” Even if you havent, you probably know somebody who had to do that. Were tapping into your whole sweet spot, the doctors whyIt’s in the resolution of that story. Without that resolution, the patient was fine and the doctor came out an hour earlier. The resolution is what pulls people in. 

When youre helping them to craft their story, do you break it down piece by piece like you did before, “Lets develop this, and then we put it all together?” 

BYW 35 John Livesay | Creating Clarity
Creating Clarity: A good podcast will keep you engaged emotionally, enticing you to come back and listen every time.

 

Its a step-by-step process. I get to work with them and saying, “That resolution could be stronger. The problem, we could have a little more emotion in that and get the stakes a little higher. Its a fine-tuning process to get it clear, concise, and compelling. Thats my checklist. We got to make sure its doing all three before we put it out into the world. 

Which goes right along with clarify, youre using stories to make things clear so that people can make a decision to move in the direction that you want them to go. 

The first time I heard that the confused mind always says, no, that was a huge light bulb for me. I was like, “That makes perfect sense to me.” For me, thats my why of clarification. Thats why the stakes are so high if Im not clear, and if Im not teaching other people to be clear, then no ones ever going to tell you that theyre confused. They just wont buy. Their ego wont let them. Youre using acronyms they dont understand. Even as a dentist with a patient, you start describing some procedure, and theyre like, I dont understand that, but Im going to pass. Thanks, anywayI dont need that. Its too confusing. 

If you say, “Here’s what happens when if you don’t get this root canal, crown, or implant,” then they go, “I don’t want that.” For example, when I was working out with my trainer, he was like, “Were going to do deadlifts.” I’m like, “Do we have to? Who cares what the back of my legs looks like? He goes, “Have you ever been in the shower and seen an old guy with a saggy butt?” I’m like, “Yes.” He goes, “Thats because they dont have strong hamstrings to hold it up. I’m like, How many do you want me to do? I’m totally in now. I don’t want to be that guy. Thats what I mean about painting the picture of what the stakes are if you dont do something. 

What advice do you give to people? Im thinking myself here. I would love to tell more stories, but in the heat of the moment, I feel like answered the question. 

That is a behavior weve learned. I have two parts to this answer. The first part is confident people are comfortable with silence. Just because somebody asks you a question, it doesnt mean you have to jump into your normal response of, Let me answer that question for you. You can take a breath. You can take a few seconds and remember, I want to tell a story to answer your question.” Even if you have to use that transition statement, theyd ask you a question, “Let me tell you a story thats going to answer your question.” It makes sense why youre telling me a story. Youve given me a reason to listen, and then you go into it. My real tip on becoming a better listener is after youve answered the question, ask somebody, did that answer your question? 

Confident people are comfortable with silence. Click To Tweet

Youd be surprised how people will say, “Yes, it didIt did, but now I have another question. You want to have the dialogue going. The willingness to, Ive answered that. Im done. Back to my presentation. No. If I wasnt clear, thats my responsibility. I didnt answer your question. You dont want to be seen as a politician that avoids questions, telling a story. Is that the answer you were looking for? When you make people feel seen and heard, they feel appreciated, and theyre on your side. Thats the trust-building and the core of getting a relationship going in any situation. 

Why are stories effective? 

Its literally in our DNA. If you think back to the days when we all lived in caves, there were stories on the walls. People would sit around campfires and tell stories. Its how legacies get passed down. When you tell someone a story, their brain goes, “This might be entertainingor at least interesting, hopefully. They’re not data that I have to analyze. Were shifting out of, Let me see if this is something I agree with or disagree with,” to “Im in the story. Im taking on a journey.” It taps into a different way of thinking. The biggest problem itself is being forgettable. If you push out facts and figures and you hang up or leave the room or the Zoom and like, “I dont remember what that guy said about the WHY Institute. 

If you tell a story of how somebody discovered their why and started teaching their team how to discover their why and how now, its the foundation to their whole success, then they are remembering that story and repeating it to other people, because everybody wants to be brought up in that second meeting. You and your team, you go present to pitch something to a potential client, and theyre looking at maybe a competitor or two, and then they have the second meeting where they say, “We heard three pitches. Which one does anybody like or remember?” 

If nobody remembers anything, its just a bunch of numbers, we should go with the cheapest solution. If someone sold a story of a coach that suddenly figured out their own why and help their clients figure out their why much fastermuch more accurately, and how that coaching business took off because the results the clients were getting, because the foundation of the why was therethats the story that people are saying, “You got to get the why first before you started anything else. Its like building a house without foundation. 

I wonder if thats why podcasts have become popular now. We get to talk to people and hear their stories instead of what they did or the facts, figures, and features. We get to talk about whats the story behind that. Instead of you being somebody who learned how to tell a story, you had a reason to have to learn how to tell stories, which opened all that whole world up for you. 

People crave stories. In fact, some of the most popular podcasts are those serialized things that used to be old-school television shows and still exist on Netflix, where we binge-watch. Why do we binge-watch? If they have a cliffhanger at the end or an open loop in a story, Ill watch the first five minutes to find out if that person died or not. Thats what keeps us engaged emotionally. A good podcast will do that because youre being informed and entertained and hopefully inspired. If youre hitting all three of those buttons in your stories and in your podcast that keeps people coming back. Thats the sticky factor that advertising is all about. 

Tell us about BThe Lifeguard of Your Own Life! That was your TEDx Talk. What was that all about? 

I literally was a lifeguard. I want to emphasize the fact that when you tell the story, make sure its authentic. I have some credibility talking about being a lifeguard. One of the lessons I learned all those many years ago was dont panic and stay calm when someone is drowning. Youve got to rely on your training. I have a special effect about that evenI had to jump in and save a little girl who was twelve years old. She dived off the high dive for the first time and she was underwater two seconds too long. I had to pull her out and stay calm myself. That lesson of not panicking and staying calm served me my whole career, including when I got laid off from Conde Nast back in 2008, and everyone else was storming out and angry. 

I said to the publisher, “Dont you want a status report to know where these ads should be running down the road in which page numbers?” Thatd be great, but everyone else is angry. Theyre leaving. I said, Im not going to do that to the clients. My training from not panicking and staying calm during a stressful situation like that where I had to be out on the same day is what allowed me to get rehired back two years later and win salesperson of the year.” I was the only one that left on a good note. Were all being with the pandemic. Its not the last time were going to be disrupted in our lives and this ability to not panic and stay calm as opposed to, “Its a hurricane. I dont have to evacuate. Someones going to send a helicopter if things get bad.” No, we all have to be our own lifeguards. 

You took all youve learned, and you put it into your book. Tell us about the book Better Selling Through Storytelling. 

People have asked me to not only have it as a book but also as an online course. After Ive been speaking to teams or if people want to work with me, the course and the book all work together on teaching you how to become a black belt in storytelling. We cover the mindset of how important it is to what story youre telling yourself, which is what your work is all about, and then how to tell a story that gets you out of the friend zone at work. Almost everyone Ive ever worked with, we all know what the friend zone is in the dating world. Most of us mortals have been stuck in the friend zone in our dating life. As a salesperson, you go, Im interested. Send some information,” and it’s crickets. I show people how to get out of that friend zone at work where people say theyre interested, but theyre not intrigued enough. I go from getting people from, Im interested” to Im in.” Storytelling is that bridge. 

Give us an example of that. Take us through that particular scenario where somebody says, Im interested, and crickets, versus, Yes, Iin.” 

The premise is if youve said something interesting, for example, when I was calling on Speedo to get them to advertise with me. I said to them, “Would you advertise that in my fashion magazine?” They said, “No, were going into fitness magazine. I used part of my training is what if. You start a sentence with what if? It gets you on the right side of the imagination and storytellingI start to paint a picture. I said, “What if we did something unexpected with your sportswear line and treated it like it was high fashion. We could have the models wearing your sportswear around a swimming pool at a hotel. Since Michael Phelps is on your payroll during the Olympics, you could invite him, and we get all kinds of press. They were no longer went from no to, “Were interested. How would that work?” Now, were into intriguing. I paint the picture a little bit more. It became such an irresistible idea that they went from, “Were not running in a fashion magazine, to “This is going to get us a lot more press and sales and publicity.” I got the sale. More importantly for me personally, as a former lifeguard, I got to meet Michael Phelps. Thats a whole another story of what lessons I learned that I could pass on now. 

Before you do that, it’s like you were taking us through a few steps there. What were those steps? 

BYW 35 John Livesay | Creating Clarity
Creating Clarity: When you bring passion to your stories, you will increase your sales and feel happy about why and what you’re doing.

 

First of all, youre invisible. Lets say Speedo never thought of a fashion magazine even on their radar. Its invisible. Its my job to be on their radar. You then move up to insignificant. In the dating world, I dont know whats worse, invisible or insignificantI was at the insignificant rung. Theyre like, “Were running in fitness. Its insignificant to us for us to be in fashion. No one thinks of this as fashion.” I had to come up with the idea that it was interesting enough for them to at least take a meeting and then paint the picture to get them up to intriguing and then flush all the details out about, “Which hotel, which pool, which press would be invited?” The details of getting Michael Phelps there and working with them to make that happen, which was the linchpin to the idea, all is what took that up to the irresistible level. 

Irresistible then becomes decision, “I got to make it happen. 

Im interested so I’m inIn the dating world“We can stop thinking about you. We text you all the time. In this case“Were excited for this event. 

Does every decision go through those stages or does every sale goes through those stages? 

It does. The old way of selling, I had to do it for decades. We would do projections. How many people are at 90%50%, or 20%? You do the Math, and then youd give a number of, I can make this many sales this month, this quarter, this year.” Nobody thinks of themselves as a percentage. I created this ladder to put our empathy hat on so that we see ourselves through the clients eyes. Where are we on the ladder? Are we invisible? Are we stuck interesting? Are we intriguing? Do we have clients that love us, but were not paying enough attention to them? You know as well as I do that any relationship thats not nurtured goes away. 

I know what youre talking about because we use HubSpot. In HubSpot, there are different levels of where the sale is but I donreally understand them very well. How do you know Im at 20%40%, or 70%Where did you come up with that? What youre talking about gives me the next phase to shoot for and what that means. 

Its a roadmap for everyone I work with of how they look at their clients. They have these dream clients that theyre invisible and theyre afraid to reach out to and like, “Lets collaborate and then lets create some stories to get you up each rung of the ladder.” Most of us mortalsif were having a coffee date with somebody, we dont ask them to get marriedyet a lot of people are reaching to people on LinkedIn going, “Do you want to buy?” You got to figure out where you are on the ladder to move up. 

Tell us about Michael Phelps. 

On the day of the event, the fashion show is going great. He couldnt have been nicer. Im a total fan. I walked up to him and said, Michael, everyone says youre successful because your feet are like fins and your lung capacity is bigger than the average person, but Im guessing theres something else that makes you an Olympic champion. He goes, “Yes, John. When I was younger, my coach said to me, Michael, are you willing to work out on Sundays? I said, ‘Yes, coach. He said, ‘We got 52 more workouts in a year than the competition.” I said, “Thanks, Michael.” When I give that story to audiences, I ask them, “What are you willing to do that your competition isnt to get to the Olympic level. What are you willing to do that they maybe even havent thought to do?” That leads to another story. Thats how I interweave storytelling with takeaways. 

I had a coach named Alan Stein on the show. He was doing some work with Kobe Bryant. He said that Kobe would come in at 4:00 in the morning and work out at 9:00 and then work out at 12:00. Where everybody else was working out two times a day, he was working out three times a day so that gave him the same thing. He said, Im gaining on my competition to the point where soon theyll never be able to catch me. 

I dont know if you noticed when I was telling that Michael Phelps’s story. This is a tip for everyone who wants to be a better storyteller, tell your story in the present tense. I spoke it like it was live dialogue, like you were eavesdropping in on the conversation. Instead of saying, “When I asked Michael why he’s so successful, he told me his coach said work out on Sundays. I acted it out for you with different voices, looking down, looking up. Yes, coach.” That’s the difference between telling a good story versus reading something. 

Instead of talking about it, it’s bringing me into it. What other tips you got for us? Im speaking at an event. Now I got to use all these things. I wont do as good a job as you will, but Ill pick up a little bit. 

If youre giving a talk or youre giving a sales pitch, whatever it is, my big suggestion is to reverse engineer it. For my left-brain friends, I dont know why that is out of the nine but Im sure theres a lot of them. The logic people love that, “Reverse engineer something? Im in.” Thats how I pull them inIm like, “Lets reverse engineer this.” You ask yourself these three questions“What do I want the audience to think, feel or do? When you have the answers to those three questions, you now have the end of your talk, the end of your pitch, and then you go, “Whats my opening?” You structure the rest of your talk from there. You want them to do all of those things, not just one. 

Ive seen many people make presentations go, “Thats all we got. Any questions?” As opposed to, “Let’s sum up the potential journey we could go on together to renovate this airport and make people feel proud to live in the city who are returning home and give people a wow factor whove never been here before and reframe their concept of what Pittsburgh looks like.” Were the perfect team to make you do this. A lot of us have lived here our whole life. This isnt another job for us. This is the hometown game. I helped Gensler Craft when they won a billion-dollar airport renovation of the Pittsburgh Airport against two other firms. 

Tell us about that. 

They were told, “Youre in the final three. You can all do the work or you wouldnt be in the final three. You have an hour to come in and tell us why. Part of the criteria was likeability because weve got to work with you for six years.” Thats when they pulled me in. They said, “We usually show our designs and hope thats enough to win the business. We dont even know where to start.” I said, “Lets start with the team slide.” This is part of what I teach in the course and working with people, your story of origin. I said, “What are you going to say?” “My name is Bob. Ive been here ten years.  

Im like, “No. Bob, what made you become an architect?” “I was eleven years old. I play with Legos. Now I have a son thateleven and I still play with Legos with him. I have that same passion.” “Where were you before here? The Israeli Army.” “You learned about focus and discipline. Since youre in charge of making sure this thing comes on time and under budget, youre the perfect background. I pulled out little individual stories of each of them that made them memorable and likable. The other two firms did the traditional, “This is what I do. 

When it came time for the presentation, do you think they thought more about the facts, figures, and features or the feelings? 

The feelings. I was with them for two days prepping for that one hour to win because the stakes were high. From what theyre saying at the openingat the endingon the team side, to turning those before and after pictures of other airports into a story, the storytelling became the whole framework for the whole hour. 

You brought up something else that is a struggle for me. Im guessing its going to be a struggle for the readers and thats how to end a presentation. Thats not easy, at least for me. It seems sometimes it fizzles out versus hit them with that end. What are some tips on finishing presentations? 

I also use this when I do virtual talks. I want all of you to go out into the world and think of yourselves as artists who tell stories because the world needs people like you who are passionate about what theyre doing to tell those stories because youre not just selling equipment, youre selling a solution that helps people save lives. The world needs people who care about patients and the families in the world from a completely different standpoint besides the profit and loss, but who see them as people and see them as the potential family members. When you bring that kind of passion to your stories, youre going to not only increase your sales but feel happy and passionate about why youre doing what youre doing. 

You got to throw in the music at the end. 

It’s emotion. Its not an informational push. Its a biological connection with all the senses and the sound. We feel and see something. Do we see ourselves as an artist telling stories or do we see ourselves as a rep pushing the equipment? 

Those of you that are reading and cant see John, he is moving his hands and moving in the chair seat. Youre more animatedIm feeling it as youre speaking. 

Remember, what youre selling is yourself and your energy metaphysically, quantum physics or whatever you want to look at it. I remember when my speaking agent said, “Congrats, XYZ client hired you. They liked your energy on the interview. Thats what theyre buying. Not the content, not my experience, not all the work Im going to do, not the course. They go, “We felt better after talking to you on the interview. We felt, if you could make us feel that good, youd probably make all 300 of our team feel that good.” The more we remember that its energy that were connecting on, then we come from a completely different place because we’re not phoning it in. 

John, if people are thinking, “I need to get ahold of John. I want to have him come speak to our sales team. I want to hire him to work with me. How should they get ahold of you? 

The easiest way is to go to my website, JohnLivesay.com. If you cant remember any of that, just Google, The Pitch Whisper, and my content shows up. If anybody wants a free eBook of my top storytelling tips, all you have to do is take out your phone and text the word Pitch to 66866. Youll get some top storytelling tips that we’ve covered hereThatll be a great way for you to go, Im starting to get this.” If you want the next steps of working with me in the course and/or as a speaker, reach out. 

Whats the best piece of advice youve ever given or the best piece of advice youve ever gotten? 

The best piece of advice Ive ever gotten was from Alison Levine when she was on my podcast. She said, “Treat every opportunity to speak as if its your big break because it might be. You never know whos in the audience. 

When you make people feel seen and heard, they feel appreciated and become attracted to your side. Click To Tweet

John, thank you so much for taking the time to be hereIve enjoyed it. I know you and I are going to be in touch as were on our journeys. Im looking forward to you helping me tell a better story. 

It’s my pleasure, Gary. Thanks for crafting the WHY Institute and helping us all figure out which why resonates. 

Thanks. 

Its time for our new segment, which is guess their why of famous people. I want to have us think about the why of Walt Disney. What do you think Walt Disneywhy was? I think that Walt Disneys why was to challenge the status quo and think differently. He saw stuff that the rest of us didnt see. He created things that we would be too scared to do, too worried about creating something of that magnitude and he just did it. He didnt let anybody tell him no. I know he was surrounded by his brother, Roy, who was the how guy. Walt had the vision. Roy had the structure, process, and systems. Walt was challenged. Roy was the right way. 

Roy built all the structure around making it happen by taking Walts vision and turning it into reality. Without Roy, there would be no Walt Disney, and then there would be no Disneyland. What do you think? Tell me what you think Walt Disneys why is. If you love the show, dont forget to subscribe and leave us a review or rating on whatever platform you use so that we can bring the why to the world and help one billion people discover, make decisionsand live based on their why. Have a great week. I will see you in the next episode. 

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About John Livesay

BYW 35 John Livesay | Creating ClarityJohn Livesay, aka The Pitch Whisperer, is a sales keynote speaker where he shows companies’ sales teams how to turn mundane case studies into compelling case stories so they win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turns sales teams into revenue rock stars. His TEDx talk: Be The Lifeguard of your own life has over 1,000,000 views.
Clients love working with John because of his ongoing support after his talk which includes implementing the storytelling skills from his best-selling book and online course “Better Selling Through Storytelling.” His book is now required reading for the UTLA (the University of Texas in LA) course on Entertainment and Media studies. He is also the host of “The Successful Pitch” podcast, which is heard in over 60 countries.

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