WEBVTT 1 00:00:00.000 --> 00:00:16.520 Okay. Hey, everyone. Come in, gather, join us. So, so excited to be here with you all 2 00:00:16.520 --> 00:00:23.240 to talk about this topic. I'm going to introduce myself to get us kicked off first. My name 3 00:00:23.240 --> 00:00:32.479 is Shelly Prevost. I am I am an investor. I am also an entrepreneur, having started 4 00:00:32.479 --> 00:00:38.440 a couple companies. And I'm a psychologist that has worked with startups. And so I have 5 00:00:38.440 --> 00:00:47.880 seen a lot on the front lines of lots of founder struggles and successes. So I'm very excited 6 00:00:47.880 --> 00:00:54.000 to be here with you all. I'm currently a general partner for the Jump Fund, based in 7 00:00:54.000 --> 00:01:01.000 Chattanooga, Tennessee, right up the road from our Atlanta friends. And I've probably 8 00:01:01.000 --> 00:01:09.000 taken, I think probably at this point, we're in the hundreds of pitches. As a founder, 9 00:01:09.000 --> 00:01:17.920 I have probably given over 100 pitches as well. And I'm really fortunate to have earned 10 00:01:17.920 --> 00:01:25.320 some money along the way and won some competitions. And so pitching is something that I think 11 00:01:25.320 --> 00:01:32.360 is obviously really critical to our journey as founders. So I'm going to throw a lot at 12 00:01:32.360 --> 00:01:39.280 you all tonight. And I'm very aware that it's a ton of information. Take notes. I'm 13 00:01:39.280 --> 00:01:46.080 going to give you my email at the end. If you're just stuck and you need some more explanation, 14 00:01:46.080 --> 00:01:51.040 please reach out to me. And then we're going to have a little bit of time at the end, we're 15 00:01:51.040 --> 00:01:57.040 going to reserve for some questions. So please feel free to write your questions down. You 16 00:01:57.040 --> 00:02:01.280 can put them in the chat box, and we'll get to as many as we possibly can in our time 17 00:02:01.320 --> 00:02:09.360 together tonight. So here's what we're going to dig into a whole bunch of topics around pitching 18 00:02:09.360 --> 00:02:18.600 to investors. The key of this whole thing, if you take nothing away, is to keep it simple. And I 19 00:02:18.600 --> 00:02:24.720 say that from an investor perspective and a founder perspective. I want to start with this 20 00:02:24.760 --> 00:02:32.840 quote from Paul Graham, who started Y Combinator. When you're faced when you're forced to be 21 00:02:32.840 --> 00:02:39.320 simple, you're forced to face the real problem. When you can't deliver ornament, you have to 22 00:02:39.320 --> 00:02:47.040 deliver substance. And nowhere is this more true than your pitch. So that's what we're going to 23 00:02:47.040 --> 00:02:54.680 talk about today. I want you all to remember, you are always pitching, you are always 24 00:02:54.720 --> 00:03:00.440 representing your company, you're always talking about your company. And that's going to look a 25 00:03:00.440 --> 00:03:07.080 lot of different ways. But who you are and your reputation, the way you're talking about your 26 00:03:07.080 --> 00:03:13.240 company, building your company, it follows you everywhere. And so be very mindful of the fact 27 00:03:13.240 --> 00:03:19.400 that you are always pitching your company. So here's how we're going to break this down today. 28 00:03:20.240 --> 00:03:27.680 Briefly talk about informal pitching, spending the most of our time today talking about formal 29 00:03:27.680 --> 00:03:32.480 pitching, which is something I know you all want to get in front of investors. And so I want to 30 00:03:32.480 --> 00:03:38.240 help you think about how to do that. Well, I'm going to have you think about your audience a 31 00:03:38.240 --> 00:03:46.240 little bit. How do you craft a story? How do you craft your story? Not only your company's story, 32 00:03:46.240 --> 00:03:53.800 but your story. And we're going to break it down the pitch deck for you. So you can really see 33 00:03:53.840 --> 00:03:59.680 exactly what are the components of your pitch deck and what do you and I've really tried to keep it 34 00:03:59.680 --> 00:04:05.000 into the essentials like what do you have to have in a pitch deck. And then I'm going to talk a 35 00:04:05.000 --> 00:04:10.920 little bit about things to avoid. These are a little subjective, because these are things that 36 00:04:10.920 --> 00:04:17.079 I've learned along the way, again, both as an investor and as an entrepreneur to avoid because 37 00:04:17.079 --> 00:04:27.480 they, they can tend to backfire in unexpected ways. Okay, so informal pitching, this, you know, 38 00:04:27.480 --> 00:04:32.640 when I say that you're pitching your company all the time, this is what I really, really want you 39 00:04:32.640 --> 00:04:40.520 all to get into the habit of doing, which is talking about your company with energy, enthusiasm, 40 00:04:40.520 --> 00:04:49.320 clarity, and simplicity. Energy, enthusiasm, clarity, and simplicity. And it really is, I think 41 00:04:49.320 --> 00:04:57.480 that we founders get so in the weeds, that we forget, most people, they don't think about our 42 00:04:57.480 --> 00:05:00.040 company as much as we are. And so when we 43 00:05:00.000 --> 00:05:01.960 start talking in these informals. 44 00:05:01.960 --> 00:05:05.240 It could be like to our friends at a cocktail party, 45 00:05:05.240 --> 00:05:10.240 to our families at a reunion, or at a networking event, 46 00:05:10.320 --> 00:05:11.800 or maybe you're at a pitch event 47 00:05:11.800 --> 00:05:13.160 and you're listening to other founders 48 00:05:13.160 --> 00:05:15.000 and you've met an investor. 49 00:05:15.000 --> 00:05:19.640 So always thinking about how do you talk about your company 50 00:05:19.640 --> 00:05:23.580 in these really simplified, enthusiastic ways? 51 00:05:23.580 --> 00:05:24.800 Because that's where, honestly, 52 00:05:24.800 --> 00:05:27.720 a lot of the connections happen 53 00:05:27.720 --> 00:05:29.620 and the relationships are built, 54 00:05:29.660 --> 00:05:33.420 is through what I call informal pitching. 55 00:05:34.460 --> 00:05:38.540 I wanna give you all this not very pretty diagram, 56 00:05:38.540 --> 00:05:41.180 but it's a very important diagram 57 00:05:41.180 --> 00:05:44.500 and it has made a lot of sense to me along the way. 58 00:05:46.300 --> 00:05:49.260 And there's an investor, Mark Suster is his name. 59 00:05:49.260 --> 00:05:52.300 I believe he's in LA, but I'm not positive. 60 00:05:52.300 --> 00:05:57.300 He says that investors invest in lines, not dots. 61 00:05:57.660 --> 00:06:01.660 There is no leapfrogging when it comes to raising money. 62 00:06:01.660 --> 00:06:05.920 So those dots are these kind of isolated moments 63 00:06:05.920 --> 00:06:09.180 that you have when you're just in front of an investor. 64 00:06:09.180 --> 00:06:10.900 So they have one moment in time 65 00:06:10.900 --> 00:06:13.980 where they hear one thing you're talking about, 66 00:06:13.980 --> 00:06:17.780 and then maybe fast forward six months later, 67 00:06:17.780 --> 00:06:20.020 there's another moment in time, 68 00:06:20.020 --> 00:06:22.540 they hear another thing you're talking about. 69 00:06:22.540 --> 00:06:25.560 It is unlikely that investors will invest 70 00:06:25.560 --> 00:06:28.360 in those kind of single moments. 71 00:06:28.360 --> 00:06:33.080 What they're looking for is traction over time, 72 00:06:33.080 --> 00:06:35.960 higher performance over time. 73 00:06:35.960 --> 00:06:38.820 So you might meet someone today 74 00:06:38.820 --> 00:06:42.080 that might invest in your company in 24 months. 75 00:06:42.080 --> 00:06:45.280 And over the next 24 months, they're watching you, 76 00:06:45.280 --> 00:06:47.620 they're observing, they're seeing your traction, 77 00:06:47.620 --> 00:06:50.400 they're seeing your influence, 78 00:06:50.400 --> 00:06:53.180 they really like what they're seeing. 79 00:06:53.180 --> 00:06:56.100 Those are the people that are gonna be more likely 80 00:06:56.100 --> 00:06:58.820 to invest in you because they've seen the line 81 00:06:58.820 --> 00:07:02.600 of your growth, they're not just looking at these dots. 82 00:07:04.460 --> 00:07:08.320 Okay, so let's talk a little bit about formal pitching. 83 00:07:09.860 --> 00:07:13.140 Here's the high level with this. 84 00:07:13.140 --> 00:07:17.540 Formal pitches, they're almost always five to 10 minutes. 85 00:07:18.940 --> 00:07:22.260 It's rarely that you get over 10 minutes. 86 00:07:22.260 --> 00:07:25.500 You might get 20 minutes for Q&A. 87 00:07:25.500 --> 00:07:29.300 And this is pretty typical for institutional investors. 88 00:07:29.300 --> 00:07:33.100 If you go into a fund, they'll say you've got five minutes, 89 00:07:33.100 --> 00:07:35.580 and we're gonna do 15 minutes of Q&A 90 00:07:35.580 --> 00:07:37.020 that you'll have with the investors. 91 00:07:37.020 --> 00:07:40.020 And then you're literally out in 20 to 30 minutes. 92 00:07:40.020 --> 00:07:44.180 And so that's pretty much the framework 93 00:07:44.180 --> 00:07:46.360 that a lot of funds are looking for. 94 00:07:46.360 --> 00:07:51.360 So five to 10 minutes with about 10 to 15 minutes of Q&A 95 00:07:51.360 --> 00:07:55.980 is how I want you to think about a formal pitch. 96 00:07:55.980 --> 00:07:58.880 I want you to really think before you go 97 00:07:58.880 --> 00:08:03.880 into any formal pitch, who is your audience? 98 00:08:04.240 --> 00:08:07.380 Who is gonna be there and what is their motivation? 99 00:08:08.580 --> 00:08:11.960 So you might have a, let me go to them. 100 00:08:11.960 --> 00:08:13.520 Here's my next slide, yeah. 101 00:08:13.520 --> 00:08:18.520 You might be talking with a high net worth individual angel. 102 00:08:19.000 --> 00:08:21.400 So somebody who's just an individual angel 103 00:08:21.400 --> 00:08:24.000 who likes to invest in startups. 104 00:08:24.000 --> 00:08:26.480 That is a very specific audience 105 00:08:26.480 --> 00:08:27.760 that you need to think about. 106 00:08:27.760 --> 00:08:32.240 They're gonna require a little bit more time from you. 107 00:08:32.240 --> 00:08:35.039 They're gonna want to know about your company 108 00:08:35.039 --> 00:08:36.919 at a deeper level. 109 00:08:36.919 --> 00:08:39.900 They'll probably have some more questions. 110 00:08:40.960 --> 00:08:44.720 And it really is the first of many conversations 111 00:08:44.720 --> 00:08:47.680 in building a relationship with that person. 112 00:08:47.680 --> 00:08:50.480 Institutional investors, they get requests 113 00:08:50.480 --> 00:08:54.320 for pitches dozens and dozens a day 114 00:08:54.320 --> 00:08:56.040 and depending on the size of the fund. 115 00:08:56.040 --> 00:08:59.120 So they're hearing, they're getting asked 116 00:08:59.120 --> 00:09:02.360 to come and pitch to them all the time. 117 00:09:02.360 --> 00:09:04.640 And so most institutional investors 118 00:09:04.640 --> 00:09:07.680 have what we call a pipeline process. 119 00:09:07.680 --> 00:09:11.680 And so you would, depending on the fund, 120 00:09:11.680 --> 00:09:14.360 you would get an introduction to apply. 121 00:09:14.360 --> 00:09:18.000 So you would make an application usually on their website. 122 00:09:18.920 --> 00:09:21.440 You would have to give some initial information, 123 00:09:21.440 --> 00:09:23.580 pretty high level about your company, 124 00:09:24.680 --> 00:09:26.720 the fundraising that you're looking at, 125 00:09:27.720 --> 00:09:31.040 the kind of the life cycle that you're in with your company. 126 00:09:31.040 --> 00:09:34.040 And if they like that, then they'll usually have you come in 127 00:09:34.040 --> 00:09:37.360 and do this five to 10 minute pitch. 128 00:09:37.360 --> 00:09:39.600 And then you think of it like dating. 129 00:09:39.600 --> 00:09:44.440 You really are like you're building a relationship over time 130 00:09:44.440 --> 00:09:47.800 and you want to kind of impress as you go. 131 00:09:47.800 --> 00:09:49.360 This is the game you're playing. 132 00:09:49.360 --> 00:09:52.280 You want them to ask you out on a second date. 133 00:09:52.280 --> 00:09:55.280 And so you come in for that first pitch. 134 00:09:55.280 --> 00:09:59.320 You've got your five, 10 minute elevator pitch ready to go. 135 00:09:59.320 --> 00:10:00.520 You're ready to answer. 136 00:10:00.000 --> 00:10:02.560 answer any questions they might have. 137 00:10:02.560 --> 00:10:04.200 And then if you nail that, 138 00:10:04.200 --> 00:10:08.320 then they usually bring you back for a committee review. 139 00:10:08.320 --> 00:10:11.080 And so again, depending on the fund 140 00:10:11.080 --> 00:10:12.920 and how much they're investing, 141 00:10:12.920 --> 00:10:16.480 that process could last up to six months. 142 00:10:16.480 --> 00:10:19.060 And then you usually go to a due diligence process 143 00:10:19.060 --> 00:10:21.200 where they will do a lot of deep dive 144 00:10:21.200 --> 00:10:26.200 into just a little bit more due diligence on your company. 145 00:10:26.440 --> 00:10:29.360 So you really need to understand their motivation 146 00:10:29.360 --> 00:10:32.040 and we'll get into this in just a little bit as well. 147 00:10:32.040 --> 00:10:35.440 But what would a institutional investor look for 148 00:10:35.440 --> 00:10:37.720 that's very specific to that pitch? 149 00:10:37.720 --> 00:10:39.520 And again, they're quick. 150 00:10:39.520 --> 00:10:43.160 They want you to get to questions pretty quickly. 151 00:10:43.160 --> 00:10:45.200 They want to say yes. 152 00:10:45.200 --> 00:10:48.760 They wanna say yes to bring you back for a second meeting. 153 00:10:48.760 --> 00:10:51.960 And so that's really the goal of that initial pitch. 154 00:10:53.120 --> 00:10:56.700 I think, I hope a lot of you all get the opportunity 155 00:10:56.700 --> 00:10:59.080 to pitch at pitch competitions. 156 00:10:59.760 --> 00:11:00.840 And so if you're doing that, 157 00:11:00.840 --> 00:11:04.480 then your judges are who you're really pitching to. 158 00:11:04.480 --> 00:11:06.360 And you need to understand like, 159 00:11:06.360 --> 00:11:09.760 what are they looking for in a good pitch? 160 00:11:09.760 --> 00:11:11.920 And we'll get to some of that in a minute. 161 00:11:11.920 --> 00:11:14.480 And a lot of these pitch competitions come with checks. 162 00:11:14.480 --> 00:11:16.960 And so if you can understand 163 00:11:16.960 --> 00:11:19.500 what the judges are looking for in a good pitch, 164 00:11:19.500 --> 00:11:23.580 then you're more likely to win, win that money. 165 00:11:24.420 --> 00:11:28.980 Um, okay, I want you all to think about too, 166 00:11:30.520 --> 00:11:35.320 what is the why for this particular investor 167 00:11:35.320 --> 00:11:37.540 or investment group? 168 00:11:37.540 --> 00:11:39.420 What is their thesis? 169 00:11:39.420 --> 00:11:42.260 You really, this is where you just have to dig in 170 00:11:42.260 --> 00:11:43.500 and do a lot of research. 171 00:11:43.500 --> 00:11:45.100 And so the example I'll just give, 172 00:11:45.100 --> 00:11:48.340 cause it's my example, is the Jump Fund. 173 00:11:48.340 --> 00:11:53.340 So we have only invested in female led companies. 174 00:11:53.580 --> 00:11:58.580 And so that has to have a female in the C-suite 175 00:11:58.940 --> 00:12:02.300 who has significant equity in the company. 176 00:12:02.300 --> 00:12:04.600 And I can't tell you how many all male teams 177 00:12:04.600 --> 00:12:07.040 have applied to come pitch to us 178 00:12:07.040 --> 00:12:09.620 just simply because they never read our thesis. 179 00:12:09.620 --> 00:12:12.980 And the same is true if you're a healthcare company, 180 00:12:12.980 --> 00:12:17.620 maybe don't go pitch to a product fund 181 00:12:17.620 --> 00:12:21.580 who just really wants to invest in consumer products. 182 00:12:21.620 --> 00:12:23.940 And so really try to understand 183 00:12:25.820 --> 00:12:30.820 what they're wanting to invest in, but also their why. 184 00:12:30.860 --> 00:12:32.860 Like, why is this important? 185 00:12:32.860 --> 00:12:37.180 Why is this, why is healthcare important for them? 186 00:12:37.180 --> 00:12:39.420 Dig into their stories a little bit, 187 00:12:39.420 --> 00:12:44.160 try to understand the context for why they started this fund. 188 00:12:44.160 --> 00:12:47.560 And if you, in my experience, a lot of them, 189 00:12:47.560 --> 00:12:49.260 of course they want to make money, 190 00:12:50.100 --> 00:12:53.260 but there's a lot of ways to make money in the world. 191 00:12:53.260 --> 00:12:57.500 The fact that you're investing in startups is very specific. 192 00:12:57.500 --> 00:13:00.060 And so really understanding that is important 193 00:13:00.060 --> 00:13:02.520 if you want to deliver a good pitch. 194 00:13:04.360 --> 00:13:05.860 Okay, time constraints, 195 00:13:05.860 --> 00:13:07.380 we've talked about that a little bit, 196 00:13:07.380 --> 00:13:09.540 really try to keep it to five minutes. 197 00:13:09.540 --> 00:13:12.700 That would be my biggest suggestion 198 00:13:12.700 --> 00:13:14.940 because they always go over. 199 00:13:14.940 --> 00:13:18.460 So five minutes is a really good parameter 200 00:13:18.460 --> 00:13:19.700 in terms of your time. 201 00:13:20.980 --> 00:13:22.980 Okay, I'm gonna take a drink real quick. 202 00:13:25.580 --> 00:13:29.100 All right, so let's talk about your story. 203 00:13:30.660 --> 00:13:35.660 So I want you all to really own your story 204 00:13:37.340 --> 00:13:40.080 and build the arc of your pitch. 205 00:13:41.100 --> 00:13:43.380 You're talking to the investors. 206 00:13:43.380 --> 00:13:46.800 Your slide deck, your deck is only supporting 207 00:13:46.840 --> 00:13:48.520 what you're saying. 208 00:13:48.520 --> 00:13:52.240 So too often I see founders come in and pitch 209 00:13:52.240 --> 00:13:53.920 and they're relying on the data 210 00:13:53.920 --> 00:13:56.360 or the words on their pitch deck. 211 00:13:56.360 --> 00:13:58.280 And they forget that we're actually trying 212 00:13:58.280 --> 00:14:01.720 to have a conversation with them about their company. 213 00:14:01.720 --> 00:14:05.320 And the story is really, really important. 214 00:14:05.320 --> 00:14:08.080 And I want you all to think right now, 215 00:14:08.080 --> 00:14:10.100 why did you start your company? 216 00:14:12.240 --> 00:14:13.780 Why did you start it? 217 00:14:13.780 --> 00:14:17.420 There are so many other things that you could be doing 218 00:14:17.420 --> 00:14:20.200 with your time, your resources, 219 00:14:20.200 --> 00:14:23.900 but for some reason you felt compelled 220 00:14:23.900 --> 00:14:26.040 to start this company. 221 00:14:26.040 --> 00:14:28.220 And I want you all to really spend some time 222 00:14:28.220 --> 00:14:32.940 writing that down, honing that story, crafting it. 223 00:14:32.940 --> 00:14:36.100 And I want you to mix head and heart 224 00:14:37.020 --> 00:14:39.420 and appeal to both the emotions 225 00:14:39.420 --> 00:14:42.660 and the logic of the people that you're sharing it with. 226 00:14:44.540 --> 00:14:48.660 And this is where I get a little soap boxy. 227 00:14:48.660 --> 00:14:53.660 So too many founders get overly reliant 228 00:14:54.620 --> 00:14:59.280 on their logic and their strategies and their tactics. 229 00:14:59.280 --> 00:15:00.120 And too many. 230 00:15:00.000 --> 00:15:04.740 them completely miss the opportunity to connect to the 231 00:15:04.740 --> 00:15:11.100 heartstrings, to create and cast a vision to appeal to these 232 00:15:11.100 --> 00:15:16.020 investors imaginations of what could be that they're really 233 00:15:16.020 --> 00:15:19.740 leaving a lot on the table. And so what I want you to think 234 00:15:19.740 --> 00:15:23.400 about is, you know, is you're, you're going to start putting 235 00:15:23.400 --> 00:15:26.660 your pitch together and building a case for why they should give 236 00:15:26.660 --> 00:15:28.920 you money. That's what you're doing. You're building a case 237 00:15:28.920 --> 00:15:31.720 for why they should give you money. And you're going to take 238 00:15:31.720 --> 00:15:36.000 them on a journey through your pitch deck. They are much more 239 00:15:36.000 --> 00:15:40.200 likely to want to go on that journey with you and be like, 240 00:15:40.240 --> 00:15:44.040 you know, sitting at the on the seat of their chair here, the 241 00:15:44.040 --> 00:15:48.080 edge of their chair waiting, if you've given them a reason to 242 00:15:48.080 --> 00:15:52.560 care, and there's something about it that feel it feels it's 243 00:15:52.560 --> 00:15:58.480 like this is interesting, I feel something. Her story's profound 244 00:15:58.480 --> 00:16:02.040 or amazing, or they're doing something that's really changing 245 00:16:02.040 --> 00:16:05.320 and, and disrupting the status quo, like there's something 246 00:16:05.320 --> 00:16:09.360 about this, I want to go on this journey with them. So this is 247 00:16:09.360 --> 00:16:12.960 how you set it up at the beginning, like really think 248 00:16:12.960 --> 00:16:17.080 through why you started your company and how do you tell that 249 00:16:17.080 --> 00:16:23.960 story from a lens of your heart, not just your head. The other 250 00:16:23.960 --> 00:16:29.200 thing too, they are not just investing in you for a return. I 251 00:16:29.200 --> 00:16:31.320 think that's the big thing. People think it's just 252 00:16:31.320 --> 00:16:35.440 transactional. It's about it's about money. Yes, they want to 253 00:16:35.440 --> 00:16:38.320 make a return. That's why they're doing this. But when 254 00:16:38.320 --> 00:16:42.040 you're investing in startups, you're really investing in the 255 00:16:42.040 --> 00:16:47.200 founders. When you believe in them, and you believe in their 256 00:16:47.240 --> 00:16:52.000 capability to put together a team that can execute on this 257 00:16:52.000 --> 00:16:55.920 vision. That's what we want to invest in. That's what we get 258 00:16:56.160 --> 00:17:01.600 get excited about. It's not just, you know, putting in x and 259 00:17:01.600 --> 00:17:05.480 getting out 10x. There's lots of ways to do that. So I think if 260 00:17:05.480 --> 00:17:10.000 you can share your story in a compelling way, and these 261 00:17:10.000 --> 00:17:14.800 investors see a reason why for them, they want to help you, 262 00:17:14.839 --> 00:17:18.560 then they're much more likely to want to invest in your company. 263 00:17:19.560 --> 00:17:23.720 Another thing I want to say to another way to tell the story of 264 00:17:23.720 --> 00:17:30.120 your company is sharing customer stories. If you don't have or 265 00:17:30.120 --> 00:17:34.000 don't want to share, although I really urge you to to share your 266 00:17:34.000 --> 00:17:38.320 own personal story, you can talk about how your customers use your 267 00:17:38.320 --> 00:17:42.520 product or your service, how their lives were, were changed 268 00:17:42.520 --> 00:17:47.560 or were enhanced. Any kind of testimonials that they have, so 269 00:17:47.560 --> 00:17:51.760 that is equally as powerful for investors who may not understand 270 00:17:51.760 --> 00:17:55.440 the market as well as you do, when they start to hear that 271 00:17:55.480 --> 00:17:58.240 customers are buying this, and this is how it's helping them. 272 00:17:58.840 --> 00:18:03.760 It's quite compelling. Um, I want to talk, you see there the 273 00:18:03.800 --> 00:18:06.120 elephant and the rider, I'm going to talk about this for 274 00:18:06.120 --> 00:18:09.880 just a minute, this goes to the head and the heart, you all may 275 00:18:09.880 --> 00:18:16.320 have heard this metaphor. You know, so much of us were telling 276 00:18:16.520 --> 00:18:20.000 we're telling, you know, we're trying to craft these pitches 277 00:18:20.000 --> 00:18:25.040 from our heads. That's, you know, from our prefrontal cortex, 278 00:18:25.040 --> 00:18:27.960 we're giving all the data, we're telling you why the products 279 00:18:28.000 --> 00:18:31.720 works and why it's great. And this is what it does. But we're 280 00:18:31.720 --> 00:18:37.080 leaving out this large component, the elephant, you 281 00:18:37.080 --> 00:18:41.760 know, that is the elephant is the emotion. And most humans, 282 00:18:41.760 --> 00:18:46.560 all of us make the vast majority of our decisions from 283 00:18:46.560 --> 00:18:52.680 an unconscious emotional level. So when you appeal to the 284 00:18:52.680 --> 00:18:56.720 elephant, you motivate the elephant, then you build your 285 00:18:56.720 --> 00:19:01.920 case to the rider. And that's how you direct the rider. That's 286 00:19:01.920 --> 00:19:05.480 how you get people to follow you, whether you're raising 287 00:19:05.480 --> 00:19:08.840 money, or you're getting them to sign up. If you motivate the 288 00:19:08.840 --> 00:19:12.280 elephant and direct the rider with your logic, you're going to 289 00:19:12.280 --> 00:19:17.840 be a lot more successful. Okay, so let's talk about your pitch 290 00:19:17.840 --> 00:19:22.440 deck. These are the components we're going to break down and 291 00:19:22.440 --> 00:19:29.320 talk about in detail. So the first thing you're going to do, 292 00:19:29.320 --> 00:19:33.400 and I've had people forget this before, is introduce yourself. 293 00:19:34.160 --> 00:19:39.520 Simply say who you are and what your company is. You're going to 294 00:19:39.520 --> 00:19:44.080 talk about the problem you're solving the vision you see. So 295 00:19:44.080 --> 00:19:49.920 really clarifying that vision, how you're going to solve it. So 296 00:19:49.920 --> 00:19:53.200 they're going to get into your product or your service right 297 00:19:53.200 --> 00:19:59.040 there, how you're going to make money. And this is, in my 298 00:19:59.040 --> 00:20:00.120 opinion, it's the most 299 00:20:00.000 --> 00:20:04.960 important slide. And I really, really, really want you all to spend a lot of time on your business 300 00:20:04.960 --> 00:20:12.120 model slide. So this is you'll see the first half of these of your deck is really is building the 301 00:20:12.120 --> 00:20:20.800 story, casting the vision, who are you? And how are you going to solve this? Your business model 302 00:20:20.800 --> 00:20:26.800 slide is where you start to appeal to the writer. That's where if you've hooked them up to that 303 00:20:26.800 --> 00:20:32.840 point, they're going to want to know, okay, how does this thing make money? Let's so that's a 304 00:20:32.840 --> 00:20:39.280 really important kind of pivotal transitional slide. You're going to talk about traction and 305 00:20:39.280 --> 00:20:44.160 milestones, milestones, you're going to talk about your market size. And we'll talk about what those 306 00:20:44.160 --> 00:20:51.840 mean in a minute. Excuse me, your competition. You're gonna talk about how much money you're 307 00:20:51.840 --> 00:20:57.440 raising, fundraising, and what you're going to use it to do. And then the last one is your your 308 00:20:57.440 --> 00:21:09.040 team. I want to say this too. So your slide deck should be between 10 and 12 slides for an initial 309 00:21:09.040 --> 00:21:15.520 pitch. So if you have like a cold, intro cold, you're, you're emailing a pitch, you're going to 310 00:21:15.520 --> 00:21:21.960 do a first kind of pass with an investment fund. You're doing the five to 10 minute pitch that I 311 00:21:21.960 --> 00:21:28.720 mentioned, you want to between 10 and 12 slides, slides, no more than 15. Because if you're getting 312 00:21:28.720 --> 00:21:36.640 into that territory, investors, they get confused. And they start to think that if you're not if you 313 00:21:36.640 --> 00:21:41.320 don't have brevity, either you're trying to do too much, or you don't really know what you're doing. 314 00:21:41.880 --> 00:21:50.640 So really keeping it dialed in under 15 slides, preferably 10 to 12 is really important. Okay, so 315 00:21:50.680 --> 00:21:56.360 let's talk about these. I've already said, you're going to introduce yourself, you're going to tell 316 00:21:56.360 --> 00:22:01.760 your story a little bit, you're going to talk about your company, you can talk about your customer 317 00:22:01.760 --> 00:22:06.640 stories, if you want to share some of those. But again, these are these are brief. So you just got 318 00:22:06.640 --> 00:22:14.640 to get right to it. You know, and I started a company that was a parent, a problem I had as a 319 00:22:14.640 --> 00:22:21.400 parent with my kids on the internet and wanting to keep them safe. And I told the story about when I 320 00:22:21.440 --> 00:22:28.280 my son, I think at the time he was 10 or 11, and was going through a really rough, I mean, you know, 321 00:22:28.280 --> 00:22:34.040 it's already hard anyway. But then when you're facing all this technology, kids really struggle. 322 00:22:34.040 --> 00:22:39.640 And so I shared a story. And I think that a lot of the investors who were parents were like, yes, yes, 323 00:22:39.640 --> 00:22:45.080 yes, we get it. And so I think it was easy for me to take them on that journey, because they connected 324 00:22:45.080 --> 00:22:51.640 with me as a mom. And so that's the kind of the intro you want to think about doing something like 325 00:22:51.640 --> 00:22:58.520 that anyway. Alright, so the problem you're solving, and I'm going to use Airbnb as an example. 326 00:22:58.680 --> 00:23:05.320 And just frankly, because I like them and their pitch deck, this was their first one they ever used. 327 00:23:05.320 --> 00:23:11.280 And it was really easy to find. And it was and they're very willing to let to let us use it. So 328 00:23:11.280 --> 00:23:20.920 this is a great example. So very, very simply, what is the problem? Don't don't fluff it up, just talk 329 00:23:20.920 --> 00:23:29.560 about it. You know, this is the problem we see. This is how we saw how we experienced it. Yeah, and 330 00:23:29.560 --> 00:23:34.640 that's it. It doesn't have to be anything more than that. Just really talking about what is this problem 331 00:23:34.640 --> 00:23:43.480 that you face or that your customers are facing? Okay, here's your vision, your solution, your 332 00:23:43.480 --> 00:23:50.600 product, your service. So you're the guide on this journey. So you've talked about your story a little 333 00:23:50.600 --> 00:23:56.560 bit, the problem you're solving. Now you get to kind of like set this compelling vision. This is what 334 00:23:56.560 --> 00:24:04.760 you see. You're the guide, and the guide brings them these tools. So this is a problem. And here's these 335 00:24:04.760 --> 00:24:12.640 tools that we're using. And again, why I love this slide, it's super simple. It tells you exactly a web 336 00:24:12.640 --> 00:24:18.680 platform where users can rent out their space to host travelers to save money, make money, share 337 00:24:18.680 --> 00:24:27.400 culture. I think that this in and of itself is intriguing enough that it makes you want to bring them back to 338 00:24:27.400 --> 00:24:34.080 hear a little bit more like let's have a, you know, another round of conversations and go a little bit 339 00:24:34.080 --> 00:24:46.640 deeper. Okay, here's their solution for their platform. So this is what this would be a great example. If you 340 00:24:46.640 --> 00:24:54.680 have a demo, you have some wireframes, like something that you can put up here so that they can actually see 341 00:24:55.480 --> 00:25:00.040 or begin to imagine what it could look like, like what the product 342 00:25:00.000 --> 00:25:04.000 would look like this. Again, you're starting to make a little bit of a case 343 00:25:04.000 --> 00:25:10.200 to the writer, not just the elephant. Because if they're interested in the 344 00:25:10.200 --> 00:25:16.120 solution, you're probably getting them hooked at this point. Here's what I 345 00:25:16.120 --> 00:25:24.420 don't want you to do. This is I don't even know Nutanix. This was their 346 00:25:24.420 --> 00:25:30.080 product solution slide. And as you can tell, everything about this is bad. It 347 00:25:30.080 --> 00:25:37.220 doesn't work. So it's confusing. There's anything but simplicity. I think it 348 00:25:37.220 --> 00:25:43.340 badly needed a designer. Please have a designer look over your your deck. It is 349 00:25:43.340 --> 00:25:48.260 important. People want to think it's not, but it is. It's very important. And again, 350 00:25:48.260 --> 00:25:52.540 this isn't simple. So I think if if you've got a complicated product or a 351 00:25:52.540 --> 00:25:58.860 complicated service, it's on you to simplify it. Especially for that first 352 00:25:58.860 --> 00:26:05.500 pitch. Especially for those first couple of rounds of conversation. Because if 353 00:26:05.500 --> 00:26:10.100 their brains go in overload, they're just gonna shut it all down. So you want to 354 00:26:10.100 --> 00:26:15.220 get back into the third and fourth conversation so that you can get to this 355 00:26:15.220 --> 00:26:20.140 nitty-gritty slide. And usually at that point, they're gonna put you to another 356 00:26:20.140 --> 00:26:25.580 go see our engineering assistant to help us understand the mechanics of how 357 00:26:25.580 --> 00:26:31.220 this works. But this is not kind of your first pass in a pitch deck. Keep it 358 00:26:31.220 --> 00:26:38.380 really simple. This is another one. This was Squares, actually. Their very first 359 00:26:38.380 --> 00:26:46.340 product slide, I guess. And it's same. Like this this circular kind of how how 360 00:26:46.340 --> 00:26:52.020 does it work? Is it linear? Is it circular? That didn't make sense to me either. 361 00:26:52.020 --> 00:26:59.380 You know, this these vertical boxes over here. Like how that how does that flow? 362 00:26:59.380 --> 00:27:04.780 That's a little bit confusing. And the thing is about these these slides that 363 00:27:04.780 --> 00:27:11.860 contain complicated information, the more simple design, visually, you can make it 364 00:27:11.860 --> 00:27:20.380 the better. So simple design on your slide. Talk through as simply as you can 365 00:27:20.380 --> 00:27:26.340 what the product or service actually is. But keeping it very simple on your slide 366 00:27:26.340 --> 00:27:30.940 so that they can follow along what you're saying with the visual graphics 367 00:27:30.940 --> 00:27:37.780 behind you. Okay. So and here's the slide I really, really, really want you all to 368 00:27:37.780 --> 00:27:44.580 think about. Okay. Which, in my opinion, is your most important slide. Some others 369 00:27:44.580 --> 00:27:49.180 might disagree, but this is what I really focus a lot on when I'm hearing 370 00:27:49.180 --> 00:27:55.080 pitches. Because I want to hear that they're thinking through very simply how 371 00:27:55.080 --> 00:27:58.460 are they going to make money. And I want to understand that they've thought 372 00:27:58.460 --> 00:28:05.220 through some assumptions and that they're clear on those. So again, this is 373 00:28:05.220 --> 00:28:09.620 very clear. We take a 10% commission on each transaction. And you literally could 374 00:28:09.620 --> 00:28:13.500 pull your calculator up in a pitch and you could start to calculate how they 375 00:28:13.500 --> 00:28:19.780 get to $200 million. So if I were to see this slide, I would want to know, okay, so 376 00:28:19.780 --> 00:28:25.860 you got to $200 million. Let's reverse engineer that a little bit. Like walk me 377 00:28:25.860 --> 00:28:30.820 through what some assumptions are. Some market assumptions. What do we assume we 378 00:28:30.820 --> 00:28:35.780 know about the travel market, which I guess is what they consider themselves 379 00:28:35.780 --> 00:28:41.460 to be in? Do we know that this is a really good transaction rate? How do we 380 00:28:41.460 --> 00:28:47.060 know that? So really, this is compelling enough for me to want to ask 381 00:28:47.060 --> 00:28:53.940 more questions. But I love the simplicity of it. That visually, it's just really 382 00:28:54.060 --> 00:29:02.740 easy to grasp a lot of information from a little bit of design on the slide. So 383 00:29:02.740 --> 00:29:09.940 this is why I really like this one. Okay, this is another, I actually debated to 384 00:29:09.940 --> 00:29:16.620 put this one in here. So I actually do like it. It's a little confusing, I 385 00:29:16.620 --> 00:29:21.060 think, because there's a lot of words that they put there underneath each of 386 00:29:21.060 --> 00:29:26.620 these circles. But if you spend just, you know, a minute on your business model 387 00:29:26.620 --> 00:29:32.660 slide, maybe a couple minutes, giving it the time that it needs to really help 388 00:29:32.660 --> 00:29:38.300 people grasp how you're going to make money. I think it's okay to spend it on a 389 00:29:38.540 --> 00:29:43.020 slide like this. Because if you read the words, they really do flow and make 390 00:29:43.020 --> 00:29:48.780 sense. A freemium model with consistent 2% conversion from free to paid plans. 391 00:29:48.780 --> 00:29:56.900 Okay, I can get that 5% churn equates a lifetime value of $240. Okay, and allows 392 00:29:56.900 --> 00:30:00.020 us to pay up to $5 to acquire each user each user. 393 00:30:00.000 --> 00:30:03.600 those are questions I'm already thinking as an investor. So 394 00:30:03.600 --> 00:30:07.280 they've already predicted that those would be questions I might 395 00:30:07.280 --> 00:30:11.800 have. And then they've done the prediction for me, they 396 00:30:11.800 --> 00:30:15.120 projected out at a million users, our projected revenue is 397 00:30:15.120 --> 00:30:19.360 3.6 million. Okay, they've taken me through that, like, those are 398 00:30:19.360 --> 00:30:24.000 questions I would ask, based on, you know, buffer as a SaaS model, 399 00:30:24.000 --> 00:30:26.360 like, these are things I would want to know. And so they've 400 00:30:26.360 --> 00:30:30.800 done the hard work for me. So I really do appreciate this slide 401 00:30:30.840 --> 00:30:35.720 a lot. Even with all the words, I'm sorry, this is fuzzy, but I 402 00:30:35.720 --> 00:30:39.600 did screenshot it. I wanted you all to see there's a couple ways 403 00:30:39.600 --> 00:30:43.240 to think about milestones and tractions. For a lot of 404 00:30:43.240 --> 00:30:46.920 startups, they're like, I don't really have any milestones. Like 405 00:30:47.040 --> 00:30:50.000 we just we did this at a hackathon, or I just started, 406 00:30:50.040 --> 00:30:53.720 you know, three months ago, you do, you do have milestones. So 407 00:30:53.720 --> 00:30:57.960 here's, here's what I think is a very honest, legitimate 408 00:30:57.960 --> 00:31:02.360 milestone chart. We started it as a weekend project, we did 409 00:31:02.360 --> 00:31:06.760 some testing at a looks like a hackathon. You know what, we 410 00:31:06.760 --> 00:31:11.600 went full time, we were in in January 2014. And so you show 411 00:31:11.600 --> 00:31:17.200 here, the progression of your company. And I think that that 412 00:31:17.200 --> 00:31:23.360 builds interest, and it builds momentum. And you can also do 413 00:31:23.360 --> 00:31:27.920 think about it this way. So if you are pre revenue, pre revenue, 414 00:31:27.920 --> 00:31:33.040 which a lot of you probably are, start thinking about users as 415 00:31:33.040 --> 00:31:38.360 traction, impressions as traction, what are your other 416 00:31:38.400 --> 00:31:42.840 non revenue metrics that you can start to build case and build a 417 00:31:42.840 --> 00:31:49.080 story with? I think recruiting people to your team, that is a 418 00:31:49.080 --> 00:31:53.600 huge traction piece that I look for, because if you're able to 419 00:31:54.520 --> 00:31:58.160 influence people to join your team that says something about 420 00:31:58.160 --> 00:32:00.680 you, that I would want to, I would want to know that. So 421 00:32:00.680 --> 00:32:06.320 really think about any kind of milestones that that would be 422 00:32:06.320 --> 00:32:09.400 interesting to show kind of the lifecycle of your company and 423 00:32:09.400 --> 00:32:14.960 where you are right now. Okay, so let's talk about market a 424 00:32:14.960 --> 00:32:19.760 little bit. So there's a couple ways to think about this as 425 00:32:19.760 --> 00:32:24.360 well. So I think, I believe this is still the Airbnb slide, I 426 00:32:24.360 --> 00:32:31.000 think so. So they gave 4.2 billion is their, their total 427 00:32:31.000 --> 00:32:34.520 addressable market. So that's the big as big as their market 428 00:32:34.520 --> 00:32:38.440 gets, that's if everything were included. And so and they're 429 00:32:38.440 --> 00:32:42.960 breaking it down here for me, that 22% of all the total 430 00:32:42.960 --> 00:32:45.920 revenue of their market goes to the top four players combined. 431 00:32:45.960 --> 00:32:50.960 And so they're showing a little bit of like how the market might 432 00:32:50.960 --> 00:32:54.960 be segmented a little bit. This is, this is interesting, but 433 00:32:54.960 --> 00:33:00.200 it's not as interesting is when I start thinking about who, what 434 00:33:00.200 --> 00:33:04.200 is your big market? And who are you going after? And so there's 435 00:33:04.200 --> 00:33:08.160 a couple ways to think about this, your total addressable 436 00:33:08.160 --> 00:33:12.360 market, that's, and you're going to have to dig into some market 437 00:33:12.360 --> 00:33:17.120 research. So whatever your market is, really look at this 438 00:33:17.120 --> 00:33:22.040 year, what were people spending in this market, everybody, so 439 00:33:22.200 --> 00:33:25.160 all humans spending in this market, or you could do all 440 00:33:25.160 --> 00:33:30.520 people in the US. But really looking at how big this market 441 00:33:30.520 --> 00:33:35.000 is for you. You if you have different ways serving that 442 00:33:35.000 --> 00:33:40.320 market, you can always break it down. Like they do here. Business 443 00:33:40.320 --> 00:33:43.600 airport trips, retail airport trips, business, not airport 444 00:33:43.600 --> 00:33:46.640 trips. So they're breaking down different market segments and 445 00:33:46.640 --> 00:33:50.880 basically saying that they can serve all of them. So they're 446 00:33:50.880 --> 00:33:56.520 showing they're giving a lot of information that can be kind of 447 00:33:56.520 --> 00:34:01.720 complicated. In this slide, I think what I really want you all 448 00:34:01.720 --> 00:34:05.360 to think about is when you're doing your market slide, this is 449 00:34:05.360 --> 00:34:07.320 important, because I want to know that you've done your 450 00:34:07.320 --> 00:34:10.280 research, I want to know that you know exactly how big your 451 00:34:10.280 --> 00:34:16.120 market is. The second part of that, flip over here real quick. 452 00:34:18.440 --> 00:34:21.600 So you've got your total addressable market, your total 453 00:34:21.600 --> 00:34:26.960 serviceable market. So who are you going after? So like, for 454 00:34:26.960 --> 00:34:32.280 example, my company was was all parents. So any parent, we could 455 00:34:32.400 --> 00:34:37.159 we could feasibly include them in our market. We were really 456 00:34:37.199 --> 00:34:40.600 going after parents of kids that were under the age of 12, really 457 00:34:40.600 --> 00:34:45.840 between six and 12. That was our serviceable, who we felt like we 458 00:34:45.840 --> 00:34:50.560 could kind of get in front of the serviceable, attainable 459 00:34:50.560 --> 00:34:55.840 market. So your SOM are people that you really think about like 460 00:34:55.840 --> 00:35:00.120 demographics and psychographics. So who are the people 461 00:35:00.000 --> 00:35:03.840 that would buy our product. They're probably scared about what their kids can find on the 462 00:35:03.840 --> 00:35:10.400 internet. They might be a little bit more conservative. You know, they do have the kids 463 00:35:10.400 --> 00:35:16.800 that are under 12, like 6 to 12 starting to get online. So those are really what you want to be 464 00:35:16.800 --> 00:35:22.800 thinking about. We call those persuadables. And so you've got your big, total addressable market, 465 00:35:23.360 --> 00:35:31.280 excuse me, your serviceable market. So who are you like targeting? So not everybody, 466 00:35:31.280 --> 00:35:37.120 you can't target everybody. Who are you targeting? And then who is your obtainable market? Who do 467 00:35:37.120 --> 00:35:43.360 you really think you could go after and persuade to buy your product? And that's where you really 468 00:35:43.360 --> 00:35:50.400 want to get into demographic and psychographic information. Sorry, I'm losing my voice a little 469 00:35:50.400 --> 00:35:59.440 bit. So talking about your competitors, I have to go to the next slide, and then I'll back up. 470 00:35:59.440 --> 00:36:06.320 But this is, I love this. This is another circle of confusion. So this is supposed to be 471 00:36:06.320 --> 00:36:13.120 Buffer's competitor slide. And it, it just, it's, it's crazy. It makes no sense to me. Like, 472 00:36:13.120 --> 00:36:17.600 I would go bonkers if I had to figure out how to interpret this slide. In fact, I would, 473 00:36:17.600 --> 00:36:21.840 I would just be like, okay, they have a lot of competitors, but it tells me nothing 474 00:36:22.720 --> 00:36:29.920 about what, what, what are the competitors doing? What is their traction? Like, investors really 475 00:36:29.920 --> 00:36:35.600 just want the honest truth here. Don't make it sound like you're the only one that does everything, 476 00:36:35.600 --> 00:36:40.800 because we all know that's not true. So really thinking about how do you talk about your 477 00:36:40.800 --> 00:36:45.120 competitors? They're going to do some things better than you and they're going to do some 478 00:36:45.120 --> 00:36:50.080 things worse than you. Just talk about that. And I actually love this slide. I found this 479 00:36:50.080 --> 00:36:58.240 in a template, actually. I think it's really, just a really great way, if you changed out images, 480 00:36:59.440 --> 00:37:04.560 competitor one, what's their name? What advantages do they have? Were they first to market? 481 00:37:05.360 --> 00:37:10.000 Can they raise more money? Do they have a different take on your product? You know, 482 00:37:10.240 --> 00:37:17.280 are they hardware in your software? What is the advantage? And doing that for three to four 483 00:37:17.280 --> 00:37:23.920 competitors. And again, the expectation isn't that you're the best or you've done everything 484 00:37:23.920 --> 00:37:29.200 better than everybody, because we know that's not true. What we want to see in this slide is that 485 00:37:29.200 --> 00:37:37.840 you're aware of who they are, you've thought about it, and you're incorporating that competitive 486 00:37:37.840 --> 00:37:43.840 advantage, that competitive edge into your strategy. So that's really all. We know there's 487 00:37:43.840 --> 00:37:47.520 competitors out there. There's always going to be competitors, but that you know who they are, 488 00:37:47.520 --> 00:37:54.400 and you're thinking about it is important. That's what we want to know here. Okay. 489 00:37:55.520 --> 00:38:03.360 So your financials. Another very important slide. All you're going to do in this slide is you're 490 00:38:03.360 --> 00:38:09.360 going to say explicitly how much money, how much money you're looking to raise, how much do you 491 00:38:09.360 --> 00:38:14.800 want? And what do you think you can make with that money? So right here, it's very on the nose. 492 00:38:14.800 --> 00:38:21.040 We're looking for 12 months financing to reach 80,000 transactions on air bed and breakfast. 493 00:38:21.840 --> 00:38:29.280 So for that, what they're looking for is $500,000. So this is the very first open angel round. 494 00:38:30.240 --> 00:38:38.320 And here's what they think they can do with that. With 80,000 trips booked, with the $25 average, 495 00:38:39.200 --> 00:38:44.000 I think it's supposed to be fee, maybe. I don't remember. They're going to generate $2 million 496 00:38:44.000 --> 00:38:51.040 in revenue. That's interesting. That's an interesting thought process that they have 497 00:38:51.040 --> 00:38:57.760 taken us through. So for 500,000 over 12 months, they're going to generate $2 million. Now, 498 00:38:57.840 --> 00:39:03.440 that alone is not sufficient. If you do get investment, obviously investors are going to 499 00:39:03.440 --> 00:39:08.960 dive into a lot of your pro forma. They're going to look at, okay, how do you think you're going 500 00:39:08.960 --> 00:39:14.160 to get there? But this slide is sufficient for that first round of pitches in terms of getting 501 00:39:14.160 --> 00:39:20.800 them interested in what you're thinking, how much money you want to raise and what you're looking 502 00:39:21.760 --> 00:39:30.880 to do with it. And I know I think most, I think we're all women on this call. So I apologize for 503 00:39:30.880 --> 00:39:39.920 using three white dudes. But this is really just a good slide. Very simply, again, like just your, 504 00:39:39.920 --> 00:39:45.280 you know, your founders, maybe you want to put some advisors if they're influential in your 505 00:39:45.280 --> 00:39:55.600 industry. And just very simply say what the title is and anything notable. Did you go to a notable 506 00:39:55.600 --> 00:39:59.840 program? Have you started another company? Have you received an 507 00:40:00.000 --> 00:40:03.480 or an award of some kind in your industry, 508 00:40:03.480 --> 00:40:05.960 those are all the kinds of things 509 00:40:05.960 --> 00:40:08.000 that we're looking for at this point. 510 00:40:08.000 --> 00:40:11.240 If we like you, we're looking for reasons to like you 511 00:40:11.240 --> 00:40:16.100 and sign up, we wanna be in this with you. 512 00:40:16.100 --> 00:40:19.040 So this is, just kind of pulls it all together, 513 00:40:19.040 --> 00:40:20.800 is letting them know who's the team 514 00:40:20.800 --> 00:40:22.080 that's gonna pull this off. 515 00:40:22.080 --> 00:40:24.840 And so this is where you get to toot your horn a little bit. 516 00:40:24.840 --> 00:40:27.040 And please do, this is not the time 517 00:40:27.040 --> 00:40:28.800 to be modest and humble. 518 00:40:29.680 --> 00:40:33.160 I think you can say who your team is, 519 00:40:33.160 --> 00:40:37.120 including yourself in a very humble way, 520 00:40:37.120 --> 00:40:41.960 but being very direct about who you are 521 00:40:41.960 --> 00:40:43.480 and what you've done and why you're proud 522 00:40:43.480 --> 00:40:45.120 that you've started this company. 523 00:40:46.800 --> 00:40:50.980 Okay, a few things to avoid. 524 00:40:50.980 --> 00:40:54.120 And again, this is subjective, 525 00:40:54.120 --> 00:40:57.820 because this is what I feel like is needing to be avoided. 526 00:40:59.240 --> 00:41:00.720 Jargon is the first thing. 527 00:41:00.720 --> 00:41:05.720 So a lot of us are in very, very deep in our industries. 528 00:41:05.720 --> 00:41:08.840 I have a company that I've been working with for years, 529 00:41:08.840 --> 00:41:13.000 who is in the military, she works with DOD, 530 00:41:13.000 --> 00:41:18.000 she's killing it, but I all the time have to tell her 531 00:41:18.080 --> 00:41:20.800 or ask her to not use acronyms, 532 00:41:20.800 --> 00:41:22.760 because I don't know what any of them mean. 533 00:41:22.760 --> 00:41:27.600 And so she's just so used to using all the military jargon 534 00:41:27.600 --> 00:41:29.680 that when she's talking with investors, 535 00:41:29.680 --> 00:41:31.240 it's hard to switch. 536 00:41:31.240 --> 00:41:33.120 But she's, and she's learning to do that 537 00:41:33.120 --> 00:41:34.240 and has learned to do that. 538 00:41:34.240 --> 00:41:36.760 But you've got to, if you're trying to make this case, 539 00:41:36.760 --> 00:41:40.920 this compelling kind of heart and head case, 540 00:41:40.920 --> 00:41:42.440 jargon will get in your way. 541 00:41:42.440 --> 00:41:46.840 So just try not to do that, if you at all. 542 00:41:46.840 --> 00:41:50.160 If you're with industry investors, by all means go for it, 543 00:41:50.160 --> 00:41:52.040 because I know they're there with you, 544 00:41:52.040 --> 00:41:54.580 but otherwise leave it out. 545 00:41:55.580 --> 00:41:57.660 Talking about other investors, 546 00:41:57.660 --> 00:42:00.060 especially not a positive light. 547 00:42:00.060 --> 00:42:02.060 So this is, I've seen this before, 548 00:42:02.060 --> 00:42:03.500 and I know that the intention 549 00:42:03.500 --> 00:42:05.660 is to kind of build rapport with me, 550 00:42:06.980 --> 00:42:11.700 but saying something negative about another investor, 551 00:42:11.700 --> 00:42:13.700 especially in this kind of ecosystem 552 00:42:13.700 --> 00:42:17.180 that we're all swimming in is never a good thing. 553 00:42:17.180 --> 00:42:19.940 And it's amazing how many people do that, 554 00:42:19.940 --> 00:42:23.420 that even that I have to say that and put it in a slide, 555 00:42:23.900 --> 00:42:25.840 I think is important. 556 00:42:27.500 --> 00:42:29.900 Talking too much about how passionate you are. 557 00:42:29.900 --> 00:42:34.900 So I've had a lot of pitches 558 00:42:35.260 --> 00:42:40.260 where that seems to be kind of the thread through the pitch 559 00:42:40.260 --> 00:42:42.620 and that lacks the substance. 560 00:42:42.620 --> 00:42:45.660 And so we all assume that you're passionate 561 00:42:45.660 --> 00:42:47.540 or you would not be putting your, 562 00:42:47.540 --> 00:42:50.100 you know, your blood, sweat and tears into this. 563 00:42:50.100 --> 00:42:52.420 So I don't, you don't need to say it at all, 564 00:42:52.420 --> 00:42:54.500 much less repeatedly. 565 00:42:54.500 --> 00:42:56.100 So just being aware of that, 566 00:42:56.100 --> 00:43:00.640 it would tend to dilute your position. 567 00:43:01.820 --> 00:43:04.980 And just to be aware that we all know 568 00:43:04.980 --> 00:43:08.660 that we're all passionate about the work that we're doing. 569 00:43:08.660 --> 00:43:11.820 There's a fine line between confidently selling your idea 570 00:43:11.820 --> 00:43:13.240 and overhyping it. 571 00:43:14.640 --> 00:43:17.860 I sniff that out real fast, 572 00:43:17.860 --> 00:43:21.600 especially if there's not a lot to back up the claims 573 00:43:21.600 --> 00:43:23.180 and kind of the vision. 574 00:43:24.200 --> 00:43:27.200 So really being enthusiastic, 575 00:43:27.200 --> 00:43:32.200 but backing it up with the data, the stories, the traction, 576 00:43:32.720 --> 00:43:34.720 you know, that's really the key 577 00:43:34.720 --> 00:43:37.200 to crafting a really good pitch. 578 00:43:38.680 --> 00:43:41.920 Rambling is another thing. 579 00:43:41.920 --> 00:43:43.600 I think if you practice a lot, 580 00:43:43.600 --> 00:43:47.400 you'll get it down over time to five minutes. 581 00:43:48.240 --> 00:43:52.240 So you really want to keep it brief, keep it clear. 582 00:43:52.240 --> 00:43:55.120 And then the last thing I'll say is just arguing. 583 00:43:55.120 --> 00:43:57.160 I've had not, this hasn't happened a whole lot, 584 00:43:57.160 --> 00:44:02.080 but a few times we've had kind of back and forths 585 00:44:02.080 --> 00:44:05.720 with founders who really, you know, got defensive 586 00:44:05.720 --> 00:44:08.720 or really wanted to make us see what they were seeing. 587 00:44:08.720 --> 00:44:12.960 And we couldn't get there. 588 00:44:12.960 --> 00:44:14.260 And that's okay. 589 00:44:14.260 --> 00:44:17.240 Like some people are not going to be for you. 590 00:44:18.080 --> 00:44:19.720 They're not going to get it, just move on. 591 00:44:19.720 --> 00:44:22.440 The thing that I've learned about both investing 592 00:44:22.440 --> 00:44:26.720 and asking for money is that you're going to see, 593 00:44:26.720 --> 00:44:29.980 again, hundreds potentially, if not dozens, 594 00:44:29.980 --> 00:44:31.680 people and asking and pitching. 595 00:44:31.680 --> 00:44:35.240 So just getting into the habit of constantly pitching, 596 00:44:35.240 --> 00:44:39.440 the right people will begin to line up around your vision. 597 00:44:39.440 --> 00:44:41.240 They really will. 598 00:44:41.240 --> 00:44:44.520 And if they don't see it, then they're not for you. 599 00:44:44.560 --> 00:44:46.320 And so it really is, 600 00:44:46.320 --> 00:44:49.280 it's okay just to make peace with that and move on. 601 00:44:49.280 --> 00:44:51.040 And it would save you a lot of heartache 602 00:44:51.040 --> 00:44:52.980 and a lot of time in the process. 603 00:44:54.760 --> 00:44:56.320 Okay, I'm going to give you homework 604 00:44:56.320 --> 00:44:59.880 and then we'll have some questions if you all have some. 605 00:45:00.000 --> 00:45:07.200 So, I believe on May 27th, we're going to follow up with some Q&A, 606 00:45:07.200 --> 00:45:10.740 and I want you all to do this between now and then. 607 00:45:10.740 --> 00:45:15.240 So, if you have not already, you're going to write up your five-minute elevator pitch, 608 00:45:15.240 --> 00:45:17.200 and I want it to be five minutes. 609 00:45:17.200 --> 00:45:20.640 I want it to be clear, crisp, solid. 610 00:45:20.640 --> 00:45:23.600 You've got it nailed down. 611 00:45:23.600 --> 00:45:29.980 You've got your slides that accompany what you're saying and how you're communicating it. 612 00:45:29.980 --> 00:45:35.720 I want you to pitch it to at least one person who does not know your company well. 613 00:45:35.720 --> 00:45:38.280 So, they can be outside of your industry. 614 00:45:38.280 --> 00:45:41.420 It can be a friend who's kind of like, what are you doing now? 615 00:45:41.420 --> 00:45:42.960 It can be to your mom. 616 00:45:42.960 --> 00:45:49.420 Like, somebody who does not understand the nuance of your company and what you're building, 617 00:45:49.420 --> 00:45:54.980 because we want to give you a chance to get feedback from somebody with fresh eyes. 618 00:45:54.980 --> 00:45:59.960 From somebody, and investors, they'll know a lot about investing, 619 00:45:59.960 --> 00:46:02.860 but they may not know a lot about your industry. 620 00:46:02.860 --> 00:46:11.060 And so, you really do have to help frame it for them, help them see what you're seeing and know what you know. 621 00:46:11.060 --> 00:46:14.660 And the way to do that is to keep it very simple. 622 00:46:14.660 --> 00:46:19.320 You're going to get feedback from the person or the people that you pitch it to, 623 00:46:19.320 --> 00:46:22.760 and then you're going to revise your pitch as you need to. 624 00:46:22.760 --> 00:46:28.140 And this is why I think getting in the habit of constantly pitching is so valuable, 625 00:46:28.140 --> 00:46:31.260 because you're constantly getting feedback. 626 00:46:31.260 --> 00:46:33.160 Like, okay, that part didn't land. 627 00:46:33.160 --> 00:46:36.300 They looked really confused when I talked about my business model. 628 00:46:36.300 --> 00:46:37.860 Or, oh, I left that out. 629 00:46:37.860 --> 00:46:40.060 That didn't flow the way I needed it to. 630 00:46:40.060 --> 00:46:47.240 So, really getting into this habit of telling as many people as possible about your company. 631 00:46:47.240 --> 00:46:50.500 Okay, so here is my email that I promised to give you. 632 00:46:50.500 --> 00:46:56.480 Let me know if you're stuck, or I'll be on the Q&A next Friday, 633 00:46:56.480 --> 00:47:02.000 so we'll have a chance to answer questions at that point as well. 634 00:47:02.000 --> 00:47:07.200 But I think at this point, we've got some questions. 635 00:47:07.200 --> 00:47:14.080 So, I'm going to stop sharing my screen. 636 00:47:14.080 --> 00:47:19.920 And I think we've got about 10 minutes left. 637 00:47:19.920 --> 00:47:24.700 So, what questions do you all have that you would like to ask? 638 00:47:24.700 --> 00:47:27.300 It's a lot of information, I realize. 639 00:47:35.300 --> 00:47:37.180 Okay, let's see. 640 00:47:37.180 --> 00:47:41.980 I mentioned that team and being able to talk about team growth is a way 641 00:47:41.980 --> 00:47:43.860 of showing traction pre-revenue. 642 00:47:43.860 --> 00:47:47.900 In my case, my team works part-time, because we're pre-revenue, 643 00:47:48.480 --> 00:47:51.080 and that's what the company can afford at the moment. 644 00:47:51.080 --> 00:47:54.720 Should that be something I address up front, or does it count that I've been able 645 00:47:54.720 --> 00:47:57.280 to get people to sign up and come on board with the project? 646 00:47:57.280 --> 00:47:58.440 Yes, all of that. 647 00:47:58.440 --> 00:48:02.080 Like, yes, do not be ashamed that they're part-time. 648 00:48:02.080 --> 00:48:03.040 That's hustling. 649 00:48:03.040 --> 00:48:07.720 That's like getting people to help you build your vision before you have money 650 00:48:07.720 --> 00:48:09.840 to really pay them to come full-time. 651 00:48:09.840 --> 00:48:11.360 Like, that's legit. 652 00:48:11.360 --> 00:48:14.920 So, definitely mention that, say they're part-time. 653 00:48:14.920 --> 00:48:17.620 Maybe part of what you want to do with the money you're raising is 654 00:48:17.620 --> 00:48:19.380 to get them to full-time. 655 00:48:19.380 --> 00:48:20.940 And I would say that as well. 656 00:48:20.940 --> 00:48:26.460 So, it is 100% impressive and legit that you've done that. 657 00:48:26.460 --> 00:48:28.220 So, use it, for sure. 658 00:48:31.220 --> 00:48:33.460 Okay, any other questions? 659 00:48:33.460 --> 00:48:45.880 I hope that it wasn't too laggy there at the beginning and that everybody could catch 660 00:48:45.880 --> 00:48:50.000 when I started. 661 00:48:50.000 --> 00:48:51.600 I'm looking at my comments now. 662 00:49:04.460 --> 00:49:07.760 Yeah, do you have any examples of non-unicorn companies? 663 00:49:07.760 --> 00:49:14.040 Sometimes it is hard to frame my pitch deck when I think of Airbnb as the model. 664 00:49:14.040 --> 00:49:15.880 Yeah, totally, fair. 665 00:49:15.880 --> 00:49:23.800 I will say this, though, and it might be helpful to understand your industry 666 00:49:23.800 --> 00:49:28.200 and your specific space a little bit. 667 00:49:28.200 --> 00:49:29.200 I will say this, though. 668 00:49:29.200 --> 00:49:31.240 Yes, they're unicorn. 669 00:49:31.240 --> 00:49:32.360 They blew up. 670 00:49:32.360 --> 00:49:34.500 The components are the same. 671 00:49:34.500 --> 00:49:40.780 So, if you're planning on and talking with investors and asking for money, 672 00:49:40.780 --> 00:49:46.540 regardless of the size of your company or regardless of how big you want to grow it, 673 00:49:46.540 --> 00:49:53.580 these are the pieces that investors are going to want you to have thought about. 674 00:49:53.580 --> 00:49:59.780 Yeah, so, I think, again, if it's a small business, and so it might be a bank, 675 00:49:59.780 --> 00:50:00.780 you know? 676 00:50:00.000 --> 00:50:03.060 that you're going in and you're looking for funding, or 677 00:50:03.060 --> 00:50:05.700 financing and not funding necessarily, they're going to 678 00:50:05.700 --> 00:50:12.500 want a business plan with very similar components. Obviously, 679 00:50:12.500 --> 00:50:14.820 it's going to be when you're getting a bank loan, it's going 680 00:50:14.820 --> 00:50:20.460 to be much more thorough than a five minute pitch, or even 681 00:50:22.080 --> 00:50:24.780 pitch, you know, sitting down with a meeting with investors, 682 00:50:24.780 --> 00:50:27.340 but the pieces are still the same. So you're going to want to 683 00:50:28.080 --> 00:50:33.520 demonstrate that you've thought about those 10 or 12 elements of 684 00:50:34.000 --> 00:50:39.340 of the pitch deck, regardless if it's a flower shop, a beauty 685 00:50:39.340 --> 00:50:47.240 care company or a SaaS company. How do you recommend we find new 686 00:50:47.240 --> 00:50:52.060 people to pitch to? Especially if our family and mutuals are 687 00:50:52.060 --> 00:50:56.720 familiar with our company, networking events, I'm not sure 688 00:50:56.720 --> 00:51:00.440 where you are. But that's the best way that I have found to 689 00:51:00.440 --> 00:51:05.100 talk with people because you're all swimming in the same soup 690 00:51:05.100 --> 00:51:09.180 together. And so maybe you find somebody, hey, let's meet for 691 00:51:09.180 --> 00:51:12.200 coffee. I want to tell you about my company, I'd love to hear 692 00:51:12.200 --> 00:51:18.560 about yours. So it doesn't have to be like, like an investor, or 693 00:51:18.580 --> 00:51:21.920 you know, or any somebody in the space that you're talking with. 694 00:51:21.920 --> 00:51:27.100 But I think getting out and networking, pitch events would 695 00:51:27.100 --> 00:51:34.060 be a great way, any kind of business network, friends, you 696 00:51:34.060 --> 00:51:37.100 know, people that are just, you know, interested in what you're 697 00:51:37.100 --> 00:51:41.780 doing, or even like mentors, like I know, there's a lot of 698 00:51:41.780 --> 00:51:45.420 incubators and accelerator spaces who do office hours, 699 00:51:45.420 --> 00:51:49.160 those would be great to plug into, to find people that you 700 00:51:49.160 --> 00:51:53.300 can practice doing this, your pitch with a little bit, like 701 00:51:53.300 --> 00:51:56.980 our local incubator here in town, they have office hours, 702 00:51:56.980 --> 00:52:00.140 and they have attorneys come in and accountants come in. That's 703 00:52:00.140 --> 00:52:03.220 an opportunity for you to share what you're doing and pitching 704 00:52:03.220 --> 00:52:08.220 to somebody. So get a stranger, get just get somebody that you 705 00:52:08.220 --> 00:52:12.700 can tell about your company and walk them through your pitch. 706 00:52:12.700 --> 00:52:16.720 What's the elevator pitch entail? So that is in how many 707 00:52:16.720 --> 00:52:20.240 slides are too many. So the elevator pitch is what we walked 708 00:52:20.240 --> 00:52:23.280 through. And so really, you're gonna it's like a five minute. 709 00:52:25.200 --> 00:52:28.320 I'll give you some wiggle room, you can go up to 10 minutes, five 710 00:52:28.320 --> 00:52:31.720 to 10 minute walking someone through your company. And you're 711 00:52:31.720 --> 00:52:37.560 going to do 10 to 12 slides, no more than 15. But it's, and I 712 00:52:37.560 --> 00:52:40.560 think we might be able to give you a little bit more of a 713 00:52:40.740 --> 00:52:44.340 I think we might be able to give you all this pitch deck so that 714 00:52:44.340 --> 00:52:49.440 you have the examples that walk you through that. So that's what 715 00:52:49.440 --> 00:52:53.220 I want you to do. Like literally, you can take the cop, 716 00:52:53.220 --> 00:52:56.860 not not necessarily copy and paste, but just take your your 717 00:52:56.860 --> 00:53:02.020 business, your company. And the first slide is introducing who 718 00:53:02.020 --> 00:53:04.740 you are and talking about your company telling your story why 719 00:53:04.740 --> 00:53:08.420 you started it. Second slide is here's the problem we're 720 00:53:08.420 --> 00:53:12.680 solving. And you may just have to write it out in a Google Doc 721 00:53:12.680 --> 00:53:16.440 first just to get it out of your head. And then you can start 722 00:53:16.440 --> 00:53:20.240 thinking about, okay, how would I put this on a slide to 723 00:53:20.240 --> 00:53:25.160 visually represent the problem I'm solving? There's lots of 724 00:53:25.160 --> 00:53:28.640 examples, if you just, you know, Google that putting together a 725 00:53:28.640 --> 00:53:31.560 pitch deck, but it's the components that we just walked 726 00:53:31.560 --> 00:53:35.780 through. And then the five to 10 minutes of how you're going to 727 00:53:35.780 --> 00:53:42.520 talk about your company. That's your elevator pitch. This might 728 00:53:42.520 --> 00:53:45.960 be slightly tangential. But during my pitches, I have 729 00:53:45.960 --> 00:53:49.360 received feedback that the story is very compelling, but we are 730 00:53:49.360 --> 00:53:53.300 too small for them. What can we add to our pitch deck to give 731 00:53:53.300 --> 00:53:56.780 investors more confidence in our business? That's a fantastic 732 00:53:56.780 --> 00:54:06.280 question. And too small or too early? That would be one of the 733 00:54:06.280 --> 00:54:10.840 things I think most of the feedback I give or have given is 734 00:54:10.840 --> 00:54:15.020 that they're just a little bit too early for institutional 735 00:54:15.020 --> 00:54:18.120 funding. And so a lot of times we'll have them go back and do 736 00:54:18.120 --> 00:54:22.200 pitch competitions, or raise a family and friends round or can 737 00:54:22.820 --> 00:54:27.000 they network with some individual angels in their 738 00:54:27.000 --> 00:54:30.840 community who just have a lot of money and they want to invest in 739 00:54:30.840 --> 00:54:33.980 startups. So there's things that they can do to get ready for 740 00:54:33.980 --> 00:54:40.140 institutional investors. If they're saying too small, I 741 00:54:40.140 --> 00:54:43.900 would wonder is the market too small? And so really maybe 742 00:54:43.900 --> 00:54:49.320 thinking more about showing them illustrating how big your market 743 00:54:49.380 --> 00:54:54.420 could be. Or is the team too small? And if that's the case, 744 00:54:54.420 --> 00:55:00.020 then I might think about walking them through your ideas for 745 00:55:00.000 --> 00:55:05.600 building the team. Like you're the whole point of this is you're walking them through with head and 746 00:55:05.600 --> 00:55:13.760 heart, the vision for this problem you're trying to solve. What is your vision? And so if you can 747 00:55:13.760 --> 00:55:18.240 help them see maybe we're small now, but here's the vision. Here's how I want to build this. 748 00:55:18.240 --> 00:55:22.000 Here's the market we're trying to break into. This is how we're going to do that. 749 00:55:24.080 --> 00:55:28.560 That may be what they mean by too small. So I think thinking about it those two ways may be 750 00:55:28.560 --> 00:55:39.280 helpful. Okay. I hope that's helpful with those questions or those answers and I'm happy 751 00:55:40.560 --> 00:55:45.120 if you have further questions for me and then I'll be back next Friday for you all 752 00:55:45.120 --> 00:55:50.240 and we can dive into this a little bit more. But thank you all. 753 00:55:59.040 --> 00:56:05.200 But I think I answered that one. Do you have any examples of non-unicorn companies? I think 754 00:56:05.200 --> 00:56:12.000 it's going to be the same components even no matter if you're a small business or you're 755 00:56:12.000 --> 00:56:20.400 have high growth potential. Do investors prefer you to have employees versus contractors? 756 00:56:21.360 --> 00:56:25.760 Not at the beginning. I mean I think investors always know that you've got to start somewhere 757 00:56:25.760 --> 00:56:30.160 and so like my company now we have all freelancers and contractors that we work with. 758 00:56:31.360 --> 00:56:39.840 So that's just part of the growth. I think ideally you would show how you could get full-time 759 00:56:39.840 --> 00:56:46.560 employees as a part of your fundraising because that's certainly desirable over contractors but 760 00:56:46.560 --> 00:57:02.240 I think it's fine. Shelly that was awesome. Thank you. It was super helpful. I always find it 761 00:57:02.240 --> 00:57:10.400 helpful when you teach this class because you have so much knowledge around pitching. So I am 762 00:57:10.400 --> 00:57:18.880 super grateful for you being here. I am excited that we were able to have this class because 763 00:57:18.880 --> 00:57:24.400 pitching is something that is not always easy. It's something that I think that a lot of founders 764 00:57:24.400 --> 00:57:30.960 once they get it they got it but it takes a little bit of work. So I'm happy that you were able to 765 00:57:30.960 --> 00:57:37.120 teach. Just letting you all know that this powerpoint and the replay will be available. So 766 00:57:37.120 --> 00:57:43.600 the powerpoint will be in the Mighty Network platform and this presentation will be available 767 00:57:43.600 --> 00:57:50.880 for you to watch. Two things I wanted to note. So Shelly will be doing one of our coaching classes. 768 00:57:50.880 --> 00:57:57.680 As I mentioned so we have our cohort is set up of 50 women and we for the coaching calls we are 769 00:57:57.680 --> 00:58:05.200 splitting them into two groups of 25. They can sign up for your coaching call and then we actually 770 00:58:05.200 --> 00:58:11.360 have Kim Seals and she'll be doing the other coaching call. And so they'll be able to sign up 771 00:58:11.360 --> 00:58:17.840 but I wanted to let you all know that if you aren't able to get into Shelly's coaching call 772 00:58:17.840 --> 00:58:23.600 it's perfectly fine. Send me your questions. If you have something you want her to look at 773 00:58:24.160 --> 00:58:29.760 send it to me because I don't want to bombard Shelly's emails. Send it to me so I can make 774 00:58:29.760 --> 00:58:35.840 sure I can compile it and I can get it back to you. I'm in a really organized way so if you do 775 00:58:35.840 --> 00:58:40.560 not get into her coaching call and say you know you do the homework which I want everyone to do 776 00:58:40.560 --> 00:58:46.720 the homework and you're not in her coaching call to go over that send it over to me. I will make 777 00:58:46.720 --> 00:58:53.840 sure that you all get feedback on it. So do not worry you will definitely be able to do that. 778 00:58:53.840 --> 00:59:03.520 Second I have posted the link for you all to sign in. Make sure that you sign in before 779 00:59:04.560 --> 00:59:11.840 we finish up the the master class. So I will leave the sign in link open until about 8 15. 780 00:59:12.480 --> 00:59:19.360 Make sure that you take the link that's in the chat you have to copy it copy it and paste it 781 00:59:19.360 --> 00:59:24.160 into your browser and sign in. All you have to do is sign your name it'll capture your email and 782 00:59:24.160 --> 00:59:29.440 that's how we capture your attendance. That is what we're going off of on attendance. So make 783 00:59:29.440 --> 00:59:35.120 sure that you capture that and those are all of the things that I have for you. If you had questions 784 00:59:35.120 --> 00:59:39.680 that you did not get answered I tried to get through as many as I could and send them over to 785 00:59:39.680 --> 00:59:47.440 Shelly. We have the coaching call we also have the you can also post questions in the Mighty 786 00:59:47.440 --> 00:59:53.760 Network group and I can make sure those get to Shelly too. So all is not lost there is still time 787 00:59:54.320 --> 00:59:59.760 for you to do that. So thank you all so much for joining the master class and participating 788 01:00:00.000 --> 01:00:03.160 and we are going to end tonight's call. 789 01:00:03.160 --> 01:00:04.000 Bye.