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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

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