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What If It Works? Chief Presentation Strategist Patti Schutte on Self-Sabotage, the Noise Trap & Building a Business One Yes at a Time
She started with a math degree, became a top teacher, built a direct marketing career in the top 2% of her organization, spent 15 years as a presenter manager in corporate America, and one day answered a phone call from a friend that accidentally launched a business. Patti Schutte didn't decide to become an entrepreneur. Entrepreneurship found her — and she kept saying yes until she found her zone of genius.
In this episode of Undiscovered Entrepreneur: Get Across the Start Line, Chief Presentation Strategist Patti Schutte joins Skoob for a conversation that goes far deeper than presentation skills. From the mass confusion of information overload to the self-sabotage nobody sees coming, from the sales narrative framework that shifted a client's close rate from 20% to 80%, to why curiosity might be the single most underrated entrepreneurial asset — this episode is one to save and come back to.
What You'll Learn:
• How Patti went from math degree to top 2% direct marketer to chief presentation strategist — without ever planning to be an entrepreneur
• What a "resultation" is — and why Patti invented the word to replace "presentation"
• Why your title matters more than you think — and how to make it say what you actually do
• The Best Sales Pitch Ever Given framework by Andy Raskin — and Patti's blueprint for applying it
• Why emotional resonance in the "loser land" and "promised land" is more powerful than describing your services
• Why talking about your products as "magical gifts" converts better than listing features
• The mass confusion trap: why information overload is stopping more entrepreneurs than fear
• How self-sabotage shows up in a sales call — and why people literally talk themselves out of the sale
• Why having one clear call to action always beats three
• How stretching the sales cycle helped one client go from 20% to 80% close rates
• The shovel analogy: why you might be one turn away from the gold
• How to do your own PR before you can afford a PR firm (referrals, testimonials, success stories)
• Why the answer to a hard business decision doesn't have to be yes or no — and how Patti negotiated a third option
• Why trust and curiosity are the two most important qualities for new entrepreneurs
• Patti's six-month goal: visibility, resultation as a recognized concept & speaking to bigger rooms
Timestamps:
• [00:00:00] – Introduction & Welcome
• [00:01:00] – How Entrepreneurship Found Patti: Math Degree to Chief Presentation Strategist
• [00:02:30] – Direct Marketing, Teaching, Corporate America & the Girlfriend Phone Call That Started Everything
• [00:04:00] – What Patti Does Now: Presentation Strategy Across Entire Organizations
• [00:06:00] – From Speech Coach to Chief Presentation Strategist: Why Titles Matter
• [00:07:30] – Stop Giving Presentations, Start Giving Resultations
• [00:09:00] – Clear Titles, Clear CTAs, and the Noise Problem
• [00:11:00] – The Sales Narrative Framework: Andy Raskin's Best Sales Pitch and Patti's Blueprint
• [00:13:00] – Big Change → Loser Land → Promised Land → Magical Gifts
• [00:15:00] – The Emotional Layer: What Does It Feel Like, Not Just What Is It?
• [00:16:00] – Using Clients' Own Language to Resonate More Deeply
• [00:18:00] – What Stops Most Entrepreneurs: Mass Confusion, Noise & Self-Sabotage
• [00:22:00] – Self-Sabotage in the Sales Process: Diminishing Your Value Out Loud
• [00:23:30] – Just-in-Time Learning: Pat Flynn's Lean Learning and Why It Applies
• [00:25:00] – One Outcome Per Presentation — Not Three, Not Five
• [00:26:00] – Stretching the Sales Cycle: From 20% to 80% Close Rate
• [00:28:00] – Almost Giving Up: 15 Years and Nearly 100 Near-Quits
• [00:29:00] – Attracting the Wrong Clients — and What It Took to Find the Right Ones
• [00:30:30] – The Shovel Analogy: One Turn Around the Corner
• [00:32:30] – The "What If" Mindset: Positive vs. Negative
• [00:33:00] – Marinating in the Wildest Idea — and Then Writing Three Next Steps
• [00:36:30] – DIY PR Before You Can Afford a PR Firm
• [00:38:00] – Writing Testimonials For Your Clients and Asking for Referrals
• [00:44:00] – The Pitfall She's Proud Of: The New CEO, the Choice Point & the Third Option
• [00:47:30] – Negotiate Before You Say No: Creating a Third Option
• [00:49:00] – One Piece of Advice: Trust and Curiosity
• [00:51:00] – Six-Month Goal: Visibility, Resultation & Bigger Rooms
• [00:54:00] – How to Find Patti, the Free Microcourse & Book a Call
Resources Mentioned:
📚 The E-Myth — Michael Gerber
📚 Lean Learning — Pat Flynn
📄 "The Best Sales Pitch Ever Given" — Andy Raskin (article)
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