How Robert Herjavec’s “Shock the Narrative” Strategy Can Instantly Make You Unforgettable in Business
“People don’t really want to listen to you… they already have a narrative about how this will go. To get their attention, you must defy the narrative.” – Robert Herjavec
If your pitches fall flat, your presentations get polite nods (but no real action), or you keep blending into the background instead of breaking through—it’s not because you're doing something wrong.
It’s because you’re doing exactly what people expect.
And in today’s crowded business world, expected is the enemy of impactful.
That’s where Robert Herjavec’s “Shock the Narrative” strategy comes in—a concept that could fundamentally change the way you communicate, pitch, and connect.
The Boring Truth About “Doing Everything Right”
Jason Feifer, Editor-in-Chief of Entrepreneur Magazine, recently shared a powerful story on the Help Wanted podcast that will hit home for any founder, salesperson, or ambitious professional trying to stand out.
During an interview at Entrepreneur’s Level Up conference, Shark Tank star and cybersecurity mogul Robert Herjavec recounted a story about a junior sales rep at his firm.
The kid was:
- Smart
- Polished
- Product-savvy
…but he couldn’t close a single deal.
“He did nothing wrong,” Robert said. “But he also did nothing to connect.”
The sales manager wanted him fired. Robert stepped in.
His advice? Wildly unexpected:
“On your next sales call, sit in silence for a minute. Then say: ‘Thank you for meeting with me. I have to be honest—I’m nervous. This is my first sales call.’”
That moment of raw honesty changed everything.
The same kid—same skills, same product—started closing major accounts. Not because he became slicker, but because he became real.
Middle-aged IT buyers, Robert explained, saw someone who reminded them of their own kids. They wanted to help. The emotional temperature of the room shifted.
The lesson?
To Win Attention, You Must Break the Script
People walk into meetings, presentations, and pitches with preset expectations:
- Salespeople will oversell.
- Keynote speakers will be bombastic.
- Zoom meetings will be soul-sucking.
They’re already mentally tuned out. Unless you shock the narrative—interrupt the expected flow in a way that feels human and honest.
This doesn’t mean being gimmicky. It means being disarmingly real.
Jason began spotting this concept everywhere:
1. In Virtual Meetings
Instead of always taking Zoom calls from his home office, he started showing up from the car, on the street—wherever he was.
He’d start with something personal about his day. That unexpected intimacy created real connection.
2. In Keynotes
He opens by making a bold promise… then immediately says something ridiculous.
Laughter breaks the tension. Audiences lean in, wondering where this is going.
3. In Performances
A juggler once told Jason’s friend: “If I juggle five pins perfectly, it looks too easy. So I intentionally drop one.”
The drop sparks tension, resets expectations, and reminds the audience this is hard. It makes the eventual mastery more appreciated.
Why This Works (Even When It Feels Risky)
We’re taught to lead with polish, not vulnerability. But polish can be a wall. Vulnerability—when real—invites empathy.
And sometimes, doing something “technically bad”:
- Admitting nervousness
- Seeming casual in a professional setting
- Undercutting yourself
- Making a visible mistake
…can actually make your audience care more.
As Jason put it:
“Good is forgettable. Safe is interchangeable. Expected is underwhelming.”
Ask Yourself:
- What is the narrative my audience is expecting?
- How can I gently, honestly, and strategically surprise them?
It doesn’t need to be dramatic. Just different enough to feel real.
Final Thought: Shock Your Own Narrative First
Before you can disrupt someone else’s expectations, you might need to disrupt your own.
You might think:
“I should look professional.”
“I should sound confident.”
“I shouldn’t show weakness.”
But if those scripts aren’t getting results—if your story isn’t sticking—then maybe it's time to shock your own narrative first.
Break the pattern. Let people feel something real. That’s where the attention—and the opportunity—lives.
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