WARM-UP VIDEO FOR MODAL VERBS 'CAN', 'COULD' AND 'SHOULD'

Instructions. Modal verbs 'can', 'could' and 'should' often sound very close to 'kn', 'kd' and 'shd' in fast speech. Listen and fill the gaps with one of these modal verbs and a frequent verb.

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Exercise. Complete each gap with suitable words and expressions you hear from the video.

And the biggest thing to take away, in fact if you only take away one thing from this presentation today, the number one thing you (1) ………….. is when you get them on the phone, remember to shut up. And that's really surprising to people. These are all the different steps that we had to in order to get this done. And you (2) ………….. there's a lot of really embarrassing things up there like I emailed somebody and they didn't respond and I emailed them again and they didn't respond. are, who have expressed interest in our product. And the maybes are what kill you. If you (3) ………….. to a yes or a no, in some ways a no is, is even better than a maybe. Because it allows you to move on and And to most people, especially if you're ambitious, when somebody says that to you what you want to hear is, oh, well I (4) ………….. that feature. Great. You know, I'll build that feature and we hear that demand from more customers. And then once you have a lot of customers requesting it, then you (5) ………….. it regardless. And then, and then you're not, you don't have to worry about doing something that's Cristoph Janz has this really great blog post online about the five ways to build a $100 million company. And he talks about, he (6) ………….. a thousand customers buy a product that costs $100,000. Or he (7) ………….. 10,000 customers buy a product that costs $10,000. Or he (8) ………….. 100,000 customers buy a product that costs $1,000. And even though you don't need to know on day one, And sell for a low priced product to businesses, not thinking about how to do it in a scalable way. And that's one area where you (9) ………….. underwater. Or it just forces you to increase your prices. So this is how I think about different businesses. And it'll be helpful for you when, once so you (10) ………….. started, and once you've done enough of the sales to say, okay. You know, where am I? A lot of people practice 10,30 minute pitches, hour pitches, I think that's all garbage. I think you (11) ………….. everything you need done in two minutes. And one thing I like to tell founders is the more you talk, the more you have the opportunity to So, 30 second pitch, this isso simple, it's three sentences. You (12) ………….. your time, you can breathe when you do this, you don't have to get that much information out. The first is one sentence on what does your company do. intelligent thought that got this business started. In two sentences, and I need to ah-ha. You (13) ………….. whether it's happening when you're saying it. That's why I like two sentences, so And what we want to hear is how you met. That's it. You (14) ………….. in and out of that two sentences very easy. Your only way to build credentials is if you've accomplished something. that you can launch and grow without needing to raise a bunch of money. 95% of the startups that I meet (15) ………….. a product to market with a very, very little bit of money. So never put Oh, beautiful. All right. Hi my name is Dalton Caldwell I'm one of the. Camera (16) ………….. us here, okay. Yeah, I'm one of the partners at YC and one of the things that we're going to do today real quick is a mock pitch. yeah, there's we have five founders technically I'm the only one who's full time right now the, we're raising money so we (17) ………….. , you know, the rest of the team on board yeah. That's this. >> Okay.>> This can be a large business, but, and there's clear ways to make money, but. I (18) ………….. , I (19) ………….. that. Just a couple things like, can you tell me about your distribution strategy and And Mike with Floodgate is willing to fill the round. We think your, you know, you particularly, you and your firm (20) ………….. a lot to the team with your retail experience. Is this something that's interesting to you? He actually asked for money. And this is the other key thing is at the end, you saw I (21) ………….. easily just been like, okay, gotta go. But he, he did talk about fundraising as, If you do find it, I, I do, due diligence on adults, and I find, hey, he's actually not a great investor. I (22) ………….. Elaud, or Mike Maples, or whoever to actually fill the rest of the round. It's surprising to us, you would actually spend a lot of time hiring somebody. You're selling a part of your company to somebody, you (23) ………….. who you're selling it to. To make sure they, you know, they're the type of people you think they are.

Key: Look at the key and say aloud the script from the video to improve your English.

And the biggest thing to take away, in fact if you only take away one thing from this presentation today, the number one thing you (1) (should remember) is when you get them on the phone, remember to shut up. And that's really surprising to people. These are all the different steps that we had to in order to get this done. And you (2) (can see) there's a lot of really embarrassing things up there like I emailed somebody and they didn't respond and I emailed them again and they didn't respond. are, who have expressed interest in our product. And the maybes are what kill you. If you (3) (can get) to a yes or a no, in some ways a no is, is even better than a maybe. Because it allows you to move on and And to most people, especially if you're ambitious, when somebody says that to you what you want to hear is, oh, well I (4) (can build) that feature. Great. You know, I'll build that feature and we hear that demand from more customers. And then once you have a lot of customers requesting it, then you (5) (should build) it regardless. And then, and then you're not, you don't have to worry about doing something that's Cristoph Janz has this really great blog post online about the five ways to build a $100 million company. And he talks about, he (6) (can have) a thousand customers buy a product that costs $100,000. Or he (7) (can have) 10,000 customers buy a product that costs $10,000. Or he (8) (can have) 100,000 customers buy a product that costs $1,000. And even though you don't need to know on day one, And sell for a low priced product to businesses, not thinking about how to do it in a scalable way. And that's one area where you (9) (can get) underwater. Or it just forces you to increase your prices. So this is how I think about different businesses. And it'll be helpful for you when, once so you (10) (can get) started, and once you've done enough of the sales to say, okay. You know, where am I? A lot of people practice 10,30 minute pitches, hour pitches, I think that's all garbage. I think you (11) (can get) everything you need done in two minutes. And one thing I like to tell founders is the more you talk, the more you have the opportunity to So, 30 second pitch, this isso simple, it's three sentences. You (12) (can take) your time, you can breathe when you do this, you don't have to get that much information out. The first is one sentence on what does your company do. intelligent thought that got this business started. In two sentences, and I need to ah-ha. You (13) (can see) whether it's happening when you're saying it. That's why I like two sentences, so And what we want to hear is how you met. That's it. You (14) (can get) in and out of that two sentences very easy. Your only way to build credentials is if you've accomplished something. that you can launch and grow without needing to raise a bunch of money. 95% of the startups that I meet (15) (can get) a product to market with a very, very little bit of money. So never put Oh, beautiful. All right. Hi my name is Dalton Caldwell I'm one of the. Camera (16) (can get) us here, okay. Yeah, I'm one of the partners at YC and one of the things that we're going to do today real quick is a mock pitch. yeah, there's we have five founders technically I'm the only one who's full time right now the, we're raising money so we (17) (can get) , you know, the rest of the team on board yeah. That's this. >> Okay.>> This can be a large business, but, and there's clear ways to make money, but. I (18) (could see) , I (19) (could see) that. Just a couple things like, can you tell me about your distribution strategy and And Mike with Floodgate is willing to fill the round. We think your, you know, you particularly, you and your firm (20) (can bring) a lot to the team with your retail experience. Is this something that's interesting to you? He actually asked for money. And this is the other key thing is at the end, you saw I (21) (could have) easily just been like, okay, gotta go. But he, he did talk about fundraising as, If you do find it, I, I do, due diligence on adults, and I find, hey, he's actually not a great investor. I (22) (can get) Elaud, or Mike Maples, or whoever to actually fill the rest of the round. It's surprising to us, you would actually spend a lot of time hiring somebody. You're selling a part of your company to somebody, you (23) (should know) who you're selling it to. To make sure they, you know, they're the type of people you think they are.

Sources: 

Channel: How to Start a Startup. Lecture 19 - Sales and Marketing; How to Talk to Investors (Tyler Bosmeny; YC Partners): https://www.youtube.com/watch?v=SHAh6WKBgiE

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