Five Secrets To Delivering The Perfect Pitch

Australia’s best stock pickers have just eight minutes to convince the country’s top money managers they have found an investment gem that the market has overlooked.
Jun Bei Liu being coached by Jonathan Pease. Picture: Renee Nowytarger.

Patrick Durkin

Five Secrets To Delivering The Perfect Pitch

November 5, 2023
Australia’s best stock pickers have just eight minutes to convince the country’s top money managers they have found an investment gem that the market has overlooked.
Read Transcript

Just before Jun Bei Liu stepped on stage at last year’s Sohn Hearts & Minds conference, she turned to her public speaking coach Jonathan Pease, and said, “I can’t do this.”

Liu was about to step on stage with a selfie stick, dressed as a duty-free shopper in head-to-toe luxury fashion brands like Gucci, Chanel, Bulgari, Hermès and Balmain, to name China Tourism Group Duty Free Corporation as her 2022 stock pick.

“Yeah, you can,” Pease told her, before she bounded on stage to deliver a knockout pitch.

Tribeca's Jun Bei Liu at the Sohn Hearts & Minds conference in Hobart in 2022. Picture: Alastair Bett

Liu, lead portfolio manager at the $1.7 billion Tribeca Investment Partners, knows the stakes don’t come any higher than at the Sohn conference, which returns to the Sydney Opera House on Friday.

At the event, founded by Matthew Grounds, Gary Weiss and Guy Fowler in 2016 to raise millions for medical research, stock pickers have just eight minutes to pitch to the country’s best fund managers, bankers, investors and business media. They must explain how they have found an investment gem that the market has overlooked.

The founding creative director of the conference and author of the recent book Winning the Room, Pease personally trains each presenter to help win over the battle-weary crowd, who have heard it all before.

Here are Pease’s top tips for the perfect pitch.

1. The hook

Pease says you need a really strong start, especially to win over a hardened audience. In 2019, Liu emerged on stage to the children’s song Baby Shark, before revealing her stock pick as The a2 Milk Company.

“You want a really big take-off,” Pease says.

“When Liu stepped out in all her duty-free gear, it showed that obsession with duty-free in China and so you immediately got that.

“Make sure in the first minute you put the hook out there that people can understand and really buy into.”

Pease also remembers Nick Griffin at Munro Partners who in 2019 tipped the advertising platform TradeDesk.

“We came up with the Don Draper theme, so that was the song that played as he came on and then he went back to the theme throughout, and had Munro ads popping up during his pitch to demonstrate how it worked.”

Pease also remembers back to 2016 when Chicago small-cap specialist Leah Zell pitched BIM, Turkey’s answer to Aldi. “She stepped onto stage, paused and said, ‘Are you ready to take a magic carpet ride to Turkey with me?’ It was just, ‘wow, that’s interesting’.”

Jun Bei Liu being coached by Jonathan Pease. Picture: Renee Nowytarger.

2. Curiosity gap

Pease says while you need a strong start, for this sort of audience, you also want to hold back revealing the actual stock pick to take the audience on a little whodunit story.

“Some of the best pitches we’ve had have been a really late reveal,” he says.

“It’s a very smart audience, they want to go on a bit of a discovery journey. The audience love when we drop little breadcrumbs on the way to reveal a stock.”

3. Tight, loose

Pease says you want to rehearse your presentation or pitch and get it as tight as possible up until the night before, but then you should throw away your notes.

“If you’ve learnt it tight enough, when you present it loose, you actually grab onto things in your memory, you bring in your own personality and react to the audience live, which makes the presentation so much more engaging. It allows you to almost play with your content, rather than present it.”

Nick Griffin from Munro goes for a Mad Men theme. 

4. Streamline

The old adage that less is more is also critical.

“Try to have fewer slides with fewer words and actually say less,” he says. “That’s really tricky when you’re dealing with subject matter experts who know everything about the stock and have all the numbers, it’s obviously tempting to put all of that in.”

Liu agrees it can be a challenge to streamline the content.

“We invest every single day so there’s so much content. To slim it down into eight minutes and something that makes sense, it really needs clarity,” Liu tells BOSS.

5. Slow down

Pease says most people already talk too fast and, under pressure, that speed only increases.

“Something we work on is how might we control the pace,” he says. “How we might design places to put in a pause, so we can really let points sink in, or draw attention to something you want people to think about or remember. Pausing is a lovely way to do that, it also creates drama and shows that you are in control.”

Liu says she has learnt that practice alone and natural charisma do not necessarily make you better, but that pitching is a real skill that can be learnt.

Pease, who says he was driven in his career by a fear of public speaking, agrees his clients are talented, but it is about getting the extra 5 per cent or more to make a real impact.

This article was originally posted by The Australian Financial Review here.

Licensed by Copyright Agency. You must not copy this work without permission.

Just before Jun Bei Liu stepped on stage at last year’s Sohn Hearts & Minds conference, she turned to her public speaking coach Jonathan Pease, and said, “I can’t do this.”

Liu was about to step on stage with a selfie stick, dressed as a duty-free shopper in head-to-toe luxury fashion brands like Gucci, Chanel, Bulgari, Hermès and Balmain, to name China Tourism Group Duty Free Corporation as her 2022 stock pick.

“Yeah, you can,” Pease told her, before she bounded on stage to deliver a knockout pitch.

Tribeca's Jun Bei Liu at the Sohn Hearts & Minds conference in Hobart in 2022. Picture: Alastair Bett

Liu, lead portfolio manager at the $1.7 billion Tribeca Investment Partners, knows the stakes don’t come any higher than at the Sohn conference, which returns to the Sydney Opera House on Friday.

At the event, founded by Matthew Grounds, Gary Weiss and Guy Fowler in 2016 to raise millions for medical research, stock pickers have just eight minutes to pitch to the country’s best fund managers, bankers, investors and business media. They must explain how they have found an investment gem that the market has overlooked.

The founding creative director of the conference and author of the recent book Winning the Room, Pease personally trains each presenter to help win over the battle-weary crowd, who have heard it all before.

Here are Pease’s top tips for the perfect pitch.

1. The hook

Pease says you need a really strong start, especially to win over a hardened audience. In 2019, Liu emerged on stage to the children’s song Baby Shark, before revealing her stock pick as The a2 Milk Company.

“You want a really big take-off,” Pease says.

“When Liu stepped out in all her duty-free gear, it showed that obsession with duty-free in China and so you immediately got that.

“Make sure in the first minute you put the hook out there that people can understand and really buy into.”

Pease also remembers Nick Griffin at Munro Partners who in 2019 tipped the advertising platform TradeDesk.

“We came up with the Don Draper theme, so that was the song that played as he came on and then he went back to the theme throughout, and had Munro ads popping up during his pitch to demonstrate how it worked.”

Pease also remembers back to 2016 when Chicago small-cap specialist Leah Zell pitched BIM, Turkey’s answer to Aldi. “She stepped onto stage, paused and said, ‘Are you ready to take a magic carpet ride to Turkey with me?’ It was just, ‘wow, that’s interesting’.”

Jun Bei Liu being coached by Jonathan Pease. Picture: Renee Nowytarger.

2. Curiosity gap

Pease says while you need a strong start, for this sort of audience, you also want to hold back revealing the actual stock pick to take the audience on a little whodunit story.

“Some of the best pitches we’ve had have been a really late reveal,” he says.

“It’s a very smart audience, they want to go on a bit of a discovery journey. The audience love when we drop little breadcrumbs on the way to reveal a stock.”

3. Tight, loose

Pease says you want to rehearse your presentation or pitch and get it as tight as possible up until the night before, but then you should throw away your notes.

“If you’ve learnt it tight enough, when you present it loose, you actually grab onto things in your memory, you bring in your own personality and react to the audience live, which makes the presentation so much more engaging. It allows you to almost play with your content, rather than present it.”

Nick Griffin from Munro goes for a Mad Men theme. 

4. Streamline

The old adage that less is more is also critical.

“Try to have fewer slides with fewer words and actually say less,” he says. “That’s really tricky when you’re dealing with subject matter experts who know everything about the stock and have all the numbers, it’s obviously tempting to put all of that in.”

Liu agrees it can be a challenge to streamline the content.

“We invest every single day so there’s so much content. To slim it down into eight minutes and something that makes sense, it really needs clarity,” Liu tells BOSS.

5. Slow down

Pease says most people already talk too fast and, under pressure, that speed only increases.

“Something we work on is how might we control the pace,” he says. “How we might design places to put in a pause, so we can really let points sink in, or draw attention to something you want people to think about or remember. Pausing is a lovely way to do that, it also creates drama and shows that you are in control.”

Liu says she has learnt that practice alone and natural charisma do not necessarily make you better, but that pitching is a real skill that can be learnt.

Pease, who says he was driven in his career by a fear of public speaking, agrees his clients are talented, but it is about getting the extra 5 per cent or more to make a real impact.

This article was originally posted by The Australian Financial Review here.

Licensed by Copyright Agency. You must not copy this work without permission.

Disclaimer: This material has been prepared by AFR BOSS Magazine, published on Nov 05, 2023. HM1 is not responsible for the content of linked websites or content prepared by third party. The inclusion of these links and third-party content does not in any way imply any form of endorsement by HM1 of the products or services provided by persons or organisations who are responsible for the linked websites and third-party content. This information is for general information only and does not consider the objectives, financial situation or needs of any person. Before making an investment decision, you should read the relevant disclosure document (if appropriate) and seek professional advice to determine whether the investment and information is suitable for you.

facebook
linkedin
All
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Eminence Capital founder Ricky Sandler in Sydney. Picture: John Feder‍Eminence Capital founder Ricky Sandler in Sydney. Picture: John Feder‍Eminence Capital founder Ricky Sandler in Sydney. Picture: John Feder‍Eminence Capital founder Ricky Sandler in Sydney. Picture: John Feder‍
November 6, 2024

Why this New York hedge fund manager sees opportunity in European stocks

Influential New York-hedge fund manager Ricky Sandler will turn to Europe for his next stock pick.

Read More
Vihari Ross of Antipodes. Picture: Louie DouvisVihari Ross of Antipodes. Picture: Louie DouvisVihari Ross of Antipodes. Picture: Louie DouvisVihari Ross of Antipodes. Picture: Louie Douvis
November 5, 2024

Antipodes’ Ross says short-term wealth hinges on US election

The portfolio manager says defensive stocks pose a bigger risk than the magnificent seven for investors that are overexposed to the American sharemarket.

Read More
Antipodes Partners portfolio manager Vihari Ross: ‘We ask where the overvaluation is and where the opportunity is.’ Picture: John FederAntipodes Partners portfolio manager Vihari Ross: ‘We ask where the overvaluation is and where the opportunity is.’ Picture: John FederAntipodes Partners portfolio manager Vihari Ross: ‘We ask where the overvaluation is and where the opportunity is.’ Picture: John FederAntipodes Partners portfolio manager Vihari Ross: ‘We ask where the overvaluation is and where the opportunity is.’ Picture: John Feder
November 5, 2024

Concentration risk key for investors: Antipodes Partners’ Vihari Ross

The concentration risk in global stock indexes that has built up during the strong rise over the past year must now be a key consideration for global investors, according to Vihari Ross.

Read More
JO Hambro Asset Management senior portfolio manager Samir Mehta.JO Hambro Asset Management senior portfolio manager Samir Mehta.JO Hambro Asset Management senior portfolio manager Samir Mehta.JO Hambro Asset Management senior portfolio manager Samir Mehta.
November 5, 2024

The fundie betting big on China – with help from AI

Mr Mehta is sticking to his well-worn strategy: he’s hunting for companies across Asia that aren’t battling intense competition and have management teams focused on costs, cash generation and high payouts to shareholders.

Read More
Beeneet Kothari is ready to shock the Sohn Hearts & Minds event.Beeneet Kothari is ready to shock the Sohn Hearts & Minds event.Beeneet Kothari is ready to shock the Sohn Hearts & Minds event.Beeneet Kothari is ready to shock the Sohn Hearts & Minds event.
October 29, 2024

Why this fundie wants you to ‘wince’ at his stock picks

When fund managers come to pitch their favourite stock at the annual Sohn Hearts & Minds conference, there are two ways they can go: they can play it safe, or they can take a risk and shock the room.

Read More
October 27, 2024

IFM Investors’ Rikki Bannan backs small cap investments to rebound after mixed performance

IFM Investors executive director Rikki Bannan believes this year could be a good one to invest in some select small cap stocks.

Read More
October 22, 2024

Meet the 2024 Conference Managers

Following a global search, the Conference Fund Manager Selection Committee is pleased to share eleven new managers for 2024.

Read More
October 21, 2024

Chris Kourtis is on a winning streak. Here’s his next ASX pick

Chris Kourtis of Ellerston Capital thinks he’s found another winner and thinks it’s the last chance to have a bite at the cherry before the strategy plays out.

Read More
Ellerston Capital portfolio manager Chris Kourtis. Picture: Britta CampionEllerston Capital portfolio manager Chris Kourtis. Picture: Britta CampionEllerston Capital portfolio manager Chris Kourtis. Picture: Britta CampionEllerston Capital portfolio manager Chris Kourtis. Picture: Britta Campion
October 21, 2024

Why Ellerston Capital’s Chris Kourtis plans to back a ‘hated’ stock

Chris Kourtis of Ellerston Capital plans to tip one of the “most hated” stocks in Australia when he presents at the 2024 Sohn Hearts & Minds Conference.

Read More
 ‘We’re riding a wave which started (with) the first silicon chips,’ Alex Pollak says. Picture: Britta Campion ‘We’re riding a wave which started (with) the first silicon chips,’ Alex Pollak says. Picture: Britta Campion ‘We’re riding a wave which started (with) the first silicon chips,’ Alex Pollak says. Picture: Britta Campion ‘We’re riding a wave which started (with) the first silicon chips,’ Alex Pollak says. Picture: Britta Campion
October 14, 2024

Alex Pollak champions rewards of disruptive investment

Alex Pollak’s funds management company Loftus Peak rode the Nvidia wave and he is now looking at more opportunities in disruptive industry stocks.

Read More
October 8, 2024

Sumit Gautam - Why AI won't deliver in 2025 | Scalar Gauge

Sumit Gautam is the Founder of Scalar Gauge and speaks with Equity Mates ahead of his appearance at the Sohn Hearts & Minds conference.

Read More
September 30, 2024

Missed out on Nvidia and Ozempic? This fundie says it’s never too late

Northcape Capital’s Fleur Wright is still kicking herself for not owning market darlings Nvidia and Novo Nordisk, the maker of the weight loss wonder drug Ozempic, before shares of those companies rocketed in 2023.

Read More
September 23, 2024

Scalar Gauge Fund founder Sumit Gautam cautious about over-hyped AI

Tech investor Sumit Gautam carefully avoids the word bubble when describing the investor frenzy surrounding the rise of artificial intelligence, but warns there are dangers of getting caught up in the hype.

Read More
September 9, 2024

The Wellcome Trust’s Nick Moakes made a 100-year bet. It’s paying off

Chief Investment Officer, Nick Moakes raised almost $3 billion at ultra-low rates. Sometimes the long view can be the most profitable.

Read More
Wellcome Trust chief investment officer Nicholas Moakes. Picture: Steven PocockWellcome Trust chief investment officer Nicholas Moakes. Picture: Steven PocockWellcome Trust chief investment officer Nicholas Moakes. Picture: Steven PocockWellcome Trust chief investment officer Nicholas Moakes. Picture: Steven Pocock
September 5, 2024

Honesty the only policy that matters, says Wellcome Trust’s Nicholas Moakes

The chief investment officer of the London-based $71bn Wellcome Trust, Nick Moakes, has a simple rule for the trust’s investment team: “Never invest with anyone who is or has been or should have been in prison.”

Read More
December 10, 2024

Professor Jane Butler: Sparking Hope for Spinal Cord Injuries

In this episode of the Hearts & Minds Podcast, we sit down with Professor Jane Butler to discuss her groundbreaking research into spinal cord injuries.

Read More
impact-podcasts
September 24, 2024

Asian Market Potential with Tom Naughton of Prusik

CIO Charlie Lanchester sits down with Tom Naughton, CIO of Prusik Investment Mgmt. Tom shares his investment philosophy, the opportunities and challenges in Asian markets, and how his 2023 conference stock pick, Swire Pacific (0019.HK), delivered an impressive 30% return.

Read More
investing
September 4, 2024

Building Hearts and Minds with Co-Founders Matthew Grounds and Guy Fowler

In this episode, co-founders Matthew Grounds AM and Guy Fowler OAM discuss their journey in building Hearts & Minds and its philanthropic model that has donated over $70 million to medical research.

Read More
investing
June 25, 2024

Navigating the Resource Sector with Jeremy Bond of Terra Capital

In this episode, we chat with Jeremy Bond, Founder of Terra Capital and HM1 Conference Fund Manager. Tune in for insights into the world of resource investments and the exciting opportunities that lie ahead.

Read More
investing
June 11, 2024

Prof. Nadia Badawi on Cerebral Palsy Breakthroughs and Neonatal Care

Dive deep into the groundbreaking work of Professor Nadia Badawi, an internationally recognised neonatologist and expert in Cerebral Palsy.

Read More
impact-podcasts
May 28, 2024

Investment Insights: Rikki Bannan on Top Picks and Trends

Join us for an engaging episode featuring Rikki Bannan, Portfolio Manager of IFM Investors and HM1 Conference Fund Manager. This episode explores Rikki's career journey, investment strategies, and her 2023 conference stock pick, Telix Pharmaceuticals (ASX.TLX).

Read More
investing
December 6, 2023

Peter Cooper talks building and instilling a culture of humility and excellence

In this episode, our guest is the renowned investor, Peter Cooper, founder and Chief Investment Officer of Cooper Investors (Core Fund Manager). A founding supporter of Hearts and Minds, Peter is a staunch advocate of our model and its philanthropic purpose, actively engaging in every facet of Hearts and Minds.

Read More
investing
November 28, 2023

Jun Bei Liu on her high conviction investment strategy

In this episode, HM1 Chief Investment Officer Charlie Lanchester is joined by Jun Bei Liu. Jun Bei is the Portfolio Manager of Tribeca’s Alpha Plus Fund and since taking over managing the Fund, she has quadrupled AUM.

Read More
investing
November 21, 2023

The world of rare genetic disease research

In this episode, we speak to Associate Professor Gina Ravenscroft. Gina is an Associate Professor in Neurogenetics at the Harry Perkins Institute of Medical Research in Perth. Her research interests are in rare genetic diseases, with a particular focus on neurogenetic diseases in babies and children.

Read More
impact-podcasts
November 14, 2023

Learn what makes a high conviction investment and how to avoid short-term noise

In this episode, our Core Fund Manager Magellan shares how they select top stocks for the HM1 portfolio.

Read More
investing
November 7, 2023

Delve into the world of kids critical care and trauma research

In thie episode, we are joined by Dr. Marino Festa, or Rino for short. He is the Medical Director of NSW Kids ECMO Referral Service and a senior specialist in Paediatric Intensive Care at Children’s Hospital at Westmead.

Read More
impact-podcasts
October 31, 2023

Where Regal's Phil King is searching for opportunities

HM1's CIO, Charlie Lanchester, talks to Phil King of Regal Funds about his passion for stocks, his ongoing search for opportunities, and some of the sectors he’s excited by right now. Phil King of Regal Funds, has been a tremendous supporter of Hearts & Minds since the beginning.

Read More
investing
October 24, 2023

Preventing recurrent miscarriages and birth defects

In this episode, CEO Paul Rayson is joined by renowned biomedical researcher Professor Sally Dunwoodie. Prof. Dunwoodie's groundbreaking work has revolutionised clinical practices and enabled genetic diagnostic tests worldwide. In 2017, her team achieved a double breakthrough with the potential to prevent recurrent miscarriages and various birth defects.

Read More
impact-podcasts
October 17, 2023

Nick Griffin on how he finds global winners

In this episode, CIO Charlie Lanchester chats with Nick Griffin, the founding partner and CIO of Munro Partners, one of HM1's Core Fund Managers. They go over his career to date, reflect on the lessons he’s learned, and trace the decisions that led to him starting Munro.

Read More
investing
October 10, 2023

How A/Prof Matt Call is teaching our body to kill cancer

In this episode, CEO Paul Rayson is joined by WEHI’s Associate Professor Matt Call to talk about his incredible research. Matt’s team teaches and trains the body's own immune cells to target and kill cancer cells.

Read More
impact-podcasts

No results found.

Please try a different search keyword or filter.