004: Donald Miller on How Advisors Can Apply Hollywood’s Story Formula to Their Practice & 3 Simple Website Tips For Dramatically Increasing Appointments

004: Donald Miller on How Advisors Can Apply Hollywood’s Story Formula to Their Practice & 3 Simple Website Tips For Dramatically Increasing Appointments


Donald Miller (@donaldmiller) is the CEO of StoryBrand. Combined, his 7 books have spent more than a year on the NYT Bestsellers list. He’s consulted with hundreds of companies to help them clarify their messaging, including the likes of Berkshire HathawayChick-fil-ACharity Water, and Intel to name a few. They coach their clients on a seven step framework to successfully tell a story that clarifies their client’s messaging to create better websites, elevator pitches and marketing collateral.

Don and I have a lot of fun in this 60-minute conversation and cover a broad range of topics!

Here’s just a tiny sample of what we cover:

  • Star Wars and Tommy Boy are actually the SAME movie when you break down the story-telling framework of Hollywood, but more importantly, Don covers how to apply this simple framework to better engage your clients and prospects!
  • 2 things the human brain is trying to do at ALL times and what you can do in your marketing to capitalize on it
  • How Don’s random encounter on an airplane completely changed his perspective on his own brand and eventually let to the creation of StoryBrand.
  • POLITICS… Yeah we go here… No worries, we don’t pick any sides, but Don breaks down the reason Donald Trump’s campaign is working (hint: You can apply this to your business!)
  • 3 quick changes on your website that can be implemented in less than 48 hours to dramatically increase your clients and prospects understanding of how to work with you!
  • …and much more!

Already heard it once or twice? Please leave a short review here, and tell me which guests I should have on!



This episode is brought to you by BombBomb.com. Yeah, you heard me right, that’s the name of a really cool service I’m guessing you’ve never heard of… Let me ask you this, how many unread emails do you have sitting in your inbox right now? Well, it’s the same for your prospects that get bombarded with emails every day… Enter BombBomb.com, imagine combining YouTube with your favorite email delivery system like Constant Contact, Mail Chimp, or InfusionSoft, well you’ve pretty much got BombBomb.

I tap the app on my iPhone or log into their website (I’m actually recording this right now on their service) and after shooting a quick video, selecting the list of clients or prospects I’d like to send it to, and pushing send – my video is in their inbox with a couple of minutes with my video to click right at the top.

YES, it’s that easy to actually get your message out there and communicated, nobody wants to read your emails! And by the way, it gives you all the analytics on the back end, who’s opened it, who’s watched the video and everything else you’d want to know.

Conor over at BombBomb has setup a special offer for all the Elite Advisor Blueprint listeners if you’d like to check it out, just go to bombbomb.com/brad to take advantage of a free 2 week trial to check it out for yourself. They also stand behind their product with a 30 day money back guarantee, so really nothing to lose. To get started, check it out at bombbomb.com/brad.

Connect with Don on Twitter or Facebook. He’s a wealth of knowledge and was extremely generous with his time.

Scroll below for links and show notes… Enjoy!


Website | Twitter | Facebook


  • *Note: time stamps correlate for audio version of podcast, not YouTube
  • 5:25 Brad welcomes Don into the show
    5:55 A compelling concept is introduced: Star Wars and Tommy Boy are essentially the same movie. Don explains how he studies story and their structure, and how they impact the human mind.
  • 7:40 The two things the brain is trying to do – survival and preserving energy. Don describes and expands these two things and ties it to marketing.
    10:30 What were the steps that took you from New York Times Best Seller to consulting companies?
  • 11:40 Don tells us a story of sitting next to a fan on a flight who didn’t realize it was Don himself, and how that conversation changed his business dramatically.
  • 14:08 Don was given advice to move into consulting, and he explains the demand for his services.
  • 15:45 Scott describes the customer’s thought: “What’s in it for me?” He describes what customers are really looking for.
  • 17:00 The story of Lincoln and Matthew McConaughey, Don works through the framework of story.
  • 18:30 First part of the framework: the customer is the hero of the story.
  • 19:30 Second part of the framework: hero’s can’t solve the story on their own.
  • 20:15 Presidential campaigns of the past, their stories, and how that impacts success. How the winner was a guide, and not a hero.
  • 22:00 Why is Donald Trump winning right now? His message is extremely simple, and he does not position himself as the hero.
  • 25:30 The person who can come up with a simple statement, and repeat it loudly and often, will almost always win. Don applies it to the financial realm.
  • 27:30 Story about an industrial painter, and how Don was able to simplify his message.
  • 29:15 Brad brings up the “junk drawer” analogy for financial advising.
  • 29:55 Don discusses what a lot of companies do, why it’s not effective, and explains the importance of strong and emotional sound bites.
  • 31:25 Brad asks Don what he thinks the most common mistake financial advisors make.
  • 32:20 Don lists off things to help your website be successful.
  • 33:35 Don discusses the importance of e-mail, tactics you can use to get e-mail addresses, and how they will help you be successful.
  • 35:05 Don discusses an e-mail strategy with an example of what he would do to help three different types of customers. He discusses how it turns into a “digital automated salesforce.”
  • 40:35 Brad asks Don about his favorite book, or if there’s a book that Don gifts to others frequently.
  • 43:00 Brad’s rapid fire questions begin. When you hear the word successful, who pops into your mind and why?
  • 44:00 If you could go back to your 20-year-old self and give one piece of advice, what would it be?
  • 46:00 Noise versus music, and the difference is structure. Brad asks him to explain.
  • 48:00 One piece of advice that has led to your success that you could give, what would it be?



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The information and opinions contained here and are provided by third parties have been obtained from sources believed to be reliable but accuracy and completeness cannot be guaranteed by Advisors Excel. The guest speaker is not affiliated with or sponsored by Advisors Excel. For financial professional use only. Not to be use with the general public or in sales situation.

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