Oren Klaff Quotes

story needs the following elements: 1. It must be brief, and the subject must be relevant to your pitch. 2.

Defiance and light humor are the keys to seizing power and frame control.

primarily in the field of medical devices. Intriguingly, while at Dow Corning in the 1960s, he helped to invent the first generation of silicone breast implants. Today, he owned two companies: MediCor and Southwest Exchange. MediCor’s breast implant business had looked promising for a while. But the success enjoyed there was short-lived, and McGhan turned desperate. To keep MediCor solvent, McGhan began siphoning money from Southwest Exchange. Southwest Exchange, which McGhan bought in

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.

You create novelty by violating the target’s expectations in a pleasing way.

we feel decisions in our body, not our mind.

When you are responding ineffectively to things the other person is saying and doing, that person owns the frame, and you are being frame-controlled.

Money is never a prize; it’s a commodity, a means for getting things done. Money simply transfers economic value from place to place so that people are able to work together.

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

This is called creating local star power. This is critically important. With local star power, you’ll be able to succeed in pitching audiences who don’t know you; the ability to create and sustain local star power literally is going to mean the difference between success and failure. The first impression we make on another person is based on that person’s automatic calculation of our social value. As a survival mechanism, the other person’s brain is making it a priority to understand where you fit in the social structure. The person makes a hasty judgment using three measurable criteria: your wealth, your power, and your popularity. Based on some quick mental shorthand, the person is going to assign you a social status level, and from that calculation, a frame will be fixed. The person will not necessarily even consciously think about this. The people jaywalking behind the man in the nice suit did not deliberately pause to consider his status or think about whether it meant he was likely to cross streets safely. They just automatically calculated his likely status and behaved accordingly.

Frames are psychological referencing systems that all people use to gain a perspective and relevance on issues. Frames influence judgment. Frames change the meaning of human behavior.

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.

That eureka moment has been carefully planned and programmed to deliver an insight at exactly the right time. When you put the pieces together before the detectives do, you feel smart, happy, powerful, and in control (exactly the emotions needed to motivate you to buy some canned beer, frozen pizza, and extra-soft toilet tissue). And you tune in next week so you can feel that way again.

A frame is the instrument you use to package your power, authority, strength, information, and status. 1. Everyone uses frames whether they realize it or not. 2. Every social encounter brings different frames together. 3. Frames do not coexist in the same time and place for long. They crash into each other, and one or the other gains control. 4. Only one frame survives. The others break and are absorbed. Stronger frames always absorb weaker frames. 5. The winning frame governs the social interaction. It is said to have frame control.

What is vitally important is making sure your message fulfills two objectives: 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. Bypassing