1 00:00:00,120 --> 00:00:07,240 Speaker 1: So okay, talk about elevator pitch, yes, and seven steps 2 00:00:07,240 --> 00:00:11,080 Speaker 1: to nailing your elevator pitch. Yeah. So first things first, 3 00:00:11,240 --> 00:00:14,480 Speaker 1: is anyone that's listening to this if you're going to 4 00:00:14,480 --> 00:00:16,360 Speaker 1: be pitching, whether it's at invest Fest or you're going 5 00:00:16,400 --> 00:00:18,800 Speaker 1: to be pitching at any place, the first thing is 6 00:00:18,840 --> 00:00:21,759 Speaker 1: you want to have a clear and concise message. Who 7 00:00:21,800 --> 00:00:23,640 Speaker 1: are you, what do you do, who do you serve? 8 00:00:23,920 --> 00:00:26,360 Speaker 1: What is it that you're actually giving to people? What 9 00:00:26,400 --> 00:00:29,120 Speaker 1: do you want the judges to know or the investors 10 00:00:29,120 --> 00:00:32,960 Speaker 1: to know? So have a clear and concise message. The 11 00:00:33,000 --> 00:00:34,920 Speaker 1: second commandment that I would say is make sure that 12 00:00:34,960 --> 00:00:37,560 Speaker 1: you know the problem. What's the problem that you're trying 13 00:00:37,600 --> 00:00:40,360 Speaker 1: to solve. Lots of times I've seen people come and 14 00:00:40,400 --> 00:00:43,360 Speaker 1: pitch Rashad and they really don't know what the problem 15 00:00:43,440 --> 00:00:45,199 Speaker 1: is that they're trying to solve. They just want to 16 00:00:45,320 --> 00:00:46,920 Speaker 1: sell a product to you or say, hey, can you 17 00:00:46,960 --> 00:00:49,400 Speaker 1: invest in my product? So you have to make sure 18 00:00:49,440 --> 00:00:52,480 Speaker 1: that when you're pitching with your message being clear and concise, 19 00:00:52,840 --> 00:00:55,280 Speaker 1: you need to make sure that you also know what 20 00:00:55,320 --> 00:00:58,440 Speaker 1: the problem is. And then third know the solution to 21 00:00:58,520 --> 00:01:02,000 Speaker 1: the problem. Right, what are you trying to solve? I 22 00:01:02,080 --> 00:01:05,000 Speaker 1: understand you want to be able to have a tech company, 23 00:01:05,200 --> 00:01:08,040 Speaker 1: but what is the what is the solution or what's 24 00:01:08,080 --> 00:01:10,040 Speaker 1: the problem that's being solved, Then what's the solution? 25 00:01:10,760 --> 00:01:11,120 Speaker 2: What are the. 26 00:01:11,160 --> 00:01:14,440 Speaker 1: Vehicles to solve that problem. The third thing is make 27 00:01:14,480 --> 00:01:17,840 Speaker 1: sure that you know your market stats, right, what's going 28 00:01:17,880 --> 00:01:20,040 Speaker 1: on in the market, in the industry right now. A 29 00:01:20,120 --> 00:01:23,759 Speaker 1: lot of people don't do their research on the industry stats, 30 00:01:24,040 --> 00:01:27,520 Speaker 1: which leads to the next one. Who's your competitor? Right? 31 00:01:27,800 --> 00:01:30,080 Speaker 1: I've seen people do pitches and we don't even know 32 00:01:30,080 --> 00:01:32,040 Speaker 1: who your competitor is. You just tell us all about 33 00:01:32,040 --> 00:01:34,400 Speaker 1: the business. But if we were to go deeper beyond 34 00:01:34,680 --> 00:01:37,840 Speaker 1: a sixty minute elevator pitch, a sixty second sorry elevator pitch, 35 00:01:38,240 --> 00:01:40,760 Speaker 1: and let's say you all were to ask more questions, 36 00:01:41,080 --> 00:01:42,759 Speaker 1: one of the questions that investors are going to ask 37 00:01:42,800 --> 00:01:46,120 Speaker 1: is who your competitors are? What's the market So because 38 00:01:46,120 --> 00:01:50,800 Speaker 1: of that, it's important for anyone that's pitching to do that. 39 00:01:51,320 --> 00:01:54,279 Speaker 1: Make sure that you're using proper visual aids. That's another 40 00:01:54,320 --> 00:01:55,960 Speaker 1: thing too. I'm not really sure how it's going to 41 00:01:55,960 --> 00:01:58,520 Speaker 1: be for investments when we get there, but if there 42 00:01:58,560 --> 00:02:00,480 Speaker 1: are going to be visual aids, make sure that your 43 00:02:00,520 --> 00:02:03,360 Speaker 1: visual aids are not all over the place. Make sure 44 00:02:03,400 --> 00:02:06,080 Speaker 1: that you're not using all these different fonts and colors 45 00:02:06,120 --> 00:02:08,840 Speaker 1: and everything like that. Keep it clean, keep it fresh. 46 00:02:09,040 --> 00:02:12,040 Speaker 1: But make sure that everyone, every judge that's looking or 47 00:02:12,080 --> 00:02:15,680 Speaker 1: any investor that's investing into what are interested in what 48 00:02:15,760 --> 00:02:19,359 Speaker 1: you have to say, can understand it clearly in your 49 00:02:19,440 --> 00:02:22,800 Speaker 1: visual aids. I will also say, just making sure that 50 00:02:22,919 --> 00:02:25,680 Speaker 1: as they go to their pitch that they speak clearly 51 00:02:26,080 --> 00:02:28,800 Speaker 1: that they understand. And also do a call to action. 52 00:02:29,600 --> 00:02:32,960 Speaker 1: We've had pitch I've sat and pitched up matches or 53 00:02:32,960 --> 00:02:36,280 Speaker 1: pitch competitions. Where so what are you asking for? You 54 00:02:36,360 --> 00:02:39,400 Speaker 1: never really say what you're asking for. Be clear and concise, 55 00:02:39,440 --> 00:02:41,720 Speaker 1: and make sure that whatever the call to action is, 56 00:02:42,320 --> 00:02:45,040 Speaker 1: that it is clear, it is realistic. I'm looking for 57 00:02:45,080 --> 00:02:48,560 Speaker 1: two million dollars to do what with? What's the budget? 58 00:02:48,600 --> 00:02:52,080 Speaker 1: What's the forecast? What's the numbers? That's another one. Know 59 00:02:52,160 --> 00:02:55,080 Speaker 1: your numbers right, What are the numbers going to? Where's 60 00:02:55,120 --> 00:02:57,400 Speaker 1: this money going to? When is it going to happen? 61 00:02:58,000 --> 00:03:02,120 Speaker 1: Most investors don't want to be married long term to something, 62 00:03:02,520 --> 00:03:05,040 Speaker 1: so we want to make sure that we understand. I'm 63 00:03:05,080 --> 00:03:07,200 Speaker 1: an investor myself, make sure that we understand what's the 64 00:03:07,280 --> 00:03:10,840 Speaker 1: return on investment? Do we get equity right? All of 65 00:03:10,880 --> 00:03:13,920 Speaker 1: these things are what people should be considering when it 66 00:03:13,960 --> 00:03:17,520 Speaker 1: comes to their elevator pitch, whether it's sixty seconds, two minutes, 67 00:03:17,720 --> 00:03:20,280 Speaker 1: five minutes, even up to a thirty minute pitch. 68 00:03:20,919 --> 00:03:23,960 Speaker 2: A tremendous insight because we get pitched all the time. Yes, 69 00:03:24,120 --> 00:03:26,200 Speaker 2: and so you actually have now just helped us and 70 00:03:26,240 --> 00:03:28,320 Speaker 2: I'm sure everybody that's listening will take those from it 71 00:03:28,360 --> 00:03:31,800 Speaker 2: as well. Yeah, you said that vocal health is important, 72 00:03:32,000 --> 00:03:35,240 Speaker 2: and so these things sounds like how I will prepare 73 00:03:35,360 --> 00:03:37,480 Speaker 2: as I'm going to the stage. Yes, but there's that 74 00:03:37,560 --> 00:03:39,280 Speaker 2: build up, And we talked to a lot of people. 75 00:03:39,280 --> 00:03:41,320 Speaker 2: We just had a pitch competition a few months ago, 76 00:03:41,560 --> 00:03:43,440 Speaker 2: and people were talking about the anxiety that it felt 77 00:03:43,520 --> 00:03:45,760 Speaker 2: leading up to the day. So what are some of 78 00:03:45,800 --> 00:03:47,880 Speaker 2: the type of things that you suggest for people leading 79 00:03:47,960 --> 00:03:49,520 Speaker 2: up to the event. What should they be doing at 80 00:03:49,600 --> 00:03:52,600 Speaker 2: home the week before, the month before to prepare themselves 81 00:03:52,600 --> 00:03:54,880 Speaker 2: for this moment, this five minute moment that could change 82 00:03:54,920 --> 00:03:55,760 Speaker 2: their lives potentially? 83 00:03:55,960 --> 00:04:00,560 Speaker 1: Absolutely, First things, practice practice, practice practics. There's there's a 84 00:04:00,600 --> 00:04:03,320 Speaker 1: couple ways in which a person can practice right Troy. 85 00:04:03,440 --> 00:04:05,640 Speaker 1: So the first thing I'll say is practice in the mirror. 86 00:04:06,240 --> 00:04:09,200 Speaker 1: See yourself, so you can see how your facial expressions look, 87 00:04:09,760 --> 00:04:13,280 Speaker 1: see if the nerves are taken over, right, see yourself. 88 00:04:13,280 --> 00:04:15,680 Speaker 1: And lots of times people do not like to see themselves. 89 00:04:15,960 --> 00:04:18,800 Speaker 1: They don't even like to hear themselves back. Right, You'd 90 00:04:18,839 --> 00:04:21,360 Speaker 1: be surprised that a lot of anxiety that happens on 91 00:04:21,400 --> 00:04:24,880 Speaker 1: the stage happens because of what people are going through 92 00:04:24,880 --> 00:04:27,599 Speaker 1: in their personal lives and it just comes over in there. 93 00:04:27,640 --> 00:04:30,520 Speaker 1: So practice, practice, practice, practice in front of family and 94 00:04:30,560 --> 00:04:33,679 Speaker 1: friends and peers, a mentor, a coach, right, and also 95 00:04:33,760 --> 00:04:37,279 Speaker 1: record yourself on video and watch yourself back with no judgment. 96 00:04:37,800 --> 00:04:39,560 Speaker 1: That's one of the ways in which you can actually 97 00:04:39,680 --> 00:04:44,000 Speaker 1: help yourself prepare for the pitch. Another one is actually 98 00:04:44,160 --> 00:04:47,359 Speaker 1: do what we call mindfulness, walk through the pitch without 99 00:04:47,400 --> 00:04:49,760 Speaker 1: you having to say something. So, how am I going 100 00:04:49,800 --> 00:04:52,560 Speaker 1: to enter the stage, How am I going to intro myself? 101 00:04:52,720 --> 00:04:54,360 Speaker 1: How am I going to speak what I need to say? 102 00:04:54,560 --> 00:04:56,600 Speaker 1: How am I going to exit the stage? How am 103 00:04:56,600 --> 00:04:57,240 Speaker 1: I going to leave? 104 00:04:57,320 --> 00:04:57,400 Speaker 2: Like? 105 00:04:57,960 --> 00:05:00,840 Speaker 1: All of that is what we call mindfulness, whether you're 106 00:05:00,880 --> 00:05:04,000 Speaker 1: performing as an entertainer or speaker, that's one of the 107 00:05:04,040 --> 00:05:06,000 Speaker 1: things that I'll tell people sit through in mind do 108 00:05:06,160 --> 00:05:10,960 Speaker 1: mindfulness of it. Another way to prepare is breathing techniques. 109 00:05:11,000 --> 00:05:13,880 Speaker 1: Believe it or not, there's a couple breathing techniques that 110 00:05:13,920 --> 00:05:16,919 Speaker 1: I tell people to do. One is the four seven 111 00:05:16,960 --> 00:05:19,640 Speaker 1: eight is you breathe in for four counts, you hold 112 00:05:19,680 --> 00:05:22,400 Speaker 1: it for seven counts, you breathe out for eight counts. 113 00:05:22,640 --> 00:05:25,480 Speaker 1: What this does is it triggers what we call the 114 00:05:25,520 --> 00:05:29,920 Speaker 1: parasympathetic nervous system, which is if you're having like a 115 00:05:30,000 --> 00:05:32,599 Speaker 1: warm bowl of super ice cream and you're kind of 116 00:05:32,600 --> 00:05:35,800 Speaker 1: like calm, where there's something called the sympathetic mode, which 117 00:05:35,839 --> 00:05:38,480 Speaker 1: is that fight or flight mode. The moment people get 118 00:05:38,520 --> 00:05:40,920 Speaker 1: on the stage, their palms get sweaty, they want to 119 00:05:41,000 --> 00:05:44,080 Speaker 1: use the bathroom, their knees want to buckle, their mouth 120 00:05:44,080 --> 00:05:48,520 Speaker 1: gets dry, and so mindfulness breathing helps them to trigger 121 00:05:48,680 --> 00:05:53,599 Speaker 1: that PMS, that parasympathetic mode. I always say too arrive early. 122 00:05:54,240 --> 00:05:56,719 Speaker 1: I tell people go to the venue, see what it 123 00:05:56,760 --> 00:06:00,640 Speaker 1: looks like like, look at the stage, sit down in 124 00:06:00,680 --> 00:06:04,080 Speaker 1: the chair, and actually visualize what it's going to look like, 125 00:06:04,120 --> 00:06:07,000 Speaker 1: the audience that's going to be there. Walk yourself through 126 00:06:07,000 --> 00:06:09,640 Speaker 1: it as you do. Mindfulness but be in the environment 127 00:06:09,800 --> 00:06:13,160 Speaker 1: as well. That's going to help a lot in preparing 128 00:06:13,480 --> 00:06:15,840 Speaker 1: and then also to making sure that you have a backup. 129 00:06:16,240 --> 00:06:18,440 Speaker 1: One of the up I had a pitch competition that 130 00:06:19,640 --> 00:06:22,920 Speaker 1: I was a judge at. One of the persons forgot 131 00:06:22,960 --> 00:06:26,160 Speaker 1: their visuals and so they did a whole entire pitch 132 00:06:26,160 --> 00:06:29,480 Speaker 1: asking for a whole bunch of money with no visuals whatsoever, 133 00:06:30,320 --> 00:06:33,359 Speaker 1: mess up their entire elevator pitch. And so I tell 134 00:06:33,440 --> 00:06:35,640 Speaker 1: those that are preparing, make sure you have a backup. 135 00:06:35,839 --> 00:06:37,479 Speaker 1: If you're going to be doing something where you're sending 136 00:06:37,520 --> 00:06:40,880 Speaker 1: something electronically, make sure you have something on a USB drive, 137 00:06:41,000 --> 00:06:44,279 Speaker 1: a Google drive, some sort of electronic drive so that 138 00:06:44,360 --> 00:06:48,119 Speaker 1: your anxiety can actually decrease, because lots of times people 139 00:06:48,200 --> 00:06:50,760 Speaker 1: kind of cause their own anxiety to because of lack 140 00:06:50,800 --> 00:06:53,720 Speaker 1: of preparation. So those are practical things that they can 141 00:06:53,760 --> 00:06:55,239 Speaker 1: do to prepare for their pitch. 142 00:06:55,680 --> 00:06:58,120 Speaker 2: Just a follow up, because a lot of times people 143 00:06:58,360 --> 00:07:02,280 Speaker 2: will confuse anxiety with nervousness. Yes, some people will say 144 00:07:02,279 --> 00:07:04,679 Speaker 2: it's healthy to feel nervous. So it's healthy to feel 145 00:07:04,720 --> 00:07:06,960 Speaker 2: aks before something because you're prepared for it. You want 146 00:07:07,000 --> 00:07:09,400 Speaker 2: to deliver it. Yeah, you want to do a great job. 147 00:07:09,960 --> 00:07:12,640 Speaker 2: Is it healthy or when does it not become healthy? 148 00:07:12,800 --> 00:07:16,320 Speaker 1: Absolutely, it's absolutely healthy to be nervous. I was nervous 149 00:07:16,320 --> 00:07:18,559 Speaker 1: coming here because I've never met you guys in person. 150 00:07:18,840 --> 00:07:20,920 Speaker 1: I'm like, what are they gonna ask me? I don't know. 151 00:07:21,320 --> 00:07:24,000 Speaker 1: So there's some called good nerves. You just can't allow 152 00:07:24,040 --> 00:07:27,360 Speaker 1: those nerves to take over and become your master. And 153 00:07:27,400 --> 00:07:31,040 Speaker 1: that's where anxiety comes in. Anxiety and angst really says 154 00:07:32,040 --> 00:07:33,800 Speaker 1: what if something happens, and what do I need to 155 00:07:33,800 --> 00:07:35,680 Speaker 1: do to prepare just in case what have happened? So 156 00:07:36,120 --> 00:07:39,480 Speaker 1: there's something between wisdom and then allowing anxiety to take over. 157 00:07:39,520 --> 00:07:41,720 Speaker 1: Wisdom says, you know what, let me have a backup. 158 00:07:42,160 --> 00:07:45,480 Speaker 1: That's not anxiety, that's just wisdom. But anxiety is like 159 00:07:46,120 --> 00:07:48,960 Speaker 1: all of the intrusive thoughts going through your head. That's 160 00:07:49,120 --> 00:07:53,120 Speaker 1: literally just thoughts. Two things that I've learned in life, guys, 161 00:07:53,880 --> 00:07:56,360 Speaker 1: no one owes me anything, and never create a story. 162 00:07:56,800 --> 00:08:00,200 Speaker 1: Anxiety is the culprit that helps people create stories that 163 00:08:00,240 --> 00:08:03,640 Speaker 1: literally don't even exist. And so because of that, absolutely 164 00:08:03,680 --> 00:08:07,240 Speaker 1: there's a difference between nerves and anxiety. Nerves is good, right, 165 00:08:07,840 --> 00:08:09,440 Speaker 1: but you don't have to let it master you.