Raising capital can be very stressful.
And in stressful situations - when we’re eager to get the outcome we want - we have a dangerous tendency to talk and talk and talk…
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It’s like we believe that the more we talk, the bigger our chances are:
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To get the investor onboard.
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To get our manager to approve our idea.
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To get the customer interested in our product.
We’re trying to convince.
But here’s the hard truth:
Talking to convince is a terrible strategy.
Rarely successful.
Often the opposite.
The best way to convince people - is to be quiet.
And to listen.
Not passively waiting for your turn to speak, but listening actively - with curiosity, presence, and intent.
Because in reality, the goal isn’t to be convincing.
The goal is to connect.
And the only way to truly connect is through active listening.
Why Listening Changes Everything
When you listen, you:
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Discover what truly matters to the other person (not what you assumed mattered).
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Build credibility and trust faster than any “perfect” argument ever could.
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Adapt your message in real time so it resonates.
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Show emotional intelligence - a superpower in leadership and influence.
You stop performing, and start relating.
When you truly listen, you open the door to understanding, trust, and real connection.
It’s after the pitch, in that quiet dialogue, that investors, customers, and partners reveal what they really think.
That’s where the deal is won - or lost.
Too Many Talk, Too Few Listen
Unfortunately, I see far too often people who just talk and talk and talk.
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Here’s the pattern I see:
“ I just need to make my point.”
“ I already know what they’ll say.”
“ They’re not getting it - let me explain again.”
These are signs of broadcast mode. You’re sending, not receiving.
And when you only send, you miss insights, emotions, and opportunities that are right there, waiting to be heard.
The Four Levels of Listening
Great communicators listen on multiple levels.
They don’t just hear words - they sense tone, emotion, and energy.
Level 0 – Not Listening at All
Waiting for your turn to talk. You’re in your head, not in the room.
Level 1 – Internal Listening
You’re listening through your own filter. (“Oh yes, that reminds me of when I…”)
Level 2 – Active Listening
You turn off judgment. You’re fully present, curious, asking thoughtful follow-ups.
Level 3 – Global Listening
You pick up what’s not said - emotions, pauses, body language.
The best leaders and coaches live at level 2 and 3.
They create safety, trust, and space for reflection.
What Great Listeners Do Differently
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They seek understanding, not agreement. (Understanding builds trust; agreement can wait.)
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They ask before they answer. (Curiosity earns respect.)
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They embrace silence. (Pauses invite honesty.)
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They listen beyond words. (Tone and emotion reveal the truth behind the story.)
When people feel truly heard, they open up.
And that’s where insight, trust, and influence are built - not in your words, but in your attention.
The Bottom Line
Listening is not a soft skill.
It’s a strategic advantage.
It’s what separates good communicators from great leaders.
Great salespeople.
And great fundraisers.
Listen first - that’s where the magic starts.
That's all for today.
If you found this helpful - feel free to share with others.
See you next week!