If a founder spends too much time with an investor without impressing them, they get stale zoned. At this point, the investor may like the founder but the excitement of getting to know them is gone, which means the emotional appeal that is needed for an investment decision is gone too. Instead of founders continuing to go back to the investors where the excitement zone is closed, It’s in their best interest to meet more people and open up new excitement zones. In other words, it’s easier to get 10 intros out of a stranger than one from a friend.

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