Ryan Hanley

Yeah, and I love that you started this with your story about, you know, you had 200 phone calls before you got your first yes, because that has been my experience raising money is that like in our heads, we're like, oh, I'm going to.

contact some companies and I'll bring someone in.

It's like, nah, 10 names is not enough.

Like you gotta be 50, 100.

I mean, it takes a lot of phone calls and it takes that founder, most often the founder, one raising the money, it takes them away from the business quite a bit.

And I guess like my last tactical question around this, at least for now, is how does the, what is your best recommendation for founders who maybe are still,

operationally, you know, important to the business.

They play a vital operational role and now they have to go raise, you know, how do they manage their time?

How do you set your business up so as a founder, you do have the bandwidth to go out and do all these phone calls and,

and take all these meetings because I know in the, there's two separate times where I've raised money, you know, it's like months and months of life.

Like all you're doing is like, you know, 20 phone calls a week and preparing for them and adjusting based on feedback and, you know, all this different stuff.

And you kind of lose touch with your business a little bit if you're really going after this.

So how do you set your business up to make sure that you can actually do that and you don't lose the business while you're trying to get money, I guess?

Yeah, what I love about...

what I'm hearing from your philosophy is very much an abundance versus scarcity mindset.

And I think that's how you have to approach this and probably approach everything.

But this line, turn the long maybes into quick no's, like this isn't just fundraising advice, whether it's dating, right?

Selling, basically anything associated...

getting to know and this is um a very big fan of chris voss i've met him a couple times and gotten to know him in a very small amount i don't want to pretend like we're close but um uh his whole philosophy is shoot for no right push for no because one uh knows give people security right uh so so part of it is it's i feel much more confident when you give me an opportunity to say no to you versus i feel like you're pushing me towards a yes i become much more

hesitant, much more willing to go, well, this sounds good.