How To Raise Money And Source Investors As A Real Estate Syndicator

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Are you interested in learning more about real estate syndications?Are you working towards becoming a syndicator or deal sponsor? Are you looking to gain insight into how to find investors and raise money for your business opportunities? ….If so this episode is for you! Ben Suttles and Feras Moussa from Disrupt Equity will be sharing their insight into real estate syndications and providing you with actionable tips to build your investor pool and raise money for your 2020 investment opportunities!

VIDEO DESCRIPTION

00:00
alright alright alright everybody I’m in
00:02
ferris Monday Monday Monday a woman
00:06
making money Monday’s skipped last week
00:08
and fortunately as Memorial Day weekend
00:13
I didn’t get sunburned no guys don’t
00:17
want to see Ben get sunburned there’s a
00:19
lot of red yeah I usually I’ll forget
00:21
I’ll forget my hat most of the time and
00:23
then I’ll get blazed so you know but no
00:25
it was good man how about you it was
00:27
good just kind of a mellow catch up on
00:29
life you know Sunday or Monday I guess
00:32
yeah and then kind of you know would
00:33
tell beach house over the weekend so I
00:34
got that was my that was my suit in
00:36
Memorial weekend
00:37
but enough about weekends oh alright
00:40
back to this already
00:42
always back to business mess that’s the
00:43
plan here so yeah so for those of you
00:46
watching hopefully we figured out all
00:48
the technical kinks with lishus
00:50
yeah we think we’ve got them all figured
00:51
out now so you know definitely you know
00:54
our goals really we’re gonna go through
00:55
a couple topics so we’ll go through
00:56
really the focus this week is gonna be
00:58
just about raising money right but if
01:00
anyone has any questions things like
01:02
that we’ll do a big Q&A at the end and
01:03
really the value of this is Q&A right
01:06
feel free to leave a comment ask us
01:08
questions and we’re literally this
01:09
laptop right here let’s take a look and
01:11
see what questions are being asked and
01:12
we will happily answer them in live and
01:14
at some point once I find some time we
01:17
will go figure out how to get Collin
01:18
working for our phone calls but now we
01:21
can actually do it it’s just we can’t
01:22
hear it like people can call in we’re
01:25
just gonna get the speaker all kind of
01:26
set time to do a couple more touch ups
01:29
to the studio but and we like feedback
01:31
too on the studio or anything into the
01:33
format the studio more handsome we know
01:40
but you know it’s kind of things like
01:41
that so definitely to ask and definitely
01:48
feel free to ask questions so raising
01:50
money Ben have we raised any money
01:52
before well uh yeah we’ve raised a
01:54
little bit your lace a little bit
01:55
probably a little bit between maybe 20
01:58
22 millions somewhere in that range that
02:00
range so a couple a couple tens of
02:02
millions I’d say yeah yeah easier bird
02:05
it’s definitely hard right you know and
02:07
it takes some time right it’s one of
02:09
those things that people need to realize
02:10
that you’re not gonna do
02:11
go into raising 20 million dollars right
02:14
not on your first deal not probably on
02:16
unless you have deep pockets I mean yeah
02:18
it’s cumulative right you know you know
02:20
amongst the nine or ten deals that we’ve
02:22
done – right so you got a people have to
02:24
realize that there’s a little bit more
02:25
on some of the bigger deals a little bit
02:27
less than some of the smaller deals that
02:28
type of thing right so yeah I know it’s
02:31
definitely one of those things you have
02:32
to you have to understand you know a
02:35
sales process you have to understand how
02:38
to network and kind of cultivate you
02:40
know an investor list and then
02:42
ultimately it really boils down to the
02:44
deal in the area right you know I mean
02:46
that those who those will sell the deal
02:48
in a lot of ways so definitely a couple
02:51
steps we have a little bit of a deck
02:52
that we put together right we’re gonna
02:54
go through you know some of the steps
02:56
that it takes around raising money but
02:58
we’ll kind of go over all the topics but
02:59
like Ben said it’s it’s none of its hard
03:02
I’d say but there’s a little bit of an
03:04
art and a plan to it right you know for
03:06
a kind of methodical about it just like
03:08
any business system have a plan to find
03:11
a plan execute the plan right but and I
03:13
always say just you know people have to
03:14
realize that it is a sales process right
03:16
you’re selling yourself you’re selling
03:18
the deal right but before you go out
03:20
there and start asking people for money
03:21
yep what’s the first step you gonna do
03:23
you’re gonna build your confidence up
03:25
you have to you know be able to yeah you
03:26
have to be able to talk the talk and
03:27
walk the walk right I’m gonna show this
03:29
slide right here you know people like
03:31
confidence right and that goes back to
03:33
even the brokers to not to get too
03:35
sidetracked but the brokers like people
03:37
that can speak confidently and and know
03:39
the lingo and know the terminology right
03:40
because they’ll sniff out a newbie you
03:43
know in a microsecond if they you know
03:45
they’ll throw you a little sense of
03:46
smell is very powerful
03:47
it’s very proud for right and and and a
03:49
savvy passive investor is gonna see the
03:51
same thing they’re gonna say this person
03:53
doesn’t really know what they’re doing
03:54
right you know and then they’re gonna
03:56
look to the team right is the team
03:58
strong behind this person and is the
04:00
deal strong and if so then they kind of
04:02
way do I still want to do this deal or
04:04
not right but you have to build your
04:05
confidence you have to build your
04:06
knowledge and then you ultimately have
04:08
to build your reputation in the space
04:09
right know your strengths what can you
04:11
offer you know some people can offer
04:13
different things right define what your
04:16
values are define your goals define your
04:17
mission and then ultimately define what
04:19
you’re looking to go out and accomplish
04:20
right you know I think it’s important
04:22
for people to realize that you can’t
04:24
just be going out there
04:25
and offering your services you know you
04:28
have to have a defined goal and plan to
04:30
say hey I want to go out and buy 150
04:32
unit Class B deal in Euston Texas and
04:35
that’s what you’re pitching soft
04:37
pitching to potential investors right
04:39
this is the type of project that I’m
04:40
going to be doing and so they know once
04:42
it’s there that hey this is what I’ve
04:44
been looking for all these six to twelve
04:46
months and you know one thing that we
04:47
always tell people right where is it how
04:49
do you practice with the brokers what do
04:50
we tell them to do Ben well you want to
04:52
go to a market that you know you’re not
04:54
interested in actually doing a deal in
04:56
right because you don’t get a market
05:03
that you don’t necessarily have a big
05:06
vested interest in right where you’re
05:08
okay with maybe coming off a little bit
05:10
new bitch yep right don’t waste anyone’s
05:12
time but like you know I mean take it
05:13
seriously right
05:14
ask the brokers questions ask them out
05:17
pricing and hey I mean if it’s a deal
05:18
you might actually buy from there but
05:20
really with the goal of getting
05:22
experience from brokers right you know
05:24
you’re in the lingo learning what you’re
05:26
doing and then going back to the
05:27
investors – right you know you can what
05:30
I’ve seen a lot of people do is they
05:31
have kind of a sample deal right hey
05:32
this is kind of what I’m looking for
05:34
this is the box that I’m gonna be in is
05:36
this something that you would be
05:38
interested in doing and then fielding
05:39
questions from there right everything is
05:41
about repetition and practice right you
05:43
know and sales and public speaking and
05:45
networking is is the exact same you have
05:48
to go out there you have to get out of
05:49
your comfort zone you have to do these
05:50
things in order to ultimately feel
05:52
confident that you know what you’re
05:53
talking about right and so if you have
05:55
some sample deal that hey this is what a
05:57
dick ative of what I’m going to show you
05:58
then you can continue to practice and
06:01
fine-tune that pitch so when you have a
06:03
real deal you’re ready to go out and
06:05
start crushing it right now absolutely
06:07
you know but yeah so the goal is
06:09
obviously know the lingo know what
06:10
you’re talking about
06:11
to do what right talking confidently to
06:14
investors yeah you have to you you have
06:15
to be able to walk the walk like we said
06:17
right and talk to talk so examine your
06:19
current Network right where people
06:21
usually start off with is their friends
06:23
their family and their co-workers
06:24
that’s the low-hanging fruit now it’s
06:27
kind of a double-edged sword I always
06:29
tell people right you know you have to
06:31
be even more transparent more open about
06:33
the risks to your friends family and
06:35
coworkers because they’re really
06:37
ultimately basing it on the truck
06:38
of you right they might not know a whole
06:41
lot about investing they might not know
06:42
a whole lot about multifamily or what a
06:44
good return is so they’re alternately
06:46
investing in you so you need to say hey
06:48
you know mom dad you know if you’re
06:50
gonna invest just realize there’s
06:51
there’s risks involved be very very
06:53
transparent right and you should be
06:55
transparent regardless but putting that
06:57
people want to talk with and trust
06:59
that’s you want to get invited BAM –
07:00
Thanksgiving raising money dinner as
07:02
well so you don’t want to lose city
07:05
buddy’s money first and foremost but you
07:07
certainly don’t want to lose your family
07:09
or your friends money either right or
07:10
your coworkers right if what if the deal
07:12
goes bad and you know God forbid
07:14
something happens right you got to go
07:15
back to work with this person that could
07:17
be a tough situation right so but people
07:19
ultimately go there because it’s the
07:20
low-hanging fruit right you know partner
07:23
with the right people you know who have
07:25
the same values goals and criteria I
07:26
think that that’s important to that you
07:28
know you don’t want to you know have a
07:31
good deal but have a bad partner right
07:33
so you have to be you have to be very
07:35
very diligent about that part of it –
07:37
right as much as the people are
07:38
underwriting and doing due diligence on
07:40
the deal they may be doing that on their
07:41
partners too because we’ve seen one too
07:44
many fractured partnerships in our
07:45
career you know where we’ve kind of had
07:47
to step in and either take over the deal
07:49
or that was what we were gonna buy in
07:51
and it usually comes in a discount so
07:53
it’s important to kind of know that –
07:55
but ultimately I think we’re the
07:57
low-hanging fruit is where people you
07:59
know instead of going to your friends
08:00
families and co-workers really should be
08:02
out there network yeah I mean it’s don’t
08:04
start raising money just whenever you
08:06
have a deal that’s the first mistake you
08:07
always need to be out there you’re
08:09
constantly building your investor pool
08:11
right like we have on the screen it’s
08:12
it’s important to be you know every day
08:15
going out there meeting new people and
08:17
people that might be fit they just need
08:18
to know what you’re doing
08:19
ok so later if you do have a deal it’s
08:22
not the first time you approach them and
08:23
one thing we highly recommended people
08:24
is have a CRM have a system take notes
08:27
on investors because the problem becomes
08:28
you might have 50 people you’ve talked
08:31
to whenever comes time to raise money or
08:32
not to remember those 50 people you know
08:34
you’re gonna remember the big ones the
08:35
ones that really stood out but it’s
08:37
really important to you know take notes
08:38
have conversations with people or I get
08:40
to know them build friendships build
08:42
relationships yep we do all these things
08:44
together now you start to have what we
08:45
call our investor pool yep
08:47
then as you have a deal right you can go
08:49
share that
08:50
your investors you share that the people
08:52
and it becomes a lot easier because
08:53
guess what they already know what you’re
08:54
doing so now they’re not wondering what
08:56
what is this new thing that you’re
08:57
you’re pitching right yes and then on
09:00
top of that right you’ve already warmed
09:01
them up so it’s not even a cold pitch
09:02
right and you know you can start to have
09:05
that conversation where you’re talking
09:06
not about what is multifamily but it’s
09:09
really hey we already know you do
09:11
multifamily we already know what
09:12
multifamily is tell me what makes this
09:13
deal so awesome
09:14
yeah right let’s get right back to the
09:16
specifics at that point right you can
09:18
get past all the the high-level stuff
09:21
and get right to the nitty-gritty but
09:22
yeah I mean one thing that you know that
09:24
I always kind of point out to people too
09:25
is it’s all about the follow-up as well
09:27
right you go to all these events you get
09:29
a bunch of business cards you take them
09:31
and then you put them in the drawer
09:32
right not only should you put them in a
09:34
CRM right but you need to follow up with
09:36
those people you need to build those
09:37
relationships right and that’s not just
09:39
gonna be a hey it was great meeting you
09:41
at so-and-so event you know let’s keep
09:43
in touch that’s probably not enough if
09:45
you really want to raise money from
09:46
somebody you know unless you maybe have
09:48
a really really good reputation maybe
09:50
they known you for other people when you
09:51
they’ve you know they were referred over
09:53
to you something like that
09:54
somebody else is vouching for you
09:55
already then they might be able to get
09:57
comfortable with you pretty quickly but
09:59
somebody right off the street maybe an
10:00
somebody that’s new to the industry
10:01
you’re gonna have to cultivate that
10:03
rapport right metals to basically walk
10:06
the streets and fine identify people
10:07
that guy looks like an investor like an
10:09
investor start cultivating those
10:11
relationships right no judge a book by
10:13
its cover though either right you know
10:15
the the richest guy and gal in the room
10:16
are usually the folks that you wouldn’t
10:18
you wouldn’t expect that’s actually the
10:21
point don’t judge a book by its cover
10:24
but it again it goes back to the basics
10:26
of be genuine be transparent you know
10:29
what people know what you’re doing
10:30
absolutely comes off a lot easier a
10:33
little bit later so what’s step number
10:34
three number three is actually you know
10:37
you you understand the business you
10:39
started to talk to your people about
10:41
what it is well now it’s hey you have a
10:42
deal now it’s time to go out there and
10:44
raise your money for that deal okay okay
10:46
and again you know for those that are
10:48
maybe just tuning in right try to do
10:50
these every Monday around the same time
10:51
please feel free to ask questions live
10:53
we will answer them here and live for
10:55
you all they don’t have to be about the
10:56
topic either folks right like it can be
10:58
investing in general what do you think
11:00
of the market you didn’t have this sort
11:01
of be multifamily done this
11:03
have to be about what we’re talking
11:04
about Ben’s here we’ll talk about it oh
11:06
you don’t want to hear that you want to
11:07
hear that story alright you want a nice
11:08
shirt there I like that shirt Monday’s
11:14
so I thought we were doing the show
11:16
dropping the ball over here right so all
11:19
right so you’re raising money for the
11:20
deal let’s kind of talk maybe a little
11:22
bit high level what does that look like
11:24
right you got a deal you’ve built the
11:26
rapport you got your investor pool
11:27
now what very first thing is figure out
11:30
who you can talk to you first okay right
11:32
there’s a lot of SEC laws please kind of
11:34
understand what if I uh succeed 506 B is
11:36
and what you’re doing for your specific
11:38
deal but you know assuming you’re
11:40
talking to the right investors yeah I
11:41
mean there’s an art to talk to the
11:43
investors right yeah but first and
11:44
foremost you know if you’re doing a 506
11:46
C you can go get ad to do what every one
11:49
506 B it’s a lot more restrictions so
11:51
caveat that please kind of understand
11:53
the legal aspects we’re not attorneys
11:55
we’re not gonna go dig into that for you
11:56
all but you know it’s really now you had
11:59
the deal like you said have the plan
12:01
right and start to figure out what makes
12:03
that deal hum right what is getting you
12:05
excited about that deal yeah right what
12:07
about that deal makes it stand out above
12:09
the rest and can you show a clear path
12:11
to implementing that business plan what
12:13
are you trying to show 500 all rent
12:14
pumps which is kind of crazy but hey if
12:16
the deal next door and you know maybe
12:18
you can get it you know really you need
12:19
to show explain the what and explain the
12:22
how right it’s kind of the two big
12:23
things and but where do you do that do
12:25
you do that I always tell people you
12:27
know regardless if you’re gonna do a
12:28
webinar regardless I’m gonna do an email
12:30
blast it’s always good to have an
12:31
investor deck Yeah right that’s the one
12:33
investor – yeah that’s gonna explain
12:35
that business plan and that exit
12:37
strategy I think that’s important and I
12:38
think that people should practice doing
12:40
that like I said prior to even having a
12:42
deal right just put a sample one
12:43
together because it’s really the more
12:45
fit and finish that these things kind of
12:47
come off as the more sophisticated and
12:49
more experienced you’re gonna look like
12:51
right you know so if you have something
12:53
that’s you know we’re document with a
12:55
bunch of bullet points and you know it’s
12:56
not well put together people are gonna
12:59
just think that you’re you’re an amateur
13:01
right so you really need everything that
13:03
you put out there from an email to an
13:05
investor deck needs to be polished and
13:06
read over and make sure that it that it
13:09
makes sense from you know the flow but
13:10
also just looks professional yeah
13:12
ports important because again what how
13:14
you picture is representative of how you
13:16
are and ultimately I mean one thing to
13:17
kind of know you know and you could ask
13:19
investor this most investors are
13:21
investing not because of the deal what
13:23
you told them but they’re really betting
13:25
on you and so it’s important to be you
13:27
know show that you know what you’re
13:29
doing and you’re you know you’re not
13:30
gonna go out there and make mistakes for
13:32
their money
13:32
and so you know a bit like Ben said put
13:34
together that deck go through the
13:36
presentation and then from that write
13:38
starts identify who to follow up with
13:40
right yeah I’ll be the next biggest best
13:41
step you can kind of send out your email
13:43
but really you know there needs to be a
13:45
great we talked about it but now let’s
13:46
start to get the closing right now
13:48
you’re not closing the deal you’re
13:49
closing the investors yeah
13:50
right and so from that it’s you know
13:52
that every deal is different right if
13:53
it’s a huge deal you might need to
13:54
actually be proactive and go out there
13:56
and follow up with investors and figure
13:58
out who’s interested who’s not for us
14:00
would you use tools right so we can see
14:01
who opened the email who open email
14:03
multiple times who clicked on links
14:04
right you start to get a idea of who
14:06
might be interested who might not be
14:08
interested in that deal right and then
14:09
from that figure out okay we know who’s
14:11
interested let’s go have a conversation
14:12
with that person well let me send that
14:14
person an email oh that person I’m gonna
14:15
see him next week you might you know
14:17
talk through it and so it’s really
14:19
they’re having that that initiative and
14:22
they that plan to get that executed so
14:24
so one thing that I always tell people
14:25
to just a suggestion folks is that you
14:28
don’t want to look at it like you’re
14:30
selling them on something right you’re
14:31
selling them on the dream right no
14:33
you’re you’re doing them a favor right
14:35
you’re bringing them an opportunity for
14:37
them to build up their nest egg to get
14:40
great returns these are very tight-knit
14:42
investments right there’s not thousands
14:44
and thousands of people on this there
14:45
might be dozens right so you know slots
14:48
are limited you’re bringing it to this
14:50
person because hey I like ya know yeah I
14:51
trust you I think this is a great
14:53
investment I want to tell you why right
14:55
you know once you onboard
14:56
right and then and you know once you
14:58
kind of change your mindset about it
15:00
right asking people for money becomes
15:02
easier because I think that’s the
15:03
biggest hang-up for people that are new
15:05
to the industry is I just don’t want to
15:07
come up with some slimy sales guy or gal
15:09
right and I get it being slimy or just
15:13
you know you just get this mentality
15:14
that like oh you’re asking them for a
15:16
favor right you’re you know they’re
15:18
doing me a favor no you’re doing them a
15:19
favor right so as long as you can you
15:21
could twist your mindset that way in
15:23
that direction then it’ll be a lot
15:25
easier to go out
15:25
actually do this right but you know if
15:27
we do we do webinars that are based on
15:29
our Investor decks we also send out
15:31
emails but each sponsorship group is
15:34
different people have different ways of
15:36
doing things some people don’t do
15:37
webinars we prefer to do it I’m going to
15:40
tell you why folks because we like being
15:42
able to do the QA the QA is important
15:45
and we’ve learned a lot of stuff just
15:47
based on what’s important to people
15:48
based on the questions that they ask us
15:50
right you know and then that might that
15:52
might tweak how we market it for the
15:53
rest of the raise you know so and people
15:56
will point out good things that we
15:58
didn’t even realize about the deal right
16:00
you know so that’s important thing that
16:02
allows you to be once again another
16:04
touch point with your investors is that
16:05
is that webinar right but you know even
16:08
beyond that because that can still be a
16:09
little bit impersonal Ferriss pointed
16:12
out a good thing is you should have a
16:14
follow up list after the webinar right
16:16
you know cuz that you should have a list
16:19
of all the people that are on the
16:20
webinar maybe the people that were most
16:22
engaged and you should personally reach
16:24
out to them not an email blast a
16:25
personal email or set up a call and you
16:28
talk to them directly and say hey I
16:30
noticed that you’re on I notice you’re
16:31
asking some great questions I want to
16:33
you know can I have ten fifteen minutes
16:35
of your time just to answer the
16:36
remainder of your questions and get
16:37
y’all bored absolutely so for those
16:40
people that are just tuning in what are
16:42
we talking about talking about raising
16:43
equity for deals right so some of the
16:45
best practices some of the tips and the
16:47
tricks some of the stuff that we’ve done
16:48
that we’ve been successful once again
16:50
we’ve raised over twenty million dollars
16:52
right so it’s not our first rodeo
16:55
you know we ultimately consider
17:01
ourselves prime or the operators right
17:03
you know but as part of what we do as
17:06
being sponsors we have to raise money
17:07
you know but I you know we’re trying to
17:10
kind of pull back the onion a little bit
17:11
there’s multiple layers of how to do
17:13
this and how to do it right and so to
17:15
continue on those since you know a big
17:17
part of what we’re doing is answering
17:18
questions alive so if you have questions
17:19
please ask them but let’s answer the
17:21
first one okay what do you like from
17:22
Ronnie our buddy Ronnie a friend hey mr.
17:24
Ronnie how’s it going Ronnie so how do
17:26
you network without going to meetups and
17:28
conferences with the current events
17:30
going on it’s a good question man yeah I
17:32
mean obviously the networking and the
17:34
conferences that’s all changed in the
17:36
last two or three months right
17:37
unfortunately I think only 10 of
17:40
probably 10 events planned out between
17:41
March yeah we have we had our conference
17:44
coming up in a couple weeks but bottom
17:47
line yes but I don’t believe that this
17:48
is gonna be the new normal I think it’s
17:50
gonna be the new normal for a couple
17:51
more months right but I think ultimately
17:53
if we can get out of the you know kovetz
17:56
behind us and we can all kind of get
17:57
back to you know business as usual
17:59
you’re gonna get into more of those
18:01
those traditional networking events but
18:03
right now you’ve got a you gonna go even
18:05
farther doing what we’re doing right now
18:07
right I mean you know the beautiful
18:08
thing is that we are in a an age where
18:11
data and you know connections are really
18:13
easy to make right and so it’s getting
18:15
on you know for social media for better
18:17
for worse right it’s got its own pros
18:18
and cons but you know getting out there
18:20
getting attending the virtual meetups
18:22
there’s a lot of virtual meetups right
18:23
go to multi masters I come there’s a ton
18:26
of events going on right yeah there’s
18:27
you know getting out there and basically
18:29
figuring out who’s in your space that
18:31
you’re doing and interacting with him
18:33
there’s forms let me say we mentioned
18:34
bigger pockets before you talk to people
18:36
but not just talk to them in a public
18:38
setting right take that conversation
18:40
into a private one-on-one because the
18:42
benefit right so you’re so you know
18:43
there’s one way to look at it as there’s
18:45
not a lot of conferences events going on
18:46
there for our tight network the flip
18:48
side of that is actually there’s a lot
18:49
more people with a lot more time on
18:51
their hands yeah
18:51
so I’ve had a lot of people reach out
18:52
and want to talk one-on-one right so
18:55
it’s a different kind of dynamic but you
18:56
can actually have a little bit more of
18:58
that personal connection with people and
18:59
talk and Dan you know and get to know
19:01
them right you’re networking and
19:02
learning about them and they’re learning
19:03
about you and you know you have a couple
19:05
of recurring calls or you know and next
19:07
thing you know this person likes knows
19:09
and trusts you and maybe partner
19:12
together maybe you know invest together
19:13
whatever that looks like so know and we
19:15
love zoom right you know bottom line
19:17
there’s there’s so many technologies
19:18
that we were already using prior to co
19:20
vid that are now becoming mainstream and
19:23
you know it’s it’s a it’s an excellent
19:25
way even if you have a one-on-one
19:26
investor call with them right you’ll get
19:28
a glass of wine even if it’s at 6
19:30
o’clock at night you’re just networking
19:31
but it’s virtually now I might not have
19:34
a hundred percent of the effect right
19:35
but you can still make things you know
19:37
work even in this environment because
19:39
technology is so great now if we were a
19:41
hundred years ago would have been a
19:42
little bit tougher only send letter in
19:44
the mail
19:44
[Music]
19:49
all right two butts do ya but luckily
19:51
now we got zoom you got Skype you know
19:54
we got cell phones and don’t think wanna
19:56
stress to people like some people and/or
19:58
might be nervous getting on a video call
19:59
you know wanting to get over right
20:01
especially if you’re learning to raise
20:02
money I mean it’s important thing and
20:04
most people are just as nervous as you
20:06
if you know that going in
20:07
you know people stop worrying about it
20:09
right I like that they’re gonna be
20:10
comfortable people right I like that
20:12
even as a networking tip too many have a
20:14
good point right the person that you’re
20:16
you’re scared to walk up to they’re
20:18
probably just as petrified as you are
20:20
right you know I still sweat when I go
20:22
to these networking events right you
20:23
know me that’s that there it’s it’s not
20:26
natural sometimes for people unless you
20:28
got a drink or two in you right you know
20:30
so sometimes you got to get out of your
20:31
comfort zone you’re just gonna do it
20:32
right and it just be genuine with people
20:35
people can see you know transparency and
20:37
genuineness a mile away right versus
20:40
trying to kind of go up there and try to
20:41
sell them and sound like you got more
20:43
experience than you really do right you
20:45
know cuz they’re they might be new to
20:46
this too so just be genuine and open
20:49
with people and people like that yeah
20:50
for sure
20:51
so again if anyone has any questions
20:52
please ask them we’re gonna answer them
20:54
here in the next minute or two so don’t
20:55
hesitate again maybe that’s a good first
20:57
step if you’re nervous about talk when
20:59
people ask a question discretely inside
21:02
of a thing and we can give you a shout
21:03
out or not give you a shout out right
21:05
we’re happy to and so you know
21:07
definitely let us know but really you
21:09
know anything else been any other no I
21:12
think you know thinking things have a
21:13
little bit change right you know but I
21:15
think ultimately there’s because of
21:17
Technology you can you can still
21:19
ultimately do what you need to do which
21:20
is build relationships with people right
21:22
yeah you’re not going to just do it by
21:25
sending an email blast especially if
21:27
somebody that you’ve only met one sort
21:29
of networking about six months ago they
21:30
might not remember you you probably
21:32
don’t remember them so you have to do
21:34
your best to build up that rapport
21:35
because that’s the only time people are
21:37
gonna give you money they have to like
21:38
know and trust you I can’t stress that
21:40
enough so you got to find ways to do
21:42
that even in Kovan that’s very true all
21:45
right more questions we’re gonna make
21:48
this more interactive folks I want some
21:50
more QA yeah we’re gonna set up Colin
21:51
not next time with the one after that
21:53
that’s my mic all right that’s on him if
21:55
he doesn’t get it done and if I mean
21:56
even if I have to hold the headphone to
21:57
my ear and I’m just gonna be the only
21:59
one here in the collar and Ben’s
22:00
we’re gonna figure it out so there we go
22:01
there we go get that done it suggestions
22:04
– if there’s topics that you guys want
22:05
to hear about we you know we’d love to
22:07
hear that we’d love to hear feedback on
22:09
how we’re doing how the studio looks
22:11
anything else that we can do to improve
22:13
this we want to add value you know to
22:15
folks and and you know see how we can
22:18
kind of help everybody grow right
22:19
absolutely
22:20
so all right if anyone has any more
22:23
questions ask them now or forever hold
22:25
your peace
22:25
going once going twice uh-huh anyone
22:30
anybody all right all right all right
22:33
let’s be back then next Monday next yeah
22:36
Monday Monday Monday Monday Monday see
22:38
you guys all right thank you
22:41
[Music]

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