How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 404

words, so you don't sound like a broken record. When you use repetition
too much, it might result in diminishing returns. You know how you feel
about someone telling you a joke or a story you've already heard or about
that commercial you've seen one too many times. If you've heard it a
million times before, you tune out and quit listening. Keep your
repetitions about each point to approximately three references, and
definitely no more than five.
2. Theme
We see general themes in commercials and advertisements. A theme is
easily remembered and easily retained. Attorney Gerry Spence uses
themes during his court cases