Dan Henry

And he got up and pitched.

And then the next day, I got up and pitched.

And I nearly doubled his sales.

He gave me a great testimonial.

It was super nice of him.

And then I also hosted a challenge for him.

For me, I've always found that there are so many scripts and there are so many different ways to say things.

It's more about accomplishing something rather than a script or a format.

And so I simply try to accomplish certain things.

I try to accomplish three things when I tell that opening story, regardless of how I tell it.

So I don't think about how am I going to script it?

I'm like, how do I just accomplish these three things?

The first thing is I have to show them that I understand what it's like to be them.

The second thing is I have to show them that I took a very long journey that took a lot of time and money.

And...

The final thing is that I have solved the problems that they used to solve and I have actually achieved what they want to achieve.

And so I call this the scary bridge story.

So all you have to do is you create a before.

And there's three things that you used to experience that your customers are currently experiencing.

That way they're like, oh yeah, I'm dealing with that now.