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How to Build Trust Without a Track Record

David Rogier, MasterClass
In conversation with: Ravi Belani, Stanford University

MasterClass founder and CEO David Rogier explains how he landed the first celebrity teachers for his company through hundreds of cold calls and emails, and offers advice on avoiding early-stage discouragement. When trying to attract talent to a new venture without a track record, he advises, it helps to consider what the other party will get out of the transaction, and reference respected collaborators to build trust. And when people tell you that what you’re doing is impossible, he says, take it as a sign you’ve found a new and novel opportunity.