Jeff Horing

I mean, I like to hear the top line numbers, but entrepreneurs probably aren't always the most forthright about what they give you.

Like they give you a little more happy years on those usually, which is where diligence can corroborate or not.

But those are the stories I want to hear is what makes you tick and what's this passion that you have about what problem and why?

Those really range a lot in response.

Like you hear enough people pitch and you're like, that one really resonates.

Elevator pitch, I got it.

Some, you need to double click, double click, double click.

You know, I was on the call today with one that I was like, I think I hear you, but I'm not quite getting that mood.

I'm not quite getting that long-term direction of where you're going to be.

Doesn't mean it wasn't there, but it's a 45 minute call.

You're not going to nail it exactly.

Sometimes the numbers tell you way more than the story.

You need to always take a look when you see numbers that are exceptional.

I am pretty forgiving on mistakes.

Some of my partners would say too forgiving, but I try to see inputs.

I have a thing that we instituted insight.

It's changed a little bit from the vision, but I call it the X factor.

Type A employees, they always want to know where their careers are going.

And they always ask me these tough questions.

Like, how do you give somebody valuable career advice in what we do?