This empathy, in turn, taps into people’s emotions which is ultimately how they make decisions about you. Don’t list “what,” describe “why.” Instead of starting to list facts about yourself, briefly but vividly describe how you got to be in front of this person – why you’re there.Storytelling is a powerful way to affect someone’s emotional influence on their decision-making processes – especially the decisions they make about you.In a Princeton University study, scientists hooked participants up to an f MRI machine.This rings especially true when looking at the interesting research on first impressions.Daniela Schiller and her team at New York University found that when someone meets us, two parts of their brain work together to make the ultimate decision of whether to take the relationship further.This is why instead of listing your facts when you introduce yourself, you should tell your story. You might describe how you came to do what you do or how you came to care about what you care about.When you do this you’ll activate empathy, the person can see themselves in your story. For example, instead of me saying, “I’m Zach, I’m a consultant, speaker, and author,” I might say, “Hi, I’m Zach. So, make sure that when you introduce yourself, you include a description of the problem you exist to solve.Over the past decade, I’ve spoken with thousands of people in nearly every occupation and stage of life.When I ask people “who” they are, their responses are eerily the same.And research finds that when we introduce ourselves and start with our story – a vivid description of When we introduce ourselves with “facts” about ourselves, we’re not helping them out.Twenty-five years ago, neuroscientist Antonio Damasio made a powerful discovery.