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The Successful Pitch with John Livesay

The Successful Pitch interviews successful startups who share their secrets in raising funding, as well as investors who share their criteria, so that you become an insider into the world of getting funded. Join your host, author and funding strategist John Livesay as he provides insights on how to make your pitch compelling, easy to understand and inspiring. You will learn the 5 Cs needed to get funded fast: Confidence, Connection, Commitment, Collaboration and Check List. You can download the FREE PDF "3 Mistakes To Avoid When Pitching" at sellingsecretsforfunding.com
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Now displaying: 2015
Dec 25, 2015

Episode Summary

Mark Asquith is the host of the Excellence Expected podcast. His podcast was ranked the 1# small business podcast in the United Kingdom. Mark spells out how entrepreneurs can manage their time better and get more things done. He also shares a little bit about how to prevent burn out and why CEOs are horrible at Twitter. 

Key Takeaways

  • 02:10 - How did Mark get started?
  • 05:30 - How did Mark come up with the name for the podcast?
  • 07:25 - You can download a free productivity e-book on Mark's website.
  • 08:00 - If you don’t schedule it, then it doesn’t get done.
  • 09:20 - What's important, interesting, and integral?
  • 10:50 - Want to prevent burn out? Be happy.
  • 12:20 - How can CEOs really use Twitter?
  • 15:45 - Mark talks about being the captain of your own ship.
  • 19:50 - You get through the first year just by tackling it day by day.
  • 20:50 - How many months will it take to break even? Make profit as quickly as you can.
  • 21:45 - Is it possible to get leads from Periscope and Blab?
  • 27:10 - Mark recommends the book, The Stranger's Secret by Earl Nightingale.

Tweetables

Use periscope to make your face something people are used to seeing.
Job of founders is to steer the ship.
If it doesn't get scheduled, it doesn't get done.
Is it interesting, important and integral?

Links Mentioned

Excellence Expected
The One Thing by Gary W. Keller
Excellence Expected - 5 TWITTER SINS THAT ARE DESTROYING YOUR CREDIBILITY AND HOW TO STOP THEM TODAY
How to Be a Power Connector by Judy Robinett
The Stranger's Secret by Earl Nightingale
Mark Asquith Twitter

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Dec 18, 2015

Episode Summary

Roger Dooley is an author, international keynote speaker, and consultant. He is a recognized expert in the use of brain and behavior research to improve marketing, sales, and customer experience. Roger teaches the audience on the importance of understanding how the brain works and how you can use this knowledge to get the right reactions out of your investors.

Key Takeaways

  • 02:00 - Why does the brain interest Roger?
  • 08:25 - How can you get people to remember your pitch better?
  • 09:35 - Roger explains what system one and system two thinking is.
  • 16:20 - Roger explains Robert Cialdini's 6 principles of persuasion.
  • 22:35 - Stories are a powerful persuasion tool.
  • 24:35 - Facts and figures are important, but try to incorporate a story into it.
  • 28:45 - Disney knows your brain.
  • 35:15 - Roger recommends a couple of books to the audience.
  • 36:20 - Please check out Roger's website for more information.

Tweetables

Our brains evolved to pay attention to stories.
If you want an investors brain to "light up" tell a story.
Social proof is key to persuade investors.
Find ways to connect with investors by doing your homework on who they are.

Links Mentioned

Brainfluence by Roger Dooley.
Enchantment by Guy Kawasaki
Thinking, Fast and Slow by Daniel Kahneman
The 6 Principles of Persuasion by Robert Cialdini
Influence by Robert Cialdini
Hooked by Nir Eyal
Roger Dooley Website
Roger Dooley Twitter
Forbes - Roger Dooley

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Dec 11, 2015

Episode Summary

Geri Stengel is the president for Ventureneer and is a regular contributor for Forbes, QuickBooks, and Turnstone. Geri is known for being a serial entrepreneur, teacher, and author of the book, Forget the Glass Ceiling. Geri talks on how to design your elevator pitch in such a way that it grabs attention. He also talks about how important it is for entrepreneurs to be agile learners, people with curiosity, and have the ability to tolerate ambiguity.

Key Takeaways

  • 02:15 - What was the business culture like at Dow Jones?
  • 03:00 - Geri explains a little bit more of her background and what she has done.
  • 04:30 - What is the difference between men and women founders?
  • 06:45 - It's important to show investors that you are trust worthy.
  • 09:15 - Geri explains further on an article she wrote for QuickBooks.
  • 12:10 - Equity crowdfunding or traditional angels?
  • 15:10 - Only about 3% of accredited investors are angel investors.
  • 18:40 - Investors want entrepreneurs to be coachable.
  • 23:00 - Reward-based crowdfunding is a great way to test the waters.
  • 25:15 - Geri talks about her book.
  • 27:25 - Follow Geri @VentureNeer on Twitter.

Tweetables

Be an Agile Learner.
Forget the Glass Ceiling.
Three ways to grab investors’ attention.
Use an analogy to make your pitch strong.

Links Mentioned

Ventureneer
Ventureneer Twitter
Women Entrepreneurs Get Their Game On With Angel Investors
Forget the Glass Ceiling by Geri Stengel. 
Investing Between the Lines by Laura Rittenhouse.

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Dec 4, 2015

Episode Summary

Dorie Clark is a strategy consultant and professional speaker who has worked with clients including Google, Microsoft, Morgan Stanley, DHL, Fidelity, Yale University, and the World Bank. She is also a regular contributor to Forbes and the Harvard Business Review, and the author of "Stand Out" and "Reinventing You". Dorie talks on how startup founders can stand out and touches briefly on how they can let go of fear.

Key Takeaways

  • 01:55 - Your personal brand is your career insurance.
  • 02:15 - How did Dorie get started?
  • 04:30 - Why did Dorie write the book Reinventing You?
  • 06:15 - Dorie is not an overnight success.
  • 07:40 - How did Dorie become a presidential campaign spokesperson?
  • 10:00 - What kind of advice does Dorie give to places like Google and Microsoft?
  • 14:00 - Why does Google like Dorie's book, Stand Out?
  • 17:30 - How can you stand out? Build your network, audience, and community.
  • 20:50 - How do you let go of fear?
  • 24:55 - Dorie talks about the inner critic article she wrote with Susan Brady.
  • 27:40 - Dorie shares a bunch of great book resources.
  • 29:00 - You can get a free 42 page workbook on Dorie's site.

Tweetables

Make Yourself Findable.
Branding is career insurance.
Can't move forward if you expect perfection.
How to silence the inner critic?

Links Mentioned

Dorie Clark: "Stand Out" | Talks at Google
Forbes Welcome
Never Eat Alone by Keith Ferrazzi
Power by Jeffery Pfeffer
Influence by Robert Cialdini
Dorie Clark Website
Reinventing You by Dorie Clark
Stand Out by Dorie Clark.

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Nov 27, 2015

Episode Summary

David Desharnais is the CMO and Senior VP at TraxPay and an advisor for several different investment companies. David has won a number of awards including the International Funding Deal of the Year Award and the Business Excellence Award. David explains how he and his team fixed a major problem in the finance industry and how he even turned his competitors into avid investors for the company.

Key Takeaways

  • 01:50 - Why is David a 'geek who can speak'?
  • 03:45 - How did David go from being an engineer to an advisor?
  • 09:10 - David talks about the team aspect in a company.
  • 12:00 - How did David win the International Funding Deal of the Year award?
  • 20:20 - TraxPay's first round was $4m and on the second round raised $15m.
  • 23:55 - David and his team got his competitors to be his investors.
  • 25:00 - The difference between a first round pitch and a second round pitch?
  • 27:15 - How did David win the Business Excellence Award?
  • 29:45 - The same day David's team announced TraxPay, Apple Pay was also announced.
  • 31:25 - David highly recommends The Hard Thing About Hard Things book by Ben Horowitz.
  • 33:20 - You can follow David on Twitter @DaveDesharnais.

Tweetables

Practice the pitch and Research your investors.Co-branding is key to marketing success.From near death to success.
A Geek Who Can Speak.

Links Mentioned

The Hard Thing About Hard Things by Ben Horowitz
TraxpayDavid Desharnais LinkedIn
David Desharnais Twitter

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Nov 20, 2015

 

Episode Summary

David Howitt is the CEO of the Meriwether Group and is also the author of Heed Your Call. Dave shines a new preservative on the role of a guide or mentor. He says that not all mentors make you feel good, but they can always teach you a very profound and important lesson about yourself and about the world. He also explains why the story of Wizard of Oz and the entrepreneur's journey are very similar to one another. 

Key Takeaways

  • 02:35 - David talks a bit about his background and why he decided to leave his high-level position.
  • 06:20 - We're taught that leaving your miserable job is the equivalent of failure.
  • 07:30 - David touches on his book, Heed Your Call.
  • 09:30 - David shares an important lesson he learned from his grandfather.
  • 12:00 - When bad things happen to us, we tend to go into a victim mentality. Instead, try to turn it around by asking yourself positive questions like what can you learn from this experience.
  • 13:15 - The problematic people in your life are there to teach you important lessons.
  • 15:30 - What is the Meriwether Group's process?
  • 19:30 - The single biggest regret people have when they're dying is that they didn't do what they wanted to do, they did what they were told to do or what was expected of them.
  • 19:45 - David explains why the Wizard of Oz is so closely linked to the entrepreneurial journey.
  • 25:20 - What kind of pitches does David look for?
  • 30:35 - There needs to be a perfect balance of right brain and left brain to make a pitch really work.
  • 32:45 - David recommends two books every entrepreneur should read.

Tweetables

Profit AND Prophet
When we let go creativity shows up
Thinker and dreamer
Equal parts passion and presentation

Links Mentioned

Ogilvy on Advertising by David Ogilvy
Seeking Wisdom: From Darwin to Munger by Peter Bevelin
Metaphorically Selling by Anne Miller

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Nov 13, 2015

Episode Summary

Todd Herman comes to The Successful Pitch podcast with an impressive background. He has successfully exited two companies and he has the Spanish royal family and billionaires as clients. He won the award for The World's Greatest Salesperson in 2010 and he is also a coach for professional and Olympic athletes. Todd talks to the audience on the importance of creating an alter ego to achieve your goals, why it's important to take care of the little things, and so much more on today's show.

Key Takeaways

  • 00:02:20 - Athletes and Entrepreneurs have a high risk tolerance.
  • 00:05:00 - Todd shares a story about his dad.
  • 00:07:15 - Little things add up to big things. Take care of the little things.
  • 00:08:25 - How did Todd win The World's Greatest Salesperson award?
  • 00:15:20 - Why should you create an alter ego?
  • 00:21:15 - Why do high achievers often battle with depression?
  • 00:27:20 - Meditation is key to keeping yourself in check and handling the extra pressure.
  • 00:28:50 - Todd recommends a couple of books.
  • 00:31:20 - Final piece of advice? Keep taking action.

Tweetables

Win at life by taking care of the little things.
High performers can handle pressure.
Keep taking action.
Heighten version of yourself boosts performance.

Links Mentioned

Ogilvy on Advertising by David Ogilvy
Seeking Wisdom: From Darwin to Munger by Peter Bevelin
Metaphorically Selling by Anne Miller

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Nov 9, 2015

Episode Summary

Charles Michael Yim is a successful serial entrepreneur and has appeared on Shark Tank and other news outlets. Charles was the first one in the history of the Shark Tank show to get funding from all of the sharks. Charles also came in first place out of 10.000 startups after competing for Sir Richard Branson's startup contest. Charles talks on his success with Breathometer, the differences between Sir Richard Branson and Mark Cuban's business style, and his upcoming book.

Key Takeaways

  • 00:01:40 - Charles is not an overnight success.
  • 00:03:20 - What was the inspiration behind Breathometer?
  • 00:07:45 - Charles was the first person on Shark Tank to get all five Sharks to invest.
  • 00:09:10 - How did Charles prepare for Shark Tank?
  • 00:11:00 - What kind of questions do investors ask when trying to raise $20 million?
  • 00:14:00 - Charles still uses the same team from when he started his first company.
  • 00:17:20 - Charles talks about Sir Richard Branson's startup competition.
  • 00:18:50 - Mark Cuban versus Sir Richard Branson?
  • 00:20:20 - Charles talks about his upcoming book and what it's about.
  • 00:23:20 - How do you validate an idea?
  • 00:24:40 - What's it like working with the Stanford StartX Accelerator?
  • 00:26:50 - Charles recommends a couple of his favorite books.
  • 00:28:30 - You can follow Charles on Facebook, Twitter, and Instagram.

Tweetables

Teamwork is respect and collaboration.
See your idea thru the lens of what problem do you solve.
Mark Cuban is all about getting it done.
Richard Branson wants authentic value.

Links Mentioned

The Art of The Start by Guy Kawasaki.
The Four Hour Work Week by Tim Ferriss
The Lean Startup by Eric Ries
Charles Michael Yim Twitter

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Oct 30, 2015

 

Episode Summary

Mike Edelhart is the lead partner for the Social Starts moment-of-inception investment fund and CEO of the Tomorrow Project.

Key Takeaways

    • 02:30 - How did Mike become an angel investor?
    • 07:40 - The team is incredibly important. This can not be emphasized enough.
    • 10:00 - Mike believes a good team understands clearly what the company's mission is.
    • 11:46 - Great teams follow their leader with discipline, but not with rigidity.
    • 13:25 - Becoming a unicorn is an outcome, not a cause.
    • 14:40 - Having the desire to become an entrepreneur isn't normal.
    • 17:00 - Leaders who believe in themselves, their team, and can remain calm when everything goes wrong instills confidence in their team.
    • 18:20 - How did Pinterest get started?
    • 24:55 - Why did Mike and his team invest in Pinterest in the beginning?
    • 27:45 - Entrepreneurs make the common mistake in thinking all investors are the same and they don't do their homework.
    • 30:00 - Mike talks about the rabbit archetype in business.
    • 30:50 - Mike breaks down the tortoise archetype.
    • 32:45 - What's the idea behind the bear archetype?
    • 36:15 - The final power animal in business is the hawk. Mike explains further.
    • 40:00 - Mike recommends the book Extraordinary Popular Delusions and The Madness of Crowds

Tweetables

Entrepreneurship is a socially accepted form of mania
What you think is true will probably not turn out to be true
Clarity is key trait to get funding
Be obsessive about your customers

Links Mentioned

SocialStarts - The Venture Bestiary: Hunting Beyond The Unicorn
Extraordinary Popular Delusions and The Madness of Crowds by Charle Mackay SocialStarts

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Oct 23, 2015

 

Episode Summary

Michael Walsh is the co-founder of Cariloop and runs the Health 2.0 Dallas chapter. Cariloop is a program that allows people to help manage their older loved ones' healthcare and needs from start to finish. Michael has raised $500,000 in funding during his first seed round and has some valuable insights to share on what truly makes a successful pitch.

Key Takeaways

  • 01:40 - Who is Michael?
  • 04:45 - Why was Cariloop founded?
  • 10:15 - How/why did Michael pick his accelerator?
  • 12:10 - The knowledge and the contacts Michael made at the accelerator were priceless.
  • 16:05 - How can entrepreneurs figure out how much their company is worth?
  • 20:25 - How has Michael spent the $500k he's raised?
  • 23:10 - How does Michael handle the competitor question with investors?
  • 25:45 - Michael believes telling stories is better than pitching.
  • 28:00 - Michael recommends the book Delivering Happiness by Tony Hsieh.

Tweetables

A pitch should be a story that you tell investors.
What are pain points of your customer that you solve?
When you give a customers control during chaos they buy.

Links Mentioned

Delivering Happiness by Tony Hsieh
Michael Walsh LinkedIn
Michael Walsh Twitter
Cariloop Website
Cariloop Twitter

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Oct 16, 2015

 

Episode Summary

Ben Narasin is the General Partner for Canvas Venture Fund. He has 25 years experience has an entrepreneur and started the company Fashionmall.com, one of the first e-commerce sites in 1993. Ben tells the audience that he likes to look for tenacity in an entrepreneur and breaks down what he likes to see in pitch slides. Ben also gives a deep dive into what kind of financial ranges you can expect to find in a pre-seed, seed, and series A round.

Key Takeaways

  • 02:00 - Ben started his first company when he was 12. He shares a bit of his background.
  • 03:50 - What makes a winning pitch in Ben's eyes?
  • 07:25 - Remember, your pitch is the table of contents.
  • 07:40 - Ben breaks down in what order he usually likes to see pitch slides.
  • 09:40 - What does Ben look for in an entrepreneur? Tenacity.
  • 12:40 - You have to say no to the hundred million exit offers if you want to build a billion dollar company.
  • 13:35 - Ben talks Fido Labs.
  • 18:35 - There's nothing worse than being right at the wrong time. Get in early, but not too early.
  • 21:50 - Ben is always looking for the next big shift/idea.
  • 25:50 - How much is pre-seed, seed, and series A investing usually?
  • 29:20 - Money as a sole-driving force just doesn't cut it.
  • 30:55 - Ben recommends a couple of books.
  • 32:45 - The dollars that come with your successful are just a natural consequence.

Tweetables

The pitch deck is the table of contents in a navigational way.
It's hot for someone else, it's cold for you.
I need five things to make an investment, people, people, people, the great idea, and a huge market if it works.
Tenacity is the key trait in a founder.
Nothing worse than the right idea at the wrong time.
Team, idea and huge market all needed. 

Links Mentioned

Predictably Irrational by Dan Ariely Road Less Traveled by Scott Peck Self-Reliance by Ralph Waldo Emerson Ben Narasin Twitter Folloze

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Oct 9, 2015

 

Episode Summary

Eric Scott is the technical assistant for Max Levchin and works at HVF Labs. Eric helps manage external investments at HVF, which stands for Hard, Valuable, and Fun. Eric talks on how the company got it's name, what Eric and his team look for in a pitch, and talks on why the startup Zen Payroll turned him from a skeptical investor to a major supporter when he heard their pitch.

Key Takeaways

  • 02:00 - Eric talks about HFV.
  • 04:00 - How did Eric get a job as a technical assistant with Max Levchin?
  • 09:30 - How much money does HVF invest in? Around $250k.
  • 13:40 - What does Eric look for in a pitch?
  • 16:35 - What's a good pitch that has good 'defensibility' against competitors?
  • 21:20 - Eric talks a little bit about SmartThings and Cover.
  • 24:40 - Eric talks on how he went from skeptical to completely sold when Zen Payroll pitched him.
  • 30:10 - What is BlockStream about?
  • 36:10 - Eric recommends the book Barbarians at the Gate by Bryan Burrough and John Helyar.
  • 38:30 - Don't confuse your investors. Make your pitch clear.

Tweetables

A founder's authentic passion about the problem is infectious to investors
Do your homework on what investors' passion points are before you pitch.
How to make investors go from skeptical to enthusiastic.

Links Mentioned

Raportive
Venmo Glowing
Hard Valuable Fun
Barbarians at the Gate by Bryan Burrough and John Helyar.
Eric Scott Twitter
HVF Twitter
HVF - Breaking the Barrier: the race for the first 1 person $1B company

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Oct 2, 2015

 

Episode Summary

Chris Camillo has an amazing story on how he turned $20,000 into $2 million through investing wisely in Wall Street. He wrote a book on how he was able to identify game-changing trends before anyone else entitled, Laughing at Wall Street. Chris is now the Co-Founder of a recently launched product called TickerTags. TickerTags analyzes and searches for changing trends on social media based on user-defined keywords. Chris talks about TickerTags, raising $1.5 million at the seed round stage, and how he was able to spot trends before Wall Street financial analysts.

Key Takeaways

  • 02:20 - Why does Chris love startups?
  • 04:05 - How did Chris turn $20k into $2 million?
  • 07:45 - Chris shares a story on how you can spot trends before the financial analysts do.
  • 10:10 - Chris talks about TickerTags.
  • 14:20 - It's a fantastic time to be an stock market investor, because technology is making it easier.
  • 16:35 - Chris talks on how he plans to monetize TickerTags.
  • 19:40 - How did Chris raise $1.5 million at the seed round stage?
  • 21:00 - You must establish yourself as a thought leader.
  • 23:00 - When investors trust in your team, it makes it easy for them to invest.
  • 24:20 - Every entrepreneur should plan to raise money from their customers first.
  • 26:20 - When your customers turn into investors, you have traction.
  • 29:00 - Always be upfront with your hurdles and know your competitors.
  • 33:30 - Chris suggests to regularly read blogs and to keep up to date with the startup finance space.
  • 34:45 - Sign up to TickerTags and mention you heard about them on this podcast to get past the waiting list faster.

Tweetables

All change is detectable.
Be upfront about your hurdles in your pitch.
Know ALL your competitors when you pitch.
Be a thought leader to get funding.
New investors are successful startups not bankers.

Links Mentioned

TickerTags
One Up On Wall Street by Peter Lynch.
Laughing at Wall Street by Chris Camillo
Chris Camillo Twitter
TickerTags Twitter

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Sep 25, 2015

 

Episode Summary

Jon Paul is the CEO of Value Added Finance Resources and brings an incredible amount of experience to this interview. Jon has turned companies hitting rock bottom around to multiple million dollar revenue streams. He prevents entrepreneurs, nonprofits, and startups from making key mistakes that could ruin their success as a business. Jon talks on several different ways you can value your company and how you can prevent a down round from happening on your second round of funding.

Key Takeaways

  • 02:10 - Harder, faster, cheaper is not a change in direction.
  • 03:15 - What's Jon's background?
  • 06:55 - Jon talks on helping a telecom provider grow their stock from $2 to $65 in two years.
  • 12:45 - How much equity should I gave a CTO or someone similar?
  • 14:30 - How do you value a company accurately?
  • 19:15 - What's a down round?
  • 21:05 - How can you prevent a down round from happening?
  • 23:45 - Tips to keep in mind when pitching?
  • 28:45 - Founders need opposite partners. Example: The risk taker who has someone to watch his back.

Tweetables

You need to start even if where you end up is not where you think you’re going.
Harder faster cheaper is not a change in direction.
Early investors should get rewarded the most.
Startups need yin and yang on the team.
Learn from the past, but look forward.

Links Mentioned

Disrupting Class by Clayton Christensen
The Innovator’s Dilemma by Clayton Christensen
Competitive Strategy by Michael E. Porter
Blink: The Power of Thinking Without Thinking by Malcolm Gladwell
Freakonomics
People Smart in Business by Tony Alessandra and Michael J. O’Connor
Content Chemistry by Andy Crestodina
Value Added Finance Resources

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Sep 18, 2015

Episode Summary

Nasir Ali is an angel investor for Seed Capital Fund, the co-founder of a non-profit called Upstate Venture Connect, and he's the managing director for StartFast Venture Accelerator. Nasir shares his insights on what his companies look for in a pitch and the importance of coachability in an entrepreneur. Nasir believes data will point you to all the right answers and shares an example of a company who had to pivot four times based on new data they had collected.

Key Takeaways

  • 01:55 - Nasir shares his story on why he loves startups.
  • 05:00 - What's the Seed Capital Fund's process?
  • 06:20 - What does Nasir look for in a pitch?
  • 08:20 - Nasir explains common pitch mistakes new entrepreneurs make.
  • 10:55 - Nasir talks about Chequed and what they did right in their pitch.
  • 15:50 - How does Nasir help startups?
  • 20:00 - Coachability is sometimes a double-edged sword, but it's a critical key in an entrepreneur.
  • 21:25 - It's always about the data. The data will lead you towards or away from an action.
  • 21:55 - Nasir shares a story about SpinCar and how they pivoted four times.
  • 27:20 - What does StartFast's demo day entail?
  • 30:00 - Nasir talks Upstate Venture Connect.
  • 33:30 - Recommended reading? Startup Communities by Brad Feld and The Rainforest by Victor Hwang and Greg Horowitt.

Tweetables

Be coachable not impressionable.
Great investors solve unknown needs of founders.
Explain the problem you solve in a way that is easy to understand.

Links Mentioned

Chequed
SpinCar
Startup Communities by Brad Feld
The Rainforest by Victor Hwang and Greg Horowitt
Upstate Venture Connect
Upstate Venture Connect Twitter
StartFast
StartFast Twitter

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Sep 11, 2015

Episode Summary

Mike Brown Jr. was an Associate for Virgin and worked closely with Richard Branson where he used Richard Branson's money to invested in early stage software companies. He also worked as the General Partner for AOL Ventures before becoming the Founder of Bowery Capital. Mike shares his thoughts on what he calls, 'internet natives' and how they're now at an age where they're reaching C-level positions in large corporate companies. He also shares his thoughts on who he decides to take to the next level in his pitch deck.

Key Takeaways

  • 01:45 - How did Mike become a VC?
  • 08:10 - What's Bowery Capital's process like?
  • 12:00 - What's a good pitch deck?
  • 13:05 - Write down 10 key sentences that you want to convey to an investor.
  • 14:05 - Keep your pitch simple. Those 10 headline/sentences are key.
  • 15:25 - Why are you qualified to solve this problem? Why are you qualified to run a company?
  • 22:30 - Bowery focuses heavily on who they invest in and how they can help the companies.
  • 24:05 - Sales deck versus a pitch deck?
  • 26:10 - The best founders are the most passionate and not necessarily the best sales people.
  • 27:20 - Internet natives are making purchasing decisions and are being hired into C-level positions.
  • 33:20 - Mike has an amazing podcast called Bowery Capital – Startup Sales Podcast.
  • 34:45 - Mike recommends two books. The Sales Acceleration Formula by Mark Roberge and Traction by Gabriel Weinberg.

Tweetables

Write down the 10 key sentences that you want to articulate to an investor.
Best #founders are the ones with the most passion about why their idea is the best one now.
Internet natives changing the way #business is done.
Successful founders can answer why you are uniquely qualified.

Links Mentioned

Bowery Capital Blog
The Sales Acceleration Formula by Mark Roberge.
Traction by Gabriel Weinberg.

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Sep 4, 2015

 

Episode Summary

Lex Deak is the Founder and Managing Partner for QVentures, the Founder and CEO for Tendr Deals (renamed to OFF3R), and he is also the Ambassador for The Supper Club. QVentures has funded 14 companies and Lex talks on one key company that stands out from the rest. Lex also talks on the importance of listening more than you speak at a entrepreneur networking event and why it's important to read books you disagree with. It all comes down to diversifying yourself and keeping yourself knowledgeable on upcoming trends.

Key Takeaways

  • 01:35 - What's Lex's philosophy on 'the entrepreneurial spirit'?
  • 05:00 - What is The Supper Club?
  • 07:30 - As a young entrepreneur, you should listen 5x as much as you talk.
  • 08:15 - How did QVentures get started?
  • 11:45 - Lex talks about Stratajet.
  • 14:35 - An angel investor has to be impressed with the product as well as the founder/team.
  • 17:20 - Lex talks about Tendr Deals
  • 23:50 - What problems is Tendr Deals solving? John does a recap.
  • 27:30 - What are some of Lex's favorite books?
  • 29:10 - Lex disagrees with a lot of what he reads, but diversity is the key.
  • 29:55 - You can follow Lex on Twitter @LexDeak

Tweetables

The definition of an entrepreneur is an artist in business who creates something.
Listen 5x more than you talk when you are in a room with people smarter than you.
TENDR gets rid of investors' inbox fatigue.
When you're reading something, the whole perspective is diversity.

Links Mentioned

The Super Club
STRATAJET
OFF3R The Snowball: Warren Buffett and the Business of Life by Alice Schroeder The Chimp Paradox by Steve Peters
Big Data For Dummies by Judith Hurwitz, Alan Nugent, Fern Halper, and Marcia Kaufman
Zero to One by Peter Thiel
Lex Deak Twitter
QVentures Twitter
Tendr Deals Twitter

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Aug 28, 2015

Episode Summary

Josh Kilmer-Purcell and Brent Ridge are famously known as the Beekman Boys and the winners of The Amazing Race. When both Josh and Brent were laid off from their jobs and were facing a million dollar mortgage, they focused their full attention on turning their farm into a profitable business. They first started selling goat milk and goat milk soap products, but now they currently work with over 50 artisans and have their products featured in Target, Disney Resort, Anthropologie, and more. The guys talk to John on how they got started, important life lessons learned from their goats, utilizing their social media following to promote products, and so much more on today's episode.

Key Takeaways

  • 01:35 - Josh talks about the three rules he and Brent live by.
  • 03:15 - Brent shares their story.
  • 06:55 - Josh talks about the Mortgage Lifter tomato and why it's important to give back.
  • 09:45 - Brent and Josh still work on the farm. It reminds them where they came from.
  • 11:45 - Josh shares a story of turning a negative situation into a positive outcome.
  • 15:30 - Brent talks about the Beekman 1802 team.
  • 21:00 - How did Beekman 1802 promote their tomato sauce when companies like Ragu have a huge marketing budget?
  • 23:20 - Important life lessons you can learn from goats.
  • 27:45 - Pitching tips? Tell the entire story of how and why the product or service was created.
  • 27:55 - Today's consumers want authenticity in the branding.
  • 29:20 - Sit next to or on the same side of the table as the potential investor or client.
  • 30:50 - What can we expect to see in the future from the Beekman Boys?

Tweetables

When you pitch, sit on the same side of the table as the investors.
Look at your assets to pivot.
Shelfie vs Selfie.
Story Living vs Story Telling is key to success.
How can I use my assets to solve a problem in a creative way?

Links Mentioned

Beekman 1802 Website
Beekman 1802 Boys Facebook
Beekman 1802 Boys Twitter
Beekman 1802 Boys Instagram
Beekman 1802 Boys Pinterest

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Aug 22, 2015

 

Episode Summary

Alan Jones is a Startup Evangelist and Chief Growth Hacker for Blue Chilli Technology. Alan was also the Product Director for the Australia, New Zealand, and South Asian market for Yahoo. After leaving his job at Yahoo, Alan started several businesses, and failed, in a variety of industries he was personally interested in and now he uses his expertise to help teach other founders how to raise capital. In this episode, Alan talks on the importance of being clear on what your company culture is, using hand gestures in a pitch to reduce nervousness, and much more.

Key Takeaways

  • 02:55 - Alan recommends founders to wear their brand and make sure it's memorable.
  • 03:35 - Be clear on what your company culture is. Are you a t-shirt and jeans company?
  • 04:25 - You can even adopt a certain hairstyle that helps you stand out. Own it and be proud of it.
  • 04:50 - How did Alan go from Yahoo to Blue Chilli?
  • 08:50 - Blue Chilli is an accelerator and a VC
  • 09:50 - Blue Chilli has a curriculum for startup founders that takes 3-6 months to complete.
  • 11:40 - How many people apply to Blue Chilli's program?
  • 14:30 - Alan talks about his involvement with ScriptRock and Bugcrowd.
  • 16:35 - Silicon Valley literally breathes startups. Everyone including your taxi driver has a startup.
  • 17:45 - Some entrepreneurs believe if they just worked on an excellent product, they wouldn't have to raise capital and that is false.
  • 20:30 - People invest in people no matter how great your idea is.
  • 22:00 - How does Alan train people on how to make good pitches?
  • 23:30 - It's about how you tell the story. What genre does your story fall under?
  • 26:00 - Utilize the power of silence in your pitch.
  • 27:00 - Using hand gestures can make you appear more confident in your pitch.
  • 30:30 - What's the single most important trick to be a successful angel investor?
  • 31:15 - The most common mistake a startup founder makes is they think once they've raised the first set of funds, life will get easier.
  • 34:15 - Raising capital is just like raising money for charity.
  • 37:00 - Alan believes it's important to work on your work/life balance and develop healthy habits.
  • 38:50 - Alan recommends founders should read up on behavioral economics.
  • 41:00 - You can find Alan all over the web as BigYahu.

Tweetables

People should wear their brand and make sure that it's clear and memorable.
Grab people by the heart strings and pull hard!
Use gestures to reduce your nervousness and increase your confidence.

Links Mentioned

Blue Chilli ScriptRock Bug Crowd The single most important trick to being a successful angel investor Dan Ariely Predictably Irrational by Dan Ariely Alan Jones Twitter

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Aug 14, 2015

 

Episode Summary

Matt Dunbar is the Managing Director at Upstate Caroline Angel Network and the Co-Founder of the South Carolina Angel Network. He was named Greenville's 50 Most Influential People by Greenville Business Magazine in both 2010 and 2013 and has a lot of wisdom to share about what it takes to be an angel investor. Matt also shares the four things you need in order to build credibility with angel investors in your pitch.

Key Takeaways

  • 02:30 - Matt shares a little bit about his background.
  • 05:50 - When Matt started his career, he slowly had an 'itch' to become an entrepreneur.
  • 07:35 - You have to move away from left brain thinking in order to pitch someone.
  • 08:30 - Matt talks on how he became involved in angel groups in South Carolina.
  • 10:30 - How important is timing?
  • 13:20 - Who does Matt let into his angel network?
  • 16:00 - Investors are looking for some kind of exit strategy 3-5 years from now.
  • 16:20 - Matt looks for pre-capital efficient startups.
  • 19:40 - What kind of returns are investors looking for?
  • 21:20 - Matt shares a ROI success story.
  • 24:20 - In a pitch, build credibility with an investor.
  • 27:35 - John recaps the four things that helps build credibility.
  • 28:30 - How do you defend your business model and accurately know your numbers?
  • 30:55 - Matt recommends two books, Venture Deals and Antifragile.
  • 33:05 - Check out UpstateAngels.com and SCAngelNetwork.com for more information.

Tweetables

When you are faced with uncertainty and ambiguity, you can try to create order from that chaos.
When you get in front of investors, your key objective is to build credibility.
The best way for us not to run out of cash is to go get customers.
Validate the economics and then we can dream together.

Links Mentioned

Venture Deals by Brad Feld and Jason Mendelson
Antifragile by Nassim Nicholas Taleb
Upstate Carolina Angel Network
South Carolina Angel Network
Upstate Carolina Angel Network Twitter
Effectual Entrepreneurship by Saras Sarasvathy

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Aug 7, 2015

 

Episode Summary

Sam Horn is an Intrigue Expert, author, and TEDx speaker. Sam has written six books with her new book entitled, Got Your Attention? Sam has helped hundreds of clients prepare for high-stakes key notes, fund-raising pitches, investor decks, and TED talks. She shares one success story where her client was able to capture the attention of investors within the first minute of her pitch. She even walks John through the 70/10/10/10 method live on the show and teaches him how to create a captivating and intriguing blog post.

Key Takeaways

  • 03:20 - When you're first to the market, you own the market.
  • 05:00 - People often times talk themselves out of a deal.
  • 05:30 - What's the eyebrow test?
  • 07:00 - How did Sam help Kathleen Callender make her pitch pop and get the investor's attention within 60 seconds?
  • 09:40 - Don't become a bore, chore, or snore.
  • 12:00 - Using the word 'imagine' in your pitch is so powerful. Get the investor to visually see what you're trying to solve.
  • 15:30 - How did Sam become an Intrigue Expert?
  • 17:50 - Big decision makers are used to being in control. So, put a sock in it and let them ask you questions.
  • 19:05 - Welcome the 'no'. The sign of a true leader welcomes objections.
  • 20:00 - Sam explains the 70/10/10/10 method.
  • 24:45 - Sam coaches John on how to use the 70/10/10/10 method in real-time.
  • 26:55 - Sam breaks down the WWWAVE acronym and what it means.
  • 32:45 - In your blog post or story, what went wrong? A is for Adversity.
  • 33:25 - V is for Victory, the happy phrase in your story.
  • 34:55 - E is for Emotional context.
  • 37:40 - Sam talks about her books.
  • 41:05 - Feel free to follow Sam on Twitter and check out her blog posts on her website.
  • 41:15 - What to prepare for a pitch, TED talk, speech? Get in touch with Cheri(at)IntrigueAgency.com

Tweetables

When you're first to market, you own the market.
We just got our ideas in your mental door.
So, let's not bore, chore, or snore.
You just GTS. Now, if you're a boomer, that's Google That Stuff.
Objections are the answer to the test.
Turn infobesity on its head.

Links Mentioned

Intrigue Agency
Sam Horn Website
Sam Horn LinkedIn
Sam Horn Twitter
Sam's Email Address
How To Become The Picasso of Pitches

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Jul 29, 2015

Episode Summary

Chris Hanks has owned multiple businesses in the music, ecommerce, publishing, and export industry. He is the co-author of the bestselling book, School for Startups and currently runs the KSU Entrepreneurship Center at Kennesaw State University. Chris is a big advocate for getting out of your comfort zone and tells the audience, 'when in doubt, go do'. He talks on why it's so important for leaders to have clarity in their business and if you want to grab an investor's attention, you have to give them goosebumps when they hear your pitch.

Key Takeaways

  • 02:25 - Why does Chris teach entrepreneurship?
  • 04:10 - When in doubt, go do. We learn through actions and things that scare us.
  • 05:00 - When did Chris decide he wanted to be an entrepreneur?
  • 07:30 - What does a business appraiser do?
  • 09:20 - Ask yourself, 'How do I reduce risk in the mind of the investor?'
  • 11:15 - You have to be very clear in your milestones with your startup business.
  • 14:15 - Chris talks on how he got to know Jim Beach.
  • 17:00 - You don't have to wait for passion or creativity to start a business. Just go out and do it.
  • 19:15 - With clarity comes power. Be super clear on what you want for your business.
  • 19:55 - What makes you CEO worthy?
  • 21:20 - Ask yourself, 'So what'?
  • 22:15 - About 20% of Chris's students are female.
  • 23:45 - Goosebumps always sell. Give your investors goosebumps.
  • 26:15 - Chris names all of his pitch approaches after musicians. His pitches can range from the Kayne West approach to the John Lennon approach.
  • 27:55 - Instead of telling an investor what you do, tell them what you believe.
  • 29:00 - Chris recommends a couple of books every entrepreneur should read.
  • 30:15 - You can reach Chris on LinkedIn and through Kennesay State University.

Tweetables

When in doubt, go do.
Anytime risk goes down, value goes up.
Articulate the future, that's what a leader does.
Clarity equals power.
47.9% of all privately held businesses are owned by women.
Goosebumps always sell.

Links Mentioned

School for Startups by Jim Beach and Chris Hanks.
The Lean Startup by Eric Ries
The Art of the Start by Guy Kawasaki
Made to Stick by Chip & Dan Heath

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Jul 24, 2015

 

Episode Summary

Charles Smith is an New York-based angel investor and was named top 25 investors in the NY area to know. He has been an active investor since the mid-1990s and has a wealth of knowledge to share on today's show. He talks on why he believes Style Lend is changing the world for the better, why he loves the startup company Boxed, and why you should network with entrepreneurs who have already pitched the angel investor you're interested in.

Key Takeaways

  • 01:50 - What is Social Starts?
  • 06:20 - Technological skill is what enables you to beat the competition.
  • 09:20 - Charles talks about Style Lend and how they are changing the world.
  • 13:40 - Charles loves the startup company Boxed.
  • 17:50 - Why did Charles want to be an investor?
  • 20:05 - Network with entrepreneurs who have already pitched the same investor you're interested in.
  • 23:10 - There are no new ideas, so why are you the person to do this?
  • 26:30 - Charles believes merchandising will charge dramatically in the upcoming years.
  • 28:30 - Entrepreneurs should start reading Neal Stephenson's books.
  • 30:25 - Don't dread the pitching process, see it as a way to learn from smart people who have been there before.

Tweetables

The internet has enabled trust over distance at scale for the first time in human history.
The coach of the Eagles says, 'Culture beats scheme.
You don't have to be as big as Google, obviously, to treat people well.
How do you handle "trough of sorrow?

Links Mentioned

Charles Smith Twitter Social Starts

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Jul 17, 2015

 

Episode Summary

Scott Eddy was named the Top 10 Global Travel Influencer on Klout and he is also the Global Brand Ambassador for the startup Zipkick. Scott believes the R in ROI stands for relationships and he talks to John on how he was able to develop a 608,000 Twitter following based on this philosophy. Scott Eddy has lived all over the world and shares how he went from being a stock broker to a digital nomad.

Key Takeaways

  • 02:10 - Scott shares a little bit of his background.
  • 04:30 - You have to be genuine and really believe in the product you're pitching. People can tell when you're not.
  • 05:45 - Saying what's on your mind doesn't work as well anymore. Storytelling can really make people pay attention.
  • 08:30 - The only way you can build a whole new network is on social media.
  • 11:15 - Twitter is so transparent. It's the only place where you can see what the competition is doing.
  • 13:00 - What is Zipkick?
  • 18:55 - KLM is using social media to help book people's flights.
  • 21:05 - Scott is the same person on social media as he is in person. Be yourself. Faking till you make it doesn't always work.
  • 22:25 - Scott loves podcasts and recommends Gary Vaynerchuk and Grant Cardone.
  • 24:20 - Favorite place in the world? Scott love Thailand.
  • 26:50 - VCs in South East Asia ask for a short video clip along with a startup's pitch.
  • 28:35 - Scott shares some Twitter tips. Build your personal brand first, always follow back, and more.
  • 31:05 - Zipkick will be releasing in the next few weeks

Tweetables

I always say the R in ROI definitely stands for relationships
If you don't have the skills to be a storyteller, practice it.
Storytelling used to mean you were a liar 10 years ago. Now, it means you have a compelling way to express your ideas.
Chase the conversation, not the big names.

Links Mentioned

The Likeability Factor by Tim Sanders
Mr. Scott Eddy Website
Mr. Scott Eddy Twitter
Zipkick

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Jul 10, 2015

 

 

Episode Summary

John Allen is the founder of iBlaise Consulting and is also an innovator in the bio-tech industry. In 1996, John worked for Agouron Pharmaceuticals. Their work was instrumental in targeting HIV enzymes and Agouron was later acquired by Warner-Lambert for $2.3 billion dollars. John talks on the five core values of iBlaise, how to pair the correct C executives with an entrepreneur's personality type, and much more.

Key Takeaways

  • 04:50 - Why was Warner-Lambert interested in Agouron?
  • 08:40 - A compelling vision and getting investors to fund you requires two different stories.
  • 10:00 - Entrepreneurs are full of possibilities. Investors are full of probabilities.
  • 11:25 - Having empathy towards what the investor is looking for is critical.
  • 14:00 - John Allen incubated Open Finance Network and talks about what they do.
  • 20:20 - John talks on his company's values. Investors look for values in entrepreneurs.
  • 22:30 - Investors are always looking for red flags.
  • 25:20 - Investors want to talk to early adopters of your product or service.
  • 28:20 - If there's friction in the team, then that's a risk to investors.
  • 33:55 - Feel free to email John Allen if you're interested in getting funded.

Tweetables

If you're selling dog food, investors want to see the dogs eating it
Two types of entrepreneurs, visionary and market place innovators
Teamwork requires security, identity, knowledge and sensation
3 must haves for investors: Your secret sauce, team and market place potential
Suspend reality so you have vision over visibility
Investors do not want to invest in your dream, they want to invest in a rate of return for their money.

Links Mentioned

The History of the Decline and Fall of the Roman Empire by Edward Gibbon
iBlaise Consulting, LLC

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