Understand the Brain for Better Pitching

There are three parts of the brain:

The best fundraisers know how to talk to each part of the brain.

To successfully pitch repeatedly, you need each pitch to convince each part of the brain to be in order. First, convince the survival brain, then the social, then the logical.

Today, we are talking about the social brain; in the last issue, we discussed the survival brain, and in the next issue, we will discuss the logical brain.

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What is the Social Brain?

One of our most basic instincts is to organize ourselves into a hierarchy. You see it, everyone from high school to retirement homes.

Studies show that before even talking to anyone, a group of 10 strangers walking into a room can sort themselves into a social hierarchy with nearly 90% accuracy. (This is why your parents told you to dress well).

How to Trick the Social Brain

When you go to pitch, you NEED to establish high status.

We listen to people with higher social status than us, and we ignore those with lower social status.

If you don't already have social status, try these tricks for short-term status:

We listen to people with higher social status. You might not naturally have high status, but with the right strategies, you can dominate a room long enough to have your opinions and ideas heard and respected.

2026 State of AEO Report

A year ago, most marketers weren't thinking about AI search. Now it's one of the fastest moving channels in the industry and nobody has a playbook yet.

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