Quotes
Here’s what was running through my head at the last minute:
1. Get the tone right, frame myself as the alpha, seize status, and hit their hot buttons.
2. Deploy a big idea that is human and captures the theme of “building a legacy.”
3. Keep it captivating with visuals that resonate.
4. Create hot cognitions. Make Jeffries and the committee
1. Get the tone right, frame myself as the alpha, seize status, and hit their hot buttons.
2. Deploy a big idea that is human and captures the theme of “building a legacy.”
3. Keep it captivating with visuals that resonate.
4. Create hot cognitions. Make Jeffries and the committee
Make Jeffries and the committee want the idea before they even know the details.
The plan was to have a 20-minute high-temperature conversation with the targets’ croc brains. The goal was to achieve a pitch ful of hot cognitions. I believe that if two equal y skil ed people pitch the same idea and one tunes it to the neocortex and the other tunes it to the crocodile brain, you have two very different results. I had tuned my pitch for the targets’ croc brains and was ready to start.
The Presentation
I’d been preparing for over two months, and now, with Chance watching, I stood up to address Jeffries and his committee. Speaking slowly, I began:
“There is a tremendous responsibility for al of us today. This is a decision not about who is the most charming or the most skil ed in finance but instead about who has the right ideas that can raise $1 bil ion for Davis Field. Others have tried this kind of thing before and failed, so it’s not that the best man should win or that the best team should win, but instead, the best ideas should triumph today. This runway has served the United States of America in World War II and hosted squadrons of B-17 bombers and other fighter planes that took part in the Pacific campaigns. Today, we are not talking about building a shopping center or strip mal or motel. We are building an airport, and we are doing it on hal owed ground. This has to be done right.
The plan was to have a 20-minute high-temperature conversation with the targets’ croc brains. The goal was to achieve a pitch ful of hot cognitions. I believe that if two equal y skil ed people pitch the same idea and one tunes it to the neocortex and the other tunes it to the crocodile brain, you have two very different results. I had tuned my pitch for the targets’ croc brains and was ready to start.
The Presentation
I’d been preparing for over two months, and now, with Chance watching, I stood up to address Jeffries and his committee. Speaking slowly, I began:
“There is a tremendous responsibility for al of us today. This is a decision not about who is the most charming or the most skil ed in finance but instead about who has the right ideas that can raise $1 bil ion for Davis Field. Others have tried this kind of thing before and failed, so it’s not that the best man should win or that the best team should win, but instead, the best ideas should triumph today. This runway has served the United States of America in World War II and hosted squadrons of B-17 bombers and other fighter planes that took part in the Pacific campaigns. Today, we are not talking about building a shopping center or strip mal or motel. We are building an airport, and we are doing it on hal owed ground. This has to be done right.
It was critical to get the frame right at the beginning. And because Goldhammer definitely would open by highlighting their size, experience, and track record, I had to pick a frame that minimized their strengths and focused the lens of attention on ours. This is why I chose the best idea frame
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