Jon Parker

I’ve been on countless sales calls and investor pitches, and nothing makes me lose interest faster than someone telling me their investment is practically guaranteed, their returns are incredible, or they’re the best in the business. The second I start asking about historical performance, downside risk, or worst-case scenarios, it’s amazing how many people brush it off and go right back to their scripted pitch. If you’re in sales, I promise you, when you’re pitching sophisticated investors, you’ll get a lot further by explaining the risks and downside first, then finishing with realistic base-case returns. Anyone can sell the upside. I’d much rather hear from someone who understands what can go wrong and how they plan to manage it.

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