Master Your Story

A segment from Chapter 5 of Master Your Story When you're talking to a five-year-old about going to the dentist, the conversation would be about defining what each part of the dentist office is, who the assistant is, who the dentist is, what the machinery looks like. You would be describing the tools that they would use, and many of the things that they would need to know to be comfortable when they arrive at the dental office. You would not be speaking of the gas, or the shots, nor the painful things that a dentist office would be to a five-year-old going for the first time. Preparation is an important part of going to the dentist. Audience preparation would be the same. They do not need to understand, as a brand new salesperson or a brand new person, how long a labor's going to be, how long it's going to be before they make a million dollars. That's not going to solve their problem, nor is it going to encourage or empower them to take one single next step. However, if you can paint the picture that allows t