Really listening

The most important determinant of an investor’s success is their investment decisions.

And making good investment decisions requires really understanding what a founder is thinking, their values, and their likely actions following an investment.

And in order to really understand a founder, you have to really listen to them.

This goes well beyond just listening to them talk about their background and their plans for the company.

For example, it requires analyzing the structure in which they think to determine the extent to which they leverage facts and assumptions to justify their decisions. It also requires monitoring their body language to gain insights into their true feelings about specific issues. Finally, it requires observing their interactions with others to determine whether they’d be a leader who earns the respect of their followers. These are just some examples.

There’s no single recipe to really understand a founder. It’s one of those things where you need to continually ask probing questions, to the founder and to yourself, and to dig deeper in a specific direction when an answer tells you to┬ádo so.

And this requires really listening.

Also published on Medium.