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‘Shark Tank’ casting director reveals her key rules for making a pitch stand out after watching 250,000 entrepreneurs try

October 2, 2025
Mindy Zemrak said the perfect Shark Tank pitch isn’t about money but about clarity, passion, storytelling, and showing the “it” factor that makes investors believe in you.

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  • Mindy Zemrak says she has seen 250,000 “Shark Tank” pitches and says clarity always comes first.
  • Passion, conviction, and storytelling matter more than perfect spreadsheets, she told founders.
  • “People invest in you first,” Zemrak said, urging entrepreneurs to bring energy and authenticity.

Mindy Zemrak has spent more than 20 years helping to shape the biggest entrepreneurial stage on television.

As the supervising casting producer for “Shark Tank,” she said she has watched more than 250,000 hopeful founders pitch their companies in the hopes of landing an investment — and a chance at changing their lives.

On Monday at the Clover x Shark Tank summit in Las Vegas, Zemrak shared what she’s learned about the difference between a forgettable presentation and one that grabs the attention of both the “Sharks” and an audience of millions.

After sitting through thousands of auditions and open calls each season, she said the winning formula has little to do with business plans or financials and everything to do with how founders present themselves.

“The perfect pitch doesn’t start with money,” Zemrak told attendees. “It starts with a person and a mission.”

Shark Tank casting director Mindy Zemrak at the Clover x Shark Tank Summit at The Venetian in Las Vegas on Monday.
Mindy Zemrak said that if investors don’t immediately understand what you’re pitching, nothing else will land.

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Be clear about what you’re pitching

Zemrak said clarity is the first thing she looks for. “It should be clear what you’re pitching,” she said.

If an investor can’t understand the product or service in the first minute, the pitch is unlikely to go far.

Show passion and conviction

Body language and energy matter as much as words. “You should show your excitement, make eye contact, be energetic, and smile,” Zemrak said.

“We make this joke in our casting meetings about ‘Resting Pitch Face.'”

Highlight your accolades — without arrogance

Awards and bragging rights can give founders credibility, but Zemrak cautioned against overdoing it.

She said entrepreneurs should share achievements with confidence while staying humble.

“If you have bragging rights, you should run with it, but don’t sound arrogant,” she said.

Share your ‘aha’ moment

Every strong pitch has a backstory. Zemrak said entrepreneurs should tell their origin story authentically and succinctly.

It’s about giving the audience — and the “Sharks” — a reason to care.

“Backstory; make it succinct,” she said.

Know your numbers

Even founders who haven’t made a sale yet can land a deal if they’re prepared.

“If you’re pre-revenue, that’s totally fine,” Zemrak said. “You just have to make sure you can justify your ask and your numbers with your valuation.”

Shark Tank casting director Mindy Zemrak at the Clover x Shark Tank Summit at The Venetian in Las Vegas on Monday.
Mindy Zemrak also stressed that passion matters — founders should show energy, make eye contact, and avoid what she calls “Resting Pitch Face.”

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Bring ‘infomercial’ energy

Presentation can also make or break a pitch.

Standing up, speaking with conviction, and leaning into what Zemrak called “informercial energy” can bring even an unpolished pitch to life, she said.

“You should have infomercial energy,” she said. “Standing up makes a huge difference.”

Remember the ‘it’ factor

Ultimately, Zemrak said, investors are buying into people as much as product.

“People invest in you first,” Zemrak said. Storytelling, conviction, and authenticity matter more than the perfect spreadsheet.

Read the original article on Business Insider

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