Invest Like the Best with Patrick O'Shaughnessy

Wolfgang Hammer - The Power of Story - [Invest Like the Best, EP.447]

408 snips
Nov 11, 2025
Wolfgang Hammer, an experienced film producer behind hits like House of Cards, now coaches leaders on the art of storytelling. He discusses the transformative power of understanding your narrative, outlining three essential layers: external, emotional, and philosophical. Wolfgang emphasizes that compelling stories stem from hardship and transformation, while also revealing how companies often struggle with their narrative due to overwhelming complexity. He shares practical questions to unearth a founder's story and highlights the importance of adapting messaging to resonate with customers.
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INSIGHT

Three Layers Of Effective Storytelling

  • Stories have three layers: external (what you build), emotional (why it matters personally), and philosophical (how you believe the world should be).
  • Hitting all three layers makes a company's narrative deeply resonant and mobilizing.
ADVICE

Three Questions To Find Your Story

  • Ask: what are we doing (external), why am I doing it (emotional), and how should the world be (philosophical).
  • Use those three questions to structure your company's story so it galvanizes people.
ADVICE

Frame Your Pitch To The Buyer's Worldview

  • Study the customer's subjective worldview before pitching to them and adapt your story accordingly.
  • Change the emotional frame when selling to different levels (e.g., C-level vs. frontline) to close bigger deals.
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