How to Talk to a Billionaire
My jaw was on the floor.
The men and women in front of me were talking about managing a small chunk of money and discussing how they’re doing it. Techniques, strategies, common jokes — they had it all going. They could’ve been talking about anything from grocery shopping to riding mountain bikes.
They only problem was, their ‘small chunk’ of money wasn’t small at all. At least to myself and probably to most people.
The ‘small’ chunk of money they were talking about was $700 million.
At first, I was freaking out.
But as I started calming down, I began digesting what they were talking about. It became clear that there was a lot of knowledge to be gained, and the conversation became fun. I asked questions, listened, and ended up taking away some valuable information.
The knowledge I gained by talking to titans that at the Orlando MoneyShow was something I’ll be using for the rest of my life, but it wouldn’t have been possible if I was nervous the entire time.
So, today, I want to show you a methodology that’s helped me immensely over my career as a professional fencer as well as a newcomer in the finance world. Talking to somebody who is completely above your level can be quite terrifying — but it doesn’t have to be.
My hope is that the next time you talk to your boss, somebody famous, or somebody you’ve admired for a long time, you don’t have to worry about the interaction itself, and can instead focus on the knowledge of knowledge.
And not to mention, have a lot of fun as well.
1. Say hi.
Saying hi or just introducing yourself is often the most significant barrier. For a lot of people, it’s nerve-wracking to walk up to somebody and just say hi.
Funny enough, I had actually conquered this fear as a fencer, but it manifested itself again when I was at MoneyShow a few weeks ago.
Sucks, right? Before, I wasn’t afraid to talk to anybody in the fencing world regardless of how much of a legend they might be, but here I was at the MoneyShow, nervous about speaking to a lot of people simply because of their achievements.
But then, I remembered how I overcame the fear in the first place — by not giving yourself time to think.
Don’t let your mind overhype the person you want to talk to, and just walk up. You’ll find that all of your interactions instantly become less stressful the moment you start talking, so all you need to do is to get to that point.
In other words, dive right in.
2. They’re human.
Yes, I know — this is pretty standard advice, but it’s also what I learned to be most accurate. It’s incredibly easy to get caught up in the person’s achievements and career and idolize them within your mind.
Do NOT let that faze you. Yes, what they have done may be incredible, and that should be respected.
But they are also human just like you and I. No matter the achievement, they still like jokes. They enjoy the simple things in life like sunshine. And — dare I say it — they also go to the bathroom exactly like you and me.
My point is, focus on the fact that the person you’re talking to is precisely that: a person. You shouldn’t feel threatened, nervous, or anxious and should instead approach them as you would anybody else.
3. Don’t put up a facade.
When you’re getting to know somebody, don’t put up a fake shield. Don’t appear more confident, cocky, or fake in any way.
The only thing you accomplish by doing that is giving a completely false impression of yourself, and that is something you absolutely DON’T want. If there’s one truth about the titans of industry, it is that they can smell BS from a mile away. And by showing your ‘fake’ self, you are potentially letting an excellent relationship escape your grasp.
Instead, be yourself.
Say what’s really on your mind and own it. Be direct about what you feel and what you want to ask.
Now, if this scares you (and it should), one thing I’ve found to be helpful is to go over your core beliefs on a semi-frequent basis. Know where you stand on specific topics, and be prepared to articulate your opinions.
By reviewing your beliefs, you won’t be afraid to show your true self — and that’s incredibly helpful when talking to somebody who has an ultra-sensitive BS meter.
4. Listen.
One lesson I’ve learned over my career as a fencer is that it pays not just to hear but to listen — and this applies to high-caliber interactions as well.
The quality of the information you’re being exposed to goes up exponentially when you make an active effort to internalize what’s being given to you. Try to understand the reasoning behind what the other person is saying.
In fencing, this was very useful when speaking to foreign coaches. If you ask them for advice on a particular tactic or technique, they’ll tell you their thoughts. But don’t just take the face value of the information and leave.
Pay attention to the way they deliver it to you. Look at the logic that they’re using to structure the advice, because this can help you understand the tactics of rival athletes who are learning from that coach.
Use the same techniques when you’re talking to somebody who has a lot of experience, knowledge, or expertise. Listen to how they speak and the reasoning behind it.
My point is, you will learn a heck of a lot more from listening, rather than hearing.
5. Follow Up.
From talking to a few of these industry giants, I’ve learned one surprising fact.
Despite the common invitation to ‘stay in touch,’ only a couple of people actually follow up on their conversations and reach out.
Frankly, this is a completely wasted opportunity for 99% of people, because they’re losing the chance for priceless knowledge.
But for the 1% that takes the time to show their motivation and thirst for knowledge, the gains are massive. It can often lead to very valuable mentorships, work relationships, and even a great friendship.
The only thing that you have to do is to follow up. Take the time to thank the person for their time and advice.
Trust me, it’ll make a world of difference.
So, there you have it — 5 steps to talking to an industry titan.
I may have made it seem like all of this comes instantly, but the truth is, you’ll still be nervous no matter what.
Just like anything else, though, it can be overcome entirely by practice and repetition. So, the next time an opportunity arises, don’t be afraid to take the leap and try talking.
I guarantee that you won’t regret it.
(By the way, Kevin Harrington and Steve Forbes are really cool guys.)