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The Successful Pitch with John Livesay

The Successful Pitch interviews thought leaders, speakers and authors as well as successful startups who share their secrets in raising funding, Investors give inside tips on what they look for when they hear a pitch. Join your host, The Pitch Whisperer and author John Livesay as he provides insights on how to make your pitch compelling, easy to understand and inspiring. John is a keynote speaker on Getting To Yes and shares tips on going from invisible to irresistible to win new clients.
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Now displaying: May, 2016
May 30, 2016

Kim Kaselionis Interview

Episode Summary

Angela Lee is the CEO and Founder of 37 Angels, a community of woman investors who are passionate about investing in early stage companies. Angela's goal is to bring the number of women investors up from 13% to 37% and provides a ton of helpful resources through her website on how woman interested in this space can get into investing. She shares her criteria for what she looks for in a founder and what she likes to see in a pitch on the show.

What Was Covered

  • 05:00 - Angela became an investor by accident.
  • 06:40 - What kind of qualities does Angela look for?
  • 09:50 - You have to fundraise in an organized way.
  • 11:30 - Why did Angela create 37 Angels, 3 years ago?
  • 13:40 - Investors do not have all the power. The power is shared equally because both the entrepreneur and the investor want the same thing.
  • 14:15 - Who is Angela's ideal founder?
  • 15:10 - Angela talks about the various industries she and her team likes to invest in.
  • 18:10 - How should someone pitch Angela?
  • 18:25 - Don't pitch the product, pitch the business. The product will most likely change.
  • 20:15 - We live in a world where we can do so much for so little from a monetary perspective.
  • 21:25 - What are the three instances where your customer is going to use your services?
  • 25:00 - Typically, for each million you want, you will give 20-25% equity for it.
  • 26:10 - Angela recommends two books.
  • 27:45 - 37angels.com has extensive resources that are helpful to founders.
  • 28:15 - Not all accelerator programs are created equal.
  • 29:00 - Angela loves Hire An Esquire.
  • 29:10 - By 2020 - 40% of our workforce is going to be freelance.
  • 30:40 - Angela will often ask a founder, 'Why?'
  • 31:35 - 37 Angels is an angel investor network as well as a training program for aspiring women investors.

Tweetables

Have stamina and determination to overcome life's speed bumps.
Confidence attracts investors.
Convert your social capital to venture capital.
Be engaged and engrossed to show passion.

Links Mentioned

JRobinett Enterprises
Traction by Gabriel Weinberg and Justin Mares
How Full Is Your Bucket by Tom Rath
Hire An Esquire
37 Angels
37 Angels Twitter
Angela Lee Twitter

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May 23, 2016

Kim Kaselionis Interview

Episode Summary

Kimberly Kaselionis is the Founder and Managing Partner at Breakaway Funding, a private business investment firm. She has more than 25 years of senior executive experience in the community bank and investment management industry. Kimberly has a wealth of knowledge on how to proof your idea and get funding from your customers.

What Was Covered

  • 03:00 - How did Kimberly get started in this space?
  • 03:45 - Are entrepreneurs born or are they made?
  • 04:25 - Why did Kimberly leave the banking industry?
  • 06:00 - What were some of the surprises when Kimberly launched Breakaway Funding?
  • 07:05 - What kind of challenges did Kimberly face? Kimberly talks about her business revenue model.
  • 09:00 - Kimberly will be a moderator at the Global Alternative Funding conference.
  • 13:20 - Kimberly discusses some of the benefits of crowd funding.
  • 14:30 - What does a typical day look like for Kimberly at Breakaway Funding?
  • 17:35 - Kimberly shares one more example of why crowd funding is so great.
  • 20:15 - We are no longer living in a time where we get to benefit at your expense.
  • 20:45 - Kimberly shares tips on how to get people emotionally engaged with your vision/pitch.
  • 22:30 - Remember, the confused mind always says no.
  • 23:10 - We do need time to read books, so read a bad novel and relax! It's okay to take a time out.

Tweetables

Have stamina and determination to overcome life's speed bumps.
Confidence attracts investors.
Convert your social capital to venture capital.
Be engaged and engrossed to show passion.

 

Links Mentioned

Judy Robinett' Website
Breakaway Funding
4th Annual Global Alternative Funding Forum Addresses State Of The Art Options – Los Angeles
Kim Kaselionis on Linkedin
Breakaway Funding on Twitter
Kim Kaselionis on Twitter
Startup Seed Funding for the Rest of US by Mike Belsito

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May 16, 2016

David A. Rosen Interview

Episode Summary

David Rosen is the founder of TechX Foundry and is currently a mentor at TechLaunch, a New Jersey based accelerator. He also won Innovator of the Year award for simplifying the manufacturing industry in New Jersey. David discusses three ways a company can be managed and offers some pros and cons for each management style. Management style is important to define beforehand so that you can ensure you have the correct team in place to make it a reality.

What Was Covered

  • 03:50 - How did David get started?
  • 06:20 - David started his first SaaS company in 2001.
  • 08:45 - So many people fall in love with their product, but the reality is it needs to add value to others.
  • 08:50 - You can manage a company with a focus on the product, the process, or the customers. Pick one.
  • 10:40 - David recommends focusing on the customers before you focus on the product or the technology.
  • 11:45 - What are the pros and cons of managing the process of a company?
  • 13:35 - Before you pitch the investor, figure out which of three ways you plan on using to manage your compa
  • 14:20 - David talks about winning The Innovator of the Year award.
  • 19:30 - New York is now the second largest market for investments, next to San Francisco.
  • 20:20 - David talks about the three areas of TechX Foundry – Robotics, 3D Printing, and Tech Fashion.
  • 26:15 - How can you prove to investors that you and your team are the right people to execute an idea?
  • 27:25 - Remember, you can't do everything yourself.
  • 28:10 - David recommends the book the Lean Startup.
  • 30:55 - It's all about collaboration, innovation, and the desire to create successful lives.

Tweetables

A company has to have value. That's the first litmus test.
What are you truly bringing to the table?
At some point, you have to divide and counter and you gotta collaborate.
Always put your ego aside.

Links Mentioned

Selling Secrets for Funding
TechX Foundry
The Lean Startup by Eric Ries
David A. Rosen on Twitter

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May 9, 2016

Bob Burg Interview

Episode Summary

Bob Burg is best known for his book Endless Referrals as well as The Go-Giver, co-authored with John David Mann. Bob makes an excellent point that if you give value to the people you serve it will not only make you a happier person, but it will also increase your financial success. He breaks down what the main difference is between price and value and why you always want to give more value than the price. Listen in for more great tidbits from Bob.

What Was Covered

  • 02:30 - How did Bob come up with the title for the book?
  • 02:55 - A title to a book is like a headline to a sales letter.
  • 03:45 - Giving is not only a great way to live a life, but it's also a financially profitable one.
  • 04:45 - What's the difference between price and value?
  • 06:45 - Value is conceptual. Give more in value than you receive in payment.
  • 07:10 - Focus on providing your clients with a valuable experience.
  • 08:10 - You need to become irresistible to investors and the best way to do that is by showing value.
  • 08:20 - What was the most helpful advice Bob received?
  • 10:25 - How important is empathy?
  • 12:10 - What should the first question always be?
  • 14:10 - Nobody gets funded by doing this alone. How do you find the right advisers/mentors?
  • 17:35 - The go-giver philosophy makes sense in a very practical way. Bob explains further.
  • 20:05 - The worst thing we can do is expect other people to see happiness the way we see happiness.
  • 20:25 - Remember, we all have limits.
  • 21:15 - As a go-giver, it's your job to find out what makes others happy and give it to them.
  • 23:15 - How do people create influence?
  • 25:55 - Last piece of advice: tap into your core and don't be someone you're not.
  • 27:35 - We got a lot of negative messages from the world saying people are mean and nasty, but it couldn't be further from the truth.

Tweetables

Pass the litmus test with investors, with a hook.
Inspiration and sweat equity are not enough to get funded.
Do people have app fatigue?
Personalization in robotics is coming.

Links Mentioned

Bob Burg's Website
The Go-Giver by Bob Burg and John David Mann

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Crack The Funding Code!

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May 2, 2016

Michael Glauser

Episode Summary

Michael Glauser describes himself as an entrepreneur anthropologist. He is an entrepreneur, an educator, and the author of Main Street Entrepreneur. In the book, he traveled 4,000 miles on his bicycle to interview entrepreneurs all throughout the United States. He says one of the things that helped him keep going was by changing his mindset from 'how are you feeling?' to 'how are you thinking?' That question alone gives him inspiration and the will to carry on.

Key Takeaways

  • 02:20 - What was it like having someone try to buy Michael's company when he wasn't even selling?
  • 05:30 - Why did Michael ride 4,000 miles on his bicycle to meet entrepreneurs?
  • 07:20 - Michael wanted to find entrepreneurs who are succeeding in this new economy.
  • 07:45 - It's important to talk to as many founders as possible so you can learn some of the mistakes they ma
  • 09:20 - Business is all about strong relationships, so you'll always be pitching your business.
  • 11:35 - What is NERCM?
  • 18:00 - How can you build a good advisory board?
  • 21:10 - Want to find some new mentors? Start with people you know first.
  • 23:30 - You're better off keeping the position open than hiring the wrong person. Michael shares a story abo
  • 23:55 - Teamwork is tough. It's hard to build a strong team.
  • 25:45 - When looking for investors, it has to be a win-win relationship for both you and them.
  • 26:25 - Who has zealous tenacity?
  • 29:15 - How did Michael manage and properly plan out the bike ride?
  • 30:45 - Change 'how are you feeling?' to 'how are you thinking?'
  • 32:25 - Final thoughts? Anybody can do this. Anybody can build a mainstream business.
  • 33:35 - 70% of us are unengaged at work. We don't like the work and we don't like our jobs.
  • 33:55 - With the rise of technology, there may not be enough jobs in the next few years, which is why you sh

Tweetables

Investors pick people they know, like and trust.
You don't motivate an investor, you find out what motivates them.
Happiness is relative, so find out what makes investors happy.
Does your idea serve a huge number of people?
Change how are you feeling? to how are you thinking?

Links Mentioned

Selling Secrets for Funding
Mike Glauser's Website
The Main Street Entrepreneur
Mike on Twitter
Main Street Entrepreneur by Michael Glauser

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