00:14Michael good morning
00:24dizy P hello joining from Singapore um
00:29in the middle of thank
00:40got Robert who's in Poland right now I
00:49Rob thank you for being
00:56here amazing I think we got quite
01:00a group today thank you all for being
01:03here yeah and I'm like super excited
01:07already um to dive in but I thought it
01:10would be like really nice for Christine
01:12like to also know you all because I
01:14think most of you for somebody
01:22um so most of you I don't think you ever
01:25met Christine it's for sure not the same
01:27cohort and maybe just like from other
01:28events but I think would be nice for us
01:30like to get to know each other a little
01:32more um so if we can do like our ritual
01:34of like sharing a little bit about
01:36ourselves like name where you're located
01:38and then company um and popcorn it to
01:43each other so I'm going to and maybe
01:46maybe if you're fundraising right now
01:48and what stage you're fundraising for
01:49and like you know or whether you're
01:50designing pitch decks right now that
01:53too Co thank you um I'll I'll start and
01:57I'll pass it on angun community
01:59architect at transcend uh in Boston and
02:03we are raising Community around if you
02:06all haven't seen uh but I think it's
02:08quite different with everything that we
02:10are going to talk today so I'm going to
02:15Dy hey guys uh I'm David hey Christine
02:18thanks for this um my name is David I'm
02:20a founder of Loi Loi stands for learning
02:23on the internet and we are bringing
02:26Netflix level personalization
02:28professional development um I
02:31am dabbling with with fundraising in the
02:36preed space have a deck um there's some
02:39ongoing conversations but obviously can
02:42always improve uh the storytelling pie
02:44so excited to to learn from you today
02:48awesome I will popcorn it
02:52Robert hey everyone hey
02:55Christine uh nice to see you all in New
02:57Year uh so I'm Robert I'm based between
03:02California and uh my company is gifted
03:05and we help you discover hidden talent
03:07and hire for culture fit uh we're we're
03:10Behavioral Science and machine learning
03:13uh company in in future of workspace and
03:16I'm fundraising now and I was
03:18fundraising last year from May to July
03:21stopped so going back to it now it just
03:24made no sense uh then uh yeah I already
03:28have a 200 K ticket from a seat small
03:32fund perfect so you're raising how much
03:34do you want to raise 2 and a half
03:37million two and a half okay cool aome
03:48yeah rob you want to pass it to
03:51someone uh sorry uh how about
03:55seun okay thank you Robert uh hello
03:58everyone uh this is sh from Lagos
04:01Nigeria so I'm the confounder of brid
04:04here I stay very closest to the airports
04:07just so it's going to fly away don't
04:11okay yeah okay sorry sorry about that I
04:14stay very close to the hairport so
04:15sometimes it just flies and turny right
04:18so I'm the co-founder of briia so briia
04:20works with higher institutions in
04:22Nigeria to prepare student for the world
04:23of work I will provide assessment uh
04:28then Skilling programs I mean to close
04:29the key gaps as student transition into
04:31the world of work uh so last year we ra
04:34an angel around around 20K uh I mean
04:37just for us to do some Pilots yeah so
04:40but I think I'm developing some cod
04:41feits towards I mean re VC I mean racing
04:43I'm still in that point I'm still
04:45thinking about it and I think I've been
04:46thinking about it for very quite a long
04:47time yeah but I know that at some point
04:50this year I mean we need to rate some
04:51money whether by gr whether by VC but
04:54that needs to happen this so that's
04:55where we are at the moment looking
04:56forward to this session thank you
05:02you who's next who do you want to
05:05do oh I'll help be back hi hey um hey
05:11Christine thanks for this I'm a I'm from
05:13Singapore uh founder of a company called
05:16queb uh we're creating Equitable access
05:19to high quality K12 stem education uh
05:23what we're doing is we're creating a
05:24virtual maker space that runs on
05:27Chromebooks that allows uh stem te to
05:30run you know exciting projects across
05:32robotics engineering Electronics all
05:34within a virtual world they don't have
05:37to deal with the cost of expensive
05:39supplies and things like that awesome
05:42and you're raising right now or you're
05:43yeah so we're raising right now we're
05:45raising our seed round right now we're
05:47raising about $1.5 million uh I don't
05:50have a lead yet uh I do have a small
05:52ticket of about 150k right now coming in
06:02thank you V I think we have um Michael
06:06cannot speak but I'll introduce him here
06:11just transform hello TR a shirt I was
06:15like I forgot that I was on video sorry
06:17it's still was late here um hi I'm
06:20Charles uh I'm with coder School nice to
06:22meet you Christine I talk to you on
06:24slack hey I know it's so cool we have a
06:27slack relationship it's great
06:29I help Charles find um find a product
06:31person who is now in um now in Vietnam
06:34so that's cool yes verying common I hear
06:37about you frequently um so we're based
06:40in Vietnam we're an online coding school
06:42so helping people become software
06:43Engineers we are not raising but is is a
06:47s founder ever not really raising so
06:57absorb cool thank you I think we have
06:59have Sasha Sasha are you
07:02here yeah hi sorry I'm on another work
07:05call so I'm just listening in on the
07:08side good nice to meet you all I
07:10actually recently um sold my company to
07:14Wy so I work in corporate uh now but
07:18before this I was working on a product
07:19called coding rooms which I still work
07:26w love it thank you thank you all and
07:31Christine take it away I think you got
07:33everything sure sure sure um So
07:36Christine I think I was in the first
07:38transcend cohort I'm pretty sure um but
07:42met Alberto um in San Francisco pre-co
07:46crazily enough I'm Australian I live in
07:48Los Angeles have lived here for many
07:50years um currently the CEO of every day
07:54uh we break learning down into 10-minute
07:56micro lessons so that students can learn
07:59every day um everything scaffolds to
08:01each other uh and you know the idea is
08:04to learn faster and with less stress I
08:07I've raised prior to this I was my
08:10background is product and design um and
08:13I've raised kind of up and down what I'd
08:15call the fundraising stack uh so raised
08:18from family and friends
08:22BCS uh Equity crowdfunding so probably
08:25the most recent thing I did with every
08:26day was I've done two rounds of equity
08:28crowdfunding raised a little over $2.1
08:31million um and so that was if anybody
08:34ever wants to know about Equity
08:36crowdfunding versus VC then I'm happy to
08:38chat about that too and really this is
08:42kind of um you know prior to getting
08:45into startups I was working in an
08:47innovation role and had to create a lot
08:50of decks for a lot of people a lot of
08:52Fortune 500 companies a lot of startups
08:54a lot of everybody and so this has been
08:57kind of a passion of mine I guess I know
08:59that's weird to have a passion for
09:00creating pitch decks but I really really
09:03like helping Founders tell their stories
09:07um and pulling out what is going to make
09:10an Investor's head nod and get them
09:13excited um and doing that in kind of a
09:16really succinct way because I think what
09:19many Founders don't realize you know we
09:20spend hours and hours and hours on our
09:22decks and then we send them off through
09:24docsend or you know whatever it is that
09:26we're not docsend um
09:29wait is it DOC send the one where you
09:31have to sign in to to view things yeah
09:34yeah doc send and some surprising
09:37research came out a few years ago about
09:39how long investors spend looking at your
09:41decks and it is about three minutes and
09:4330 seconds per deck and so it's not
09:47really that much time and so I think
09:51getting somebody's attention is an art
09:54um and that has to do with both
09:57connecting to their heart and their
09:59emotions as well as their brain and so
10:02that's when basically people I did a
10:05couple of pitch decks for people and
10:06then they started um other people
10:09started contacting me or they started
10:10recommending me and so that's where I am
10:12today uh and you know this is something
10:14that I'm starting to do a little more of
10:16every day at the moment is we're trying
10:19to sell every day so it's a little kind
10:20of quiet on the sales side so I'm kind
10:22of doing some side hustle work as well
10:25um and yeah I I think I posted about
10:28this on the transcend slack and then
10:30Andre was like hey you should do a
10:32session on this I'm like happy to let's
10:34talk about Pitch decks so that's what
10:36we're gonna do today sound good does
10:38anyone do we have anybody else I think
10:42intro aash we just got Akash um he did
10:45intro in the chat but Akash if you want
10:53cool I see the intro there yeah Ed you
10:56Tinker yeah I'm not racing right now so
10:59just listening okay so pretty much I
11:01want this session to be as helpful to
11:03you guys as possible and here's what I
11:04was thinking of talking about I was
11:06talking about going to talk about the
11:08three different types of pitch decks I
11:10know a lot of you are kind of in the
11:12seed uh or preed raising um landscape
11:16and so that often crosses over between
11:19individual Angels who know what they're
11:20doing and also maybe family and friends
11:23and individual wealthy investors who
11:25don't invest every day and those are
11:27kind of two different p decks in my mind
11:30I thought we might also cover um just
11:33demo day pitch decks too um and how
11:36those can be slightly different um and
11:39can be used to capture attention I'm a
11:41big fan of breaking the mold I know
11:42everyone's like you need these 10 slides
11:44in in this order yes you do but you know
11:47you can tell your story in different
11:48ways so we'll cover those three
11:49different types of pitch decks um we'll
11:53cover and I'll show some examples of
11:56those um and we'll talk talk about kind
11:59of the storytelling aspect and then
12:02we'll talk about how to be
12:05memorable um I think that's important
12:07particularly when you're sending a deck
12:08to someone and you're not there to
12:10present it although I'm pretty much
12:12stopping doing that so I'll tell you why
12:14I'm stopping doing that and what I'm
12:15doing instead um and then I thought we'd
12:20examples and I'm happy to fill in the
12:22pieces in between like where do I find
12:24amazing images for my decks and you know
12:26how do I how do I decide what to put in
12:28there so we can do that as well any
12:31particular questions though that anyone
12:32has about fundraising or any
12:35difficulties you're having do you find
12:37that you have to like redesign your
12:38pitch deck every time someone every time
12:39you talk to someone or do you find like
12:41what are the things that you're facing
12:46know yeah Christine I'll jump in and say
12:49that some of the things that I've come
12:50up against is you know there there's a
12:54standard of like the 10 slides you
12:56should share um and you know often that
13:01that is the Baseline but then you know
13:03when you notice certain questions come
13:04up you want to kind of get ahead of that
13:07and potentially include a slide about it
13:08so just your sense there of of not how
13:12much is too much but you know what
13:14happens when you add kind of those extra
13:16slides and sometimes it helps sometimes
13:19people give you feedback it's too much
13:21so so yeah would love your your thoughts
13:25a an age-old problem because also people
13:28will give you different feedback
13:30particularly in early stages when it's
13:32not just a matter of oh if you give me
13:35you know 100K then I can give I can spit
13:38out 200k like you know before the model
13:40is fully baked you'll have people saying
13:42oh well why don't you do this why don't
13:43you do that and you know have you
13:45answered this question or can you answer
13:46that question I'm just gonna answer this
13:48question quickly first of all um the way
13:50I think about it is it depends on where
13:53you're at um with attracting attracting
13:58an investor or pitching an investor so
14:00when you're attracting an investor
14:02you're sending an email out to them or
14:05hopefully you have a warm intro and
14:06somebody is introducing you and that is
14:08when I keep things short and I keep it
14:11to kind of the the 10 10 pages then
14:15based on my research of that person once
14:17I get into a meeting is when I will
14:19probably expand it or I'll have all of
14:21those slides in an appendix and I'll
14:23pull them up um so I definitely try to
14:27keep it short at these days you know
14:29what I teased is that I often don't send
14:30a deck anymore I often send a loom um
14:33I'm obsessed with loom I'm probably
14:35their number one fan I should probably
14:36be an affiliate marketer for them but uh
14:39for those of you who don't know Loom it
14:42allows you to speak over video um and so
14:47I actually present the deck because
14:52about I mean when you're sending a deck
14:54dry and you're not there to present it
14:57then you're losing out on that emotion
14:59that you have about your business and
15:01that passion and yes we can talk about
15:02how to put words in there that will make
15:04people feel something in a deck when you
15:06just send it in an email um but I often
15:08do a video Pitch and I send it for two
15:10minutes I I I like attach the deck as
15:13well but I'm like hey look I want
15:16literally we know they spend three
15:17minutes and 30 seconds so you can do a
15:19three minute and 30 second like
15:20that's that's easy hey you know three
15:22minutes and 30 seconds here's why I
15:23think it'd be interesting to watch this
15:26video um so I'll show you show you that
15:28as well uh and that gets the emotion
15:34think cool so any other questions or any
15:38other things people want to
15:41know uh Hey general question do you have
15:45like two or I don't know multiple
15:48versions of the deck so one's like the
15:50short one 10 slides and then more
15:52extended ones say maybe with an appendix
15:56cuz my deck I I start started building
15:59it out same way well had had the same
16:01problem that David has and I guess all
16:03have you could ask questions you're like
16:06okay I'll just create a slide for it
16:07yeah but then the deck becomes like 50
16:09slides obviously I'm never going to send
16:10that but I created a Q&A deck where
16:14basically it's like question at the top
16:16answer like yeah so wonder how you
16:20approach this I think that that's
16:22exactly exactly right you can either
16:24throw them all in your appendix and
16:27you're not sending that to people when
16:29you want to grab a meeting you know you
16:30have your short deck to grab the meeting
16:33and then everything in the appendix that
16:35you can pull up is necessary I do like
16:37faq's index I think they're great um
16:41because at the end of the day you know
16:43investor wants to feel comfortable right
16:46they want to have their questions
16:47answered and so if you already know that
16:48those questions are coming up then
16:49addressing them you often don't need to
16:51have a big visual for that you know it
16:53doesn't need to be part of the story it
16:55can just be in that appendix it can be
16:56kind of quicker FAQs as well
16:59um so yeah I think that's that is the
17:01right approach okay okay thanks one if I
17:05may share with all of you one thing that
17:09I did this weekend one of my investors
17:11encouraged me to do it I spent the whole
17:13weekend writing and executive summary
17:16with three of the most popular FAQs that
17:20that we get that are crucial for us to
17:22sort of drisk uh or make them feel well
17:25yeah drisk the investment and what I
17:28realized when I was reading it is that
17:31if they're keen and they do actually
17:33have the few minutes to read it they
17:35sort of get Warped in and focused
17:38instead of this add ad ADHD mode where
17:41they're just flicking through the deck
17:42because I think all of them I think are
17:45like add monkeys all these investors
17:47like fre flicking through deck
17:49yeah can't get much out of that yeah uh
17:52but when you're focused on text
17:55text just text itself says much more I
17:59think de can and I got this feeling
18:01after when I wrote it and I was reading
18:03I was like okay now I get it why he
18:05encouraged me to do this
18:07yeah absolutely and that's such a good
18:09segue into the three types of decks
18:12because that's exactly what I was going
18:13to say is um you know that 10 page pitch
18:17deck is fantastic for VC's because VC's
18:21are honed in on exactly what they want
18:25to see in a business they have you know
18:28kind of is the market big enough how am
18:30I going to make money is the problem you
18:32know a hair on fire problem and so
18:34they're patent matching and they can
18:36they can handle a deck but the less
18:38educated an investor is the more you
18:41want them to actually focus in and
18:43that's where words become very very
18:46useful so I'm actually going to share my
18:48screen um and show you what I mean by
18:52so let's see um this is actually what I
18:56put together for our very early stage
18:58invest this is this is not a pitch deck
19:00um it is what I would call an investment
19:03perspectus or investment overview
19:05investment summary and I did this
19:08because I was pitching family and
19:10friends and also you know wealthy
19:13individuals that I knew and I knew that
19:15these people don't invest every day like
19:17they're not in startups they used
19:19to they used to kind of seeing more of a
19:21business plan than a pitch Teck many of
19:29you know I had an introduction I had a
19:30letter to them I was like look here's
19:31what we're doing here's why we're doing
19:33it you know trying to get that
19:35across then the executive summary our
19:38secret Source how things work the growth
19:41in the revenue how we make money and how
19:42we print money customer
19:44acquisition the investment and the terms
19:47the funding allocation the exit strategy
19:49the valuation benchmarks I mean this is
19:51interesting I would never put an exit
19:53strategy in a VC deck ever in a million
19:55years like for a VC deck it's just not
19:57even relevant because they're not even
19:59thinking in those terms they're thinking
20:01well I'm going to make sure I want to
20:03make sure that you're a billion dollar
20:04company or that's why I'm investing and
20:07so therefore exit is already taken care
20:08of it's IPO or it's you know massive
20:11acquisition um but I would for an early
20:14stage investor because early stage
20:15investors are like oh if I give you
20:19how when when will I see my money back
20:21is a key question that early stage
20:23investors have and I I put valuation
20:26benchmarks in here as well because this
20:27is something I would put in a VC deck or
20:29even a professional Angel deck but I did
20:31put it in a deck for somebody that um
20:34doesn't invest very often core
20:37team um and then and then join us so
20:40that's what I this is what I would call
20:41kind of the first type of type of deck
20:45like to me it's it's an investment
20:46summary it's not as heavy as a business
20:49plan which is what obviously put
20:50together if you're pitching a bank or
20:52something um but it is certainly as as
20:55Rob mentioned it helps people Zone in
20:59and you know especially if they're
21:02early like they're not used to investing
21:05so that's that's that style of deck um
21:08the second style obviously is just your
21:12regular 10 page pitch deck but it can
21:15take a bunch of different forms um I'll
21:19show you some befores and afters and
21:22usually what I do when I'm working with
21:23Founders is I just get together with
21:26them and I hear their story and
21:28I pepper them with questions about you
21:32start you know how big this is how how
21:35could it grow like questions that you
21:36might be asked by a VC but we don't do
21:38anything they don't present to me I'm
21:40just asking them questions and what I'm
21:42listening for is these aha moments or
21:46these moments that make my head nod and
21:48go oh that makes sense okay you know
21:50that's relevant because that's what I
21:52know I need to kind of pull into the
21:53story to make someone someone do so
21:55people often send me things like this
21:57this is like a deck that some a Founder
21:59sent to me she's like okay this is my
22:01deck um I was like great I'm not even
22:03going to look at your deck first of all
22:04I'm just going to like talk to you but
22:07like a lot of Founders she is almost
22:09she's so deep in her business that she
22:12almost knows too much you know she she
22:15has like her business solves a lot of
22:16problems and so part of also what you
22:18need to do is like pull up to like the
22:20one narrative but you know she had a lot
22:22of a lot of these slides I mean it's not
22:25just a design exercise I think it's a
22:28exercise um but so she came to me with
22:33this and together kind of we spoke about
22:37what is it that she's actually doing and
22:39then we pulled it into let me see
22:41whether I can find this
22:46one we pulled it into
22:49this so let me just take you through
22:51this tell you what I think you know
22:53makes a good VC deck and some kind of
22:56key things to make you memorable
22:58um obviously you need a tagline I I like
23:02a tagline that is outcome based like
23:04what is the outcome of using you like is
23:06it um instead of the what I used to be
23:09like the world's smartest digital tutor
23:11but I was like okay that's the what but
23:13I I want kind of the outcome it's like
23:14educating millions of students to XYZ um
23:18so like what is the massive change or
23:20impact you're going to have in the
23:23world um then I like to very quickly set
23:26the situation and how big the market is
23:29um so in this case 41 million adults in
23:32the US s therapist in 2022 it's
23:34estimated that 57% of them dropped out
23:36after one session so this is the gap
23:38right um but it's done in stats it's
23:41done so if you're a VC or even a
23:43professional angel you're like okay good
23:45the Market's big enough check right and
23:47there's a problem there's an actual
23:49problem here and we can see that in
23:52statistics and then we get into the
23:54problem a little deeper it's really hard
23:55to find the right therapist great and
23:57here's why and then the solution um
24:01sometimes I have a mission or a vision
24:03slide if I if I think it's particularly
24:05important for the founder if that's kind
24:06of something that resonates with
24:08them key to success is doing the
24:11matching for you and so what makes them
24:12different etc etc um but you'll see here
24:16I don't actually have a traditional
24:18actually this one I think I didn't have
24:19a traditional competitor slide I put my
24:21competitors over two slides because I
24:23really wanted to show kind of the
24:24emotion of our competitors are mostly
24:26glorified online directory but nobody
24:28wants to wait through over thousand
24:29therapists to find their match we also
24:32compete with online therapy chat
24:33services but these Solutions always have
24:34limited availability for high quality in
24:37providers um because you know you don't
24:40have to put the Matrix there right like
24:42you can but you got to do whatever is
24:45going to be kind of good for your good
24:47for your story um business
24:51model consumer demand business model
24:55attraction um pled under million
25:00demand Tam Sams I really don't like Tam
25:03samsom slides but a lot of people want
25:05them so I put them in there team um and
25:12so that's that's kind of what we turned
25:14it into so that was before and after um
25:18but I think what is interesting is that
25:20I actually didn't start with the VC deck
25:23in this case I started with her demo day
25:25deck so and demo decks are the third
25:28type of decks they're different because
25:30they don't have as much text on them um
25:33and really it's about listening to you
25:34not listening to the found not not not
25:36reading the slides and so often I'll
25:39create a deck like this and then I'll do
25:41that video recording of myself saying it
25:44and that's what I'll send to them so I
25:45won't actually you know so I'm actually
25:47pitching them through email versus um
25:51versus just sending the deck so this let
25:54me take you through this one I'm going
25:55to read this one to you hi I'm angre Dy
25:58CEO of leaf mental health we are poised
26:00to help millions of Americans fight a
26:02therapist fast that is right for them 60
26:05million that's the number of Americans
26:07who search for therapy support each year
26:09but despite the massive demand not
26:10everyone is getting the help they need
26:13according to the data only 41 million
26:14people saw a therapist over 41 million
26:17people saw a therapist in 2022 and we
26:19look at the number of people who stayed
26:20in therapy for more than one session the
26:22total drops to 23 million this is a
26:25problem 60 million people want it
26:28but the um but there's only 233 million
26:30people who are getting it the number of
26:32people who are getting ongoing mental
26:34health support they need is appallingly
26:36low there are many reasons why this is
26:38but key to the puzzle is this it's
26:40really hard to find a therapist over 70%
26:43are not accepting new patients fewer
26:45than half accept insurance and patients
26:47waste weeks and thousands of dollars
26:49trying to find the help they need notice
26:50also that like I don't put all the words
26:52on I I like create layers of screens so
26:55that you're saying one point out of a
26:57time you never kind of have you're
26:59focusing in on like just the one thing
27:02have I don't put this is a demo datex so
27:05I don't put like all the details of her
27:07I'm man Dy and like many adults during
27:09the last few years I sought therapy to
27:11deal with the onslaught of changes in
27:12the world but I never thought it would
27:13be this hard I called 20 providers and I
27:16still couldn't find a match most were
27:18unavailable didn't take my insurance
27:19then the only one taking new patients
27:21wasn't any good and I had an advantage
27:23my sister is a psychologist so I knew
27:25what to look for but I still couldn't
27:28needed that's when I decided to found
27:29Leaf mental health at Leaf mental health
27:32we match you with a therapist fast who
27:33is right for you most therapy matching
27:36services on the market are nothing more
27:37than a glorified online directory but
27:39who wants to Wade through
27:411,617 providers try to find the right
27:44fit particularly when most of us don't
27:46have the language to we need to describe
27:48our needs or understand what type of
27:49therapy is right for us it's too
27:51overwhelming we also compete with online
27:53therapy chat services but availability
27:56of quality providers is scarce so at
27:58Leaf we do things differently you
28:00complete a simple intake form we'll find
28:03you a qualified therapist who can
28:04address your particular needs don't like
28:06the match we'll find you someone else
28:09it's that simple so let's talk business
28:12our biggest growth Center is working
28:13directly with employers with Le Leaf
28:15they can provide a much needed mental
28:17health health benefit reduce absenteeism
28:20and improve company culture we charge 8
28:23employees $8 per employee per month to
28:25access our services the employer charges
28:28what they want to the employee and can
28:29keep the margin it's an easy to sell
28:31product that generates reliable monthly
28:33Revenue we're currently working with
28:35three employee groups in Maryland
28:36Colorado and California in total over
28:38250 employees have access to our Leaf
28:41mental health matching service and we
28:43have an incredible utilization rate of
28:4450% that means half of employees have
28:46used our service etc etc this slide
28:51hereo is going to this is actually not
28:52her Revenue numbers she wishes it was
28:54was but we talked about how to actually
28:56show growth um our Revenue path is also
28:59impressive and we anticipate bringing in
29:00over 100 million in Revenue by 2026 like
29:03show them the dream this is really like
29:05the money slide it's like okay how do
29:07you how do you become a unicorn company
29:09if in this okay so in this sector edtech
29:12your multiple is about 3.5 um so how
29:16much revenue you're bringing in your
29:18valuation is probably about 3.5 of that
29:20so to become a billion dollar company
29:23you're going to have to be around about
29:24$350 or $330 million a year let's say um
29:28so it's really a question of how do you
29:30show how you're going to get to $330
29:32million a year if you're raising from
29:34VCS because obviously all VCS want you
29:36to be a billion dollar company um so
29:38this is kind of one of the ways to do
29:39that the path path to profitability or
29:42path to path to billion dollar company
29:44there are a couple of other ways to do
29:45that as well um and I'll give you guys
29:47all the like sample decks too demand
29:51obviously you want to talk about that so
29:54the right people to scale as demand
29:55grows I have a 20 years in leadership
29:57major US corporations including 13 years
29:59in healthcare working with insurers
30:01Supply chains and payers I've appr
30:03proven ability to grow and oversee
30:04business from 150 million to 4 billion
30:06in gross revenue I'm joined by my lead
30:08advisers Dr Cora Johnson a prominent
30:10psychiatrist with over 20 years of
30:12experience and a clinical instructor NYU
30:14and Dr Janine Elias a psychologist with
30:17over 30 years of experience and the
30:18developer of a dozen programs on
30:20Clinical and Behavioral Health issues
30:22we've proven that our model works and
30:24now we're ready to grow our sales and
30:25Tech teams and scale
30:27so join us because getting help should
30:29relieve anxiety not cause it so you can
30:33see how like it it didn't have as many
30:35words it was much more of a build-up
30:37story um you know we're kind of we're
30:40pulling the The Reader through from the
30:42big societal statistic all the way
30:46through to kind of the personal story of
30:48her um not being able to find that
30:51therapist that she needed and then
30:53pulling it back out into the business
30:56the competition the growth the you know
30:58the million doll company um so those are
31:02to me like the kind of three types of
31:03decks decks when you're presenting to
31:04someone mean that you don't have to have
31:06as many words on screen you can tell
31:08like a much more emotional story Dex
31:10when you're sending it in an
31:12email have to have all the details but
31:14it should be very clear because no one's
31:15going to spend more than three minutes
31:16and 40 seconds on it and then you have
31:18your um you know investor perspective
31:21for for people who want to read the
31:23words focus in um and who who need to
31:30' can feel comfortable with your
31:32investment if they're able to read more
31:35detail um so different it's very similar
31:38to when you're applying for jobs right
31:40it's like you adjust your
31:43resume every time and you pull out the
31:46keywords from the job posting and you
31:48put them in your resume so that like
31:50there's some sort of patent match there
31:52um and so you're you're doing it that
31:53way I wanted to show you a different
31:56type of deck which is it's the deck that
32:00I did to win a lot of competitions
32:02actually a lot of pitch competitions so
32:04this is slightly different to a demo day
32:05pitch competitions you know same same
32:08bit different but it's also a deck that
32:11I used to kind of get into various
32:15accelerators and things like that as
32:17well and I'm going to show this because
32:19it breaks the mold entirely for what
32:22people expect in a deck and you know
32:26what it what they what do they say they
32:27say without tension no one pays
32:30attention and so you don't have to
32:33follow the the typical the typical
32:37structure that everybody has um in fact
32:40I'm going to show you where is
32:43it I think it's here this is my everyday
32:49presentation which is very different and
32:52still I get people saying oh my goodness
32:54you know I remember your presentation
32:56it's so different okay so I'm if you
32:58don't mind I'm going to spend another
32:59three four minutes on this so you can
33:01see a different version of
33:03something so this is my big statement
33:05giving everyone in the world their own
33:06fun and personalized digital tutor so
33:08that's like the that's the big outcome
33:10that's what we want to
33:12do let me tell you a story this is my
33:15sister Michelle now Michelle is not
33:17normal and not just because she's my
33:18sister Michelle's not normal because she
33:20did something only 3% of people can do
33:23she finished an online course my sister
33:25went from being a performance artist to
33:27completing the requirements for a degree
33:28in Neuroscience all for free and all
33:30online and I tell this story to
33:33illustrate the power of the world we're
33:34living in today credentials are currency
33:37and the promise of online learning is
33:39that everyone can gain those credentials
33:41but it just isn't true if there are 100
33:43of you listening to me right now only
33:46three of you are Michelle's only three
33:47of you have the ability to grind through
33:49an online course as they are designed
33:50today leaving the rest of us never
33:53realizing our full potential hi I'm
33:55Christine utum CEO of every every day I
33:57believe that online learning is broken
33:59and I believe that it's not enough to
34:00Simply throw some content online and
34:02expect people to grind through it I
34:04believe that to truly change the
34:06world uh let's see online learning
34:09should be personalized that it should be
34:11affordable but most of all it should be
34:13engaging that's why at every day we're
34:15giving everyone in the world their own
34:17fun and personalized digital tutor with
34:19us students complete 10-minute micro
34:21lessons to get top scores in the SAT
34:22algebra chemistry biology and more all
34:25while learning valuable life skills like
34:26man money or how to find their purpose
34:29life oops okay and because no two
34:33students are alike we're building
34:34groundbreaking artificial intelligence
34:35to adapt content to each and every
34:37student alter fun 10-minute lessons
34:39where online learning is engaged and not
34:41atore it's honestly huge and I'm so
34:43excited about it but let's get to the
34:45good stuff all right here are 10 reasons
34:48why you should invest in Every Day in
34:502020 we build an online learning system
34:52that uses love in number nine in 2021 we
34:55will become a household name number
34:57eight we're addressing a massive Market
34:59opportunity number this should be number
35:02seven oh 85% of families can't afford a
35:04tutor and that's what we're solving for
35:06number seven we're building an AI we're
35:08building AI that will make us more
35:09effective than a human instructor number
35:11six we sold our previous company number
35:13five students parents and Educators love
35:15us number four we keep winning Awards
35:18number three our engagement numbers are
35:19awesome number two we have a recurring
35:21Revenue business model and number one
35:24because we believe that everyone
35:25deserves this feeling
35:34and success starts with just 10 minutes
35:37day so that's that's like how you can
35:42break the mold as well like that is one
35:45of the ways that you know I building a
35:48deck is all about trust it's all about
35:51people believe in you and it's about
35:54proof points any any proof point you can
35:57have that makes someone go yeah this is
35:58this is a good bet and so I used the
36:00countdown method because one it created
36:03a little bit of speed in the deck I
36:06wasn't you know I didn't I wasn't
36:07stopping to talk about it I was just
36:08like here's another one here's another
36:10one here's another one here's another
36:11one and then that last video was used to
36:14kind of bring emotion to get people to
36:16feel something uh and actually I think
36:19the final screen which I didn't show you
36:21success starts with 10 minutes every day
36:23and then I was like by the way here's my
36:25personal number text me
36:27if you want to if you want to know more
36:29and so then people who were watching the
36:33competition they just reached out
36:35straight away they're like hey let's
36:36chat how could I get on the phone with
36:38you right it wasn't like oh write down
36:39my email or like try and like scrible
36:41down the email that remember to email me
36:44like it's it's trying to get someone to
36:46take action because maybe that's kind of
36:49the thing to leave it with for the
36:52is your goal as a deck designer is to
36:57get the person to take the next action
36:59that you want them to take maybe that's
37:01booking the meeting with you maybe
37:05um you know sending a term sheet or at
37:08least you know coming to an agreement on
37:09how much they'd want to invest um maybe
37:13it's voting for you in a competition
37:16maybe it's texting you so I think that's
37:20that's the maybe final piece is that yes
37:23you especially in a VC meeting or an
37:26angel meeting where you're pitching
37:27directly to someone you got to give them
37:30guidance about what they should do next
37:32it's like dumping someone on your web
37:34page you should probably have a primary
37:36CTA which is your you know the thing
37:39highest in your hierarchy that you want
37:41that person to do um so if you want them
37:43to leave their email if you want them to
37:45book a meeting if you you know whatever
37:46it is it's the same with pitch decks you
37:49need to guide them to a a point where
37:53they're taking action um because that's
37:56the sales sales process of it I'm going
38:03can we can uh chat about any questions
38:06or anything you have I'm happy to look
38:08at your decks I'm happy to like yeah I'm
38:11gonna give I'm going to send you all um
38:14also I have a kind of Base deck that I
38:18have which is just you know
38:20editable um which I'm happy to give you
38:22guys which has just like a lot of
38:23template slides if you need it so
38:27Christine on behalf of everyone in the
38:29room we are so impressed so thank you so
38:31much for sharing that powerful deck and
38:35presentation um I know that David has a
38:38question um so I wanted to give it to
38:41David yeah sure it feels s slightly
38:45obsolete given the the show that we just
38:48saw um Christine that was awesome um I I
38:54think the question was more along the
38:59of sending you know you you broke down
39:02this idea that there's three decks right
39:03there's one you you pitch there's one
39:06you send and then there's the investor
39:08perspective and maybe there's a fourth
39:10which is the one in the investor meeting
39:12which might be the longer one like yeah
39:14so so I think that's it right which
39:17is you know warm intros sometimes the
39:21person wants you to include the deck
39:23some sometimes not and then if you sent
39:27the deck arguably with the 10 slides
39:29maybe it's not the full full story but
39:31but it's a lot of the
39:33story you know the the struggle that I
39:36always run into is then I end up using
39:38the call to tell my story right
39:40certainly how I came to the business own
39:41and so forth and don't necessarily go
39:44back into the weats on the deck and what
39:46I'm learning from this experience today
39:49like obviously I'm not taking advantage
39:52of like telling a really high quality
39:54story using the the deck as an artifact
39:58right and and so I don't know exactly
40:01what my question is but like the give
40:02and take from what you're sending
40:05through and then what you're using the
40:06time for versus saying like I'm not
40:08going to send anything through I'm going
40:10to say send something really basic
40:12because I want to wow you in the meeting
40:13with you being able to use the deck as
40:17storytelling yeah yeah yeah yeah I you
40:21know you know what's funny is that I
40:26it depends who I'm pitching to how I
40:29decide that I want that meeting to run
40:33um and so sometimes I'll reuse the basic
40:37deck but because I'm there presenting it
40:39I'll expand on it um or have an intro
40:43sometimes I use something more like a
40:45the pitch day deck because that's got
40:47more of the story in it and usually not
40:50my like the 10987654321 I don't really
40:53use that in one-on-one meetings like
40:55that's that's the Showman's deck you
40:57know that's like the I'm on stage
40:59pitching in a competition um but
41:02certainly the leaf mental health demon
41:04day deck is a little closer to something
41:06that that could tell a compelling
41:09Story Probably what the leaf one doesn't
41:11do well though is bring people to a
41:13natural like here's the next step so
41:17often in that meeting I've already
41:20thought about I I often don't use a deck
41:24sometimes I just like pitch to them and
41:26I have this kind of little story in my
41:27head about what I want to do
41:29um I usually put up front what my goal
41:32is of the meeting hey so you know here's
41:35what I'd love to do I'd love to tell you
41:38my story why why this is going to be
41:41huge um my my story why this is going to
41:44be huge and then I want to talk about
41:46you know what's what's the likelihood of
41:48investing or what the next step is what
41:50information you need to me for me to
41:52feel comfortable to invest today or
41:54invest next week right um and then the
41:56other thing about raising the round
41:58which I learned from a friend of mine
41:59and probably you guys already know this
42:04really when I can try and architect a
42:09accepting yes or NOS from I'm like look
42:12I'm running this um you know I have I
42:15have this many meetings of like like
42:17kind of gather everything put all my
42:19meetings in like three weeks or whatever
42:21and say this is the date that I'm
42:24expecting to hear back from everyone I'm
42:25running all meetings in this period of
42:27time and you know I'll be I'll be
42:30accepting or not accepting term sheets
42:34on this day like you you got to give
42:36them a forcing function particularly
42:38with with the early stage
42:41investors they need a little bit of fomo
42:44they need a little bit of like oh if I
42:45don't get it now this is why Equity
42:47crowdfunding actually works well because
42:48you have a countdown date right you can
42:51keep saying hey there's only a week left
42:52there's only two weeks left whatever
42:53else um but when you're just pitching
42:58angels having that concrete date to
43:03say get me your expression of Interest
43:06so that's what you could do at the start
43:07of the meeting you could you could say
43:09here's here's my goal for this meeting I
43:11want to tell you this I'm G to tell you
43:13why it's huge I you know tell you why
43:15you should invest and then I want to you
43:18know I want to answer your questions
43:20before this Friday because by the way
43:22I'm accepting you know yes or no answers
43:25by Wednesday next week or whatever it is
43:27so give give them a timing um and then
43:30you you may or may not need the deck
43:31like you may or may not need to bring
43:32the deck up again um you can if you have
43:36some nice animations and it makes it
43:38feel good you can obviously if you have
43:40video and it's emotional and you know
43:43that kind of starts to sell your story
43:45but you don't have to you could just be
43:47a Storyteller yourself often what they
43:49say in storytelling to grab someone's
43:54to let me tell you a story is a great
43:57opener by the way um people like like
44:00naturally we all lean forward we're like
44:01oh story time it's like we're 5 years
44:03old again or something we're listening
44:05to you know we're on the on the mat in
44:08front of our teacher before nap time um
44:10listening to the story so that's a great
44:13openo um but then also people say to
44:16start with a high point of tension or a
44:19high point of like a problem like a
44:22tractable problem so you might be like
44:24you know it was midnight and I'd been up
44:27for three days trying to write this
44:29essay and I didn't know what to do
44:32because you know I'm dyslexic and I what
44:34you know whatever make up the story um
44:37and you know then it came to me what if
44:39there was a solution that could do X Y
44:40and Z right because your job in those
44:42first 20 seconds is to build empathy
44:46have them understand your problem but
44:47also have them feel something people who
44:49feel something are emotionally invested
44:52and and early stage investors this is
44:54less for VCS because they're honestly
44:56just often looking at the data but early
44:59stage investors are like do I feel
45:01something about this and does my does it
45:04follow up with my brain like am i g to
45:06make some money so like I always try and
45:09have those those two things as part of
45:12that but yeah the height the height of
45:15tension the height of the problem show
45:17how stressed you are and then provide
45:19the relief so I started this
45:21company and you know now look at the
45:24change it's making in the world it's
45:26incredible it's going to be
45:27huge um yeah I'm all
45:34course uh I have a question
45:37um do you have a p said you know you try
45:41to adjust depending on who the audience
45:43is but you have a preference for
45:46presenting with a deck versus without so
45:48one thing I noticed when I'm presenting
45:50or just having even a conversation
45:52without the deck of course they must
45:54have seen the deck first so I have to
45:56ask them like have you checked the deck
45:58cuz if they haven't this becomes a
46:00little harder uh it's just seeing them
46:02face to face because almost all my
46:03meetings are through Zoom but that way I
46:06can see them they can see me so at least
46:09they can see the emotional state I'm in
46:12so I can have that yeah uh but then I
46:14don't I don't have the visuals uh so
46:16yeah I don't know what your take on that
46:17is what did you have I did both and
46:20honestly it's what makes you feel
46:23powerful you should pitch the way that
46:24makes you feel the most powerful in that
46:26room if that's no deck that's no deck
46:29I've seen people raise without a deck
46:31and then do a follow-up Deck with the
46:32FAQs and everything else um I've seen
46:35people rais by you know going through
46:37their deck step by step and I've seen
46:39Founders who are very quiet and maybe
46:41introverted but extremely intelligent
46:44and for them a deck is is just really
46:47gives them comfort and makes them feel
46:50confident to tell their story um you
46:54don't have to do the showman I tend to
46:56do like a little shman style that's just
46:57my style but it's it's really about how
47:00do you bring energy to the room and what
47:02makes you feel comfortable enough to
47:04bring energy to the room so i' do I'd
47:06look at yourself and be like what makes
47:08me feel good like how do I want to
47:18yeah but certainly seeing your face and
47:20seeing your emotions is that's how we
47:22connect with each other as humans and
47:24that's how we you know yes and that's uh
47:28yeah and it depends some people
47:29recommend me like never show the deck
47:31like because then at least you have them
47:33focused on you and on the conversation
47:36but if you start showing them the deck
47:38they might I don't know they might look
47:39at something on the screen or they might
47:41I don't know play with her phone or and
47:43you don't know because when you're
47:45presenting you notice less of that yeah
47:48true I mean this is why the demo day
47:50deck has less words and why I do like
47:53little buildups of things I'm like I
47:55show you this line of text because
47:56that's what I'm saying to you and then I
47:57show you this line of text because
47:59that's what I'm saying to you um so that
48:01it forces them not to be trying to read
48:05anything on screen while I'm speaking I
48:07want them to listen to my voice yeah
48:09demo so basically the demo day deck is
48:11good for a meeting Doug yeah yeah it
48:13could be absolutely good for a meeting
48:17little I think you then have some
48:19appendix appendix screens and things as
48:21well obviously because demo days are
48:23often like three and a half minutes and
48:26you know how much can you fit in but
48:33yeah and that's a matter of often I
48:38craft the story first a big mistake
48:41people make when they're crafting their
48:42demo Day stories is they get onto a Word
48:44document and they write these massively
48:46huge paragraphs right and it's it's easy
48:51to do it that way but when you're
48:53thinking about speaking to an audience
48:55it's all short sentences and I'll show
49:02so here you'll see here's the way I
49:05write my script let me tell you a story
49:08period this is Michelle period now
49:09Michelle is not normal period and that's
49:11just like can you see how short those
49:13sentences are and how there's not a
49:16there's not a Hu massive paragraph in
49:20um it's it's just short little little
49:24bites and that gets people
49:26to pay attention so that that's why I
49:29often I actually don't write scripts for
49:31people I mean I I work with people in
49:32the demo datex and their pictures and
49:34things but I don't I usually listen to
49:37them and then like I pull out these I I
49:40chunk it out in slides I'm never
49:42actually working on a separate word doc
49:45I'm just like I'm writing each
49:48um and that you know I try to keep the
49:51shorter the sentence the more someone
49:57is Michelle actually your sister she is
50:00my sister and she's currently in Germany
50:02doing her PhD in neoscience and she's
50:04like kind of crazy amazing so yeah does
50:09she know you you call her out in the
50:10deck I do I don't well I had to check
50:13with her I'm like hey is it true that
50:15you did all of your like cours wear on
50:17like open open learning systems for your
50:19undergraduate from neoscience she like
50:21yeah I do I'm like you're crazy you're
50:23amazing awesome but I had this stat I
50:25mean the idea came from the stat the
50:27stat was 3% of people complete um online
50:31courses when they start um when they
50:35start them and that's changing because
50:37people are learning stuff about cohorts
50:39they're learning stuff about retention
50:40they're learning how Community impacts
50:42how you get someone through a course so
50:44that is changing but this is you know
50:46three four years ago I know probably
50:48like Charles has thinking about that in
50:49in Coda School retention and things yeah
50:52getting people through the cohorts but
50:58yeah Christine what can I do for you
51:01guys yeah go for it yeah um I think you
51:04like mentioned here and there like
51:06things that would work on PC would not
51:07work on angels and vice versa including
51:09exit strategy and then um other things
51:13that I I also put notes along the way
51:16but is there anything else that we
51:17should like remember to not then have
51:19like a similar uh deck of similar
51:22information that we will send to both
51:24Fey and Angel that you might not have
51:26shared yeah I categorize it as this I
51:29categorize as VCS professional angels
51:32and like M and pop Angels like M and pop
51:35Angels like your friends your family
51:36your rich people who don't invest in
51:38startups every day professional angels
51:40are your um you know they're on Angel
51:43list they've probably made a series of
51:45Investments they probably have a bunch
51:47of money set aside per year a number of
51:49Investments um so I bucket the
51:51professional angels and the VCS into one
51:53group they both understand dexs entirely
51:57you know they've worked with Founders
51:58for years they get that and then you
52:01know I have the the M pop Angels um
52:03other things that angels and VCS hate um
52:08honestly it's kind of personal based on
52:11the based on the VC definitely you don't
52:14need to have like here's where we're
52:16exiting um obviously they hate when you
52:20say there's no competition competition's
52:23healthy so many businesses have been
52:25built being the second to Market and
52:27copying the first to Market I've been in
52:29one of those businesses the first to
52:30Market which what I was in died because
52:34the second Market came along stole
52:36everything and like accelerated past us
52:37it is not a problem to have competition
52:39um you learn a lot from your competition
52:42I think the other thing that VCS and
52:43Angels hate is a massive list of
52:47acquisition strategies I'm going to do
52:50digital marketing I'm going to do um
52:52Partnerships I'm going to do this I'm
52:53going to do that I'm going to do this
52:55you know just even if you are still
52:58experimenting pick the one which makes
53:01the model work the most and say that
53:03you're focusing on that until you figure
53:05it out um is a lot more attractive than
53:08a we're throwing everything we have so
53:12many ways we could grow guys it's like
53:13well you know that's that's the hard
53:15part and then I think also with VCS a
53:18lot of times what I see Founders do when
53:20they give me their deck they're spending
53:2280% of the time talking about their
53:23product and about 20% of the time
53:26talking about the business and the
53:27metrics and it almost needs to be
53:29reversed like you know you can very
53:32quickly get someone to understand what
53:34you're doing and then you can show the
53:37potential for where it's going to go um
53:41maybe it's more like 70 30 like 30
53:43should be product and 70 should be how
53:46does this become big like what is what
53:49is the outcome what is the chain impact
53:51it's going to have in the world
53:53monetarily impact wise yeah um I know we
53:58have a couple of minutes
53:59left if there's any more questions I'm
54:01happy to take them I'm also happy
54:04to show you my favorite places to find
54:08photos go to pexels.com
54:10um also unsplash if you haven't used
54:13unsplash I use this all the time for
54:17they royaltyfree and really good
54:19quality um so those two are
54:22amazing um yeah this is what makes good
54:25presentation designer I just read a blog
54:27post about this so the storytelling the
54:30selling and design I think most people
54:31think it has you just make it look good
54:34but I think there's an art too the three
54:36of these things coming together um and
54:38that selling part is is the part of like
54:40how do you draw them to a natural
54:41conclusion and get them to take the next
54:43step right like how do you answer their
54:45questions and any issues that they have
54:47and and get them to do what you what you
54:50need them to do you're like you're
54:52corralling this situation there's a
54:54certain amount of energy I think with
54:55fundraising and I know when I was first
54:58fundraising I was almost fearful of VCS
55:00it's like there was this weird power
55:01Dynamic and I don't know whether that's
55:03because I'm a woman or I didn't trust
55:06myself I'm not sure um but my friend
55:08said to me he's like you've just got to
55:10break yourself of the habit of of
55:12thinking they held all the cards and you
55:15know have to really think about what it
55:18is that makes you feel comfortable in
55:19the room what is that makes you feel
55:21powerful in the room and you know how to
55:24how to show that to people
55:33yeah yeah show them they don't hold all
55:36the cards I think I'm going to leave
55:38home with that um thank you so much
55:41Christine we have one and a half minutes
55:43left if anyone has like last minute
55:48sure this this is great um but one
55:52question do you feel that there's a Risk
55:55by showing them like too many slides
55:58like say if the appendix has 50 slides
56:00yeah and your main deck has I don't know
56:0215 is it an Overkill or not
56:05necessarily I I hear different things
56:07some VCS are like it's perfect if you
56:09send me seven sides I had one tell me
56:12look my partner can't focus can you send
56:14me free slides and I was like yeah
56:17you're like holy like why why are you
56:19getting to do the work I would be like
56:21no sorry no I didn't I didn't yeah no
56:25yeah no I mean honestly I probably
56:26wouldn't said that but sometimes yeah I
56:30hate I hate how much how many multiple
56:33edits I think that's something that most
56:35Founders really hate here's what I would
56:39what I haven't done in the past but in
56:41asking me that question here's what I
56:42probably would do I'd have the short
56:44deck and then maybe in the initial
56:47meeting I'd say look here's my goal I
56:49want to get three reasons why you would
56:52you know why you would or you wouldn't
56:53invest or three additional questions
56:54that you have that's that's why I went
56:56out of this meeting and then I'm going
56:57to follow up and show you why those
56:59questions are you know either either
57:02relevant and yes I agree with you you
57:03shouldn't invest or they're not relevant
57:05and we can overcome it and then I'd
57:06probably follow up with a little video
57:08Pitch like a little Loom um let's just
57:11open up Loom because you know my other
57:13favorite tool I'll send you guys some
57:15other things as well and we didn't even
57:17touch getting meetings if anyone wants
57:20to know how to get meetings anyway um
57:23but I'd probably send them a little
57:24video and be like hey so here are the
57:26three things I heard from you number one
57:28number two number three let me address
57:29them and then I'd break it down and I
57:32address it by voice I would send them a
57:34video back these days I wouldn't even
57:35send them like a slide because you get
57:3950 things in appendix and maybe you're
57:41bringing up some stuff that they weren't
57:42even worried about but then they're
57:44seeing and they're like oh that's a
57:46thing maybe I should be thinking about
57:48that right and so I want to like pull
57:51from them the only things they're
57:53worried about and then I want to to
57:55personally address it back to them and
57:56show them how I'm going to overcome it
57:58and how I have the git and tenacity even
58:00if I don't know the answers to this
58:01thing to to figure it
58:05so you're building a relationship or in
58:07a rapport with them that you know you're
58:10a smart thinker you can figure out any
58:11problems you can get it
58:20cool thank you thank you so much
58:22Christine and thank you thank you so
58:25much all and as you know Christine is on
58:28the slack and one slack away if you need
58:30anything on the deck she is available
58:32and then passionate and then I'm
58:34incredible in it as you all saw um so
58:37thank you and let's close this session
58:39with our go team um yeah all right let's
58:46leave I'll go for it all right good
58:49David three two one go
