Howard Stern may have an overarching reputation as a “shock jock” centered in crass language and vulgarity.

But the longevity of his career is likely thanks to his ability to conduct fascinating, long-form celebrity interviews teeming with revelatory details.

Part of his winning approach lies in what I’ll call ‘speed to insight’.

​

Here’s an example:

In 2013, Howard interviewed Mark Cuban, who famously made his fortune selling his early streaming company to Yahoo during the dot-com bubble.

​Watch how Howard steers him through his signature story to a resonant insight in less than one minute:

If you can’t watch the video, I’ll paraphrase here:

​

Howard: [sets context] So Yahoo bought you out…

Mark: They gave me stock and I did a hedge, called one of the Top 10 all-time trades on Wall Street

Howard: [sees potential insight] What did you do?

Mark: [explains the hedge and the cashout timing before the bubble popped]

Howard: [hears a technical explanation, and brings it back to the human insight] Then people said you should’ve held out…but you didn’t get greedy

Mark: Yeah, if I’d waited 6 more weeks, I would’ve been f@&%ed.

​

Mark has probably told the story of his windfall 1000+ times on conference stages, press interviews, business school classes etc.. And given the space, he probably could have spent the full hour just on this story alone.

But Howard knows his audience wasn’t interested in a story they’ve heard elsewhere, and certainly not a technical explanation of a financial hedge.

Instead, he leads Mark to a rich, personal insight about the benefit of not getting greedy.

All in 58 seconds.

​Yesterday, we discussed how your insights demonstrate your differentiated value — not your knowledge, skills, or experience. When communicating with a prospect, client, or team, it’s up to you to get to your insights quickly.

Howard Stern won’t be there to prompt you.

💡

-Wes