THE SECRET LANGUAGE OF
GRASSROOTS LEADERSHIP:
STORYTELLING
Presented by
Eric Kaufman & Allisen Penn

Allisen Penn’s Story
• Regional Program
Leader, University of
Tennessee Extension
• 25 years Extension
experience, as a
County Agent,
Associate District
Director and
Leadership Specialist

Eric Kaufman’s Story
• Extension Specialist
& Assistant Professor,
Virginia Tech
• Support Virginia’s
Extension Leadership
Councils and the
Strengthening
Extension Advisory
Leaders Program

What Is It About a Story?

Tell Me a Story
"Tell me a fact and I'll
learn. Tell me the truth
and I'll believe. But tell
me a story and it will live
in my heart forever."
- Indian Proverb

Language of Leadership
How do you:
• inspire enduring
enthusiasm for a cause?
• connect with diverse,
difficult, cynical
audiences?
….at work, in the
community, in the
family?

Problem
?
Analysis
?
Solution!
?
The western intellectual tradition
Get their
attention
Elicit
desire
Reinforce
with reasons
Effective presentation to get action
The Secret Language of Leadership

Why Giving Reasons Doesn’t
Work

Science of Storytelling
• Our brains are more
active with stories
• A story can put your whole
brain to work
• Evolution has wired our
brains for storytelling
• We make up (short) stories
in our heads for every
action and conversation
• Whenever we hear a
story, we want to relate it to
one of our existing
experiences

Storytelling & Leadership
“Good storytelling is a
hallmark of effective
leadership.”

Springboard Stories (Denning):
Communicate a complex idea and spark action
1. Must be true
• Not just a story without inaccuracy
(e.g., 700 happy passengers reach New York after the Titanic’s
maiden voyage)
2. Must be positive
• Listener wants to remember & share
3. Must be minimalist
• i.e., free from distracting details

Types of Stories

Storytelling Criteria
• Clear
• Focused
• Persuasive
• Positive
• Relevant
• Conversational
• Humorous

Learning Application
Developing Your Extension Advocacy Story
Part I – Share a story about:
• Someone who influenced you
• How you became an Extension leader
Part II - Write Your Extension Story
Part III - Tell Your Extension Story

Examples & Discussion
How does the story…
• Gain Attention?
• Elicit Desire?
• Reinforce with
Reasons?

Storytelling Tips
• Five Senses
• Eye Contact
• Gesture
• Pause
• Breathe
• Practice

Think-Pair-Share
What are your takeaway
points from this
session?
How will you apply
storytelling?

For More Info
• Strengthening Extension Advisory Leaders
(SEAL) Curricula: http://bit.ly/ExtAdvisory
• Eric Kaufman, EKaufman@VT.Edu
• Allisen Penn, AllisenPenn@UTK.Edu