Good point.

After speaking with and coaching a few thousand entrepreneurs over the past twenty years, I believe the problem is this:

They spend a lot of time with their team and customers, running their program, and they tend to do the same when engaging with a new person.

Why and when does this become a problem?

Only when they want investors to invest capital.

An investor has only one interest: increasing the valuation and selling their stake at a higher price in the future.

The only way to do that is by getting in early with a company that is solving a problem many people have and that no one else is addressing.

But an entrepreneur is often trapped in their own mental framework and keeps repeating the same product pitch.

Since it sells well, why change?

Those entrepreneurs who understand that investors are a different customer group with specific needs are the ones who succeed.

The questions they should answer:

What problem? How do you solve it?

How many people have it?

How can you scale your company if that works?

When do we get out with a 10-100x return?