Springboard stories are very short, true, and end on a positive note. They’re told in minimalist fashion to leave plenty of space for the listener to create a version of the story that he or she can own and tell forward. When Peter Guber paid a visit to the office of Lasik surgeon Dr. Robert Maloney, Guber realized that one of the most efficient and powerful ways to tell a springboard story is through props.
Maloney had performed a very successful Lasik surgery on Guber’s wife, who was so pleased with the results that she sent Guber in for a consultation. As it turned out, Lasik wouldn’t correct Guber’s particular vision problem, but during the examination Guber became curious how Maloney managed to make his patients who do qualify – especially those who don’t know anyone else who’s had the surgery – believe that the radical benefit promised is real.
Maloney pointed across the room and uttered one word – “see.” There between two chairs stood a basket containing hundreds of discarded eyeglasses.
Guber was absolutely stunned by the brilliance of his use of props and the economy of this springboard story. One word. How elegant… see. As in, see the basket, and you will see the benefit. No more burden of glasses! They told the whole miraculous story. It was like Lourdes!
MORE ABOUT TELL TO WIN
To validate the power of telling purposeful stories, Guber includes in this book a remarkably diverse number of ‘voices’ – master tellers with whom he’s shared experiences. They include YouTube founder Chad Hurley, NBA champion Pat Riley, clothing designer Norma Kamali, “Mission to Mars” scientist Gentry Lee, Under Armour CEO Kevin Plank, former South African president Nelson Mandela, magician David Copperfield, film director Steven Spielberg, novelist Nora Roberts, rock legend Gene Simmons, and physician and author Deepak Chopra.
After listening to this extraordinary mix of voices, you’ll know how to craft, deliver – and own – a story that is truly compelling, one capable of turning others into viral advocates for your goal.