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Podcast title The Successful Pitch with John Livesay
Website URL http://www.johnlivesay.com
Description The Successful Pitch interviews successful thought leaders and entrepreneurs who share their stories so you can have a road map to success. Join your host John Livesay, sales keynote speaker, sales expert and author as he provides insights on how to make your pitch compelling, clear and concise. You can download the Free sneak peek of his book "Better Selling Through Storytelling at http://www.johnlivesay.com.
Updated Wed, 12 Jun 2019 14:11:57 +0000
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Category Business
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Episodes

1. Radio And Podcast Marketing In 30 minutes - Jim Beach | TSP 208
https://johnlivesay.com/radio-... download (audio/mpeg, 33.36Mb)

Description:

One of the great ways to promote your business is through radio shows and podcasts. Jim Beach, entrepreneur and author of Free Radio & Podcast Marketing in 30 Minutes, guides us on how to do it. Helping not only your marketing but search engine optimization as well, Jim talks about making your content searchable and ranking out there. He shares the secret to creating a good pitch, laying down the do’s and don’ts of pitching and why you have to make it both informative and entertaining.

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2. Create And Elevate Your Value with Tim Riesterer
https://johnlivesay.com/create... download (audio/mpeg, 31.35Mb)

Description:

Valuing yourself before valuing your business is an ideal order when gearing towards success. Chief Strategy and Research Officer of Corporate Visions Tim Riesterer believes that decision science is key towards delivering more value to anyone aiming to succeed both in business and life. He talks about how he has helped companies build messages that are aligned with the invisible forces at work in the customer decision. The values of conversion creating, elevating, capturing customer value, and creating expanded value are key in elevating value in a company. He shares about the implementation of all of these values, including the introduction of an unconsidered need in creating pricing uncertainty. Overall, Tim suggests that inspiring somebody to decide to change and considers doing it with a leader or mentor are what value creation and decision science are all about.

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3. Financial Peace Of Mind with Michael Nathanson
https://johnlivesay.com/financ... download (audio/mpeg, 27.29Mb)

Description:

While being a lawyer and financial planner, Michael Nathanson was diagnosed with a brain tumor that completely changed his life. Realizing how we need a specialist in the medical field, he believes that the same should be true with our financial health. Now, Michael is the Chairman and Chief Officer of The Colony Group. He shares the reasons why going to someone who knows what they are doing is key to achieving financial peace of mind. Discover the five pillars for getting financial peace of mind and financial independence and learn some tips on finding the right advisor for you.

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4. Mr. Persuasion - Jeff Tippett | TSP 206
http://thesuccessfulpitch.full... download (audio/mpeg, 31.39Mb)

Description:

The success of your business depends on how well you persuade. Sharing his mastery on the art of persuasion is Mr. Persuasion himself, Jeff Tippett. As the founder of the award-winning PR firm, Targeted Persuasion, Jeff gives great insights on what it takes to successfully do a pitch, whether you are a new client, someone who wants to get hired, or looking for funding. He talks about what captures people’s attention and, at the same time, how to be consistent with your brand and messaging. Believing that everyone has this superpower to persuade, he suggests ways on how people can tap into that. Jeff also reveals the steps to building trust, crafting a call to action, and storytelling.



5. How To Raise Successful People with Esther Wojcicki
https://johnlivesay.com/how-to... download (audio/mpeg, 29.27Mb)

Description:

In this day and age, we are faced with an epidemic of parental anxiety as more and more parents struggle on building a strong foundation for their children to be successful in life. Esther Wojcicki, author of How to Raise Successful People: Simple Lessons for Radical Results, is here to encourage parents and tell them to relax. Her book offers essential lessons for raising, educating, and managing people to their highest potential. Known to her friends as “Woj,” she is an educator, and author, and a journalist. Woj shares the significance of empowering children starting from home and why we need trust and show them they can do and figure things out on their own no matter what age they are. Moreover, she shares her secret to raising successful people – TRICK – which stands for trust, respect, independence, collaboration, and kindness.

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6. The Front Row Factor - Jon Vroman | TSP 205
http://thesuccessfulpitch.full... download (audio/mpeg, 29.55Mb)

Description:
Some days, we unknowingly find ourselves standing in the back row, looking at all those people who are having the time of their lives. We then think how nice it must be to be just like them. Jon Vroman tells you that you can! He is a keynote speaker, bestselling author, and the co-founder of Front Row Foundation, a charity that creates incredible once-in-a-lifetime experiences for kids and adults with life-threatening illnesses. Jon gives some inspiring advice on being able to come out of the darkness and into the light at the front row of your life. He lets us in on how to be a moment maker ourselves, to learn about life from the people fighting for it, and to be able to lift them up.


7. Clarity Win$ - Steve Woodruff | TSP 204
http://thesuccessfulpitch.full... download (audio/mpeg, 26.78Mb)

Description:

We are at the age of information that it becomes too chaotic to ever come out of it and offer something that stands out. Helping you to cut through the noise is the King of Clarity, Steve Woodruff. He lays down the three ways that can break through in a world where everyone is listening to so much information, allowing you to log into their brain and memory; he breaks down having a story, a symbol, and a snippet of information. Proving how, as his book is called, Clarity Win$, Steve shows the importance of arriving a clear identity, focus, and message in order to be heard, remembered, and referred.



8. The Speaker’s Spotlight: Using Complementary Skill Sets As Leverage - Martin and Farah Perelmuter
https://johnlivesay.com/the-sp... download (audio/mpeg, 33.43Mb)

Description:

When two skill sets match, it would definitely be an unstoppable joyride to success. It is the awesome secret sauce of entrepreneur couple Martin and Farah Perelmuter, Founders of Speakers’ Spotlight – a speakers’ bureau on a mission to change the world by helping clients put the right speaker in front of the right audience at the right time. Having taken the leap of faith to entrepreneurship, the power couple shares how they came up with their business, the value of complementary skill sets, and the concept of due diligence. Firm believers of building a business on trust, Martin and Farah tip us with the lessons they learned from the success of their first business and how they were able to apply it to the Spotlight Agency.

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9. Digital Leadership - Erik Qualman | TSP 202
http://thesuccessfulpitch.full... download (audio/mpeg, 30.22Mb)

Description:

Technology has greatly changed the dynamics of the world. Great leaders know how this impacts the business and therefore, learned to adapt with it. Taking the two together is best-selling author and keynote speaker, Erik Qualman, as he talks about the concept of digital leadership. Known as Equalman, the Digital Dale Carnegie, and The Tony Robbins of Tech, Erik shares how he has grown in his life by changing his mindset along the way and starting to look at how life happens for you and not to you. He believes that even failure has to be done right. Erik gets down into his work with Digital Leader, the superhero concept he has created a brand around, and why you should set a laughable goal. He reveals his secrets on what it means to give digital hugs especially in a world where it is easy to become impersonal.



10. Emotional Sobriety - Bill Stierle | TSP 201
http://thesuccessfulpitch.full... download (audio/mpeg, 36.16Mb)

Description:

Bill Stierle, founder of Corporate Culture Development and a dynamic and commanding thought leader in emotional intelligence and thinking styles, gives an interesting perspective on how we can communicate in business. Bill spills the secrets on how to resolve conflict while giving us a peek into his new book called Emotional Sobriety. He talks about how to become a communications lifesaver while laying down the differences between criticism and critical, empathy and sympathy, and truth and trust. Bill provides great examples that present situations where we can apply effective communication amidst tension where people become defensive in one way or another. He gives a great formula to handle the very common objection of, “I have to think about it."



11. Say Something Entertainment: Pitching For Engagement - Kevin Hekmat | TSP 200
http://thesuccessfulpitch.full... download (audio/mpeg, 29.16Mb)

Description:

When we think of talent managers, we immediately only see celebrities and actors. This limited view overlooks the many talents out there who are expressing through various art forms their abilities to change the audience’s lives. Kevin Hekmat takes this on by founding Say Something Entertainment. As a talent manager, he goes about the idea of inspirational entertainment as he handles poets, speakers, writers and more! He shares to us how he came up with this while giving some helpful tips about pitching and where silence plays an important part in that. Kevin also talks about collaboration and being authentic and passionate, placing art as a mirror to the different lives we live everyday.



12. Premiere Speakers Bureau - Shawn Hanks | TSP 199
http://thesuccessfulpitch.full... download (audio/mpeg, 29.02Mb)

Description:

Growing up a la the von Trapp family singers, Shawn Hanks has lived with music and performing throughout his life. Now he imparts the knowledge of learning to create a feeling and communicate an idea to an audience among speakers and event partners as the CEO of Premiere Speakers Bureau. Shawn shows us the other way of selling which is to be able to communicate and connect at the same time. He shares some great advice on how you can keep your people loyal just as you do your clients. Shawn also talks about how his merger and acquisitions case became a success, giving tips on how to decide which accounts to target and what to say in your pitch to stand out as a brand.

 



13. How To Be A Secret Weapon - Brian Palmer | TSP 198
http://thesuccessfulpitch.full... download (audio/mpeg, 28.61Mb)

Description:

Loyal customers are repeat customers and they surely help in keeping the business running. It doesn't take a lot to gain loyal customers, but oftentimes in people's desire to prioritize big fat sales over putting their customers' need ahead of their own, what is essential is often missed out. Brian Palmer, Senior Vice President at National Speakers Bureau, shares how he has been referred to by his loyal customers as their "secret weapon." He talks about important lessons that he picked up and learned in his journey where his father served as his guide and influence.



14. Critical Thinking + Listening = Success with Lisa Warren | TSP 197
http://thesuccessfulpitch.full... download (audio/mpeg, 27.94Mb)

Description:

Critical thinking and listening are two of the most important skills you'll ever have in any kind of business. This is according to Lisa Warren, a partner at SpeakInc, which represents top speakers around the country. Lisa shares how she ended up working with speakers. She takes us through her journey and motivation and job transitions. Lisa enlightens us that along with business transactions, building relationship is the key to be successful.



15. How To Be Unstoppable - Shawn Ellis | TSP 196
http://thesuccessfulpitch.full... download (audio/mpeg, 37.15Mb)

Description:
When you combine passion and skill in your career, nothing can stop you from soaring. Shawn Ellis, founder and CEO of The Speakers Group, talks about being able to find an outlet for his passion for his personal and professional development in the meetings industry.  His clients have included Fortune 500 companies, trade associations, and healthcare organizations. His story about his journey, experiences, insights, and strategies are definitely worth sharing to serve as inspiration for people to be unstoppable.


16. Crack The Funding Code - Judy Robinett | TSP 195
http://thesuccessfulpitch.full... download (audio/mpeg, 27.93Mb)

Description:

Lack of funding is one of the biggest reasons small businesses fail. Business thought leader Judy Robinett says the big takeaway is to mitigate risk to get funding. Judy shows step-by-step how to do it in her new book, Crack the Funding Code. Crack the Funding Code demystifies the world of angel investing, venture capital, and corporate funding, and lays out a strategic pathway for any entrepreneur to secure funding fast. Learn how funding works, how investors think, and what they need to hear to put their money where your mouth is. Crack the Funding Code shows you how.



17. Big Questions with Cal Fussman | TSP 194
http://thesuccessfulpitch.full... download (audio/mpeg, 37.65Mb)

Description:

Podcaster, in-demand speaker, writer, and expert at asking the best questions, Cal Fussman believes that a good question could get you to the most powerful person on earth. Sharing a story that is not short of that, he takes us into the time where he landed an interview with Mikhail Gorbachev and how he managed to extend their conversation beyond what was allotted for. He then transitions to the power of asking the right questions, one that strikes at the heart. Equally important as well is the ability to listen, and Cal shares how it can ultimately improve your relationships with people. He shares the three things that a question is part of what allows for a successful pitch to happen while also giving us a look into his experience of being the sommelier at Windows on the World at the top of the World Trade Center.



18. Creating Experiences That Are Memorable with Gail Davis | TSP 193
http://thesuccessfulpitch.full... download (audio/mpeg, 32.93Mb)

Description:
It was in the early ‘90s when event budgets were big and the stages were filled with former heads of states and retired Olympians that Gail Davis was leading events at one of the world's largest corporations, EDS. It's now Hewlett Packard Enterprise. After watching the movie Alive, decided to search for Nando Parrado, the main subject of the movie. After research and phone calls throughout South America, Gail convinced Nando to come to speak for the first time about his experiences. The event was unbelievable. People were more than moved; they were inspired by his story. Two years later, Gail took a bold step and left a successful twenty-year career and launched Gail Davis and Associates with only one speaker on a roster, Nando Parrado. Gail shares how creating experiences that are memorable has helped her build GDA and provide service and a trusted partnership with their clients.


19. Build Your Tribe - Philip Folsom | TSP 192
http://thesuccessfulpitch.full... download (audio/mpeg, 28.31Mb)

Description:

It is not anymore about the team, it is now about the tribe. Industry leader in team building and leadership Philip Folsom of the Fulcrum Leadership Institute shares how to build your tribe in business and in life. Moving away from the concept of a team, a tribe has become the people who are beyond acquaintances or transactional business partners. Philip talks about how to build a legitimate relationship-based collaborative connection. He gives great insights on creating an environment where people feel safe and healthy, which ultimately increases productivity and loyalty. Making a play on words, he also puts forward the notion that to decide is connected to suicide and homicide where you are literally killing off other ideas. Philip goes deep into all of this as he lays down in metaphors on why we need better relationships in our businesses.



20. Pivot, Disrupt And Transform - Marcia Daszko | TSP 191
http://thesuccessfulpitch.full... download (audio/mpeg, 30.29Mb)

Description:

How leaders behave directly impact the course of the business. They are the ones that lead the people in the team to work towards a common goal and succeed. As we know it, everyone has the capacity to become a leader. The only thing therefore is to be good at it and not the judging critique that blames others. One of the world’s leading business strategists and catalyst for leadership and organizational transformation, Marcia Daszko, talks about how leaders beat the odds and survive with her book, Pivot, Disrupt, and Transform. Marcia gives the three-step process that tells people to stop focusing on the bottom line and performance appraisals, and shares how leaders should ask the right questions. On top of that, she talks about the foundational business strategies that will soon work towards improving and innovating to ultimately serve the customers.



21. Negotiation Secrets From An FBI Special Agent - Chip Massey | TSP 190
http://thesuccessfulpitch.full... download (audio/mpeg, 29.04Mb)

Description:

Growing a business means having to go through high-pressure situations. Sometimes, you get involved with misunderstandings among clients that take a toll on the entire business relationship. Talking about the art of negotiation in these kinds of situations is someone who is no stranger to this. Chip Massey, CEO of Plowshare Communications, is an FBI Special Agent who worked as a hostage negotiator. Sharing his experiences as an agent, he re-aligns it with how people running businesses can take some of the key points he learned in establishing a connection as quickly as possible. He talks about how to create instant rapport as well as how to de-escalate tense conversations with angry clients threatening to leave. Spilling negotiation secrets, he provides great insights that you can apply to your business.



22. The Marriage Of Real Estate And Blockchain - Henry Elder | TSP 189
http://thesuccessfulpitch.full... download (audio/mpeg, 29.70Mb)

Description:

Henry Elder comes from a four generation of Los Angeles real estate professionals, yet he made his own way in the world when he got out of Pepperdine. He was going to go to law school and decided to go work for a hedge fund instead, and then pivoted again and went into the world of blockchain. The lessons he's learned along the way starting his own company of surrounding yourself with people you trust as well as people who have complementary skill sets, and finally how he found a confidence at a very young age that made it contagious so that people would want to do deals with him is something you won't want to miss. Henry delves into the blockchain technology and tokenized real estate, and talks about the concept of marriage between real estate and blockchain.



23. Good Enough Now - Jessica Pettitt | TSP 188
http://thesuccessfulpitch.full... download (audio/mpeg, 29.40Mb)

Description:

Instead of sitting around pointing fingers and waiting for change to somehow magically appear, which never happens, a lot of people are looking for, “What can I do to make myself have better relationships and stronger teamwork?” Jessica Pettitt, author of Good Enough Now, provides some great insights on how to be a better leader and how to have difficult conversations with your team. Jessica compares Martin Luther King to Gandhi and to Mother Theresa, looking at what they have and don’t have in common. Discover lessons we can learn from how they led their life in getting us to a place where we're more collaborative and diverse.



24. Courage, Compassion And Rescue - Marty Brounstein | TSP 187
http://thesuccessfulpitch.full... download (audio/mpeg, 28.44Mb)

Description:

Urging leaders to make a positive difference wherever they are, Marty Brounstein talks about doing the right thing when you find yourself in a situation where it’s fear-based. As a master storyteller, he discusses the power of using stories as a way to teach people, not only engaging them but getting themselves imagine being in it. He shares his book, Two Among the Righteous Few: A Story of Courage in the Holocaust, about a young Christian couple out of Netherlands who saved the lives of over two dozen Jews during World War I. Highlighting the three key takeaways of courage, compassion, and rescue, he relates all that into the present day and ties them into how to be a better leader.



25. Happily Ever Always - Michael Rosenblum | TSP 186
http://thesuccessfulpitch.full... download (audio/mpeg, 25.55Mb)

Description:

We often look for happiness in different places and people. But no matter how much we look, we can’t seem to find it. Michael Rosenblum believes we all deserve to live Happily Ever Always and for him, that is about looking within oneself. He is a self-made man and one of America’s most successful real estate brokers—deemed even as the broker’s broker. He talks about how much of his success comes from loving what he does and in serving other people. Shedding some life into real estate, he gives light and comforting advices on going to listings, selling, buying, and marketing. Ultimately, he believes that money can’t buy you happiness but happiness can make you rich.



26. Innovation Hacks - Josh Linkner | TSP 185
http://thesuccessfulpitch.full... download (audio/mpeg, 26.82Mb)

Description:

To Josh Linkner, founder and CEO of ePrize, creativity and innovation are the lifeblood of all human progress. As such, he’s spent his career harnessing the power of creative disruption. His journey has been non-traditional at every step, using innovative hacks to topple competitors, fight through adversity, and achieve at the highest levels. In addition to his own startups, Josh has been involved with the launch, growth, or financing of over 100 other companies. Josh shares how he built the largest digital promotions agency in the world, ePrize, serving 74 of the Top 100 brands. He also touches on innovation, creativity, reinvention, and hyper-growth leadership. Josh states that focusing on not only inspiring audiences but also sharing actionable strategies is what drives meaningful outcomes.



27. Stop Hoping: Start Hunting - Jennifer Hill | TSP 184
http://thesuccessfulpitch.full... download (audio/mpeg, 24.25Mb)

Description:

Finding your dream job may not be what most people expect. For some, their dreams are only realized after life has thrown an unexpected curveball. They find that they are on to a different path than what they had planned. Keynote speaker Jennifer Hill says its okay. She shares her own personal experience when she took a different route that later on led her to become a successful president of a recruitment company. Jennifer gives some great tips on how to go about pursuing your dream job and getting hired. She also gives entrepreneurs advice on going public and taking that step to selling their companies, stressing the importance of perspectives, integrity, and the value of storytelling.



28. Happiness From The Inside Out - Rob Mack | TSP 183
http://thesuccessfulpitch.full... download (audio/mpeg, 27.41Mb)

Description:

Many people get stuck on thinking as soon as something happens then they’ll be happy. The fact of the matter is your circumstances only account for 10% of your overall happiness. People have to realize that the outside achievements are not the end all, be all to being happy and wanting to stay on the planet. Positive psychology expert Rob Mack you can achieve happiness from the inside out and the opportunity for happiness in this day and age is greater than it's ever been in the history of time. Rob shares some insights into how to persuade and influence people easily and effortlessly, and how to have a sense of peace, confidence, and joy when you pitch anything so that you are happy regardless of the outcome.



29. Talk Triggers: Word Of Mouth Marketing - Daniel Lemin | TSP 182
http://thesuccessfulpitch.full... download (audio/mpeg, 26.36Mb)

Description:

The more people talk about how remarkable your business is, the better it is for you economically. This is a fact that almost everyone in marketing knows. There is an economic impact to what we call “word of mouth”. Daniel Lemin, CMO and co-founder of Selectivor, trusted advisor and bestselling author on reputation management, digital marketing, and social media customer service, shows his expertise on this subject as he takes us into Talk Triggers. Sharing what he learned as one of the earlier employees in Google and how he got into marketing, he tells us why it’s important to be memorable to get someone to see you and talk about you. He gives us the four Rs that go into that: remarkable, relevant, reasonable, and repeatable.



30. From On Air Anchor To Blockchain - Elsa Ramon | TSP 181
http://thesuccessfulpitch.full... download (audio/mpeg, 24.94Mb)

Description:

One of the keys to success is authenticity. You can't fake that, and Elsa Ramon has it. She exudes authenticity and effervescent energy on camera. Until recently, Elsa was the weekend evening anchor for CBS in Los Angeles. She made the big decision to leave that industry and her successful career and go out and start getting involved in the world of blockchain and cryptocurrencies. From on air anchor to blockchain, Elsa shares how she made that big decision, what her future goals are, and how you can embrace new technology and still use your old skills in this new world that's being disrupted every day. She also shares some secrets of what makes a good story.



31. Exactly What To Say For Influence And Impact - Phil M. Jones | TSP 180
http://thesuccessfulpitch.full... download (audio/mpeg, 28.87Mb)

Description:

Lots of people have a great idea, but they fail to have any understanding of who they want to bring that idea to or exactly who that perfect person might be in the first place. They sit, wish, wait, hope and pray for success as opposed to point themselves in a targeted, directed fashion with the right message towards the right person at the right time. Professional sales trainer and coach, Phil M. Jones, teaches on exactly what to say for influence and impact to close a sale. Phil entered the world of business at the tender age of fourteen. With nothing more than a bucket and sponge, he went from washing cars at weekends to hiring a fleet of friends working on his behalf, resulting in him earning more than his teachers by the time he was fifteen. His career went from strength to strength, as he worked with a host of Premier League Football Clubs to help them agree sponsorship and licensing agreements, to then being a key part of growing a £240M property business. Phil is now on a mission to demystify the sales process and bring simplicity and integrity to an industry where the only thing that seem to matter are short-term results with no thought for the impact on everyone involved.



32. Pitch Secrets From Top Investor - Vic Pascucci | TSP 179
http://thesuccessfulpitch.full... download (audio/mpeg, 35.18Mb)

Description:

Starting the path to being a venture capitalist was unconventional for Vic Pascucci. Graduated as a lawyer, he went the other way to pursue a career in the financial world. Now, with more than nineteen years of experience, he shares the secrets to successfully pitch your business. Bringing up the importance of storytelling, he shows the value of being able to compel people and not just convince. Vic reveals the pitch secrets as he lays down one by one what venture capitalists are looking for and the type of pitching that would surely generate support. He also discusses how unfair competitive advantages can gain traction for your business and shares insights into Coinbase investing. 



33. Local Investing, Venture Funds, Cryptocurrency, And NYCQ - Rob Nance | TSP 178
http://thesuccessfulpitch.full... download (audio/mpeg, 24.14Mb)

Description:

Managing partner of CityBlock Capital Rob Nance gets down into the business of local investing as he shares his new venture called NYCQ, a tokenized venture fund for investment into New York City startups. Starting with his origin story, he relays the milestones that led him to his successful career, from his interest of banking to taking on the opportunities to expand with venture fund. He covers topics about blockchain and cryptocurrency in relation to how his tokenized venture has revolutionized investments by digitizing. He also talks about the role of fundraising and the essence of communication.



34. One Page Marketing Plan | TSP 177
http://thesuccessfulpitch.full... download (audio/mpeg, 27.54Mb)

Description:

Small businesses need a small business strategy that works, and that really comes down to direct response marketing. Allan Dib needed to come up with a plan that was fast, effective, and followed direct response marketing principles very closely that would move the needle for his clients. From that need was born the 1-Page Marketing Plan which is a process that’s easy for clients to fill in and literally a single page divided that into nine sections. Allan is a serial entrepreneur, marketer and technology expert. He has started, grown and successfully exited multiple businesses in various industries. He walks us through how to have a marketing plan with just one page. He said, well, your path to profit isn't getting referrals and that the marketing doesn't stop once you get a customer.



35. Are You A Sonic God? - Chris Hayman | TSP 176
http://thesuccessfulpitch.full... download (audio/mpeg, 24.83Mb)

Description:

The most exciting thing ever in entertainment is LA’s creative industry, and that's largely due to the competition. In LA, everyone's here for a reason and everyone's trying to pursue something amazing. Being around that particular level of brilliance that's abundant in LA pushes you towards the mindset of being the best at what you do, at who you are. Chris Hayman, head composer, producer and founder of Sonic Gods, explores how you, too, can have a stroke of genius. Chris makes it his mission along with his world-class team to create unforgettable music for your next big project.

Chris Hayman is a composer, music producer and creative director with over 12 years of experience creating immersive content. As the founder of both Sonic Gods (music) and Sentient Sky (production/post), Chris has brought together a team of some of the most exciting talent in the world, who have pushed the creative bar for companies such as DreamWorks, Mattel, Warner Bros, Sony, Universal, Disney, Unilever, Lexus, and Ubisoft.



36. The Magic Question: Unveiling Forensic Handwriting - Bart Baggett | TSP 175
http://thesuccessfulpitch.full... download (audio/mpeg, 31.51Mb)

Description:

Is it possible to get what you want in half the time? Forensic handwriting expert Bart Baggett dares you to ask the Magic Question: not only the ones we ask other people, but also the questions that we ask ourselves. They influence our beliefs, which influence our actions, and ultimately our success. Bart discusses a never-before-released 1 minute per day technique to manifest more love, happiness, and success. Even if you have studied Neuro-linguistic Programming before, this technique will surely open your mind to new perspectives. Is your desire to double your income, to get a promotion, to improve relationships, or to simply experience more joy on a daily basis? The answer is in your hands!

Bart Baggett is perhaps best known as the world’s #1 forensic handwriting expert who has been featured on CNN, Good Morning America, Today Show and over 1600 radio and TV shows. During his media rise, Bart started an advertising agency for authors and experts and spoke to sold-out audiences in Australia, Taiwan, India, and the USA on both self-improvement and marketing. He launched his latest book The Magic Question to #1 on Amazon with over 100 positive reviews in the first three days.



37. Firestarter - Sanyika Street | TSP 174
http://thesuccessfulpitch.full... download (audio/mpeg, 24.37Mb)

Description:

When you are writing, you have to have good human qualities. You’ve got to know how to be transparent and vulnerable and know how to collaborate. Sanyika The Firestarter believed he was none of those. Sanyika Street was originally from Washington, DC. He moved to LA to pursue a career in entertainment. At age 24, he was doing national commercials, movies and TV shows on FOX. By age 32, he had a drinking problem which left him broken. At that point, Sanyika realized that the most important thing he needed to do was to start telling his story. The first fire he lit was the light within himself through video blogging. As he started to feel better, it opened the pathways for him to move into the space of speaking and performing arts. Sanyika talks about his YHUTU approach to rebuilding himself and blazing a trail for others to follow.



38. How To Invest in Cryptocurrency | TSP 173
http://thesuccessfulpitch.full... download (audio/mpeg, 29.02Mb)

Description:

If you have been following the world of cryptocurrency, you may have noticed that Teeka Tiwari and Palm Beach Confidential are trending. That is because we are at the doorstep of the next cryptocurrency boom. Teeka is an editor at Palm Beach Research Group LLC and he is responsible for the firm's flagship service, The Palm Beach Letter and small-cap and cryptocurrency advisory, Palm Beach Confidential. One of the best case uses of the blockchain is helping homeowners, and Teeka provides professional advice to everyday people on how to invest in cryptocurrency. People need to get in the game because putting your money in stocks, bonds, and real estate and calling it a day is no longer enough. Learn from Teeka as he provides insight information on how to invest in cryptocurrency without having to depend on a broker.



39. Financial Mentor: Creating A Wealth Plan That Actually Works - Todd Tresidder | TSP 172
http://thesuccessfulpitch.full... download (audio/mpeg, 25.80Mb)

Description:

Have you ever fantasized about never working again? We probably all do. But even if you never have to work a day in your life again, financial mentor Todd Tresidder said that won’t make you happy because when you can have everything and when you have lots of money, you end up not wanting anything. Todd says work is part of having a purposeful life. Even with large income streams, Todd is constantly developing wealth plans that actually work. Being a financial mentor and creating successful businesses is his passion and he helps entrepreneurs identify common errors and things to avoid in creating their wealth plan.



40. A CEO’s Secret Weapon: How to Accelerate Success - Dr. Frumi Barr | TSP 171
http://thesuccessfulpitch.full... download (audio/mpeg, 28.10Mb)

Description:

People make your business successful or not. To accelerate success, a conscious leader always starts with finding the right A players and having the right people on the team. Dr. Frumi Barr says that's where the whole idea of concentrating on culture came from. One part of culture are the core values and another part is knowing what your purpose is, your why. She says your why is your engine that allows you to overcome challenges. Dr. Barr talks about her book, A CEO’s Secret Weapon: How to Accelerate Success, which offers essential techniques every CEO needs to know to have a huge advantage, as well as the most troublesome issues confronting the CEO every day and how to overcome each.



41. Landing On Your Feet - Sam Morris | TSP 170
http://thesuccessfulpitch.full... download (audio/mpeg, 39.47Mb)

Description:

When one’s sense of identity gets challenged, the whole foundation becomes loose. Even people who are ambitious and are making things happen in the world cannot predict when something is going to come along that is going to completely derail that direction. You have otherwise confident people who have been very successful in their lives suddenly questioning everything and going, "How did I end up here?” Zen Warrior Sam Morris talks about landing on your feet and knowing how to come back to building that foundation in a fresh way. Sam met an accident and became paraplegic due to a drunk driver. From that point on, he has been consistently working on reestablishing the foundation that he lost when his accident occurred. Sam says sometimes that building can come crashing down and you're left having to find out how to build a new foundation. He now helps people to create that foundation and finding that inner strength that they didn't even know they had before.



42. Awakening Your Inner Guru - Dr. Erin Fall Haskell | TSP 169
http://thesuccessfulpitch.full... download (audio/mpeg, 44.04Mb)

Description:

What we energize, we magnetize. That is what Doctor of Divinity and thought leader Dr. Erin Fall Haskell always tell people during her speaking engagements and when she’s broadcasting her podcast, Good Morning Lala Land. Erin is a self-made millionaire and an active philanthropist. Growing up, she always believed that finding the right relationship, getting the right job, and marrying the right person would make her whole life work out. A personal tragedy sent her on what's been now a 24-year track of seeking her own healing and self-discovery. Her book, Awakening: A 30-Day Guide to Unleashing Your Inner Guru, is a collection of fun stories that takes you through your health, your wealth, and your creative expression and bring it to life to not only know the truth but live the truth as well. Erin shares her journey of becoming a self-made millionaire by the time she was 30.



43. Angel Investor Secrets - Jim Brandt | TSP 168
http://thesuccessfulpitch.full... download (audio/mpeg, 24.33Mb)

Description:

Let’s say you’re a brilliant founder of a startup company, looking to make a difference in technology with all the plans and blueprints for success laid out – except for an investor. You’ve met with dozens of angel investors but none of your pitches have impressed them. How do you get investors to say yes when you pitch for funding? Jim Brandt, who has raised funds for Barack Obama’s presidential campaign, and who has invested in hundreds of companies including Slack and Skopenow, opens the secret world of angel investors. Learn more about the exact factors they’re going to look for in a potential investment.



44. What Is A Success Mindset? - Joanne Chen | TSP 167
http://thesuccessfulpitch.full... download (audio/mpeg, 25.74Mb)

Description:

When it comes to successfully making a pitch, you need to establish your own success mindset – and that involves not letting rejection affect you more than it should. Learn how to spot the characteristics of a founder: grit, tenacity, and of course the ability to tell a good story, which is what the successful pitch is all about. Joanne Chen, a venture capitalist at foundation capital in Silicon Valley, talks about this in a discussion of her journey, and how her company is transitioning from being one of Netflix’s early investors to getting a head start in the future of artificial technology.

Joanne Chen’s passion for technology developed very early. Her parents taught her how to program: her dad, who was a mathematician, and her mom who specialized in computer science. By the time Joanne was nine, she turned that into a business, making her first webpage for a client. This glimmer of entrepreneurial ability soon sparked as she began her career as an engineer at Cisco Systems and then later at a mobile gaming company. She spent many years working at Wall Street at Jefferies & Co. She had also been an angel investor for two years, and now works with passionate entrepreneurs who want to disrupt businesses by leveraging data assets.



45. How To Become Millionaires At Make It Happen University - Spencer Lodge | TSP 166
http://thesuccessfulpitch.full... download (audio/mpeg, 27.04Mb)

Description:

It’s not rocket science. The real reason people don’t buy from you has nothing to do with price or time; it’s because they don’t trust you. If you want some real insights on how to build up your confidence up to your first million, Spencer Lodge has some great tips on how to do that. He shares his expertise in selling at Make It Happen University. He’s also a leader in the international financial services and sales industry with over 24 years of experience although if you look at him, you would never know it. Spencer has personally trained thousands of people to build some of the largest and most successful financial consultancies. His university, “Make It Happen”, was born to give entrepreneurs and employees the tools they need to succeed, literally training people on how to become millionaires. Feeling skeptical? It's your call. But just so you know, Spencer's journey started with a working class kid from a working class environment. If that kid with limited resources made it, then with your current assets in business, so can you!



46. Where The Magic Happens - Kevin Corcoran Jr. | TSP 165
http://thesuccessfulpitch.full... download (audio/mpeg, 26.76Mb)

Description:

People say that the magic happens when we step out of our comfort zone. You’ve done it once or twice, and it clearly works. But what if you could step out of your comfort zone daily? Award-winning college professor Kevin Corcoran Jr. tells us how in his stunning new book, “Where the Magic Happens! The Science & Stories Behind Challenging Your Comfort Zone”. Blending the latest research, personal interviews and his own anecdotal experiences, Corcoran reveals how you can gain lasting confidence through confronting challenges big and small.

Kevin Corcoran Jr. holds an M.A. in Communication, teaches for National University, San Diego State University, and recently published his first book. With topics ranging from communication and leadership to mindfulness and teamwork, Kevin has worked closely with Apple, Sony, TEDx, Red Bull, Coldwell Banker, American Red Cross, and various startups in Southern California.



47. Ownership Is The Ultimate Loyalty Program - Melinda Moore | TSP 164
http://thesuccessfulpitch.full... download (audio/mpeg, 30.01Mb)

Description:

Melinda Moore has always wanted to change the world and be in technology, and so every step of her professional career was a step towards understanding how much human information processing and technology was going to impact everything that we do. As a social entrepreneur and a seasoned digital marketer, Melinda likes to create companies that solve real problems. She has a new company out called iConsumer that not only allows people to save money when they shop online, but to become part of the company through consumer stock. She says that ownership is the ultimate loyalty program. She has a new book out, How to Raise Money: The Ultimate Guide to Crowdfunding, where she talks about all the resources and everything you need to know to launch a successful crowdfunding campaign.



48. Selling To The Point - Jeff Lipsius | TSP 163
http://thesuccessfulpitch.full... download (audio/mpeg, 28.71Mb)

Description:

In a field as competitive as sales, earning high commissions is top priority. Jeff Lipsius is the president and founder of Selling to the Point, which is a sales training and consulting umbrella platform. He developed Selling to the Point sales training during his 30 years of sales training experience. Back in the late ‘70s, he pioneered inside selling for the natural foods industry, successfully training the first sales force of this type in that industry. As a result, Jeff’s sales model is now being used by many natural food industry brands. Learn how to cultivate great relationships and enjoy your career as a salesperson – the Jeff Lipsius way.



49. New Heart, New Life - Ava Kaufman| TSP 162
http://thesuccessfulpitch.full... download (audio/mpeg, 25.90Mb)

Description:

Our guest on The Successful Pitch is Ava Kaufman. She has an incredible story of getting a new heart, a heart transplant. We're all being disrupted in our business and in our life, but what happens when we get disrupted with our health? She has some great insights about how do you start a non-profit, what obstacles do you overcome and what life lessons do you learn when you have a new heart and literally a new start? Like starting over in your career or starting over and pivoting with your startup. She said, “You’ve got to let go of the small stuff.” She has some real insights in the ability to turn fear into courage. Finally she said, “Your waiting has to turn to patience or you'll lose your mind.” Find out how she did it and you can too.

 

50. Avoid Aging Through Technology - Aubrey de Gray | TSP 161
http://thesuccessfulpitch.full... download (audio/mpeg, 33.19Mb)

Description:

The Laws of Physics is the number one cause of aging. This means that it doesn’t matter if the subject is biologically alive or not, everything is subject to aging caused mainly by the damage that occurs through the normal operation of a subject through a natural course of time. As Aubrey de Grey would put it, if we can fix a car or an air plane when its parts are damaged and defective, we can do so too with the human body. But the human is different from a machine so defeating biological aging, while it is possible with today’s technology and as it progresses, will not happen overnight.

 



51. Build A Big Network By Becoming A Friend Of A Friend - David Burkus | TSP 160
http://thesuccessfulpitch.full... download (audio/mpeg, 32.67Mb)

Description:

A lot of successful business owners keep saying that for you to get ahead of everyone else, you need to see the disruption before it happens. But how exactly do you do that? David Burkus, the world’s top business thought leader believes that best way to do this is creating connections to build a network so you can see what other people are seeing and then you can connect the dots to the disruption. This authentic and collaborative relationship starts when you become a friend of a friend.

 



52. TESLOOP vs. Amtrack - Haydn Sonnad | TSP 159
http://thesuccessfulpitch.full... download (audio/mpeg, 25.49Mb)

Description:

The key to success is not about being perfect but having the confidence to pursue your vision in your market. Haydn Sonnad takes smart marketing to another level with TESLOOP and how he pitched this to Elon Musk. The first thing he knew was to not compete with Uber or Lyft. Rather, his company puts the customer first. To do this, Haydn becomes the customer first before giving out something to other people. Haydn explains how TESLOOP offers a cheaper way of traveling in the long haul from San Diego to Palm Springs.



53. Connecting The Millennial Generation - Josh Tickell | TSP 158
http://thesuccessfulpitch.full... download (audio/mpeg, 29.75Mb)

Description:

Parents often teach their kids that there are many ways to solve a problem. Whether its fossils fuels, climate change, or connecting the millennial generation, Josh Tickell will find a way to solve it. As America’s number one strategist for generational conflict, Josh has filmed many movies geared towards millennials. He creates a future and works around it backwards so everyone can tag along his non-linear journey. His concept of reverse engineering the concept of business is the future of storytelling and a great blueprint for success and scaling.



54. The Hope Driven Leader - Libby Gill | TSP 157
http://thesuccessfulpitch.full... download (audio/mpeg, 30.96Mb)

Description:

Hopes starts when we believe that change is possible. Being a hope-driven leader means believing that whatever you do makes a difference for the entire team. If hope is one of your foundations in leadership, you are leading by inspiring and informing; not by demanding and ordering. Libby Gill believes that when you become this kind of leader, you will be able to determine the outcome of your team’s performance. She shares that hope and happiness are key to keeping up with the velocity of technological changes as leader.



55. Anticipate Disruption: Become The Disruptors Of Today’s Age - Dan Burrus | TSP 156
http://thesuccessfulpitch.full... download (audio/mpeg, 34.90Mb)

Description:

It is no longer enough to just be reactive and agile in this fast-paced world of technology and disruption. More than agility, we need to learn how to anticipate disruption and become the disruptors of today’s age. Dan Burrus has been predicting technological change for 30 years and encourages people to start speaking in future facts so that you can solve the problems before they comes to you. If you think things can be done, then it can be done. The question is are you going to be the one doing it? Dan shares how you can become the disruptor and strategically position yourself when the disruption happens.



56. The Skill Set Of The Ask Is The New Pitch - Tracy Chadwell | TSP 155
http://thesuccessfulpitch.full... download (audio/mpeg, 29.94Mb)

Description:

Have you ever tried not pitching for fifteen minutes? It’s not always easy but you can get better at it by developing the skill set of the ask. Tracy Chadwell shares how this method will help you clearly identify all you need to know to create that perfect pitch, things like creating an investible market, identifying your competitors, learning how to stand out, and more importantly, pricing your products or services to create a successful pitch and close that deal. 



57. Engage People On Social Media To Pull In New Clients - Sean Hyde | TSP 154
http://thesuccessfulpitch.full... download (audio/mpeg, 30.70Mb)

Description:

Building a successful business is one of the most challenging yet rewarding things you’ll ever do in your life. The path can be rocky, to say the least, and you’ll encounter numerous learning experiences along the way. Sean Hyde, Founder of Ideation Digital, is no different. He’s made a lot of mistakes when he was starting out. He learned how to transform those mistakes into learning opportunities in order to develop the tools he needs to grow his business. One of the key nuggets Sean shares is the importance of getting the right team to engage people on social media to tell their story to win the clients.



58. The Purpose Revolution, Show Your Value And Tell Your Story - John Izzo | TSP 153
http://thesuccessfulpitch.full... download (audio/mpeg, 38.63Mb)

Description:

What happens when businesses put purpose at the top of the list? Companies that focus on purpose and people are happier and more successful than the ones that don’t. The Purpose Revolution drives people to do better and be better. Employees become committed to work because they don’t feel like its work when they enjoy doing what they do and where they do it. John Izzo, President of Izzo Associates teaches clients that by connecting with people, you gain competitive advantage with a value level that goes past the product or the service. Learn how you can use purpose to compete with all the disruption and contribute to the social good.



59. The Power Of Company Culture - Chris Dyer | TSP 152
http://thesuccessfulpitch.full... download (audio/mpeg, 32.48Mb)

Description:

A good team makes good business, so screening for the right person is very critical for every business owner. Chris Dyer, Founder of PeopleG2, know that the key to communicating well with applicants is being honest and transparent. When he does screenings, Chris controls the conversation. He doesn’t just look at the negative patterns of an applicant, but also the positive ones leading people to be more open towards him and communicative. Chris shares the power of company culture as way to know what you should and shouldn’t do during a background check.



60. Change The Rules, Change The Game - David Mammano | TSP 151
http://thesuccessfulpitch.full... download (audio/mpeg, 29.98Mb)

Description:

When successful entrepreneurs look back on their journey, they realize that the obstacles is the path. Failing forward is the first step to success, you just need to learn how to change the rules and change the game so that opportunities line up for you. Founder of Avanti and entrepreneur since the age of six David Mammano teaches his students that every entrepreneur suffers failures, but their success is dictated by their ability and willingness to keep going forward and learn from mistakes to figure things out. David shares how he helps businesses see that failure is the next step go to the next level.

 



61. The Content Formula, Tell A Story Of Success - Michael Brenner | TSP 150
http://thesuccessfulpitch.full... download (audio/mpeg, 27.94Mb)

Description:

In the digital world and in its marketing space, consistency is key. And from that consistency comes the ability to tell stories to win clients. But like most speakers who are just starting up, we get butterflies when we speak in front of people. The trick is to not get rid of the butterflies but make them fly in a formation that will work for you. One other technique by Michael Brenner is to tell a story that seeks to help people instead of promoting your product or service to them. He also developed the Content Formula that’s been used by Pixar Movies to tell their stories. Michael shares his stories of overcoming his fear of speaking by speaking in front of many people and telling them great stories.



62. Creative Storytelling Is Key To Growth - Anton Zietsman | TSP 149
http://thesuccessfulpitch.full... download (audio/mpeg, 26.70Mb)

Description:

The easiest part of the business is having the idea. The more challenging part is bringing life to that idea and finding the right people to help you do it. Director of 3311 Ventures Anton Zietsman adds that a company needs the ability to transition from the founding members to the expansion team that will develop culture and that will promote high and hyper growth. However, before all of these, founders need to develop the ability of creative storytelling as well as developing deep working relationships. Learn how strategic partnerships can provide capital and future leverage.



63. The Culture of Nice Makes Nice Guys Finish First - Doug Sandler | TSP 148
http://thesuccessfulpitch.full... download (audio/mpeg, 26.03Mb)

Description:

Gratitude trumps suspicion all the time. Instead of looking for the things that your people are doing wrong, intentionally look for the things that they are doing right and acknowledge it so that trust is built. This is the reason Doug Sandler believes that nice guys finish first. The people inside the organization are more important than the products and services its sells, because being high tech may get you to places but going high touch with the entire team makes everyone see your vision. Doug shares more tips on building trust through a culture of nice and the moments that formed his life.



64. 16 Things That Great Teams Do Differently - Don Yaeger | TSP 147
http://thesuccessfulpitch.full... download (audio/mpeg, 28.87Mb)

Description:

Successful people see themselves being successful. There is a completely different motivation framework where business owners hate losing more than they love winning. The speaker of champions Don Yaeger believes that to avoid losing, every company needs to have a huddle where everyone is present and invested on the vision and the mission. There are 16 things that great teams do differently, and one of them is figuring out the next step when mistakes happen instead of blaming teammates.



65. A Real Estate Backed Cryptocurrency Token - Matthew Sullivan | TSP BE08
http://thesuccessfulpitch.full... download (audio/mpeg, 63.62Mb)

Description:

Many people want to “get in” on the new cryptocurrency innovations, but are nervous about all the ups and downs as well as the fact that it is “not backed on anything but trust.”

Imagine if the real estate market got disrupted by a cryptocurrency token that would help people take equity out of their home without increasing their monthly mortgage. What if that new token also provided everyday people a way to get in to the cryptocurrency game, but do it with a token that was backed by assets in real estate?

Well you don’t have to imagine it because Quantm.one is launching to help people get cash in exchange for a small percent of equity in their home. The social impact of this is huge as people who need money out of their home to send their child to college can now do so without causing their mortgage payment to go up.



66. Turn Your Business Into A Brand and Define Your Business Brand - Greg Logan | TSP 146
http://thesuccessfulpitch.full... download (audio/mpeg, 28.71Mb)

Description:

A product or a service becomes a powerful tool to a client when they can clearly see the good it can do for them and their business. Entrepreneurs tend to tell clients what they think and tell these clients what they want. Greg Logan turns this around and tells investors to be good listeners for their clients. To define your business brand helps once this is established because it will give the client a clear idea of the service and experience they can get. Learn more of Greg’s genius way of copywriting a business model and turn it into a brand no one has heard before.

 



67. Get Your Sales To Soar By Accelerating The Buying Process - Dave Hubbard | TSP 145
http://thesuccessfulpitch.full... download (audio/mpeg, 26.65Mb)

Description:

For every company to able to raise revenue, there is a need for the sales process and marketing methods to be aligned. Accelerating sales to 30% annually is an easing thing to do for Marketing Outfield CEO Dave Hubbard because he has an engineering background combined with a sales personality. This allows him to get into the gritty parts of sales and marketing. Instead of focusing on the sales process, what’s important is getting the customers into the buying process quickly. By aligning to what customers are trying to do, the sales process becomes dynamic, effective and gets on the same page with the marketing. Learn more on how to turn a suspect to a qualified lead, into a forecast, into and opportunity and then close deals.



68. Friction: Passion Brands In The Age Of Disruption - Jeff Rosenblum | TSP 144
http://thesuccessfulpitch.full... download (audio/mpeg, 29.12Mb)

Description:

Clients want content that inspire them to push themselves and do things that are irrational. This irrational behavior according to author of Friction: Passion Brands In The Age Of Disruption, Jeff Rosenblum, will create loyalty from your customers. If loyalty becomes the core of a big company where people trust each other, then disruption happens and an emotional connection between the customers take place. Jeff shares his stories of being a disruptor in the business world from the get go and his belief why brands are built and not bought.



69. Brandscaping – Unleashing The Power Of Partnerships - Andrew Davis | TSP BE07
http://thesuccessfulpitch.full... download (audio/mpeg, 30.60Mb)

Description:

Clients will always say yes to pitchers who tell a great story, and a great story invites listeners to keep wondering what happens next. If your audience can predict the end of your story before you even get there, then their interest level goes down. Stories that chase answers pique the interest of clients, and to do this your pitch needs to be molded into a story where the ideas are simplified and the focus is not on you, your product or service, but on what you can do to help solve the problem of your potential investors. Author of Brandscaping Andrew Davis learned the secrets to telling a compelling story that was fueled by his dream of working in The Muppets Show. Learn more about the rules of Brandscaping and how partnering with like-minded people can get you your audience.

 



70. 100 Things To Do Before You Die - Sebastian Terry | TSP 142
http://thesuccessfulpitch.full... download (audio/mpeg, 23.25Mb)

Description:

Being tenacious, creative and authentic is what pulls clients in and say yes to your pitch. Sebastian Terry has been all three since he was 24 when he started listing 100 things he wanted to do to find himself. From invading a red carpet event to helping a complete stranger deliver her baby, Sebastian's passion is inspiring other's passion as well. Because he had a healthy internal conversation with himself, Sebastian saw what he stood for.



71. Profit First For Fast Business Growth - Mike Michalowicz | TSP 142
http://thesuccessfulpitch.full... download (audio/mpeg, 26.86Mb)

Description:

Having to restart a business from almost nothing and coming up on top is one proud experience Mike Michalowicz likes to share with business owners. But this is one life experience Mike doesn’t want to ever encounter again, because now he has learned that by letting go of his ego he rediscovered the meaning of entrepreneurship and felt that he wanted others to learn from his experiences of correcting himself. He is the author of four books including Profit First which Business Week calls “The Entrepreneur’s Cult Classic.” Learn how hiding money from himself made his business profitable because it forced him to find innovative ways to market for fast business growth.



72. Max My Profit - Ben Fewtrell | TSP 141
http://thesuccessfulpitch.full... download (audio/mpeg, 24.95Mb)

Description:

In order to earn more, every business owner needs to learn more. Knowledge transforms into confidence that lets business owners try things and not be fearful of change. Even after operating 64 trucks in the transportation industry in Sydney at the age of 24, Ben Fewtrell felt that he was not getting anywhere in life. Now he helps business owners to grow their businesses using the five stages of the Business Exceleration Blueprint. If you are still asking, "How can I max my profit?", the simple answer is by working on your business to give it value and making it a valuable solution to your prospects. Learn why making time, people and money as the foundation of your business can help it grow and make people invest in it.



73. Success Secrets - Will Bunker | TSP 139
http://thesuccessfulpitch.full... download (audio/mpeg, 22.75Mb)

Description:

The idea that you have to uproot your life and live in Silicon Valley to make big money may have some truth in it. But this is not necessarily a requirement for Match.com Founder Will Bunker when he sold his company for $47 billion. The success secrets he has held onto in order to invest in 170 start-ups are humility, gratefulness and exponential thinking. Don’t be just a clone of the other pitchers that came before you. Have a heart, choose kindness and think outside of the box.



74. FARGO-Exceeding Low Expectations - Greg Tehven | TSP BE06
http://thesuccessfulpitch.full... download (audio/mpeg, 30.07Mb)

Description:

Collaborating with people and exceeding low expectations is a bigger win any entrepreneur can ask for. Greg Tehven wasn’t an exemption to this notion, because when all he saw in front of him was just metrics and checklists, he knew he had to make a shift and invest in time and experiences instead. Now a co-founder and executive officer of Emerging Prairie, Greg is dedicated to give value to the community and use his skills to serve others and make a difference. 



75. Giftology: Make People Feel That They Matter - John Ruhlin | TSP 139
http://thesuccessfulpitch.full... download (audio/mpeg, 29.94Mb)

Description:

Making people feel that you care and think about them through personalized gifts is the best way to make a connection. Not just because it is your obligation but because you feel it is the right thing to do to show your gratitude. Learn how to give great gives with Giftologoy author John Ruhlin. The gift-giving bar may have been set low by the advancements of technology, but this is the best time to go against the flow and make people feel one-in-a-million.



76. How To Be Irresistible When You Pitch | TSP BE05
http://thesuccessfulpitch.full... download (audio/mpeg, 36.33Mb)

Description:

Every success has a story behind it. People are pulled in by the origins of a person because that is where the connection happens. John Livesay tries something new as he gets interviewed instead by health and fitness industry influencer Patrick Netter. Listen to the story of origin of John as he shares his experiences from being inspired by Bewitched to working for Fujitsu and ultimately becoming The Pitch Whisperer. Stop being invisible and learn how to be irresistible.



77. Monetize Your Mission - Nicola Grace | TSP 138
http://thesuccessfulpitch.full... download (audio/mpeg, 23.50Mb)

Description:

Once you have a clear vision of how you want to express your passion in the world that is when you can monetize your mission and keep doing what you love. Nicola Grace can help you make the world a better place and leave a legacy for the next generation. Start acknowledging your dormant gifts and talents, because they can lead you to a passionate career and a life filled with happiness.



78. The Boss Box - Hillary Gadsby | TSP BE04
http://thesuccessfulpitch.full... download (audio/mpeg, 25.47Mb)

Description:

Instead of competing, team up and learn from and with each other. Hillary Gadsby’s success isn’t defined by how much money she has, it is the people in her circle who paints the most honest picture of who she is. As the founder of The Boss Box, Hillary aims to help women entrepreneurs by showcasing their products through collaborations and educating each other with the many facets of wellness, beauty and fashion. Have fun, be different and rock those stilettos like the boss you really are.



79. How to Raise $120M - Greg Centineo | TSP137
http://thesuccessfulpitch.full... download (audio/mpeg, 25.35Mb)

Description:

Leveraging can be a huge help when you want to learn how to raise $120M. Most people know how to give their money away but there are some who understand how to leverage money. One way of getting leverage and attracting people is by being brutally honest with proposals instead of giving false hopes. Focus on the goal and get to work because raising $120M isn’t easy, but it is also not impossible to achieve.  



80. How To Stop Worrying About Sales Growth – Rick Janezic | TSP136
http://thesuccessfulpitch.full... download (audio/mpeg, 24.67Mb)

Description:

Rick Janezic is the founder of Ascenceo, which helps entrepreneurs who are waking up in the middle of the night worrying about how they're going to make payroll and how they're going to grow the company, not have to do that anymore. He said, "When emotions are high, that is when facts are few." He gives people the right information on what the problem is whether it's in sales, marketing, onboarding new clients, or keeping new clients, so that the entrepreneurs can have some peace of mind. He also helps investors figure out what they can do to help the founders that they've invested in who are struggling with their sales. He has some really great insights on how to do it and make it easy so that you are taking guessing out of the picture. He said, "When you're guessing, you start doubting your judgment." Listen in to Rick's secrets on how to make your sales soar and how to stop worrying about sales growth.



81. Up The Mood Elevator – Larry Senn | TSP BE02
http://thesuccessfulpitch.full... download (audio/mpeg, 39.38Mb)

Description:

Today's guest on the successful pitch is Larry Senn, the author of Up the Mood Elevator. He has some great insights on how you can shift from being angry and irritated to being grateful. He said that really is the key. He’s been called the Father of Corporate Culture so he knows how to get people and teams to work really well together, and of course that's the secret to being successful. His whole premise is if you maintain a gratitude perspective, everything shifts, and that companies have value systems just like people do. He's got so many great nuggets that I can't wait for you to hear how he tells people to ask this question, “Do you have winners or whiners on your team?" Enjoy the episode.



82. Show Me The Money – Leigh Steinberg | TSP135
http://thesuccessfulpitch.full... download (audio/mpeg, 23.49Mb)

Description:

Today's guest on The Successful Pitch is Leigh Steinberg who was the inspiration for the character Jerry Maguire. He has a fascinating story of where that famous line, "Show me the money" came from, so you're going to really want to listen to hear how that came about. Leigh is also very interested in making a difference in the world, not only with his own business but for the athletes and coaches and newscasters that he represents. He's all about making sure that people know about anti-bullying as well as the issues of concussion with football players. He has all kinds of tips on how to take what you've learned as an athlete and apply it to the business world, whether it be courage under pressure or the self-discipline that you learn from sports and applying that to being a business leader. He said when you ask the right questions, you draw people out, and that's really the secret to negotiating a great deal. Enjoy the episode.

 



83. How To Pitch To God – Andrea Gold | TSP BE01
http://thesuccessfulpitch.full... download (audio/mpeg, 32.95Mb)

Description:

Today’s guest on The Successful Pitch is Andrea Gold. She’s been in business for over 30 years as an entrepreneur, running her own speakers’ bureau. She really knows what it takes to be successful and to not give up. She has a great expression in here about how to pitch to God. She said, “Don’t be afraid to ask for what you want when you’re negotiating with somebody because you might just get it.” She tells a wonderful story of how that happened for her and one of her clients. She said, “When your power of purpose is bigger than your fear, you then can feel the fear and do it anyway.” I just love that so much. She’s got some real insights on not just being clear with what you’re communicating but tapping in to the unseen factors that make somebody want to say yes. Enjoy the episode.



84. How To Be A Winner – Mark Faust | TSP134
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Description:

Today’s guest on The Successful Pitch is author Mark Faust who has written several books about high growth leverage. His new book is called Winning Strategy. He has a really interesting look at the strategies that happened during the recent presidential election and how you can see what worked and didn’t work and more importantly, how to apply it to your own business. He said there are really three keys to having a great strategy in anything. One is a vision, two is a focus and the third one is something called points of divergence, which he goes into great detail explaining how to double down on what you are already doing to get people to really understand your vision, your focus and more importantly, have the strategy that gets you funded or gets you a new client or gets you to win in any area of your life. Enjoy the episode.



85. Eyes Wide Open – Isaac Lidsky | TSP133
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Description:

Today's guest on The Successful Pitch is Isaac Lidsky, the author of "Eyes Wide Open." Isaac went blind at the age of 25. It was a slow process when he was in his late teens so he had time to get used to the idea. At first, he thought it was going to be a very sad and small life, but he said, "You know what? I might have lost my sight, but not my vision for what I want my life to be." He really has great insights into the importance of combining nonverbal cues with verbal cues, so that people really communicate clearly.

And, he said, "You need to take full responsibility for your own definition of success, and if you're doing something that isn't making you happy, don't let other people tell you have to stay doing that very thing." He leads a life that his eyes are wide open, his heart is wide open, and he shares tips with us on how we can have our ears wide open, and even learn to listen like you speed read. Enjoy the episode.



86. Live An Adventurous Life – Mark Lovett and Dr. Jeff Salz | TSP132
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Description:

Today, I have two guests on the podcast. They are Mark Lovett and Jeff Salz, who have a business called Speaker Adventure. They help people craft a story so that they can become compelling no matter what their pitching for. They have great expertise with the TEDx and TED Events and really becoming an adventurer in your life because when you have a story of why you're doing something or why someone should hire you, that gets people engaged with the storytelling, our brain works very differently when we tell stories. They say when you do a deep dive into yourself and you start your pitch with the end in mind and work backgrounds, that's really the key to having a great pitch. Enjoy the episode.



87. What Made Me Who I Am – Bernie Swain | TSP131
http://thesuccessfulpitch.full... download (audio/mpeg, 45.18Mb)

Description:

Today’s guest on The Successful Pitch is Bernie Swain, the author of “What Made Me Who I Am”. He’s the founder of the Washington Speakers Bureau, which represents famous presidents, Tony Blair, Condoleezza Rice, athletes, Tom Brokaw, and he talks about how he started his agency, how long he had to wait while working out of a closet to get his first client, and the resilience it takes to become an entrepreneur. He said, “Passion is much more important than talent, and a pitch works when it’s real and authentic. Really, there’s no short-term path to long-term success.” He said, “You’ll never be happy until you control your own destiny.”



88. Liquid Leadership – Brad Szollose | TSP130
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Description:

Today’s guest on The Successful Pitch is Brad Szollose, who is the author of “Liquid Leadership”. It’s all about staying fluid when you’re a good leader following Brad’s tips. He is quite the expert on knowing why millennials don’t want to stay. He said, “It’s not enough to have flexible hours and free food and open areas to work and even telling them what their purpose.” The secret he talks about is that people withhold 40% of their core values and skills even if they feel safe in a work environment. He has really specific ways to get people to open up and do that.

The thing that’s really surprising are the three things that have triggered this generational gap between baby boomers and millennials. Here’s a hint. One, it has to do with a hit science fiction movie. Another is it has to tie in with people playing video games and making mistakes and finding out how to do things intuitively. The third one, I’m gonna leave for a surprise. Enjoy the episode.



89. Getting Investors to Pick You - Jefferson Lilly | TSP129
http://thesuccessfulpitch.full... download (audio/mpeg, 43.31Mb)

Description:

Today's guest on the Successful Pitch is Jefferson Lilly. He has a Wharton MBA but decided to go a different route than most of his other fellow graduates. And he now runs a fund that invests in mobile park homes. So people are somewhat surprised, as he calls it, this quirky little niche, of why they would ever invest in that versus apartment buildings, for example. So no matter what you're pitching, you still have to get somebody to understand why you and why now, and really explaining how you're adding value, and that you're the right team to make sure that this investment's going to give them a good return on their investment, not only having a great exit plan, but he also talks about how his investments give dividends to people. He tells the story of exactly all the grit and tenacity that was required to get his business to take off. But now he's the expert. He shows you how you can become the expert in what you're doing too.



90. Video Storytelling That Sells - Ian Garlic | TSP128
http://thesuccessfulpitch.full... download (audio/mpeg, 52.78Mb)

Description:

Today’s guest on The Successful Pitch is Ian Garlic, who is an expert at digital video storytelling. And he combines that with his expertise in SEO as well as website design, and allows people to tell their story in a way that’s authentic, and pulls people in. I’m all about the storytelling when you pitch, and he takes it to the level of creating videos that do that for his clients. So you’re gonna really want to listen in on how to do that. He said stories really are what sell, and not so much a testimonial. And that great video storytelling is all about great timing. And he shares the secrets and the mistakes to avoid when you’re doing search engine optimization. You’ll want to be sure to listen in on his wisdom on that and more. The interview begins in 45 seconds, right after this information on how hosting a podcast can grow your business.



91. Building Lasting Relationships - Meredith Bell | TSP127
http://thesuccessfulpitch.full... download (audio/mpeg, 47.97Mb)

Description:

Today's guest on the Successful Pitch is Meredith Bell, who's an expert at communication, connection, and listening. She said, "It's really important that the people you work with and go into business with, that you have the same values, respect for each other and really look at the person with equality." She said, "When you listen to what's being said as well as what's not being said, your intuition kicks in and the person can tell that you really care about them."

She has some steps on how to be a better listener. They include focus, attention, and reflection. If you listen to this episode you're going to learn exactly what those secrets are behind those three steps so that you're going to become a better listener. She also teaches us how to break a bad habit that we might have, which could include not being a good listener but also why it's so difficult to break them. Enjoy the episode.



92. Destroying Excuses - Tony Grebmeier | TSP126
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Description:

Today's guest on The Successful Pitch is Tony Grebmeier, who is the Co-Founder of ShipOffers, that's doing multi-million dollars in revenue and ranked very highly on Inc's Startups as well as the founder and creator of something called "Destroying Excuses." Which is a fantastic way to identify blind spots, be accountable and figure how to solve those blind spots, so that your life and your business takes off. He has really shared some key successes to getting the right team and culture. It has to with the key word called transparency, and he walks his talk. He's transparent in his life and in his business, and he shows you how to get the right business partners that provide complimentary skillsets, so that you're hitting the right product, right marketing, the right financial way to run your business, so that everything is seamless and runs smoothly.



93. The Leadership Gap - Lolly Daskal | TSP125
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Description:

Today's guest on The Successful Pitch is Lolly Daskal. She is the author of The Leadership Gap: What Gets Between You and Your Greatness, and she has amazing insights as to how you can be a better leader, and that everyone is a leader who influences somebody, impacts somebody, or makes a difference in some way. She has a formula for confidence, it's one of the best I've ever heard. You're going to want to be sure to listen to what that is, she said, "Leaders inspire people, but before they do that they have to inspire themselves." And of course, you have to know yourself to do that. And she said, "Vulnerability is the new strong," and, "Instead of looking at failure as something to avoid, look at it as a teacher, and not an undertaker." I can't wait for you to hear all of her tips on how to become a better leader.



94. Leadership Lessons From Mt Everest - Alison Levine | TSP124
http://thesuccessfulpitch.full... download (audio/mpeg, 61.60Mb)

Description:

Today's guest is Alison Levine, the author of On the Edge: Lessons Learned from Mount Everest. She's also the executive producer of The Glass Ceiling, a documentary about a woman who was the first one in Nepal to climb Mount Everest. She has some great takeaways like what is your mantra, your three-word mantra? Find out what hers are and why it's so valuable. She tells the story of climbing Mount Everest, that it's not a straight line up and psychologically what that does to you. She said, “backing up is not the same thing as backing down.” One of the things she talks about also is how she launched her speaking career and how difficult that was, and she said, "You need to treat every opportunity as if this is your big break." Finally, she has the secrets to choosing a great team, which is experience, expertise, and ego.



95. Rocket Fuel - Mark Winters | TSP123
http://thesuccessfulpitch.full... download (audio/mpeg, 42.50Mb)

Description:

Today's guest on The Successful Pitch is Mark Winters, the author of Rocket Fuel. He talks about the different personalities that are entrepreneurship. There's a visionary, who has obviously the vision, and then there's the integrator, and you need both. You can't both be visionaries or both be people who integrate and implement the situation.

He has specific examples from history like Roy and Walt Disney, as well as the problems and frustrations that each of these personalities faced and how to handle them. He said, "You know, when a visionary starts changing his mind, the whole company gets visionary whiplash," which I just love that concept, and he really talks about how important it is to have a same page meeting with the co-founders before you get in front of your employees.

He's got all kinds of other great tips. Be sure to listen and learn what it takes to be a successful visionary and integrator.



96. The Art Of Opportunity - Marc Sniukas | TSP122
http://thesuccessfulpitch.full... download (audio/mpeg, 48.76Mb)

Description:

Today’s guest on The Successful Pitch is Marc Sniukas, the author of The Art of Opportunity. He’s an expert in helping big and small businesses learn how to innovate and scale. He said, “When someone’s not buying, that’s an opportunity to see if you can solve that problem.”

He also talks about you need to think big, start small, and scale intelligently. Listen to find out the number one mistake companies make when they scale and how to avoid it. You’re going to really enjoy learning the three different types of ways to launch from inception to evolution to diffusion.



97. Innovation Secrets - Jonathan Rosenthal | TSP121
http://thesuccessfulpitch.full... download (audio/mpeg, 46.84Mb)

Description:

Today's guest on the Successful Pitch is Jonathan Rosenthal, he's an expert at spotting trends and knowing exactly when to make an investment or launch a new startup. All the way back in 1978 he was aware that things were going to be disrupted when the airlines got deregulated and now he's involved with looking at how things are being disrupted in the shipping industry from when products get shipped from China all the way here. He said, "When you look for industries with rapid innovation but their culture has people being slow adopters, they will then be an ideal target to go after." He said, "There's no difference between being too early when you launch and wrong, so timing is everything." He's all about collecting, curating, and analyzing data so you can make smart decisions. Enjoy the episode.



98. Tactical Thinking - Moran Bar-Kochva | TSP120
http://thesuccessfulpitch.full... download (audio/mpeg, 51.88Mb)

Description:

Today's guest on The Successful Pitch is Moran Bar-Kochva, who has a law degree from Tel Aviv and a Harvard MBA. He is bi-coastal now, in the States, investing in all kinds of new, interesting technologies. Everything from 3-D holograms on your phone, to how to get food from farm to table in an efficient way. They actually are doing that for airBNB's. He has some great lines here about confidence and passion are two important parts of a pitch. But you can't be arrogant. He said, "We really are looking to see how you think when you have to approach a challenging solution." He talks about the three types of I's, of personalities. First one's those are innovators. The second one is those who are imitators, and I'm going to let you find out on the podcast what the third I is. Enjoy.



99. Finding The Hero Inside All Of Us - Ben Way | TSP119
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Description:

Today's guest on the successful pitch is Ben Way. He wrote a book about robots taking over our jobs and he's working on a second book about artificial intelligence becoming artificial consciousness. But he's got an incredible story beyond all those accomplishments, which includes going to the White House, raising a lot of money, being named one of the most influential entrepreneurs of 2016 from the UK, he's the co-founder, COO of Digitzs company that is disrupting the way we're going to be making payments in the future, and he said, "when you have a pitch," and he hears lots of them, as he also runs his own incubator, "you need to be concise, you need to show traction, and you need to have a team." Be, show, and have. Really great advice there. And he also talks about selling a dream, and that's the best way to get the best people on your team. Enjoy the episode.



100. Painless Mobile App Development - Sani Abdul-Jabbar | TSP118
http://thesuccessfulpitch.full... download (audio/mpeg, 50.71Mb)

Description:

Today's guest on the Successful Pitch is Sani Abdul-Jabbar and he runs a company called Veztek that helps people have a painless mobile app development. His whole premise is he can take you from idea to the App store. But not only does he do that, if he really likes the idea, he can introduce the founders who have an idea for an app to investors he knows and trust him to see that this can come to fruition. So, he has great stories of examples where he has heard an idea, helped the founder create an app and then take it to market and get it funded. Enjoy the episode.



101. Keys To A Successful Exit - Mark Mullen | TSP117
http://thesuccessfulpitch.full... download (audio/mpeg, 46.30Mb)

Description:

Today’s guest on The Successful Pitch is Mark Mullen, the founder and the largest investor in Double M Partners, based here in Los Angeles, which is an investor in both early stage and series A. They have about 60 investors in total. He’s also the founder and largest investor in Mull Capital. They focus on investing in internet, media and communications infrastructure, with a big focus on business to business solutions, software and technology. Mark said he sees about 500 deals in a year and out of those 500, he will meet with about a 100 people and fund one or two of them.

When you get in the room with Mark, he doesn’t want to have you go through the pitch deck, because he’s already done that. He wants to hear about you and your family. What are your parents like? How many siblings do you have? Where did you go to university? How did you pick that university over another? You need to be able to sell yourself and your passion, because that’s really what your company is, is you and your passion. Be prepared to sell yourself with storytelling. He also talks about some successful exits he’s invested in, including one that Google bought. Find out more in this episode, enjoy.



102. Game Changers Silicon Valley - Jim Connor | TSP116
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Description:

Today's guest on The Successful Pitch is Jim Connor who is the executive producer at Game Changers Silicon Valley television show. He's also involved with a lot of Angel groups up there and on the board of many, and he had a successful exit himself. He said after you have one, everybody wants to be your friend and he says a big piece of advice when in the process of negotiating your exit is don't take your eye off the ball, keep the revenues up otherwise the people who are buying you are gonna want to renegotiate the price because the projections aren't being met. He said you need to connect to investors when you pitch, you need to be coachable, and more importantly you need to have really great credibility while you're giving your pitch so that your integrity comes through if you want to get a yes. Jim has all these insights and more. Enjoy the episode.



103. The Hockey Stick Principles - Bobby Martin | TSP115
http://thesuccessfulpitch.full... download (audio/mpeg, 43.05Mb)

Description:

Today's guest on the Successful Pitch is Bobby Martin, the author of "The Hockey Stick Principles." He talks about how to hit the ice running when you're an entrepreneur with a startup. He said "create an execution plan, not a business plan." He has a whole thing about what the blade years are, those years after your idea's gotten a little bit of traction, but you don't have growth yet, and he shows how to enjoy those blade years because they can take a little longer than you might want or hope. However, he also says that impatience is a virtue when it comes to showing investors traction. Enjoy the episode.



104. Thriving vs. Striving - JP Morgan | TSP114
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Description:

Today’s guest on The Successful Pitch is JP Morgan and he has a whole insight into the different types of commitment we need to make to ourselves and to others to really make something happen. He really takes a deep dive into whether a commitment is a trap or a choice. Some of the other topics he talks about that I really love is creating a container of trust within your team, and finally he said, “When you pitch, don’t pitch to impress. Pitch to impact.” It’s the difference between pitching to be of service versus pitching to sell. Enjoy the episode. The interview begins in 45 seconds right after this information on how hosting a podcast can grow your business. Enjoy the episode.



105. BadAss Your Brand - Pia Silva | TSP113
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Description:

Today's guest on The Successful Pitch is Pia Silva, who is the author of "Badass Your Brand." She has a book that goes into great detail about how to be a badass when it comes to branding, which is all about charging a premium price and getting your ideal clients to realize why they should work with you. And she said, you know when you pitch don't be vague. And you really need to not let the competition intimidate you, and really get people to see your value so that they are buying you as an expert, and not just your time. We go into a great detail about what a perfect pitch worksheet is. In fact, she gives the listeners a link on how to get it. So you want to be sure to listen and enjoy learning how to become a badass brand. Enjoy the episode.



106. How to Create "Gotta Have It!" - Dr. Mark Goulston | TSP112
http://thesuccessfulpitch.full... download (audio/mpeg, 63.44Mb)

Description:

Today's guest on The Successful Pitch is Dr. Mark Goulston who's written over seven books with great titles such as "Just Listen" and "Talking To Crazy." He said his whole intent is to heal the world one conversation at a time. I really love that. He said "When you talk with people, talk with them, not at them and not over them if you really want to have a successful pitch." One of the questions that we talk about is people are feeling when they hear your pitch is do I trust you not to hurt me? It's that whole fight or flight response that I talk about all the time. He's got a four-step process he's going to share on how to get people to say "I gotta have what you're pitching" and he really gives great insights on exactly what it takes to get people to connect with you when they not only feel like you've listened to them but as he describes you listen into them. Find out what that's all about. Enjoy the episode.



107. Zen Warrior - Sam Morris | TSP111
http://thesuccessfulpitch.full... download (audio/mpeg, 43.05Mb)

Description:

Today’s guest is Sam Morris who is the founder of Zen Warrior Training and if anyone has earned the right to call himself a zen warrior, it’s Sam. He is paralyzed from the waist down from a tragic accident caused by a drunk driver and he said, “While my legs are paralyzed, my mind is not.” When Sam talks about controlling how you react to circumstances and then how you think about what you can do in your life and not stop and not take excuses, he knows exactly what he’s talking about and faces challenges that most of us thank goodness we’ll never have to face but he’s faced them and has gone on to create a zen warrior training program, a keynote speaker and he really gives people insights into the tenacity and grit it takes to deal with whatever life gives you and figure out a way to make it happen. Enjoy the episode.



108. How To Be More Charismatic! - Hilari Weinstein | TSP110
http://thesuccessfulpitch.full... download (audio/mpeg, 40.65Mb)

Description:

Today’s guest on The Successful Pitch is Hilari Weinstein, who is a charismatic expert. She said you need to approach being charismatic from the inside out, not the other way, and the ability to draw others in, which is really what charisma is totally based on how authentic you are. She gives examples of people who are authentic and who are not. Most importantly, she said confident people are really better listeners because they don’t need to prove anything to other people. She goes into a deep dive in all the kinds of confidence that don’t support you and the way to get true confidence. Finally, she said if you don’t trust yourself, it’s probably because you’re not taking care of yourself. Enjoy her secrets on charisma and confidence, so when you get up to pitch, you’ll be at your best. Enjoy the episode.



109. Winning The Story Wars - Jonah Sachs| TSP109
http://thesuccessfulpitch.full... download (audio/mpeg, 29.79Mb)

Description:

Today’s guest is Jonah Sachs, the author of Winning The Story Wars: Why Those Who Tell (And Live) The Best Stories Will Rule The Future. Jonah talks about the difference between inadequacy marketing and empowerment marketing and how to story to get people engage with your vision. He goes into great detail on whether or not we can use myths to our advantages or not; the myths that we’ve had around for years in our story telling. The more digital we become, he says, the more important storytelling becomes. He said, “If you want to get people to trust you, tell them a story of why you're so passionate about what you're doing.” Most importantly, he said if you want to be interesting, he has some real secrets on how to tell an interesting story that makes people want to learn.



110. Find Who Else Cares About Your Startup - Laura Wagner| TSP108
http://thesuccessfulpitch.full... download (audio/mpeg, 32.05Mb)

Description:

Today’s guest on The Successful Pitch is Laura Wagner, who is the CEO and founder of Digitzs, which is changing the way we are going to pay for things. She assembled an amazing team of people from Apple and PayPal and even Kevin Harrington who was one of the original Shark Tank judges. She said, “Everybody wants to be needed and wanted. If you trust and like and admire these people to get them on your team first, then you show investors who else cares about your idea.” She was able to raise millions of dollars on equity crowdfunding platform, Crowdfunder, by having this amazing team of people who believed in her vision to raise money to get it built and now they're on their second round of funding and have their first revenue coming in.



111. Build Relationships and Get an Introduction - Michael O’Neal| TSP107
http://thesuccessfulpitch.full... download (audio/mpeg, 32.67Mb)

Description:

Today’s guest on The Successful Pitch is Michael O’Neal, who hosts a podcast called The Solopreneur Hour: Job Security for the Unemployable. He talks about when he creates a podcast episode that’s typically an hour long, he promotes it for four hours. That’s been one of the keys to his success. He’s got this amazing course called The Art of The Interview that I highly recommend you stay tuned and listen to. He really talks about his secrets of getting huge traction. One of them has to do with using social media smartly and the other is relationships, but from a place that you may not expect would be a great place for getting the top relationships and how to do it and get those all-important introductions.



112. Be The Boss Nobody Leaves - Scott Love | TSP106
http://thesuccessfulpitch.full... download (audio/mpeg, 27.81Mb)

Description:

Today’s guest on The Successful Pitch is Scott Love who is the author of a great book called Why They Follow and How to Lead with Positive Influence. Scott says he shows managers how to be the boss that nobody will leave. The way he does that is by getting people to think about what’s the noble goal of your company. The more you get people to buy into that, the more they are willing to stay loyal to you. He talks about three things that you need to ask people before you hire them. Then he also talks about the three core areas of success, which are influence, resilience, and achievement. He really gives insights to everybody who’s looking for the way to get the best talent to join your team and stay there. He talks about something called emotional equity that you are going to want to be sure to find out what it is and how to use it. Enjoy the episode.



113. The 10 Rules of Business - Karla Nelson | TSP105
http://thesuccessfulpitch.full... download (audio/mpeg, 32.85Mb)

Description:

Today's guest on The Successful Pitch is Karla Nelson, who has created ten rules for business based on her five-year-old. It is absolutely adorable, memorable, and actionable. She said, "Startups don't die from a lack of good ideas. They die from indigestion and giving up." She said, "Productivity is not activity. You need to be really focused and have a strategy on how to get these relationships with investors to actually pay off. It's not just about having conversations with people without a strategy in place." Finally, she said that, "The death of entrepreneurs is solitude. It's so important to collaborate and get help." Enjoy the episode.



114. How to Get 7M in Funding - Mark Sears | TSP104
http://thesuccessfulpitch.full... download (audio/mpeg, 29.59Mb)

Description:

Today’s guest on The Successful Pitch is Mark Sears, the CEO and founder of Cloud Factory. Mark turned a two-week vacation to Nepal into a six-year journey creating his startup. He’s raised over $7 million in multiple rounds of funding and takes us through the journey of just how he did it. He said, “When you see the world as flat, you can then build your brand globally. They key is punch above your weight limit.” In other words, get top talent. When you have a culture that defines your why, your passion, your mission attracts the top-T people to join your team and that’s really what investors are looking for when they give you funding. Enjoy the episode.



115. Bring Value To Build Trust - Josh Elledge | TSP103
http://thesuccessfulpitch.full... download (audio/mpeg, 36.06Mb)

Description:

Today’s guest is Josh Elledge, who is an expert in public relation and pitching yourself to get on television and get media exposure. Investors love to see start-ups that have some publicity because it shows some traction and some social proof. He said, “You need to be more transparent and authentic when you pitch yourself and bring value as a way to build trust.” If you want to get an investor to trust you, bring value. If you want to get a TV producer to trust you, bring value to them. He said the big framework is, “Who can I serve versus who can I sell.” That big distinction along with don’t be a “ME” monster is really just the tip of the iceberg of great things that you’re going to hear.



116. The Power Of Coaching - Michael Bungay Stanier | TSP102
http://thesuccessfulpitch.full... download (audio/mpeg, 37.87Mb)

Description:

The Successful Pitch guest today is Michael Bungay Stanier who wrote a wonderful book called The Coaching Habit. He says, “If you explain too much, you provoke too little.” He said, “The goal is to stay curious longer and rush to advice slower when you’re coaching people on your startup team.” He said, “If you don’t know what your trigger is to break a habit, then you can’t change it.” That, “45% of our waking time is spent on habits.” If you really want to change the way you coach people on your team and get coached by investors, you need to learn to break those automatic responses that you have of trying to fix everything. One key question he talks about is called the AWE question. Find out if that’s literally the most important question you can ask someone on your team.



117. Toxic Workplace - Mitch Kusy | TSP101
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Description:

Welcome to The Successful Pitch. Today’s guest is Mitch Kusy, who’s the author of the Toxic Workplace. He said, “Toxic people only thrive in a toxic system.” He has a great way of identifying who’s toxic. He said they tend to be people who kiss up or kick down and that there’s three different ways of being a toxic person without even knowing it.

One is you humiliate or shame somebody. The other is you sabotage them through passive - aggressive behavior. The third way is you just are a mean person, who doesn’t seem to care. It’s all about, is your intent to prove the person right or is it your intent to get that person to improve? It’s really a fascinating look at how important it is as a startup to make sure you don’t have a toxic person in your workplace because it spreads, also that you don’t take on an investor who is toxic.



118. Unleash Your Inner Company - John Chisholm | TSP100
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Description:

Today’s guest in The Successful Pitch is John Chisholm, the author of Unleash Your Inner Company. He has such an impressive background from MIT and Harvard and has coached thousands of entrepreneurs on how to be successful. He shares his secrets with us today. In fact, he said, “Passion is an attitude but perseverance is a behavior.” He does a deep dive into the psychology of growing your mind from the inside out. He really shares what he looks forward to when he hears a pitch as an investor. You’re going to get a lot of value on learning what it takes to reduce the risks by hitting certain milestones and showing an upside potential so that your pitch becomes irresistible. Enjoy.



119. Get Interview Connections - Jessica Rhodes | TSP099
http://thesuccessfulpitch.full... download (audio/mpeg, 30.23Mb)

Description:

Today's guest on The Successful Pitch is Jessica Rhodes who is the founder of Interview Connections. She's an entrepreneur that found a niche of helping people get booked on podcasts as a guest. She also helps podcast hosts find the best guest. She talks about how she figured out that that was what she was really passionate about. When she had her why, she took off. People really know that they can trust Jessica to find them the right guest, very similar to how investors trust Judy Robinett and I to find them the right startups to put in front of them to hear a good pitch.



120. Shark Tank Pitch Secrets - Kevin Harrington | TSP098
http://thesuccessfulpitch.full... download (audio/mpeg, 27.68Mb)

Description:

Today’s guest on The Successful Pitch is none other than Kevin Harrington, one of the original judges on Shark Tank. If anybody knows what it takes to have a good pitch, it’s Kevin Harrington. He’s literally heard over 50,000 pitches in the many years he’s been doing this, from listening to pitches for infomercials to listening to pitches on Shark Tank. He has a really great key here which is that, “Consistency is the ultimate motivational tool.” He said, “When you’re out there, you need to show the investors how they’re going to get their money back.” He gives an example of exactly the kind of pitch he would like to hear in order to get him to say yes. He said, “You need to test before you invest.” He gives us great insights into what a magical transformation is that he is looking for when he hears a pitch. Enjoy the episode.



121. Get Your Dreams Funded - Manny Fernandez |TSP097
http://thesuccessfulpitch.full... download (audio/mpeg, 24.58Mb)

Description:

Today’s guest on The Successful Pitch podcast is Manny Fernandez, who you might have seen on television CNBC’s Make Me a Millionaire Inventor. He was named the 2014 San Francisco Angel Investor of the Year. He shares with us how he had a successful exit, and the three things he’s looking for when he hears you pitch. Number one is of course, the team, and why you’re able to execute your idea. Number two, is how large is this market, because without a large market, there’s no return on investment for the investor. Finally, are you early in the market, in other words, it’s too late to be the next Uber. Enjoy the episode.



122. Delegate Or Stay Small Forever - Jim Palmer | TSP096
http://thesuccessfulpitch.full... download (audio/mpeg, 26.36Mb)

Description:

Today’s guest on The Successful Pitch is Jim Palmer, who is the author of several books, the most recent one being on the power of decision, and he has a special offer for people at the end of the episode, where he shows you a link that you can actually get the book for free. Be sure to listen to that. He said, “If you want to be successful, you need to be a good listener to find out what problems there are to solve out there." And, "Under promise and over deliver to keep your customer’s happy and with you all the time. That’s how you keep customer’s sticking to you like glue." Finally, he said, “Delegate or stay small forever.”



123. When Science Meets Tech, Lives Are Saved - Jay Goth | TSP095
http://thesuccessfulpitch.full... download (audio/mpeg, 25.37Mb)

Description:

Jay Goth is a fund manager here in the Los Angeles area. He talks about how being direct and specific can get you to a yes or a no in 30 seconds rather than waiting 30 days for an answer. He shares a lot of tips on how to pitch whether for a startup or for a fund. He also shares the exciting things happening in the biotech startup industry, showing that when science meets tech, lives are saved.



124. How To Be Successful With A New Startup Company In A New Country With No Connections - Susan Kish | TSP094
http://thesuccessfulpitch.full... download (audio/mpeg, 26.73Mb)

Description:

In today's episode, we talk about how to be successful with a new startup company in a new country with no connections, which our guest, Susan Kish, has done. Susan Kish is working on her own startup, is working inside large companies, she's had successful exits, and she's raised money. She talks about not having to have an exit strategy for certain industries, the timeframe that inventors expect to make profit from their investment, and so much more. Enjoy the episode.



125. Pre-Suasion: A Revolutionary Way to Influence and Persuade - Dr. Robert Cialdini | TSP093
http://thesuccessfulpitch.full... download (audio/mpeg, 29.05Mb)

Description:

Today's guest is Dr. Robert Cialdini who has spent his entire career researching the science of influencing and earning him an international reputation as an expert in the fields of persuasion, compliance and negotiation. His books including Influence, Science and Practice are the result of decades of peer reviewed research on why people comply with request. Influence has sold an impressive three million plus copies. It's a New York Time's Bestseller and it's been published in over, get this, 30 languages. His new book Pre-Suasion: A Revolutionary Way to Influence and Persuade is now becoming a Wall Street Journal and New York Time's Bestseller as well because of this worldwide recognition, his cutting edge scientific research and his ethical business and policy applications. He's frequently regarded as "the godfather of influence".



126. How To Sell Your Company for Maximum Value - John Warrillow | TSP092
http://thesuccessfulpitch.full... download (audio/mpeg, 24.64Mb)

Description:

Today's guest is John Warrillow. He has a value builders system that creates a score on whether your company can sell and for how much. The key factors that he look for when he funds a startup is that the founder has humility, resilience and discipline. He looks to hear a story of showing those attributes. Be sure to find out how he decides what valuation things he looks for when he's looking to decide whether he's going to fund a startup or not. There's wealth of information on how you need to know your numbers. Enjoy the episode.



127. Secrets of Equity Crowd Funding - Nathan Rose | TSP091
http://thesuccessfulpitch.full... download (audio/mpeg, 27.23Mb)

Description:

Nathan Rose is from New Zealand but calls himself a digital nomad and lives all over Europe. He's written a new book on equity crowdfunding, not only for the US but multiple countries across the world. He also gives out a tool at the end to use for equity crowdfunding that you're want to be sure to listen to and start using right away. Nathan talks about how fund raising and marketing can be done simultaneously with equity crowdfunding. However, there are some downsides compared to Angel Investing and he goes into what those are.



128. TSP Special Episode, Thoughts on SCOTUS recent ruling on Apple v Samsung
http://traffic.libsyn.com/thes... download (audio/mpeg, 19.80Mb)

Description:

In this episode, Tom & Tracy Hazzard talk about the latest ruling by the Supreme Court in Samsung v Apple and how it impacts people or a business that have a design patent, and their valuation.



129. What It Takes To Raise $40M, Fred Campbell | TSP090
http://thesuccessfulpitch.full... download (audio/mpeg, 34.76Mb)

Description:

Episode Summary

Fred Campbell is a serial entrepreneur, and knows a thing or two about raising capital. In the early 90’s, he was having trouble raising funds for his e-card greeting network, but with enough persistence, eGreetings.com grew rapidly and became a worldwide top-20 website, with 13 million registered users. Today, Fred is the CEO and co-founder of CrowdSmart, a platform that enables user-generated scores and reviews of startups by alumni, investors, and customers. Listen in to find out what it takes to raise $40 million in capital.

What Was Covered 03:55 - Why did Fred wait 11 years to get his MBA? 06:40 - What did Fred learn from growing his eGreeting business? 11:00 - Are you worried someone will steal your secrets? Well, don’t be. 12:50 - At the end of the day, it’s about the team that executes the idea, not the idea itself. 17:00 - Fred admits he should have downsized Lexy, his company at the time, instead of seeking more capital for it. 18:15 - What do investors look for in an entrepreneur? 24:35 - Every entrepreneur needs to have a tagline that’s easy for every person — customer or not — to understand. 30:15 - Try really hard to get negative feedback — it’ll make you better at raising capital. 30:40 - With Scott’s latest venture at CrowdSmart.io, how does he make money from this company, and how can founders join the platform? Links Mentioned

www.judyrobinett.com

www.sellingsecretsforfunding.com

@Fredcampbell on Twitter

Fred on Linkedin

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130. How To Pitch Health and Tech, David Whelan | TSP089
http://thesuccessfulpitch.full... download (audio/mpeg, 34.46Mb)

Description:

Episode Summary

David J. Whelan is a seasoned strategy, business development, and general management executive building businesses and inspiring entrepreneurs at the intersection of technology, health, and wellness. David discusses how he combines his love for health and the tech industry into one, and what a successful pitch looks like, when aiming towards these types of investors. Listen in for so many great nuggets of wisdom from David on the topics of investing, raising capital, and building your network.

What Was Covered 04:05 - David has a BS in Symbolic Systems from Stanford University. What does Symbolic Systems mean? 04:50 - Why did David want to study Symbolic Systems, and how did David get started in his career? 09:05 - David and 24-Hour Fitness tried to launch a fitness wearable in 2004, but they were too far ahead of their time. 12:45 - How was David able to fundraise over $115 million for a non-profit? 15:10 - David shares an example of how building strong connections can be an excellent lead-in to other people’s networks. 21:25 - How did David raise $25 million for the for-profit precision medical industry? 24:15 - The great thing about healthcare, is that everyone has dealt with it at one point in their lives. This means that healthcare stories are very relatable for investors. 28:10 - When you pitch, you want to provoke, inspire, and tease the solution. 28:20 - David talks on his one-time involvement with the Chinese casino game leasing industry. 32:55 - David recommends two books, The Checklist Manifesto, by Atul Gawande and Ready Player One, by Ernest Cline. Links Mentioned

www.judyrobinett.com

www.sellingsecretsforfunding.com

www.bespokestrategy.com

The Checklist Manifesto; How to Get Things Right, by Atul Gawande

Ready Player One, by Ernest Cline

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131. What Investors Want To Hear In A Pitch, Eileen Tanghal | TSP088
http://thesuccessfulpitch.full... download (audio/mpeg, 34.10Mb)

Description:

Episode Summary

Eileen Tanghal is the Vice President of New Business Exploration and New Business Ventures at ARM, a UK-listed chip designer. Eileen shares tips on overcoming imposter syndrome, why there’s a lack of women in venture capital, and she even dives into China’s startup culture. Eileen believes good entrepreneurs have resilience, but they also know when it’s time to move on after receiving enough rejections from investors.

What Was Covered 04:50 - Why are there so few women doing what Eileen’s doing? 06:25 - Venture capital is no longer an old boy’s club. 11:55 - Women just don’t seem to be very confident in the investment sector. 13:05 - How can potential investors feel like they’re not an imposter in this field? How did Eileen overcome those feelings? 19:15 - What are some of the characteristics of a good pitch? 23:40 - Eileen discusses what’s happening in China’s entrepreneurial sectors right now. 25:55 - Eileen believes China’s startup culture is about 50% faster than Silicon Valley. 27:15 - What kind of companies does Eileen like to invest in? 29:25 - How does a founder get the opportunity to meet an executive sponsor? Links Mentioned

Eileen on Twitter

Eileen on LinkedIn

What Works for Women at Work: Four Patterns Working Women Need to Know, by Joan C. Williams, Rachel Dempsey, Anne-Marie Slaughter

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132. Arrogance Is The Mask Of Fear, Alexa Fischer | TSP087
http://thesuccessfulpitch.full... download (audio/mpeg, 27.07Mb)

Description:

Episode Summary

Alexa Fischer was laying down, pretending to be dead, on the set of Bones, when she had an awakening. She loves acting, but she thought, “What am I doing with my life?” Call it luck, call it a sign, but less than a week later, Alexa got a call, out of the blue, to become a media trainer, and this is how she made the shift out of acting and into coaching. Today, she teaches her high-profile clients how to speak with confidence -- not with arrogance -- and how they can cultivate engaging conversations with the people they serve.

What Was Covered 04:10 - How did Alexa get into Yale? 05:35 - Why did Alexa decide to become an entrepreneur? 09:10 - Curiosity and tenacity are a powerful combination. You need to have both! 09:55 - What’s the difference between confidence and arrogance? 13:50 - Alexa discusses the time she met Simon Sinek. 19:30 - Somebody who is humble takes the time to listen to others. 20:55 - What’s Alexa’s why? 24:25 - Life is tricky. We didn’t come here for an easy ride -- we have to earn our mark. 25:50 - Alexa recommends, The First Key: How to Remove Subconscious Sabotage, by Daphna Slonim Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist

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133. How To Get Investors To Trust You, Samira Salman | TSP086
http://thesuccessfulpitch.full... download (audio/mpeg, 33.61Mb)

Description:

Episode Summary

Samira Salman is the CEO & Founder of Salman Solutions, a firm that advises executives, startup founders, and entrepreneurs on how to build better companies and raise capital. Samira had a very successful career as a tax lawyer. Now, she uses her expertise in both corporate and tax law to advise her clients, and she speaks heavily on topics such as entrepreneurship, brand building, negotiation, and more. Discover how you can build trust with an investor, on this week’s episode!

What Was Covered 04:05 - How did Samira get into tech investments? 06:35 - Samira works with companies at all funding stages. 07:00 - What does Samira look for when a company is pre-revenue? 11:05 - If you don’t know what problem you’re solving, then you don’t understand what your company does. 13:45 - You can’t wing your pitch! You have to prepare, and prepare, and prepare, if you really want to wow investors. 16:05 - Samira believes there’s no difference between your personal life and your business life. The internet makes our lives so transparent. 16:40 - Before Samira takes on a client, she Googles them. 17:40 - Brand yourself! investors will be looking at your online profiles. 20:10 - Make sure your pitch deck looks professional. These days you don’t have to spend a lot of money to create a good looking presentation. 22:10 - It’s always a great idea to pause your presentation, and ask whether your investors have a question. Think of your pitch deck as a conversation between investors. 24:10 - Remember, people do business with people they know, like, and trust. 25:30 - You job isn’t to sell your company, it’s to sell yourself. 26:55 - Samira knows how to pick unicorns. 30:15 - You have to ‘cut off the dead tree limbs’ when you need to. If an employee isn’t working out, it’s best to let them go. 31:20 - Samira recommends the book, The 50th Law, by 50 Cent and Robert Greene.

 

Tweetables

Cut off dead tree limbs whenever someone is not working out on your team
Show investors you are prepared and organized
Use LinkedIn to brand yourself to investors
Be authentic and have a conversation where you listen

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Salman Solutions Website
Samira on Twitter
The 50th Law, by 50 Cent and Robert Greene

 

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134. Pitch Deck Fire, Stacie Shaw | TSP085
http://thesuccessfulpitch.full... download (audio/mpeg, 29.95Mb)

Description:

Episode Summary

Stacie Shaw is the Founder of Pitch Deck Fire, where her company creates engaging and effective pitch decks for startups. As Stacie says, she is a startup storyteller! Entrepreneurs need to realize that when investors are hearing your pitch for the very first time, they are hearing it with their more primitive reptile brain and not their analytical brain. This is why you need to make your pitch incredibly simple and easy to understand, even if what you do is a complex.

What Was Covered 03:45 - How did Stacie get started? 04:45 - When did Stacie decide it was time to be self-employed? 07:20 - How well your pitch deck is designed is very, very important. 08:15 - What should people include in their pitch deck? 09:55 - Don’t pitch an investor like a customer. Your investor isn’t your customer! 11:15 - The less is more in your pitch deck. 11:30 - We have three parts to our brain. Stacie explains further. 13:30 - Explain your idea in a simple way to investor. 13:40 - Investors have a small attention span. 14:55 - Stacie shares tips on how you can be more comfortable with an investor. 15:55 - Is there such a thing as practicing too much? 17:55 - Body language also affects the way you feel. 20:15 - What are some common graphic design mistakes Stacie sees in a pitch deck presentation? 22:30 - One pitch deck fits all? No! 25:40 - Entrepreneurs try to do everything themselves, but as something as important as a pitch deck, you do want to seek out help. 26:30 - What makes an amazing story and how can entrepreneurs leverage it? 29:30 - Stacie recommends the book Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff

 

Tweetables

Practice in front of strangers
Dont confuse investors with complex concepts
How you stand impacts how you present
Energy is contagious when you pitch

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Pitch Deck Fire Website
Pitch Deck Fire on Twitter

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135. The 2 AM Principle, Jon Levy | TSP084
http://thesuccessfulpitch.full... download (audio/mpeg, 28.05Mb)

Description:

Jon Levy is a behavior scientist, author of the book, The 2AM Principle, and a keynote speaker. Jon’s work largely focuses on two main areas: Influence and Adventure. While researching what makes and creates an ‘influencer,’ Jon created a private community and dining experience (with a twist!) for industry leaders. Through this dining experience, Jon has discovered the keys to designing a great social experience, and uses this knowledge to help brands cultivate strong influencer programs.

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Jon Levy Website
The 2 AM Principle: Discover the Science of Adventure, by Jon Levy
Jon Levy Twitter

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136. Fearless Branding, Robert Friedman | TSP083
http://thesuccessfulpitch.full... download (audio/mpeg, 33.88Mb)

Description:

Episode Summary

Robert Friedman is the Owner of Fearless Branding, and has five core questions that help narrow down your focus and get more specific with your brand. When you close many doors, you can keep the right doors open! Find out what his five core questions are on this week's episode and get started developing the right brand image for your company today!

What Was Covered 03:50 - Branding is everything! 04:00 - Why did Robert start his company, Fearless Branding? 06:15 - Fearless brands try not to be all things to all people. 07:00 - At first, Fearless Branding was just a name, but now its meaning is fully integrated into the company. 07:15 - So, what does it mean to be fearless when you're building a brand? 08:40 - When you're willing to close doors, you will get more opportunities and be able to stand out in your market. 09:00 - Who you say no to is just as an important as who you say yes to. 11:15 - We have to make a decision on where we draw the line. 11:55 - Keep in mind that branding is a tool that supports your business objectives. 13:45 - How does Robert help entrepreneurs position themselves effectively in front of an investor or customer? 16:40 - As a mental test to see whether your company is unique, put your competitor's name into your pitch. If the pitch is still true, it's a bad sign! 21:00 - Who do you help? 27:50 - Robert talks about Apple's branding. 32:35 - Robert recommends The Hero and the Outlaw, by Carol Pearson and Margaret Mark. 34:25 - Don't forget to download the fearless manifesto.

 

Tweetables

Be more precise to differentiate yourself
Close many doors so you can keep right doors open
Consumers love brands that fearlessly express their unique essence
Deep resonance requires fearlessness

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Fearless Branding Website
The Hero and the Outlaw. by Carol Pearson and Margaret Mark
Let's Get Real Or Let's Not Play, by Mahan Khalsa

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137. Brooklyn VC shares Pitch Secrets, Charlie O'Donnell | TSP082
http://thesuccessfulpitch.full... download (audio/mpeg, 36.01Mb)

Description:

Episode Summary

Charlie O'Donnell is the founder at Brooklyn Bridge Ventures and has been an active member of the New York City startup community for over a decade. As an investor, Charlie looks for New York-based startups that have yet to raise 750k in a previous round. Charlie discusses the key lessons he's learned from pitching to various companies in his career on this week's episode.

What Was Covered 05:10 - How did Charlie get involved with investing? 09:45 - What has Charlie learned through his years of pitching? 13:25 - What does it mean to be authentic? 17:30 - How do we get more female founders to pitch? 19:30 - Charlie believes you should have high expectations of your team. 21:05 - How did Charlie know that Twitter and Foursquare were going to be big? 26:15 - Even the best team and the best idea make pivots along the way. 27:40 - What does Charlie look for when investing in a company? 30:40 - In the last few years, there hasn't been a ton of retail investing. 31:45 - What makes a good pitch? 34:10 - Charlie recommends the book, The 50th Law by 50 Cent and Robert Greene

 

Tweetables

Knowing who to pitch to is half the battle
Aim for creativity over compromise
Language has immeasureable impact
Treat people like you believe they can be better than they are

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
This Is Going To Be Big Website
Brooklyn Bridge Venture Website
Charlie on Twitter
Charlie on LinkedIn
The 50th Law by 50 Cent and Robert Greene
The 48 Laws of Power by Robert Greene

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138. Former AOL/Facebook Exec Turned Investor, Vince Thompson | TSP081
http://thesuccessfulpitch.full... download (audio/mpeg, 29.30Mb)

Description:

Episode Summary

Vince Thompson is the Founder of Middle Shift and an advisor for several startup companies such as Contract Cloud and Jukin Media. Early in his career, Vince lead the advertising sales organization for AOL and later went on to serve as Facebook's first head of national sales in 2005. Learn more about how to find the right advisor for your company and what Vince looks for in his pitch on this week's episode.

What Was Covered 04:00 - What was it like for Vince working for AOL? 06:50 - It's not what you do at your day job that gets you more opportunities, it's what you do after hours that counts. 07:10 - Vince talks about what it was like to work for Facebook back in 2005. 11:00 - What is Contract Cloud and how did the founder find Vince? 14:20 - Vince talks about another company he advises, Jukin Media. 17:30 - How involved is Vince as an advisor? 20:15 - When you're looking for an advisor, make sure they love the company as much as you do. 22:40 - What does Vince look for in a pitch? 25:40 - Be upfront with your intentions, don't ask an investor to go out for coffee only to pitch them! 28:30 - Vince discusses his book, Ignited.

 

Tweetables

Be authentic when you pitch
Show passion and why you are domain expert
Show me you are solving a real problem
Don't exaggerate your projections

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Middle Shift Website
Vince on LinkedIn
@vincethompson on Twitter
Ignited by Vince Thompson
Contract Cloud Website
Jukin Media Website
Steezy Website
Fan Bread Website
The 7 Habits of Highly Effective People by Stephen Covey

 

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139. Scared Speechless, Steve Rohr | TSP080
http://thesuccessfulpitch.full... download (audio/mpeg, 32.81Mb)

Description:

Episode Summary

Steve Rohr is a communication expert, speech coach, and author of the book, Scared Speechless. On this week's episode, Steve offers quick tips on how to improve your speech to investors and shares advice on how to reduce anxiety and nervousness before you get in the spotlight. Remember, the key to presenting a fantastic speech is practice, practice, practice!!

What Was Covered 04:20 - Why did Steve become a speaker? 07:25 - What is our brain doing when we get nervous? In fact, why do we even get nervous in the first place? 11:30 - Steve offers helpful tips on how to overcome your nerves when you're about to speak. 14:30 - The audience is rooting for you. They are not your enemy! 18:20 - What is the 'underdog effect'? 22:30 - What should we be saying to ourselves before we get up for a speech? 28:05 - Remember, you are in control of your thoughts! 28:10 - How can we effectively practice our pitch? 31:05 - Keep your speech simple! 32:45 - Practice, practice, practice. Stand up and recite your speech as if you're already on stage.

 

Tweetables

Pitch is to be read not said.
Investors are not the enemy, they want you to succeed.
What is the underdog effect?
Secret to stopping negative self talk.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Steve Rohr
Scared Speechless by Steve Rohr
@RealSteveRohr on Twitter

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140. Angel Investor Shares His Criteria, David Dotlich | TSP079
http://thesuccessfulpitch.full... download (audio/mpeg, 33.03Mb)

Description:

Episode Summary

David Dotlich is the founder and chairman of Pivot, one of the world's largest providers of customized executive learning for senior leaders of Fortune 500 companies. David is also the author of several books including Why CEOs Fail, Transitions at the Top, and Head, Heart & Guts. On this episode, David discusses some of the key factors that make a good leader, as well as why introducing new leaders into a company culture rarely works unsupervised.

What Was Covered 03:55 - How did David get involved with leadership? 05:15 - What's the definition of a good leader? 07:30 - You have to be very honest with yourself as a leader about your strengths and weaknesses. 08:40 - How can a leader or entrepreneur attract talent? 11:00 - You have to know what kind of culture you're trying to build and hire people based off of that culture. 11:55 - Transitions at the Top is David's 12th book. 14:30 - Hiring a new executive to help change the culture will not work. In fact, the already-established culture will end up changing the executive. 18:55 - Entrepreneurs need to be fluid with their skills. What once worked in their startup may no longer work when their company has been purchased by a larger organization. 23:50 - Impulse control is really important as an entrepreneur. 27:10 - There's such a huge turnover cost of an employee. 28:15 - How do you know when your employee has reached his/her limit in terms of skill set? 31:35 - Talk to your team and ask them for feedback on how you can be a better leader. 33:30 - Good leadership has three factors: Head, Heart & Guts.

 

Tweetables

Delegate Don't Dictate.
High EQ requires impulse control.
What do we have and what do we need?
Why CEOs fail.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
@DavidDotlich on Twitter
Why CEOs Fail by David Dotlich
Head, Heart & Guts by David Dotlich
Transitions at the Top by David Dotlich

 

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141. How To Turn Trash Into Gold, Kurt Theobald | TSP078
http://thesuccessfulpitch.full... download (audio/mpeg, 29.69Mb)

Description:

Episode Summary

Kurt Theobald is the CEO of Classy Llama, a full-service ecommerce agency. He has failed countless times, but has always gotten back up to try again. Failure doesn't define you and the journey to entrepreneurship is often a journey of self-discovery as well. Kurt discusses company culture, the importance of people, and so much more on this episode!

What Was Covered 04:00 - What has Kurt learned from his failures? 05:05 - What is a cool thing vs. an uncool thing when it comes to finding your business niche? 07:45 - What makes Classy Llama so successful? 09:45 - Failure doesn't define you. 11:30 - You don't have to know everything, you just have to be willing to learn and let others teach you. 13:45 - You have to figure out how to be happy during your journey as a struggling entrepreneur. 15:15 - What does Kurt mean by 'soft skills'? 16:45 - You need to set expectations early on for your team. 17:40 - What makes Classy Llama's culture so unique? 21:20 - Kurt loves working with millennials because they thrive on authenticity and being independent. 27:40 - Who are Nucleus and Classy Llama's ideal clients? 29:10 - Kurt recommends two books: Good to Great and Finding Truth At the Bottom.

 

Tweetables

Failure to plan is planning to fail.
Success happens when it's ready, you just gotta keep moving.
Be careful who you take wisdom and money from.
Become a vessel of success.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Classy Llama Website
Nucleus Commerce Website
@kurttheobaldon on Twitter
Kurt Theobald on Linkedin
Finding Truth At the Bottom by Kurt Theobald
Good to Great by Jim Collins

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142. How to Close $15M Round, Mark Bidwell | TSP077
http://thesuccessfulpitch.full... download (audio/mpeg, 28.01Mb)

Description:

Episode Summary

Mark Bidwell helps traditional organizations become more innovative and entrepreneurial in the digital economy. He helps to lead intrapreneurial change in market-leading companies such as BP Oil, the Hay Group, Syngenta, and more. Mark is also the co-host of the Innovation Ecosystem podcast, where he interviews thought leaders who are disrupting out-of-date methods, turning them into experiential growth. Mark talks about his work with Syngenta as well as how to get on the investor's 'good side' on this episode.

What Was Covered 04:10 - How did Mark get started? 07:20 - Mark talks about his work with Syngenta and how he was able to innovate within their industry. 09:20 - What problem was Mark trying to solve while working for Syngenta? 11:25 - Mark successfully closed a $15 million series B round for one of his clients recently. 14:45 - Aiming to get the lead investor isn't always easy, but when you do, other investors will want to join in and not miss out. 15:20 - How can an entrepreneur get the attention of a lead investor? 17:40 - Get into the mindset of helping the investor, even if your company isn't the one who can help them. 21:45 - Why did Mark start his podcast? 25:10 - Mark helps leaders come to the realization that their old thinking might not be the best way to approach a digital economy. 26:10 - Mark loves reading biographies. 27:15 - We're simply not wired for multitasking.

 

Tweetables

Investing is a human business
Be resilient when you pitch
Give investors a glimpse of the future with you
The why is more important than the what

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Mark Bidwell Website
Syngenta - United States Website
Made in America by Sam Walton
Deep Work by Cal Newport

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143. How To Hire Smart People To Get Funding, Dan Weinfurter | TSP076
http://thesuccessfulpitch.full... download (audio/mpeg, 28.13Mb)

Description:

Episode Summary

Dan Weinfurter is a serial entrepreneur and the author of Second Stage Entrepreneurship. He is the founder of GrowthPlay, a company that helps drive profitable revenue growth by improving overall sales effectiveness. Dan dives into the hiring process and believes it's better to hire no one than hire the wrong one. After all, hiring the right person is often a multi-million dollar decision. So, how can an entrepreneur hire the right person? Listen in to today's interview for more information.

What Was Covered 04:15 - How did Dan get started? 06:55 - How did Dan come up with the title for his book, Second Stage Entrepreneurship? 08:20 - How can an entrepreneur navigate through the hiring process? 08:45 - A sales person is a million dollar decision. A manager is at least a 15 million dollar decision. 10:25 - Ask your interviewee, 'What are you reading today?' 11:30 - It's better to have no one in the position than to have the wrong person. 16:10 - What makes an effective sales person? 20:45 - You should live your life everyday like you're building your personal brand. People watch what you do. 24:45 - How do you keep great talent? 26:05 - Good sales people are often times not good sales leaders. 29:00 - It pays to be good at sales.

 

Tweetables

Cost of hiring the wrong person is higher than not hiring a person.
How are you different and better?
Build credibility and trust through storytelling.
Brand is what your customers say about you.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Dan Weinfurter Website
Growth Play Website
Dan on Twitter
Dan on LinkedIn
Second Stage Entrepreneurship by Daniel J. Weinfurter

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144. VC Who Funded Dollar Shave Club $9.8M, Lylan Masterman | TSP075
http://thesuccessfulpitch.full... download (audio/mpeg, 33.53Mb)

Description:

Episode Summary

Lylan Masterman is a Venture Capital Investor at White Star Capital and a Kauffman Fellow. Lylan shares helpful tips for selecting good board members as well as being a good board member yourself. At White Star Capital, Lylan focuses primarily on late Seed and Series A investments, but he does offer advice on how an entrepreneur can successfully navigate between Series A to Series B rounds. Listen in for more!

What Was Covered 04:05 - How did Lylan get started? 08:45 - You have to do your homework about the investors that you're pitching. 13:00 - How did Lylan become a Kauffman Fellow? 14:20 - Does Lylan have any advice on how to be a good board member? 19:00 - At Kauffman, Lylan learned how to best define your personal brand vs. your firm's brand. 21:10 - A nice person who isn't helpful is simply not all that valuable. 23:15 - What is White Star Capital? 24:15 - What are some of the differences about being a VC based in New York vs. San Francisco? 26:05 - How did Lylan get involved with the Dollar Shave Club? 28:25 - What makes a good pitch? The story behind the company. 30:25 - What are some of the thing that help someone get from Series A to Series B? 32:10 - What has your board of directors done for you lately? 33:35 - Lylan shares the formula for trust.

 

Tweetables

Be nice and helpful.
Time, effort and mental energy.
Have a personal brand that is memorable.
Quality of team more important the more money you raise.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Lylan Masterman Website
Lylan on LinkedIn
Dollar Shave Club Website
The Trusted Advisor by David Maister and Robert M. Galform

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145. Investing Between The Lines, Laura Rittenhouse | TSP074
http://thesuccessfulpitch.full... download (audio/mpeg, 31.09Mb)

Description:

Episode Summary

Laura Rittenhouse is a trust and valuation expert, as well as a financial strategist and innovation coach to fortune 500 and small cap companies. She is also the founder of Rittenhouse Rankings, Inc. and the author of Investing Between the Lines. On this episode, Laura explains the importance of candor within an organization. She believes candor is what makes a company and its team succeed against the toughest of odds.

What Was Covered 04:30 - How did Laura get started? 06:00 - Laura talks about Clowns Without Borders. 10:00 - What does Laura currently do? 12:00 - What makes people trustworthy? 13:00 - In order to be effective leaders, you need a compelling story. 13:35 - Person-to-person conversations are much more powerful than digital conversations. 17:10 - What does Laura look for when she reads the shareholder letters? 20:05 - How important is the connection between candor and vision? 24:10 - If you lie to other people, you'll eventually begin to lie to yourself. 27:40 - How do you create a 'candor enterprise'? 31:25 - How can we contribute to a bigger purpose?

 

Tweetables

Without candor, there is no trust.
What is your purpose?
Humility leads to innovation.
Words are the clothes for our souls.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Rittenhouse Rankings Website
Investing Between the Lines by Laura Rittenhouse
Clowns Without Borders Website

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146. How To Pitch Millennial Investors, Lee Caraher | TSP073
http://thesuccessfulpitch.full... download (audio/mpeg, 29.42Mb)

Description:

Episode Summary

Lee Caraher is a CEO and an acclaimed communications strategist, known for her practical solutions to big problems. She started Double Forte as a new kind of communications firm, designed to work with good people and tell their stories. She is the author of Millennials & Management and discusses on today's show how the older generation can connect with a millennial team member or investor.

What Was Covered 04:40 - How did Lee start her career? 07:00 - Lee has always been intrapreneurial, not entrepreneurial. 07:55 - Lee created her company out of necessity. 08:50 - Since the start of Lee's company in 2002, she and her team have reinvented themselves four times. 09:45 - How do you craft a masterful story? 11:45 - Lee has never seen a plan executed 100%. You just can't control everything. 13:10 - What are the age ranges of millennials? Lee breaks it down into three categories. 16:10 - Lee spoke at the White House about this subject. 18:50 - How did Lee get the title of 'Millennial Whisperer'? 19:20 - Lee wrote her book because she failed miserably at keeping her millennial team. 20:40 - How can entrepreneurs hire millennials and prevent high-turn over? 21:50 - What is the culture of your company? What do you expect from your team? 23:10 - Give a lot of feedback! 24:00 - How do you pitch to millennials? 25:40 - You have to stay relevant to the younger generation. 29:00 - It boils down to three simple concepts. What are you doing, who are you doing it for, and what difference are you going to make?

 

Tweetables

A plan is in sand and goals should be in concrete.
Scale comes from innovation, not efficiency.
Communication is currency.
Good money supports the passion of the founder.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Lee Caraher Website
Millennials & Management by Lee Caraher
Double Forte Website

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147. Selling Your Company For Millions, Tom Scott | TSP072
http://thesuccessfulpitch.full... download (audio/mpeg, 28.79Mb)

Description:

Episode Summary

Tom Scott emerged as an entrepreneur at a young age when he started selling provisions to people stuck at gas lines in Maryland. When Scott and his college pal, Tom First, tried mixing peach juice and water in a blender in 1989, they did not imagine their little experiment would result in the creation of a multi-million dollar company. Tom discusses his success with Nantucket Nectars and his latest project, The Nantucket Project.

What Was Covered 04:05 - How did Tom come up with the idea for Nantucket Nectars? 07:15 - Tom attributes his success to naivety. 08:50 - When Tom first got called an entrepreneur, he thought that person was a jerk. 11:00 - What does Tom look for in a team? 13:25 - What did Tom decide to sell Nantucket Nectars? 18:10 - The odds of making your idea perfect the first time around are incredibly low. 18:25 - You can't skip time, commitment, and trial and error. 19:05 - So many people want to tell the story before they've even made it. 19:45 - Rarely is anything an overnight success. 20:15 - What is The Nantucket Project? 23:00 - What was it like to interview Richard Saul Wurman, the creator of TED? 25:40 - For Tom, it's more about learning than it is about knowing. 26:35 - Give yourself permission not to know everything all the time. 26:55 - Tom recommends two books.

 

Tweetables

Make Your Product Something for Yourself So Your Passion Is Authentic.
Energy gives you courage to try new things.
Can't skip the trial and error time it takes to make something great.
Pitch is a concise telling of new things.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Nan Tucket Project Website
Nantucket Project on Facebook
Nantucket Project on Twitter
Just Mercy by Bryan Stevenson
Creativity, Inc by Edwin Catmull

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148. The Great Minds Of Investing, William Green | TSP071
http://thesuccessfulpitch.full... download (audio/mpeg, 35.90Mb)

Description:

Episode Summary

William Green is the author of The Great Minds of Investing, a book that features profiles of famous investors. William interviewed 33 investors for his book, including Warren Buffett, and breaks down what makes them truly unique and different people from the rest. There are so many great qualities you can take away from these brilliant investors who have made tremendous mistakes both throughout their lifetime and in their career.

What Was Covered 04:00 - How did William get started? 06:10 - William's passion for investing came out of pure laziness to do any 'real' work. 07:05 - What do these great investors have that other people don't have? 08:10 - What can you learn from these investors and how can it help you in life? 09:30 - Why do people love Warren Buffett so much? 11:00 - You can't do a good deal with a bad person. 11:30 - What can you learn from Warren Buffett? 12:15 - Being a good and decent person becomes very powerful in a world filled with snake-oil salesmen. 14:35 - When you look at yourself in the mirror every morning, are you okay with who you are? 15:25 - There's a different way to do business. You don't need to be cruel. 19:35 - Want to get better at something? Hang out with people who are better than you. 20:25 - We don't have to be in our 80’s to let go of what other people may think about us. 21:15 - The ability to make mistakes and not be crushed by them is key to some of these great investors. 24:50 - People want the truth. People will stick with you because you're honest. 27:05 - People can sense when you're holding something back. 31:50 - Mason Hawkins once told William that he and his business partner haven't argued in over 30 years. 33:00 - Mason Hawkins looks for generosity in his team. 34:00 - Great investors understand what money buys them, and what it does not. 35:35 - What's the secret to having a very profitable life? Family and relationships.

 

Tweetables

Predicting rain doesn't count. Building an ark does.
You can't do a great deal with a bad person.
Live your life by your inner scorecard.
Superpower in life is being authentic.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
William Green Website
The Great Minds of Investing by William Green
I've Followed Warren Buffett For Decades – LinkedIn Post by William Green
William on LinkedIn
Power vs. Force by David R. Hawkins

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149. How To Pitch So Investors Say Yes, Matthew Pollard | TSP070
http://thesuccessfulpitch.full... download (audio/mpeg, 43.63Mb)

Description:

Episode Summary

Matthew Pollard has five multi-million-dollar business success stories under his name and is the founder of the Rapid Growth Coach. Matthew grew up with a disability and felt like he would never, ever fit in. Despite being extremely introverted at the time, he took a door-to-door sales opportunity and excelled in it by teaching himself the ropes through YouTube videos. Matthew's story is nothing short of amazing and this is definitely an episode you won't want to miss.

What Was Covered 05:35 - How did Matthew get started? 06:25 - Matthew really struggled in school when he was growing up. 08:25 - Getting a job before Christmas in Australia is virtually impossible to do. 09:05 - The only job that was available to Matthew during that time of year was door-to-door sales. 10:05 - Matthew trained himself how to sell using YouTube videos. 12:05 - Because Matthew had to work harder than anybody else, he was able to develop grit and determination. 12:30 - Everybody tells stories and stories are everywhere. 12:55 - Natural salesmen rely on their personality, not so much on their skills. 17:50 - Once you have a clear message of what your business is, then you can build stories around it. 18:05 - If you start from a sales perspective, you've already lost. 18:40 - A couple of years ago, Matthew was doing his business all wrong. He explains further. 20:50 - Matthew goes through the five steps you need to create a unified message. 21:45 - You need to wear more than one hat as an entrepreneur. 30:00 - Matthew helps people attain rapid growth. His message is simple and easy to understand. 32:05 - John does a recap of the five steps to creating a unified message. 38:05 - People are able to understand the severity of the problem through the art of storytelling. 43:45 - Engage your investors emotionally and then back the idea up with logic.

 

Tweetables

Craft a message that is authentic to who you are.
If you start with sales you've already lost.
Don't hide behind your functional skills.
Where there is one ideal customer, there will be many more.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Matthew Pollard Website
Matthew on LinkedIn
Matthew on Twitter

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150. Startup Tricks Of The Trade, John Shumate | TSP069
http://thesuccessfulpitch.full... download (audio/mpeg, 27.75Mb)

Description:

Episode Summary

John Shumate is the CEO of Venture First, a financial services group with a strong focus on empowering entrepreneurs. Venture First helps companies by providing the financial and strategic tools necessary to succeed. John dives into how entrepreneurs can structure their funding, how to build a better connection with investors, and shares a client case study. Tune in to hear more about John and Venture First.

What Was Covered 04:15 - How did John get started? 06:15 - What does John look for in a pitch? 06:55 - VCs are betting on the person, not the idea. 07:35 - Aim to really connect with your investors on a personal level. 08:00 - Sell yourself first before you sell your product or service to the investors. 08:35 - There's no such thing as having the perfect pitch, so aim to have a collaborative conversation with your investors. 09:25 - Why do startups fail? They run out of cash! 10:20 - Raise about 20% more money than you think you need. 10:40 - Plan for 18 months worth of funding. This gives you a full year to focus on executing. 11:55 - Are we experiencing a startup evaluation bubble? Yes and no. 15:55 - How does John think about and handle the barrier to entry, and an entrepreneur's competitors? 18:20 - John talks about his investment criteria. 19:25 - John shares a case study about Edumedics. 23:40 - What kind of services does John offer? 24:45 - How does John and his company stay so organized? He recommends Asana. 26:30 - John believes entrepreneurs should read The Hard Thing About Hard Things. Tweetables

Have a collaborative conversation with investors.
Sell yourself first before you sell anything.
No stigma to failing.
Raise 20% more than you think you need.

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Venture First Website
Edumedics Website
Asana Website
Mixmax Website
The Hard Thing About Hard Things by Ben Horowitz
John on Twitter

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151. How To Get Seed Money for Free, Ramphis Castro | TSP068
http://thesuccessfulpitch.full... download (audio/mpeg, 34.09Mb)

Description:

Episode Summary

Ramphis Castro is the co-founder of ScienceVest and is a Kauffman Fellow, a community of over 400 innovation investors worldwide. He is also the managing director of The Founder Institute, which is one of the world's largest idea-stage accelerators. Today, Ramphis sits down with John to discuss some of the potential entrepreneurial paths in Cuba and Puerto Rico as well as some of the benefits of being a Kauffman Fellow.

What Was Covered 04:10 - How did Ramphis get started in the investing world? 06:35 - The best way to start is to start small. 07:15 - Make sure you have a good partner when you're first starting out. Make sure to reference check them. 08:20 - What does Ramphis look for in a pitch? 08:55 - Why is your team the right team? 10:00 - How did Ramphis become a Kauffman Fellow? 12:35 - What has Ramphis learned now that he is a Kauffman Fellow? 13:50 - What is The Founder Institute? 19:30 - Entrepreneurs believe you only have to pitch investors. But in reality, you have to pitch everybody. 21:10 - There's no right way to pitch, so The Founder Institute teaches you different ways to approach a pitch. 22:20 - What is Mindchemy? 24:30 - Ramphis talks about Cuba and the entrepreneurial potential over there. 29:40 - What is P18 and how does it affect Puerto Rico? 32:45 - Puerto Rico is the biggest startup you have never heard of. 33:05 - Ramphis recommends to read Venture Deals and Early Exits. Tweetables

Best way to start is to start small.
Puerto Rico is the biggest startup hub you have never heard of.
Check your team's references before you partner.
What qualifies you to be a founder for this startup?

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Ramphis on Twitter
Venture Deals by Brad Feld
Early Exits by Basil Peters

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152. A Well Prepared Pitch Deck Gets You in the Right Doors, Jason Shuman | TSP067
http://thesuccessfulpitch.full... download (audio/mpeg, 28.53Mb)

Description:

Episode Summary

Jason Shuman is an entrepreneur and a venture capitalist who has been involved with startups since he was 17 years old, and has always had a deep passion for the industry. He is currently an associate at Corigin Ventures, where he is responsible for sourcing and analyzing deals. Jason discusses the charity foundation he is a part of, why there are so many young VCs these days, branding, and so much more on today's show.

What Was Covered 03:50 - How did Jason get started? 06:25 - Jason was born with a primary immunodeficiency, which causes him to get blood infusions every three weeks. 07:10 - Jason talks about the charity he is involved with, the Jeffrey Modell Foundation. 08:35 - Corigin Ventures does both early stage seed and series A - why do both? 10:15 - There are a lot of young VCs these days and Jason believes this is due to the younger generation growing up with technology. 11:15 - How does Jason brand himself? 15:00 - You need to have an intense focus and passion for what you want. 16:35 - What does Jason look for in a good pitch? 19:05 - Don't just wing a pitch!! 21:00 - Do people need to live in the New York area in order to pitch Jason? No. 23:10 - What is 'Platformation'? 26:20 - The one theme Jason speaks about the most is focus. People lack focus. 28:25 - Final pieces of advice - Fundraising is difficult and not for everybody. Startups are not easy. Tweetables

You can’t boil the ocean.
Focus is the key to getting funded.
A bad pitch deck will kill your chances of getting funded.
Read the investors’ blogs.

Links Mentioned

JRobinett Website
Selling Secrets For Funding
Corigin Ventures
Jeffrey Modell Foundation
Think and Grow Rich by Napoleon Hill
Platformation Today
Jason Shuman Twitter

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153. Storytelling and Branding Expert, Eitan Chitayat | TSP066
http://thesuccessfulpitch.full... download (audio/mpeg, 32.19Mb)

Description:

Episode Summary

Eitan Chitayat is a creative director, copywriter, brand-builder, and founder of Natie. Eitan has overseen and played a part in award-winning work on integrated campaigns across all mediums, most notably for Google, Apple, Facebook, YouTube, and more. Eitan discusses the power of storytelling and how to hone in on these skills by finding who you are and what your brand represents.

What Was Covered 03:50 - Who is Eitan? 05:25 - What did Eitan learn when he was working with Google as a freelancer? 07:25 - Why did Eitan decide to start his own company? 10:00 - How can you find the right people/team? 12:30 - What was it like working with Facebook? 14:00 - Your strategy is only as good as your first step. 14:35 - Eitan talks about the marketing his team did for Valtech, which sold for $900 million. 21:40 - Being an entrepreneur is the loneliest job on the planet. 24:20 - One of the most important things as an entrepreneur is to get your startup story right. 25:30 - Eitan talks about the viral video he created, 'I'm That Jew'. 28:50 - You have to be who you are and you can't be afraid of that. 30:00 - What is The 5 Percent Club?

 

Tweetables

Stay in touch for potential magic.
Being a startup is the loneliest job on the planet.
Tell the truth of who you are.
Be authentic and relevant.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Eitan Chitayat Website
I'm That Jew on YouTube
Eat, Pray, Love by Elizabeth Gilbert

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154. Shark Tank: Secrets To Success, Michael Parrish DuDell | TSP001
http://thesuccessfulpitch.full... download (audio/mpeg, 28.17Mb)

Description:

Episode Summary

Michael Parrish DuDell is an entrepreneur, keynote speaker, and the bestselling author of Shark Tank Jump Start Your Business, the official book from ABC's hit show Shark Tank. Michael was given a 30-day deadline to finish the book and was on the set of Shark Tank frequently getting to know the investors. Listen in for some key Shark Tank insights and get a behind-the-scenes look at how to pitch the Sharks.

What Was Covered 03:35 - How did Michael become a Millennial generation expert? 05:00 - There are more Millennials than baby boomers currently. 05:50 - Michael talks about Seth Godin and the project they worked on together. 06:50 - Why did Seth pick Michael? 08:00 - A warm introduction and showing your personally really makes you stand out from the crowd. 08:40 - How did Michael get selected to write the Shark Tank book? 11:50 - What are some of the biggest challenges people have when pitching to the sharks? 14:10 - The minute you leave your home, you have to be 'on'. 14:35 - Don't get defensive when you get asked questions by the investors. They want coachable people. 15:50 - Best piece of advice? Do as much research as you possibly can on your investors. 17:10 - We take risks every day. We don't know if anything will work. 19:05 - Michael talks about the co-founders of Pipsnacks and shares their personal stories. 20:15 - What's next for Michael? 21:15 - How do you build a great team? He disagrees with Barbara Corcoran on this. 22:40 - Michael talks about Mark Cuban and Kevin O'Leary. 25:40 - Show as many 'proof points' as possible that your idea is going to work. 26:20 - The most important thing you need to know? Just be a human being! Michael explains further.   Tweetables

Be A Human When You Pitch. Don’t be Boring.
Do research on what the investors care about before you pitch.
Self-awareness is the secret to success.
Build a team that has different skill sets.

Links Mentioned

jRobinett Website
Selling Secrets For Funding
Michael Parrish DuDell Website
Michael Parrish DuDell Twitter
The Domino Project
Personal MBA
Shark Tank Jump Start Your Business by Michael Parrish DuDell.
Shark Tank Secrets to Success by Michael Parrish DuDell.
The War of Art by Steven Pressfield

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155. Pasadena Angels Secrets, Stephen Hall | TSP065
http://thesuccessfulpitch.full... download (audio/mpeg, 25.43Mb)

Description:

Episode Summary

Stephen Hall is the co-founder of ORock Cloud, an industry leader in cloud computing security. His main target audience is the Department of Defense and he discusses what it takes to pitch to that caliber. He is also a member of the Pasadena Angels and talks on why this particular angel group is different from the rest.

What Was Covered 03:30 - Did Stephen always know he was going to become an angel investor? 06:00 - Make sure you're passionate about the problem you're solving. 07:20 - A great team prevents burnout. 07:40 - What makes Pasadena Angels different from other angel investing groups? 10:10 - What is the financial range the Pasadena Angels like to invest in? 11:50 - What does Stephen look for in a pitch? 12:45 - The Pasadena Angels will mentor an entrepreneur, even if their idea doesn't meet their criteria. 13:55 - Stephen talks about his company, ORock Cloud. 17:15 - Stephen had to rework his product three times before he was happy with it. 18:05 - If you're a founder who can express empathy to the founders, and that sets you apart from 90% of the pitches they will hear. 19:20 - ORock Cloud has three locations – L.A, NY, and London. 20:10 - What makes ORock Cloud unique? Who’s the competition? 23:10 - John mentions how Stephen is an excellent story teller. Stephen recommends getting a mentor to help you with this skill. 23:40 - Being coachable is a key trait investors and entrepreneurs look for. 24:25 - Stephen recommends Rich Dad Poor Dad by Robert Kiyosaki. 25:55 - Final thoughts? Have a great team.

 

Tweetables

A great team helps prevent burnout.
Laser focus is a competitive advantage.
If you are not coachable you will not get funded.
How to help Department of Defense with security.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
ORock Cloud Website
Rich Dad Poor Dad by Robert Kiyosaki

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156. NY Angel Pitch Secrets, Nisa Amoils | TSP064
http://thesuccessfulpitch.full... download (audio/mpeg, 25.24Mb)

Description:

Episode Summary

Nisa Amoils has a background in law, entertainment, and beauty tech. Nisa is an advisor on four boards and discusses the importance of entrepreneurs utilizing their advisory board's expertise, on today’s show. She started investing when she went through the 37 Angels boot camp and, through her unique experiences in law, has a ton of helpful advice to share with our listeners.

What Was Covered 02:50 - How did Nisa get started? 06:50 - How did Nisa become an entertainment lawyer? 08:25 - Why did Nisa leave the entertainment industry to become an investor? 10:25 - John does a recap of the 37 Angels and what they're about. 11:30 - What should a good pitch contain? Nisa says to go through the standard checklist - team, market size, product, go-to market strategy, existing investors, etc. 12:10 - What makes a good pitch is how entrepreneurs present the information and how concise they are about getting their message across to investors. 13:00 - Nisa talks about a company she invested in called Refresh, a woman's only club. 15:15 - What did Nisa like about Refresh's pitch? 19:15 - When it comes to investing, Nisa travels between New York and Silicon Valley. 19:35 - Nisa is currently on four advisory boards for companies she's invested in. 20:25 - A strong advisory board is critical, especially for first time entrepreneurs. 21:10 - You often don't know whether an entrepreneur is coachable until you're working with them. 22:40 - What should entrepreneurs look out for when they're selling their company? 24:15 - Nisa recommends The Creator's Code and The Startup Playbook 25:30 - Nisa tries to answer every email she gets. 26:05 - It's a lot harder being the entrepreneur than it is being the investor.

 

Tweetables

Why now is key when you pitch.
Be passionate, concise and authentic.
Show investors how you think.
Have an exit strategy to show ROI.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
37 Angels Website
The Creator's Code by Amy Wilkinson
The Startup Playbook by David Kidder
Nisa on LinkedIn
Nisa on Twitter

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157. Lunch with Warren Buffett, Guy Spier | TSP063
http://thesuccessfulpitch.full... download (audio/mpeg, 37.70Mb)

Description:

Episode Summary

Guy Spier is a Zurich-based investor and the author of, "The Education of a Value Investor". In June 2007 he made headlines by bidding US$650,100 with Mohnish Pabrai for a charity lunch with Warren Buffett. Guy talks to John on some of the key lessons he learned from that three hour lunch with Warren Buffett and how he helps founders get funded.

What Was Covered 04:30 - How did Guy get started? 07:00 - Guy worked for an investment bank that ruined his reputation. When he left, no one wanted to hire him. 08:10 - His father encouraged him to go into business for himself. 10:30 - What did Guy learn when he met Warren Buffet? 16:25 - Always be humble and always try to give value to others. 18:15 - Focus on being interested in someone vs. being interesting to them. You'll have a better conversation. 19:15 - It's not about how you feel, it's about how you make other people feel. 20:00 - What kinds of questions did Guy ask Warren Buffet? 26:10 - The more you understand yourself, the better of an investor you become. Guy explains further. 29:05 - Left brain and right brain are members of a team. Don't fight yourself. work with yourself instead. 31:15 - Emotions are a call to action. If we don't feel them, then we won't take the actions we need to take. 32:15 - How does Guy help founders get funded? 37:55 - Last piece of advice? Always generate more value than you take.

 

Tweetables

Generate more value than you take.
Emotions are a call to action.
Be humble and helpful to everyone you meet.
Accept help from people close to you.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Aquamarine Fund Website
Guy on Twitter
Guy's LinkedIn Group
The Education of a Value Investor by Guy Spier
TED Talk - The Power of Vulnerability

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158. Grit To Great, Linda Kaplan Thaler | TSP062
http://thesuccessfulpitch.full... download (audio/mpeg, 27.76Mb)

Description:

Episode Summary

Linda Kaplan has helped create fantastic advertising campaigns throughout the industry, including the Aflac Duck, and she has composed famous jingles such as “Kodak Moments” and “I'm a Toys 'R' Us Kid.” Linda is also the co-author of Grit to Great and discusses with John how any entrepreneur can become extraordinary with these four characteristics – Guts, Resilience, Initiative, and Tenacity.

What Was Covered 04:10 - What lessons did Linda learn from growing up in the Bronx? 08:10 - Linda talks about James Patterson's grit. 09:45 - Why did Linda and Robin write Grit to Great? 10:20 - Only 2% of prodigies become somebody or do something with their lives. 11:55 - So many successful people grew up ordinary and did not have the “IT” factor. However, they did have the GRIT factor. 12:10 - GRIT stands for Guts, Resilience, Initiative, and Tenacity. 15:25 - None of you are special. 15:45 - The only reason why Linda made it was because she was resilient. 16:15 - How can somebody become resilient? 16:45 - It took James Dyson 15 years to create a better vacuum. 18:55 - Pivot, pivot, pivot until you find something that works. 20:35 - Linda shares a story on how her small advertising agency was able to win the Wendy's account. 26:00 - The most important thing you can do is make your bed in the morning. 26:50 - Break your problems into smaller problems and tackle the smaller pieces one by one.

 

Tweetables

Fail forward.
Finish what you start.
None of you are special.
Pivot, pivot, pivot until you find something that works.
GRIT stands for Guts, Resilience, Initiative, and Tenacity.

 

Links Mentioned

J Robinett Enterprises
John Livesay Funding Strategist
Grit to Great Website
Linda Kaplan Thaler Twitter

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159. Pitch An Angel With Hustle, Angela Lee | TSP061
http://thesuccessfulpitch.full... download (audio/mpeg, 46.13Mb)

Description:

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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160. Secrets to Crowdfunding, Kim Kaselionis | TSP060
http://thesuccessfulpitch.full... download (audio/mpeg, 24.47Mb)

Description:

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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161. Innovator Of The Year, David A. Rosen | TSP059
http://thesuccessfulpitch.full... download (audio/mpeg, 31.07Mb)

Description:

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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162. How To Be A Go Giver, Bob Burg | TSP058
http://thesuccessfulpitch.full... download (audio/mpeg, 29.03Mb)

Description:

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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163. Main Street Entrepreneur-Build Your Dream Company, Michael Glauser | TSP057
http://thesuccessfulpitch.full... download (audio/mpeg, 35.31Mb)

Description:

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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164. How To Connect With A VC, Andrew Goldner | TSP056
http://thesuccessfulpitch.full... download (audio/mpeg, 49.01Mb)

Description: Episode Summary

Andrew Goldner is the co-founder of GrowthX, a trust-network of innovators and investors. GrowthX is more than just a venture capital fund because it focuses on generating value for others first, before making a pretty penny. Prior to starting GrowthX, Andrew was a global business leader and senior technology consultant. Andrew discusses with John on what makes GrowthX different, as well as why startup founders do not need to move locations to build their vision.  

Key Takeaways 01:50 - How did Andrew go from Reuters to becoming a VC?   05:15 - You don't have to move locations to get funded. 08:10 - What is the vision of GrowthX?   09:00 - Unless your customers are in that expensive zip code, why even move there?   11:45 - GrowthX will be featuring the founders' faces on their website instead of their company logos.   14:25 - GrowthX plays for the long term and is more intently focused on building stronger relationships than bigger and better profits.   16:50 - When you first join a startup, it's best to just sit and listen to those around you before acting.   18:55 - What kind of attitude does it take to become a good startup founder?  21:15 - How can startup founders remain focused?   23:25 - Remember, you have a set of priorities and others need to respect that.   24:30 - Don't mistake 'being busy' as 'making progress'.   28:00 - Is the fund you're trying to reach really the right fit for your vision 29:25 - How hard is it really to change someone's behavior? Andrew explains.   32:35 - Visit Growthx.com for more info!   Tweetables Links Mentioned

The Successful Pitch
GrowthX
Essentialism by Greg McKeown
Andrew Goldner's Twitter
GrowthX Twitter

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165. TSP055 | Nihal Mehta - How To Create Lightening With Your Vision
http://thesuccessfulpitch.full... download (audio/mpeg, 45.78Mb)

Description: Episode Summary

Nihal Mehta is the Founding General Partner at Eniac Ventures. Nihal has founded five startups and invested in over 100 companies since 1999. He is a noted expert in the emerging adoption of mobile technologies and so much more. In this interview, Nihal says he likes to put pressure on the founders to deliver a product. This is a great way to see how the team handles pressure and whether they're capable of moving quickly in the market. He also says he's grateful that his first startup ended in bankruptcy and failure, because without those experiences he would not have been able to achieve success. 

Key Takeaways 02:55 - Nihal talks about the 'A Day in the Life' video. 05:40 - The founding team has to be sales efficient. 07:25 - How did Nihal get into investing? 09:40 - When coaching new entrepreneurs, Nihal tells them to fail fast. 11:15 - Nihal's first startup failed and he had to declare bankruptcy. He's glad for that experience. 14:15 - Nihal wants entrepreneurs who are passionate about their work and don't care what they're currently wearing. 15:10 - Show the product to Nihal as quickly as possible. If you can't do that, it's a red flag. 19:55 - Your mission can be about anything, but you just have to be incredibly passionate about it. 21:00 - Nihal wants to know that the entrepreneur has at least thought about the acquisition cost for each customer and their life time value. 22:55 - Nihal also looks at exit strategy, but he does it a little bit differently. 24:30 - How does Nihal like to meet and find new founders? 26:20 - What does Nihal like to invest in? 27:45 - Nihal comments on how Apple wants more apps and Google wants more people to search the web. 29:15 - Nihal recommends four books off his Kindle. Tweetables Links Mentioned

Eniac
A Day In The Life: There's No 'White Space' in Nihal Mehta's Calendar
Zero To One by Peter Thiel

The Hard Thing About Hard Things by Ben Horowitz
The Everything Store by Brad Stone
David and Goliath by Malcolm Gladwell
Nihal Meta's Twitter

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166. TSP054 | Adam Quinton - Pitching To A Top Angel
http://thesuccessfulpitch.full... download (audio/mpeg, 46.46Mb)

Description: Episode Summary

Adam Quinton is the founder of Lucas Point Ventures, an early seed stage investment company. Adam talks about both his investment strategy and philosophy on today's show. He also shares his thoughts on what makes a successful pitch as well as gives valuable advice on how a founder can prepare for that second meeting. 

Key Takeaways
03:35 - How did Adam get started?
 
05:45 - What are the three things Adam looks for in a pitch?
 
07:45 - Why will your product work now?
 
08:30 - If you haven't got a co-founder now, find one.
 
08:50 - Multiple co-founders can help with stress.
 
11:45 - Don't fill your pitch with lots of facts, because ultimately it's about you.
 
12:30 - Adam doesn't like video product demos.
 
14:35 - How can you place yourself in front of the right investor?
 
17:25 - Why did Adam invest in Snaps?
 
19:55 - Does Adam like a particular startup genre?
 
21:55 - What's Adam's investment philosophy?
 
26:00 - Would Adam invest in the competitor of a company he has already backed?
 
27:45 - Adam shares a pitch he loved back in 2012.
 
29:05 - A husband and wife were the founding team of Rapmedia.
 
31:05 - How does a founder prepare for the second meeting?
 
34:55 - Is it important for founders to have an exit strategy?
 
36:40 - Adam recommends three books.
Tweetables

Pitch Deck is a prop to showcase you.
Investors don't buy the product, they buy equity in company.
Angels are in exit business, not investing business.
Get a co-founder to help manage stress.

Links Mentioned

JRobinett
How to Make Your Startup Irresistible to Investors in 5 Easy Steps Webinar
Lucas Point Ventures
Adam Quinton LinkedIn
The Muse
Snaps
Rapmedia
Venture Deals by Brad Feld
What Every Angel Investor Wants You to Know by Brian Cohen
Startupland by Mikkel Svane


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167. TSP053 | Claudia Iannazzo - How to Charm Investors
http://thesuccessfulpitch.full... download (audio/mpeg, 34.90Mb)

Description: Episode Summary

Claudia Iannazzo is the General Partner at Pereg Ventures, an early-stage venture capital firm. On average, Claudia hears of approximately 1,500 pitches a year, but only 5 of those actually get funded. Claudia shares her criteria on what she looks for in an entrepreneur, but also reveals an interesting insight. Despite not believing in the entrepreneur at first, she has funded them in the end, because they were able to prove their idea and their worth later down the line. 

Key Takeaways

03:20 - How did Claudia get started?

6:50 - If you don't make it easy, you'll get excluded.

10:50 - What is the difference between working in Australia vs. U.S.?
11:00 - When Claudia left Australia, she vowed never to start a company there ever again.
13:15 - Is investing in a company like a marriage? Claudia says it can be worse than a marriage.
14:50 - When Pereg Ventures invests, they get actively involved
with the company.
17:55 - How are entrepreneurs opening new doors for their customers?
20:55 - A warm introduction is always best, but if you can't get one, don't be afraid to try a cold one.
21:50 - What makes Claudia want to invest in a particular entrepreneur? What are her criteria?
24:15 - Out of 500 companies, Claudia will only like 100 of them. 50 of them are worth a closer look. 10 will receive a formal due diligence check and 5 of those will get funded.
26:30 - By 2017, CMOs will spend more on technology than their CIO counterparts.

27:35 - Claudia recommends reading sci-fi books.

Tweetables

If you don't make it easy to understand, you won't get funded.
Investors want to be charmed by founders.
Talk with investors, not to them.
Do your customers see the value in what you do?

Links Mentioned

Judy Robinett Website
Pereg Ventures

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168. TSP052 | Charlene Li - How To Be the Engaged Leader Investors Seek
http://thesuccessfulpitch.full... download (audio/mpeg, 43.32Mb)

Description: Episode Summary

Charlene Li is the founder of Altimeter Group and the author of several books including the New York Times bestseller, Open Leadership. Today Charlene sits down with John to talk about how entrepreneurs can become engaged leaders; not only for their team, but for their customers as well. She talks on the four key aspects a leader must have in order to become properly engaged with people who matter.

Key Takeaways

03:25 - How did Charlene get started?

05:40 - Charlene talks on how she made her company, Altimeter, stand out.

09:25 - You can't just wing it, you have to prepare.

12:40 - Despite Charlene giving her research out for free, people still wanted to hire her to speak.

13:55 - Leaderships are all about relationships.

14:20 - How can you really become an engaged leader?

16:50 - Charlene shares an example of an engaged leader.

19:40 - How can you engage to transform not only your team, but your customers as well?

22:10 - Charlene talks about Obama being on Reddit.

23:25 - What does Pope Francis do differently than everyone else?

27:10 - Charlene talks about the best pitch she has listened to.

28:35 - If you can't tell Charlene what your pitch is within two minutes, you don't have a pitch.

30:40 - What kind of businesses does Charlene like to invest in? 

33:15 - How resilient is your team?

33:45 - You only have four hours of the week that really matters.

34:15 - You can't do your best work when you're putting in 70-80-100 hours a week.

Tweetables

You want your company to be bought not sold.
Use social media to engage and transform.
How to thrive during disruption.
Focus on you solving pain points in a unique way.

Links Mentioned

Judy Robinett Website
Charlene Li Website
The Engaged Leader by Charlene Li
Open Leadership by Charlene Li
Groundswell by Charlene Li
The 4-Hour Workweek by Tim Ferriss
Rework by Jason Fried

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169. TSP051 | Karla Nelson - Next steps to getting funded
http://thesuccessfulpitch.full... download (audio/mpeg, 36.16Mb)

Description: Episode Summary

Karla Nelson is an entrepreneur, business innovator, and a power connector. She is a thought leader at Sac-cess.com and is heavily involved with Latch.com, a company that helps connect the right business professionals within the real estate industry. Her message is clear: entrepreneurs need a strong ecosystem of support or else they'll burn out and become uninspired. She also says to never underestimate a person and their personal network of people.

Key Takeaways

03:25 - Why did Karla become an entrepreneur?

06:25 - What does Karla mean when she says, 'the significant of next'?

08:35 - How did Latch.com get started?

 

10:50 - It's about the quality of the relationship instead of quantity.

 

14:55 - Karla is helping the Sacramento community.

 

16:00 - The reason why everyone wants to go to Silicon Valley is because of the network.

 

17:30 - Technology allows us to work remotely and do great things regardless of our location.

 

20:25 - Transparency is the key to successful and trusting relationships.

 

26:00 - The death of an entrepreneur is solitude. You need to have an ecosystem.

 

27:45 - VCs need to see your passion.

 

28:25 - There's nothing you can't do with passion.

 

31:40 - There's sales and then there's everything else. Learn how to sell yourself.

 

33:05 - Karla recommends two books.

 

36:40 - You're one person away of massively changing your life. Don't underestimate a person.

Tweetables

Death of founder is solitude.
Connection through empathy.
Only one person away from changing your life.
People buy with emotion and back it up with logic.

Links Mentioned

Judy Robinett Website
Karla Nelson Website
LATCH
Sac-Cess
BubbleBall
Karla Nelson Twitter
The 4-Hour Workweek by Tim Ferriss
How to Be a Power Connector by Judy Robinett

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170. TSP050 | Julia Pimsleur - How to raise $5M for your startup
http://thesuccessfulpitch.full... download (audio/mpeg, 24.44Mb)

Description: Episode Summary

Julia Pimsleur is the CEO and Founder of Little Pim, the leading source for introducing young children to a second language. Her business has won 25 awards and is sold in 22 countries. Julia is on a fantastic mission to help one million women entrepreneurs make one million in revenues by 2020. Listen in to learn how she got started, how you can get off your entrepreneur hamster wheel, and more.

Key Takeaways

02:50 - How did Julia get started in business?

04:35 - Children often learn a second language too late.

04:50 - How can you get off the entrepreneur hamster wheel?

05:50 - Work on the business, not in the business.

06:45 - Why is it so hard to raise capital?

08:15 - Fully commit to raising capital.

08:25 - Change your self-talk to 'When I get funded' instead of 'If I get funded'.

08:30 - Fund raising is brutal and can be more difficult to do as a woman.

10:20 - Venture capital has been working the same way for many, many years.

10:55 - Julia talks about how she raised her first million dollars.

13:25 - Julia shares a couple of tips on how to improve your pitch.

15:10 - Put yourself in the shoes of an investor.

17:35 - Julia recommends: Venture Deals by Brad Feld and The Fundraising Rules by Mark Davis.

19:10 - You just have to be conversational, not perfect.

19:20 - Investors expect you to be an expert in your world/industry.

Tweetables

Shift from ‘If I get funded’ to ‘WHEN I get funded’ mindset.
How to get off the startup hamster wheel.
Fortune favors the brave.
Pitch with grit and focus.

Links Mentioned

Judy Robinett Website
Julia Pimsleur Website
Julia Pimsleur Twitter
Little Pim
Million Dollar Women by Julia Pimsleur
Venture Deals by Brad Feld
The Fundraising Rules by Mark Davis

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171. TSP049 | Linda Galindo - Where Winners Live
http://thesuccessfulpitch.full... download (audio/mpeg, 41.61Mb)

Description: Episode Summary

Linda Galindo was a journalist and radio news personality before getting into consulting. Currently, as an accountability expert, she helps bring accountability to organizations at the leadership level. Linda is also the author of The 85% Solution and Way to Grow! On this episode, Linda talks to John on how entrepreneurs can create a better company culture and get out of the babysitting mentality with underperforming employees.

Key Takeaways

3:22 - How did Linda come up with her tag line?

4:50 - How did Linda become an accountability expert?

7:35 - Linda talks about her book, The 85% Solution.

11:15 - Stuff happens, but will you make up excuses when it does?

13:00 - What do people do when they take responsibility? Linda lists the top 3 behaviors.

15:15 - Don't rescue, fix or save underperformers.

17:50 - How can entrepreneurs create an open company culture?

21:45 - If you don't know the answer to something, don't lie about it.

23:15 - How can companies get out of the 'babysitter' university?

26:45 - You want to get rid of your high-maintenance employees as quickly as possible.

29:10 - Accountability in the company is a competitive advantage.

29:55 - However, you cannot mandate accountability, you can only demonstrate it.

32:30 - Linda recommends How to Be a Power Connector by Judy Robinett

34:15 - Don't forget to connect with Linda!

Tweetables

Accountability = invisibility.
No meeting after the meeting.
Can't mandate accountability only demonstrate it.
Don't rescue, fix or save underperformers.

Links Mentioned

Judy Robinett Website
John Livesay Funding Strategist
Linda Galindo's Website
Linda Galindo's Facebook
Linda Galindo's Twitter
The 85% Solution by Linda Galindo
Way to Grow! by Linda Galindo
How to Be a Power Connector by Judy Robinett
Why Leaders Can't Lead by Warren G. Bennis

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172. TSP048 | Daniel Maw - Secrets To Hiring The Best Team
http://thesuccessfulpitch.full... download (audio/mpeg, 32.15Mb)

Description: Episode Summary

Daniel Maw is the owner of Pixel One and the technical director of HACKSAW. Daniel talks about the successful ways to find a great co-founder and how to pitch a client. He mentions that being busy is so easy that you might lose track of your end goals, but no matter how busy you get, you simply can't take your eyes off of them. Your business depends on your end goals in order to succeed.

Key Takeaways

01:20 - The key to getting good clients is by having a real relationship not a service relationship.

03:20 - How did Daniel get started? 

07:50 - Daniel talks about how he won the Best Interactive Product award.

10:25 - Why did Daniel decide to start Pixel One?

16:05 - Daniel didn't even have a plan B when he started his company.

16:55 - Believe it or not, Daniel didn't like Mark Asquith when he first met him.

19:15 - What is Daniel's end game with his current company?

21:30 - How does Daniel pitch a client?

22:45 - “People buy people.”

26:15 - How can you make sure what you're doing is profitable?

27:25 - How can you find the right co-founder/team?

28:35 - Daniel explains what he means by 'As hire As and Bs hire Cs'.

29:50 - Daniel recommends: Ogilvy on Advertising by David Ogilvy and Art of Persuasion by Bob Burg.

33:25 - Anybody who is really good at something has spent some time developing it.

Tweetables

A-level people hire A-level talent.
Easy to be busy being busy but it isn't enough.
Know what your end game is when you start.
Say no to clients who don't appreciate you.

Links Mentioned

Judy Robinett Website
Hacksaw
Ogilvy on Advertising by David Ogilvy
Art of Persuasion by Bob Burg
Daniel Maw Twitter

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173. TSP-BONUS | Tim Sanders - Dealstorming
http://thesuccessfulpitch.full... download (audio/mpeg, 37.66Mb)

Description: Episode Summary

Tim Sanders has been involved with disruptive change for the past 30 years. He was on the ground floor of the mobile phone industry and the birth of the World Wide Web. He has written several books including Love Is the Killer App, Dealstorming, and more. Tim talks about his innovation template, how to build fantastic teams, and tell great stories. 

Key Takeaways
04:05 - How did Tim become such a good storyteller?
05:35 - There's only five stories in the world. Tim elaborates.
07:40 - Tim talks about how he came up with his latest book, Dealstorming.
 
11:30 - You don't just have a tall team, you have a wide one too.
 
13:40 - Sales genius is a team sport. Tim explains what he means by this.
 
16:40 - What's in an innovation template?
 
22:00 - Invest 25% of your time in the discussion of the root of the problem you're having.
 
25:20 - Tim breaks down the four keys to investing.
 
27:30 - Tim talks about unsustainable business models.
 
30:00 - Build a quality team to conquer huge deals.
Tweetables Links Mentioned

JRobinett Enterprises
Give Your Speech, Change the World by Nick Morgan
Public Words
Dealstorming by Tim Sanders
Dealstorming
Tim Sanders' Twitter
Tim Sanders' LinkedIn

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174. TSP047 | Jude Robinson – How to Master Your Business Story
http://thesuccessfulpitch.full... download (audio/mpeg, 30.89Mb)

Description: Episode Summary

Jude Robinson helps both inventors and companies develop new products and bring them to market. Jude shares her personal story on what it was like growing up in Alaska, smart ways to test your products before spending tons of money to bring them to market, and why some of your best ideas and creations happen when your back is against the wall.

Key Takeaways

3:00 - Why did Jude become an entrepreneur? 

5:20 - Jude talks about the life lessons she has learned in Alaska. 

6:10 - Honor your word.

7:05 - Jude talks about how she got started. 

10:25 - Jude shares networking tips.

13:25 - How can you master your personal story?

18:15 - Good ideas happen with your back against the wall. 

19:55 - Get used to rejection. 

23:20 - Sometimes you need to zoom out and see the big picture.

24:45 - Don't try to be bigger than the chain.

27:05 - Social-proof your idea first before spending tons of money on patents and failed inventions.

29:15 - Jude recommends a synonyms finder. 

30:30 - How can entrepreneurs deal with fear?

Tweetables

Don't be a brain picker or a tire kicker when networking.
Don't let others’ lack of integrity change your integrity.
Good ideas never come from agenda.
Don't give rejection the attention it seeks.

Links Mentioned

Jude Robinson's LinkedIn

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175. TSP045 | Annette Lavoie - How To Pitch Yourself
http://thesuccessfulpitch.full... download (audio/mpeg, 33.58Mb)

Description: Episode Summary

Annette Lavoie started out as a medical device entrepreneur and currently provides mentorship to startup companies. After more than ten years in the medical device industry, she sold her first company and has incredible experience on how startup founders can succeed in the scary world of venture capital. Annette talks to John on how to evaluate startup companies, pre-revenue; and how to maintain your position as a founder after being funded.

Key Takeaways

02:45 - How did Annette get started?

03:40 - Why did she become an entrepreneur?

08:10 - How did Annette convince investors to fund her?

12:20 - What kind of investment strategies should an entrepreneur have before they meet with VCs?

15:35 - Do your homework.

19:45 - The ideal founder has a strong team in the beginning.

20:15 - When your company gets larger, it's easier to overcome some of the team dynamics.

20:55 - Annette talks about pre-revenue valuation.

24:40 - Know your numbers really well or be upfront with not knowing. Never make them up.

28:50 - What should entrepreneurs know before they go into a VC meeting?

29:55 - How can you keep your position as a founder in your company?

32:10 - Annette recommends three books entrepreneurs should read.

Tweetables

The opportunity is more important than the product.
Valuation is an art.
Be in the right room.
Know your exit strategy.

Links Mentioned

Dead on Arrival by Roger Royse
Pitch Anything by Oren Klaff
How to Be a Power Connector by Judy Robinett
Annette Lavoie Website
Annette Lavoie Twitter

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176. TSP044 | Denise Brosseau - Ready To Be A Thought Leader?
http://thesuccessfulpitch.full... download (audio/mpeg, 30.99Mb)

Description: Episode Summary

Denise Brosseau is a thought leadership strategist, author, and business advisor. Denise is the CEO of Thought Leadership Lab, which specializes in building leaders into thought leaders. She serves on several startup advisory boards such as Vermillion and Kokko, Inc and talks to John about what thought leaders do differently from regular leaders.

Key Takeaways

02:00 - Why does Denise do what she does?

03:45 - How did Denise get the Champion of Change?

08:30 - What is Springboard?

11:25 - What's the difference between being a thought leader vs just being a leader?

18:10 - People connect with entrepreneurs who show a little vulnerability.

22:15 - Denise talks about her one page plan. 

24:35 - What does Kokko, Inc do?

28:15 - Denise talks about Vermillion.

29:55 - Leaders are good at VRE (Vision, Relationships, and Execution).

30:45 - Denise recommends Switch by Chip and Dan Heath.

Tweetables

Your why is more compelling than your numbers.
Have a ‘one-page plan’.
Create a tribe of followers.
Vision, relationships and execution.

Links Mentioned

Thought Leadership Lab
Ready to Be a Thought Leader by Denise Brosseau
Springboard Enterprises
Kokko Inc.
Vermillion Inc.
Switch by Chip and Dan Heath
Denise Brosseau Twitter
Denise Brosseau LinkedIn

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177. TSP043 | Gillian Zoe Segal - Getting In Front Of Anyone
http://thesuccessfulpitch.full... download (audio/mpeg, 28.50Mb)

Description: Episode Summary

Gillian Zoe Segal is the author of Getting There: A Book of Mentors. She interviewed highly successful entrepreneurs, mentors, and inspirational people such as Warren Buffett and Anderson Cooper for her book, which took roughly five years to complete. Gillian talks about some of the key lessons entrepreneurs can learn from successful individuals, how to not take rejection personally, and why persistence is one of the keys to success.

Key Takeaways

02:20 - It took Gillian five years to complete her book, Getting There.

03:20 - Don't get upset if busy people ignore or even reject you.

04:25 - How can someone not take rejection personally?

05:25 - Don't walk into a room like you're already defeated.

06:00 - Why did Gillian write the book?

07:55 - Never accept a no from someone who can give you a yes.

09:50 - Follow up, follow up, and follow up!

15:50 - Never assume it has always been one straight line to success.

22:40 - Remember, nothing worth doing is easy.

25:05 - What kind of challenges did Frank Gehry face?

27:40 - If you never fail, you're not trying hard enough.

Tweetables

Resilience and determination are keys to success.
When you get rejected, don't always listen to the reason why.
If you never fail, you are not trying hard enough.
If you get rejected enough, you get a tough skin.

Links Mentioned

Gillian Zoe Segal Website
Gillian Zoe Segal LinkedIn
Gillian Zoe Segal Facebook
Gillian Zoe Segal Twitter
Gillian Zoel Segal EmailGetting There: A Book of Mentors by Gillian Zoe
SegalStand Out by Dorie Clark

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178. TSP042 | Jason Best - Crowdfunding at The Rose Garden
http://thesuccessfulpitch.full... download (audio/mpeg, 32.67Mb)

Description: Episode Summary

Jason Best is one of the three people responsible for creating the CrowdFund Investment Framework used by President Barrack Obama in the Jobs Act. These important law reforms are what made crowdfund investing legal in the US. Jason talks about his experience with President Obama signing new legislation, as well as on how international companies like Asian raised funds. 

Key Takeaways 02:00 - What's Jason's background and how did he get into crowdfunding? 06:50 - Jason talks about his experience at the White House Rose Garden. 12:05 - How has the new Jobs Act Obama signed into law affected crowdfunding? 14:00 - Raising money for a business is always difficult. 18:45 - Jason talks on being a general partner at Crowd Capital Venture Fund. 21:20 - How do companies in Asia raise capital?  28:20 - You can fund a deal faster by using crowdfunding – saving time for the entrepreneurs.  29:10 - New angel investors can make smaller investments through the use of crowdfunding platforms to test the waters and gain experience in the industry. 31:55 - Jason recommends How to Be a Power Connector by Judy Robinett. Tweetables

Crowdfunding is a new way to do a difficult thing.
Crowdfunding now is only at page 60 of a 1000 page novel.
Give a founder an opportunity and they will find a way.
Power of saying yes.

Links Mentioned

Crowdfund Capital Advisors
Crowdfund Investing for Dummies by Jason Best
How to Be a Power Connector by Judy Robinett
Jason Best Tiwtter

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179. TSP041 | Alicia Robb - Rising Tide Fund
http://thesuccessfulpitch.full... download (audio/mpeg, 31.73Mb)

Description: Episode Summary

Alicia Robb is a senior fellow with the Ewing Marion Kauffman Foundation and the author of A Rising Tide: Financing Strategies for Women-Owned Firms. Alicia talks to us on what it's like to work with the co-founder of Portfolia and the work that she's doing with the Rising Tide Fund. She also said there are many books and resources out there, but you should always get involved with your local startup community to learn from people who are already in the trenches. 

Key Takeaways 01:50 - How did Alicia get started? 04:00 - Why did Alicia work for the Federal Reserve Board? 06:15 - Are we currently in a tech bubble? 07:15 - What is it like being a senior fellow at the Kauffman Foundation? 10:00 - Is it easier to get funding today than it was a couple of years ago? 12:00 - Alicia talks about Portfolia. 17:40 - You don't have to give up equity in return for funding. 20:25 - What makes a good pitch?  22:15 - Rising Tide members are located all over the states. 23:30 - It's hard to be an entrepreneur, so you have to have passion. 26:25 - Alicia recommends the Kauffman School for more resources.   27:10 - Get involved with your startup community. 27:50 - What is 1 Million Cups about? Tweetables

Passion helps overcome rejection.
Show scalability for ROI.
1 million cups of coffee is what it takes to be a startup.
99 women join forces for Rising Tide Fund.

Links Mentioned

A Rising Tide by Alicia Robb
Ewing Marion Kauffman Foundation
Portfolia
RisingTide
Startup Grind
The Lean Startup by Eric Ries
Startup Communities by Brad Feld
1 Million Cups
Alicia Robb Twitter
Forbes - Kauffman

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180. TSP040 | Brandon Esposito - What VCs Want To See In A Pitch
http://thesuccessfulpitch.full... download (audio/mpeg, 33.76Mb)

Description: Episode Summary

Brandon Esposito is an associate at PMA Venture Capital Group where he provides operational oversight, strategic management, and direct operational support to PMA's portfolio companies. Brandon does a deep dive with John on his LinkedIn article, Paring your Pitch: What a VC Wants to See, and follows up on what VCs are looking for in their entrepreneurs.

Key Takeaways 00:02:15 - How did Brandon become a VC? 00:05:55 - Investors want to know if your team can execute the idea. 00:11:50 - Ask yourself: What's the problem and whose problem is it? 00:13:40 - Does the problem affect a large enough demographic? 00:23:55 - Entrepreneurs should be thinking about exit strategies. 00:26:35 - What does Brandon look for in an entrepreneur? 00:29:35 - Brandon shares his investment process. 00:33:40 - Brandon recommends the book Start Something That Matters Tweetables

Passion with poise is what founders need.
The more adaptable you are the more investors want to fund you.
Execution and competence are keys to getting funded.
How you pitch, shows how you think.

Links Mentioned

PMA Ventures
Start Something That Matters by Blake Mycoskie
LinkedIn Post – Paring Your Pitch

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181. TSP039 | Mark Asquith - Productivity Secrets to Sucess
http://thesuccessfulpitch.full... download (audio/mpeg, 27.74Mb)

Description: 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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182. TSP038 | Roger Dooley - How To Grab Investors Attention
http://thesuccessfulpitch.full... download (audio/mpeg, 34.73Mb)

Description: 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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183. TSP037 | Geri Stengel - How To Find The Perfect Angel Investor
http://thesuccessfulpitch.full... download (audio/mpeg, 27.44Mb)

Description: 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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184. TSP036 | Dorie Clark - How To Make Your Pitch STAND OUT
http://thesuccessfulpitch.full... download (audio/mpeg, 28.45Mb)

Description: 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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185. TSP035 | David Desharnais - How do you win Funding Deal Of The Year?
http://thesuccessfulpitch.full... download (audio/mpeg, 32.08Mb)

Description: 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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186. TSP034 | David Howitt - Heed Your Call
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Description:  

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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187. TSP033 | Todd Herman - Be an Olympic Startup
http://thesuccessfulpitch.full... download (audio/mpeg, 30.18Mb)

Description: 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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188. TSP032 | Charles Michael Yim - How To Win Shark Tank
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Description: 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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189. TSP031 | Mike Edelhart - Hunting beyond the Unicorn
http://thesuccessfulpitch.full... download (audio/mpeg, 39.67Mb)

Description:   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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190. TSP030 | Michael Walsh - Slack for Senior Care
http://thesuccessfulpitch.full... download (audio/mpeg, 35.42Mb)

Description:   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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191. TSP029 | Ben Narasin – VC Secrets To Pitching
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Description:   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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192. TSP028 | Eric Scott - Hard Valuable Fun
http://thesuccessfulpitch.full... download (audio/mpeg, 37.33Mb)

Description:   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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193. TSP027 | Chris Camillo - Laughing at Wall Street
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Description:   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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194. TSP026 | Jon Paul - Harder Faster Cheaper Is Not A Change In Direction
http://thesuccessfulpitch.full... download (audio/mpeg, 28.50Mb)

Description:   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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195. TSP025 | Nasir Ali - How To Be Extremely Coachable, But Not At All Impressionable
http://thesuccessfulpitch.full... download (audio/mpeg, 33.79Mb)

Description: 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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196. TSP024 | Mike Brown - Internet Natives Are Changing How Business Is Done
http://thesuccessfulpitch.full... download (audio/mpeg, 35.51Mb)

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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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197. TSP023 | Lex Deak - Deal Flow At Your Fingertips Tinder Style
http://thesuccessfulpitch.full... download (audio/mpeg, 29.48Mb)

Description:   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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198. TSP022 | Beekman Boys - The Fabulous Beekman Boys Rang the Nasdaq Bell
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Description: 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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199. TSP021 | Alan Jones - The Present Always Colors How We View The Past
http://thesuccessfulpitch.full... download (audio/mpeg, 39.26Mb)

Description:   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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200. TSP020 | Matt Dunbar - Angel Investor That Likes To Have Fun and Do Good
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Description:   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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201. TSP019 | Sam Horn - Intrigue Expert Teaches How To Get Investors' Attention
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Description:   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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202. TSP018 | Chris Hanks - 3 Steps To Maximum Valuation For Your Start Up
http://thesuccessfulpitch.full... download (audio/mpeg, 29.10Mb)

Description: 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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203. TSP017 | Charles Smith - Seed Investor Turns Into $32.6M For "Boxed" Startup
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Description:   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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204. TSP016 | Scott Eddy - A Startups Secret Weapon
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Description:   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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205. TSP015 | John Allen - The Anatomy of Securing Investments for Market-place Innovator
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Description:

 

  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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206. TSP014 | Nellie Akalp - Small Business Influencer Champion
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Description:   Episode Summary

Nellie Akalp is a passionate entrepreneur, small business advocate, and mother of four. She was named one of the top 100 Small Businesses Influencers in 2014 and sold one of her companies in 2005 to Intuit for $20 million dollars. Nellie is currently the CEO of CorpNet, an online legal documenting filing service. Nellie provides valuable insight as to what corporation you should get if you're seeking funding, whether or not you should register your company for trademark, and much, much more on today's episode.

Key Takeaways 02:05 - How did Nellie get started as an entrepreneur? 04:30 - You have to love and be passionate in what you do in order to be successful. 07:00 - Nellie talks about her company, CorpNet. 10:45 - Social media is about helping others, not about promoting yourself. 12:30 - What kind of legal work should be done before approaching a VC? 19:55 - What's the difference between trademarks, copyrights, and patents? 23:00 - If you have a great name, take the time to get it trademarked. 25:50 - At the end of a web development project, make sure you get an assignment of the rights to that code. 29:10 - Nellie recommends the book Delivering Happiness by Tony Hsieh. Tweetables

Creating a legacy and inspiring others is the best way to be successful. #Startups
In social media it's not about being self-promotional, it's about really being of service to people out there.
C corp or LLC for VC funding

Links Mentioned

CorpNet Nellie Akalp Twitter
Nellie Akalp Instagram
Nellie Akalp LinkedIn
How to Win Friends and Influence People by Dale Carnegie
Delivering Happiness by Tony Hsieh

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207. TSP013 | Jay Samit - Disrupt You
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Description:   Episode Summary

Jay Samit is widely recognized as one of the world's leading experts in innovation and disruption. You can pre-order his newest book, which is out July 7th, entitled Disrupt You!:Master Personal Transformation, Seize Opportunity, and Thrive in the Era of Endless Innovation on Amazon. Jay sits down with John Livesay to talk on some of the life lesson's he's learned over the years. In the episode, Jay shares examples of successful people failing, people pivoting their business, and much more.

Key Takeaways 02:35 - How did Jay get started in his career? 05:50 - Businesses don't sell products, they sell solutions. 07:15 - Write down three problems you have everyday for a month and then find the problems that scale the most at the end of that month. 10:10 - Jay shares an example of how he seized an opportunity. 15:00 - How did Jay get separate industries to work together? He shares his story. 17:45 - Pitches solve the problem for the human being across the desk. 20:30 - Are you afraid to give away equity? Jay Samit has some advice for you. 23:45 - You learn more from failure than anything else. Don't be afraid to fail. 29:10 - Jay shares a secret contest that John's listeners can enter into. Tweetables

All disruption starts with introspection.
Be a brand of one.
Problems are just businesses waiting for the right entrepreneur to unlock the value.
Data has no ego and makes an excellent co-pilot.
100% of nothing is nothing. 50% of something can be worth millions.
Everyone thinks of changing the world but no one thinks of changing themselves. Get a ZOMBIE idea that is so good it can't die

Links Mentioned

Jay Samit Jay Samit Twitter
Disrupt You! by Jay Samit Pitch Anything by Oren Klaff
The Lean Startup by Eric Ries Disrupt You! Book Trailer 2015 - Jay Samit

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208. TSP012 | Brian Smith - No Brand Is Born An Adult
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Description:   Episode Summary

Brian Smith is the inventor and founder of UGG boots. In this episode, Brian is jammed packed with some amazing stories and life lessons he has learned from creating the world-famous shoe brand. He is the author of The Birth of a Brand and in the book he shares some incredible life lessons any entrepreneur can learn from. Brian believes all businesses start out as a baby and you can not not give up on a baby. Brian also talks on how he literally lost ownership of the UGG brand, but he was able to see optimism through his biggest disappointment.

Key Takeaways 03:00 - Brian shares a bit of his life story. 05:30 - Americans thought Brian was crazy for trying to sell sheepskin boots in California. 08:20 - By talking to Brian's target audience, he realized for two to three years he's been sending the wrong marketing message. 10:50 - A business is just like a little child. You can't give birth to an adult. You have to help it grow. 13:30 - Do the right thing everyday and eventually movement will happen. 15:35 - Brian shares his story on why he sold UGG to Deckers. 21:05 - Brian tells the story about how he lost ownership of the company he built. 26:00 - If you don't take the first step to move towards your dream, nothing will happen. 26:30 - Brian recommends buying books on spirituality. The message to life is living and being happy. Tweetables

I think for every entrepreneur starting out, you have to have some level of ignorance.
There's no billion dollar company existed that didn't start with a $1,000.
Most often your most disappointing disappointments become your greatest blessings.
Retailers say we are elephants who don't move till the mice are running under our feet

Links Mentioned

Brian Smith Speaker
The Birth of a Brand by Brian Smith

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209. TSP011 | Randy Rayess - Patience + Persistence = Innovation
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Description:   Episode Summary

Randy Rayess is the co-founder of Venture Pact as well as an angel investor. Randy was the finalist for the Innovative Awards in 2014 and has a lot of valuable insight for tech entrepreneurs. On the show, Randy talks about the importance of screening a good team, solutions to tough problems do not happen overnight, and much more on today's show.

Key Takeaways 01:45 - How did Randy get the entrepreneur bug? 03:40 - How did Randy come up with Venture Pact? 04:10 - Work on solving a tough problem no other startup can solve. 05:50 - Running a start up is a crazy marathon with a bunch of obstacles on the run. 06:35 - It takes time to find the right market and to have a scalable business model. 10:00 - Randy looks for a team to vet, not just one person. 15:45 - It's important to find investors who are in the same field you're in. 19:05 - Warm connections are the best way to reach out to an investor. 20:30 - Short pitch decks let you focus investors' attention better than longer pitch decks. 21:15 - What should developers do if they're in the game industry? 23:08 - Randy lists a couple of his favorite books. Tweetables

Startups require a lot of patience and extreme persistence.
Work on solving a tough problem no other startup can solve.
Running a start up is a crazy marathon with a bunch of obstacles on the run.
Short pitch decks let you focus investors' attention better than longer pitch decks.

Links Mentioned

The Power of Now by Eckart Tolle
Drive by Daniel Pink Only the Paranoid Survive by Andrew Grove
Lean Startup by Eric Ries
@RandyRayess
Randy Rayess LinkedIn
Questions@VenturePact.Com.

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210. TSP010 | Danny Cohen - Moneyball Is The Same Game As Getting A Funding Home Run
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Description:   Episode Summary

Danny Cohen is the General Partner at Carmel Ventures, which is based out of Israel and has been a Venture Capitalist for the past 15 years. He says his company receives over 500 pitches a year, yet they only do about 7 deals. He gives the honest truth about what a VC looks for in an entrepreneur and talks to John about his favorite pitch, successful startups, and much more.

Key Takeaways 02:00 - Why did Danny decide to become a VC? 05:10 - The amazing story behind Watch Doc being sold to Blackberry. 09:10 - What is OutBrain? 12:15 - You can't fire your investor, which is why you have to choose them carefully. 17:50 - The entrepreneur has to understand the market dynamics and their customer base. 20:55 - Don't try to raise funds all in one week. Schedule 3-4 meetings, get feedback, and try it again. 23:45 - Danny really loves business books catered around sports. Tweetables

Relationships are so important no matter where you live.
Tell a story that everybody can understand.
What is your motivation beyond money that made you do your startup?

Links Mentioned

Viola Notes
Israel Venture Capital 3.0

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211. TSP009 | Paul Grossinger - How To Make Your Pitch A Winner
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Description:   Episode Summary

Paul Grossinger is an entrepreneur and angel investor and shares some key insights as to what makes a successful pitch. He truly believes practice makes perfect and tells the audience to always keep practicing no matter how many speeches you have given. He also tells future entrepreneurs not to push the investor too hard from the beginning. Investors need to build a relationship first before they will invest in you and your company.

Key Takeaways 01:30 - How did Paul go from journalism to being an investor? 05:24 - Paul pays attention to the team and why they're a right fit for that company. 10:20 - Paul likes to really get to know a company well before investing. 16:00 - You have to be confident in your delivery when you're pitching. Practice, practice, practice! 22:40 - What are some common pitching mistakes startups make? 27:20 - Paul doesn't always like to go by the book, but recommends a few of his favorites which are Drive by Dan Pink and Purpose Economy by Aaron Hurts. Tweetables

The most successful entrepreneurs we see are ones that have a deep understanding of their market.
Carve your own path
You have to have confidence in your delivery. You have to practice your pitch delivery at least 50-100 times.
There is no exception to practicing.

Links Mentioned

The Lean Startup by Eric Ries
Drive by Daniel H. Pink
Purpose Economy by Aaron Hurst

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212. TSP008 | Scott McGregor - Rocket Ride to Funding
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Scott McGregor is a consultant for tech startups based in Silicon Valley. Scott shares an amazing story about Rick Giarrusso raising ten billion dollars to build a rocket and how entrepreneurs can mimic his strategy to get the funding they need for their own business. He also talks on being committed to your business 100% and why you shouldn't worry about your idea getting stolen.

Key Takeaways 02:40 - Scott's grandfather told him that he has a duty to make the world better. 06:40 - Scott shares an amazing story on how Rick Giarrusso of Rotary Rocket was able to raise ten billion dollars. 18:45 - KickStarter is an excellent way where you can reach potential customers. 25:30 - Until you make a lot of money, no one is interested in stealing your idea. 28:30 - Scott talks about why The Goal is a great book for entrepreneurs. Tweetables

If you're trying to raise a billion dollars, that's too much for Silicon Valley VCs.
Go to your customers first and you get them to agree to pay you before you build it
You're the value, not the idea.

Links Mentioned

The Goal by Eliyahu Goldratt and Jeff Cox.
Selling the Wheel by Jeff Cox.
Scott McGregor
Swift Design Group Point Green

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213. TSP007 | Ben Larson - Be Enchanting to Investors
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Description: Episode Summary

Ben Larson talks on the importance of answering all the questions in your pitch and why the customer should come first before the product

Key Takeaways 01:15 - People buy emotionally and then back it up with logic. 03:05 - The founder and CEO of Pandora received 300 "No's" from investors. 06:23 - Ben shares his favorite success story. 11:30 - Have you ever been pitch assaulted? 16:40 - In a pitch, have a question and then follow it up with an answer. Repeat this structure. 20:20 - It's about the person, not the idea. 25:40 - Don't sell the product, look at how your customer thinks instead. 28:15 - At Founder Institute, they focus on building a strong entrepreneur and not a strong idea. Tweetables

“The confused mind always says no.”

“It's best to assume there are no unique ideas, only unique ways to approach those ideas.”

“Target your assumptions and prove those assumptions wrong or right.”

Links Mentioned

The Art of the Start 2.0 by Guy Kawasaki [book]

Essentialism by Greg McKeown [book]

http://fi.co/

http://www.blarson.com/

Ben on Twitter: @blarson

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214. TSP006 | Jim Beach - Pitching to the White House
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Description:   Episode Summary

Jim Beach has successfully pitched the White House and has a radio show that plays on 11 FM stations called School for Startups. He talks to John about his successes, how to pitch the right way, what rock stars in an elevator is about, and much more on today's episode.

Key Takeaways 02:30 - Jim shares a little bit about how he got started. 07:35 - Jim and Chris created 14 rock star pitches for their rock stars in an elevator concept. 11:10 - Check out Entrepreneur DNA and Bosidna.com to find out what kind of entrepreneur you are. 14:45 - Pitching at the White House 18:00 - Be very honest with your potential investors. Dump out your dirty laundry first. 25:00 - People remember stories, so always tell a story when it comes to promoting your business. 27:30 - It's very easy to hack Google Maps and it can hurt small business owners. Tweetables

The keys to being successful is having an enticing opening to your pitch...
As an entrepreneur, you're going to get a rejection 9 out of 10 times.
It's more important to find someone who has a different entrepreneurial DNA...

Links Mentioned

Entrepreneurial DNA by Joe Abraham
bosiDNA Exposing Google Maps by Jim Beach
School for Startups Radio
Jim on Twitter: @EntrepreneurJim
JimBeach.com

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215. TSP005 - Andrew Ackerman - How Meerkat Got Funded
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Description: Episode Summary

Andrew Ackerman is the Managing Director for DreamIt Ventures. He was the COO of Bunk1.com and shares some insight on how he pitched people within 30 seconds or less. Andrew also talks about how Meerkat got started and what it takes to get the attention of a potential investor.

Key Takeaways 02:40 – Andrew talks about Bunk1.com 09:20 – Don't pitch everything, just pitch enough so your customer asks you more. 17:15 – The one skill that's critical for an entrepreneur is empathy. Put yourself in the investor's shoes. 18:35 – Andrew breaks down the different viral levels a company can fall under. 24:05 – Andrew talks about Meerkat. 27:10 – Help an investor understand what makes your company special right off the bat. 31:10 – Reach out to Andrew via email with a warm introduction and a clear subject line. Tweetables

"Don't pitch everything, just enough to get them to lean forward."

"It's important for people to realize that just 'cause you're in love with something doesn't mean it's the right thing to pursue."

"Meerkat is an overnight sensation two years in the making."

Links Mentioned

Mastering the VC Game by Jeff Bussgang [book]

Andrew Ackerman runs DreamIt's startup accelerator program in New York. Serial entrepreneur, former investment manager at a family office, and recovering management consultant. Follow at @AndrewAckerman and @DreamItVentures.

DreamIt is one of the top accelerators in the world, having helped launch 178 companies since 2008 including SeatGeek, Meerkat, LevelUp, Adaptly, Parsely, Elevate, Cloudmine, Biomeme, et. al., who have collectively gone on to raise $270M and who are worth over $810M.

DreamIt is currently accepting applications for the DreamIt Health Philly program starting in July. Application deadline May 1: http://dreamit.com/apply/

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216. TSP004 | Andrew Medal - From Prison To Angel Investor
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Description: Episode Summary

Andrew Medal has a remarkable story on how he went from a prison inmate to becoming a serial entrepreneur. He talks to John about how he became an Entrepreneur magazine contributor, his charity work with Last Mile, and shares some insightful tips on how entrepreneurs can get investor interest without any experience or a working prototype.

Key Takeaways 02:15 - Andrew talks about how he got his job working for an angel investment firm. 05:20 - What's considered a great pitch versus a bad one? 09:10 - Andrew talks about the charity project he's involved with called Last Mile. 16:35 - Mistakes are an important part of an entrepreneur's journey. Don't give up on taking chances and risks. 21:30 - How can entrepreneurs raise money without a working prototype? 28:30 - Andrew recommends people read The Lean Startup by Eric Ries Tweetables

Paint a picture to #investors. Become the #Picasso of Pitches.

There's a lot of first time entrepreneurs that don't have experience, so explain to your investors why you're the right team.

Just because you've made a mistake, doesn't mean you should stop dreaming.

No matter what we're doing as entrepreneurs, if we're learning in the process, we're growing and we should never stop learning/growing.

Links Mentioned

http://buzzsumo.com/

http://www.invisionapp.com/

The Art of War by Sun Tzu

The Lean Startup by Eric Ries

AndrewMedal.com

@AndrewMedal

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217. TSP 003 | Eva Ho – Keeping passion and authenticity at the forefront of every pitch.
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Description: Episode Summary

In today’s episode of The Successful Pitch, John Livesay features Eva Ho, the co-founder of Susa Ventures on to give her thoughts on staying true to your focus, being part of an entrepreneurial team and where to find your inspiration. As a member of a small company later taken over by Google (Applied Semantics), she also gives some great insight into what it’s like to have your company bought by an Internet giant, yet still retaining the original family feeling.

Key Takeaways 00.14 - John Livesay gives a bit of background information on today’s guest, Eva Ho. 03.09 - Regardless of your beginnings, having the drive and ability to network can change everything. 04.54 - It’s not just business anymore; try to connect with your clients on a personal level. 07.25 - Marketing styles: How important is having a personal brand? 10.39 - Conveying your true passion should be a key aim of any pitch you do. 12.31 - Being an entrepreneur doesn’t mean going it alone. 15.07 - What does having Google buy your company feel like? 16.41 - If you do eventually want to sell, ask your investors for help, guidance and their expertise. 19.59 - Pre-Google and post-Google: The impact on a small company. 21.22 - Changing jobs and seeing the situation from the other side. 23.20 - Advice for making a good impression and getting an appointment. 26.53 - Eva Ho talks about how to find authenticity and inspiration through certain books. 28.10 - Get the know-how, and being a woman can really be an advantage in the tech world. 29.27 - Get in touch with Eva Ho via email (eva@susaventures.com) or Twitter @eva_ho Tweetables

You can fake a lot, but you can’t fake passion.

Be prepared: due diligence starts before you’re even through the door.

Investors aren’t interested in hearing about your exit strategy.

Going over to Google was an extension of our family. How can you scale yourself?

How can you scale yourself?

Links Mentioned

www.YCombinator.com

The Lean Startup by Eric Ries [book]

Zero to One by Peter Thiel [book]

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218. TSP002 | Judy Robinett - How to Be a Power Connector
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Description: Episode Summary

John introduces Judy Robinett to the Successful Pitch show. Judy Robinett is the author of How to Be a Power Connector as well as a consultant for business professionals and entrepreneurs. Judy talks about common mistakes entrepreneurs and startups make when pitching their idea to an investor, how to prepare for a due diligence check, how to expand your network, and much more on today's show.

Key Takeaways 01:30 - Judy talks about her background and experience. 04:35 - There's 7 billion people out there and 369 trillion in global private wealth – there's no lack of wealth. 07:45 - Investors are paying more attention to your character than to your idea. Are you honest? 11:45 - Some angels are devils just like some ventures are vultures. 17:30 - Judy talks about some of the advisory boards she's apart of. 24:30 - It takes three pivots on average to really nail a business. 28:00 - Ask an angel after you finish your pitch, “What other ideas do you have for me and who do you think I should talk to?” 31:10 - Share your story and never ask for money initially. Surround yourself with advisers first. 34:30 - Talk to strangers! Tweetables

Old school networking is dead. Used to be who you knew and what you knew, now it's who knows you.

Research shows that if you've been raised in a lower-middle class family, we're taught not to ask!

We talk to strangers 2-3% of the time, important people in your life were a stranger at some point!

Links Mentioned

How to Be a Power Connector by Judy Robinett

http://www.judyrobinett.com

Golden Seeds

Techstars

Illuminate Ventures

SpringBoard

CircleUp

Art of the Start by Guy Kawasaki

Judy's Bonus Content

As you heard during the interview, Judy was incredibly generous with a whole list of attachments. I've made the files she mentioned available by simply clicking here to download.

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219. TSP001 | Charlene Miller - Raise A Million Dollars in 90 Days
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Description: Episode Summary

John Livesay invites Charlene Miller to the Successful Pitch today to talk about some of the key things investors look for in a company. Charlene has an impressive track record and is famously known for raising a million dollars in 90 days. In fact, she can raise a million a lot faster these days as she's gotten better and more efficient at her job. On today's show, Charlene talks about the importance of connections, the people behind the team, and the concept of good and bad money.

Key Takeaways 06:22 – Charlene talks about the company she raised a million dollars for in 90 days. 11:45 – Forget about the idea, focus on being committed to your business first. 19:30 – Don't do a pitch without talking to Charlene. 26:00 – In life you have to have a sense of humor. If you don't, then check out early! 30:00 – The MamaBear company already came with a full team and Charlene was easily able to raise $2 million in funds for the company. Tweetables

They're selling you as much as you're selling yourself. It's not a 1-way street.

If you don't have a commitment to your business & take no risk, you shouldn't even try to be in business.

People invest in people, they don't invest in ideas.

Links Mentioned

Charlene on LinkedIn

http://www.compete.org

http://www.globaldirectors.com

http://mamabearapp.com

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220. TSP000 | Welcome to The Successful Pitch
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Description:

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 http://sellingsecretsforfunding.com