Oren Klaff - How to Pitch Anything

ManTalks Podcast

Connor Beaton

Relationships, Education, Society & Culture, Self-improvement, Health & Fitness, Mental Health

4.8 • 591 Ratings

🗓️ 14 March 2016

⏱️ 33 minutes

🔗️ Recording | iTunes | RSS

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Summary

Oren Klaff has raised over $400 million of investor capital from high net-worth individuals and financial institutions. He is also the author of Pitch Anything, and he teaches others on how they can get the competitive edge in any negotiation scenario. Oren talks about how you can frame a negotiation to your advantage and how to get a buyer's interest in 150 words or less. Key Takeaways: [2:20] What was Oren's defining moment as a man? [3:30] How did Oren discover that monogamy was what he wanted? [5:05] What does Oren do? [6:20] What's Oren's book, Pitch Anything, about? [7:40] The strength of your status and quality of your presentation = the amount of attention you get. [8:30] Nobody is going to listen to you for 3 hours. People are busy. [8:50] Pitch Anything is about how to raise your status so people will pay attention to you. [11:00] The human mind is built to protect you in social situations. [11:35] It's natural to act nice in high-risk situations to lower tensions, but it hurts you in negotiations. [13:00] It can only go two ways. Either you're superior or the buyer is superior in terms of status. [13:15] Most buyers assume they're superior due to them holding the money. [13:40] Reframe the meeting so that the buyer has to earn your attention. [15:25] Trying to get a raise at your job? Listen to Oren's advice here. [17:40] How do you sell the story? [20:55] NPR knows how to tell a story, Fox News doesn't. [24:10] Oren shares two of his 150 word pitches. [29:35] Look out for Oren's second book coming out soon. [31:45] What legacy would Oren like to leave behind? Quotes: “Your strength of your status and quality of your presentation = the amount of attention you get.” “The buyer is the commodity, not you. Money is the commodity, not you. The buyer has to earn your attention.” “If you do something of value that will stand the sands of time, that’s a good legacy.” Mentioned in This Episode: http://www.vancitybuzz.com/ http://mantalks.com/ http://pitchanything.com/ http://pitchanything.com/mantalks Pitch Anything by Oren Klaff Music Credit: Parlange & Latenite Automatic (jesusparlange.com – lateniteautomatic.com) za2mxqz4 See omnystudio.com/listener for privacy information. Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

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0:00.0	When you ask somebody for $50 million, you start to see the raw fringes of human psychology.
0:07.0	You've got some living yet to do.
0:10.8	I won't give up on you.
0:15.6	See these machines.
0:16.1	Hey guys.
0:16.5	Welcome back to another episode of The Man Talks podcast.
0:18.7	My name is Roger Nairn.
0:19.9	And I'm Connor Beaton. Today's podcast is sponsored by VanCityBuzz. Do you love Vancouver?
0:24.5	Stay connected to your city with the latest in news, events, sports, music, and more with VanCityBuzz. Check out VanCityBuzz.com or search VanCityBuzz on social media. So today's guest is Mr. Orrin Claff, and in his words, he says, I think about the field of finance
0:39.6	as being overrun with dull and repetitive business people who are doing the minimum possible
0:43.5	to get by with apathy and complacence and generally achieving mediocrity.
0:48.0	If this is what you're trying to get away from, then I think I'd like you.
0:51.4	Most of my experience is being in raising money, but I can pitch any kind of deal.
0:55.2	Right now I'm pitching an airport, a $150 million semiconductor company, and a $200 million
1:00.2	genetic information company. I've pitched 35 of these kinds of deals to date with some success.
1:05.9	I can work 25 hours a day when necessary. It often is. I charge reasonable rates and I don't give a crap
1:12.5	about a deal unless the people in it are fun to work with. I can't stand MBA, double speak,
1:17.9	and care for office politics even less. I would rather dig trenches in the dirt than finance a deal
1:22.5	I'm ashamed of. I ride a Ducati hyper-motard and a Kaviga Mito and I have 17 fountain pens, most of them leak. If you think we'd be good friends, find a way to say hi. If not, good luck anyways. So that should give you a little taste of what you're in for with Orrin today. But Orrin is actually the author of Pitch Anything. So what's Pitch Anything about? If you're sitting across from the one person who can help you secure the biggest deal of your career, you have to know how to get and keep his attention. But chances are, instead of listening to you, he's fiddling with his pen and acting like you're wasting his valuable time. Your next move means the difference between getting the deal or going home empty handed. These are high-stakes situations, and if you know how to get control
2:01.1	when this happens, you'll have a big advantage. So what do you do? We're going to dive into that
2:05.5	today on the Man Talks podcast. So here we go with Mr. Orrin Klath.
2:12.7	Hey, Orrin, thanks so much for joining us on the Man Talks podcast. Before we get started,
	...

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