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What you will learn from this episode: Find out how your real estate investing business can leverage the power of story. Discover the seven essential stories that guide you how to write a story that emotionally connects with your audience for them to...
What you will learn from this episode:
3R's Read, Resource, Reflect
Read:
The Seven Essential Stories Charismatic Leaders Tell by Kurian Tharakan
Influence: The Psychology of Persuasion by Robert Cialdini
Resource:
Reflect:
"Don't ask what the world needs. Ask what makes you come alive, and go do it. Because what the world needs is people who have come alive." - Howard Thurman
More than the house and other real estate properties being bricks, cement, structure, or pavements, how do you make them come alive in your prospects' imagination and create an emotional connection?
Besides the features and benefits, how do you inject an entertainment angle to your marketing so something sticks with your prospects and they convert?
Religions from the world over have done it and successfully gather people to rally behind them and their beliefs.
Storytelling makes that possible.
Our guest for today's episode can teach anyone to be more charismatic, compelling, and persuasive through a simple framework "The Seven Essential Stories Charismatic Leaders Tell."
Kurian Tharakan is based in Edmonton and is the founder of sales and marketing strategy firm StrategyPeak Sales & Marketing Advisors. He has over 25 years sales and marketing experience, and is the author of the Amazon bestseller, The Seven Essential Stories Charismatic Leaders Tell which details how anyone can move people and mountains with the power of story.
He has consulted for companies in numerous sectors, including Professional Services, Manufacturing, Distribution, High Technology, Software, Non-Profit, and the Life Sciences.
In addition to his consulting practice, he is also an Executive in Residence at the business accelerator TEC Edmonton where he assists clients with their go-to-market strategy.
Prior to StrategyPeak, Mr. Tharakan was a vice-president sales & marketing for an Alberta based software firm where his team achieved notable wins with several US Fortune 500 companies.
Topics Covered:
03:08 - The power of story
03:57 - How stories facilitates culture
05:31 - A universal story category that captures people's attention
07:42 - How the 'mighty winds' story category relates to solopreneurs and small business entrepreneurs
10:30 - Redesigning your ship and building it years ahead
13:46 - The whole story about the future of the office
14:48 - A template to help you create your seven stories to move people and mountains
18:11 - What are the keystone elements to guarantee a win
21:53 - How can real estate investors and professionals make use of these seven-story categories in their sales and marketing efforts?
29:38 - What should you not do with storytelling?
31:12 - Types of stories you can tell
32:44 - What makes his favorite brand a valuable company?
34:03 - A business book he recommends that got him floored the first time he read it
35:15 - Current tool that he enjoys using
36:16 - A quote he considers his all-time favorite
Key Takeaways:
"Facts by themselves are very boring, until infused with meaning and then told in story form. And that's how you make it stick. And what happens when you make it stick is you get the response that you may want." - Kurian Tharakan
"Regis was the personal marketing consultant to Steve Jobs. And he used to say that great marketing takes its cues from great religion. And if you think of any, in order for religion to get more people into the religion stand, you have to tell great stories. And it's not just one story, it is a series of stories that are all welded together and merged to form a storyplex." - Kurian Tharakan
"Story four is all about the enemy we face,not necessarily a person, it can also be something that we choose to overcome, something that we fight for or fight against." - Kurian Tharakan
"When you tell all these stories, the imagination lights up and it becomes more than a bunch of bricks and HVAC systems, pavement, and concrete there. It becomes a story that comes alive which supports the price that you are asking for." - Kurian Tharakan
"If all other things are equal, now you're comparing one property to the other property. Now, the story is what makes it come alive. One story, you as whatever it is, developer, a real estate agent, mortgage broker, that is your responsibility to install that story in all its grandeur in that prospect's head." - Kurian Tharakan
"The ultimate thing is, sales is in large part, although it's about delivering functional value propositions that are functionally relevant and emotionally significant, there's a significant amount of entertainment value associated with this as well. When I say entertainment in this context, I say storytelling, tell stories." - Kurian Tharakan
Additional Resource:
Connect with Kurian Tharakan:
Connect with Paul Copcutt:
Music: Thank you to Zoax for the intro music
