Effective Branding Strategies for Your Capital Raising Journey

Richard C Wilson Guest 00:00

So there's four different levels of having a brand. Level one is your brand is so bad it repels people and they run away from you. If your brand literally does not have a logo or it's clip art, or it's a purple slanted font and PowerPoint, go, wake yourself up to modern times and get that taken care of. You know, it just makes it look like you don't take your own business seriously and it's driving people away.

Jonathan Tuttle Host 00:25

Tuttle, the host of the Accredited Investor Podcast, and I'm the founder at Midwest Park Capital, a boutique mobile home park real estate fund, along with Revenue Ascend, a leading digital marketing and fractional CMO agency, and a part of the founding team at Wowipop!, a new Kava and mood enhancing coverage. This episode is sponsored by Prestige, the world's most exclusive social networking app. All website links are in the show notes below. In this high level mini series called the $100 million Rainmaker Insights, Richard C Wilson of the Family Office Club, which is the founder of the world's largest ultra high net worth paid association and owner of billionaires.com, breaks down in short high value strategies in this 19 part mini series on how to grow, think and optimize to get your first $100 million. You will not want to miss any episodes. Enjoy this mini series. Please like, comment and share this podcast with your friends. Thank you.

Richard C Wilson Guest 01:30

Hello everybody, Richard C Wilson here, family Office Club. This is our $100 million dollar Rainmaker series, 17 module mini series on advanced capital raising strategies and secrets. We're now on module number three out of 17. This is not going to be the most popular module, but we have to cover it because it's fundamental to a lot of the other things that will make you more effective when raising capital. If you haven't watched module number one and two and the introduction module yet, I would encourage you to go watch that. This is going to make a lot more sense. If you've watched those Since you probably already have watched those in this series you'll know that you are much more effective if things are dialed into the exact needs, frustrations, headaches and excitement and knowledge and vocab of a specific investor demographic. We know that your language will convert them if it hits them between the eyes with where they are in the three trust curves of understanding and trusting your industry, you as a team and leader, and in the opportunity itself, and so the branding you use is really critical. Obviously, there are people who have raised a billion dollars and they don't use anything we talk about in these 17 modules. If you have an amazing referral base, if you are a partner at Goldman Sachs for 25 years and then roll out your own shop, etc. Then you may not need any of these strategies, right, but if you're watching this, it's because you want to get another 1% edge, another 2% edge and a lot of these things. Once you understand them and do them, they sweat for you for the rest of your career. This is a module that provides you with specialized knowledge that most people raising capital do not have, and in this stack on top of three to five other ideas, we'll give you an unfair advantage in the marketplace.

03:14

So branding is something lots of times people say oh, let me move on to the next module. We already have our brand. We chose our Greek God, or its Wilson capital, or ABC capital, because ABC stands for this, this and this, even though nobody ever asked what they stand for. So we just have a meaningless name, and that's the core of the issue. A lot of people in the investment industry have completely meaningless names. A lot of people use a Greek God and nobody really knows the story behind the Greek God. Nobody really asks, and so it's not very often unless you put a lot of effort into explaining why you chose that name and that might just kind of distract from your core messaging, right? You don't want it to distract, you want it to be sweating for you every time you interact with somebody. They know exactly what you do. A great example of this was a couple of Eagle Scouts I'm an Eagle Scout by chance myself.

04:01

I found that had a really cool strategy in a really crowded niche, which is the multifamily niche apartment buildings and I know 800 different syndicators in the apartment building space. We've written a book in the space. We've had hundreds of them per year at our events, probably, and what they were doing is buying really, really ugly motels that nobody wants and converting them into multifamily apartment studios. And the name of their platform was Iron Toro Capital. And when you hear Iron Toro Capital, you have no clue what they do, right? You don't know if they invest in commodities or biotech or if they're a long short hedge fund or if they're buying ugly motels. So we took a very simple step of converting their brand into Motel to Apartment Conversions LLC. And when you read the name, you know what they do. If you meet them at a coffee meeting for 10 minutes or meet them at a conference and they email you the next week. Just by their domain name and their logo, you know exactly what they do. That's really helpful right To anybody who's interacting with them.

05:03

So there's four different levels of having a brand. Level one is your brand is so bad it repels people and they run away from you. If your brand literally does not have a logo, or it's clip art, or it's a purple, slanted font and PowerPoint, go, wake yourself up to modern times and get that taken care of. It just makes it look like you don't take your own business seriously and it's driving people away. That's not most of you, though. Most of you have a decent looking brand. It's maybe just not dialed in to your investor demographic, to your strengths, to why people invest with you, and that would be a level two brand. It just sits there on the shelf, doesn't help you, doesn't hurt you. It just sits there doing nothing. You could raise a billion dollars with that brand. People have done it. There are many big investment companies where nobody knows what the meaning is behind that company, and that's fine. Level three, though, is that it gives the investor a hint of what you do as a team or what the benefits are of investing with you. This would be something that has some slight benefit to either the investor demographic or why people end up pulling the trigger to give you capital.

06:07

And a level four brand is that it's compelling in itself and it tells someone either exactly what you do or what you do and where you do it, or what you do and why they should invest with you. And an example of that is Motel to Apartment conversions, because you know exactly what they do and people who know the apartment building multi-family space may find that pretty interesting to learn more about right on the surface level. You also want the brand to look institutional quality. You want it to look polished and professional. I was the number two investor in a FinTech company and it was called Access Loans. You can check out their logo at AccessLoans.com Very professional, polished. We helped design that logo. Looks like a FinTech company and they ended up partnering with the bank over time and it's not because they had a great logo, but I think it probably helps on getting taken seriously both by clients and a big bank who ended up investing with them.

07:01

A couple other things to consider we had one real estate group that was starting to focus in on the Harlem area of New York. So we created a brand for them Harlem Real Estate Holdings. They said the deal flow that they got in the Harlem area went through the roof. After they rebranded to that niche Brokers thought of them first because they have a lot of people in their Rolodex that could send a Harlem deal to. But when a deal comes up in Harlem they think, oh yeah, who do I know who's focused on Harlem? Oh, Harlem Real Estate Holdings. Okay, let me send it over there first. Right, that makes it relatively easy to keep you in mind.

07:32

In the earlier module on mindset, I warned some of you that your deal flow is not as good as you think it is. Meaning. You might think, wow, this is a one out of 100 deal, it's a top 1% deal. But a very sophisticated investor might be seeing 10 times the number of deals that you are and a lot of different structures. So if the structure isn't good and the deal isn't amazing to them, they're not gonna care that you think the deal looks good, because they don't owe you a response to your email. And this is where having a really good brand name can attract both the investor and better deal flow and it becomes a virtuous circle and it raises everything. It raises tides for you. And so by having something like medical clinic capital and people know that you invest in multi-location, profitable medical practices as one of our two major platforms, then people know maybe to keep us in mind and send us medical clinic, medical practice deal flow first, and if we get to see those deals more often than others, we'll get better deal flow than others. But also, when we pitch a doctor or a family office on medical clinic capital, they get an idea about what we do just by the name, and clinic capital is an alliteration and so we like that part about it. It's nice and clean and tight, and so that's something to keep in mind is that a great brand name could attract both deal flow and investor capital flow in the door. A bad brand name drives people away and the average brand name in the investment industry just sits there and does nothing for you at all.

09:00

Couple other quick examples we had a client come to us through our investor relations marketing agency called PitchDex.com. It's one of our divisions at the Family Office Club and they wanted to rebrand and so they were having investors put in money and then they would do equipment leases and the investors would get like a 7% to 8% return, I think it was, with the collateral being the equipment. And so they said we said why do people invest with you? And they said because of the collateral. They like the income. So we rebranded them to a name that didn't mean anything, what didn't mean anything before we rebranded them to collateralized income investments. As soon as they did that, they said thanks, picked up, they became easier. People got what they were doing and why they were doing it. We helped them show pieces of their equipment in the pitch deck and in the one pager and everything started moving faster for them.

09:52

For the short-term rental community platform, we have, as of today, equity in 84 assets. It's growing every week. On Tuesday we're acquiring four more units and we call it InvestorResidences.com . When you go to any of our Airbnb guests that go and stay at our houses to get access to Wi-Fi which is just about every single person they have to log in to our Wi-Fi network and they have to type in IvestorResidences.com for the username and InvestorResidences.com for the password. So there's no way they stay at our properties and not know that it's owned by InvestorResidences.com. And I guarantee you, over time we're gonna pick up a strategic relationship or investor or repeat booking, et cetera, through the branding of InvestorResidences.com . You can look at the logo and branding also on DentistInvestors.com . I see how I have dialed that in to the medical world.

10:49

And several years ago probably six years ago we had done so many family office conferences and we were starting to have a private equity slant to some of them. So we said, well, it's not just family offices now, it's private equity, hedge funds, real estate, it's more than just family offices. And we said, what if we called it Wilson conferences? Maybe that's a better name and it was a big mistake. Immediately we felt the airplane is like one of our engines and shut off and things started to come off the rails and people actually being interested in joining our platform. We put it back to family office club and things took off again.

11:21

So people want to be part of a Family Office Club. They don't care at all about Wilson conferences. The only people who care about a brand that has your last name on it are people who are so far up that trust curve in you that they would invest in matter what you called your business. You're not trying to customize your brand to attract people that already like you and do business with you. You're trying to customize your brands and you reach out to a complete stranger who's very busy. They say, oh, that's just for me. Oh, that's interesting, that's related to what I know really well, but that's related to a niche that I've always been interested in getting access to and that sounds unique and valuable. So this was module number three on branding.

11:57

How we've learned this was a few different ways. I run the family office club. I've been running this investor club for 16 years, opposed to the 190 live events as of right now. We host 15 live events per year. In every quarter, we host a big investor summit. This has 400 to 1400 people at every investor summit, 70 to 130 speakers on stage. And then every year, I'm hosting a dozen workshops, and these workshops are on Capital raising best practices, how to structure deals, how to prepare for due diligence on a deal, how to work with private investors more effectively, investor influence and persuasion, and each workshop is five and a half hours long and we have ten different topics that we do five and a half hour workshops on.

12:41

So, between running the Family Office Club, which you can learn more about if you'd like to Join us, and come to some of those live events.

12:49

You can go to family offices calm, but also through pitch decks calm. We have created over 1,000 marketing assets for people who are raising capital and we've done this for over 200 clients, and so we have learned through our own capital raises, through clients, through speakers on stage Well, over a thousand speakers on stage every couple of years honestly, what works when raising capital, what doesn't work. And the people who are struggling do a lot of things in common. The people who raise a lot of money every year do a lot of things in common, but they're not the same things. So we try to identify those golden threads and share them with you through our workshops, through our books, through our YouTube channel, through the 17 module mini series, as I hope you enjoyed module number three here on Branding, and our next module, number four, is going to be on designing and scripting out your Compelling one-liner for your investment offering and your company. So this is Richard Wilson, and thank you for joining us in this mini series and I'll see you on module number four.

Jonathan Tuttle Host 13:50

Hey, it's Jonathan. I get exclusive access to great investment deals, opportunities from my community, my network and just for my loyal listeners We'll give you first access. Go to AccreditedInvestorPodcast.com and sign up for the email list. Also, join the Accredited Investor Podcast Patreon group where we give you additional exclusive interviews, monthly, private Group calls and networking with others in this community. Check out Accredited Investor Podcast on Patreon. Finally, I get a lot of people asking for to help them one-on-one. Yes, I can, but it's very limited. Go to RevenueAscend.com/consulting .For any real estate investing exclusive access go to MidwestParkCapital.com . All links are included below. Please like, comment, share this podcast with other friends. Thanks for listening you.

The Art of Building Trust with Investors

Richard C. Wilson Guest 00:00

So this is really important and so anytime you enter a room you should think what trust curve am I trying to move the investor up, not trusting me understanding the industry or getting them on site at the opportunity and showing them the very specifics, the walkthrough of the exact opportunity on site, if you can.

Jonathan Tuttle Host 00:19

My name is Jonathan Tuttle, the host of the Accredited Investor podcast, and I'm the founder at Midwest Park Capital a boutique Mobile Home Park Real Estate Fund, along with Revenue Ascend, a leading digital marketing and fractional CMO agency and Wowipop!, a new Kava and Mood enhancing coverage. This episode is sponsored by Prestige, the world's most exclusive social networking app. All website links are in the show notes below. In this high level mini series called the $100 million Rainmaker Insights, Richard T Wilson of the Family Office Club, which is the founder of the world's largest ultra high net worth paid association and owner of billionaires.com, breaks down in short high value strategies in this 19 part mini series on how to grow, think and optimize to get your first $100 million. You will not want to miss any episodes. Enjoy this mini series. Please like, comment and share this podcast with your friends. Thank you.

Richard C. Wilson Guest 01:23

This is module number two in our 17 module Rainmaker series $100 million dollar rainmakers. Throughout these 17 modules, we're going to give you many different strategies that, when you stack them on top of each other, give you an unfair advantage when raising capital and working with investors. And these are advanced capital raising strategies and secrets. Okay so module number two here we're going to be talking about investor demographics and defining your investor avatar, we like to call it. So. This means focusing on the right type of investor.

01:54

We see this get messed up quite often, even by people who are raising a lot of capital per year. Even better if you're raising a lot of capital per year, because you can look at the evidence on what's working and focus in on who's coming in the fastest, who's the most enjoyable to work with, who is has an ease of business to them. That's just low stress and they just come on in and they're great quality investors or they add strategic value. And why would you need to focus on this? Well, this goes to a core concept I discovered after running our club, the family office club, for a decade. We found that most deals close the fastest when there's a lot of trust in the team or leadership, trust in the industry or knowledge about it, or understanding, and then trust in the opportunity, or they're local to the opportunity itself. Let's give you a couple of real, quick examples. You might know me Well, you might know medical practices Well, but if we invest in a medical practice in Guam or New Zealand, that might make you less comfortable. Right, you might know me well and you live in San Diego and we're invested in a medical practice in San Diego and you might know I know anything about the medical practice world. But your local. Come walk through the medical practice. You like the head doctor. You look at the financials and the due diligence. You might say, okay, try my backyard, I may do that deal, but you're most likely to come in. If you understand who I am, our medical, what medical practices are, because you're a doctor or you've Invested in the space before and you're local to the deal in San Diego, then you're much more likely to invest.

03:25

If you look at a deal as an investor and I tell us my investors and you don't know the team, you don't understand the industry and you're not local to the opportunity, you should not even be looking at that deal. You are wasting all of your time. You should be looking in areas where you have some confidence and conviction, because you know the team, you know the industry or you're local to the opportunity, or you can fly there and walk through the manufacturing plant or whatever it may be. So this is really important and so anytime you enter a room, you should think what trust curve am I trying to move the investor up? Not trusting me, understanding the industry or getting them on site at the opportunity and showing them the very specifics, the walkthrough of the exact opportunity on site, if you can, so you can gauge this differently based on what types of investors you're going to. If you go to 19 types of investors, there's no way to customize it to where they typically are. In that that curve those trust curves right. If you go to one type of investor and you're only pitching professional athletes and you know that the professional athletes have no idea how blockchain works, but you have something in common because you used to be a professional athlete and the deal is right in their backyard and Cincinnati or New Jersey, etc. Then you can lean on that and you can you can focus on teaching them about blockchain or driving up the trust so deeply. On the other two areas that it overrides the fact that they don't understand blockchain. This is important for this section in this module because if you don't focus on a certain type of investor, then you don't know which learning curve, which trust curve you should really be focused on in your materials and Conversations, or with your average prospect, and you can shortcut raising capital and raise capital much faster.

05:06

If you look at where, if you had success in the past, where is your background and career from? Did you come from being an engineer? Did you come from being an athlete, a lawyer, a doctor, career professional, the CEO of a big company, and now you run this investment platform and now you're raising capital? If you're a fintech company, Well then that might give you a clue to where you could raise capital from the most quickly. You might understand the lingo of a certain niche area because of your background. You might have access to groups, associations, membership organizations, maybe even the heads of some of those organizations, and that is key to tapping into a pool of pre-qualified investors. So you want to be thinking about who already understands my investment and would recognize all the hard work I did to structure and find this company or this real estate asset or this opportunity, whatever it may be, and you want to think who is local to the deal and where are there barrels of fish? Where, if we define to an ideal Investor is, they're all congregating and they're all going to this one annual event or this one Ownership club business owner club in that niche where you can't join unless you pay 10 or $20,000 a year or much more. So everybody attending is pretty successful and they're in the niche where you know that investor demographic is more likely to invest with you.

06:23

You want to think who are the advisors, the CPAs, the attorneys that advise these people, and how do you get those advisors on your advisory board? We just had the co-founder of Keller Williams. His name is Joe Williams. He invested with our short-term rental platform called investor residences comm. He put his cash into our fund, but he also joined our advisory board and he has 173,000 real estate agents. If you're familiar with the tax code, real estate agents are typically qualified and designated as real estate professionals in the eyes of the IRS and they get to use depreciation and write-offs on depreciation more fluently than a normal high net worth investor For real estate investments like R-Short and Rental Fund. It tapping into a real estate agent investor marketplace could be really valuable. Plus, we'll get deal flow by having that person on our advisory board.

07:17

That's a good example of dialing into an investor demographic. If you run a litigation hedge fund, you may dial in to law firm partners who could contribute knowledge to cases and really understand how large cases maybe have large decisions made on them where the winnings might be big but maybe have to spend $400,000 on legal fees to win the $7 million they could see the payouts on that could be massive and understand it right away. Raising capital from law firm partners may be or may not be. You might find them litigious by nature, obviously, but it's a good example of investor demographic going into an investment they would understand. Another example is a doctor invested in a medical practice. This is something where they made their money in healthcare and in medicine, but over 20 years maybe they only get one or two chances to invest in medical practices, so they may appreciate that opportunity. If you want to see how we not only target doctors for medical practices but also customize the logo of that brand and how we speak to them and the images we use, you can see that on our website at MedicalClinicCapital.com . If you want to see how we market our short-term rental property platform, you can see that at InvestorResidences.com .

08:33

It really takes some time to meditate and think on what publications your ideal investor demographic is consuming. What YouTube channels, what podcast channels, who are they subscribing to? What are they reading? Where do they live, what organizations and clubs do they belong to, etc. Where are their barrels of fish already organized, where you can either participate within that community and, if it starts working, then partner with the head of the community or sponsor, or be the exclusive sponsor of that community, or create your own lookalike community that gathers together these really qualified prospects for you. Make sure you're speaking their language.

09:08

You dial in those three trust curves that we talked about, and a lot of times people say, well, I don't need this, we raise capital from everyone, or we raise capital from high-net-worth individuals, or I ask them and they say, oh, we raise capital from family offices. It's kind of a lazy bad answer, though, because it's not really dialed in to a specific type of family that made their money in manufacturing or that's based in these three cities, etc. And so you want to be dialing that in, and you may want to have two different investor demographics you target, plus a main one for 60 to 90% of your energy and then a secondary one. That's an experiment and you see if it grows legs to it and expands. By focusing most of your energy on one demographic, you'll pretty quickly find out if it was a horrible idea or if you feel the traction and the innate value and people really appreciating the opportunity to look at your deals, then you'll feel that momentum. If it's frustrating hard and you get no progress, it could be the quality of your deal, your communications, other things we're going to talk about within the 17 Modules series. But you want to be focusing most of your energy on one thing. Once that starts working then you can shift the energy and maybe go 50-50 on the next experiment until that starts working and then build niches within your niches. So you can see this within some of the work we do.

10:20

For example, this book we bought. CentiMillionaires.com wrote the first book on Centimillionaires. Same with single family offices. We also spent a lot of money over 12 years acquiring Billionaires.com . That's hitting a certain demographic right between the eyes and attracting that type of professional into us. It's like a doorway for that type of investor demographic.

10:42

So the final comment I'll make here is that everything should be customized to the investor demographic the structure of your investment, the term of your investment, how liquid it is, the income, the tax treatment, what order you brag about, all those great things and how that matters the branding, the one liner for your investment, the website URL, where you travel, what clothes you wear, what vocabulary you use Every single thing should be customized to that through the lens of the three trust curves and by doing that, you'll be more effective and more efficient every day, and that is working smarter instead of working harder, although, as many of you know, the people who are very successful, they are very smart and they work very hard. So I hope you found that valuable. That's module number two on investor demographics and forming your investor avatar. It's part of our 17 module advanced capital raising series called $100 million Rainmakers. We're going to go into module number three next, which is going to be on branding.

Jonathan Tuttle Host 11:43

Hey, it's Jonathan. I get exclusive access to great investment deals, opportunities for my community, my network and just for my loyal listeners. We'll give you first access. Go to AccreditedInvestorPodcast.com and sign up for the email list. Also, join the Accredited Investor Podcast Patreon group where we give you additional exclusive interviews, monthly private group calls and networking with others in this community. Check out accredited investor podcast on Patreon. Finally, I get a lot of people asking to work with them one on one. Yes, I can, but it's very limited. Go to RevenueAscend.com/consulting .For any real estate investing exclusive access, go to MidwestParkCapital.com . All links are included below. Please like, comment, Share this podcast with other friends. Thanks for listening.

Unlocking the Secrets of Raising Capital and Accelerating Towards $100 Million with Richard C. Wilson

Richard C Wilson Guest 00:00

We asked them exactly why they said no. And then we follow up. When we purchased billionaires.com, we followed up over 12 years, every two to four months, until they cracked and gave it to us for less than half of what they were trying to sell it to us for 12 years.

Jonathan Tuttle Host 00:16

My name is Jonathan Tuttle, the host of the Accredited Investor Podcast, and I'm the founder at Midwest Park Capital, a boutique mobile home park real estate fund, along with Revenue Ascend, a leading digital marketing and fractional CMO agency, and a part of the founding team at WowiPop!, a new Kava and mood enhancing beverage. This episode is sponsored by Prestige, the world's most exclusive social networking app. All website links are in the show notes below. In this high level mini series called the $100 million Rainmaker Insights, Richard C Wilson of the Family Office Club, which is the founder of the world's largest ultra high net worth paid association and owner of Billionaires.com, breaks down in short high value strategies in this 19 part mini series on how to grow, think and optimize to get to your first $100 million. You will not want to miss any episodes. Enjoy this mini series. Please like, comment and share this podcast with your friends. Thank you.

Richard C Wilson Guest 01:20

Hello everyone, I'm Richard C Wilson, founder of the Family Office Club, and welcome to module one of our $100 million Rainmaker series. This is a 17 module mini series on advanced capital raising strategies and secrets. So in this module we're going to go over a capital raising mindset. These are all different angles and views on my perspective on what it takes to be really successful at raising capital. The bottom line of everything I'm about to say is that people want to like you, trust you and see you as a class act professional that's going to do the right thing and is high integrity and is not someone who is high stress, sneaky not to be trusted, dishonest, too slick, etc. Right, most of that goes without saying. Some other things, though little nuances about this for those of you that are new to the space or those who are looking to train their team, and just some real quick reminders and this will be a relatively quick module, because the next one is going to get very tactical and practical to apply right away. But a few things here is just to make sure that over time, you're being politely persistent, that you're following up If somebody says no, like somebody said no to us this morning.

02:28

They just said no. After reviewing the details, this isn't for us and we said okay. Is it the structure? Is it because you like direct investments and not through a fund? Is it timing? Is it the location of the assets? Or would you be more interested in our profitable medical practice platforms instead of our short-term rental revenue platform? Right? So we asked them exactly why they said no. And then we follow up. When we purchased Billionaires.com, we followed up over 12 years, every two to four months, until they cracked and gave it to us for less than half of what they were trying to sell it to us for 12 years. When we bought a large community in the doctor space, we followed up with them over 14 months, over 120 emails and instead of paying $3 million, we got the deal done for $400,000.

03:17

That's being politely persistent. You need to add value first. Nobody owes you a response to the email that you sent, right? So you might say, oh, why didn't someone respond? Or you might even I've seen people even get mad at investors saying you shook my hand at the event. Why do you ignore my email now? Well, they get hundreds and hundreds of emails. It's not their fault if your email is average or lame or not valuable, and one core issue with capital raising is a lot of people think they have better deals than they really have. The problem is that some investors are very sophisticated, some are not. Of course there's a full spectrum, but the very sophisticated investors usually are the bigger checkwriters. They see thousands of deals a year. Some early stage capital raisers see maybe 1,000 deals a year, maybe not thousands, and so what they see as a really good deal is maybe not that good a deal to the investor, or maybe the deal is great for the structure's average.

04:08

You have to be compelling in two or three ways. It has to be a sharp strategy, a great team, and they want to have the person lean forward for three different reasons. Two or three different reasons where they say, wow, that's new or I've been looking for something like that. I've never heard of that strategy and the rest of that space is really overcrowded, so I love that they took that approach. That's what you want to get to.

04:27

You need to be 100% or 1,000% conviction on what you're doing. If you don't believe in it, someone else won't believe in it. If you don't take yourself seriously, then no one's going to take you more seriously than you take yourself. If you email someone at the Yahoo email address, that means you didn't even spend $8 setting up a professional domain name, and 0.1 seconds of their time is worth more than $8. So they should not even be reading your email because you didn't even care enough to present it in an even halfway professional way. So we're going to give many examples of that throughout this mini series.

04:57

Make sure you be focused. You're unique, you don't look like everyone else in the crowd and always be learning and gaining an edge. That's partially what the Family Office Club is all about. Selfishly, for myself, I've been to all 190 of our live events. I'm going to keep on going and I decide what we talk about at each event so I don't get bored at my own event and I get bored really easily. So for our long-term members, we keep the content fresh in this way.

05:20

One of my mentors, Dan Sullivan, says there's two types of knowledge specialized knowledge and worthless knowledge.

05:26

And if you're watching this mini series, then you are looking for specialized knowledge on raising capital, getting deals done and working with investors and attracting new investors, and that's what we're going to be equipping you with.

05:38

But you have to open your mind to always be saying how can I use this from Inc Magazine and use it in my business? How can I use what Richard said and use that today in an email? How can I use what Robert Cialdini says about influence and persuasion or what Grant Cardone says about sales and then use that for raising capital Constantly? You have to be doing that because in our space you don't have to win by 100%, you don't have to lap the competition. If you're ahead by 1% or 0.1%, you might get 80 or 100% of that investment allocation. If somebody is looking at investing in our short-term rental platform or in our medical practice deals versus two other platforms, they might give almost all or most of the capital to one group in a secondary position to another one or, if they're looking at 10, they might allocate to two or three, but you just need to win by a little bit, not by a lot.

06:25

Instead of that little edge that might really make the difference. When we go through this mini -series, we're going to throw a ton of strategies at you. We do this at our workshops as well. We want to make this a great investment of your time and by the time you're done watching these 17 modules, I want this to be the most valuable thing you've ever found in the podcast world or on YouTube as it relates to raising capital or investor relations and working with new investors, and have that be the reason why we start a relationship through the Family Office Club and get to know each other and do business long-term. That's our motivation. Give you things you can put in place, but we're going to give you more ideas than you could possibly use right now. It's going to be like going to a breakfast brunch buffet at the Ritz Carlton. You're not expected to eat everything. You pick and choose what looks good to you now. Otherwise you'll get indigestion and things aren't going to work out well for you.

07:14

We do hope that over the 17 modules, you pick up three to four things that, when you stack them on top of each other, they give you an unfair advantage over your previous self or over competitors in a crowded niche that you're in likely. If you even have time to be looking on YouTube or podcast for information like this, you're either traveling, exercising or it's because you need more momentum. You need more attraction. If all of us were raising a billion dollars a year or $20 million dollars a month, we may not have time for this type of information. So even myself, I'm always learning and getting better, and so, until I get to the point of doing a billion dollars a year in deals, I'm going to be at our events. I'm going to be constantly learning, and so you want to be looking out for those things, when you stack them on top of each other, to give you a real unfair advantage in the marketplace, and we're going to point those out through these different modules.

08:08

So these are some of the premises of the right mindset you need to have to be successful at raising capital. You need to be long-term minded and patient with results, but very fast moving. Short term. You need to get right back to the investor very clearly and be a great communicator and show things with diagrams and visuals and be responsive, but not think that they're going to come in and invest right after you talk to them one or two times. You need to be very concise and quick, but also politely patient, so I hope that kind of sets the tone for a lot of the content here to come. This is module number one of our $100 million Rainmaker series. We have 16 more modules to go, so I hope to see you on module number two, which is going to be focused on investor demographics and defining your investor avatar. We'll see you over there in the next module.

Jonathan Tuttle Host 08:59

Hey, it's Jonathan. I get exclusive access to great investment deals, opportunities from my community, my network and just from my loyal listeners. We'll give you first access. Go to AccreditedInvestorPodcast.com and sign up for the email list. Also, join the Accredited Investor Podcast Patreon group where we give you additional exclusive interviews, monthly private group calls and networking with others in this community. Check out Accredited Investor Podcast on Patreon. Finally, I get a lot of people asking me for to help them one-on-one. Yes, I can, but it's very limited. Go to RevenueAscend.com/consulting .For any real estate investing exclusive access, go to the MidwestParkCapital.com . All links are included below. Please like, comment, share this podcast with other friends. Thanks for listening.