---
title: "The Relationship Method for investors"
description: "Build trust and like before pitching the company."
canonical: https://tomsharman.com/bookshelf/the-great-ceo-within/the-relationship-method-for-investors/
updated: 2026-11-03
---

# The Relationship Method for investors

> Build trust and like before pitching the company.

Matt Mochary's framework, from The Great CEO Within, pp. 31 to 103.

Framework 10 of 15 from [The Great CEO Within](https://tomsharman.com/bookshelf/the-great-ceo-within/index.md) by Matt Mochary. Category: Leadership.

## The steps

1. **Ask about their lives.** Be curious about work and home.
2. **Prove you heard.** Say 'I think I heard you say...' and repeat the highlights.
3. **Prove you remember.** Say at the next meeting 'The last time we talked you said...'.
4. **Express appreciation.** Tell them what you appreciate about them.

## Where it comes from

From chapter: Chapter 22: Key Performance Indicators (KPIs), pp. 31–103

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/the-relationship-method-for-investors.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/the-relationship-method-for-investors-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/the-relationship-method-for-investors.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/the-relationship-method-for-investors-dark.png