PACE AND LEAD
“match their rhythm first. then lead them anywhere.”
The Lesson
The drum beat in blues, rock, and pop was inspired by the human heartbeat. That's why music is so persuasive-it paces you biologically, then leads you (to dance, to feel, to act). This is the core of 'pace and lead': match someone's rhythm (breathing, speaking rate, posture, heartbeat) and you become synchronized. Once synchronized, when you shift, they follow-as if you're one unit. DJs do this: start slow to match a relaxed crowd, then gradually increase tempo as the energy rises. Learn any skill that teaches rhythm, and you're learning persuasion.
Real-World Example
A founder pitches an investor who speaks slowly and deliberately. Wrong: rapid-fire pitch deck. Right: slow their speech to match. Mirror the investor's body language. Once synchronized, gradually increase energy as you get to the vision. The investor feels 'in sync' without knowing why. Pace first, lead second.
Watch Scott explain this lesson
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