Reid Hoffman

And by the way, we could spend the entire podcast only doing this. I mean, there's a very deep well. But here's some simple tips. So one is… The mistaken lesson that most people learn is to try to do reality distortion. It's like, no, no, no, no, no, no. Silicon chips to make ice cream shakes. It's the thing. No one's thought of it. It's really big. Right.

And by the way, we could spend the entire podcast only doing this. I mean, there's a very deep well. But here's some simple tips. So one is… The mistaken lesson that most people learn is to try to do reality distortion. It's like, no, no, no, no, no, no. Silicon chips to make ice cream shakes. It's the thing. No one's thought of it. It's really big. Right.

And people are like, okay, what you're convincing me is you're crazy. Right. Like you're literally like, please leave now. Yeah. Right. So you have to realize that all pitches are dialogues. And you want to be listening to smart people. And you, like, generally speaking, everyone you want to be recruiting, you want to be recruiting smart people. You want the absolute best talent working with you.

And people are like, okay, what you're convincing me is you're crazy. Right. Like you're literally like, please leave now. Yeah. Right. So you have to realize that all pitches are dialogues. And you want to be listening to smart people. And you, like, generally speaking, everyone you want to be recruiting, you want to be recruiting smart people. You want the absolute best talent working with you.

You want the absolute best talent working in your company. You want the absolute best. So you want people who are thoughtful and asking good questions. Like, for example... I pitch insanely aspirational businesses. But I don't pitch them saying, oh, LinkedIn is guaranteed to succeed. There's no universe in which LinkedIn won't be the transformer of professional work and careers.

You want the absolute best talent working in your company. You want the absolute best. So you want people who are thoughtful and asking good questions. Like, for example... I pitch insanely aspirational businesses. But I don't pitch them saying, oh, LinkedIn is guaranteed to succeed. There's no universe in which LinkedIn won't be the transformer of professional work and careers.

What I do is say, it can get here. Like, we have a real chance at this. Now, we have to navigate these risks. But if we navigate these risks, we're going to be here. Right? And then people say, ah. You're credible. You have a huge vision. You're compelling. I think you can do this, right? And then they come on board with you.

What I do is say, it can get here. Like, we have a real chance at this. Now, we have to navigate these risks. But if we navigate these risks, we're going to be here. Right? And then people say, ah. You're credible. You have a huge vision. You're compelling. I think you can do this, right? And then they come on board with you.

So one of it is to pitch the huge vision, but show that you're aware of the difficulties of getting there, right? Now, you don't have to go through all of them. You just have to go through enough of them or a big enough one that the person goes, okay, great. I get it. You're seeing it, right?

So one of it is to pitch the huge vision, but show that you're aware of the difficulties of getting there, right? Now, you don't have to go through all of them. You just have to go through enough of them or a big enough one that the person goes, okay, great. I get it. You're seeing it, right?

Another part of it is to say, this is part of the reason why competition is important, is like, I understand what game I'm playing, right? Here is my theory. This is what competition plays in. This is why I think the market will favor me. This is why I think technology trends will favor me. This is why I think I have a very unique edge.

Another part of it is to say, this is part of the reason why competition is important, is like, I understand what game I'm playing, right? Here is my theory. This is what competition plays in. This is why I think the market will favor me. This is why I think technology trends will favor me. This is why I think I have a very unique edge.

And, you know, in Blitzscaling, which I think is another book on your thing, Most consumer internet plays are what we call Glen Gary, Glen Ross markets, which is first prize is a Cadillac, second prize is steak knives, and third prize is you're fired. So you have to be pitching why you're possibly first.

And, you know, in Blitzscaling, which I think is another book on your thing, Most consumer internet plays are what we call Glen Gary, Glen Ross markets, which is first prize is a Cadillac, second prize is steak knives, and third prize is you're fired. So you have to be pitching why you're possibly first.

Right.

Right.

Yes. And so this is why we can win. And so now there's also mechanics in pitching, which is how do you tell a story of it? Part of the thing I tell entrepreneurs is to even if the person doesn't ask you the risk, tell them what the risks are and how you're navigating them because it will establish trust.

Yes. And so this is why we can win. And so now there's also mechanics in pitching, which is how do you tell a story of it? Part of the thing I tell entrepreneurs is to even if the person doesn't ask you the risk, tell them what the risks are and how you're navigating them because it will establish trust.

So, like, for example, in pitching investments – now, this I didn't know until I started learning it in terms of a mechanic of pitching is entrepreneurs tend to go, oh, when I need money is when I write up my PowerPoint and I hit – knock on the door and say, hey, give me some money. That's a foolish time to start the conversation.

So, like, for example, in pitching investments – now, this I didn't know until I started learning it in terms of a mechanic of pitching is entrepreneurs tend to go, oh, when I need money is when I write up my PowerPoint and I hit – knock on the door and say, hey, give me some money. That's a foolish time to start the conversation.