11

Build

“The purpose of the pitch is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.”

—Daniel Pink, author, To Sell Is Human

• Three questions all investors ask themselves

• Do your homework

• Plan your opening

• Find commonalities

• Ask great questions and listen

• Play together

“You are screwed if you can’t make friends with an investor. It signals that you probably can’t build a team or recruit key partners, etc.”

—Dan Martell, Founder, Clarity.fm

“I don’t put money on anybody I don’t like.”

—Mike Rothenberg, Managing Partner, Rothenberg Ventures

“We had the approach from the second I joined, to sit back and talk ...

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