The Dealmaker Show, by Oren Klaff

The Structure Of Investing

"You start at the bottom with the interns, right? And the interns are trying to figure out, is this a deal? And they can only say no, they can't say yes, right? They can just say it looks interesting. If you get past the interns, and so the interns again, try and help you, "Hey, our company wants to understand revenue by channel, and a little bit more about more market size. "

So they'll help you do that. And then they'll push it up to junior administrators or junior associates. And they're tasked with collecting the actual info that these guys over here in the committee need to make a decision. And the big realization at this point is you are not going to be at this committee meeting when they decide whether to give you the money or the contract. This is where you want to be, this is where you want your deck to be, and this is where you wish you were going to be. But when this actual decision happens, you are not going to be there. And the reason, so you started somewhere in here, like at the executive level and you went, whoo, right? Who's experienced this? You got a good intro to a firm and they go, "Yeah, they really love this. Work with Prajeesh and Jim. And they're going to try and figure out what the f*** is going on here? I see you're nodding. You've experienced it.

 

Has anybody not experienced this? You haven't? Okay. But does it psychologically make sense? Because these guys want to make a million dollars a year, right? And ideally make $10 million on some unicorn-style things, right? If something's confusing, that's why they have all these guys and girls and people sitting around to help. You know, eventually, it'll get to like the executive level or the senior associate. These guys identify all the problems that we're going to try and fix here today.

 

#venturecapital #startups #pitchanything

The Job Of Your Pitch Deck

It's the same problem in finance and in a product where we have this very interesting story to tell on the phone or on a Zoom call and then 100% of the time, they'll go, "Sounds great, send me something. "

They'll say one of two things. "Send me something" or "I'd like to see some material on it. " Like not those kinds of things, those words.

Send me something or what material do you have on it? Those are the exact words that we have heard thousands of times. And then you send something and to the degree what you send augments what you said and matches it, connects to it, takes it further, and supports the claims you made, then now you're into a deal.

The problem is that not having something that cements the words you said and matches it is where deals can just go fall apart right on the table. And when I say fall apart, and I'll show you in a minute, what I really mean is whatever level... Because you guys are all smart, you guys are well-networked, whatever the level the organization you got yourself networked into, right? So what happens is the pitch deck doesn't match what you said.

You've got a relationship in there and you just go right to the bottom of the organization to some intern who gets assigned to learn their career on whatever you're doing. So when I say falls apart, it may not be that that deal completely dies but you go straight to the bottom and end up with an intern, a cousin, a nephew, a wife, or a chatbot. But the dealmaker cannot relate to you if the pitch deck doesn't match the things you're saying.

So, this is really, when I think about it, the guy who taught me all this stuff, I was like hey, I want to get venture capital and private equity and a loan, right? How do I get to these private equity groups? How do I get to these private equity groups? And he would say, "You don't. " And I said, "I have to. That's where the money is. " It's the exact opposite.

Capital gets attracted to a deal. You can't go and sell. So if you're emailing and calling and following up, then you've got problems. The capital needs to be able to... It's really three steps, right? Get networked in there to high status. They hear what you're saying and that's the pitch. High status, frame control, hot cognition. They're like "I love it, send me something. "

You send the deck, and the deck attracts them to the deal and they're all over you, trying to figure out is this something? Like, that's the process.
That's the job of the deck is to make that happen. "

#venturecapital #startups #pitchanything

Example of The One Twist

#venturecapital #startups #pitchanything

"The One Twist opens up a new way of doing things, a new market. Or your twist completely exits one industry, helps the world exit one industry, and becomes a new industry. We'll give you examples...

#Uber introduced their stuff, They helped people exit the taxicab industry with one twist. What was it? Oh, you can see your car coming and you know when it's going to get to you. You can order a car on your phone and see when it's coming.

#Airbnb. You can exit having a deal with the expensive, difficult hotel industry and just get a cheap, interesting, one-night or two-night place and you could see it and book it online. You could exit the hotel.

#Bitcoin, you could exit fiat and do things free of governmental controls.

So... Let's see.

#Dell Computers I think is really easy to understand example here.

So the one twist that Dell had, because, in those days, computers were not fancy, right? They just had a screen, a microprocessor, a fan, a power supply, and a keyboard, no mouse. And so, the only twist that Dell Computer had was that it was a PC just big enough to run a business. Eight megahertz, 10-megabit hard drive, one 5.25... That's it, he's just like what is the absolute minimum that a business would need to have a computer? Everything else, I mean, he literally ran out of his dorm room, everything else was exactly the same. It's just the positioning of it.

So these are some other ones:

#WeWork. The thing that let them explode, whether they succeeded or not is just this one word: green, that was the only twist they had.

Everything else was exactly the same as everything else that was out there. They're like we're a green co-working space. You have to look back to these stories of when they started, not what they are now.

Where they got money and where they got success is we're a co-working space, which already existed, but we're green. And that makes like these tech workers want to work with us."

A Quick & Dirty Pitch Example

Every Pitch Needs a BIG IDEA

Do you Have yours?

Are you starting your presentations or pitches with a relevant change in the world? Some winter that is coming? Are you talking about forces that are at work that will create winners and losers?

If not you are not creating the amount of attention and action you could.

Get your hands on the instructions to create your own Pre-Wired Idea and Winter is Coming scripts.

Let us know if you are interested to get an instructions video, download the Big Idea Checklist PDF, and get to work.

Don’t Bring Slides To The Meeting

In this audio I’m taking about how to use my world-famous pitchdeck formula in live presentations… you will be surprised…

So if you saw it you know the answer to this question…

When is the worst time to think about what to say?

In this Episode, Oren and Phil talk about the worst time to think about what to say. Make sure you tune in!

Phil M Jones is a best-selling author of Exactly What To Say, Exactly How To Sell, and Exactly Where To Start.

He had his first business at just 14 years of age and is the youngest recipient of the “British Excellence in Sales and Marketing” award.

To date, over two million people, across 57 different countries have benefitted from his lessons.

And as a result, they now know exactly what to say, when to say it AND...

EXACTLY how to make more of their conversations count…

This will change your mind about Biohacking and Psychedelics

In this week's Dealmaker Show Interview, Oren will talk to Doug Drysdale on Biohacking and Psychedelics.

Doug Drysdale has chaired the board of directors of a NASDAQ-listed company and as a CEO for the past 13 years has built and turned around four pharmaceutical companies.

During Doug’s 30 years of experience in the healthcare sector, he has formed cohesive management teams, recruited board members, and has raised $4 billion of both public and private capital.

Previously, Doug served as Head of M&A at Actavis Group, leading 15 corporate acquisitions across three continents, between 2004 and 2008. Over this period, Doug raised approximately $3 billion of capital and managed lending syndicates including over 25 banks, to fund the company’s growth. Actavis was sold to Watson Pharmaceuticals in 2012 for EUR4.25 billion.

Doug holds a bachelor’s degree in Microbial and Molecular Biology from the University of East Anglia in the U.K. and was recognized as Entrepreneur of the Year by Ernst and Young, in 2012.

Decrypting BitCoin, Oren Talks to Peter McCormack

Peter McCormack is a full-time podcaster and filmmaker covering topics such as Freedom, Human Rights, Censorship and Bitcoin. Peter created and hosts the What Bitcoin Did Podcast, a twice-weekly Bitcoin podcast where he interviews experts in the world of Bitcoin development, privacy, investment and adoption. Launched in November of 2017, the podcast has grown to over 350 episodes with a guest list that is a testament to the diversity of knowledge and opinions that represent the broader Bitcoin community.

Oren talks to Eric Partaker on Why 98% of Business Owners are operating far below their potential

As a Peak Performance Expert, Eric Partaker helps CEOs, entrepreneurs, and leaders reach their full potential, become better leaders, and build better businesses. Within his approach he draws from his time advising Fortune 50 CEOs at McKinsey, his experience helping build up Skype’s multi-billion dollar success story, and his own entrepreneurial journeys – together with behavioral science from Stanford University, as well as techniques from the worlds of elite sports and the military, areas where peak performance is key.

Eric has been named “CEO of the Year” at the 2019 UK Business Excellence Awards, one of the “Top 30 Entrepreneurs in the UK”, 35 and under, by Startups Magazine, and among “Britain’s Most Disruptive Entrepreneurs” by The Telegraph. His work has been featured on over 7 major TV stations, in the Wall Street Journal, and The Economist. He has also appeared as a guest judge on The Apprentice with Lord Alan Sugar.

He is also the author of the new bestselling book The 3 Alarms: A Simple System to Transform Your Health, Wealth, and Relationships Forever.

Oren talks to Mark Hunter author of A Mind For Sales

In this Episode, Oren and Mark talk about Authenticity and Transparency in Business. Make sure you tune in!

Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales.”

His integrity centered sales strategies are used each day by thousands of salespeople from “Fortune 100” firms to small start-ups. Regardless of the industry, his strategies work.  These same strategies are found in The Sales Hunter University on-line program which in 2020, was ranked as one of the top 10 sales learning programs due its unique style of coaching and engagement with Mark Hunter.

Mark has spoken on 5 continents and travels more than 200 days per year working with people helping to show them how to find and retain better prospects.  He’s known for his engaging style that empowers sales teams to move to a higher level.  

He doesn’t view sales as a job, he views it as a lifestyle.  He believes when you live sales in this way you have the ability to create deep relationships that impact others.  His mission is to help others see sales in this manner to allow them to increase their influence and impact.  

To learn more about Mark visit:  TheSalesHunter.com