Welcome to episode 199 and a big announcement! After nearly four years of never missing a Monday since launching in April 2022, we're taking a brief hiatus. But before we go, we're pulling back the curtain on everything: why we failed our big 2025 goal to double our podcast downloads, what we're learning about the difference between goal setting and feeling setting, and how the Odyssey Plan from Stanford's Design Lab is reshaping the next chapter of She Sells He Sells (and our lives). If you've ever wondered whether it's time to stay the course, take a calculated risk, or blow it all up and start fresh—this episode is your roadmap. Plus, Brian announces a major career change after 20 years in health tech, and we get real about midlife pivots, entrepreneurship journey, and what it means to experience failure without being a failure. Listen in to hear:

Why Brian's back after his "forced vacation" from the Acorn HR team The profound message guiding our 2026 pivot: "All of us contain more liveliness than one lifetime permits" Why we failed our goal to double podcast downloads in 2025 and what we learned The Michael Phelps principle: Why people who achieve great things aren't necessarily better than you Our big announcement: Taking our first Monday break since launching and what's changing The Odyssey Plan from Stanford Design Lab explained: 3 scenarios for designing your next 5 years Scenario 1 (Status Quo), Scenario 2 (Calculated Risk), and Scenario 3 (Magic Wand)—and how to know which is right for you Brian's major career announcement leaving health tech after 20 years Why this is called "Odyssey Planning" not "Finish Line Planning" The danger of hyper-focused goal setting and why it makes you miss incredible opportunities Dave Evans' simple formula: Get curious. Talk to people. Try stuff. Tell your story.

PRO TIP after listening: Try the Odyssey Plan exercise this week. Map out your three scenarios for the next 5 years, rate them on excitement level (feelings, not logistics!), and identify one small step toward the scenario that feels most alive. We're coming back in Q1 2026 with Episode 200, a fresh format, and bigger ideas. Want to help shape what's next? DM us @shesellshesellspodcast and tell us what you want more (or less) of!

Take the "What's Your Sales Style Quiz?": https://www.kristademcher.com/sales-style-quiz Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g Follow SHE SELLS HE SELLS on IG: https://www.instagram.com/shesellshesellspodcast

Feeling stuck in your online business or wondering how to pivot your business strategy? In this solo episode, Krista shares her business pivot story and how content creation became the path to brand partnerships, speaking opportunities, and diversified revenue streams - all without going viral or building a massive following.

This isn't a typical content creator success story. Krista's Instagram grew by only 1,100 followers and her TikTok still has under 1,000 followers. But she landed brand partnerships with KiwiCo, Nuuly, Function Health, PrepScholar, and more. She shares the Michell C. Clark quote that changed her entire approach: "You don't need another rebrand in 2026 - you need a reunion with the version of yourself who knew what brought you joy before the world taught you to monetize it."

Listen in for:

- How to pivot from group coaching and memberships to consulting while building a personal brand through content - Why she stopped asking "is this scalable?" and started asking "do I enjoy this?" - a mindset shift for entrepreneurs T- he real numbers: modest social media growth that led to major brand partnerships and business opportunities - 5 actionable content creation tips for your own business pivot and personal brand building Why women entrepreneurs over 40 have a unique advantage as content creators and influencers - Content strategy tips: how to let content stand alone instead of always selling your offers

Whether you're a coach, consultant, or online business owner feeling misaligned with your current business model, this episode gives you permission to pivot and practical content creation strategies to build your personal brand authentically - no viral moments required.

What's Your Sales Style? Find out here! https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on IG: https://www.instagram.com/shesellshesellspodcast

Follow Krista on Instagram: @kristademcher Follow Krista on TikTok: @kristademcher

Selling the transformation, not the transaction, is what separates amateur storytelling from sales stories that convert. In this final part of our Stories That Sell framework, you'll learn how to help customers envision who they become after working with you - not just what they get.

Most entrepreneurs default to listing features and benefits: "You'll get 6 modules! It includes templates!" But transformation-based selling focuses on the shift, the change, the new version of your customer. When you master selling transformation through stories, closing sales becomes effortless.

In this episode we cover:

- How to sell transformation instead of features and benefits - Why customers buy identity shifts, not products or services - Tapping into feelings instead of features when selling - Real-life examples of transformation-based sales storytelling - The complete story-selling formula in action - How to help customers visualize their future selves

This is Part 4 of our 4-part "Stories That Sell" framework:

Part 1 (Episode 194): The 3 Core Elements Part 2 (Episode 195): Make Your Customer the Hero Part 3 (Episode 196): Become the Trusted Guide

Originally released in 2022, this story-selling framework has helped thousands of entrepreneurs learn how to sell with stories that actually convert. Use these 4 parts together to transform your sales approach and turn content into customers.

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Take the "What's Your Sales Style Quiz?": https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on Instagram: https://www.instagram.com/shesellshesellspodcast

Finished the series? Share these 4 episodes with an entrepreneur who's ready to master storytelling for sales!

If your customer is the hero of your sales story, then you are the guide. Learning how to position yourself as the trusted guide is essential for selling with stories that build authority and close sales.

In Part 3 of our Stories That Sell framework, we break down how to position yourself as the credible expert without sounding like you're bragging. You'll learn the guide role in sales storytelling - think Yoda to Luke Skywalker or mentor to hero - and how this positioning builds trust and drives conversions.

In this episode we cover:

- How to position yourself as the guide in your sales stories - Building authority and credibility through storytelling for sales - The difference between bragging and establishing expertise - Using third-party stories to create trust with potential customers - Why the "cost of doing nothing" is your most powerful sales tool - Real examples of guide positioning that converts browsers into buyers

This is Part 3 of our 4-part "Stories That Sell" framework:

Part 1 (Episode 194): The 3 Core Elements Part 2 (Episode 195): Make Your Customer the Hero Part 4 (Episode 197): Sell the Transformation - COMING SOON

Originally released in 2022, this story-selling system has helped thousands of entrepreneurs master sales storytelling and increase revenue through better positioning.

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Take the "What's Your Sales Style Quiz?": https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on Instagram: https://www.instagram.com/shesellshesellspodcast

Ready to master sales storytelling? Share this guide positioning episode with an entrepreneur who needs help selling with confidence!

Learning how to sell with stories means making your customer the hero, not yourself. This is the biggest mistake in sales storytelling - entrepreneurs focus on their own journey instead of their customer's transformation.

In Part 2 of our Stories That Sell framework, we break down customer-centric storytelling techniques that actually convert. You'll learn how to craft sales stories where your customer sees themselves as the main character while you position yourself as their guide.

In this episode we cover:

- How to make your customer the main character in your sales stories - Customer-centric storytelling techniques for better conversion - Using universal desires to craft compelling sales narratives - The "learn the lyrics" method for understanding your customer's language - Real sales story examples that put customers first

This is Part 2 of our 4-part "Stories That Sell" framework:

Part 1 (Episode 194): The 3 Core Elements Part 3 (Episode 196): Become the Trusted Guide - COMING SOON! Part 4 (Episode 197): Sell the Transformation - COMING SOON!

Originally released in 2022, this storytelling for sales series has helped thousands of entrepreneurs transform their content into customers.

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Take the "What's Your Sales Style Quiz?": https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on Instagram: https://www.instagram.com/shesellshesellspodcast

Found this helpful? Share this storytelling for entrepreneurs episode with someone who needs it!

You know you need to use stories to sell. But here's the problem - most people share their daily life and wonder why it's not leading to sales.

Here's the truth: not all stories sell. But the ones that DO all have 3 core elements in common.

In this episode, we're breaking down those 3 elements, common mistakes that make stories fall flat, and real examples of sales stories done right.

We're bringing back our most-requested content - our complete 4-part series on how to sell with stories. Originally released in 2022, these episodes have been downloaded hundreds of times and form the foundation of everything we teach about storytelling in business. Whether you're new here or need a refresh, this is your story-selling masterclass.

In this episode we cover:

- The 3 essential elements every sales story needs - Why personal stories aren't converting to sales (and how to fix it) - Common storytelling mistakes that kill engagement - Real sales story examples that actually work - How to turn content into customers using strategic storytelling

This is Part 1 of our 4-part "Stories That Sell" framework:

Part 2 (Episode 195): Make Your Customer the Hero - COMING SOON! Part 3 (Episode 196): Become the Trusted Guide - COMING SOON! Part 4 (Episode 197): Sell the Transformation - COMING SOON!

If you're posting consistently but not seeing sales, this storytelling series will change everything.

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Take the "What's Your Sales Style Quiz?": https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on Instagram: https://www.instagram.com/shesellshesellspodcast

Enjoying the show? Leave us a review and share this episode with someone who needs to learn how to sell with stories!

The holiday selling season is here, and it's tempting to default to discount-driven, spec-heavy messaging. 40% off! Buy one get one! Limited time only!

But here's the problem: when you lead with specs, you commoditize your business and become instantly forgettable.

In this episode, Krista makes the case for why stories should always lead over specs, especially during the holidays.

From the legendary Demcher family "Guess Who Board" (a hilarious inside joke involving waiters, grocery store strangers, and misspelled group chats) to real-world examples for photographers and service providers, this episode will completely shift how you approach your holiday marketing.

The bottom line? Holiday sales don't have to be transactional one-night stands. You can create buzz, drive revenue, AND build long-term customers who come back in 2026 and beyond.

Listen in for:

The story behind the Demcher family "Guess Who Board" and what it teaches us about creating memorable moments [01:00] Why leading with specs commoditizes your business and makes you forgettable [06:30] A step-by-step example of how a photographer can lead with story during holiday promotions [11:21] The 60/40 rule: How to balance storytelling with transactional messaging this time of year [20:55] How to "meet people where they are" without abandoning your brand story [21:01] Why different buyer types need different messaging—and how to serve them all [23:22] The brand awareness pyramid: How storytelling keeps the right people engaged until they're ready to buy [26:21] What car commercials can teach you about layering your holiday messaging [24:56]

Whether you're a photographer, coach, product-based business owner, or service provider gearing up for Black Friday and the holiday rush, this episode will help you stand out in a sea of sameness.

Related Episodes: Episode 87: Black Friday Sales Do's + Don'ts Episodes 12-15: How To Use Stories To Sell (Four-Part Series) Episode 132: An Easy Way To Change The Way You Tell Stories Forever

What's Your Sales Style? Find out here! https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on IG: https://www.instagram.com/shesellshesellspodcast

What happens when you stop overthinking and just launch? Alex Schinasi, founder and CEO of Hulken Bags, turned a family invention into a viral sensation with zero VC funding and a whole lot of guts.

In this episode, Alex shares the wild journey of building Hulken—from 50 bags in her apartment during COVID to creating an entirely new product category: the rolling tote bag. She gets real about dealing with copycats, why "schlepping made easy" became their rallying cry, and how moving fast became her secret weapon.

If you're sitting on a business idea waiting for the "perfect time" to launch, this conversation will light a fire under you.

Listen in for:

How Hulken went from a family project to a cult-favorite brand without VC funding [06:00] The origin story behind "schlepping made easy" and why emotional core messaging matters [03:29] Why speed is the most important factor in launching a successful business [45:03] How one article in The Strategist during COVID changed everything [09:00] The reality of dealing with copycats and how to protect your brand value [40:00] Why customer obsession (reading EVERY comment and DM) fuels product innovation [30:00] The power of influencer marketing done right—authentically and organically [32:00] Alex's challenge to aspiring founders: Launch in one week, not one month [45:52]

Whether you're an entrepreneur sitting on an idea, a founder scaling your business, or someone who just loves a good underdog story, Alex's insights will inspire you to stop waiting and start moving.

Connect with Alex:

Instagram: @alexschinasi Shop Hulken Bags: https://hulken.com/

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What's Your Sales Style? Find out here! https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on IG: https://www.instagram.com/shesellshesellspodcast

Are your Instagram Stories actually making you money? Or are they just random photo dumps that disappear after 24 hours?

In this juicy sales snack episode, Krista spills the tea on the 10 biggest Instagram Story mistakes that are killing your sales, and exactly how to fix them.

Play along with the "put a finger down" game to see how many of these mistakes you're making.

Listen in for:

Why talking to the camera for more than 2 minutes is tanking your views (RIP attention spans!) [7:19] The "story flow" secret that keeps people watching from beginning to end [9:48] Why resharing every tagged story is making you look lazy (ouch, but true) [12:03] The link sticker trap that's secretly sabotaging your reach [16:24] How to use engagement stickers to hack the algorithm [18:49] The game-changing hack of batch-creating vs. posting throughout the day [27:33] Why your random coffee-to-workout dumps need a storyline ASAP [28:49] The house buying analogy that'll change how you think about Stories forever [31:11] And more!

Krista's used her Instagram Stories framework to sell $1,200 in just 10 minutes, book speaking gigs, land brand deals, and build a multi-million dollar business. Learn how in the InstaStories Lab: https://kristademcher.kartra.com/page/instastorieslab

4 weeks. Live coaching. All the templates, tools, and an AI bot to make it stupid-easy!

Week 1: Quick wins + what's actually working in 2025 Week 2: Building that sticky brand recognition Week 3: The "Sell in a Day" system Week 4: Multi-day launch sequences that don't feel repetitive

Investment: Less than your average grocery run (seriously) —---------------------------------------- Join the Insta Stories Lab: https://kristademcher.kartra.com/page/instastorieslab

What happens when you're terrified to show your face on camera but know deep down that your business needs you to show up? In this episode, Krista sits down with ACORN client and NorasPawsomeTees founder Jen Gavalis to talk about her incredible transformation over the past 18 months - from hiding behind her products to confidently becoming the face of her brand.

Jen's business was born out of her struggles with mental health and chronic pain, and in this raw, honest conversation, she shares how focusing on what she CAN do (instead of what she can't) led her to create a thriving business celebrating Schuylkill County pride through wearable joy.

This episode is especially meaningful as it airs during World Mental Health Awareness Week. Krista's vulnerability in sharing her own mental health story last May prompted Jen to reach out, which led to them working together—and now Jen is paying that forward by inspiring others with her story.

Listen in for:

The SHE SELLS message behind Nora's Pawsome Tees (05:09) How Krista's mental health episode prompted Jen to reach out and share her own story (18:47) What made Jen terrified to show her face on camera and in videos (24:41) Her best advice: "Don't think about it, just do it" - the three-take rule (32:03) Why she almost gave up on graphic design completely before starting this business (36:54) Starting with silly stories: The decorated cabbage tale and finding your micro-moments (43:04) Why small businesses can't compete with Walmart on price, but can win on personal connection (48:25) The importance of repeating your message again and again (51:22)

Connect with Jen:

Website: NorasPawsomeTees.com Instagram: @noraspawsometees TikTok: @noraspawsometees Facebook: NorasPawsomeTees

--- What's Your Sales Style? Find out here! https://www.kristademcher.com/sales-style-quiz

Follow us on YouTube: https://www.youtube.com/channel/UCfQNMxt1N_x6vO_dnizVu2g

Follow SHE SELLS HE SELLS on IG: https://www.instagram.com/shesellshesellspodcast