Oren Klaff Quotes

you only have five minutes before your pitch wanders into a mental no-man’s land.

setting the frame, telling the story, revealing the intrigue, offering the prize, nailing the hookpoint,

To instigate a power frame collision, use a mildly shocking but not unfriendly act to cause it. Use defiance and light humor. This captures attention and elevates your status by creating something called “local star power.” (You will read about creating status and local star power in Chapter 3.)

Another way to control the frame is to respond to a comment with a small but forceful act of defiance. TARGET: “Thanks for coming over. I only have 15 minutes this afternoon.” YOU: “That’s okay, I only have 12.” You smile. But you are serious, too.

Money is almost useless to any buyer/investor until it purchases what you have. Oh sure, the investor's money can earn a few bucks in Treasury bills or corporate bonds. But that's not what money wants to do. It wants to go to work by investing in deals and buying products. How does this work in the real world? This can seem a little abstract until you fully internalize the following fact: Money cannot do anything without you. The money needs YOU.

Over time, you will begin to notice an increase in the velocity of your work and leisure activities. This is so because strong frames allow you to selectively ignore things that do not move you forward toward your goals, and such a recognition amplifies your focus on the things that do.

You know what decision you want the buyer to make, but the more you push in that direction, the more they dig in, slow down, and change the agenda. They want to make their own decision on their own timeline. Buyers buy how they want to buy, not how you want to sell.

(frames create context and relevance; as we will see, the person who owns the frame owns the conversation).

The patterns he found in the brain consistently predicted whether test subjects eventually pushed a button with their left or right hand — about seven seconds before they felt they had made a conscious choice to do it.

Pitches are sent from the modern — and smart — part of the brain: the neocortex. But they are received by a part of the brain that is 5 million years older (and not as bright.) This

Your pitch is first going to register in the target’s croc brain. And as we discussed in Chapter 1, the croc brain would like to ignore you. But if you are dynamic enough — giving new and novel information — you will capture the croc’s attention. Once that happens, the croc is going to have one of two primal reactions: • Curiosity and desire, or • Fear and dislike.

Understanding how to harness and apply the power of frames is the most important thing you will ever learn.

They want to see someone forced into action and positively overcoming obstacles.

First, you don’t want your message to trigger fear alarms. And second, you want to make sure it gets recognized as something positive, unexpected, and out of the ordinary — a pleasant novelty.

The two parts of the attention cocktail are novelty and tension, which in a pitch work together in a feedback loop for about 20 minutes until — no matter what you do or how hard you try — they get out of balance and then stop working altogether.