{"version":"1.0.0","segments":[{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"Hi, everyone, we've"},{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"set up this being an engineer"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"podcast as an industry knowledge"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"repository, if you will, we hope"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"it'll be a tool where engineers"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"can learn about and connect with"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"other companies, technologies,"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"people, resources and"},{"speaker":"Presenter","startTime":13.83,"endTime":17.76,"body":"opportunities. So make some"},{"speaker":"Presenter","startTime":13.83,"endTime":17.76,"body":"connections and enjoy the show."},{"speaker":"Neil Thompson","startTime":18.36,"endTime":21.21,"body":"One thing I would"},{"speaker":"Neil Thompson","startTime":18.36,"endTime":21.21,"body":"say is, if you're giving 10"},{"speaker":"Neil Thompson","startTime":21.21,"endTime":25.26,"body":"minutes, for instance, don't"},{"speaker":"Neil Thompson","startTime":21.21,"endTime":25.26,"body":"practice to you are finishing"},{"speaker":"Neil Thompson","startTime":25.26,"endTime":28.23,"body":"within 10 minutes because"},{"speaker":"Neil Thompson","startTime":25.26,"endTime":28.23,"body":"inevitably, during the pitch,"},{"speaker":"Neil Thompson","startTime":28.41,"endTime":31.68,"body":"you may say something that you"},{"speaker":"Neil Thompson","startTime":28.41,"endTime":31.68,"body":"hadn't practiced. And then next"},{"speaker":"Neil Thompson","startTime":31.68,"endTime":34.56,"body":"thing you know you're going over"},{"speaker":"Neil Thompson","startTime":31.68,"endTime":34.56,"body":"the time. So if you're given 10"},{"speaker":"Neil Thompson","startTime":34.56,"endTime":37.02,"body":"minutes, I'd say practice to"},{"speaker":"Neil Thompson","startTime":34.56,"endTime":37.02,"body":"eight minutes."},{"speaker":"Aaron Moncur","startTime":50.67,"endTime":52.83,"body":"Hello, and welcome"},{"speaker":"Aaron Moncur","startTime":50.67,"endTime":52.83,"body":"to the being an engineer"},{"speaker":"Aaron Moncur","startTime":52.83,"endTime":56.88,"body":"Podcast. Today we are speaking"},{"speaker":"Aaron Moncur","startTime":52.83,"endTime":56.88,"body":"with a repeat guest, Neil"},{"speaker":"Aaron Moncur","startTime":56.88,"endTime":60.39,"body":"Thompson, who holds degrees in"},{"speaker":"Aaron Moncur","startTime":56.88,"endTime":60.39,"body":"materials engineering and"},{"speaker":"Aaron Moncur","startTime":60.39,"endTime":63.78,"body":"biomedical engineering. Neil has"},{"speaker":"Aaron Moncur","startTime":60.39,"endTime":63.78,"body":"held roles as a product"},{"speaker":"Aaron Moncur","startTime":63.78,"endTime":66.78,"body":"development engineer, freelance"},{"speaker":"Aaron Moncur","startTime":63.78,"endTime":66.78,"body":"writer, Patent Agent,"},{"speaker":"Aaron Moncur","startTime":66.9,"endTime":70.8,"body":"professional speaker, Business"},{"speaker":"Aaron Moncur","startTime":66.9,"endTime":70.8,"body":"Development Manager, author and"},{"speaker":"Aaron Moncur","startTime":70.8,"endTime":74.85,"body":"company founder. You can find"},{"speaker":"Aaron Moncur","startTime":70.8,"endTime":74.85,"body":"him online at Teach the geek.com"},{"speaker":"Aaron Moncur","startTime":75.06,"endTime":79.11,"body":"ask Uncle Neil books.com and"},{"speaker":"Aaron Moncur","startTime":75.06,"endTime":79.11,"body":"youtube dot teach the geek.com."},{"speaker":"Aaron Moncur","startTime":79.44,"endTime":82.17,"body":"Yo, thank you so much for"},{"speaker":"Aaron Moncur","startTime":79.44,"endTime":82.17,"body":"joining us again, on the being"},{"speaker":"Aaron Moncur","startTime":82.17,"endTime":83.37,"body":"an engineer podcast."},{"speaker":"Neil Thompson","startTime":83.75,"endTime":84.86,"body":"Thanks for having"},{"speaker":"Neil Thompson","startTime":83.75,"endTime":84.86,"body":"me back, Aaron."},{"speaker":"Aaron Moncur","startTime":84.0,"endTime":84.9,"body":"All right. So you"},{"speaker":"Aaron Moncur","startTime":84.0,"endTime":84.9,"body":"help engineers or technical"},{"speaker":"Aaron Moncur","startTime":85.26,"endTime":87.48,"body":"professionals, stem individuals"},{"speaker":"Aaron Moncur","startTime":85.26,"endTime":87.48,"body":"speak better present better. You"},{"speaker":"Aaron Moncur","startTime":87.63,"endTime":92.85,"body":"have a new program that you've"},{"speaker":"Aaron Moncur","startTime":87.63,"endTime":92.85,"body":"just released. Tell us a little"},{"speaker":"Aaron Moncur","startTime":95.37,"endTime":99.0,"body":"bit about this program?"},{"speaker":"Neil Thompson","startTime":103.02,"endTime":105.6,"body":"Sure. Well, I'm"},{"speaker":"Neil Thompson","startTime":103.02,"endTime":105.6,"body":"calling it the teach the geek"},{"speaker":"Neil Thompson","startTime":105.72,"endTime":109.98,"body":"pitching society. So as you"},{"speaker":"Neil Thompson","startTime":105.72,"endTime":109.98,"body":"mentioned, I work with technical"},{"speaker":"Neil Thompson","startTime":109.98,"endTime":112.98,"body":"people on their presentation"},{"speaker":"Neil Thompson","startTime":109.98,"endTime":112.98,"body":"skills. But up until this point,"},{"speaker":"Neil Thompson","startTime":112.98,"endTime":116.13,"body":"it's been mainly people that"},{"speaker":"Neil Thompson","startTime":112.98,"endTime":116.13,"body":"work within companies with the"},{"speaker":"Neil Thompson","startTime":116.13,"endTime":119.34,"body":"pitching society. I'm now"},{"speaker":"Neil Thompson","startTime":116.13,"endTime":119.34,"body":"reaching out to people who have"},{"speaker":"Neil Thompson","startTime":119.34,"endTime":122.22,"body":"technical backgrounds may have"},{"speaker":"Neil Thompson","startTime":119.34,"endTime":122.22,"body":"been employees at one point,"},{"speaker":"Neil Thompson","startTime":122.22,"endTime":125.22,"body":"well, likely were in employees"},{"speaker":"Neil Thompson","startTime":122.22,"endTime":125.22,"body":"at one point. But now they're"},{"speaker":"Neil Thompson","startTime":125.22,"endTime":128.1,"body":"founders, they founded their own"},{"speaker":"Neil Thompson","startTime":125.22,"endTime":128.1,"body":"companies, they've bootstrapped"},{"speaker":"Neil Thompson","startTime":128.1,"endTime":130.29,"body":"their companies to as far as"},{"speaker":"Neil Thompson","startTime":128.1,"endTime":130.29,"body":"they can take it, and now"},{"speaker":"Neil Thompson","startTime":130.29,"endTime":133.47,"body":"they're looking to get"},{"speaker":"Neil Thompson","startTime":130.29,"endTime":133.47,"body":"investment from angel investors,"},{"speaker":"Neil Thompson","startTime":133.74,"endTime":137.91,"body":"VC firms, they're entering pitch"},{"speaker":"Neil Thompson","startTime":133.74,"endTime":137.91,"body":"competitions, and perhaps are"},{"speaker":"Neil Thompson","startTime":137.91,"endTime":141.24,"body":"not the best at putting their"},{"speaker":"Neil Thompson","startTime":137.91,"endTime":141.24,"body":"ideas out there to a point where"},{"speaker":"Neil Thompson","startTime":141.24,"endTime":144.33,"body":"people could really understand"},{"speaker":"Neil Thompson","startTime":141.24,"endTime":144.33,"body":"what they what they what they"},{"speaker":"Neil Thompson","startTime":144.33,"endTime":147.03,"body":"have founded what their products"},{"speaker":"Neil Thompson","startTime":144.33,"endTime":147.03,"body":"or services, and they're"},{"speaker":"Neil Thompson","startTime":147.03,"endTime":149.7,"body":"struggling to get the funding"},{"speaker":"Neil Thompson","startTime":147.03,"endTime":149.7,"body":"that they really deserve."},{"speaker":"Aaron Moncur","startTime":151.199,"endTime":154.109,"body":"So this is largely"},{"speaker":"Aaron Moncur","startTime":151.199,"endTime":154.109,"body":"geared towards technical"},{"speaker":"Aaron Moncur","startTime":154.109,"endTime":155.489,"body":"professionals. Is that right?"},{"speaker":"Neil Thompson","startTime":155.94,"endTime":158.7,"body":"Yeah, absolutely."},{"speaker":"Neil Thompson","startTime":155.94,"endTime":158.7,"body":"Everything I do is is geared"},{"speaker":"Neil Thompson","startTime":158.7,"endTime":161.4,"body":"towards people like me people"},{"speaker":"Neil Thompson","startTime":158.7,"endTime":161.4,"body":"with technical backgrounds."},{"speaker":"Aaron Moncur","startTime":161.639,"endTime":164.429,"body":"Nice. And why is"},{"speaker":"Aaron Moncur","startTime":161.639,"endTime":164.429,"body":"that the focus? Why not open"},{"speaker":"Aaron Moncur","startTime":164.429,"endTime":167.429,"body":"this program up to everyone"},{"speaker":"Aaron Moncur","startTime":164.429,"endTime":167.429,"body":"under the sun? Who's doing"},{"speaker":"Aaron Moncur","startTime":167.519,"endTime":169.169,"body":"pitches? Because"},{"speaker":"Neil Thompson","startTime":169.169,"endTime":171.449,"body":"I don't know"},{"speaker":"Neil Thompson","startTime":169.169,"endTime":171.449,"body":"anything about everybody I know"},{"speaker":"Neil Thompson","startTime":171.449,"endTime":175.379,"body":"about. I know about me, though."},{"speaker":"Neil Thompson","startTime":171.449,"endTime":175.379,"body":"I know about that. Sound fair? I"},{"speaker":"Neil Thompson","startTime":175.379,"endTime":177.659,"body":"know that I was a technical"},{"speaker":"Neil Thompson","startTime":175.379,"endTime":177.659,"body":"professional, or I suppose I"},{"speaker":"Neil Thompson","startTime":177.659,"endTime":182.219,"body":"still am. In a sense. Maybe you"},{"speaker":"Neil Thompson","startTime":177.659,"endTime":182.219,"body":"always are. i Everything I do"},{"speaker":"Neil Thompson","startTime":182.219,"endTime":184.949,"body":"even like even the children's"},{"speaker":"Neil Thompson","startTime":182.219,"endTime":184.949,"body":"book, it's all geared. It's all"},{"speaker":"Neil Thompson","startTime":184.949,"endTime":187.919,"body":"geared towards tech. It's all"},{"speaker":"Neil Thompson","startTime":184.949,"endTime":187.919,"body":"geared towards stem, it's all"},{"speaker":"Neil Thompson","startTime":187.919,"endTime":189.749,"body":"geared towards people like me."},{"speaker":"Aaron Moncur","startTime":190.47,"endTime":193.44,"body":"Yeah. So this is"},{"speaker":"Aaron Moncur","startTime":190.47,"endTime":193.44,"body":"different than teach the geek to"},{"speaker":"Aaron Moncur","startTime":193.44,"endTime":196.17,"body":"speak, which is a brilliant"},{"speaker":"Aaron Moncur","startTime":193.44,"endTime":196.17,"body":"name, by the way."},{"speaker":"Neil Thompson","startTime":196.5,"endTime":198.36,"body":"Thank you. Yeah,"},{"speaker":"Neil Thompson","startTime":196.5,"endTime":198.36,"body":"this is the teach the geek to"},{"speaker":"Neil Thompson","startTime":198.36,"endTime":200.61,"body":"speak was geared towards"},{"speaker":"Neil Thompson","startTime":198.36,"endTime":200.61,"body":"technical people who actually"},{"speaker":"Neil Thompson","startTime":200.61,"endTime":202.8,"body":"work in companies. So when"},{"speaker":"Neil Thompson","startTime":200.61,"endTime":202.8,"body":"people have to give"},{"speaker":"Neil Thompson","startTime":202.8,"endTime":205.29,"body":"presentations in front of"},{"speaker":"Neil Thompson","startTime":202.8,"endTime":205.29,"body":"management, maybe they have to"},{"speaker":"Neil Thompson","startTime":205.29,"endTime":209.22,"body":"give a conference talk as a as a"},{"speaker":"Neil Thompson","startTime":205.29,"endTime":209.22,"body":"representative of their company,"},{"speaker":"Neil Thompson","startTime":209.28,"endTime":212.46,"body":"that type of thing. The pitching"},{"speaker":"Neil Thompson","startTime":209.28,"endTime":212.46,"body":"society is for people who are"},{"speaker":"Neil Thompson","startTime":212.46,"endTime":215.52,"body":"entrepreneurs, but but they have"},{"speaker":"Neil Thompson","startTime":212.46,"endTime":215.52,"body":"these technical backgrounds as"},{"speaker":"Neil Thompson","startTime":215.52,"endTime":215.82,"body":"well."},{"speaker":"Aaron Moncur","startTime":216.27,"endTime":220.53,"body":"Okay, what are"},{"speaker":"Aaron Moncur","startTime":216.27,"endTime":220.53,"body":"some of the obstacles that you"},{"speaker":"Aaron Moncur","startTime":220.53,"endTime":224.19,"body":"find technical professionals"},{"speaker":"Aaron Moncur","startTime":220.53,"endTime":224.19,"body":"often fall victim to when"},{"speaker":"Aaron Moncur","startTime":224.19,"endTime":225.15,"body":"they're their pitching?"},{"speaker":"Neil Thompson","startTime":226.05,"endTime":230.67,"body":"A big one is"},{"speaker":"Neil Thompson","startTime":226.05,"endTime":230.67,"body":"empathy. It's very difficult to"},{"speaker":"Neil Thompson","startTime":230.7,"endTime":233.49,"body":"put yourself back in the"},{"speaker":"Neil Thompson","startTime":230.7,"endTime":233.49,"body":"position that you were in before"},{"speaker":"Neil Thompson","startTime":233.49,"endTime":236.04,"body":"you were a technical person,"},{"speaker":"Neil Thompson","startTime":233.49,"endTime":236.04,"body":"because we weren't always that"},{"speaker":"Neil Thompson","startTime":236.04,"endTime":240.06,"body":"way. It's taking degrees and,"},{"speaker":"Neil Thompson","startTime":236.04,"endTime":240.06,"body":"and years working within an"},{"speaker":"Neil Thompson","startTime":240.06,"endTime":243.63,"body":"industry or having your own"},{"speaker":"Neil Thompson","startTime":240.06,"endTime":243.63,"body":"business to really go hone those"},{"speaker":"Neil Thompson","startTime":243.63,"endTime":246.39,"body":"skills as a technical person to"},{"speaker":"Neil Thompson","startTime":243.63,"endTime":246.39,"body":"have that technical expertise."},{"speaker":"Neil Thompson","startTime":246.69,"endTime":249.21,"body":"But there are instances where"},{"speaker":"Neil Thompson","startTime":246.69,"endTime":249.21,"body":"you're giving a presentation in"},{"speaker":"Neil Thompson","startTime":249.21,"endTime":251.94,"body":"front of people who don't have"},{"speaker":"Neil Thompson","startTime":249.21,"endTime":251.94,"body":"that same level of expertise."},{"speaker":"Neil Thompson","startTime":252.24,"endTime":256.23,"body":"And you can tailor your"},{"speaker":"Neil Thompson","startTime":252.24,"endTime":256.23,"body":"presentation to in a way that"},{"speaker":"Neil Thompson","startTime":256.23,"endTime":258.93,"body":"these these type of people can"},{"speaker":"Neil Thompson","startTime":256.23,"endTime":258.93,"body":"understand. And now you're"},{"speaker":"Neil Thompson","startTime":258.93,"endTime":261.81,"body":"actually you need something from"},{"speaker":"Neil Thompson","startTime":258.93,"endTime":261.81,"body":"them as opposed to back when you"},{"speaker":"Neil Thompson","startTime":261.81,"endTime":264.09,"body":"were working in a corporate"},{"speaker":"Neil Thompson","startTime":261.81,"endTime":264.09,"body":"environment. Maybe you're"},{"speaker":"Neil Thompson","startTime":264.09,"endTime":266.64,"body":"looking for buy in for a project"},{"speaker":"Neil Thompson","startTime":264.09,"endTime":266.64,"body":"now you're actually looking for"},{"speaker":"Neil Thompson","startTime":266.64,"endTime":270.15,"body":"money for to fund your endeavor."},{"speaker":"Neil Thompson","startTime":266.64,"endTime":270.15,"body":"And that can be the difference"},{"speaker":"Neil Thompson","startTime":270.15,"endTime":273.6,"body":"between the company existing and"},{"speaker":"Neil Thompson","startTime":270.15,"endTime":273.6,"body":"not existing, at least, if you"},{"speaker":"Neil Thompson","startTime":273.6,"endTime":276.48,"body":"fail to convincing somebody at a"},{"speaker":"Neil Thompson","startTime":273.6,"endTime":276.48,"body":"company when you went back when"},{"speaker":"Neil Thompson","startTime":276.48,"endTime":279.3,"body":"you were an employee to take on"},{"speaker":"Neil Thompson","startTime":276.48,"endTime":279.3,"body":"a project, you'll still likely"},{"speaker":"Neil Thompson","startTime":279.3,"endTime":281.79,"body":"will have a job, you'll still"},{"speaker":"Neil Thompson","startTime":279.3,"endTime":281.79,"body":"get paid every other week. But"},{"speaker":"Neil Thompson","startTime":281.91,"endTime":284.31,"body":"when you're an entrepreneur,"},{"speaker":"Neil Thompson","startTime":281.91,"endTime":284.31,"body":"you're you're basically a wild"},{"speaker":"Neil Thompson","startTime":284.31,"endTime":286.92,"body":"animal. You're not a zoo animal"},{"speaker":"Neil Thompson","startTime":284.31,"endTime":286.92,"body":"anymore. You got to go out and"},{"speaker":"Neil Thompson","startTime":286.92,"endTime":292.08,"body":"then and chill. And if you don't"},{"speaker":"Neil Thompson","startTime":286.92,"endTime":292.08,"body":"children, you don't eat. And if"},{"speaker":"Neil Thompson","startTime":292.08,"endTime":294.3,"body":"you don't need then then you"},{"speaker":"Neil Thompson","startTime":292.08,"endTime":294.3,"body":"starve and go back to corporate."},{"speaker":"Neil Thompson","startTime":294.3,"endTime":298.02,"body":"So I'm really, really keen on"},{"speaker":"Neil Thompson","startTime":294.3,"endTime":298.02,"body":"helping the technical founders"},{"speaker":"Neil Thompson","startTime":298.02,"endTime":301.8,"body":"just understand that for Under"},{"speaker":"Neil Thompson","startTime":298.02,"endTime":301.8,"body":"further for your message to even"},{"speaker":"Neil Thompson","startTime":301.8,"endTime":306.6,"body":"be to even be accepted by the"},{"speaker":"Neil Thompson","startTime":301.8,"endTime":306.6,"body":"people that you're speaking to"},{"speaker":"Neil Thompson","startTime":306.69,"endTime":309.66,"body":"have some empathy to know that"},{"speaker":"Neil Thompson","startTime":306.69,"endTime":309.66,"body":"they're not the same level as"},{"speaker":"Neil Thompson","startTime":309.66,"endTime":312.87,"body":"you. And you need to tell your"},{"speaker":"Neil Thompson","startTime":309.66,"endTime":312.87,"body":"presentations to a way that they"},{"speaker":"Neil Thompson","startTime":312.87,"endTime":315.96,"body":"can understand. And I think"},{"speaker":"Neil Thompson","startTime":312.87,"endTime":315.96,"body":"another big issue that a lot of"},{"speaker":"Neil Thompson","startTime":315.96,"endTime":319.47,"body":"them have is they use a whole"},{"speaker":"Neil Thompson","startTime":315.96,"endTime":319.47,"body":"lot of jargon, that perhaps the"},{"speaker":"Neil Thompson","startTime":319.47,"endTime":321.51,"body":"people in the audience, the"},{"speaker":"Neil Thompson","startTime":319.47,"endTime":321.51,"body":"people who are the decision"},{"speaker":"Neil Thompson","startTime":321.51,"endTime":325.17,"body":"makers may not understand. I"},{"speaker":"Neil Thompson","startTime":321.51,"endTime":325.17,"body":"mean, this whole idea of the"},{"speaker":"Neil Thompson","startTime":325.17,"endTime":329.46,"body":"pitching society came from me"},{"speaker":"Neil Thompson","startTime":325.17,"endTime":329.46,"body":"attending pitch competitions."},{"speaker":"Neil Thompson","startTime":329.73,"endTime":331.74,"body":"And a lot of the people that"},{"speaker":"Neil Thompson","startTime":329.73,"endTime":331.74,"body":"were pitching, they have"},{"speaker":"Neil Thompson","startTime":331.74,"endTime":333.93,"body":"technical backgrounds, because"},{"speaker":"Neil Thompson","startTime":331.74,"endTime":333.93,"body":"they would say, so during the"},{"speaker":"Neil Thompson","startTime":333.93,"endTime":337.89,"body":"presentation, maybe they had a"},{"speaker":"Neil Thompson","startTime":333.93,"endTime":337.89,"body":"PhD and in an engineering or PhD"},{"speaker":"Neil Thompson","startTime":337.89,"endTime":341.61,"body":"in biological science, something"},{"speaker":"Neil Thompson","startTime":337.89,"endTime":341.61,"body":"like that, a PhD in a STEM"},{"speaker":"Neil Thompson","startTime":341.61,"endTime":345.24,"body":"field. And when they presented"},{"speaker":"Neil Thompson","startTime":341.61,"endTime":345.24,"body":"you can tell they use a whole"},{"speaker":"Neil Thompson","startTime":345.24,"endTime":347.91,"body":"lot of jargon that perhaps the"},{"speaker":"Neil Thompson","startTime":345.24,"endTime":347.91,"body":"people in the audience can"},{"speaker":"Neil Thompson","startTime":347.91,"endTime":350.85,"body":"understand. And if people can't"},{"speaker":"Neil Thompson","startTime":347.91,"endTime":350.85,"body":"understand, then the answer is"},{"speaker":"Neil Thompson","startTime":350.85,"endTime":353.07,"body":"likely going to be no. 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So I think"},{"speaker":"Neil Thompson","startTime":369.96,"endTime":372.06,"body":"that's a big one, too, is just"},{"speaker":"Neil Thompson","startTime":372.21,"endTime":375.18,"body":"using more commonly used words,"},{"speaker":"Neil Thompson","startTime":372.21,"endTime":375.18,"body":"as opposed to the technical"},{"speaker":"Neil Thompson","startTime":375.18,"endTime":379.08,"body":"jargon that it's you're"},{"speaker":"Neil Thompson","startTime":375.18,"endTime":379.08,"body":"accustomed to. And then another"},{"speaker":"Neil Thompson","startTime":379.08,"endTime":382.59,"body":"thing that I think we struggle"},{"speaker":"Neil Thompson","startTime":379.08,"endTime":382.59,"body":"with is, we like to talk about"},{"speaker":"Neil Thompson","startTime":382.62,"endTime":386.46,"body":"features as opposed to benefits."},{"speaker":"Neil Thompson","startTime":382.62,"endTime":386.46,"body":"But the people may not the"},{"speaker":"Neil Thompson","startTime":386.46,"endTime":389.4,"body":"people that are judging you on"},{"speaker":"Neil Thompson","startTime":386.46,"endTime":389.4,"body":"your on your pitch may not care"},{"speaker":"Neil Thompson","startTime":389.43,"endTime":392.76,"body":"so much about the features, they"},{"speaker":"Neil Thompson","startTime":389.43,"endTime":392.76,"body":"care about what your product or"},{"speaker":"Neil Thompson","startTime":392.76,"endTime":395.07,"body":"service is going to do for the"},{"speaker":"Neil Thompson","startTime":392.76,"endTime":395.07,"body":"people that you're trying to"},{"speaker":"Neil Thompson","startTime":395.07,"endTime":398.76,"body":"help and, and engineer, the"},{"speaker":"Neil Thompson","startTime":395.07,"endTime":398.76,"body":"specialty are really keen on"},{"speaker":"Neil Thompson","startTime":398.76,"endTime":400.65,"body":"talking about technical"},{"speaker":"Neil Thompson","startTime":398.76,"endTime":400.65,"body":"features, because we think"},{"speaker":"Neil Thompson","startTime":400.65,"endTime":403.89,"body":"they're cool, but this isn't"},{"speaker":"Neil Thompson","startTime":400.65,"endTime":403.89,"body":"about what we think other people"},{"speaker":"Neil Thompson","startTime":403.89,"endTime":407.1,"body":"should want to hear. It's really"},{"speaker":"Neil Thompson","startTime":403.89,"endTime":407.1,"body":"about figuring out what we what"},{"speaker":"Neil Thompson","startTime":407.1,"endTime":410.1,"body":"they that they what they want to"},{"speaker":"Neil Thompson","startTime":407.1,"endTime":410.1,"body":"hear so that the answer is going"},{"speaker":"Neil Thompson","startTime":410.1,"endTime":413.04,"body":"to be yes. As opposed to No. So"},{"speaker":"Neil Thompson","startTime":410.1,"endTime":413.04,"body":"those are the three the ones"},{"speaker":"Neil Thompson","startTime":413.04,"endTime":415.02,"body":"that I could think of just"},{"speaker":"Neil Thompson","startTime":413.04,"endTime":415.02,"body":"having empathy for your"},{"speaker":"Neil Thompson","startTime":415.02,"endTime":418.35,"body":"audience, using less technical"},{"speaker":"Neil Thompson","startTime":415.02,"endTime":418.35,"body":"jargon and more commonly used"},{"speaker":"Neil Thompson","startTime":418.35,"endTime":421.2,"body":"words, and then focusing on"},{"speaker":"Neil Thompson","startTime":418.35,"endTime":421.2,"body":"benefits as opposed to features."},{"speaker":"Aaron Moncur","startTime":422.07,"endTime":424.62,"body":"I'm curious, have"},{"speaker":"Aaron Moncur","startTime":422.07,"endTime":424.62,"body":"you had many discussions with"},{"speaker":"Aaron Moncur","startTime":424.89,"endTime":428.67,"body":"the the other end of that pitch,"},{"speaker":"Aaron Moncur","startTime":424.89,"endTime":428.67,"body":"so the investors who are hearing"},{"speaker":"Aaron Moncur","startTime":428.67,"endTime":431.97,"body":"the pitch and received any"},{"speaker":"Aaron Moncur","startTime":428.67,"endTime":431.97,"body":"feedback from them, what have"},{"speaker":"Aaron Moncur","startTime":432.0,"endTime":434.43,"body":"their experience has been when"},{"speaker":"Aaron Moncur","startTime":432.0,"endTime":434.43,"body":"listening to a technical"},{"speaker":"Aaron Moncur","startTime":434.43,"endTime":437.43,"body":"professional, pitch them and"},{"speaker":"Aaron Moncur","startTime":434.43,"endTime":437.43,"body":"maybe use words they don't"},{"speaker":"Aaron Moncur","startTime":437.43,"endTime":440.22,"body":"understand or terminologies,"},{"speaker":"Aaron Moncur","startTime":437.43,"endTime":440.22,"body":"anything like that?"},{"speaker":"Neil Thompson","startTime":440.97,"endTime":443.67,"body":"Well, what it"},{"speaker":"Neil Thompson","startTime":440.97,"endTime":443.67,"body":"does is give very well eliminate"},{"speaker":"Neil Thompson","startTime":443.67,"endTime":446.58,"body":"you from consideration."},{"speaker":"Neil Thompson","startTime":443.67,"endTime":446.58,"body":"Especially, I mean, these"},{"speaker":"Neil Thompson","startTime":446.64,"endTime":449.4,"body":"investors, especially VC"},{"speaker":"Neil Thompson","startTime":446.64,"endTime":449.4,"body":"investors, they get pitches all"},{"speaker":"Neil Thompson","startTime":449.4,"endTime":453.03,"body":"the time. And you really want to"},{"speaker":"Neil Thompson","startTime":449.4,"endTime":453.03,"body":"be if you want to be able to"},{"speaker":"Neil Thompson","startTime":453.03,"endTime":456.33,"body":"differentiate yourself from"},{"speaker":"Neil Thompson","startTime":453.03,"endTime":456.33,"body":"people, well, you, I think, a"},{"speaker":"Neil Thompson","startTime":456.33,"endTime":458.82,"body":"baseline requirements that they"},{"speaker":"Neil Thompson","startTime":456.33,"endTime":458.82,"body":"need to understand what you're"},{"speaker":"Neil Thompson","startTime":458.82,"endTime":461.88,"body":"talking about, if they have to"},{"speaker":"Neil Thompson","startTime":458.82,"endTime":461.88,"body":"ask too many questions, just to"},{"speaker":"Neil Thompson","startTime":461.88,"endTime":465.21,"body":"get a firmer understanding as to"},{"speaker":"Neil Thompson","startTime":461.88,"endTime":465.21,"body":"what your product even is, and"},{"speaker":"Neil Thompson","startTime":465.21,"endTime":468.18,"body":"who it helps it. That's the"},{"speaker":"Neil Thompson","startTime":465.21,"endTime":468.18,"body":"problem. You don't want them"},{"speaker":"Neil Thompson","startTime":468.18,"endTime":470.97,"body":"asking those type of questions."},{"speaker":"Neil Thompson","startTime":468.18,"endTime":470.97,"body":"I mean, if they have more"},{"speaker":"Neil Thompson","startTime":470.97,"endTime":474.81,"body":"technical type questions,"},{"speaker":"Neil Thompson","startTime":470.97,"endTime":474.81,"body":"because in a lot of instances,"},{"speaker":"Neil Thompson","startTime":475.08,"endTime":477.09,"body":"the people who are judging, you"},{"speaker":"Neil Thompson","startTime":475.08,"endTime":477.09,"body":"may have technical backgrounds"},{"speaker":"Neil Thompson","startTime":477.09,"endTime":479.61,"body":"themselves, they may go into the"},{"speaker":"Neil Thompson","startTime":477.09,"endTime":479.61,"body":"weeds on what the technical"},{"speaker":"Neil Thompson","startTime":479.61,"endTime":483.27,"body":"features are. And if that's the"},{"speaker":"Neil Thompson","startTime":479.61,"endTime":483.27,"body":"case, you can talk to them at"},{"speaker":"Neil Thompson","startTime":483.27,"endTime":486.3,"body":"that level at that time. But"},{"speaker":"Neil Thompson","startTime":483.27,"endTime":486.3,"body":"that's not something to assume,"},{"speaker":"Neil Thompson","startTime":486.51,"endTime":489.39,"body":"right away. I mean, there's"},{"speaker":"Neil Thompson","startTime":486.51,"endTime":489.39,"body":"still gonna be other people who"},{"speaker":"Neil Thompson","startTime":489.39,"endTime":491.97,"body":"are judging your your, your"},{"speaker":"Neil Thompson","startTime":489.39,"endTime":491.97,"body":"pitch, who don't have that"},{"speaker":"Neil Thompson","startTime":491.97,"endTime":495.06,"body":"background, and you want to, you"},{"speaker":"Neil Thompson","startTime":491.97,"endTime":495.06,"body":"want to cater to those people"},{"speaker":"Neil Thompson","startTime":495.12,"endTime":497.01,"body":"and talk technical, when it's"},{"speaker":"Neil Thompson","startTime":495.12,"endTime":497.01,"body":"appropriate."},{"speaker":"Aaron Moncur","startTime":541.54,"endTime":544.3299999999999,"body":"Do you have"},{"speaker":"Aaron Moncur","startTime":541.54,"endTime":544.3299999999999,"body":"recommendations for how"},{"speaker":"Aaron Moncur","startTime":544.3299999999999,"endTime":547.51,"body":"entrepreneurs should start their"},{"speaker":"Aaron Moncur","startTime":544.3299999999999,"endTime":547.51,"body":"pitch? You know, maybe that like"},{"speaker":"Aaron Moncur","startTime":547.51,"endTime":551.35,"body":"the first one or two or even"},{"speaker":"Aaron Moncur","startTime":547.51,"endTime":551.35,"body":"three slides? What information"},{"speaker":"Aaron Moncur","startTime":551.35,"endTime":554.53,"body":"should they put out there, right"},{"speaker":"Aaron Moncur","startTime":551.35,"endTime":554.53,"body":"away to differentiate themselves"},{"speaker":"Aaron Moncur","startTime":554.53,"endTime":557.44,"body":"and capture the attention of"},{"speaker":"Aaron Moncur","startTime":554.53,"endTime":557.44,"body":"who's listening to them?"},{"speaker":"Neil Thompson","startTime":557.9490000000001,"endTime":559.749,"body":"You know, it's"},{"speaker":"Neil Thompson","startTime":557.9490000000001,"endTime":559.749,"body":"really helpful that and this is"},{"speaker":"Neil Thompson","startTime":559.749,"endTime":562.269,"body":"actually something that I saw at"},{"speaker":"Neil Thompson","startTime":559.749,"endTime":562.269,"body":"a pitch competition that I went"},{"speaker":"Neil Thompson","startTime":562.269,"endTime":565.8389999999999,"body":"to fairly recently, it was a"},{"speaker":"Neil Thompson","startTime":562.269,"endTime":565.8389999999999,"body":"short video, and the video was"},{"speaker":"Neil Thompson","startTime":565.8389999999999,"endTime":570.549,"body":"about a person who was helped by"},{"speaker":"Neil Thompson","startTime":565.8389999999999,"endTime":570.549,"body":"the product that that the that"},{"speaker":"Neil Thompson","startTime":570.549,"endTime":573.6690000000001,"body":"the picture was was talking"},{"speaker":"Neil Thompson","startTime":570.549,"endTime":573.6690000000001,"body":"about. So they're, they're more"},{"speaker":"Neil Thompson","startTime":573.6690000000001,"endTime":576.1590000000001,"body":"further along, I suppose or not"},{"speaker":"Neil Thompson","startTime":573.6690000000001,"endTime":576.1590000000001,"body":"at the beginning of their of"},{"speaker":"Neil Thompson","startTime":576.1590000000001,"endTime":578.8589999999999,"body":"their entrepreneurship journey."},{"speaker":"Neil Thompson","startTime":576.1590000000001,"endTime":578.8589999999999,"body":"But so they're but they're still"},{"speaker":"Neil Thompson","startTime":578.8589999999999,"endTime":582.1890000000001,"body":"seeking funding for their for"},{"speaker":"Neil Thompson","startTime":578.8589999999999,"endTime":582.1890000000001,"body":"their ventures, but they've"},{"speaker":"Neil Thompson","startTime":582.249,"endTime":587.4390000000001,"body":"actually sold product. But the"},{"speaker":"Neil Thompson","startTime":582.249,"endTime":587.4390000000001,"body":"video was able to convey the"},{"speaker":"Neil Thompson","startTime":587.469,"endTime":591.519,"body":"benefit of that product, but not"},{"speaker":"Neil Thompson","startTime":587.469,"endTime":591.519,"body":"from the company, but from"},{"speaker":"Neil Thompson","startTime":591.519,"endTime":595.1489999999999,"body":"someone that actually use the"},{"speaker":"Neil Thompson","startTime":591.519,"endTime":595.1489999999999,"body":"product. And when you do that,"},{"speaker":"Neil Thompson","startTime":595.1790000000001,"endTime":598.509,"body":"you get that third party type of"},{"speaker":"Neil Thompson","startTime":595.1790000000001,"endTime":598.509,"body":"approval or your little seal of"},{"speaker":"Neil Thompson","startTime":598.509,"endTime":601.8389999999999,"body":"approval. It means way more than"},{"speaker":"Neil Thompson","startTime":598.509,"endTime":601.8389999999999,"body":"a company saying that my product"},{"speaker":"Neil Thompson","startTime":601.8389999999999,"endTime":603.819,"body":"is good. What else am I supposed"},{"speaker":"Neil Thompson","startTime":601.8389999999999,"endTime":603.819,"body":"to say? It sucks?"},{"speaker":"Aaron Moncur","startTime":605.8299999999999,"endTime":608.5899999999999,"body":"Let's hope not."},{"speaker":"Aaron Moncur","startTime":605.8299999999999,"endTime":608.5899999999999,"body":"Yeah, absolutely. Okay, so use a"},{"speaker":"Aaron Moncur","startTime":608.5899999999999,"endTime":612.8800000000001,"body":"video that reminds me of"},{"speaker":"Aaron Moncur","startTime":608.5899999999999,"endTime":612.8800000000001,"body":"something that I heard you say"},{"speaker":"Aaron Moncur","startTime":612.97,"endTime":616.3599999999999,"body":"on your YouTube channel, which"},{"speaker":"Aaron Moncur","startTime":612.97,"endTime":616.3599999999999,"body":"is to use stories when you're"},{"speaker":"Aaron Moncur","startTime":616.3599999999999,"endTime":620.9200000000001,"body":"communicating with people. How"},{"speaker":"Aaron Moncur","startTime":616.3599999999999,"endTime":620.9200000000001,"body":"does the use of stories tie into"},{"speaker":"Aaron Moncur","startTime":621.4000000000001,"endTime":622.3900000000001,"body":"investor pitch?"},{"speaker":"Neil Thompson","startTime":622.9300000000001,"endTime":627.25,"body":"Oh, one it? It's"},{"speaker":"Neil Thompson","startTime":622.9300000000001,"endTime":627.25,"body":"critical? Because people people"},{"speaker":"Neil Thompson","startTime":627.25,"endTime":631.72,"body":"follow the story more than they"},{"speaker":"Neil Thompson","startTime":627.25,"endTime":631.72,"body":"follow any sort of features and"},{"speaker":"Neil Thompson","startTime":631.75,"endTime":635.6800000000001,"body":"any muscle anymore more so than"},{"speaker":"Neil Thompson","startTime":631.75,"endTime":635.6800000000001,"body":"even data you have to. The data"},{"speaker":"Neil Thompson","startTime":635.6800000000001,"endTime":640.1800000000001,"body":"has to be couched in stories. I"},{"speaker":"Neil Thompson","startTime":635.6800000000001,"endTime":640.1800000000001,"body":"mean, this even this even comes"},{"speaker":"Neil Thompson","startTime":640.27,"endTime":643.3299999999999,"body":"comes back to teach the geek to"},{"speaker":"Neil Thompson","startTime":640.27,"endTime":643.3299999999999,"body":"speak and working with technical"},{"speaker":"Neil Thompson","startTime":643.3299999999999,"endTime":647.44,"body":"profession. Still the same the,"},{"speaker":"Neil Thompson","startTime":643.3299999999999,"endTime":647.44,"body":"the idea of using stories to"},{"speaker":"Neil Thompson","startTime":647.44,"endTime":650.2,"body":"convey a message. And when"},{"speaker":"Neil Thompson","startTime":647.44,"endTime":650.2,"body":"you're trying to convince people"},{"speaker":"Neil Thompson","startTime":650.2,"endTime":652.96,"body":"to invest in a company, they"},{"speaker":"Neil Thompson","startTime":650.2,"endTime":652.96,"body":"have to see the story. And the"},{"speaker":"Neil Thompson","startTime":652.96,"endTime":655.5699999999999,"body":"story has to involve a number of"},{"speaker":"Neil Thompson","startTime":652.96,"endTime":655.5699999999999,"body":"things. Certainly it involves"},{"speaker":"Neil Thompson","startTime":655.5699999999999,"endTime":657.6400000000001,"body":"the product. But it also"},{"speaker":"Neil Thompson","startTime":655.5699999999999,"endTime":657.6400000000001,"body":"involves the people who are"},{"speaker":"Neil Thompson","startTime":657.6400000000001,"endTime":659.5,"body":"involved with putting the"},{"speaker":"Neil Thompson","startTime":657.6400000000001,"endTime":659.5,"body":"product together involves the"},{"speaker":"Neil Thompson","startTime":659.5,"endTime":662.5,"body":"team, people who invest in these"},{"speaker":"Neil Thompson","startTime":659.5,"endTime":662.5,"body":"investors, they're investing in"},{"speaker":"Neil Thompson","startTime":662.5,"endTime":665.5899999999999,"body":"people, they're investing in"},{"speaker":"Neil Thompson","startTime":662.5,"endTime":665.5899999999999,"body":"people that they think can can"},{"speaker":"Neil Thompson","startTime":665.5899999999999,"endTime":669.6700000000001,"body":"take this product all the way to"},{"speaker":"Neil Thompson","startTime":665.5899999999999,"endTime":669.6700000000001,"body":"an successful exit, or whatever"},{"speaker":"Neil Thompson","startTime":669.6700000000001,"endTime":676.0,"body":"the the, the ideal, or the goal"},{"speaker":"Neil Thompson","startTime":669.6700000000001,"endTime":676.0,"body":"of the of the product is. And if"},{"speaker":"Neil Thompson","startTime":676.0,"endTime":678.97,"body":"you don't, if you're not able to"},{"speaker":"Neil Thompson","startTime":676.0,"endTime":678.97,"body":"convey some sort of message at"},{"speaker":"Neil Thompson","startTime":678.97,"endTime":683.8,"body":"followable, that's clear, and"},{"speaker":"Neil Thompson","startTime":678.97,"endTime":683.8,"body":"people get it, then you're"},{"speaker":"Neil Thompson","startTime":683.8,"endTime":686.26,"body":"likely not going to get the"},{"speaker":"Neil Thompson","startTime":683.8,"endTime":686.26,"body":"funding you think you deserve."},{"speaker":"Aaron Moncur","startTime":687.28,"endTime":689.5899999999999,"body":"Are there any"},{"speaker":"Aaron Moncur","startTime":687.28,"endTime":689.5899999999999,"body":"rules of thumb that"},{"speaker":"Aaron Moncur","startTime":689.5899999999999,"endTime":693.8800000000001,"body":"entrepreneurs should follow? As"},{"speaker":"Aaron Moncur","startTime":689.5899999999999,"endTime":693.8800000000001,"body":"far as a good story versus a"},{"speaker":"Aaron Moncur","startTime":693.8800000000001,"endTime":696.52,"body":"poor, not very compelling story?"},{"speaker":"Neil Thompson","startTime":697.239,"endTime":699.249,"body":"I think when it"},{"speaker":"Neil Thompson","startTime":697.239,"endTime":699.249,"body":"comes to stories, they have to"},{"speaker":"Neil Thompson","startTime":699.249,"endTime":703.1189999999999,"body":"be easy to understand, you have"},{"speaker":"Neil Thompson","startTime":699.249,"endTime":703.1189999999999,"body":"to again, use words that are"},{"speaker":"Neil Thompson","startTime":703.1489999999999,"endTime":706.4490000000001,"body":"understandable by by everybody,"},{"speaker":"Neil Thompson","startTime":703.1489999999999,"endTime":706.4490000000001,"body":"or by the majority of the"},{"speaker":"Neil Thompson","startTime":706.4490000000001,"endTime":710.019,"body":"people, the story obviously has"},{"speaker":"Neil Thompson","startTime":706.4490000000001,"endTime":710.019,"body":"to be compelling, the story has"},{"speaker":"Neil Thompson","startTime":710.019,"endTime":713.6790000000001,"body":"to involve the benefits of the"},{"speaker":"Neil Thompson","startTime":710.019,"endTime":713.6790000000001,"body":"product you're trying to sell."},{"speaker":"Neil Thompson","startTime":714.9090000000001,"endTime":718.6890000000001,"body":"Basically, you're trying to"},{"speaker":"Neil Thompson","startTime":714.9090000000001,"endTime":718.6890000000001,"body":"elicit an emotion in the in the"},{"speaker":"Neil Thompson","startTime":718.6890000000001,"endTime":721.8689999999999,"body":"people who are judging your"},{"speaker":"Neil Thompson","startTime":718.6890000000001,"endTime":721.8689999999999,"body":"product. I mean, as I mentioned,"},{"speaker":"Neil Thompson","startTime":721.8689999999999,"endTime":725.6489999999999,"body":"I've served in a number of pitch"},{"speaker":"Neil Thompson","startTime":721.8689999999999,"endTime":725.6489999999999,"body":"competitions. And the winners"},{"speaker":"Neil Thompson","startTime":725.6790000000001,"endTime":727.9590000000001,"body":"aren't necessarily the ones who"},{"speaker":"Neil Thompson","startTime":725.6790000000001,"endTime":727.9590000000001,"body":"have the best product, at least"},{"speaker":"Neil Thompson","startTime":727.9590000000001,"endTime":730.749,"body":"in my mind. They're the ones who"},{"speaker":"Neil Thompson","startTime":727.9590000000001,"endTime":730.749,"body":"are able to convey the best"},{"speaker":"Neil Thompson","startTime":730.749,"endTime":734.1389999999999,"body":"story that they're able to"},{"speaker":"Neil Thompson","startTime":730.749,"endTime":734.1389999999999,"body":"convince the the people who are"},{"speaker":"Neil Thompson","startTime":734.1389999999999,"endTime":738.3389999999999,"body":"judging that this story is one"},{"speaker":"Neil Thompson","startTime":734.1389999999999,"endTime":738.3389999999999,"body":"that you should be willing to"},{"speaker":"Neil Thompson","startTime":738.3689999999999,"endTime":742.1489999999999,"body":"invest in. And I think, when it"},{"speaker":"Neil Thompson","startTime":738.3689999999999,"endTime":742.1489999999999,"body":"comes to developing what that"},{"speaker":"Neil Thompson","startTime":742.1489999999999,"endTime":745.6890000000001,"body":"story is, and how it should be"},{"speaker":"Neil Thompson","startTime":742.1489999999999,"endTime":745.6890000000001,"body":"structured, it should be easy to"},{"speaker":"Neil Thompson","startTime":745.6890000000001,"endTime":749.829,"body":"follow. I mean, no, no, no going"},{"speaker":"Neil Thompson","startTime":745.6890000000001,"endTime":749.829,"body":"off on tangents, this is"},{"speaker":"Neil Thompson","startTime":749.829,"endTime":753.519,"body":"something that you really need"},{"speaker":"Neil Thompson","startTime":749.829,"endTime":753.519,"body":"to hone in very carefully, and"},{"speaker":"Neil Thompson","startTime":753.519,"endTime":756.759,"body":"make sure that people can can"},{"speaker":"Neil Thompson","startTime":753.519,"endTime":756.759,"body":"follow it. And that it's and"},{"speaker":"Neil Thompson","startTime":756.759,"endTime":759.219,"body":"it's easily understandable. If"},{"speaker":"Neil Thompson","startTime":756.759,"endTime":759.219,"body":"you"},{"speaker":"Aaron Moncur","startTime":759.22,"endTime":762.1600000000001,"body":"ever heard of the"},{"speaker":"Aaron Moncur","startTime":759.22,"endTime":762.1600000000001,"body":"book, Made to Stick, it's a"},{"speaker":"Aaron Moncur","startTime":762.1600000000001,"endTime":765.04,"body":"great book, it's about stories,"},{"speaker":"Aaron Moncur","startTime":762.1600000000001,"endTime":765.04,"body":"it's about how to tell"},{"speaker":"Aaron Moncur","startTime":765.04,"endTime":770.1400000000001,"body":"compelling stories, they go"},{"speaker":"Aaron Moncur","startTime":765.04,"endTime":770.1400000000001,"body":"through all sorts of urban"},{"speaker":"Aaron Moncur","startTime":770.1400000000001,"endTime":772.99,"body":"legends and, and things that are"},{"speaker":"Aaron Moncur","startTime":770.1400000000001,"endTime":772.99,"body":"really sticky stories that are"},{"speaker":"Aaron Moncur","startTime":772.99,"endTime":776.8299999999999,"body":"really sticky. And they break"},{"speaker":"Aaron Moncur","startTime":772.99,"endTime":776.8299999999999,"body":"them down, deconstruct them into"},{"speaker":"Aaron Moncur","startTime":776.8299999999999,"endTime":781.75,"body":"their, their, their basic,"},{"speaker":"Aaron Moncur","startTime":776.8299999999999,"endTime":781.75,"body":"underlying frameworks. And they"},{"speaker":"Aaron Moncur","startTime":781.75,"endTime":785.1400000000001,"body":"come up with this this framework"},{"speaker":"Aaron Moncur","startTime":781.75,"endTime":785.1400000000001,"body":"of how to put together a sticky"},{"speaker":"Aaron Moncur","startTime":785.1400000000001,"endTime":787.72,"body":"story. It's really a great book."},{"speaker":"Aaron Moncur","startTime":785.1400000000001,"endTime":787.72,"body":"And I think something that would"},{"speaker":"Aaron Moncur","startTime":787.72,"endTime":791.29,"body":"be super useful for people who"},{"speaker":"Aaron Moncur","startTime":787.72,"endTime":791.29,"body":"are, you know, trying to pitch"},{"speaker":"Aaron Moncur","startTime":791.4100000000001,"endTime":794.53,"body":"investors or really trying to"},{"speaker":"Aaron Moncur","startTime":791.4100000000001,"endTime":794.53,"body":"sell anything trying to get an"},{"speaker":"Aaron Moncur","startTime":794.53,"endTime":800.6500000000001,"body":"idea to stick in somebody's"},{"speaker":"Aaron Moncur","startTime":794.53,"endTime":800.6500000000001,"body":"mind. I won't go into too much"},{"speaker":"Aaron Moncur","startTime":800.6500000000001,"endTime":804.46,"body":"detail about that. But it's the"},{"speaker":"Aaron Moncur","startTime":800.6500000000001,"endTime":804.46,"body":"Heath brothers, H E A T H two"},{"speaker":"Aaron Moncur","startTime":804.46,"endTime":806.6199999999999,"body":"brothers chip, and I can't"},{"speaker":"Aaron Moncur","startTime":804.46,"endTime":806.6199999999999,"body":"remember the other one right"},{"speaker":"Aaron Moncur","startTime":806.6199999999999,"endTime":810.31,"body":"now, but Made to Stick. I'll put"},{"speaker":"Aaron Moncur","startTime":806.6199999999999,"endTime":810.31,"body":"that in the show notes. In this"},{"speaker":"Aaron Moncur","startTime":810.31,"endTime":812.95,"body":"episode. It's a great book for"},{"speaker":"Aaron Moncur","startTime":810.31,"endTime":812.95,"body":"people who are doing pitches and"},{"speaker":"Aaron Moncur","startTime":812.95,"endTime":815.8900000000001,"body":"need to get people to remember a"},{"speaker":"Aaron Moncur","startTime":812.95,"endTime":815.8900000000001,"body":"story a compelling story."},{"speaker":"Neil Thompson","startTime":816.3389999999999,"endTime":818.5889999999999,"body":"Yeah, I mean, I"},{"speaker":"Neil Thompson","startTime":816.3389999999999,"endTime":818.5889999999999,"body":"don't know, the thing that"},{"speaker":"Neil Thompson","startTime":818.5889999999999,"endTime":821.6790000000001,"body":"mentioned about stories is"},{"speaker":"Neil Thompson","startTime":818.5889999999999,"endTime":821.6790000000001,"body":"somebody that make the memorable"},{"speaker":"Neil Thompson","startTime":821.6790000000001,"endTime":827.1990000000001,"body":"is overcoming a challenge. mean,"},{"speaker":"Neil Thompson","startTime":821.6790000000001,"endTime":827.1990000000001,"body":"typically, if you're pitching a"},{"speaker":"Neil Thompson","startTime":827.1990000000001,"endTime":829.9590000000001,"body":"product or service to get"},{"speaker":"Neil Thompson","startTime":827.1990000000001,"endTime":829.9590000000001,"body":"investment, there's some sort of"},{"speaker":"Neil Thompson","startTime":829.9590000000001,"endTime":832.8989999999999,"body":"problem that you're trying to"},{"speaker":"Neil Thompson","startTime":829.9590000000001,"endTime":832.8989999999999,"body":"solve. And there's going to be"},{"speaker":"Neil Thompson","startTime":832.9290000000001,"endTime":835.9590000000001,"body":"obstacles in the way of solving"},{"speaker":"Neil Thompson","startTime":832.9290000000001,"endTime":835.9590000000001,"body":"that problem. What have you been"},{"speaker":"Neil Thompson","startTime":835.9590000000001,"endTime":840.069,"body":"able to do as the as the, as the"},{"speaker":"Neil Thompson","startTime":835.9590000000001,"endTime":840.069,"body":"person as the technical founder"},{"speaker":"Neil Thompson","startTime":840.219,"endTime":843.519,"body":"to overcome the problem better"},{"speaker":"Neil Thompson","startTime":840.219,"endTime":843.519,"body":"than others that have already"},{"speaker":"Neil Thompson","startTime":843.519,"endTime":845.799,"body":"come up with other thing, you"},{"speaker":"Neil Thompson","startTime":843.519,"endTime":845.799,"body":"know, come up with other"},{"speaker":"Neil Thompson","startTime":845.8589999999999,"endTime":849.819,"body":"competitive products. If you're"},{"speaker":"Neil Thompson","startTime":845.8589999999999,"endTime":849.819,"body":"able to convey that story, then"},{"speaker":"Neil Thompson","startTime":849.819,"endTime":852.219,"body":"you have a really good shot at"},{"speaker":"Neil Thompson","startTime":849.819,"endTime":852.219,"body":"getting investment?"},{"speaker":"Aaron Moncur","startTime":853.03,"endTime":854.95,"body":"How about the"},{"speaker":"Aaron Moncur","startTime":853.03,"endTime":854.95,"body":"length of the pitch? Are there"},{"speaker":"Aaron Moncur","startTime":854.95,"endTime":857.71,"body":"any rules of thumb for the ash,"},{"speaker":"Aaron Moncur","startTime":854.95,"endTime":857.71,"body":"it'd be five minutes or 50"},{"speaker":"Aaron Moncur","startTime":857.71,"endTime":861.9100000000001,"body":"minutes or completely depends on"},{"speaker":"Aaron Moncur","startTime":857.71,"endTime":861.9100000000001,"body":"the context of the pitch?"},{"speaker":"Neil Thompson","startTime":862.239,"endTime":864.1890000000001,"body":"It certainly"},{"speaker":"Neil Thompson","startTime":862.239,"endTime":864.1890000000001,"body":"depends on the context. I mean,"},{"speaker":"Neil Thompson","startTime":864.4290000000001,"endTime":867.4290000000001,"body":"as I mentioned, I've attended a"},{"speaker":"Neil Thompson","startTime":864.4290000000001,"endTime":867.4290000000001,"body":"number of pitch competitions."},{"speaker":"Neil Thompson","startTime":867.6690000000001,"endTime":873.1590000000001,"body":"And they seem to run from 10 to"},{"speaker":"Neil Thompson","startTime":867.6690000000001,"endTime":873.1590000000001,"body":"15 minutes. So if you're given"},{"speaker":"Neil Thompson","startTime":873.1590000000001,"endTime":876.6990000000001,"body":"that amount of time certainly"},{"speaker":"Neil Thompson","startTime":873.1590000000001,"endTime":876.6990000000001,"body":"use it. One thing I would say"},{"speaker":"Neil Thompson","startTime":876.6990000000001,"endTime":880.8389999999999,"body":"is, if you're given 10 minutes,"},{"speaker":"Neil Thompson","startTime":876.6990000000001,"endTime":880.8389999999999,"body":"for instance, don't practice to"},{"speaker":"Neil Thompson","startTime":880.9590000000001,"endTime":884.289,"body":"you are finishing within 10"},{"speaker":"Neil Thompson","startTime":880.9590000000001,"endTime":884.289,"body":"minutes, because inevitably,"},{"speaker":"Neil Thompson","startTime":884.289,"endTime":887.6189999999999,"body":"during the pitch, you may say"},{"speaker":"Neil Thompson","startTime":884.289,"endTime":887.6189999999999,"body":"something that you hadn't"},{"speaker":"Neil Thompson","startTime":887.6189999999999,"endTime":890.1690000000001,"body":"practiced. And then next thing"},{"speaker":"Neil Thompson","startTime":887.6189999999999,"endTime":890.1690000000001,"body":"you know, you're going over the"},{"speaker":"Neil Thompson","startTime":890.1690000000001,"endTime":893.739,"body":"time. So if you're given 10"},{"speaker":"Neil Thompson","startTime":890.1690000000001,"endTime":893.739,"body":"minutes, I'd say practice to"},{"speaker":"Neil Thompson","startTime":893.769,"endTime":896.3789999999999,"body":"eight minutes. So in the event"},{"speaker":"Neil Thompson","startTime":893.769,"endTime":896.3789999999999,"body":"that you say things that you"},{"speaker":"Neil Thompson","startTime":896.4090000000001,"endTime":898.8989999999999,"body":"during the actual presentation,"},{"speaker":"Neil Thompson","startTime":896.4090000000001,"endTime":898.8989999999999,"body":"during the actual pitch that you"},{"speaker":"Neil Thompson","startTime":898.8989999999999,"endTime":901.3589999999999,"body":"had, in practice, you still have"},{"speaker":"Neil Thompson","startTime":898.8989999999999,"endTime":901.3589999999999,"body":"that two minute buffer to play"},{"speaker":"Neil Thompson","startTime":901.3589999999999,"endTime":902.8889999999999,"body":"with to make sure you finish"},{"speaker":"Neil Thompson","startTime":901.3589999999999,"endTime":902.8889999999999,"body":"within time."},{"speaker":"Aaron Moncur","startTime":903.28,"endTime":906.3399999999999,"body":"That's a great pro"},{"speaker":"Aaron Moncur","startTime":903.28,"endTime":906.3399999999999,"body":"tip. Anything else that you've"},{"speaker":"Aaron Moncur","startTime":906.46,"endTime":909.79,"body":"observed in attending all of"},{"speaker":"Aaron Moncur","startTime":906.46,"endTime":909.79,"body":"these different pitches? I mean,"},{"speaker":"Aaron Moncur","startTime":909.79,"endTime":912.01,"body":"you've talked about a few things"},{"speaker":"Aaron Moncur","startTime":909.79,"endTime":912.01,"body":"already use simple words, use"},{"speaker":"Aaron Moncur","startTime":912.01,"endTime":917.6199999999999,"body":"stories, any other really"},{"speaker":"Aaron Moncur","startTime":912.01,"endTime":917.6199999999999,"body":"compelling or influential"},{"speaker":"Aaron Moncur","startTime":917.6199999999999,"endTime":920.6800000000001,"body":"factors that you've observed?"},{"speaker":"Aaron Moncur","startTime":917.6199999999999,"endTime":920.6800000000001,"body":"Watching all these different"},{"speaker":"Aaron Moncur","startTime":920.6800000000001,"endTime":921.8499999999999,"body":"entrepreneurs pitch?"},{"speaker":"Neil Thompson","startTime":922.3299999999999,"endTime":924.28,"body":"This may sound"},{"speaker":"Neil Thompson","startTime":922.3299999999999,"endTime":924.28,"body":"counterintuitive, but it's"},{"speaker":"Neil Thompson","startTime":924.28,"endTime":928.1199999999999,"body":"having the confidence to say I"},{"speaker":"Neil Thompson","startTime":924.28,"endTime":928.1199999999999,"body":"don't know. Ultimately, when"},{"speaker":"Neil Thompson","startTime":928.1500000000001,"endTime":931.3599999999999,"body":"when company or when venture"},{"speaker":"Neil Thompson","startTime":928.1500000000001,"endTime":931.3599999999999,"body":"capital or angel investors are"},{"speaker":"Neil Thompson","startTime":931.3599999999999,"endTime":934.5699999999999,"body":"investing in people, they want"},{"speaker":"Neil Thompson","startTime":931.3599999999999,"endTime":934.5699999999999,"body":"to make sure that these people"},{"speaker":"Neil Thompson","startTime":934.5699999999999,"endTime":937.78,"body":"are coachable and open to"},{"speaker":"Neil Thompson","startTime":934.5699999999999,"endTime":937.78,"body":"feedback. It's very difficult to"},{"speaker":"Neil Thompson","startTime":937.78,"endTime":941.74,"body":"have all the answers to all the"},{"speaker":"Neil Thompson","startTime":937.78,"endTime":941.74,"body":"problems. No one likes to know"},{"speaker":"Neil Thompson","startTime":941.74,"endTime":945.76,"body":"it all. So during the q\u0026a Hey,"},{"speaker":"Neil Thompson","startTime":941.74,"endTime":945.76,"body":"after the presentation, if"},{"speaker":"Neil Thompson","startTime":945.76,"endTime":949.1199999999999,"body":"you're given a question and you"},{"speaker":"Neil Thompson","startTime":945.76,"endTime":949.1199999999999,"body":"don't know the answer, don't try"},{"speaker":"Neil Thompson","startTime":949.1199999999999,"endTime":952.1500000000001,"body":"to BS your way through it."},{"speaker":"Neil Thompson","startTime":949.1199999999999,"endTime":952.1500000000001,"body":"actually say that you don't"},{"speaker":"Neil Thompson","startTime":952.1500000000001,"endTime":956.2,"body":"know. And ask that person who"},{"speaker":"Neil Thompson","startTime":952.1500000000001,"endTime":956.2,"body":"asked the question if for"},{"speaker":"Neil Thompson","startTime":956.2,"endTime":958.81,"body":"additional feedback, because"},{"speaker":"Neil Thompson","startTime":956.2,"endTime":958.81,"body":"they may, they may very well be"},{"speaker":"Neil Thompson","startTime":958.81,"endTime":962.02,"body":"an expert in the question that"},{"speaker":"Neil Thompson","startTime":958.81,"endTime":962.02,"body":"they're asking. And they can"},{"speaker":"Neil Thompson","startTime":962.05,"endTime":965.05,"body":"offer you that feedback. And"},{"speaker":"Neil Thompson","startTime":962.05,"endTime":965.05,"body":"then they'll actually think you"},{"speaker":"Neil Thompson","startTime":965.05,"endTime":967.5699999999999,"body":"know, what this person actually"},{"speaker":"Neil Thompson","startTime":965.05,"endTime":967.5699999999999,"body":"had the confidence to say, I"},{"speaker":"Neil Thompson","startTime":967.5699999999999,"endTime":970.0,"body":"don't know, because I think a"},{"speaker":"Neil Thompson","startTime":967.5699999999999,"endTime":970.0,"body":"lot, in a lot of cases, when"},{"speaker":"Neil Thompson","startTime":970.0,"endTime":973.3599999999999,"body":"people are in these positions,"},{"speaker":"Neil Thompson","startTime":970.0,"endTime":973.3599999999999,"body":"given these pitches, they think"},{"speaker":"Neil Thompson","startTime":973.45,"endTime":975.52,"body":"if if I say, I don't know, then"},{"speaker":"Neil Thompson","startTime":973.45,"endTime":975.52,"body":"they'll think that I'm not an"},{"speaker":"Neil Thompson","startTime":975.52,"endTime":978.28,"body":"expert. They'll think that this"},{"speaker":"Neil Thompson","startTime":975.52,"endTime":978.28,"body":"is not something to invest in,"},{"speaker":"Neil Thompson","startTime":978.49,"endTime":982.48,"body":"and then I won't get the funding"},{"speaker":"Neil Thompson","startTime":978.49,"endTime":982.48,"body":"that I'm seeking. But I think it"},{"speaker":"Neil Thompson","startTime":982.48,"endTime":984.8199999999999,"body":"actually does the opposite. It"},{"speaker":"Neil Thompson","startTime":982.48,"endTime":984.8199999999999,"body":"just shows that you're well"},{"speaker":"Neil Thompson","startTime":984.8499999999999,"endTime":987.31,"body":"shows that you're confident and"},{"speaker":"Neil Thompson","startTime":984.8499999999999,"endTime":987.31,"body":"also shows that you're honest."},{"speaker":"Neil Thompson","startTime":987.5799999999999,"endTime":990.0699999999999,"body":"So if you're both of those"},{"speaker":"Neil Thompson","startTime":987.5799999999999,"endTime":990.0699999999999,"body":"things, I think those are two"},{"speaker":"Neil Thompson","startTime":990.0699999999999,"endTime":993.28,"body":"qualities that make it more"},{"speaker":"Neil Thompson","startTime":990.0699999999999,"endTime":993.28,"body":"likely that people invest in"},{"speaker":"Neil Thompson","startTime":993.28,"endTime":993.49,"body":"you."},{"speaker":"Aaron Moncur","startTime":993.999,"endTime":996.519,"body":"Yeah, I agree. I"},{"speaker":"Aaron Moncur","startTime":993.999,"endTime":996.519,"body":"have a couple things to add to"},{"speaker":"Aaron Moncur","startTime":996.519,"endTime":1001.529,"body":"that. One, is that, based on the"},{"speaker":"Aaron Moncur","startTime":996.519,"endTime":1001.529,"body":"very few investors that I've"},{"speaker":"Aaron Moncur","startTime":1001.529,"endTime":1004.7090000000001,"body":"talked with, or I know, it's"},{"speaker":"Aaron Moncur","startTime":1001.529,"endTime":1004.7090000000001,"body":"super important to focus on the"},{"speaker":"Aaron Moncur","startTime":1004.7090000000001,"endTime":1009.1189999999999,"body":"team, as much as the product. In"},{"speaker":"Aaron Moncur","startTime":1004.7090000000001,"endTime":1009.1189999999999,"body":"fact, the investors that I know,"},{"speaker":"Aaron Moncur","startTime":1009.1489999999999,"endTime":1014.3989999999999,"body":"they get kind of not super happy"},{"speaker":"Aaron Moncur","startTime":1009.1489999999999,"endTime":1014.3989999999999,"body":"when the whole presentation is"},{"speaker":"Aaron Moncur","startTime":1014.3989999999999,"endTime":1017.8489999999999,"body":"just about the product, and the"},{"speaker":"Aaron Moncur","startTime":1014.3989999999999,"endTime":1017.8489999999999,"body":"team isn't discussed, because"},{"speaker":"Aaron Moncur","startTime":1017.8789999999999,"endTime":1021.059,"body":"ultimately, they're investing in"},{"speaker":"Aaron Moncur","startTime":1017.8789999999999,"endTime":1021.059,"body":"the team, the team is the only"},{"speaker":"Aaron Moncur","startTime":1021.059,"endTime":1024.059,"body":"thing that really exists at the"},{"speaker":"Aaron Moncur","startTime":1021.059,"endTime":1024.059,"body":"time of investment, right? There"},{"speaker":"Aaron Moncur","startTime":1024.059,"endTime":1026.429,"body":"is no product. I mean, yeah,"},{"speaker":"Aaron Moncur","startTime":1024.059,"endTime":1026.429,"body":"sure. Some, some of these"},{"speaker":"Aaron Moncur","startTime":1026.429,"endTime":1028.589,"body":"companies are a little bit"},{"speaker":"Aaron Moncur","startTime":1026.429,"endTime":1028.589,"body":"further along, maybe they have"},{"speaker":"Aaron Moncur","startTime":1028.739,"endTime":1032.759,"body":"some sort of MVP, but a lot of"},{"speaker":"Aaron Moncur","startTime":1028.739,"endTime":1032.759,"body":"the time, it's an idea, right?"},{"speaker":"Aaron Moncur","startTime":1032.759,"endTime":1035.969,"body":"There's nothing tangible, right?"},{"speaker":"Aaron Moncur","startTime":1032.759,"endTime":1035.969,"body":"The only real thing that exists"},{"speaker":"Aaron Moncur","startTime":1035.999,"endTime":1040.319,"body":"at that point is the team. So"},{"speaker":"Aaron Moncur","startTime":1035.999,"endTime":1040.319,"body":"talk about the team, emphasize"},{"speaker":"Aaron Moncur","startTime":1040.349,"endTime":1044.519,"body":"why it's the right team for that"},{"speaker":"Aaron Moncur","startTime":1040.349,"endTime":1044.519,"body":"particular venture. And then the"},{"speaker":"Aaron Moncur","startTime":1044.519,"endTime":1048.149,"body":"other thing is, there's another"},{"speaker":"Aaron Moncur","startTime":1044.519,"endTime":1048.149,"body":"book called originals by Adam"},{"speaker":"Aaron Moncur","startTime":1048.149,"endTime":1052.529,"body":"Grant. And he talks about this"},{"speaker":"Aaron Moncur","startTime":1048.149,"endTime":1052.529,"body":"goes kind of along with what you"},{"speaker":"Aaron Moncur","startTime":1052.529,"endTime":1055.889,"body":"were saying, Neil, if an"},{"speaker":"Aaron Moncur","startTime":1052.529,"endTime":1055.889,"body":"investor asks you a question"},{"speaker":"Aaron Moncur","startTime":1055.889,"endTime":1058.619,"body":"that you don't know the answer,"},{"speaker":"Aaron Moncur","startTime":1055.889,"endTime":1058.619,"body":"to just be honest, say, I don't"},{"speaker":"Aaron Moncur","startTime":1058.619,"endTime":1062.909,"body":"know the answer to that. What"},{"speaker":"Aaron Moncur","startTime":1058.619,"endTime":1062.909,"body":"Adam Grant talks about, he might"},{"speaker":"Aaron Moncur","startTime":1062.909,"endTime":1066.029,"body":"be citing another study, I can't"},{"speaker":"Aaron Moncur","startTime":1062.909,"endTime":1066.029,"body":"remember now. But he talks about"},{"speaker":"Aaron Moncur","startTime":1066.029,"endTime":1073.679,"body":"how, how effective it is to talk"},{"speaker":"Aaron Moncur","startTime":1066.029,"endTime":1073.679,"body":"about flaws, very openly, not"},{"speaker":"Aaron Moncur","startTime":1073.679,"endTime":1077.159,"body":"trying to hide the flaws. You"},{"speaker":"Aaron Moncur","startTime":1073.679,"endTime":1077.159,"body":"know, I think human nature is we"},{"speaker":"Aaron Moncur","startTime":1077.159,"endTime":1080.039,"body":"want to talk about all the good"},{"speaker":"Aaron Moncur","startTime":1077.159,"endTime":1080.039,"body":"things that are part of this new"},{"speaker":"Aaron Moncur","startTime":1080.039,"endTime":1084.749,"body":"idea, this new venture, I did"},{"speaker":"Aaron Moncur","startTime":1080.039,"endTime":1084.749,"body":"this and that and it's XYZ is so"},{"speaker":"Aaron Moncur","startTime":1084.749,"endTime":1087.809,"body":"much better than the"},{"speaker":"Aaron Moncur","startTime":1084.749,"endTime":1087.809,"body":"competition. And we tend to"},{"speaker":"Aaron Moncur","startTime":1087.809,"endTime":1091.409,"body":"maybe gloss over the the flaws"},{"speaker":"Aaron Moncur","startTime":1087.809,"endTime":1091.409,"body":"or the shortcomings of the"},{"speaker":"Aaron Moncur","startTime":1091.409,"endTime":1096.029,"body":"product. And research shows,"},{"speaker":"Aaron Moncur","startTime":1091.409,"endTime":1096.029,"body":"apparently, that if you do that,"},{"speaker":"Aaron Moncur","startTime":1096.059,"endTime":1100.1090000000002,"body":"and then the investor pokes and"},{"speaker":"Aaron Moncur","startTime":1096.059,"endTime":1100.1090000000002,"body":"prods and starts to pull out"},{"speaker":"Aaron Moncur","startTime":1100.1090000000002,"endTime":1105.509,"body":"some of those problems. It is it"},{"speaker":"Aaron Moncur","startTime":1100.1090000000002,"endTime":1105.509,"body":"is much you're much worse off,"},{"speaker":"Aaron Moncur","startTime":1105.509,"endTime":1108.299,"body":"you're much less likely to get"},{"speaker":"Aaron Moncur","startTime":1105.509,"endTime":1108.299,"body":"the investment than if you were"},{"speaker":"Aaron Moncur","startTime":1108.299,"endTime":1111.719,"body":"to start by saying, you know,"},{"speaker":"Aaron Moncur","startTime":1108.299,"endTime":1111.719,"body":"here's some reasons why this is"},{"speaker":"Aaron Moncur","startTime":1111.719,"endTime":1115.019,"body":"a bad investment. This part"},{"speaker":"Aaron Moncur","startTime":1111.719,"endTime":1115.019,"body":"doesn't work at all right now,"},{"speaker":"Aaron Moncur","startTime":1115.019,"endTime":1118.529,"body":"we're not sure why we're still"},{"speaker":"Aaron Moncur","startTime":1115.019,"endTime":1118.529,"body":"trying to figure it out. This"},{"speaker":"Aaron Moncur","startTime":1118.529,"endTime":1120.8990000000001,"body":"that part of the market, we"},{"speaker":"Aaron Moncur","startTime":1118.529,"endTime":1120.8990000000001,"body":"don't even know if they have"},{"speaker":"Aaron Moncur","startTime":1120.8990000000001,"endTime":1123.809,"body":"enough money for it. Or I'm just"},{"speaker":"Aaron Moncur","startTime":1120.8990000000001,"endTime":1123.809,"body":"kind of speaking"},{"speaker":"Aaron Moncur","startTime":1123.809,"endTime":1127.469,"body":"extemporaneously here, but talk"},{"speaker":"Aaron Moncur","startTime":1123.809,"endTime":1127.469,"body":"about the flaws, and be very"},{"speaker":"Aaron Moncur","startTime":1127.469,"endTime":1132.779,"body":"honest upfront about that, and"},{"speaker":"Aaron Moncur","startTime":1127.469,"endTime":1132.779,"body":"then talk about the positives,"},{"speaker":"Aaron Moncur","startTime":1132.779,"endTime":1136.199,"body":"the pros of it. And that has"},{"speaker":"Aaron Moncur","startTime":1132.779,"endTime":1136.199,"body":"been shown to be much more"},{"speaker":"Aaron Moncur","startTime":1136.199,"endTime":1138.3890000000001,"body":"effective in getting investors"},{"speaker":"Aaron Moncur","startTime":1136.199,"endTime":1138.3890000000001,"body":"to say yes,"},{"speaker":"Neil Thompson","startTime":1139.02,"endTime":1142.17,"body":"100% error. And"},{"speaker":"Neil Thompson","startTime":1139.02,"endTime":1142.17,"body":"what it also does is when you"},{"speaker":"Neil Thompson","startTime":1142.17,"endTime":1145.3200000000002,"body":"reveal those flaws, that people"},{"speaker":"Neil Thompson","startTime":1142.17,"endTime":1145.3200000000002,"body":"who could potentially invest in"},{"speaker":"Neil Thompson","startTime":1145.3200000000002,"endTime":1148.74,"body":"you, they may be experts in"},{"speaker":"Neil Thompson","startTime":1145.3200000000002,"endTime":1148.74,"body":"getting rid of those flaws. But"},{"speaker":"Neil Thompson","startTime":1148.74,"endTime":1151.17,"body":"if they don't know the flaws"},{"speaker":"Neil Thompson","startTime":1148.74,"endTime":1151.17,"body":"exist, well, they can't really"},{"speaker":"Neil Thompson","startTime":1151.17,"endTime":1154.5900000000001,"body":"help you. So I think you're"},{"speaker":"Neil Thompson","startTime":1151.17,"endTime":1154.5900000000001,"body":"absolutely right. It's, of"},{"speaker":"Neil Thompson","startTime":1154.5900000000001,"endTime":1157.0800000000002,"body":"course, you're going to talk"},{"speaker":"Neil Thompson","startTime":1154.5900000000001,"endTime":1157.0800000000002,"body":"about the pros, and now how your"},{"speaker":"Neil Thompson","startTime":1157.0800000000002,"endTime":1160.02,"body":"product is better than what's"},{"speaker":"Neil Thompson","startTime":1157.0800000000002,"endTime":1160.02,"body":"already out there. But I think"},{"speaker":"Neil Thompson","startTime":1160.02,"endTime":1164.1000000000001,"body":"by addressing the flaws as well,"},{"speaker":"Neil Thompson","startTime":1160.02,"endTime":1164.1000000000001,"body":"you're just you're presenting a"},{"speaker":"Neil Thompson","startTime":1164.1000000000001,"endTime":1167.5800000000002,"body":"complete picture of what your"},{"speaker":"Neil Thompson","startTime":1164.1000000000001,"endTime":1167.5800000000002,"body":"your your what your venture is,"},{"speaker":"Neil Thompson","startTime":1167.5800000000002,"endTime":1170.91,"body":"what your what your company is,"},{"speaker":"Neil Thompson","startTime":1167.5800000000002,"endTime":1170.91,"body":"and I think it really doesn't"},{"speaker":"Neil Thompson","startTime":1170.91,"endTime":1172.56,"body":"make it more likely that you get"},{"speaker":"Neil Thompson","startTime":1170.91,"endTime":1172.56,"body":"that investment."},{"speaker":"Aaron Moncur","startTime":1172.98,"endTime":1177.3600000000001,"body":"Yeah, you know, I"},{"speaker":"Aaron Moncur","startTime":1172.98,"endTime":1177.3600000000001,"body":"sometimes do a little what's the"},{"speaker":"Aaron Moncur","startTime":1177.3600000000001,"endTime":1180.69,"body":"word I'm looking for example,"},{"speaker":"Aaron Moncur","startTime":1177.3600000000001,"endTime":1180.69,"body":"there's a better word than"},{"speaker":"Aaron Moncur","startTime":1180.69,"endTime":1183.75,"body":"example, anyway, I'll have when"},{"speaker":"Aaron Moncur","startTime":1180.69,"endTime":1183.75,"body":"I'm trying to teach this"},{"speaker":"Aaron Moncur","startTime":1183.75,"endTime":1187.95,"body":"principle, I will ask someone to"},{"speaker":"Aaron Moncur","startTime":1183.75,"endTime":1187.95,"body":"put their fist up in the air,"},{"speaker":"Aaron Moncur","startTime":1187.98,"endTime":1190.74,"body":"right? And I'll say, okay, just"},{"speaker":"Aaron Moncur","startTime":1187.98,"endTime":1190.74,"body":"hold your fist there. And then"},{"speaker":"Aaron Moncur","startTime":1190.74,"endTime":1193.65,"body":"I'll put my fist right in front"},{"speaker":"Aaron Moncur","startTime":1190.74,"endTime":1193.65,"body":"of theirs. And then I won't say"},{"speaker":"Aaron Moncur","startTime":1193.65,"endTime":1196.95,"body":"anything, but I'll start pushing"},{"speaker":"Aaron Moncur","startTime":1193.65,"endTime":1196.95,"body":"on their their fist. And"},{"speaker":"Aaron Moncur","startTime":1197.01,"endTime":1200.22,"body":"inevitably, they push back,"},{"speaker":"Aaron Moncur","startTime":1197.01,"endTime":1200.22,"body":"right? And I say, Why are you"},{"speaker":"Aaron Moncur","startTime":1200.22,"endTime":1203.43,"body":"pushing back? And they say,"},{"speaker":"Aaron Moncur","startTime":1200.22,"endTime":1203.43,"body":"Well, I don't I don't know you"},{"speaker":"Aaron Moncur","startTime":1203.43,"endTime":1207.48,"body":"pushed on me. So I just use"},{"speaker":"Aaron Moncur","startTime":1203.43,"endTime":1207.48,"body":"natural to push back. And that's"},{"speaker":"Aaron Moncur","startTime":1207.48,"endTime":1210.39,"body":"what happens when you're, you"},{"speaker":"Aaron Moncur","startTime":1207.48,"endTime":1210.39,"body":"know, you're trying to pitch Oh,"},{"speaker":"Aaron Moncur","startTime":1210.39,"endTime":1213.99,"body":"it's perfect. Everything's good."},{"speaker":"Aaron Moncur","startTime":1210.39,"endTime":1213.99,"body":"Investors almost have this sixth"},{"speaker":"Aaron Moncur","startTime":1213.99,"endTime":1216.99,"body":"sense, and they're gonna push"},{"speaker":"Aaron Moncur","startTime":1213.99,"endTime":1216.99,"body":"back. But if you start with the"},{"speaker":"Aaron Moncur","startTime":1216.99,"endTime":1220.3500000000001,"body":"flaws, then it goes the other"},{"speaker":"Aaron Moncur","startTime":1216.99,"endTime":1220.3500000000001,"body":"way. Right? You're kind of"},{"speaker":"Aaron Moncur","startTime":1220.3500000000001,"endTime":1225.72,"body":"pulling at that point. You're"},{"speaker":"Aaron Moncur","startTime":1220.3500000000001,"endTime":1225.72,"body":"like, pulling, pulling, I don't"},{"speaker":"Aaron Moncur","startTime":1225.72,"endTime":1228.69,"body":"know how to say it exactly. But"},{"speaker":"Aaron Moncur","startTime":1225.72,"endTime":1228.69,"body":"you're talking about the flaws"},{"speaker":"Aaron Moncur","startTime":1228.69,"endTime":1231.5700000000002,"body":"and investors instead of pushing"},{"speaker":"Aaron Moncur","startTime":1228.69,"endTime":1231.5700000000002,"body":"back on you they'll they'll pull"},{"speaker":"Aaron Moncur","startTime":1231.5700000000002,"endTime":1233.64,"body":"the other way in the world."},{"speaker":"Aaron Moncur","startTime":1231.5700000000002,"endTime":1233.64,"body":"That's that's not so bad,"},{"speaker":"Aaron Moncur","startTime":1233.64,"endTime":1236.01,"body":"actually. Just like you were"},{"speaker":"Aaron Moncur","startTime":1233.64,"endTime":1236.01,"body":"saying, right. And you'll maybe"},{"speaker":"Aaron Moncur","startTime":1236.01,"endTime":1238.77,"body":"they're experts in that area."},{"speaker":"Aaron Moncur","startTime":1236.01,"endTime":1238.77,"body":"Oh, that's not so bad. I know"},{"speaker":"Aaron Moncur","startTime":1238.77,"endTime":1240.8700000000001,"body":"how to fix that. We've dealt"},{"speaker":"Aaron Moncur","startTime":1238.77,"endTime":1240.8700000000001,"body":"with this before. That's not so"},{"speaker":"Aaron Moncur","startTime":1240.8700000000001,"endTime":1247.41,"body":"bad. So it creates kind of a In"},{"speaker":"Aaron Moncur","startTime":1240.8700000000001,"endTime":1247.41,"body":"a mirror energy of what what"},{"speaker":"Aaron Moncur","startTime":1247.41,"endTime":1249.99,"body":"you're putting in, if you're"},{"speaker":"Aaron Moncur","startTime":1247.41,"endTime":1249.99,"body":"trying to push all the features"},{"speaker":"Aaron Moncur","startTime":1249.99,"endTime":1252.3600000000001,"body":"there, investors probably are"},{"speaker":"Aaron Moncur","startTime":1249.99,"endTime":1252.3600000000001,"body":"going to push back. But if you"},{"speaker":"Aaron Moncur","startTime":1252.45,"endTime":1254.88,"body":"kind of pull back a little bit,"},{"speaker":"Aaron Moncur","startTime":1252.45,"endTime":1254.88,"body":"this is why it's not a good"},{"speaker":"Aaron Moncur","startTime":1254.88,"endTime":1257.67,"body":"idea. Investors are going to"},{"speaker":"Aaron Moncur","startTime":1254.88,"endTime":1257.67,"body":"come to the rescue almost Ah,"},{"speaker":"Aaron Moncur","startTime":1257.67,"endTime":1259.56,"body":"that's not so bad, we can figure"},{"speaker":"Aaron Moncur","startTime":1257.67,"endTime":1259.56,"body":"that part out."},{"speaker":"Neil Thompson","startTime":1260.039,"endTime":1262.529,"body":"Yeah, I fully"},{"speaker":"Neil Thompson","startTime":1260.039,"endTime":1262.529,"body":"agree with what you're saying,"},{"speaker":"Neil Thompson","startTime":1262.529,"endTime":1265.529,"body":"Aaron. I mean, as I, as I"},{"speaker":"Neil Thompson","startTime":1262.529,"endTime":1265.529,"body":"mentioned, you can talk about"},{"speaker":"Neil Thompson","startTime":1265.529,"endTime":1268.439,"body":"all the features, and that's"},{"speaker":"Neil Thompson","startTime":1265.529,"endTime":1268.439,"body":"great. But if you don't mention"},{"speaker":"Neil Thompson","startTime":1268.439,"endTime":1272.6390000000001,"body":"those flaws, those flaws may"},{"speaker":"Neil Thompson","startTime":1268.439,"endTime":1272.6390000000001,"body":"never get addressed, because"},{"speaker":"Neil Thompson","startTime":1272.6390000000001,"endTime":1275.6090000000002,"body":"you're trying to hide them. And"},{"speaker":"Neil Thompson","startTime":1272.6390000000001,"endTime":1275.6090000000002,"body":"when you're when you're a"},{"speaker":"Neil Thompson","startTime":1275.6090000000002,"endTime":1278.459,"body":"founder, of course, you're"},{"speaker":"Neil Thompson","startTime":1275.6090000000002,"endTime":1278.459,"body":"seeking money, you're seeking"},{"speaker":"Neil Thompson","startTime":1278.459,"endTime":1281.429,"body":"capital, what you should also be"},{"speaker":"Neil Thompson","startTime":1278.459,"endTime":1281.429,"body":"seeking his advice, which you"},{"speaker":"Neil Thompson","startTime":1281.429,"endTime":1284.3990000000001,"body":"should be seeking his feedback."},{"speaker":"Neil Thompson","startTime":1281.429,"endTime":1284.3990000000001,"body":"Because when you do that, then"},{"speaker":"Neil Thompson","startTime":1284.3990000000001,"endTime":1287.279,"body":"you you improve your MVP, you"},{"speaker":"Neil Thompson","startTime":1284.3990000000001,"endTime":1287.279,"body":"improve, you improve your"},{"speaker":"Neil Thompson","startTime":1287.279,"endTime":1289.979,"body":"overall product, you improve the"},{"speaker":"Neil Thompson","startTime":1287.279,"endTime":1289.979,"body":"morale of the team, because"},{"speaker":"Neil Thompson","startTime":1289.979,"endTime":1292.079,"body":"we're not fighting over what"},{"speaker":"Neil Thompson","startTime":1289.979,"endTime":1292.079,"body":"those laws already were, we're"},{"speaker":"Neil Thompson","startTime":1292.079,"endTime":1294.6290000000001,"body":"actually getting solutions to"},{"speaker":"Neil Thompson","startTime":1292.079,"endTime":1294.6290000000001,"body":"what those laws are, because"},{"speaker":"Neil Thompson","startTime":1294.6290000000001,"endTime":1297.3590000000002,"body":"we're open enough to and honest"},{"speaker":"Neil Thompson","startTime":1294.6290000000001,"endTime":1297.3590000000002,"body":"enough to talk about them. It's"},{"speaker":"Neil Thompson","startTime":1297.3590000000002,"endTime":1299.999,"body":"just I don't see a downside to"},{"speaker":"Neil Thompson","startTime":1297.3590000000002,"endTime":1299.999,"body":"it. It's really just more of an"},{"speaker":"Neil Thompson","startTime":1299.999,"endTime":1303.1190000000001,"body":"ego thing. You don't want to"},{"speaker":"Neil Thompson","startTime":1299.999,"endTime":1303.1190000000001,"body":"admit that there are flaws. But"},{"speaker":"Neil Thompson","startTime":1303.329,"endTime":1305.339,"body":"I think you do yourself a"},{"speaker":"Neil Thompson","startTime":1303.329,"endTime":1305.339,"body":"disservice when you do that."},{"speaker":"Aaron Moncur","startTime":1305.7,"endTime":1308.3700000000001,"body":"Totally. Yeah."},{"speaker":"Aaron Moncur","startTime":1305.7,"endTime":1308.3700000000001,"body":"Yeah. And the best investors are"},{"speaker":"Aaron Moncur","startTime":1308.3700000000001,"endTime":1311.28,"body":"not the ones who are just giving"},{"speaker":"Aaron Moncur","startTime":1308.3700000000001,"endTime":1311.28,"body":"you money is like you said,"},{"speaker":"Aaron Moncur","startTime":1311.28,"endTime":1315.3,"body":"they're giving you advice."},{"speaker":"Aaron Moncur","startTime":1311.28,"endTime":1315.3,"body":"They're providing a support"},{"speaker":"Aaron Moncur","startTime":1315.3,"endTime":1319.05,"body":"system, a team, they're bringing"},{"speaker":"Aaron Moncur","startTime":1315.3,"endTime":1319.05,"body":"in expertise that you should and"},{"speaker":"Aaron Moncur","startTime":1319.05,"endTime":1320.01,"body":"can leverage."},{"speaker":"Neil Thompson","startTime":1320.73,"endTime":1323.1000000000001,"body":"Oh, and that's"},{"speaker":"Neil Thompson","startTime":1320.73,"endTime":1323.1000000000001,"body":"that really should be the whole"},{"speaker":"Neil Thompson","startTime":1323.1000000000001,"endTime":1326.01,"body":"point. I mean, if you're just"},{"speaker":"Neil Thompson","startTime":1323.1000000000001,"endTime":1326.01,"body":"worried about the capital, I"},{"speaker":"Neil Thompson","startTime":1326.01,"endTime":1327.75,"body":"think that's a very short"},{"speaker":"Neil Thompson","startTime":1326.01,"endTime":1327.75,"body":"sighted view to take."},{"speaker":"Aaron Moncur","startTime":1328.38,"endTime":1331.47,"body":"Yeah, agreed. All"},{"speaker":"Aaron Moncur","startTime":1328.38,"endTime":1331.47,"body":"right. Well, what else should"},{"speaker":"Aaron Moncur","startTime":1331.5,"endTime":1334.3200000000002,"body":"entrepreneurs keep in mind if"},{"speaker":"Aaron Moncur","startTime":1331.5,"endTime":1334.3200000000002,"body":"they're pitching to investors?"},{"speaker":"Neil Thompson","startTime":1335.13,"endTime":1337.44,"body":"Oh, I think when"},{"speaker":"Neil Thompson","startTime":1335.13,"endTime":1337.44,"body":"it when it comes down to it,"},{"speaker":"Neil Thompson","startTime":1337.47,"endTime":1340.74,"body":"it's just, he puts us certainly"},{"speaker":"Neil Thompson","startTime":1337.47,"endTime":1340.74,"body":"you need to put yourself out"},{"speaker":"Neil Thompson","startTime":1340.74,"endTime":1343.44,"body":"there. I mean, there are"},{"speaker":"Neil Thompson","startTime":1340.74,"endTime":1343.44,"body":"instances where you may be"},{"speaker":"Neil Thompson","startTime":1343.44,"endTime":1346.95,"body":"working on working on a product"},{"speaker":"Neil Thompson","startTime":1343.44,"endTime":1346.95,"body":"and you know that you need the"},{"speaker":"Neil Thompson","startTime":1346.95,"endTime":1349.77,"body":"investment you've bootstrapped"},{"speaker":"Neil Thompson","startTime":1346.95,"endTime":1349.77,"body":"as long as as far as you can go."},{"speaker":"Neil Thompson","startTime":1350.04,"endTime":1354.1200000000001,"body":"But perhaps you're a bit shy or"},{"speaker":"Neil Thompson","startTime":1350.04,"endTime":1354.1200000000001,"body":"hesitant to actually get up in"},{"speaker":"Neil Thompson","startTime":1354.1200000000001,"endTime":1355.92,"body":"front of people because you're"},{"speaker":"Neil Thompson","startTime":1354.1200000000001,"endTime":1355.92,"body":"scared they're going to call"},{"speaker":"Neil Thompson","startTime":1355.92,"endTime":1358.98,"body":"your baby ugly. And that may"},{"speaker":"Neil Thompson","startTime":1355.92,"endTime":1358.98,"body":"very well be the case. I mean,"},{"speaker":"Neil Thompson","startTime":1358.98,"endTime":1361.44,"body":"maybe your baby hasn't looked"},{"speaker":"Neil Thompson","startTime":1358.98,"endTime":1361.44,"body":"the best they can look but you"},{"speaker":"Neil Thompson","startTime":1361.44,"endTime":1363.9,"body":"can help this these people gonna"},{"speaker":"Neil Thompson","startTime":1361.44,"endTime":1363.9,"body":"help your baby look the better"},{"speaker":"Neil Thompson","startTime":1363.9,"endTime":1367.14,"body":"than it currently does. So it's"},{"speaker":"Neil Thompson","startTime":1363.9,"endTime":1367.14,"body":"certainly helpful to put"},{"speaker":"Neil Thompson","startTime":1367.14,"endTime":1370.05,"body":"yourself out there to get your"},{"speaker":"Neil Thompson","startTime":1367.14,"endTime":1370.05,"body":"baby looking nice."},{"speaker":"Aaron Moncur","startTime":1372.539,"endTime":1374.309,"body":"I don't know why I"},{"speaker":"Aaron Moncur","startTime":1372.539,"endTime":1374.309,"body":"just remember this right now."},{"speaker":"Aaron Moncur","startTime":1374.309,"endTime":1377.459,"body":"But you have this. I thought"},{"speaker":"Aaron Moncur","startTime":1374.309,"endTime":1377.459,"body":"hysterical video on YouTube."},{"speaker":"Aaron Moncur","startTime":1377.6390000000001,"endTime":1380.8790000000001,"body":"About what to do if you're a"},{"speaker":"Aaron Moncur","startTime":1377.6390000000001,"endTime":1380.8790000000001,"body":"sweater, right? If you're"},{"speaker":"Aaron Moncur","startTime":1380.8790000000001,"endTime":1383.759,"body":"someone who sweats up there gets"},{"speaker":"Aaron Moncur","startTime":1380.8790000000001,"endTime":1383.759,"body":"really nervous. Do you remember"},{"speaker":"Aaron Moncur","startTime":1383.759,"endTime":1384.179,"body":"that one?"},{"speaker":"Neil Thompson","startTime":1384.45,"endTime":1385.95,"body":"Oh, yeah, if"},{"speaker":"Neil Thompson","startTime":1384.45,"endTime":1385.95,"body":"you're a sweater wear a sweater."},{"speaker":"Aaron Moncur","startTime":1388.26,"endTime":1392.8200000000002,"body":"I love it. It's"},{"speaker":"Aaron Moncur","startTime":1388.26,"endTime":1392.8200000000002,"body":"such a dad joke. It's if your"},{"speaker":"Aaron Moncur","startTime":1392.8200000000002,"endTime":1395.0700000000002,"body":"sweater wears sweater. That's"},{"speaker":"Aaron Moncur","startTime":1392.8200000000002,"endTime":1395.0700000000002,"body":"right."},{"speaker":"Neil Thompson","startTime":1396.48,"endTime":1398.91,"body":"I'd slept really"},{"speaker":"Neil Thompson","startTime":1396.48,"endTime":1398.91,"body":"well. We usually wear a regular"},{"speaker":"Neil Thompson","startTime":1398.91,"endTime":1403.2,"body":"shirt. You see those bagel pit"},{"speaker":"Neil Thompson","startTime":1398.91,"endTime":1403.2,"body":"stains? Oh, no. Oh, wet and"},{"speaker":"Neil Thompson","startTime":1403.2,"endTime":1408.15,"body":"stuff I bought looking at you"},{"speaker":"Neil Thompson","startTime":1403.2,"endTime":1408.15,"body":"like Oh, no. Bullets like, like,"},{"speaker":"Neil Thompson","startTime":1408.27,"endTime":1410.13,"body":"like, like, like, it's a"},{"speaker":"Neil Thompson","startTime":1408.27,"endTime":1410.13,"body":"problem. But you wear that"},{"speaker":"Neil Thompson","startTime":1410.13,"endTime":1411.9,"body":"sweater it comes out up real"},{"speaker":"Neil Thompson","startTime":1410.13,"endTime":1411.9,"body":"nice."},{"speaker":"Aaron Moncur","startTime":1412.2,"endTime":1414.6000000000001,"body":"I laughed out loud"},{"speaker":"Aaron Moncur","startTime":1412.2,"endTime":1414.6000000000001,"body":"when I when I watched that one."},{"speaker":"Aaron Moncur","startTime":1414.81,"endTime":1418.71,"body":"Any other tips he can provide"},{"speaker":"Aaron Moncur","startTime":1414.81,"endTime":1418.71,"body":"for people like me who tend to"},{"speaker":"Aaron Moncur","startTime":1418.71,"endTime":1421.65,"body":"get alone nervous when I'm up in"},{"speaker":"Aaron Moncur","startTime":1418.71,"endTime":1421.65,"body":"front of a crowd, I don't know"},{"speaker":"Aaron Moncur","startTime":1421.65,"endTime":1422.22,"body":"speaking."},{"speaker":"Neil Thompson","startTime":1423.21,"endTime":1425.46,"body":"Well, I mean,"},{"speaker":"Neil Thompson","startTime":1423.21,"endTime":1425.46,"body":"certainly, it's something to"},{"speaker":"Neil Thompson","startTime":1425.46,"endTime":1429.66,"body":"manage. I've actually had a few"},{"speaker":"Neil Thompson","startTime":1425.46,"endTime":1429.66,"body":"people on my podcast who have"},{"speaker":"Neil Thompson","startTime":1429.66,"endTime":1434.22,"body":"given some interesting tips on"},{"speaker":"Neil Thompson","startTime":1429.66,"endTime":1434.22,"body":"how to manage to manage nerves."},{"speaker":"Neil Thompson","startTime":1434.4,"endTime":1438.0900000000001,"body":"One of them is to go into the"},{"speaker":"Neil Thompson","startTime":1434.4,"endTime":1438.0900000000001,"body":"bathroom, not to use any of the"},{"speaker":"Neil Thompson","startTime":1438.0900000000001,"endTime":1442.0800000000002,"body":"facilities, but just to go into"},{"speaker":"Neil Thompson","startTime":1438.0900000000001,"endTime":1442.0800000000002,"body":"a stall and sit down to collect"},{"speaker":"Neil Thompson","startTime":1442.0800000000002,"endTime":1446.49,"body":"your thoughts. And to breathe,"},{"speaker":"Neil Thompson","startTime":1442.0800000000002,"endTime":1446.49,"body":"can typically, if you're outside"},{"speaker":"Neil Thompson","startTime":1446.52,"endTime":1449.55,"body":"of the cell, well outside the"},{"speaker":"Neil Thompson","startTime":1446.52,"endTime":1449.55,"body":"bathroom, that's where the pitch"},{"speaker":"Neil Thompson","startTime":1449.55,"endTime":1451.95,"body":"is happening, there'll be a"},{"speaker":"Neil Thompson","startTime":1449.55,"endTime":1451.95,"body":"whole bunch of people there. And"},{"speaker":"Neil Thompson","startTime":1451.95,"endTime":1454.23,"body":"that might just heighten your"},{"speaker":"Neil Thompson","startTime":1451.95,"endTime":1454.23,"body":"nerves even more. But if you"},{"speaker":"Neil Thompson","startTime":1454.23,"endTime":1456.9,"body":"just go to a quiet place, like a"},{"speaker":"Neil Thompson","startTime":1454.23,"endTime":1456.9,"body":"bathroom and just sit there,"},{"speaker":"Neil Thompson","startTime":1457.23,"endTime":1461.43,"body":"it's really helpful just calming"},{"speaker":"Neil Thompson","startTime":1457.23,"endTime":1461.43,"body":"your nerves. Another another one"},{"speaker":"Neil Thompson","startTime":1461.43,"endTime":1465.48,"body":"of the really interesting was"},{"speaker":"Neil Thompson","startTime":1461.43,"endTime":1465.48,"body":"wiggling your toes. And"},{"speaker":"Neil Thompson","startTime":1465.48,"endTime":1469.3500000000001,"body":"apparently, if you will, and the"},{"speaker":"Neil Thompson","startTime":1465.48,"endTime":1469.3500000000001,"body":"person who gave it this advice"},{"speaker":"Neil Thompson","startTime":1469.3500000000001,"endTime":1471.96,"body":"swears by it. And she says if"},{"speaker":"Neil Thompson","startTime":1469.3500000000001,"endTime":1471.96,"body":"you when you wiggle your toes,"},{"speaker":"Neil Thompson","startTime":1472.3200000000002,"endTime":1475.41,"body":"it, you forget more you forget"},{"speaker":"Neil Thompson","startTime":1472.3200000000002,"endTime":1475.41,"body":"about your nervousness, and"},{"speaker":"Neil Thompson","startTime":1475.41,"endTime":1479.52,"body":"you're thinking about the toe"},{"speaker":"Neil Thompson","startTime":1475.41,"endTime":1479.52,"body":"wiggly. So it's something that"},{"speaker":"Neil Thompson","startTime":1479.52,"endTime":1483.27,"body":"I've tried, and I mean, I think"},{"speaker":"Neil Thompson","startTime":1479.52,"endTime":1483.27,"body":"it works pretty well. But I"},{"speaker":"Neil Thompson","startTime":1483.27,"endTime":1486.0,"body":"would suggest if you were to do"},{"speaker":"Neil Thompson","startTime":1483.27,"endTime":1486.0,"body":"it, don't wear open toed shoes."},{"speaker":"Aaron Moncur","startTime":1487.799,"endTime":1492.3590000000002,"body":"Good. Good advice."},{"speaker":"Aaron Moncur","startTime":1487.799,"endTime":1492.3590000000002,"body":"You know, when I get nervous"},{"speaker":"Aaron Moncur","startTime":1492.3590000000002,"endTime":1494.909,"body":"speaking to people, not"},{"speaker":"Aaron Moncur","startTime":1492.3590000000002,"endTime":1494.909,"body":"necessarily even public"},{"speaker":"Aaron Moncur","startTime":1494.909,"endTime":1497.519,"body":"speaking, just I don't know if"},{"speaker":"Aaron Moncur","startTime":1494.909,"endTime":1497.519,"body":"maybe I'm talking with new"},{"speaker":"Aaron Moncur","startTime":1497.519,"endTime":1501.029,"body":"customers or something. And I"},{"speaker":"Aaron Moncur","startTime":1497.519,"endTime":1501.029,"body":"just I find that I get nervous"},{"speaker":"Aaron Moncur","startTime":1501.029,"endTime":1504.1190000000001,"body":"sometimes speaking to people, I"},{"speaker":"Aaron Moncur","startTime":1501.029,"endTime":1504.1190000000001,"body":"find that I will naturally start"},{"speaker":"Aaron Moncur","startTime":1504.1190000000001,"endTime":1508.559,"body":"curling my toes. It's just an a"},{"speaker":"Aaron Moncur","startTime":1504.1190000000001,"endTime":1508.559,"body":"subconscious thing that happens."},{"speaker":"Aaron Moncur","startTime":1508.589,"endTime":1511.3790000000001,"body":"Maybe there's some reverse"},{"speaker":"Aaron Moncur","startTime":1508.589,"endTime":1511.3790000000001,"body":"correlation there. If you"},{"speaker":"Aaron Moncur","startTime":1511.709,"endTime":1515.069,"body":"intentionally start curling your"},{"speaker":"Aaron Moncur","startTime":1511.709,"endTime":1515.069,"body":"toes, maybe that tends to relax"},{"speaker":"Aaron Moncur","startTime":1515.069,"endTime":1521.519,"body":"you somehow I don't know. But I"},{"speaker":"Aaron Moncur","startTime":1515.069,"endTime":1521.519,"body":"do think that psychology follows"},{"speaker":"Aaron Moncur","startTime":1521.549,"endTime":1525.8690000000001,"body":"physiology. So it whether it's"},{"speaker":"Aaron Moncur","startTime":1521.549,"endTime":1525.8690000000001,"body":"with wiggling your toes, or"},{"speaker":"Aaron Moncur","startTime":1525.8690000000001,"endTime":1529.169,"body":"maybe it's just taking some big"},{"speaker":"Aaron Moncur","startTime":1525.8690000000001,"endTime":1529.169,"body":"deep breaths nice and slowly,"},{"speaker":"Aaron Moncur","startTime":1529.199,"endTime":1533.8490000000002,"body":"right. Controlling your"},{"speaker":"Aaron Moncur","startTime":1529.199,"endTime":1533.8490000000002,"body":"physiology is going to lead to a"},{"speaker":"Aaron Moncur","startTime":1533.8490000000002,"endTime":1536.489,"body":"more calm psychology."},{"speaker":"Neil Thompson","startTime":1537.18,"endTime":1540.78,"body":"Yep, we'll go"},{"speaker":"Neil Thompson","startTime":1537.18,"endTime":1540.78,"body":"your toes. Deep breaths and wear"},{"speaker":"Neil Thompson","startTime":1540.78,"endTime":1541.68,"body":"a sweater. There'll be"},{"speaker":"Aaron Moncur","startTime":1542.13,"endTime":1546.72,"body":"a sweater Ha, wise"},{"speaker":"Aaron Moncur","startTime":1542.13,"endTime":1546.72,"body":"words from Neal Thompson. All"},{"speaker":"Aaron Moncur","startTime":1546.72,"endTime":1551.55,"body":"right. What else? What other"},{"speaker":"Aaron Moncur","startTime":1546.72,"endTime":1551.55,"body":"thoughts do you have that we"},{"speaker":"Aaron Moncur","startTime":1551.55,"endTime":1553.44,"body":"should cover that we haven't"},{"speaker":"Aaron Moncur","startTime":1551.55,"endTime":1553.44,"body":"talked about so far?"},{"speaker":"Neil Thompson","startTime":1554.25,"endTime":1556.1100000000001,"body":"Let's see any"},{"speaker":"Neil Thompson","startTime":1554.25,"endTime":1556.1100000000001,"body":"other thoughts, I mean,"},{"speaker":"Neil Thompson","startTime":1556.1100000000001,"endTime":1558.8400000000001,"body":"ultimately, you have to get out"},{"speaker":"Neil Thompson","startTime":1556.1100000000001,"endTime":1558.8400000000001,"body":"there and do it, you don't get"},{"speaker":"Neil Thompson","startTime":1558.8400000000001,"endTime":1562.14,"body":"better at it without the reps."},{"speaker":"Neil Thompson","startTime":1558.8400000000001,"endTime":1562.14,"body":"And every time you give a"},{"speaker":"Neil Thompson","startTime":1562.14,"endTime":1565.95,"body":"presentation, if at all possible"},{"speaker":"Neil Thompson","startTime":1562.14,"endTime":1565.95,"body":"video with, so you can see"},{"speaker":"Neil Thompson","startTime":1565.95,"endTime":1568.26,"body":"yourself afterwards, and then"},{"speaker":"Neil Thompson","startTime":1565.95,"endTime":1568.26,"body":"see all the things that you"},{"speaker":"Neil Thompson","startTime":1568.26,"endTime":1570.8400000000001,"body":"liked about your presentation"},{"speaker":"Neil Thompson","startTime":1568.26,"endTime":1570.8400000000001,"body":"about your pitch, and all the"},{"speaker":"Neil Thompson","startTime":1570.8400000000001,"endTime":1573.5700000000002,"body":"things that you think you could"},{"speaker":"Neil Thompson","startTime":1570.8400000000001,"endTime":1573.5700000000002,"body":"do better, especially the the"},{"speaker":"Neil Thompson","startTime":1573.5700000000002,"endTime":1578.6100000000001,"body":"nonverbal type of of, of, of"},{"speaker":"Neil Thompson","startTime":1573.5700000000002,"endTime":1578.6100000000001,"body":"things that you could possibly"},{"speaker":"Neil Thompson","startTime":1578.6100000000001,"endTime":1582.51,"body":"do when giving a presentation?"},{"speaker":"Neil Thompson","startTime":1578.6100000000001,"endTime":1582.51,"body":"Do you do weird things with your"},{"speaker":"Neil Thompson","startTime":1582.51,"endTime":1587.01,"body":"hands? You? Are you sweating"},{"speaker":"Neil Thompson","startTime":1582.51,"endTime":1587.01,"body":"profusely, and so and get that"},{"speaker":"Neil Thompson","startTime":1587.01,"endTime":1592.05,"body":"sweater going? And but you know,"},{"speaker":"Neil Thompson","startTime":1587.01,"endTime":1592.05,"body":"this video yourself, and then"},{"speaker":"Neil Thompson","startTime":1592.05,"endTime":1594.99,"body":"you can get better for the next"},{"speaker":"Neil Thompson","startTime":1592.05,"endTime":1594.99,"body":"for the next for the next pitch?"},{"speaker":"Aaron Moncur","startTime":1595.77,"endTime":1599.3700000000001,"body":"So you've got this"},{"speaker":"Aaron Moncur","startTime":1595.77,"endTime":1599.3700000000001,"body":"program that you've developed to"},{"speaker":"Aaron Moncur","startTime":1599.3700000000001,"endTime":1602.5800000000002,"body":"help technical professionals"},{"speaker":"Aaron Moncur","startTime":1599.3700000000001,"endTime":1602.5800000000002,"body":"pitch investors, what does that"},{"speaker":"Aaron Moncur","startTime":1602.5800000000002,"endTime":1606.27,"body":"look like? If I wanted to hire"},{"speaker":"Aaron Moncur","startTime":1602.5800000000002,"endTime":1606.27,"body":"you? How would we work together?"},{"speaker":"Aaron Moncur","startTime":1606.27,"endTime":1609.51,"body":"What can people expect if they"},{"speaker":"Aaron Moncur","startTime":1606.27,"endTime":1609.51,"body":"were to engage with you?"},{"speaker":"Neil Thompson","startTime":1609.93,"endTime":1613.05,"body":"So the pitching"},{"speaker":"Neil Thompson","startTime":1609.93,"endTime":1613.05,"body":"society, as I see is a monthly"},{"speaker":"Neil Thompson","startTime":1613.05,"endTime":1617.01,"body":"membership. And what you would"},{"speaker":"Neil Thompson","startTime":1613.05,"endTime":1617.01,"body":"get with it is an online course,"},{"speaker":"Neil Thompson","startTime":1617.4,"endTime":1620.6100000000001,"body":"similar to the teach to geek to"},{"speaker":"Neil Thompson","startTime":1617.4,"endTime":1620.6100000000001,"body":"speak course, although this one"},{"speaker":"Neil Thompson","startTime":1620.6100000000001,"endTime":1623.1000000000001,"body":"would be geared towards"},{"speaker":"Neil Thompson","startTime":1620.6100000000001,"endTime":1623.1000000000001,"body":"technical founders. And then"},{"speaker":"Neil Thompson","startTime":1623.1000000000001,"endTime":1626.3400000000001,"body":"you'd also get an online portal"},{"speaker":"Neil Thompson","startTime":1623.1000000000001,"endTime":1626.3400000000001,"body":"where you can interact with the"},{"speaker":"Neil Thompson","startTime":1626.3700000000001,"endTime":1628.89,"body":"other people and the other"},{"speaker":"Neil Thompson","startTime":1626.3700000000001,"endTime":1628.89,"body":"members of the pitching society."},{"speaker":"Neil Thompson","startTime":1629.19,"endTime":1632.3400000000001,"body":"And then there'll be monthly"},{"speaker":"Neil Thompson","startTime":1629.19,"endTime":1632.3400000000001,"body":"calls will be can go over your"},{"speaker":"Neil Thompson","startTime":1632.3400000000001,"endTime":1635.46,"body":"pitches just to offer feedback"},{"speaker":"Neil Thompson","startTime":1632.3400000000001,"endTime":1635.46,"body":"to make them the best that they"},{"speaker":"Neil Thompson","startTime":1635.46,"endTime":1639.3600000000001,"body":"can be. I mean, right now, what"},{"speaker":"Neil Thompson","startTime":1635.46,"endTime":1639.3600000000001,"body":"I'm doing with it is is"},{"speaker":"Neil Thompson","startTime":1639.3600000000001,"endTime":1643.23,"body":"gathering information, really"},{"speaker":"Neil Thompson","startTime":1639.3600000000001,"endTime":1643.23,"body":"gauging interest, and then"},{"speaker":"Neil Thompson","startTime":1643.23,"endTime":1647.16,"body":"developing a waitlist. And so"},{"speaker":"Neil Thompson","startTime":1643.23,"endTime":1647.16,"body":"once I once enough people join"},{"speaker":"Neil Thompson","startTime":1647.16,"endTime":1650.49,"body":"it, and they see the benefit of"},{"speaker":"Neil Thompson","startTime":1647.16,"endTime":1650.49,"body":"it, well, then it's go time It's"},{"speaker":"Neil Thompson","startTime":1650.49,"endTime":1652.47,"body":"time to make it make it happen"},{"speaker":"Neil Thompson","startTime":1650.49,"endTime":1652.47,"body":"and and help help these"},{"speaker":"Neil Thompson","startTime":1652.47,"endTime":1653.8500000000001,"body":"technical founders with their"},{"speaker":"Neil Thompson","startTime":1652.47,"endTime":1653.8500000000001,"body":"pitches."},{"speaker":"Aaron Moncur","startTime":1654.75,"endTime":1656.97,"body":"All right. And if"},{"speaker":"Aaron Moncur","startTime":1654.75,"endTime":1656.97,"body":"people want to reach out to you"},{"speaker":"Aaron Moncur","startTime":1656.97,"endTime":1658.74,"body":"and get on that waitlist, how do"},{"speaker":"Aaron Moncur","startTime":1656.97,"endTime":1658.74,"body":"they do so"},{"speaker":"Neil Thompson","startTime":1659.279,"endTime":1662.549,"body":"they can go to"},{"speaker":"Neil Thompson","startTime":1659.279,"endTime":1662.549,"body":"teach the geek.com/pitch"},{"speaker":"Aaron Moncur","startTime":1663.0,"endTime":1665.76,"body":"Awesome. All"},{"speaker":"Aaron Moncur","startTime":1663.0,"endTime":1665.76,"body":"right, Neil. Well, a delight"},{"speaker":"Aaron Moncur","startTime":1665.76,"endTime":1668.67,"body":"again, thank you so much for"},{"speaker":"Aaron Moncur","startTime":1665.76,"endTime":1668.67,"body":"coming on the show. And it's"},{"speaker":"Aaron Moncur","startTime":1668.67,"endTime":1671.3400000000001,"body":"been a lot of fun to catch up"},{"speaker":"Aaron Moncur","startTime":1668.67,"endTime":1671.3400000000001,"body":"and learn more about how to"},{"speaker":"Aaron Moncur","startTime":1671.3400000000001,"endTime":1672.3300000000002,"body":"pitch to investors."},{"speaker":"Neil Thompson","startTime":1672.809,"endTime":1674.579,"body":"Great. Thanks"},{"speaker":"Neil Thompson","startTime":1672.809,"endTime":1674.579,"body":"again for having me, Aaron."},{"speaker":"Aaron Moncur","startTime":1673.69,"endTime":1675.13,"body":"You bet."},{"speaker":"Aaron Moncur","startTime":1674.69,"endTime":1682.04,"body":"I'm Aaron Moncur, founder of"},{"speaker":"Aaron Moncur","startTime":1674.69,"endTime":1682.04,"body":"pipeline design, and"},{"speaker":"Aaron Moncur","startTime":1682.04,"endTime":1685.04,"body":"engineering. If you liked what"},{"speaker":"Aaron Moncur","startTime":1682.04,"endTime":1685.04,"body":"you heard today, please share"},{"speaker":"Aaron Moncur","startTime":1685.04,"endTime":1688.5800000000002,"body":"the episode. To learn how your"},{"speaker":"Aaron Moncur","startTime":1685.04,"endTime":1688.5800000000002,"body":"team can leverage our team's"},{"speaker":"Aaron Moncur","startTime":1688.6100000000001,"endTime":1692.3600000000001,"body":"expertise developing turnkey"},{"speaker":"Aaron Moncur","startTime":1688.6100000000001,"endTime":1692.3600000000001,"body":"equipment, custom fixtures and"},{"speaker":"Aaron Moncur","startTime":1692.39,"endTime":1696.65,"body":"automated machines and with"},{"speaker":"Aaron Moncur","startTime":1692.39,"endTime":1696.65,"body":"product design, visit us at Team"},{"speaker":"Aaron Moncur","startTime":1696.68,"endTime":1699.41,"body":"pipeline.us. Thanks for"},{"speaker":"Aaron Moncur","startTime":1696.68,"endTime":1699.41,"body":"listening."}]}