The Truth, The Whole Truth—Storytelling and Persuasion
This program has been created and is presented by Jesse Wilson, jury trial consultant and communications specialist, and Michael Kaplan, forensic expert and educator.
As every trial lawyer knows, the best story wins. Stories are the ultimate tools of persuasion. They are the emotional glue that connects you, the expert witness, to the jury. You may be the most skilled, the most educated and the most respected expert in your discipline, but in the courtroom, this is not enough. To be persuasive you need to frame your direct testimony into a compelling narrative, so that jurors don’t just listen…they care…and they embrace your opinions.
Expert witnesses, however, may not recognize that they have a story to tell. They are typically very factual, speak tech talk, and deliver testimony without much flavor. The result is that the jurors will be confused, and the experts will cancel each other out.
What You Will Cover
Be an effective and persuasive expert. Tell a compelling story.
Day 1: Integrating Storytelling Into Expert Testimony
On day 1 of this hands-on workshop we will take a deep dive into the world of expert testimony, and how storytelling makes a difference. We will work with each attendee in the defining of the expert’s story, the integration of the expert’s work, experience, and opinions into the story, and strategic approach to telling the story in a manner that is professional and objective, but also compelling and supportive of theme of the case.
Day2: The Courtroom
On day 2 of the workshop we put things into action. We move into a courtroom setting where each attendee will take the witness stand and give expert testimony. We will guide each attendee through the delivery of their direct testimony including presentation of their qualifications, assumptions, methodology, evidence, analysis, and opinions in a manner that is both persuasive and compelling. Cross-examination of each expert will follow. After the testimony has concluded, our seasoned faculty members will provide a positive and constructive critique of each expert.
Who Should Attend
Financial forensics experts, business valuation experts, CPAs, professionals who serve as expert witnesses, and attorneys.
Michael G. Kaplan
CPA/ABV/CFF CVA MAFF
Mr. Kaplan has more than 45 years of experience in the areas of forensic accounting, business valuation, and litigation consulting. He is a cofounder the Courtroom Boot Camp and Senior Advisor to Neumeister & Associates, LLP. Mr. Kaplan has rendered services in numerous litigation matters and has qualified to testify in court as an expert witness in approximately 250 matters.
Mr. Kaplan is actively involved in the educational field. He has served on the faculty of the Marshall School of Business and Leventhal School of Accounting at the University of Southern California. He has also served on the faculty of the National Judicial College. He is regularly called upon to present workshops on courtroom skills to both trial attorneys and expert witnesses. Mr Kaplan is a frequent and award winning speaker at professional educational conferences. He has developed and presented continuing education programs in expert testimony, financial forensics, economic damages, forensic accounting, business valuation, and strategic and communications skills for experts and trial attorneys.
CEO of Tell The Winning Story
Jesse Wilson is a Juilliard Theater Graduate with over 20 years of working on the stage, TV, and film. In 2015, Jesse created “Tell The Winning Story,” a communication breakthrough company to empower trial lawyers to deliver high-impact presentations, as well as rapidly transform their communication and collaboration skills to effectively prepare clients and witnesses to testify.
Jesse was inspired to create “Tell The Winning Story” after co-developing a Theater-Behind-Bars program for inmates.
The program helped inmates make powerful changes in their lives. From this experience, The 8 Fundamentals of Breakthrough Communication – the foundational element of “Tell The Winning Story” was born.
The true power of a story always comes from inside us, the storyteller…And the path to developing a winning story begins with the trial lawyer owning their own story. “Tell The Winning Story” provides attorneys the difference between telling a “hidden, safe, ‘surface’ story,” and powerfully connecting to a story that goes right to the heart of their audience… whomever that audience happens to be.
Jesse’s hands on Communication & Presentation training for trial lawyers is featured in his seminars, law firm retreats, intensives, and small and large group workshops.
How You Will Benefit
Upon completion of the program, attendees will be able to
Describe the differences between accurate, factual, and professional testimony, and testimony that is delivered as a compelling story.
Summarize the key components of the experts that can be woven into the expert’s story.
Identify the emotional touch points to be integrated into the expert’s story.
Distinguish yourself from the opposing expert.
Create a story that is accurate, on point, and professional, while at the same time captivating, compelling, and persuasive.
Prepare counsel to present your direct examination in a way that facilitates your testimony as a story rather than merely a series of facts and opinions.