to eradicating neediness. Here’s the basic formula: 1. Want nothing. 2. Focus only on things you do well. 3. Announce your intention to leave the social encounter.

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.

Briefly describe it as your “secret sauce”—the unfair advantage you have over others.

This was hot cognition 3—time frame.

High-Intensity Push/Pull Pattern.

Importantly, the humor is not there to relieve tension. Instead, it’s there to signal that although the tension is real, you are so confident that you can play around a little. Perhaps it’s best to think about it this way: People who have lots of options are not uptight, and they don’t take themselves too seriously.

Here’s the time frame pattern you can use and follow: “Guys, nobody likes time pressure. I don’t like it, and you don’t like it. No one does. But good deals with strong fundamentals are like an Amtrak train, or more like a deal train. They stop at the station, pick up investors, and have a set departure time. And when it’s time—the train has to

This idea introduction pattern goes like this:

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.