How to Bend the Curve of Reality in Your Favor

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THIS ISSUE

1. Today I’m featuring Michael Margolis, the CEO of Storied, Inc., where he’s been working with tech companies tell stories for over two decades.

2. The heartset and mindset of crafting an undeniable story.

3. The SFB story framework.

4. The simplest way to tell more stories.

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FEATURE

Listen on Apple, Spotify or on the web.

Michael Margolis is the CEO of Storied, Inc., a Silicon Valley storyteller, best-selling author and innovation expert. He’s a go-to advisor for top executives at Google, Meta, Salesforce, Uber, and NASA. His narrative frameworks are regularly used by those who want to influence at scale – whether you need to get investment, buy-in, or alignment.

My biggest takeaway is that the data he has gathered in over two decades of storytelling work still tells him that this is crucial for the betterment of humanity.

So when he shares his frameworks and techniques, my ears are wide open.

If you ever need to win anyone over, your boss, a prospective customer, a potential lead investor, here are the key lessons from Michael 👇🏽

❤️ Heartset

The story and the one who tells the story cannot be separated. In other words, the messenger is part of the message. So whatever story you are telling, you have to believe it 100%. If it’s a story to get people to take the leap, you need to leap as well.

🧠 Mindset

People don’t buy the thing you are selling. People buy the story attached to it. Here’s a quick example:

1. Ordinary Zippo metal lighter - $20

2. A Zippo lighter that was used by a WWII soldier - $200

3. A monogrammed WWI Zippo lighter once owned by General George Patton - Priceless

Stories can bend reality. Story = magic.

🧰 Skillset

Researchers have found that while 90% of people say that a strong narrative in a presentation is critical for them to feel engaged by it, 46% of presenters say the hardest part of creating a successful presentation is crafting a compelling story.

Here is the framework to create an undeniable story.

The SFB framework:

Step 1: See It - The Context for Change

The first step is to present the future in aspirational terms - how change leads to opportunity.

The key thing in this first part of the story is to connect with the audience. Get them to nod their heads instead of rejecting the premise. Avoid the fight or flight (cortisol) state. Frame the future in inevitable terms, a future where they want to be apart of. How?

Present a convergence of forces in the context of your future.

1. Technological forces: hardware, software, cloud, AI etc.

2. Economic forces: lower costs, greater access, supply/demand etc.

3. Cultural forces: new social values, emergent trends, redefined norms etc.

This clear vision of the future is exciting, AND it’s real and inevitable. Help your audience embrace it and the opportunities that come with being out in front of that change.

NOTE: Keep it simple, capture attention right from the start.

Step 2: Feel It - The Emotional Dilemma

The second step is to build empathy, describing the gap between desire and dilemma.

This is where you introduce the protagonist of the story. Every story has a main character whom you feel for. Consider these questions:

• Who are you serving and who will your audience most relate to?

• Who is the protagonist and hero? Consider the customer.

• Who are the other characters in the story? (2 or 3 total)

• Whose vantage point are you using to tell this story?

• What do they desire?

• What is their dilemma?

• What’s at stake?

• How do they see themselves?

• How does the world see them?

When you’ve laid out this future vision and now you’ve made it compelling why we need to be leading the charge because of the characters involved, it’s time for the last step.

Step 3: Believe It - The Evidence of Truth

The last step is to provide the supporting data that legitimizes the promise of your big idea.

This is where humans rationalize their emotional decision, so give them what they need to say yes to logically.

Here are 15 different types of evidence you can use:

1. Performance metrics

2. Personal story

3. User research

4. Scientific proof

5. Pilot projects

6. Historical precedent

7. Product demos

8. Customers

9. Testimonials

10. Third-party endorsements

11. Case studies

12. Explainer video

13. Communities

14. Events and experiences

15. Thought leadership

NOTE: If you’re a startup, use historical precedents. Use metaphors where relevant (We are Tinder for pets.)

If you want more, get Michael’s book FREE here: Story 10x

My biggest takeaway from Michael is this:

Story is extremely powerful, the problem is it’s a skill most people don’t have and it’s difficult to create. Your opportunity? Use story in your work and become one of those who can bend reality and create magic.

LEGENDARY CURATIONS

🔗 3 interesting things across the interwebs inspired by Michael:

1. This is the parable of the mexican fisherman as told by Chris Williamson. I love it so much and it is so relevant in the context of tech companies, VCs and the whole silicon valley culture.

2. A combined 8.7M views between YouTube and TED, Andrew Stanton’s (“Toy Story”, “WALL-E”) TED Talk: The clues to a great story is a legendary presentation.

3. Like anything, storytelling is a skill you need to practice. The problem is it’s hard. Especially if you have to go through a process like the SFB framework every time. Leave that for the big presentations. Here’s how you can practice more frequently: The Simplest Storytelling Framework

ONE ACTION

My one action is to tell a story in my next presentation.

Make your mark, live your legend 🤘🏽,

Howie Chan

Creator of Legend Letters

​Read my story​

​Follow me on LinkedIn

QUOTE OF THE WEEK

SOURCES

1. Margolis, Michael, Story 10x: Turn the Impossible Into the Inevitable, Page Two Publishing, October 8, 2019 - LINK (For a free copy, click HERE)

2. Margolis, Michael, The #1 Skill That Will Define Your Future AND Save Humanity From an AI Dystopia, The Legend Letters Podcast, October 29, 2024 - LINK

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