“Pitching is A Science…But

Closing is an Art”

Pitch Bootcamp

Step 1: Choose Your Own Adventure

Option A: TED/Seminar Style

Option B: Locker-room/Raw/Interactive

Money Moves By Law

You Don’ t Get Rich Doing Certain Things…You Get Rich Doing Things in a Certain Way.

~Wallace D Wattles ©1910 Science of Getting Rich

Law of Compensation

1st Law

1) The Need

2) Your Ability(much gathers more…)

3) Your Replace-ability (Investor Opportunity Cost and Comfort Zone)

Key Fact: There are only two ways to make money1) You at work2) Money at work

(You must think like an investor when pitching-Its about them not you!!!!!)-SEE 2nd Law

Investable Ideas have precise integrationof a multitude of factors, strategies, andArticulated points of communication!

VC Power Law

2nd Law

1) The Fund Size

2) Ownership % at Exit

3) Do you have the potential to exit BIG enough to be their 1 deal that matters?

Key Fact: Power Law states that 1 company in every VC portfolio will return the whole fund in profit

(i.e. If the fund size is 200 million then their stake in your deal must be worth $200m in profit in potential for them to invest!) The BEST investment will return more than all other investments combined!!!!!

Building a Powerful Narrative

Pitch ScienceGet the capital using S.I.M.P.L.E. M.A.T.H.

Short & TangibleInteresting Management ExperienceProblem & PainLeverage & ScaleEnthusiasm

Market (Make one or Take one)Advantage (Team, I.P., Speed, Balls, etc)Tactics & the ability to execute under duressHumble

The Art of Influence

Closing is a team sport

Understanding the Scales of Influence

95% of people can gather interest5% of people can take checks

Triangulate the third party with Trust/Respect

Master the A.R.T. F.O.R.M.

Deal the Perfect Deck Exercise

The OthersThe Others

Scales of Influence

Higher

Peer

Lower

The OthersThe Others

The Power of Third Party

Expert

ProspectYou

Nothing is more powerful than Third Party

Edification

Rapport is an A.R.T.

F.O.R.M”

Master the ability to build bridges with

people

Family (Where from, etc)Occupation (What they do, how they feel about it, what they like most/leastRecreation (Hobbies, teams, fun)Motivation (What makes them ‘move’-What they want to gain or preserve)

ApproachRespect & RecipricateTake Control by Giving it away

TIP: Drink in lot’s of A.L.E. with them to win em over!

HOMEWORK PRACTICE!

DEAL THE PERFECT DECKHOMEWORK

Homework: Drill for Skill (Demonstration)

Items required:1)Standard deck of playing cards2)A Willing participant

Welcome to Founder’s Institute!

1)Get Started-Complete the Application2)Take the Founders Test (Hope you pass!)

3)Schedule a follow up with Sofia et al.4)Pay Attention!!! (Avoid Trickle Down Dilution)

FOUR SIMPLESTEPS

HOW TO FIND ME@chrisjsnook