664: Why Your “Pitch Deck” Won’t Work (and What to Do Instead) w/Pitch Anything’s Oren Klaff (Part 2)

BiggerPockets Real Estate Podcast

BiggerPockets

Education, Business, Investing

4.8 • 16.5K Ratings

🗓️ 20 September 2022

⏱️ 68 minutes

🔗️ Recording | iTunes | RSS

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Summary

The way you pitch anything is how you pitch everything. So how are you showing your professionalism in meetings, negotiations, or presentations? Are you rolling in nervously with a pitch deck that looks like it was made by two middle-schoolers, sporting an unfitting suit and some cheap-looking picture of Hawaii as your background? Is that what multimillionaires want to see on a deal presentation? Will investors even take you seriously? There are a few keys to a perfect pitch, regardless of what you’re even pitching. Oren Klaff, author of Pitch Anything, has become a master at deal negotiations and capital raising. He’s seen what makes a prospective investor walk out of the room or end a video call early, and he’s here to make sure you’re not the person on the other end of that presentation. So what do you need to do to successfully sell or pitch anything? In part two of this second episode with Oren, we walk through the different types of brain stages a presentation attendee is in, how to bypass the brain, and the wrong way to design a pitch. Oren has seen it enough to know that the how you’re presenting information probably isn’t the right way. He gives some rapid-fire tips on immediately boosting your credibility, upping the stakes, and how to get investors, attendees, or anyone else on your side from the first sentence. In This Episode We Cover: Pitching to “dead air” and how to successfully sell anyone on a deal in the video conference-first world Bypassing the brain so investors and attendees hear what you have to say The wrong way to structure a pitch and why most people fail at building rapport Ending the pitch, escalating the tension, and raising the stakes for your attendees The million-dollar move that helped Rob raise seven figures in only a few days And So Much More! Links from the Show BiggerPockets Youtube Channel BiggerPockets Forums BiggerPockets Pro Membership BiggerPockets Bookstore BiggerPockets Bootcamps BiggerPockets Podcast Get Your Ticket for BPCon 2022 Listen to All Your Favorite BiggerPockets Podcasts in One Place Learn About Real Estate, The Housing Market, and Money Management with The BiggerPockets Podcasts Get More Deals Done with The BiggerPockets Investing Tools Find a BiggerPockets Real Estate Meetup in Your Area David's BiggerPockets Profile David's Instagram Rob's BiggerPockets Profile Rob's Youtube Rob's Instagram Rob's TikTok Rob's Twitter Check Out Part One with Oren How to Take Control of Everyday Negotiations With One Simple Technique How to Pitch to Investors So They Bite The 4-Second Pitch to Unlock Unlimited Funds Book Mentioned in the Show: Pitch Anything by Oren Klaff Connect with Oren: Oren's website Click here to check the full show notes: https://www.biggerpockets.com/blog/real-estate-664 Interested in learning more about today’s sponsors or becoming a BiggerPockets partner yourself? Check out our sponsor page! Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

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0:00.0	This is the Bigger Pockets Podcast Show, 664.
0:05.0	The most important person in any company is a person who can predict what's going to happen next quarter.
0:12.0	The customers in competitive offerings at market pricing, the person who knows that and can predict what change are going to happen and what's going to happen in next quarter,
0:22.0	it's going to be the most important person in the company.
0:24.0	If you want to raise your alpha credentials, focus on that, not on the amazing asset that you have.
0:28.0	The amazing asset you have fills the change story and completes it.
0:33.0	It doesn't set it up.
0:35.0	What's going on everyone? This is David Green, your host of The Bigger Pockets Real Estate Podcast.
0:39.0	You're today with my co-host Rob Abisolo, and we have probably one of the densest, richest and most value-packed podcasts that we have ever done.
0:49.0	We are interviewing the author of one of my favorite books, Pitch Anything, Mr. Orin Cloth,
0:55.0	and this guy brought so much value, we could barely contain ourselves.
1:00.0	He's like a tornado that just ripped through and gave information that you would typically have to pay hundreds of thousands of dollars to get by taking one of his courses and he gave it away for free.
1:10.0	I'm going to take a minute after I throw it to Rob to explain why we brought Orin in and how he can help your business.
1:16.0	Before I do Rob, what were some of your favorite parts of today's show?
1:19.0	I feel like I unlocked myself. You just saw the... I felt like that's Galafonakis gift where all the numbers are popping out and everything is mathing.
1:29.0	That was basically this entire episode for me, especially when we get into the actual pitch process of raising money and basically looking under the hood of how to actually sell people by not selling them and how to raise money effectively.
1:45.0	It's not like I was doing it wrong, but it kind of made me feel like I did. I was like, I am rethinking this strategy and I am ready.
1:52.0	I'm so excited to launch my capital raising arm now after this episode.
1:56.0	So I feel like Orin really breathed new life into your good old friend, Rob built.
2:01.0	Yeah, it was amazing listening to that. I've read the book, Pitch Anything, Four Times.
2:06.0	When I teach people at different events that I'm doing, I repeatedly refer to this book as how you can understand human psychology and how to get your point across, how to get people to see things from your point of view, how to increase your own confidence, all the things that make communication more effective and help you get the things you want.
2:22.0	Often like Orin said, sometimes we're asking the wrong questions. We're asking questions that don't have answers. The question of, where do I just find the best property or what's the best place to go to find the best deal is not always the best question, but asking, how do I become a better version of myself?
	...

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