☑️ Unlock $85M profit: Ask better questions
+ “Venture infrastructure” climate investing. (#176)
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Today’s topics:
🎙️ Podcast — What is “venture infrastructure” climate investing?
💰 This French dude made $85M in profit by asking better questions.
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🎙️ Podcast — What is “venture infrastructure” climate investing?
My guest on a recent Entrepreneurs for Impact (EFI) podcast was an old friend, Jason Scott, Entrepreneur In Residence at Spring Lane Capital, Chairman at DevEngine Partners, Board Co-Chair at CREO, and someone who clearly needs more things added to his lackadaisical calendar. 😅
Spring Lane Capital is a private equity firm that provides hybrid project capital for sustainable infrastructure and energy projects.
DevEngine Partners partners with project developers by providing development capital and hands-on development support to de-risk sustainable infrastructure projects.
CREO is a "secret club for billionaires" that connects ultra-high-net-worth individuals and family offices to investment opportunities in sustainability and clean energy.
In addition to co-leading these two organizations, Jason has extensive experience in sustainable finance, including roles at Renewable Resource Group, Acumen Fund, Generation Investment Management, and Encourage Capital.
In this episode, you’ll learn these four important takeaways.
Why he likes to invest in both corporate and project finance at the same company
What “venture infrastructure” means as a climate finance niche
The importance of relationships vs. transactions
How he learns to balance in life by surfing in the ocean
🎯 So what?
Listen to the episode and share your thoughts on my LinkedIn post.
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💰 This French dude made $85M in profit by asking better questions.
A former bank trader created 11 accounts on Polymarket — “the world's largest prediction market” — to bet over $30 million in favor of Trump winning the election.
What gave him the confidence to do so?
He commissioned his own polls in the US.
But his pollsters didn’t ask normal questions.
Instead, they used…
“the neighbor method, in which people are asked how they think their neighbors would vote rather than who they will vote for. The technique is designed to account for the ‘shy voter phenomenon’ [which corrects for] Trump supporters who either lied about their voting intentions or avoided opinion polls [in prior elections].” (Source: Newsweek)
🎯 So what?
Here are ten research-based techniques to ask better questions.
But I can’t promise they’ll lead to mega-profits betting on national elections.
Leverage the power of open-ended questions.
Open-ended questions (e.g., “How did you arrive at this decision?”) invite detailed responses and avoid yes/no answers. They create space for the respondent to reveal more than they might initially intend.
Research in the Journal of Business Communication shows that open-ended questions foster richer, more nuanced discussions by encouraging respondents to elaborate freely.Frame questions with empathy.
Demonstrating empathy reduces defensiveness. For example, preface a question with, “I know this can be sensitive, but your perspective would really help…” to signal that you’re not there to criticize or exploit their response.
Research in the Journal of Personality and Social Psychology highlights that empathetic framing increases trust and reduces resistance during difficult conversations.Normalize the information you seek.
People are more likely to share sensitive information if they feel it’s commonplace. Try framing your question with phrases like, “Many people I’ve spoken with face this challenge. What’s your experience been?”
Studies in the Journal of Applied Social Psychology reveal that normalization techniques reduce perceived stigma and encourage openness.Start with broad topics, then funnel.
The “funnel technique” involves beginning with general topics and narrowing down to specifics. For instance: “What trends have you noticed in your industry?” → “How has your team adapted to these trends?”
Research in the Journal of Organizational Behavior demonstrates that starting broadly allows respondents to feel less interrogated and more open.Show you’ve done some homework.
People overestimate how much others already know about them. By signaling that you already have partial knowledge (“I’ve heard that X might be an issue; could you clarify?”), you may prompt them to fill in the gaps.
Research published in the Journal of Personality and Social Psychology shows that the illusion of transparency can motivate people to over-explain or clarify, revealing additional details.Ask questions that highlight collaboration.
Instead of asking, “Why didn’t you meet the deadline?” try, “What challenges can we address to make future timelines more achievable?” This reframing fosters a sense of shared problem-solving. That is, it’s us, not you vs. me.
Research in Administrative Science Quarterly suggests collaboration-focused language increases psychological safety, encouraging more honest responses.Create a false dichotomy.
Present two options, one subtly encouraging them to reveal the desired information. For example: “Do you think the delay was more about budget constraints or prioritization shifts?”
Negotiation research published in the Journal of Behavioral Decision Making finds that limited-choice framing encourages respondents to clarify their perspectives.Embed the question in a narrative.
Frame your question with a story: “I’ve seen other companies struggle with scaling without losing culture. How have you approached this?” Storytelling lowers defenses and makes the question feel less pointed.
Research in the Journal of Business Communication shows that narrative framing improves engagement and makes respondents more willing to share.Ask for their advice or expertise.
People are more forthcoming when they feel valued. Phrasing questions to tap into their expertise (e.g., “What would you recommend for someone in my position?”) elicits deeper insights. (And for extra buttering up: “Did I mention you were handsome AND smart?”)
Studies in the Journal of Social Psychology show that positioning someone as an expert increases their willingness to share knowledge.Use strategic silence.
Silence after a question encourages people to elaborate. Resist the urge to fill the gap after asking a question. Savor the awkwardness.
Research in the Journal of Applied Behavioral Science highlights that intentional silence creates a natural pressure for respondents to provide additional information.
🌎 How else can I help you?
Join EFI’s private climate CEO peer group, capped at 100 people, representing $40B of value or assets under management. Don’t be so “lonely at the top.” No one understands CEOs like other CEOs. Find your tribe here.
Try out executive coaching from me for six months and get a thought partner on your business and personal challenges and opportunities for growth.
Apply at our website: www.entrepreneursforimpact.com
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High fives and such,
Chris
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P.S. Let’s remember these two differences: “Impatience with actions, patience with results.” ~ Naval Ravikant