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#1 Skip told the stockholders a story about how he had gotten mixed up while drawing electrical engineering plans for a boat building company. He had been so sure of himself that he had transposed starboard and port, which made the drawing an exact mirror image of what it should have been.

#2 Story is your path to creating faith. Telling a meaningful story means inspiring your listeners to reach the same conclusions you have and decide for themselves to believe what you say and do what you want them to do.

#3 To influence someone, you must first establish enough trust to successfully deliver your message. Their trust in who you are becomes the connection that serves as a conduit for your message.

#4 It is human nature to erect barriers and suspicions to protect ourselves. You need to establish a connection with your audience in order to influence them. They will judge your credibility based on their judgments about who you are and why you are there.

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