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Archives for October 2023

How to Dominate Using Digital Stages | Featuring: Jenna Kutcher

Every week, we bring you quality content from quality guests who have gone out and proven success in their lives. There are many people talking about success and hoping for success, but we want to hear from the people who have taken action and have stories to tell that can inspire us and give us the steps to follow suit. Proverbs 19:8 tells us that “those who acquire wisdom love themselves, and those who go after understanding will have abundance.” There’s a differentiation between wisdom and understanding. Understanding is the point where the wisdom we are receiving is truly impacting our lives and we begin to walk it out to see life-changing results.

I want to share some wisdom I have gained from one of my dear friends, Jenna Kutcher. My wife and I absolutely love Jenna because she is committed to getting life-changing results. She gets life-changing results in her marriage, with her kids, and in her business.

Jenna is an online marketing expert, author, podcaster, and educator. Her podcast sits at the #1 Marketing Podcast with a hundred million downloads.

Today we are going to share how Jenna has become a master at creating her own stages that allow her to live the life that she desires and fulfill what she feels she’s called to do without compromising her values. Jenna has been able to master four stages and I want to share those four stages with you today.

DIGITAL STAGES

Jenna started as a wedding photographer in Minnesota, which had her away from home every weekend. When she and her husband decided to start their family, she realized that she no longer wanted to build something that she had to physically show up for to get paid. Jenna beautifully defines success as being able to be there when her kids wake up and be there to put them to bed at night. She used digital stages to build that time currency to spend with her family.

#1. Pinterest

She has created systems where she outsources about one hour of work and gains millions of views every single month. It’s the number one organic traffic driver to her website.

#2. Instagram 

She uses Instagram to collect email addresses to ultimately pull people off Instagram and into stronger engagement through email (rather than just through likes and comments on posts).

#3. Email 

Email is KING. Jenna shares that your email list gives you the greatest return on investment and gives you the ability to give people real experience without worrying about the algorithm robbing them.

#4. Podcasting 

Podcasting is a place where you can make an impact, serve people for free, let your audience get to know you, build trust, and create a powerful resource library for those who look to you as a true mentor and a leader in your field.

Jenna shares that each one of these stages is incredibly powerful, but the real power comes when you create systems where they all work together.

PODCASTING

Podcasts build your library of content. Even this blog you’re reading right now is written with content we’ve gathered from our live-recorded podcast. Think of all the top-notch content we’ve been able to bring our audience. We’ve interviewed the best of the best and have been uniquely challenged by each one. Our podcast is the stage that has allowed us to gather this content and share it with you every week.

Just recently we had the amazing Amy Porterfield on our podcast. Jenna shares the story of how Amy profoundly affected her life. She was watching Amy’s podcasts for several years and really looked up to her as an online mentor and business coach. Jenna had the realization that Amy had so profoundly affected her life through her podcast just by simply sitting down and recording some things she had learned along the way. Jenna realized how Amy was reaching the masses every single week. She was inspired and determined that she, too, would start a podcast and decided it would be within the next thirty days.

She hopped online that day and posted “I’m going to start a podcast. It’s coming soon.”

Jenna shares that she looked at it as an experiment. “I think that this is something that not enough people do in today’s era. We want things to be a success or we consider them a failure. We’re not willing to try things. We’re not willing to be beginners. We’re not willing to show up and say, ‘I don’t have all the answers, but I’m going to do it anyway.’”

She quickly figured out how to launch a podcast, and recorded her first ten episodes in her parked car in her garage with nothing more than an iPhone and headphones.

“Simply start imperfectly. imperfect action makes things happen.”

Jenna’s podcast has grown into the number-one marketing podcast in the country. They have over a hundred million downloads and over 700 episodes.

“It’s just been the most incredible asset in my business that started in a very humble, humble way.”

Here are some reasons why Jenna is such a fan of podcasts:

Podcasts Create New Opportunities and Relationships

Podcasts open conversations and create opportunities to make connections. They put you in rooms with other people and you never know what can evolve from every conversation. Even a tiny inkling to start a podcast, do 1 season with 10 episodes! See what power gets unlocked from just that small action step. The more you share your message, the more confident and passionate you become, and you share that passion with others! Connections with new people create new opportunities for growth and expansion.

Podcasts Help You Grow In Confidence 

There’s power in your voice! Jenna shares the story of her first podcast, which she recorded on her iPhone while sitting in her parked car. At the time, she said it was because she didn’t want her dogs to bark and interrupt the recording. But as she began getting honest, she realized she was afraid of others hearing her speak. She fought all the same insecurities we all face when we dare to step out into new places. So, she sat in her car, in her cold garage with pillows on the dashboard to muffle the sound.

“So many of us have ourselves on mute, not just on Zoom, but in real life. I think that it’s a beautiful opportunity to honor your voice in your story, even when your voice is shaky, or you feel scared.”

It’s important to recognize that we have a choice to succumb to those voices, or we can choose to move forward with the motivation to want to help and serve others with the message that we carry.

Podcasts Help Build Your Credibility 

To really become an expert at selling something or sharing your message, you want to create space for people to get to know and trust you. The curated snapshot and caption on your social media aren’t as effective as you think. You can only say so much with a picture and a caption, but a podcast gives you the chance to tell the story behind the picture. You get to share your passion for your product and let your audience hear about your experiences and get to know you personally.

Podcasting puts the consumer in control. In an age where we are constantly bombarded by media and marketing, podcasting lets the consumer choose when and where they’re tuning in, and that means that they are inviting you into a sacred space of their life. People are listening while they’re washing dishes, commuting, or while they’re bringing their kids to school. There’s power in that intersection of someone’s life and your voice and message.

Podcasts Allow You to Build Your Email List

You can use your podcast to substantially grow your email list. You have an opportunity on every show to offer free resources by connecting through email. You can use that email list to engage with potential customers in ways that you couldn’t do when they were just scrolling your social media or listening to your podcast. Once they give you their email, you can have a new horizon of opportunities to serve your audience. Email allows you to bring your audience into a more controllable platform than social media, where you can then offer them resources and personally sell your product.

Podcasts Can Make You Money

There are so many creative ways that you can monetize a podcast, from having sponsors to doing affiliate partnerships to getting people onto your email list and selling your products, to outwardly selling your products. Businesses love sponsoring podcasts because it can bring so much attention to their brand.

Podcasts Are No-Fuss and Take Minimal Investment

You don’t have to have a perfect plan or top-of-the-line equipment. Start with 10 episodes and call it Season One! When you’re first getting started, there can be a layer of overwhelm by all the decisions you think you need to make, but the need for perfection will always lead to procrastination. You can turn the camera off. You can use a closet in your house. Just get going with what you have.

Jenna shares that when she first got going, she worried about running out of episodes, but over 700 episodes later, she says she can’t shut up! Once you get going, you can take your audience along with you on the journey. Your listeners don’t expect you to have everything figured out. If they love listening, they will want to go with you as you. People are not looking for perfect and polished. They appreciate vulnerability and authenticity.

Podcasts are keyword-sensitive with Built-in Search Engines

You can be strategic in naming your show, crafting your descriptions, and titling your episodes, and people will come across your podcast as they search various topics and subject matters.  This means that you don’t have to have this massive audience to start gaining traction.

Whether you’re just getting started or you are well-seasoned in business, podcasts provide a digital stage that could take you further than you ever imagined. We’ve given you plenty of reasons to take action today. Simply go to jennakutcher.com/pete to register for Jenna’s Podcasting 101, where you’ll learn straight from Jenna, 3 Easy Steps to Launching Your Show.

Remember, Your Message Matters!

–  Pete Vargas III

 

 

 

Success, Growth, Resilience, and Authenticity | with Stormy Wellington

We always aim to bring you the best of the best here at Advance Your Reach. And today, that’s exactly what you’re getting. Stormy Wellington is a powerhouse woman and is one of the best speakers that I’ve ever heard in my life. I’m going to share with you some amazing takeaways from an interview we recently had in our studio. Stormy is a successful network marketer and entrepreneur, a great investor, an inspiring coach, and an all-around incredible human being.

Stormy’s Backstory:

Stormy came from very humble beginnings. She shared with us that, at 13 years old, she was working in strip clubs just to pay the bills while her mom was selling drugs. She dropped out of school in the ninth grade when she became pregnant. She had her first child at 15. Stormy shared that she was proud of her story because, against all odds, she didn’t stay on that path. At age 19, she opened her own boutique where she first began to learn about retail sales and entrepreneurship. Through her struggles, she learned resilience, respect, integrity, character, and honor. She learned that how you start is not how you have to finish. Today, Stormy is a strong voice for those who didn’t have a great childhood and those who did not have the opportunity handed to them.

Whether or not you will succeed has everything to do with your PERSPECTIVE.

Have you ever heard the story of the two young men who were raised by a drunkard father? One became a billionaire, and one became a drunk. When asked why he had become a drunk, he answered, “Because my father was a drunk.” When the other son was asked why he was a billionaire, he answered, “Because my father was a drunk.” You see perspectives. Two perspectives are taken from the same childhood.

Stormy decided at 8 years old that she would have a very different life than what she had been brought up in. She’s now coached 38 families to millionaire and multi-millionaire status in the last decade. She’s a top leader in the field of network marketing. She has written four best sellers. And she’s helped men and women everywhere to thrive out of struggle and pain and become the highest and best version of themselves.

Stop blaming people, your parents, or your past. 

It’s said that you’re born looking like your parents, but you die looking like your choices.

Stormy shares that sometimes you just have to decide that YOU are going to be the one to break the generational curses off your family. You can be the one that says, “It stops here because I was born and that’s no longer going to be my family’s history.”

What a story! And what an overcomer! We took time in the studio to ask Stormy some questions and we want to share her secrets to success with you.

What are some things you are learning in life?

“I’m learning how to step into my divine feminine power. I used to have a lot of dominant hard energy as a woman who dealt with a lot of trauma. I didn’t know prior to recently that when you operate with such aggression that’s because you are operating from a lot of trauma.” Stormy has been on a journey diving into workshops, seminars, books, and courses that have allowed her to release some of that harsh aggression and settle into the beauty of her power as a woman. “It’s so powerful when a woman doesn’t feel like she has to stand up or prove a point or dim her light…. I look forward to other women experiencing this level of divine power.”

She has learned how to release responsibility for things that were beyond her control and rewrite the story she tells herself in a way that pushes back fear and allows her to release power and love.

“I’ve learned to use pain versus allowing pain to use me.”

Pain has taken a lot of people out. Many people are no longer pursuing their dreams and goals because someone they thought would be with them chose to go another path and stopped pursuing the same goal with them. There are people who aborted the mission because of a divorce, family difficulties, or struggles with their health. But people fail to understand that adversity doesn’t have to make us retreat from the mission.

“Adversity advances the assignment! Pass the test to your abundance!”

Stormy’s Secrets to Success

“One of the things Grant says all the time is to repeat successful actions. So, I’m going to remember what I did when I was my most successful… I meditate every morning. I work out every day.”

Stormy’s company went from 10 million to 250 million. Then, they went from 250 million to 490 million. They are on the run to hit a billion dollars! Stormy offers these 5 power points to success.

   1. Create the Vision

What are you here to do? Where are you going? How are you going to make an impact?

   2. Clarity the Vision 

Know which players you need to have and possibly, which players need to go. There are some people on our teams that don’t have the heart or energy to continue with us, and no matter how much you try, these people will discourage and drain you. You have to make the hard decisions to get the right people together to support the Vision.

   3. Embrace Authenticity

Don’t allow imposter syndrome and try to be like somebody else and deliver a message like them. There’s a group of people that will call you. They need your look. They need your energy. They need your swagger. They need your candidness. They need your boldness. They need your story. Embrace yourself. Find that uniqueness that only you could bring. What is your IT FACTOR? Remember, you’ve got to be interesting to make people interested in you.

4. Be Resilient

Remember that you are selling yourself or your product with words and with actions. Align your words and your actions. Even when you are going through adversity, commit to passing the test to your abundance. You don’t want to be whining and disheveled while you are trying to sell the Vision you say you believe in. Believe in the Vision and commit to it no matter what hardships you may face. That’s how you collapse decades into days – when you believe in spite of whatever the situation may look like.

5. Learn How To Communicate

One of the greatest skills that you can learn is how to communicate. This is an ongoing process for all of us, but we should want to communicate in a way that touches the heart.  We often think that we need to be the most prolific and articulate with an amazing vocabulary. But remember that when you get on a stage trying to be perfect or impressive, you can easily lose people with BIG WORDS and LOW ENERGY. People just want authenticity, but they want you to deliver your message in a way in which they can understand what you’re saying. Better to be imperfect but bring an energy that shifts the room.

To be a great communicator, you must learn to effectively tell people WHO YOU ARE and WHAT YOU CAN DO FOR THEM. Everyone wants to know what’s in it for them. It’s human nature. So, you must learn how to articulate your product, your service, and your offer, efficiently and effectively.

One right conversation can make you decide to not be depressed anymore. One conversation can make you decide to go on a diet. One conversation can cause you to want to live instead of die. One conversation can make you change everything. So we should be forever pursuing and perfecting the art of communication.

Check out the full interview with Stormy in the video replay of this episode. My hope is that Stormy’s story inspires you to get up and take action! Stop making excuses and get clear on the Vision. We are here to help you in the journey to success. Take a step today by signing up for The Great American Speak Off. Stormy was one of our judges for the speak-off and had the chance to see firsthand how the contestants developed in leaps and bounds throughout the contest. Take your next step toward success and sign up at speakoff.com

Your Message Matters,

— Pete Vargas, III

 

 

How to Catapult Your Conversion Rates | with Pat Quinn & Hope Zvara

Many of you have opportunities to speak to people, whether that’s onstage, one-on-one in phone calls and meetings, or on Zoom or through social media. My question for you today is, does it convert? 

Do your platforms of communication convert into leads and customers? Today, we are talking about raising that conversion rate. I’m Pat Quinn and I’ve been helping speakers and business owners just like you communicate more effectively for the last 20 years. I’ve worked with some of the greatest speakers in the world from Grant Cardone and Pete Vargas to Tony Robbins and Dean Graziosi, but most of the people that I work with are not professional speakers. Most of the people that I work with wouldn’t even call themselves speakers at all. I help my clients deliver their message in a way that compels their audience to want to take the next step with them.

Isn’t that your goal? That after your audience hears you speak, they want more? Do they want to buy something from you, join something with you, or sign up to follow you?

Conversion is about taking a listener and getting them to take the action. 

I recently sat down with my friend, Hope Zvara, business coach and owner of Mother Trucker Yoga. I asked her a few questions about how she is converting in these areas and asked her to give our audience some words of advice as she’s seen success in her business. She gave us some insight into the mistakes business owners make that hurt their conversion rates.

#1. Failing to offer clarity in your presentation

We call this alignment. When you take that stage, is your talk aligned with your content? Is your content aligned with your offer?

Not having clarity about your message, your product, and what you are trying to accomplish can cause you to stumble around and waste time. This is where you risk the audience losing trust in you, and when it comes time to give your offer, they will struggle with wanting to go to that next step with you.

Don’t start with your content. Don’t start with your offer. Start with an opening story that will build trust and connection with your audience. You must be intentional about how you are delivering your message.

(For help with this, visit last week’s podcast which gives you practical steps to telling your story)

Remember, the purpose of the content is to help people, the purpose of the tactical offer is to direct people, and the purpose of the emotional close is to inspire them to take that action.

#2. Failing to offer ONE clear call to action.

Many people ask me if it’s okay to sell something and give something away at the same time. THE ANSWER IS NO.  When you sell something from the stage, then in the next breath, you offer a free resource, you’re killing your conversion rate. Why? Because you’re not collecting enough leads off the free offer, and you’re not gaining buyers from your paid offer because people are confused. When you make more than one call to action, people freeze. When they’re overwhelmed, they won’t make decisions. Go for the sale! It’s okay to accept that you might miss some people in the room. But if you put a sale and a free offer in front of people at the same time, they will be tempted to hold off on the sale to opt for what they might get for free.

#3. Failing to establish certainty. 

When times are volatile or uncertain, people make decisions differently. You want to consider what’s happening in society.  When election time hits in the United States, it’s going to feel volatile because everybody’s scared that the sky is falling. You do not want to make the audience feel like things are out of control.

You will bring certainty and confidence to your audience when you do these two things:

First, slow your voice, lower your voice, slow your movement. When you’re too hyper and talking too fast, it makes your audience tense. This is not the state you want them to be in when you deliver your offer.

Second, frame your offer in a way that puts the audience in control.

Let’s say I’m trying to sell a workshop and the workshop helps you grow your business. When I get to this point in my offer, I want to communicate to my audience that whether their business grows isn’t up to who wins the presidential election or the economy, or whether there’s inflation. It’s up to them. The choices that they make today will determine whether their business grows in 2024. They get to choose. They’re in control.

I’m going to slow my voice. I’m going to lower my voice. And I’m going to instill hope and confidence and put my audience in the driver’s seat. If they are left feeling uncertain, they will likely NOT buy your product.

#4. Failing to address customer objections upfront

The person who gets to the objection and acknowledges it first is the winner! You do not want to allow the audience to form objections as to why your offer isn’t for them. Your opening talk is a great place to overcome objections. If you know that people are scared to make a decision because they’ve been burned in the past, then part of your story should be how you were burned in the past and how you don’t want to do that in your new business. Get to the objection before they do, and you are in the driver’s seat. If you let the audience form the objection (or possibly even multiple), there is no coming back from that.

#5. Failing to track your conversion rates

How can you improve and grow your business when you have no idea what your current conversion rate is? Every time you have the opportunity to speak, write down how many people were actually in the room and how many people took action. You need to be able to see how your conversion rate changes as you implement changes.

And as a special gift to our audience, click this link to download your free ebook “Use Stages to Grow Your Business”

— the Advance Your Reach team

 

 

 

The 3 Stories You Need to Convert From Stage | with Pat Quinn

Welcome back to the BackStage Blog where, every week, we get you ready to set onto your dream stage in front of your dream audience. I’m Pat Quinn, and I help people craft their signature talks so that they can master the stage. Today, I want to tell you about three types of stories that you want to include in your presentation.

Many people fashion themselves as good storytellers. I wouldn’t consider myself a natural storyteller, but I know people who are really good at telling stories. You might be good at telling stories, but that doesn’t mean you’re good at using stories to get people to want to do business with you. I want to show you how to use storytelling to inspire people to say yes to your offer or to take a particular action.

Can I go further with you? Can I hear more from you? Can I join? Can I attend?

That is taking action.

And stories can help you do that. Stories will always sell better than facts will sell.

Facts create arguments, and stories actually sell.

My goal for when you tell your stories is that you get the audience to want to take the next step with you. There are speaking coaches who will teach you how to be entertaining. There are some speaking coaches who will teach you how to make the audience laugh or cry. That is not our goal.

Remember, criers are not buyers.

Our goal is never to make the audience cry. Although that might happen as we tell the story, that is not our goal. Our goal is that the audience would go deeper with you, and for that to happen, you not only have to be telling the right stories, but you have to be telling stories in the right order and in the right way.

Two of the biggest mistakes that I see in storytelling

     1) Telling your most inspiring story first

Maybe you were homeless, and now you are rich. That’s a great, inspiring story, but it is not the right story to start with unless you’re speaking to an audience of people who are homeless. Some people tell their saddest story. A lot of people want to share how a tragedy affected their life. That’s not the right story to tell because this is your first story. Remember that this is a new audience, and you have just met these people. Sharing a trauma in your life is not the right story to start off with. Think of it like the first date, and you don’t share everything on a first date. You just share things that you have in common.

     2)  Telling a separation story.

What is a separation story? A separation story is a story when you have done something the audience has not. I have built a company that is bigger than yours. I have grown my business faster than you have. I have a list that is bigger than yours. I have worked with some of the greatest speakers in the world. I have worked with Grant Cardone, Tony Robbins,  Damon John, and the sharks from Shark Tank, which many of you have not. There is a place to tell you that, to build my credibility. And I may even convince you that I’m the type of person you want to work with. But this should not be your opening story.

 THE TRIPLE THREAD

I’m going to share with you three stories you want to use when building your presentation. When you link these three stories together, they’re an unbeatable combination, and they will walk people right down the path to doing business with you.

You never have to feel pushy.

You may say you’re bad at selling, but the question is, are you good at storytelling? If you’re good at storytelling, you’ll never have to sell anything again.

Just tell these three stories in order.

The story to start with, the right story to start with is a CONNECTION STORY.

What is the right connection story for your specific audience? What are they experiencing in life?

The opening story is the place to tell a story about something we have in common.

Does your story make your audience nod their heads and say, “That same thing happened to me?”

If so, then that’s the right story.

My daughter is one of the smartest people in the world. She’s a graduate student at one of the top universities in the world. Less than 1% of 1% of students get into this university and she’s getting a PhD next year. If I’m giving a parenting presentation to a group of a hundred parents, I could say my daughter’s one of the smartest kids in the world, and I would separate. Or I could tell a story that every parent in the room would relate to, like a story about struggling to get my kids to go to bed on time. I could tell a story about my kids when they were teenagers, and they were staring at their phones at the dinner table while I’m trying to talk to them. Then I have every parent in the room nodding their head.

I have created a connection.

Connecting with your audience is easy. Just do what you do naturally when you meet somebody for the first time. Whether it’s a first date or a phone call or an introduction at a networking event, you’re always looking for what you might have in common with others. You discuss things like where you’ve lived, where you’ve traveled, your family, your interests, and your favorite football team.

Part of building trust with your audience is finding those things you have in common with people. 

You want your connection story to be a personal story..

It can’t be a client story.

It can’t be a story you read in Chicken Soup for the Soul.

It has to be a personal story.

The second story that you need is a TRANSFORMATION STORY

A Transformation story has three parts.

1) Part one describes your life before the transformation.

So, if you have an offer that’s helping people who are in broken relationships, you’ll tell a broken relationship story. If you’re speaking to an audience of people who are struggling to lose weight, you should tell a story about a time when you, or one of your clients, were struggling to lose weight.

2) Part two is the pivot – the thing that changed.

Here are some valuable insights about your pivot:

   The pivot is actually what you are selling.

For example, we know that Pete Vargas helps people get their message out by using stages. He helps them 10x their businesses using stages. For Pete, the pivot is stages. So, he can tell a story of how life was before he realized the power of stages. Next, he can share that pivot moment when he started using stages, and how he then began to see great success. That’s his transformation story.

Pete’s audience is people who have a message that they want to get out to the world, so his pivot is going to grab them and sell the product without Pete having to be pushy.

    The pivot must align with what you are selling.

Alignment means the story that you’re telling matches the content that you’re teaching, and the offer that you’re making.

    Put the investment right into the pivot

If you are selling something a little more expensive, consider putting the investment right into the pivot.

Transformation takes investment. Pete Vargas is a great tennis player. How did he get so good? He invested in a tennis coach that had played at Wimbledon. Pete uses this story often because he is modeling for the audience that transformation takes a change in your behavior. Transformation also takes an investment of time, energy, and money

    Put some sticker shock in your pivot. 

Every audience has its skeptics. Address your skeptics with statements like: “I didn’t know if this would work for me or not, but I was desperate for it. So, I tried it, and it worked better than I even thought it could.”

If there is going to be sticker shock in your price, like people are expecting to invest a thousand dollars with you and your price is actually $5,000, put some sticker shock in your pivot. 

    3) Part three describes what your life is like after the change.

Be careful about how you share your success. When some big name like Tony Robbins or Grant Cardone shares that they held a webinar and it sold a million dollars, the first thought in your head might be how they have a list of a million people and a studio with camera men at their beckon call.

A better story to tell in that situation would be, I remember when I was getting started, I had no list, money, or camera. I just used my laptop that had  a camera built into it and I held a webinar and  made money. The connection with your audience is that you had no money, no cameras, etc. You want to keep your emphasis on the things you have in common with your audience. Otherwise, they will hear the transformation story and say- Well, that’s you. You’re not like me.

The third story you need is a CUSTOMER JOURNEY STORY. 

Your customer journey story should talk about how a customer decided to invest in working with you – how they took the next steps and how they came to see success.

Now, let us link all three of them together.

You start with the connection story because without it, you do not have trust, and the audience does not see themselves in the transformation.

You follow the connection story with a transformation story so the audience sees themselves having your same transformative results because you have built such a strong connection.

Then, you share the customer journey story that shares how somebody who is sitting in the room took this next step, whether that is signing up for a free download, scheduling a free appointment, buying your product, coming to your workshop and they now have their own transformation story.

You put the three of them together.

That is why I called it the triple thread.

We want to share a special gift with you that will help you develop your stories.

Simply go to 10xstages.com/storyjournal and download the same story journal that I and Pete Vargas used.

We want to help you keep track of those stories and keep telling stories. The more you practice, the more people will come  into your world, and the larger the impact you’re going to have on this generation and the next. Get good at storytelling. We know this journal will help you on this journey of being a masterful storyteller.