Oren Klaff says the best capital raisers can be the most dangerous ones — because a great pitch can win money for a company that never deserved it.

Oren Klaff, bestselling author of Pitch Anything and Flip the Script and Managing Director of Intersection Capital, joins Joshua Wilson to unpack the psychology behind every investor conversation. Klaff has raised more than $500 million across 120+ private finance engagements and advised on deals topping $1 billion. He breaks down frame control, the three-part test for whether a company deserves capital, what investors are really buying, and how Theranos exposed the dark side of narrative and trust — essential listening for IR professionals managing credibility with the Street.

What We Cover:

• The origin story behind Pitch Anything and Flip the Script
• Why a "good product" and a "good company" don't guarantee a "good investment"
• The three-part test Klaff uses to evaluate a deal, using FTX as a case study
• What the American system of finance actually rewards, and what it doesn't
• The "financial product" investors are really buying
• The dark side of being too good at raising capital
• Cold outreach vs. warm relationships, and why cold pitching is the harder skill
• How Theranos used narrative and misplaced trust to raise money from sophisticated investors
• Why understanding your own values is the key to spotting red flags early
• Frame control: how to command respect without demanding it

Connect with Oren Klaff:
Website: https://orenklaff.com
LinkedIn: https://www.linkedin.com/in/orenklaff/
YouTube: https://www.youtube.com/@OrenKlaffInsights

About the show: The Investor Relations Podcast is produced by One Iron Network. Learn more at oneironnetwork.com.

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Website: theinvestorrelationspodcast.com
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Recommended Readings and Resources:

• Pitch Anything by Oren Klaff
• Flip the Script by Oren Klaff

A One Iron Network production: Executive Producer Joshua Wilson | Network Director Trisha Goddard

Disclaimer: Joshua Wilson is a licensed Florida real estate broker and holds FINRA Series 79 and Series 63 licensure. The content of this podcast is for informational and educational purposes only and should not be considered legal, financial, or compliance advice. All views and opinions expressed by the host and guests are their own and do not necessarily reflect the policies or positions of any regulatory agency, organization, or employer. Listeners should consult their own legal counsel, compliance teams, or financial advisors to ensure adherence to applicable regulations, including SEC, FINRA, and other industry-specific requirements. This podcast does not constitute a solicitation or recommendation for any financial products or services.

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