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Today on 7-Figure Fundraising, host Trevor Bragdon is joined by Dan McGinn. Dan is an author and journalist who serves as the senior editor of the Harvard Business Review, host of the Dear HBR podcast, and is the author of the book Psyched Up: How the Science of Mental Preparation Can Help You Succeed.


The episode begins with Dan sharing things that inspired him to write the book. He first became interested in rituals because of sports and the rituals athletes and coaches developed around games. In his professional life, he kept running into people who had developed similar rituals for high stakes business performance, and at the Harvard Business Review, he began to see the science behind these rituals leading to success. 

Preparing for High-Stakes Meetings

Practicing for the big moments in your career, and preparing for high stakes donor meetings is incredibly important. Dan explains that pre-performance routines can make you more consistent. In addition to the substantive knowledge you bring to the meeting, you should also be mentally and emotionally prepared by managing your anxiety, stoking your confidence, and calibrating your energy level. Dan explains that science suggests that athletes who use a routine for things like free throws, or a golf put tend to outperform those who don’t. His book is for professionals who have practiced and prepared for meetings like athletes for big games, it teaches them what to do in the moments just before showtime. Instead of twiddling your thumbs in the waiting room, create a ritualistic practice that prepares you in the last moments.

Motivating Your Team

A portion of Dan’s book talks about psyching up your team, Trevor asks him what he found went into a good speech from a team leader. Dan explains there are three parts to a good pep talk. The first is the specific instructions and strategy of what you’re trying to do, the second part is the empathy part, where the leader shows they care, and the third element is giving the task your team is about to do meaning. Dan explains that this research holds true across sports, the military, and businesses. Another section of the book deals with anxiety and the ways people manage it. There are a number of yoga, breathing, and meditative practices that are effective and a first resort for folks experiencing stage fright or anxiety. Dan’s book also discusses the use of medication when it’s called for.

Dan believes these techniques can be highly effective across many different fields. He encourages listeners to do their research and have a strategy for how you’re going to handle emotions in high-stakes situations. 

 Key Takeaways:

• 0:24 - Trevor introduces Dan and his work.

• 1:07 - Dan shares the inspiration for his latest book.

• 5:05 - Trevor asks Dan what kind of routines can be effective.

• 8:19 - Routine vs. ritual vs. superstition and the special way Dan tried to create some extra goodwill for his book.

• 11:58 - Dan explains why different routines work for different people.

• 21:11 - Psyching up your team.

• 28:30 - Dealing with anxiety or stage fright at work.

• 38:55 - Dan’s challenge to listeners.

To Learn More:

Read Dan’s book, Psyched Up, and article, The Science of Pep Talks