Because they occupy a coveted rank, alphas have to constantly fight to maintain and protect their position. As top dog, their rank is under constant threat, and alphas protect themselves by asserting their authority over their employees and coworkers. They ask subordinates to run their errands, bring them coffee, and deal with matters that are disi

Use the elements of surprise and tension, and as you approach the most interesting part of the story, move away from it and leave the audience intrigued—until you are ready to reveal.

One of the most important things I’ve learned that has made every one of my deals possible is that targets simply do not like old deals. They want to see movement, and they don’t like deals that have been sitting around, ignored by other investors or partners.

As we have been discussing, reality isn’t waiting to be discovered—it’s waiting to be framed. By stacking four frames quickly one after the other, you can achieve the hot cognition in the target—helping the target to discover a wanting.

the two major elements of competition: 1. How easy it is for new competitors to jump in the game? 2. How easy it is for customers to switch out your product with another?

Hot cognitions are feelings like wanting or desire or excitement, and cold cognitions come from “cold” processes like analysis and problem solving. To maintain frame control and momentum, you must force your audience to be analytical on its own time. You do this by separating the technical and detailed material from your presentation.

It is important to realize that human beings are unable to have hot cognitions and cold cognitions simultaneously. The brain is not wired that way. Hot cognitions are feelings like wanting or desire or excitement, and cold cognitions come from “cold” processes like analysis and problem solving. To maintain frame control and momentum, you must force

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 lea

curiosity about the big idea.