3 Tips for Nailing Your Startup Pitch and Getting Funded

Over the years, we’ve seen a lot of startup pitches – the good, the bad, and the ugly. There are a million different ways to piece together an effective pitch, but the following are consistent feedback points that I always coach entrepreneurs on when helping prepare them for fundraising. Here are my top three tips for nailing your pitch every single time.

1.) Establish a target for your startup pitch.


Before you present your startup onstage, introduce yourself at a networking event, or arrive at your potential investor meeting, you need to do a little backward planning to ensure you make the most out of your pitch. Ask yourself – what is my number one desired outcome? What do I want to happen after I deliver my pitch? Regardless of where you’re pitching or who’s hearing your pitch, having the desired outcome – or a target – in mind will help you remember why you’re pitching and zero in on what you came to achieve.

As you’re thinking about your target, specificity is key. There’s a big difference between a target of meeting key contacts and a target of securing three meetings with three investors in the e-commerce industry within the next week. The latter is much more specific and thus, much more effective. To ensure your target is specific, you can use the SMART goals acronym.

S – Specific. Can you define your target using clear, precise language?

M – Measurable. Can you measure the impact of your target in quantifiable criteria?

A – Agreed Upon. Is the rest of your team on board with this target? Does it make sense based on your quarterly and yearly objectives?  

R – Realistic. Is your target reasonable, given your startup’s current traction?

T – Time-Bound. Have you set a time constraint to help hold yourself accountable?

Follow these guidelines and you’ll have a specific, clear target that will keep your pitch on the right path towards success.

2.) Hook your audience of venture capitalists or angel investors.


There’s a reason clickbait articles get so many clicks, and it’s not rocket science – it’s a hook. Whether you’re writing an article for Buzzfeed or you’re up on stage delivering your pitch, you have one chance and one chance only to grab your audience’s attention, and you do so with a catchy, juicy, irresistible hook.

How do you know if your audience will take the bait? Here are a few key elements of a good hook that you can incorporate into your own pitch.

Effective hooks are…

  • Genuine. Your hook should be catchy, but make sure it’s honest. If you don’t have the numbers you currently want or a highly-emotional story to open with, that’s alright. Find an angle that accurately reflects your startup and go from there. Authenticity is appealing, no matter how it’s delivered.
  • Emotional. Attention – please read the following disclaimer: not all hooks have to be emotional, however, some of the best ones often are. If your startup solves a problem that could be considered more personal for the consumer, rather than professional, consider using an emotionally-charged hook to capture your audience’s attention.
  • Direct. The opening lines of your pitch are not a good place to beat around the bush. Be direct. Don’t waste time introducing yourself and over-explaining your background (at least in the beginning), get started and hook your audience by jumping right into the action.
  • Creative. Some of the catchiest hooks use an out-of-the-box format to break the norm and jar their audience’s perspective. You can do this by asking your audience a question, telling a narrative, using a fun fact or statistic or using second person narration to put your audience (“you”) in your customer’s shoes.

The key to a successful hook is to break the norm. By interrupting your audience’s everyday thought patterns and challenging their assumptions of what a pitch might be, you’ll be able to not only hook their attention, but keep them hanging on your every last word.

3.) Don’t just talk about startup traction, show it.


Now that you’ve hooked your audience’s attention, your next job is to continue building excitement around your startup. It’s this stage in the pitch where a lot of startups fail, because they simply tell the audience who they are, what they do, and where they’re headed. The best entrepreneurs know, however, that in order to truly get investors on board, they must show how they’re changing the industry and making an impact.

So, how do you show traction in your pitch? There are a few different ways.

  • Social proof. Use testimonials or positive customer feedback to show how you’ve made an impact.
  • Authority. Demonstrate authority in your field by highlighting media attention, certifications, and/or other recognizable awards and achievements.
  • Numbers. Investors want to know every detail about every number in your records before they’ll invest. A few good numbers you might want to highlight in your pitch:
    • Market Size and Value
    • Revenue Projections
    • Profit Projections
    • Funding and Budget Allocations
    • Current Customer/User Base

You don’t have to incorporate all three of these elements—social proof, authority, and numbers — into your pitch in order to be effective. A solid approach is to pick your top three most impactful traction points to highlight in your pitch, and focus on those. A quality over quantity approach is always more memorable when it comes to demonstrating value.

Keep these tips in mind as you’re crafting and practicing delivering your pitch. Get clear on your target, craft a juicy hook, and demonstrate traction to set yourself apart from your competition and deliver a memorable, investment-worthy pitch.

You can apply this method to any field, including open source projects.

Check out one of my favorite pitches of all time on our startup pitch resources page. http://vergehq.com/pitch/

How to Create a Life of Greatness with Lewis Howes

I could barely contain my enthusiasm as I walked into the well-furnished penthouse overlooking the Hollywood hills. But my excitement was justifiable. I was about to have a one of the most real conversations of my life with an ex-pro athlete who turned his life around to become serial entrepreneur, speaker, and author.

Lewis Howes on GreatnessLewis Howes has the ability to connect with anybody. His hit podcast The School of Greatness gets a million downloads a month and is consistently ranked in the Top 100 on itunes overall, and even the Top 5 in the Health and Fitness category. As we took a seat in his home office, Lewis slid an advance copy of his new book across the table to me. I’ve since underlined his book, also named The School of Greatness, dozens of times over and dogeared it front to back —a sign of a book containing true greatness.

Maybe it’s because I’m a frequent listener to The School of Greatness podcast, or maybe it’s Howes’s sheer charisma and ability to connect, but our conversation that afternoon went deeper than I had anticipated. I sat there for nearly an hour, entranced in conversation and surrounded by hundreds of his personal collection of books. I recognize most of the authors—former guests of of his show—including billionaire business leaders, best-selling authors, and professional athletes. With only the room of best-selling paperback as our audience, we dove in…


In this interview, Lewis and I talk about some interesting topics like growing profitable businesses online, writing best-selling books, and performance psychology. But my favorite part of this interview is when we get personal and real about some of the challenge of building a life of greatness while building a business.

You’re going to love this…

Listen to Lewis Howes on Greatness:

Selected Links from the Interview:

Show Notes:

  • On starting his first company while living on his sister’s couch [3:40]
  • How to take action and stay motivated [5:15]
  • What to do when you don’t see eye-to-eye with your business partner (and insight into selling your company) [8:05]
  • How to use Periscope to make money and grow your audience [9:00]
  • Creating a unique and differentiated podcast [11:32]
  • How to prepare for any big event with Lewis’s “grounding” technique [13:05]
  • Why you should have a business coach [15:03]
  • What qualities to look for in a good business coach [16:15]
  • The important role of emotions in business [18:10]
  • Dealing with breakups and other emotional trauma while growing your business [21:35]
  • How to feel deeply and remain open to the world [23:00]
  • The journey to writing a best-selling book [26:00]
  • Why it’s important to write a book [31:20]
  • Lewis Howes’s new book The School of Greatness (plus how to get your free copy) [33:00]
  • What does the Greatness mean, and how can we achieve it? [34:15]

More About Lewis Howes:

People Mentioned:

You may also like these interviews:

Did you like this podcast?

What is your motivating force? What’s your purpose and inspiration? Drop a comment below and let us know what you learned from the interview with Lewis Howes.

The first 10 comments will get a free copy of Lewis Howes’s new book, The School of Greatness. PLUS we’ll include you on a private Verge-only call with Lewis, so you can learn from from Lewis live and ask him YOUR questions about greatness.

And hey, I’m feeling generous. Even if you’re not one of the first 10 people to comment, but you still comment within the first week of this post, I’ll hook you up with access to the call if you go out and buy your own copy of the The School of Greatness (just email your receipt to matt [at] VergeHQ [dot] com) Yes, that’s my direct line.

While you’re at it, I would LOVE to know what you thought about this podcast-eque format. It’s something we’re playing with here at Verge and we have some pretty killer interviews lined up. But maybe you prefer a different format. Maybe you prefer a different type of guest. Let me know!


Why Startups Should Celebrate Big Wins: The Psychology of Celebration in Entrepreneurship

Frank Gruber bootstrapped Tech.co (formerly Tech Cocktail) to grow organically and profitably. Since raising $2.5 million from Tony Hsieh and moving headquarters to downtown Las Vegas, Tech.co has reached millions of people.

Gruber has interviewed some of the world’s most exceptional entrepreneurs, including Jason Fried of Basecamp, Uber’s Travis Kalanick, and Matt Mullenweg of WordPress. He’s even written a book (Startup Mixology) to capture the most powerful lessons learned along the way. But I recently had a chance to talk with Gruber to dive deep into a couple of counter-intuitive concepts for high-impact entrepreneurship.

Watch (or listen) to the full conversation with Tech.co CEO Frank Gruber below:

Here’s the full audio with Frank Gruber for on-the-go and audiophile Verge friends:

Watch or listen to the full interview to learn:

  • Why entrepreneurs need to celebrate their wins with their team (and families!)
  • Strategies for bootstrapping to a scalable business
  • Stories from the tenches from Tech.co startups around the world

frank gruber tech cocktailFrank Gruber and I also talk about Tech.co’s annual startup conference—Celebrate. I’ll be joining them this year to moderate a powerhouse panel of investors.

Want to join me?

Drop a comment below for a chance to get a FREE pass to Celebrate 2015. Let me know one thing you’ve accomplished in your startup over the past month. We’ll pick our favorite 3, and give an all-access pass to Celebrate 2015.

So… what should you and your startup team celebrate?

How to Find and Attend the Best Conferences to Grow Your Business

Ludovic Ulrich hails from France, but he’s spent more than a decade leading projects at Apple, Microsoft, Salesforce—the goliaths of Silicon Valley. Sure, these companies may dominate the digital world, but they all wield a powerful weapon in engaging their customers and partners. . .


Sometimes it’s their own user conferences like Dreamforce, and often its partner conferences where they speak, exhibit, or and attend. Through all of his travels and conferences, Ulrich has developed a superpower he’s learned to use to support startups and his own initiatives.

Beyond being the Director of Salesforce for Startups, Ludo is a is the sensei of startup and technology conferences, having spoken at, sponsored, and attended dozens (if not more). In this interview, Ulrich shares exactly how to find the best conferences and how to attend those conferences to yield insane results for your business and career. Watch it here:

Or listen to the audio on how to find and attend conferences here:

I’m going to dive right in. But first, let’s address the elephant in the room . . .

Are conferences a waste of time?  

events a waste of time

Well… Yes. 

The way that most people attend conferences, it’s a complete waste of time. But that’s not you. You’re in the 1% who wants to get the most out of your experiences. So, we’re going to show you have attending conferences can become the most valuable thing you do, mmkay?

“Do your homework,” Ulrich says. “Who are the sponsors? Who are the speakers?” If you’re not seriously curating your list of potential conferences, you’re missing the most important part of developing your event efficiency.

Find the conferences where you know—or are very familiar with—at least one of the speakers, sponsors, or organizers. These people can be your seminar sherpas, blazing the trail for your at conference breakout sessions or on the tradeshow floor. Lean on these people to get to the good stuff, especially if they’ve attended the conference before:

Which after parties are the best for your industry?

Which sessions are the most productive?

Use social media at events to follow the connections and chatter in your industry. Leverage connections with large brands to gain access to the best parts of conferences and learn how to make the most of your visit. Then, go to work on your plan of attack. . .

How do you stand out at conferences?

This ain’t no junior high school dance. So why do so many people play conferences as a lone wolf or around the periphery?

how to attend events

If you’re going to spend the money, and more importantly take the time, to attend an industry conference, you must jump in there and make the most of every minute. You want to be yourself, but you really want to be the best version of yourself. 

Don’t mingle for the sake of mingling. Have 1-3 specific asks in mind before you even go to the conference (for investors, it’s __________ …. for developers, it’s __________ … for the media and bloggers, it’s __________).

Don’t actually take breaks during the break. That’s for suckers or people who drink too much Mountain Dew 🙂 …. But seriously, find the people who you really want to connect with (you probably created this list while doing your pre-conference research).

Don’t be a clingy conference goer. Make your connection, find an opportunity to reconnect later, then move on. No one wants to be latched to someone at the hip for an entire conference. This will inhibit your ability to move around, meet new people, and find new opportunities. So get your ninja uniform on and be the event assassin that I know you are. And yes, I mean that as a metaphor.

You were probably wondering, and the answer is yes, you can go too far. . .

WARNING: Don’t Be This Person at a Conference

Keep an eye out for any behaviors that might group you into one of these conference attendee categories:

  • The eye darter: These are the people who are never fully present in anything. They have so much FOMO (fear of missing out) that they’re constantly looking around for the next best thing—even if they’re already in a conversation.
  • The card pusher: “Here’s my card!” We all know this person. They push their cards on anyone and everyone even if there’s no logical reason to exchange contact info. As a general rule: don’t give out your card unless someone asks you for it.
  • The frat boy/girl: You can always find this person within proximity of the bar. “Open bar, dude!” is the warcry of the conference frat boy or girl. But a conference isn’t a frat party. So just know your limits, and you’ll avoid being grouped into this category.

How do you approach someone at a conference?

Ahhh, now you’re asking the right questions young padawan. This is the most important skill in for a productive conference attendee and there are a couple of important principles to keep in mind.

make friends at conferences


First and foremost, be respectful of people’s time. Everyone has ponied up their time and money (or their employer’s money) to be at the conference or tradeshow and there’s a finite amount of time to take it all in. So you need to always be thinking about answering one question:

How can you make it worth someone’s time to talk to you?

There are a couple of strategies here. It’s important to be interesting, so even if you can’t do something to directly help someone or their business, you at least have an engaging exchange and that person remembers (at least in general) what you’re all about. That means you should have a couple of canned anecdotes that bring you and your business to life!

be interesting at eventsAsk your marketing director (or a friend who is a good story teller) how to talk about what you do in a way that makes it interesting. You can find a few ideas here.

And I already mentioned this, but it bears repeating. . . Have a clear ask. Preferably this person will have mentioned something that makes you think they can help, but even if the opportunity doesn’t present itself, you can always go with something along the lines of “You know, I’m working on this facebook ad campaign and it’s really challenging because it’s my first time doing an ad buy… You wouldn’t happen to know anyone with experience with that, would you?”

Not the most tailored approach, but still much much better than “So I heard the Foo Fighters are playing later. That’s pretty cool.”

When in doubt, show that you’ve done your homework. If you don’t know anything about your new conferencemate’s company or industry, you can always create some value by sharing something interesting you learned about the conference during your pre-conference research. Maybe it’s an uber-secret after party, or maybe it’s just a hidden gem of a coffee shop that has great wi-fi and lattes . . . but if you’re generous to conference goers, the conference will be generous right back to you.

Don’t forget to follow up with connections made at conferences (you can do this more easily if you track your conversations along the way) and take notes for next year.

Where can I do more research on conferences and industry events?

Startup SummitI’ll be putting these strategies the Salesforce Startup Summit, a conference produced by Ulrich and his team within the larger Dreamforce conference in San Francisco. If you want to join me, just drop a comment below and I’ll send you a code to get 50% off your Startup Summit registration. Or check out other great conferences in your industry.

I like using Lanyrd when researching and searching for events, but you can also find great stuff on Techmeme and similar information hubs. As you attend more conferences, you may even learn some techniques for getting into events for free. Now, you’ll be the pro. 

What conferences have you attended? What are the most productive parts of events for you?


How a Winning Psychology Fueled a $20-million Profitable Tech Company

John Qualls grew up on the West side of Indianapolis—on the wrong side of the tracks, so to speak.

“I felt like I was in this situation and I needed to find a way out,” John recalls. “I was a straight-F student in high school and around 15 or 16, I realized I was going absolutely nowhere.”

john-qualls-eleven-fiftyBut in the following years, John would prove to himself that he isn’t the kind of guy who sits around waiting for something to happen. He has a winning psychology. John’s quest has taken him literally around the world and led to him starting a technology company that would end up reaching profitability and $20 million in revenue within its first three years.

In this candid interview with John Qualls, you’ll learn:

  • how he made a million dollars in sales selling out of a bookstore,
  • how John started one of the first cloud hosting companies (BlueLock), and
  • why he’s now leading the charge in software development education at Eleven Fifty
  • …and more!

I was lucky enough to work closely with Qualls at his first startup and can tell you that there’s more substance and life experience in John’s pinky finger than there is in the average startup founder. I’m confident you’ll learn something by watching the full interview here:

On the go? Listen to the whole Winning Psychology Interview Here:

Why a Winning Psychology Drives Success in Startups

I rode shotgun with John Qualls in the early days of BlueLock as we scaled annual revenues north of the million-dollar mark. It was there, riding between sales calls, that I was able to witness first-hand John’s remarkable psychology.

I credit his consecutive successes to three core traits, which you can see from watching our conversation:

Winning Psychology Trait #1: Let Gratitude Give Life to Your Dreams

Winning Psychology

John’s childhood on the West side of Indianapolis didn’t give him a clear path for growth. But despite his limiting circumstances, something told him that there was something more out there, beyond his immediate reality.

This belief in abundance led Qualls to join the Marine Corps, which would establish a strong foundation of skills and habits while exposing him to other areas of the world.

“Living in Japan, I had this tremendous appreciation for what we had in the United States,” John says. As I’ve worked with John through the past five years, it’s become clear to me that his attitude of gratitude has fueled a powerful abundance mentality. These qualities have become John’s startup superpowers to weather the storm of entrepreneurship while allowing him to see opportunity where others do not.

Winning Psychology Trait #2: Let Go of Excuses

“I’ve seen it kill so many companies and so many people’s career,” says Qualls. The cancer that has killed so many ambitious dreams is something that John calls the “Can’t, sir.”

As in, “I’m sorry, I can’t, sir.

John Qualls - Winning PsychologyAnd John doesn’t let any such language infect his mind. That’s because this kind of self talk limits creativity, ambition and ultimately, potential.

“Why can’t you do that?” was John’s attitude while making moves in his first professional role after returning to the United States. And while John humbly credits his success to naivete, it’s clear that it’s the lack of perceived limits that allowed John to think big—and swing big.

By letting go of excuses, John found early success in sales, selling more than a million dollars in contracts out of a bookstore by simply approaching people who picked up books from the “computers and programming” section of the shelves. That same lack of limits gave John the ambition to pursue an RFP in the early days of BlueLock, which would turn out to be a pivotal multi-million-dollar contract with Lehman Brothers.

Winning Psychology Trait #3: Stop Playing to Not Lose. Play to Win!

“It literally about killed me. I was sleeping 8 hours total each week for about 8 months straight,” John recalls of the days following the signing of the Lehman Brothers contract at BlueLock.

And John credits his success to this focus on moving towards a goal, as opposed to focusing on avoiding negative results. He calls this paradigm shift playing not to lose vs. playing to win.

This relentless pursuit of positive goals has empowered Qualls to make difficult decisions, like replacing himself as CEO of his own company after three years of consistent growth. But it continues to drive his efforts today, as John continues to elevate the level of talent in his home state of Indiana.

“It’s about finding your passions and getting involved with people,” John says. As the President of Eleven Fifty Coding Academy, Qualls is working to help people learn to code. He’s attracting and training the best people and companies to grow their tech businesses in Indiana—something he refers to as “brain gain.”

(Tweet this story, or your own growth story with the hashtag #BrainGainIN)

How can you invest in these three psychological traits for yourself? We all have these qualities within ourselves. The question is…

Will you continue to invest in them? Will you continue to invest in you?


How Monthly Investor Updates Scored $10 Million in Funding for WedPics

Before Justin Miller’s mobile company had 2.5+ million users, he was working out of a basement, searching for an industry where his tech company could thrive.

Miller has since been kicked out of that basement office, threatened by large-scale companies, and faced several funding crunches. But Miller’s startup, WedPics now powers personalized photo-sharing for 10,000 weddings per weekend, with monthly uploads in the millions. Watch Justin Miller’s candid interview from Verge North Carolina and learn the real story behind how he grew WedPics (and exactly WHY monthly investor updates are so important):

WedPics CEO and Co-founder Justin Miller didn’t have prior expertise or experience in launching or growing a tech startup. But the team’s resourcefulness made creative use of the resources available in the growing tech hub of the Triangle area of North Carolina (Raleigh-Durham-Chapel-Hill).

justin-miller-monthly-investor-updates“This was everybody’s first startup,” says Miller. “But we were just driven and had the determination to figure out how to make things happen.”

Miller believes in his team and the startup community in North Carolina. He is a graduate of North Carolina State (NC State) University and veteran of IBM, where he spent 7 years honing his skills before launching WedPics (then named deja mi, inc) in 2011.

WedPics has $9.9 million in 5 rounds of funding, according to CrunchBase. Investors include the likes of well-known thought leader and investor Brad Feld and “Shark Tank” star Barbara Corcoran.

“None of us knew anything about the wedding space,” said Miller. But the team has prevailed through effective user acquisition, tech development, and communication. The co-founder attributes the WedPics investment success to one key CEO habit:

Write Monthly Investor Updates

“I needed to figure out a way to stay at the top of everybody’s radar,” said Miller. “[Doing monthly investor updates] is one of the best things I’ve ever done.” Here’s what Miller did with his WedPics investor and partner updates:

  • Send at the beginning of every month
  • Give overview of how we did the previous month
  • Provide cumulative overview of how we’ve been performing to date

“That is one of the best things we’ve ever done,” says Miller. Several investors and investor groups have explained why monthly investor reports are important and have even provided investor update templates for founders to use. But Miller shares which qualities made the WedPics updates so valuable:

5 Keys to Effective Investor Updates

  1. WedPics-investor-updateStay relevant (share only the information relevant to company’s current direction).
  2. Show traction.
  3. Make it a quick read (Pro Tip: use charts where it’s helpful).
  4. Be transparent.
  5. Don’t expect responses (people are busy, so be consistent even if updates don’t immediately spark a dialogue).

Even if your tech company doesn’t have investors, you can use monthly investor updates to form and direct your thinking, keep your team on the same page, and facilitate partner opportunities. WedPics not only shared with investors and potential investors, but used the monthly investors reports to keep potential partners, acquirers, and acquisition targets updated on their team’s progress.

Side note: social sharing app Buffer does a great job of sharing their monthly investor updates. Read through their past updates here. I also really like the notes on investor updates from Groove CEO Alex Turnbull: read his advice here.

Watch the Full WedPics Interview to Learn More About Investor Updates AND:

  • WedPics User Growth Strategy
  • Why Sharing Personally is Important for Founders
  • Why WedPics is Still Taking Risks
  • How North Carolina is Supporting Startup Growth

Watch the WedPics interview …or…. leave a comment below! Are you currently sending regular investor updates? What benefits (or even negative side effects) have you experienced as a result?

From Broke to Breakthrough: Peter Voogd and 6 Months to 6 Figures

I recently listened to the audiobook of 6 Months to 6 Figures by Peter Voogd, and his perspective really resonated with me. And not just because we have a shared past of door-to-door sales (I sold vacuum cleaners, he sold Cutco knives). Voogd went from broke to a game changer who practically defines the word “hustle.” In his book, and in this interview, he shares keys to success for fellow entrepreneurs.

“You only know how strong you really are until being strong is the only option you have. ”

-Peter Voogd, Author of the Best Seller 6 Months to 6 Figure

Watch the full interview with Peter Voogd:

On the go? Listen to the whole interview here:

Inspiration vs. Habits.

A lot of us entrepreneurs are inspired, which helps us drive action, but Voogd emphasized the importance of productive habits: “Inspiration is short-term and feels good in the moment, but it’s hard to sustain because you don’t have the habits.” One recipe for success he described was the habit of asking himself “What did I do well? What can I do better?” after every single meeting or presentation.

Circle of Influence.

Voogd further explained how taking it upon yourself to figure out these effective habits is unnecessary: “It takes people so much longer to get to an end result than they would’ve got if they actually reached out to people that are already playing the game at a higher level. They will tell you what the best habits are.” Identify the top five people in your industry and reach out to them. Stop making excuses and, as Nike advises, just do it. You’ll probably be surprised by how easy it is to get a hold of even famous people, who can then help you drastically shorten your learning curve. Watch Voogd explain his circle of influence epiphany →

“You have to realize that everyone who has a network now once didn’t. The first step is increasing your level of certainty that you can connect with people like that, whether you have anything to offer or not.”

-Peter Voogd, Author of the Best Seller 6 Months to 6 Figures

“The Unrequired Things.”

6monthsto6figuresAlong with establishing effective habits, Voogd spoke about how going above and beyond is the key. One way to go the extra mile is having utter confidence in selling yourself: “You have to believe wholeheartedly that the product is better for [your customer], and they are better off having it than if they don’t.”

The second unrequired thing is writing down the internal reasons that drive you to do what you do. You might come up with 20 to 30 reasons, then boil them down to four or five core ones. Voogd underscored that reasons come first, results come second: “Too many people just go after results, without having strong enough reasons, and if they go through challenges, they don’t have any reasons to pull them through the challenge.”

The Million Dollar Question.

A great story Voogd shared was from when he was a sales manager in his early 20s, striving to hit a $1 million sales goal that was thought to be unattainable. You can probably guess the outcome, but don’t miss how he did it →

“Anything is possible to those who value their goals, their dreams, and their visions over their current excuses or reality.”

-Peter Voogd, Author of the Best Seller 6 Months to 6 Figure

The One-Page Productivity Planner

Voogd shared the details of his one-page productivity planner. The exercise here is to simplify and focus on what really matters. Get the gist below, download his template here, or watch him explain it 

  1. Brief vision-statement. What’s your ideal outcome in six months?
  2. Your BIG 5 Goals for the next 12 months.
  3. Your Top Five Reasons, the most powerful ones that drive you the most.
  4. Your Key Values, to connect to what’s most important to you. For example, a few of Voogd’s are are flexibility, autonomy, and impact.

Download the 1-Page Productivity Sheet >>

Talk about impact! The Game Changers Academy Voogd founded has trained and inspired over 4,500 entrepreneurs, and his podcasts, videos, websites and social media reach over 200,000 people monthly.

Want to learn even more from outstanding young entrepreneurs?

On July 30th, I’ll take the stage with Santiago Jaramillo, one of Inc Magazine’s “30 Under 30” for a special launch event in the brand new offices of his growing mobile tech company, Bluebridge. Get your tickets now!

Peter Voogd Interview Transcript show

Midwest Vs. Silicon Valley: Tech Talent and Lifestyle

“We’ve got great talent,” says voicemail inventor Scott Jones. “We just need more of it. And frankly,” Scott continued, “I think many would say the same in Silicon Valley.”

Watch the interview here:

“I hear a lot of complaints from people on the coasts,” Jones laments. The cost of living and other inconveniences of cities like San Francisco have left many yearning for more. This makes areas like the Midwest not only more attractive to employees, but to business owners as well.

Scott Jones on Silicon Valley“Once you find people, they stay put longer here,” Jones says. And with growing entrepreneurial ecosystems outside of Silicon Valley, there are more and more resources to grow a tech startups beyond San Francisco.

“They can never find enough of the great talent,” says Jones. “And that’s what we want to create here at Eleven Fifty.

Scott Jones is the co-founder of Eleven Fifty coding academy based in Indianapolis, Indiana. We’re excited to announce that Eleven Fifty is now an official sponsor of Verge HQ in Indiana, offering exclusive access and unique opportunities to its members. Use code “VERGEhigh5 at registration to save on your next coding course.

Cost of living San Francisco

Why Learn Coding? w/ Scott Voicemail Inventor Scott Jones [VIDEO]

I sat down into the red velvet seats of one of the greatest home theaters in the world. But I wasn’t in New York or Los Angeles.

Voicemail inventor Scott Jones recently made his home (read: mansion) into one of the most ambitious undertakings in the field of education. With the unveiling of Eleven Fifty coding academy, Jones launched a new approach to learning to code software. Full disclosure: Eleven Fifty is a sponsor of Verge. And there are very good reasons why we decided to partner up…

Watch the video below to see Scott’s answer to the question “Why learn coding?” and maybe even more intriguingly… Why Indiana?

So, why learn coding?

C’mon! Are you living under a rock?

I know I’m not the only one getting hit up dozens of times a week asking if I know anyone who “knows how to build iPhone apps” or someone in search of a “technical co-founder.” Coding skills are in high demand.

It doesn’t matter if you know the latest language or not, it’s the underlying principles and thinking strategies of software development that lay the foundation to build great software–whether you want to build the next enterprisey software death star… or just annoy your friends with a new app that will be hotter than Flappy Bird.

Why learn coding in Indiana?

scott-jonesWell, besides the fact that the Indiana startup community’s got it going on, there’s one critical aspect that sets Indiana apart. . .


By hosting their intensive coding courses in the home of voicemail inventor Scott Jones, Eleven Fifty has crafted an immersive approach to learning to code. Walking through the halls (and the sick home theater, and indoor basketball court, and commercial kitchen…), you can feel the knowledge being pumped into the brains of students as they develop real-life apps with hands-on guidance from some of the most talented trainers in software.

There are also several great developer communities and new organizations that are working relentlessly to help more people become more technically proficient.

Why learn coding now?

It seriously has never been easier. If you want to learn to code but haven’t written your first line yet, it’s just because you’re lazy.

Hey, I won’t hold it against you. Just get started. Like… now.

If you want to get a taste of this immersive approach to learning to code, we’ve got something special for you. . .

Use the discount code below for 40% off the Security course

May 28th and 29th. Get the deets and get registered for the course here:


Code: verge@efa
The code can be entered at the checkout! So… check. it. out. (sorry, I had to)

If you’re within driving distance of the academy, I hope you’ll join us for our May 28th Evolution of Code event at Eleven Fifty. You can register here (while tickets are still available):


So, let me know where you’re at. . . Are you learning some coding basics? Or wanting to take your technical game to the next level? Let me know in the comments below or shoot me a tweet!

Entrepreneurial Tips from a CPA CEO: Neil Berman on Founding, Leaving, Returning to and Growing Delivra

When the stereotypical entrepreneur is a 20-something with a sales or marketing background shooting for the moon, Neil Berman stands apart. He had a career in accounting before founding Delivra, an email marketing service provider that’s a “unicorn” in its own way.
The company itself is a rarity in the software world: it’s profitable. I spoke with the CEO about the advantages his accounting background gave him and what’s in store for Delivra.

Watch the full interview with Neil Berman here:

Dot-com Boom Beginnings

The year was 1999. Adoption of the Internet was rising rapidly, and Berman wanted in on “what I felt was a really big thing.” A former employer had once told him that if he could find a business that met three criteria – faster, better, and cheaper – he should go for it. Berman’s wife was working for the postal service at that time, and when he compared email communication to regular mail, Berman felt it met all three: “I stuck my stake in the ground and went from there.”

Entrepreneurship, CPA-Style.

Until then, Berman was an accountant: “I still belong to the Indiana CPA Society.” Working on the public side of accounting, he gained an inner look at many companies and what made them successful… or not. When starting his own company, Berman just didn’t buy into the classic entrepreneurial model of raising money, growing as fast as possible, and selling out. Between his conservative mindset and desire for independence, he opted to not seek investors and instead grew organically, initially starting Delivra out of his own home.

“I’ve seen entrepreneurs with great ideas, but the faster they grow, the more money they lose. Then their business collapses, and they don’t really understand why.”

-Neil Berman, Founder and CEO of Delivra

To this day, the company is opening a new regional office every three months without having to raise money or get a bank loan. When mentoring others about entrepreneurial finances, Berman said, “I find that either their eyes glaze over or they’re afraid to ask questions because they don’t want to appear stupid.” He emphasized that it’s vital to understand your business’s key performance indicators, especially what you have to do to break even. “If you’re in school today, take some of those accounting classes that you hate,” he advised wryly. “I didn’t like them either, but it’ll be useful information someday.”

On Walking Away…

NeilBermanLike fellow CEOs Steve Jobs and Howard Schultz, Berman left his own company and returned, but for a very different reason. Six years ago, Berman’s wife became ill and passed away very suddenly. Devastated, he hired a team of five to run the company’s functional departments in his stead and traveled the world: “I didn’t know if Delivra was going to be my future. I had to get grounded again.”

…And Coming Back.

Two years ago, Berman did return: “Coming back home to email software felt comfortable for me. I loved the software business and wanted to take it to the next level.” However, while the company was still profitable, competition had considerably heated up during his absence, and sales had flattened: “What we were doing previously had stopped working.” Berman jumped back into the saddle and set about determining Delivra’s future.

On Consultants and Dirty Laundry.

Since he knew the business, the market, and the competition, Berman had a vision for Delivra’s path forward but hired consultants to help him make a more informed decision. After “doing what consultants do” – surveying and interviewing customers, staff, and people both inside and outside of the industry – they presented a recommendation that aligned with Berman’s hunch but was better defined and more actionable. When working with consultants, Berman stressed transparency: “You need to be communicative about everything. Air the dirty laundry.”

“The Magic Differentiator.”

DelivraToday’s email marketing industry is competitive, but Delivra is investing a lot of money in product development to offer clients a robust marketing solution. But perhaps its biggest differentiator is its focus on building relationships with clients via its expanding network of regional offices and offering them product enablement help up front: “We find that to be a magic differentiator. Although it costs more, we’re going to close more sales, and that’s how we’re going to grow the business.”

A Crash Course on Email Deliverability.

Delivra takes pride in helping its customers’ emails reach inboxes the right way: “Today, delivering email with the blizzard of spam that’s out there is challenging. It’s part science and it’s part art.” Watch Berman’s crash course on email deliverability and list hygiene →

How do you try to apply a financial mindset to your entrepreneurial venture? Comment below!

See Delivra for Yourself on May 14th!

It’s pretty awesome to see what Delivra has built in Indianapolis, Indiana. We use Delivra at Verge and I’m blown away by the people at this company. Come meet them for yourself at Delivra’s open house on May 14th. Hope to see you there! Click here to RSVP →

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