The Wizard sells a pen

The Fellowship of the Ring (2001). The Wolf of Wall Street (2013) — **The Fellowship of the Ring** (2001). **The Wolf of Wall Street** (2013)

It's a simple yet powerful metaphor: a wizard sells a pen. Or more broadly: an idea, a product, a belief.

Let’s say, you are a storyteller, and you want to tell your audience a story that they actually stay and listen. The format is essentially:

“A Wizard interacts with a Hero, telling them a story about another hero who was guided by another wise wizard.”

This might sound complex, but it's the fundamental mechanism behind great persuasion. To understand how it works, we first need a way to measure a story's power.

The Scale of Sacrifice

A story's quality isn't completely subjective. It can be measured by what the audience is willing to sacrifice to follow the story to the end.

Uninterested: They sacrifice nothing. They ignore you and move on.

Interested: They sacrifice their time. They stop to hear your plea.

Success: They sacrifice their money. They buy the movie ticket, the book, the product. You've successfully "sold the pen."

Leadership: They sacrifice their identity. They become fans, join the community, and recruit others on your behalf. They invest their own energy to ensure your story continues.

Culture: They sacrifice their lives. Your story becomes an ideology, a flag, a cause worth dying for. It transcends its original creator and transforms into a force that sustains and inspires on its own.

Liberty Leading the People (1830), Eugène Delacroix — **Liberty Leading the People** (1830), Eugène Delacroix

People chase storytelling mastery because it allows them to move an audience up this scale. But to move them the first, hardest time, from uninterested to interested, you must first convince people it's worth hearing.

You Can't Escape Leadership

Imagine stopping a stranger on the street to tell your story. They have a plan for their day. To listen to you, they must sacrifice a piece of that carefully plotted narrative. You are, in a very real sense, performing a narrative hijack.

This act of hijacking, of convincing someone to trade their path for yours, even for a moment, is an act of leadership. In a world of finite attention, every story is a bid for influence. A good story is good leadership.

So, how do you become a leader people want to follow? You become their Wizard.

The Wizard’s Echo: Outer and Inner

Every effective sales pitch, marketing campaign, or compelling story, can be seen as two wizards and two heroes at play. [1]

The Outer Wizard (You): The storyteller, the founder, the seller. Your role is to guide the hero.

The Outer Hero (Your Audience): Your potential buyer, the investor, the convert. They face a problem and must choose a path forward.

The Inner Wizard: The source of wisdom within your story. A leadership figure who guided the Inner Hero. This can be a person, a collective, a historical figure, a body of data, or a philosophical truth.

The Inner Hero: The protagonist of your story. A person or archetype who once faced a challenge similar to the Outer Hero.

The Outer Hero is surrounded by competing Outer Wizards. Those are your competitors. They’re trying to sell your characters on putting their lives on the line for a different quest. The Outer Hero will only follow the wizard whose quest resonates with their deepest needs. [2]

Trying to sell the pen directly, say, "My pen is great, buy it," is a weak spell.

The master storyteller, the Outer Wizard, knows better. Instead, they illuminate the subject with touch points in the past that resonate now and foreshadow the future.

They tell the Outer Hero a story of a previous Inner Hero who was lost, until they met a powerful Inner Wizard who gave them the very tool or pen they needed to succeed. Sometimes, the Outer Wizard telling the story is that same Inner Hero, having earned the tool and become the master themselves.

This is the Wizard's echo. You aren't telling the Outer Hero what to do. You are echoing the wisdom of a greater power and showing how it transformed someone just like them. [3]

A Masterclass from Steve Jobs

Steve Jobs was a great Outer Wizard. When he launched the Macintosh, he didn't just sell a beige box.

Outer Wizard: Steve Jobs

Outer Hero: The audience, suffocated by the grey, corporate world of IBM.

The Pen: The Macintosh computer.

The Inner Wizard: The counter-culture philosophy - the idea that technology should be a "bicycle for the mind," a tool for individual liberation.

The Inner Hero: The rebel, the artist, the individual who feels constrained by the corporate world and wants to change it. This is the archetype of the person who would use the Macintosh.

Jobs didn't say, "Our processor is 15% faster." He told us a story. He channeled the wisdom of an Inner Wizard - the spirit of rebellion, of creativity, of human potential, and showed how the Macintosh was the tool to change the world. He sold us a role in a bigger, more meaningful story. We didn't just buy a computer, we bought a philosophy.

1984 directed by Ridley Scott for Apple Computer Inc. (1984) — **1984** directed by **Ridley Scott** for **Apple Computer Inc.** (1984)

How to build your story then?

Understand the Battlefield:

You are an Outer Wizard competing for the Outer Hero's attention. A fun way I think of this is: Wizards are like startups founders, pitching to the Hero (investor), so the Hero can decide which idea to invest in (their time, effort, apprenticeship…).
You must understand your Hero’s deepest problems and desires.

Identify Your Inner Wizard:

What is your source of truth?

Is it years of data?
Is it a brilliant mentor you learned from?
Is it a fundamental insight about the world?

This is your wellspring of truth, the more informed Wizard behind your story. You are the translator of their wisdom.

Tell the Story:

Don't just sell your product.
Sell the story of how your Inner Wizard's wisdom empowered the Inner Hero, someone just like the Outer Hero, to succeed.
This provides social proof, a clear path, and an emotional resonance all at once.

G-Man, from Half-Life: Alyx (2020) — **G-Man,** from **Half-Life: Alyx** (2020)

A Story Has Consequences

No matter how brilliant your story is, it will crumble if it is untethered from reality. The temptation to drift away into fabrication is immense, because the power of a good story is so great.

But remember: every story changes people. Every word you utter, every ad you run, leaves a consequence. The pen you sell will be used to write something. Make sure it's a future worth building.

We see this played out on a grand scale.

Steve Jobs introduces the iPhone (2007) — **Steve Jobs** introduces the iPhone (2007)

At the first iPhone demo, Steve Jobs was doing great as an Outer Wizard, but the "pen" he was selling wasn't quite ready:

The device was fragile, prone to crashes, and had a very specific path he had to follow to prevent it from failing on stage.
He told a story about a seamless, integrated future, and that narrative bought his team time to make it real.

Elizabeth Holmes as a TEDMED speaker (2014) — **Elizabeth Holmes** as a TEDMED speaker (2014)

Similarly: Elizabeth Holmes was a masterful storyteller: a single drop of blood diagnosing hundreds of diseases.

She, too, had an echo of an Inner Wizard (a revolutionary scientific philosophy) and an Inner Hero (the patient who feared needles).
Yet her narrative was entirely untethered from reality.
Her pen couldn't write the future she promised, the technology didn't exist.
The story, a fiction, was powerful enough to raise billions, but it ultimately collapsed, causing immense harm and leading to her downfall.

The lesson is not to lie.

The iPhone demo worked because the lie was in service of a truth that was just around the corner, and Jobs's reputation was built on a history of delivering.

But, the moment your story detaches from the truth, even slightly, you introduce a rot of distrust. Your team knows. Your closest people know. This knowledge erodes the very foundation of trust you're trying to build, creating a culture of cynicism. That's the razor's edge. Once the trust is gone, it's nearly impossible to rebuild.

Use this great power for good.

Notes

[1]. Why these specific words, Wizard and Hero?

The Hero archetype is a universal symbol. From ancient myths to modern blockbusters, the hero is a protagonist on a journey, facing a challenge and seeking a solution.

The Wizard is a popular depiction of the Mentor archetype. The Wizard is a figure of wisdom, a guide who has seen countless journeys and possesses knowledge the Hero lacks. They don't do the quest for the Hero but provide the crucial tool or insight needed to succeed. The term "Wizard" evokes a sense of deep, almost magical, expertise, the kind of authority you want your audience to trust. Together, these archetypes create a simple, powerful narrative framework.

[2]. Why the Echo works

The Echo provides powerful cognitive shortcuts. By introducing these archetypes, you give your audience a ready-made framework:

Their role - The Hero

Your role - The Wizard

Your competitors' roles - The False Wizards (Optional)

Without this, the audience's subconscious will search for its own analogies, which may not align with your narrative. By proactively shaping the Echo, you increase the opportunity for trust and reduce the chance they'll form a hostile or adversarial narrative against you.

[3]. What happens when the Wizards do the quest themselves?

A Wizard is a guide, not a protagonist. The moment a Wizard takes up the hero's sword, they cease to be a Wizard and become a competitor. They are no longer offering wisdom; they are offering a fight.

In leadership, this is the micromanager - the CEO who writes the code, the manager who closes the deal. They get short-term wins, but they fail to build a team. The Outer Hero (your audience) is left without an identity. Unless your goal is to carry the entire burden yourself, a path that defeats the very purpose of persuasive storytelling - don’t fall into this trap.

The same is true in your story. If the Inner Wizard, say Gandalf (from The Lord of the Rings), simply solves the problem for the Inner Hero, Frodo, the story loses all its power. It is now about the Wizard’s greatness, not the Hero's potential. (Spoiler for The Lord of the Rings follows) This is interestingly mirrored in Saruman, on his way to defeat Sauron, ended up corrupting himself. Saruman is literally a False Wizard.

When you force the Wizard to take up the hero’s sword while still presenting the narrative as the Inner Hero's story, the result feels contrived, unearned, and inconsistent with established character roles.

Therefore, for both the Inner Hero in your story and with your audience: allow them the freedom to choose their path and the opportunity to grow through that choice.

Thanks to my incredible Wizard-Editors: Andrew Galarneau and Chloe Duong, for reading/editing my initial drafts.

This post is also part of my:

New Year Resolution 2025: Share ALL of my knowledge online. It was very difficult to write a public-facing piece from my internally referenced knowledge vault. But it’s the first step is over 😮‍💨

Essay writing challenge: Finally, I overcame a bit of my fear of writing. Finally finished this long form essay 😮‍💨