REI Day 4 Session 1

Doors back here, please.

Thank you.

All right, got my spotlight. Awesome. How's everybody doing? How's everybody doing? All right, you made it. You made it. Everybody give yourselves a round of applause right now. You made it to day 4. Great job, guys. Has it been a challenge? Does it live up to the name challenge? This is a challenge. I told you we'd be exhausted by the end of it, but today is going to be another day of breakthrough for you guys. I'm telling you, we were just discussing, man, I'd love to have 10 days with everybody, and it feels like you could. And we're trying to give so much information that it's really like catching you up, having— getting you to the end where you're a 20-year experience in apartments and And it's just, it's a lot. That's a big, big goal in just 4 days. But I think we've made some progress. How many believe you've made some progress this week?

Yeah.

All right, good. So now it's about getting results. So one thing I want to encourage every single person to do is write down today's day 4. It's the last day. I want you to be extremely intense about anything you still feel uncertain about. All right, anything that— anything at all that you have questions about, anything at all that you're nervous about, whatever it is, I want you to write that list down. Write a list of questions down that you want answered. Okay. This is about your business. This is about your life. This is about your family's life, your legacy. This is about the mission God's put on your heart. And I want you to be extremely intense about making sure that you— there are no roadblocks. All right, everybody say no roadblocks.

No roadblocks.

We want no roadblocks. Anything that's in the way that you think may be in the way, I want you to write that down and I want you to get a question ready. We're going to try and make sure that we answer all those questions before the end of the day. Okay, if we have to stay up till midnight, whatever it takes, right? Well, that's actually one of our core values in our company. Whatever it takes. Whatever it takes. We, we don't do what we can. We do whatever it takes. All right, so make sure you have those questions. We're going to have ample time today for questions. And we're going to have— we're going to be doing more deal reviews. But just to give you a little bit of the agenda today, I'm going to be doing a training on capital raising. Okay, so this is going to be a very in-depth training. And we're going to be going through a lot of stuff during the capital raise training, and it's probably going to take 2 hours. Okay, so it's going to be extremely in-depth. But after that, we're going to get into more deal reviews and then more working sessions for the rest of the day. Deal room will be open, so we want to have some follow-up conversations. I know, David, we need to finish conversations there. There's several people we need to have follow-up conversations. But then if you have a deal that you feel like, or your table lead thinks is in our buy box, we need to make sure that's going to the deal room. Okay, otherwise we'll be in here doing questions and answers, underwriting, all that kind of stuff. All right, also if you have any tech issues, any anything with school or Slack or DealFire or whatever that is, same thing. Whatever is in the way, write a list of questions. All right, we're here for you. We're going to make sure that you're coming away. Feeling confident and strong. Whatever's confusing, we want to clarify it. All right. Let's stand up. We got to kick the day off right. We got to kick it off right. All right, Larry, you want to lead us? Yeah, sit back down. Awesome. Let's do it. Same thing?

Same thing.

Hey, Pete, raise your hands. Raise your hands. Get them to the sky. All right, we're gonna jump up and down 10 times, then scream REI as loud as we possibly can.

All right.

Till it hurts your throat.

All right.

All right, ready? 1, 2, 3, 4, 5, 6, 7, 8, 9, 10.

REI!

All right.

Woo!

Loudest one, day 4. I actually did that right when I got out of bed this morning, if I'm honest. I gotta try that. That's good.

All right.

Scared my wife to death. Uh, well, let me pray and then, uh, we'll get started. Father, we thank you for bringing us here. Thank you for everything we've, uh, received, all that you've put, uh, on our hearts and all the things that you've to us. Help us retain the information, God. Help us to, uh, to learn and eagerly seek your wisdom. And, uh, more than that, help us to apply and take action upon what we are learning. And, uh, just bless everyone here. Bless their families. Bless the calling and the mission you put on their lives. And we thank you, Lord, uh, for a great last day. In Jesus' name, amen.

Amen.

All right, so let's update the leaderboard. Let's go ahead and get your numbers ready. We have a lot of— actually, you know what, while you guys get the, get the numbers ready, let's do wins. Who wants to share some wins or some takeaways from the past couple days or this week? I I know we've had a lot of wins in here. I keep hearing people come up to me saying they did the message blast or they did something. Let's hear it. Yeah, I was, I was really reluctant to use the Hit Up. I'm like, I'm a pastor, so I don't want to, you know, impose on sacred relationships. But I, I had 4 people say yes and commit to helping yesterday, and one of them was a guy I haven't talked to in years and years. I said, I I know I haven't talked to you in a while was kind of my opening pitch for all of it, and I was just blown away. So I think, you know, thanks for making me face my fears because it worked. Yeah. Yes, that's huge. Who else? Wins. Progress. All right.

So I came to the event last year. And I was doing the hit him up thing, right? Um, but I only got through the K's on my phone because I have like 2,800 contacts, and I had 191 people on that thing. I waited too long to send out the stuff because I didn't send it out that day, and that I ended up having to pay the subscription, uh, probably last month. And because I was trying to just go through all my contacts, and it's just so painstaking. So yesterday I decided to Screw this, I'm just gonna start calling people. So I started calling. I was like, I'm gonna just call 10 of these people instead of texting them. Um, I got 2 people who said, uh, I'm not ready to invest this year, but I'll invest next year. And then I got one guy that I had met at another mastermind, and this mastermind guy was like, hey, uh, because I, I'm a part of a couple different ones. So this guy was like, hey, I'm so glad you're here. I learned so much from you, from all your questions. I know some of y'all might be irritated by my questions. But I think some of y'all are getting some good stuff with the questions. He said, I want to invest with you. I want to maybe do some Airbnbs or something. So when I came to this event, I called him back yesterday. I said, hey, I've got— I'm getting multifamily. Would you be interested in putting some money into multifamily? He goes, oh, I'd love to do multifamily. And he goes, I need to reduce my tax liability by about $3 million. And I'll have at least— he goes, I think I can easily get $750,000 to $1 million to you. I need to deploy this year. So there you go.

Give it to David. Little short guy here. So the text blast yesterday, I hit 56 contacts from my phone list, and I've got 14.5 soft commits. So, and I was just telling everybody that minimum is 50,000. to $100,000 on commitments. So let's go give it up. All right. Who else wins takeaways?

And I just—

I came— I've been through a bunch of masterminds and trainings and stuff before. And the biggest thing for me is people. My biggest reason is people. That's my why in connecting people and making connections. And so it has been It's definitely fulfilled that being in the room with all of you and all of your experience and wisdom and knowledge that you bring to this. And so getting, um, just being here for the 4 days and connecting, making that human connection aside from all the phones and all of the hustle and everything that we normally have has been, um, absolutely priceless. So, um, thank you for all of, all of you that have, uh, connected with me and those that I haven't, um, look forward to connecting. But there's so much value in the teamwork of life. In general, but especially in multifamily. So just definitely that's a win from this event.

Awesome.

All right, cool. Anybody else? Wins? All right. I'd like to piggyback on what Deb's saying. The reason I'm here is relationships, and that's how we're going to be successful, right? And knowing that you can put your head down and get busy. But one of my mentors pushed me a long time ago. I have to spend 75% of my time building relationships.

Hmm.

And I struggled against that for a long time. So let me encourage those of you out there that don't or aren't the best relationship people, introverts like I was, still am for the most part. Relationships are what's going to help you be successful. And I've made some great relationships being here and you guys being the leaders. Not afraid to share your faith, and leading in that aspect has been very much appreciated. Amen.

Amen.

Well, I've done quite a bit. I'm new on the— in this game here. I've, uh, single family, bed and breakfast. But, um, because I've been stretched and asked different questions, A lot of things are coming into my windfall. And I'm like, well, I wouldn't be here if I hadn't been asking these different set of questions.

Yeah.

So this yesterday, I reached out to a friend and it was actually through my social media. And he says, I have a deal for you. And I said, oh yeah, what's that? And so it's in the Poconos, 20 units, $2 mil. And he said, I'll owner finance it for you.

I'm like, okay.

Wow.

All right, well, we'll just do the numbers when we get back or do the paperwork. But, um, I wouldn't have done that, um, had I not been asking different set of questions. Um, and I know, you know, we didn't— I didn't spend 4 years going to Willamette, but I didn't go to business school. I just doing hard knocks. And the fact that you can do this in a short period of time, that's invaluable, you know, to have somebody to hold your hand. I can talk to different ones in the room. I can pick up the phone. I might not get a hold of you right away, but I know that I have that support team. And, um, you know, for those of you that are like, I don't know if I— I don't know if I'm going to get what I want out of this, you will. You, you're here for a reason. This isn't just a happenstance. You're in this room for a reason. There's, you know, I can go back in my history line, like, why was I there? And then I'm like, oh, now I know why I was there, because I had to pick up that tool. I had to do that. I had to do this. Um, but yeah, love it.

Okay, thank you. Good, thank you. All right, well, let's, um, thanks for sharing, guys. Let's go ahead and update the leaderboard. We've got to see who's rising to the top. We will do it this morning, and then we'll do it again for the final finale today at around 3:30, uh, or 4 o'clock. And we'll see who's gonna win. What table is gonna win? That's a good idea. All right, so let's go. Table 1, Deal Makers. 15 extra quality calls. All right, great job. Offers made?

Offers.

Okay. All right. Table 2, current buyers. All right, buyers. 17 more calls. All right.

5 accepted.

That would probably be in the offers made. Did you count those offers? And LOI sent would be the same thing. Yeah. Okay, so 5 5. The next one will be if they were accepted, the LOI. Yes. So then 10 total offers and LOIs combined. Okay, so another 15. Any capital? 3 for another soft commit. All right, 15 and 15 is 30.

Great job.

That would be 91. Great job. Flying high, flying high. What you got? Quality conversations. 10 more. 13 soft commitments. Let's go. Great job. Anything on offers? You made one? Okay, one offer.

Let's start.

13.

One offer. Yep. All right, killer, guys. Great job. All right, um, cash cows, moo, where are you at?

18 capital.

Oh, I need a capital. No, 90 and—

where—

I've lost my place. Oh, 95.

95.

No, but I probably need somebody double-checking my math. 5 times 18 is 90, plus 5 is 95, right? Oh, I gotta do this one.

What?

Ah, thank you. That was gonna hurt my head. All right, we got Lion Group. All right. Oh, you guys are in second place. All right, let's go Lions! My kids were here. No, that's not 153. That's not right.

That's not right. That's not right.

65 and 58 would be 123, right?

123.

Yep.

Is that right?

All right, boom.

All right, Arthur's Roundtable currently Was in the lead. Where are you at now? Seventeen more call.

Oh oh oh!

No nothing there.

How many?

Five more.

Five.

Five more.

Okay, twenty five ninety.

One sixty-six.

So two more. Y'all are helping each other out. So two more.

Yes.

Tax stuff that he can't be here, but ah, you know, even though I'm highly competitive, ah. All right, all right. Now you're in second place. Great job. Anything on offers or LOI? Okay. All right, all right. Now we're at Gold Brokers. All right, table's diminishing, guys. What's going on? You scare everybody away? What happened? Oh, somebody's in a meeting.

What?

All right, 11 conversations. All right, great job. One offer sent. No, no, there, one, one more offer. Okay. All right. We need to maybe give them a handicap or something over here. We'll have to tally that up in a handicap fashion. All right. Triple it. Accelerate.

Table 8.

Quality conversations. All right, Cloud Nine. Hold on a second. I gotta catch up with you.

What is that?

LOIs accepted or offers?

How many? How many was that?

So 18 more for 30. And then how much more capital? I think that would be a soft commit. Yeah. Uh-oh, one more. That's kind of tough because technically everybody has a soft commit from RI Capital. Take it off, take it away. Uh, yeah, I would think so because I mean we're telling everybody. Yeah, yeah, she's probably right. They're probably right. It made it to a stage where we're like, yeah, let's— it fits our buy box. And the deal makes sense. It passed the preliminary round.

Ready?

Can't hear you. I can't hear you.

23 more.

Okay.

Oh, shit.

Sorry, bad math. Good news, you're not in last place anymore.

All right.

So we have Cash Cows now taking the lead. Let's give it up for Cash Cows. And then who's next? Arthur's Realm. Arthur's Round Table is now number 2. No, no, Cloud Nine is— Oh, I missed them. Sorry. Cloud Nine is number 2. And then And then Arthur's. All right, it's getting down to the wire here. Only 2 people are walking away with the prize, 2 tables. All right, cool. Everybody say, today is my day. Today is my day. Say, it only takes one deal to change your lives. You can do it, guys. It's the last day. I want to encourage you— oh, thank you. Make sure, like I said earlier, you are doing a brain dump. Everything you possibly have questions about, we want to answer today. We want to make sure you're moving forward. I'm telling you, it's the— it's that momentum you start building, you start building, you start building, and then it breaks. A lot of times— I was just talking to somebody yesterday— a lot of times The biggest success comes right after the biggest trial. I mean, you believe that? Understand that sometimes the hardest moment is that point right before you start seeing major breakthroughs. So keep pushing. The deals are out there. It's just about how many can we get through. That's why we've spent a ton of time talking about underwriting and getting Extremely detailed on underwriting because the faster you can get through bad deals, stop wasting your time on bad deals, the faster you can get through your leads. Um, uh, Chuck, Chuck had a— it was— we were talking last night, he, he built an AI system. You need to talk to this guy, he's extremely smart. He built an AI system that went through 800 leads and found some of the best deals. Um, So if you want to know how he's doing that, um, you need to check it out. But he built an AI system for underwriting and all kind of stuff. So, um, yeah, oh, it's patented. You got to pay him. The free trial. But look, the reality is it takes a lot of leads, guys, and you got to get a lot of leads. A lot of people think Oh, just the deals. I just don't have deals that are penciling out. No, you just haven't gone through enough deals. You haven't generated enough deals. Typically, the constraint and the, the breaking point is at how many deals you have coming through the funnel, right? So we need to increase the efforts on finding deals and then increase the efforts on getting through the deals quickly, right? NAC analysis and all that kind of stuff. So All right, we're going to jump into capital raising training. Um, uh, so we're gonna roll. You guys are ready for, for capital raising? You guys are ready for the session? Okay. All right, so who wants to learn how to raise capital? Who wants to be good at raising capital? All right, so here we are. We're going to talk about, after helping 1,000+ investors, And raising more than $100 million in capital. Here is the top 3 steps that create top 1% success in capital raising. Okay, this is also exactly how we're currently building a $100 million per year real estate fund, okay, for distressed properties and, uh, value-add opportunities. Okay, so this is the exact model We're going to talk about the 3 steps. Okay. How many of you have attended the Capital Raise Accelerator 5-day challenge? The recent one we did? Okay, cool. If you have not attended that or not seen that in the training, you've got to go take that. It's extremely in-depth. Um, it's a lot of training. It's like 2.5 hours every day for 5 days straight of just training on building a capital raise machine. Okay, so you've got to go check that out. Capital raising is one of your highest skill sets, your highest value skill sets. It translates into any industry, right? It's not just real estate. So you learn this skill, you're going to be dangerous in a lot of different industries, not just real estate, but you're also going to be able to participate in other people's deals, right? You're also going to be able to add value to someone else, thus creating equity. It's, it's, uh, you know, we were just talking to, uh, Brett Laser and Bridget Baker. You guys know them? They, they, they came in within, um, within a month they were in a deal, and within 4 months they had— they were part of the team that closed a 197-unit deal, right? $20-$21 million deal. But that was only because they didn't find the deal, They came in to help raise capital, right? They were brought into the deal. So extremely quick timeline there, but it wasn't because they were doing the finding deals. Finding deals is extremely important skill set as well, but this is something that can get you in more deals. So let's talk about it. All right, ratio of success. So when we're thinking about building a capital raise engine and business, there is a ratio that I feel like most people overlook, right? So there's Finding a killer deal is a prerequisite, right? And I think we're all understanding how important that is. We're finding— we're in there grinding. You guys are working your tails off trying to find deals, and that's one of the hardest parts. Okay, but if you're going to be the capital raiser, if you're going to create an actual capital group that has all-encompassing acquisitions and capital raising, you got to understand that's just 33% of of the equation. The next part is eyeballs and outreach, so actually attracting leads. That's another 33%. And here's what other people don't understand, and probably a majority of the people that want to raise capital think, if I just have access to more capital partners, I'll be good, right? But that's just 33%. The other 33% is the top left, conversion. I can send you capital raisers, people who have capital all day. But if you don't know how to get your message out, you don't know who your avatar is, who your investor is, and you don't know how to help them solve their problems and help them get into the opportunity, you're not going to be able to close them, you're not going to be able to actually get them into the deal. Okay, so it's just very important. I want to share this pie, this chart Because all 3 are extremely important. So we're going to go into depth about each one. But what makes a killer deal? Let's start with the first quadrant: location, cash flow below basis, below market rents, urgency to sell, minimum $1 million. So these are all things that you can put on, you know, whenever you're talking to somebody, your elevator pitch, all this kind of stuff. What makes a killer deal? Why is it a killer deal? The prerequisite: minimum $1 million potential profit. Day 1 cash flow, existing loan that you're assuming, distressed property, distressed debt, great returns. Obviously, great returns depend on the type of investor, right? So, you know, you're— like I said earlier, your institutional guys, and we're gonna go over that in just a second, 18% IRR is appealing. It's outrageous and amazing to some. It's too low for others. It's too optimistic and too good to be true for some. Right? So it's just what type of investor are you going after? And you got to make sure this resonates with them. Okay. The foundational conversion framework. So let's get into why most investors fail. Okay. Number one is not treating this like a business, right? Treating this as a hobby, right? Capital raising is one of the highest value skill sets, which we talked about. You will attract better deals if you know how to raise capital. You will win the deals at lower prices and ultimately scale. scale exponentially, but you got to treat it like it's one of your top priorities, right? It requires a level of consistency and diligence that 99% of the population does not have, but be the 1%. Everybody say 1%.

1%.

You're wearing a shirt that says it. Did everybody get a shirt? You got to get a shirt that says be the 1%. All right, so not knowing what game you're in. I talked about this yesterday, but capital raising is Scaling trust, right? It's building trust at scale, right? That's why people will give you money, right? That's why people will invest in your deal is because they trust you, right? They're not just putting money somewhere that you don't have credibility, you don't have trust. So it's about shortening the trust gap, right? The new currency of— and it's about branding and marketing. So it's building trust and it's building Trust at scale, but it's also branding and marketing. That's everything, right? So the new currency of today is attention, eyeballs. Many people don't want to put themselves out there. Now, if you are not willing to challenge yourself and communicate and market online in videos, at events, or on webinars, here's what I would suggest. You do it anyway. If you're not willing to put yourself out there, do it anyway. All right, be willing. Or here's the other option, partner with someone who, who is.

Right.

Partnership is, is, is extremely important. But a lot of times we do underestimate, even with partnerships, what it's actually going to take to raise the capital, right? We need more eyeballs, but we got to build more trust faster when we're newer. Right? Again, the snowball happens typically after that first deal, but that first one, it's just about laying the groundwork, putting in the grind, putting in the effort. Okay? Also, a big mistake is relying on AI entirely. I encourage everybody use AI, master it, learn how to do AI. AI will drastically help you. Right? And the saying goes that, you know, AI is not going to, you know, replace everything, but if you're not using AI, You're going to get left behind, right? However, when you're thinking about grabbing attention, right, attention is the new currency. You, you can't think that, that your AI is really going to help you stand out, right? It'll help you craft some ideas, but everybody else is using AI too, right? So AI, if you're just using AI to create messaging online, you're going to sound like everybody else. Right? So you've got to learn the art of creating attention and helping people, creating value, being real, being authentic, right? That's extremely important. So not providing value in the community. So in this community, as well as any other community you're a part of, provide value, encourage others to give value, seek to give before you take. Learn this one thing, I'm telling you, it'll return a hundredfold to you. Right? Be the type of person that you would want to invest with in the community. Right? Going at it solo is the last thing. Some of the biggest deals we've done, some of the biggest deals we've done and we've helped others do, and some of the biggest syndicators in the space with thousands of units still partner with other capital raisers. Anybody know Georgia Brew? If you've been in the boardroom, Georgia Brew has 4,500 doors. He's done 7,000 transactions. He still uses a capital raiser. He still partners with someone to raise the capital. Like, he'll find someone like you and you'll help raise the capital and he'll, you'll participate in the deal, right? So that's, that's a big strategy even at scale. Now, obviously, we can get cheaper capital if you learn how to do this skill set by yourself. But at the end of the day, it's about— sometimes it's about speed over, over, over the money, right? Over how cheap you can get capital. But if you are limited on time, this is especially important for you to use partners. Okay, here's the funnel. So very simply, I tried to create the funnel in a very compressed understanding right here just to give you an overview. So the pipeline, right, it's a big funnel, right? When we're raising capital, we're attracting people who are cold investors and we're getting them to the finish line to actually invest in your deal. And then even past that, right, we're actually— the finish line is not them investing in your deal. The finish line is them referring other people, them continuing to invest, right? That's, that's the finish line, right? Is continue to have a lifelong partner in your deal. But attract is the first thing. Okay, we can attract people many different ways. We'll talk about some of those ways in just a second, but post, text, call, DM. What you did yesterday, you texted people and you got them into the initial phase of the funnel, right? We can run ads, we can go to events, we can do all kinds of different things. We'll talk about that. But then we ascend. Okay, so the next bubble is ascend. So what do we do after they come into our funnel? We've got to get them on a call. And that could either be with somebody who's just maybe a VA, maybe one of your VAs can actually call and qualify. Are they accredited investors? Are they, are they looking to deploy money quickly? Are they, you know, is their money tied up? What are they looking to do? So you can have somebody reach out or you can just reach out. But very important, every lead that comes in, whether you're running posts to a booking page, whether you're just running posts to your email list, Ads, whatever it is, all the leads you got in there, in your in your response list today or yesterday, you want to make sure every one of them is called. This sounds simple, but it is overload. We just want people who a lot of times are just hungry, ready to invest. Yes, here's my money. But the true profits, everything is found in the true. Scale is found in making sure you steward every person that comes in, every person that gives you their information, that has expressed interest. You must give them a call. Somebody needs to call them, and then you put them on a call with you. All right, and then you can also take the leads that came in yesterday, or if you made a post and someone responded, you can say comment deal if you want to learn more about a deal, or comment invest if you want to connect about Our thesis, and then and then you can reach out to them. And what you can do is is tell them about a webinar you're going to be putting on, right? Just go live on Zoom. Do a quick Zoom call about your deal. When you have a deal underway, you can just share about it online if people want to learn more about your deal, right? So that's something that you can initially point people towards instead of you know jumping on your calendar. But, and if you don't have a deal, you can just put into— you can do a Zoom just about your business plan, your strategy. I've seen some really good— or if you're educating them, you know, on the post, or you're talking about how to convert your 401 into real estate, how to save money on taxes, whatever that is, if you're educating the audience, right, which is another way to attract and add value to people's lives, Then you can do a webinar on that kind of thing, right? And then what we do is once we can get them on a call, either from a webinar or just straight to a call with you, then we've got to close, right? We do a one-to-one call, and I'm gonna give you the exact script and the exact process that we bring people through. It's extremely important. You may think, I'm really good at sharing about my deal. If I just have a good deal, people are going to want to jump in. I hear that all the time. I got this deal. I just couldn't imagine people not wanting to jump in on this deal. It's so killer. I sound like a surfer dude, you know, and in case anybody there surfers. So, um, yeah, so you know, you, you have to understand that's not the whole piece, right? You actually need to make sure this is the right fit for that investor. You don't want any investor on your deal, as crazy as that may sound. Just because they said yeah, they want to invest does not mean they're a good fit for your deal. If you're if you're you know they're going to be worried about their investment every day and reaching out to you know that might it might make things a little harder for you, right? If they're expecting something that they're not going to get, then you got it's harder. So I just would say not every investor is worth bringing in. But PPM, LPA docs after you get off the phone with them, every person you get off the phone with if they said yes, they're Potentially interested, you want to make sure you send them the documents via email. So your private placement memorandum, limited partner agreements, you'll get that through the attorneys. You don't have to worry about that. But, uh, and then wiring instructions. So one of the things you'd probably want to do if you're in a deal, you want to try and get a bank account set up as soon as possible. Um, you know, you get with your SEC attorneys. We have Paul and Adam in the community. Has anybody met Paul and Adam? Anybody? Okay, cool. Yeah, so they're great attorneys. Um, they're good at attorneys, so ask them legal questions, not about real estate. Uh, no, they're good at— they're decent in real estate. Uh, anyway, um, get them the PPM. They'll get you the PPM and LPA docs. So that's just the subscription agreement. So you're just going to send that to investors, send the wiring instructions. So you'll be surprised that somebody you didn't think was going to invest, and all of a sudden they wire. $100K or whatever it is. So just make sure that gets out every time. Investment summary as well. What is the investment like? Then the last thing is pipeline and follow-up call. So most of the capital is raised in the follow-up, right? Most of the capital even will come the last few weeks sometimes, right? You're in a big raise. Debt, actual urgency, real urgency creates a lot more momentum. And it may, may cause you to have a heart attack. But, you know, it's at the last minute. A lot of times people want to come in whenever they know that they have a deadline. It's closing with or without them, right? So that's something that you have to take into account. But follow up, follow up, follow up. Call and double dial. Anybody know what double dialing is? All right. Yeah. We call. If they don't pick up, we call again right away. There's, uh, in some sales circles, it's if you didn't double dial, you didn't dial. That may sound kind of uncomfortable to a lot of you in here, but, uh, reality is if it's urgent, which it is, you know, people want to know about it and they'll pick up. At the end of the day, what's it hurt? Uh, email and nurture. We got to nurture people. So that's Uh, follow-up. We'll talk more about that in a second. Key number 1, troubleshooting low/no conversions. So, um, why you aren't getting interest. So whether you're, uh, doing the text blast or whatever it is, or you're on calls, you gotta— you have to be iterating. You have to look at why this person is, uh, maybe saying, let me think about it, let me Get you know do delay and not they're not coming in. They rarely say no. They rarely just say no because human nature doesn't want to really be combative, right? So they rarely say no. They just say yeah, send me the documents and I'll look it over. And then you just don't hear from them or they end up texting you and saying yeah, I think we decided to pass, right? But you want to know what their objections are on the call. Right. So think reasons why is the deal is not in their buy box, right? So that could be one reason why. So again, we're going to talk about a framing and a process to where you need to understand what their buy box is before you go and share about the deal. Because a lot of times they may, they may be stuck in a buy box that's just, you know, it's rooted in not even very good principles or not good investing. ideas, right? And so, but you don't know that until you ask them. And then when you, if you don't know that and you go pitch your deal and share about the deal, it's just completely out of their buy box. And it's not really going to land with them because they've already got this preconceived notion that the deal's not in my buy box. I have a different way of investing. I have a different investment thesis, right? So, in other words, you've got to give yourself the best shot at positioning your deal correctly if this person's the right Uh, investor. So if it's not in their buy box and you know that, you probably don't even want to waste your time on the call. But if they're close, if they're somewhere in there, you know, and they just don't understand that you're not going to get the, the 30% annualized returns that you got 4 or 5 years ago, right? That's something that you gotta— you can talk about in the discovery and kind of in the, in the first part of the call and kind of understand, like, get— help them understand what the market's like today. Okay, so we'll talk about that in a second. Not iterating. If you are getting told no and you're not adapting, right, that's why you're not getting interest. Talking to more investors will only result in burned bridges, right? If you're not— if you take a sample of 10 investors, 15 investors, you're, you're doing full calls with them and you don't have anybody say yes, I want to jump in and actually jump in, and you're not going through that and figuring out what are my objections or what's my, what's my problem, you're not actually diagnosing the constraints, you're just going to keep doing the same thing. I mean, you know the definition of insanity, right? Keep doing the same thing over and over expecting different results. Another reason is begging. I've seen this happen, right? We feel you got to remember you're coming with abundance, not scarcity, right? We're going to talk about that in a second. Messaging is bad. Put yourself in the investor's shoes, get your pitch reviewed by your coach. You know, make sure you are doing a strong discovery, hearing their fears, goals, desires, then address those things in your pitch. Okay, we'll talk about that in a second. Another reason you're not getting enough interest: the pitches or the deal is too optimistic or unrealistic. Are the upside metrics and projections realistic? Under-promise and over-deliver. Get your deal reviewed. Return of capital is more important than return on capital. Right? Capital preservation versus appreciation. Right? Don't just present if everything goes right. What are you going to do if things go wrong? Are you the type of person, like I said, that is going to do whatever it takes to make sure investors don't lose money? Because that is one of the most powerful statements on when we do webinars. We're like, you know, we typically give them a disclosure of, of, you know, look, I gotta Read this disclosure for you. You know, your real estate—there's no guarantees in real estate. You could lose your money, and they get a PPM they sign that says 100 ways they could lose their money, right? However, I'm happy to report we have never lost a dollar of investor capital. You know, so that is—that's a powerful statement, and I never want to not be able to say that statement, right? So what are you going to do if things go wrong? And that's something that you want to demonstrate as a human being that you are. diligent in that area. So show you've thought through the downside. Step 1, ruthless focus on attention and brand from day 1. So here is key number 1 that I see people don't do, but they have to switch your mindset to ruthless focus on attention. Okay, and your brand. How to create so much attention it becomes unreasonable to not overraise your deal. You ready to talk about it? All right. Attention is the gateway to capital. No attention, no capital. So, um, if you don't have attention, no one sees your opportunity, no one enters your funnel, no one shows up to your webinar, no one invests. No attention, no capital. Remember this, attention is not free. It will cost you time, effort, and money. At cost, it will— at scale, it will cost all 3. Right? You may be able to shortcut it. Sorry, somebody put this here. Oh, the power thing came out. Somebody put this here.

Somebody.

It wasn't my foot. I'm just kidding. All right, uh, it will cost you time, effort, and money. Um, Attention is not free. So some people have, have more money than time. Some people have more time than money. Um, but you gotta choose one, right? You gotta choose something. You gotta give something, right? And so what part are you gonna leverage from other people? It's up to you. Um, but at scale, once you really start getting into it, you've gotta spend all 3. The reality is This is why firms— there are firms out there that'll say, we'll help you raise capital, or we'll actually raise the capital for you, all this kind of stuff. They charge, you know, $10,000, $50,000 per month plus participation in many cases. Look, I'm— I know you may see ads or something where there's like marketing agencies or capital raising agencies out there. And so I'm not gonna Say none of them work or whatever. You just have to if you want to try it out, try it out. Part of it's iterating, iterating. But you know you got to understand what's the cost of capital. What can you afford when it comes to capital? And the other thing is you got to make sure that the company is compliant. You know that I mean you can't actually raise capital. and benefit from how much you raise, right? It's got to be structured correctly. So, but we as a company spend over $300,000 a month in ads, plus $50,000 to $60,000 per month in people to run those ads. So we have a lot of experience. If there's anything that we are extremely good at is understanding funnel conversions. Uh, how to run ads. So if there's anything, we're going to talk some about that, but at the end of the day, it's one big funnel. You've got to learn how to do it. Um, $10,000 to $50,000 per month, I would say, is more like a thing that you would do once you're at scale, right? Um, you need to build the funnel and build the systems first. Okay. Um, so what you're really getting, you're not paying for someone to just make posts or run ads. Right? If you do go that route, you're paying for consistent attention, distribution, trust, and capital partners. Okay? The capital stack. So let's talk about what is the capital stack? What are the different types of equity that you are needing in a deal? So first off, you have the GP and sponsor equity. Okay? So the GP and sponsor equity Who are they? So your sponsors, operators, general partners, key principals—that's you guys for the most part. The structure for these guys: things to know controls the deal, makes major decisions, receives promote and carried interest. High risk, right? They that you're the ones that carry the highest risk and the highest upside. You have the most upside potential and the most risk potential. Okay, common equity is going to come under the GP and sponsor. So, uh, this is where you are raising capital from accredited investors, limited partners. So these guys, uh, limited partners and common equity is accredited investors, high net worth individuals. Some family offices will participate as common equity, wealth managers. Structured things to know, they typically own the upside. They usually receive voting rights on major decisions, benefits from appreciation, highest return potential after general partner. So a little bit less risk than you, right? They're going to get paid before you, but they also have The highest return potential after you. Okay, take losses before debt and preferred equity. So now preferred equity, who are these guys? These are your family offices, your private credit funds, institutional investors, your large high net worth investors. So they get paid second. Okay, so in the capital stack, you get paid last, then your LPs, And then if you allow preferred equity partners in, which again are your bigger family offices, typically they're writing bigger checks. They're more numbers-driven than, than, you know, kind of the relationship side. But they want more control. And so that's why you see some of these big guys even, even going after Regulation A offerings, which is just simply they're going after the public crowdfunding. Right? So like they're able to take a $5,000 check, which we're not necessarily in that stage where we want to do that. That sounds like a headache. But you can get cheaper capital that way, right? They're not— they're $5,000 checks. They're not getting any kind of control or they don't need any extra returns. You can typically go after lower returns, right? So who are they? Family offices, all these kind of people. They get paid before common equity. Okay? They often receive a fixed preferred return, 8% to 15%, rather than the structure of the ownership and all that kind of stuff. They just get one return, one fee. They're going to have more protection than common equity because that's the— the big guys are more concerned about not losing money than making a big upside potential, right? Making a lot of money. They're more concerned about just protecting their money. Usually they, they have approval rights on major decisions, sometimes can even control enough to sell the property if they want. They can set stipulations of like, if we, if we don't hit a certain minimum of, of targets on occupancy, on cash flow, whatever it is, we can just pull out and tell you to sell. Right. Often has stronger reporting requirements, less upside than common equity, focuses on capital preservation. All right, so that's preferred equity. Again, these guys can drastically move your business forward. These guys can really put some big checks— $1 million, $2 million, $3 million. I think in the Bristol deal we did have— I don't know where Dan is— I had a $3 million check come in there that was a family office. You just have to watch out for You know what they want in return to just write you a check. Senior debts at the bottom. So these are your banks, Fannie Mae, Freddie Mac, life insurance companies, debt funds. They get paid first. Okay, structured things to know there. You know there's it's secured by the property. So they are the most controlled, right? They have the most control. They have the most downside protection. They can foreclose if any terms are violated. Usually has the most control if things go wrong. Focuses on repayment, not upside. Okay, they don't care about upside. They care about just getting their return, getting the property back, or being able to protect their money. Okay, 4 types of investors. So I just kind of went over some of them, but let me give you a little bit more detail about what they would be doing. Retail investors. $10K to $100K investors is what I typically refer to a retail investor as. That's everyday people. Common equity is typically the structure they get. Accredited investors and high net worth investors, they typically just say $100K to $1 million. Who are these guys? These are high-paying W-2 doctors, attorneys, executives, business owners, retirees, experienced investors. Okay, the structure there, again, still common equity. Family offices would be the next, $500K to $25 million checks. Uh, these are professional managers investing on behalf of families typically, right? These guys are rarely going to want common equity. A lot of times they're going to want something extra, you know, like pref equity, uh, or even debt. Okay, and then institutional capital, $5 million to $500 million plus. Again, if you talk to Jack, he's, he's been a part of companies where, again, he would sign off on a deal and because of his signature, insurance company would, would wire $50 million just like that. Right. So these are power plays, right? These are big stuff, but you know, you got to count the cost of, you know, where you're trying to go. And obviously those are for really big deals. So, but these are pension funds, insurance companies, endowments, foundations, private equity firms. Uh, the structure there is common equity, uh, sometimes very rare preferred equity funds and debt. All right, so what in your, uh, overview— everybody should have gotten an overview of today. We gave you a deal launch roadmap for you to be able to get started in raising capital and what does it look like day 1, uh, through day 15 plus, um, how to actually Get from contract to fully funded. Okay, so if you need to raise capital fast, you must follow this plan. You must follow this roadmap. All right, this is going to get you on the fast track to raising capital. Does that sound good? How many want to get on the fast track? All right, here we go. So go into your email and look at this document, but I'm going to walk you through it. Day 1, we're going to talk about your warm investor reveal. So again, you've kind of already done some of this with reaching out to people, but day 1 is letting your inner circle know about the deal. And then day 1 through 3 is we're going to prepare and build assets like webinars, right? We're going to prepare the pitch deck, we're going to prepare all these different things. And then day 3 through 5, you're going to do the exclusive investor webinar. This is the private pre-public launch webinar where we're letting our inner circle know about what we have going on. Okay, and this can obviously be your inner circle. It could be mastermind members. It could be all the people that you're already starting to build that are interested in real estate. But you're gonna be doing an exclusive investor webinar day 3 through 5. And then a public launch blitz. This is where we go loud on all platforms and we start sharing about everywhere. And then, and then day 8 through 15 or 14, follow-up and allocation. So allocate the funds and then day 15 plus fund and close. All right. So here we are again. All right. Day 0, this is the private inner circle. So call, text, and email warm investors before any public announcement. Day 1 through 3, you're preparing the asset creation. Build investor deck, webinar, landing pages, follow-up sequences. Day 3 through 5, exclusive investor preview. You're going to host a private webinar, collect soft commitments. Okay, uh, day 5 through 7, public launch blitz. All right, this is all detailed. You got scripts in this document, you got all the different things you need, you got posts, all kind of different things to be able to start following this game plan step by step. Is that helpful for you guys?

Yes.

All right, good. Day 3 through 5, host private webinar, collect soft commitments. Day 5 through 7, public launch blitz, announced simultaneously across LinkedIn, Facebook, Instagram, and email. And everywhere else. All right, day 8 through 14, follow-up and allocation, investor calls, soft commitments, allocation requests. Most capital is raised in the follow-up, so don't overlook it. All right, understand that the follow-up is the, the major step, is where the money's raised. Okay. Day 15 plus, final closeout. Subscription docs, wire deadlines, final countdown emails, and I'll walk you through how we send out sequences to be able to get the rest of the capital. Okay, so when you speak to everyone, you connect with no one. So we talked about this in the capital raise training. You've got to understand who you are in the market. So when we talk about brand, brand is critical. All right. Who you are to the market, who you're for, and what's the specific person you're targeting, right? If you sound like everybody else, you're gonna get skipped over, right? If you're— if you sound like everybody else, if you don't have a unique avatar or unique positioning in the market, you're gonna get skipped over. No one's going to pay attention. But if you have a specific statement, you're going to grab people's attention. You want people feeling like this was created just for me, right? This is exactly what— this is exactly for me. This is the— I'm the type of person that they're talking about. Okay, so the fastest path to capital is radically— radical specificity. Specificity. Somebody say that for me, please. All right, thank you. The operators— some of you tripped up a little bit, so that made me feel good. Uh, the operators who raised the most money are not the ones who— with the broadest message. All right, they are the ones with the most targeted message that speaks directly to a specific investor's pain, goals, and identity. So here's our UCA statement, your unique competitive advantage, or your unique personal assessment. We give that out 3rd post from the top in school. So I help blank go from blank to blank through blank so they can blank. It sounds like I'm cussing up here, doesn't it? So without blank, I help healthcare professionals go from dependence on active income to financial freedom through passive multifamily investing. Okay, I help health— I help tech professionals go from high-tech stress To financial freedom through passive multifamily syndications. I, and actually, I don't like the syndication word because people don't really understand that a lot of times. You want to think second-grade level kind of thing for people. So I would probably replace that to investing. I'll, I'll get on to the person who made these slides. I helped Dennis go from busy practice schedules to diversified income streams through strategic multifamily investments. Right? So there's some examples for you. Okay? So post your UCA statement on every platform. It's your mission statement, your headline, and your filter. It attracts the right investors and repels the wrong ones. Right? So put it on your LinkedIn bio, your, your description. Put it everywhere. Again, if I were to come and sit down with each and every one of you and look through your, your social media, does anybody know that you're an investor? Does anybody know what you do? Does anybody know you're looking for deals or you're, you're somebody who buys deals or raises capital? See, people are leaving. They don't even like that. Nah, Miguel's heard it. Miguel's already been through it. He crushed it at Boardroom. Anyway, um, all right, so, uh, yeah, we got to make sure we get out there and let people know what we're doing. All right, launch execution, assets and outreach. So Now, in this phase, we're gonna build your launch assets. So before the public launch, we've gotta do our webinar and we've gotta set up all the systems. So every raise requires a complete asset stack before going live. Investor deck, executive summary, market overview, business plan, returns, team risks, next steps. So that's your investor deck.

Okay.

Your webinar registration page. You wanna collect name, email, phone number, and accredited status. If you have DealFire CRM, you have landing page templates. Okay, um, so you have all these different templates in the DealFire. So we've set it up for our company, we've set it up for a lot of other companies, um, and we use the templates and we give it to everybody. Okay, so we just take the templates we use and put it in your DealFire CRM so you can draft those over. If you need help with that, Melvin Does a really good call on that. Yes. Yeah. Yeah, we have all these templates in there so you guys can use it. All right. What the— I was specifically talking about the webinar registration page, but yeah, we have funnels for our different templates for investor decks. follow-up systems, the call scripts, text scripts, emails, and the soft commitment form. All that is in there. You can adjust the soft commitment form. It asks for your name, email, accredited, not accredited, 100— yeah, how much do you have to invest? You can go from $50K to $500K plus. Go ahead. Yes. Yeah. What's that? DealFire CRM? Yeah. Yeah, if you need help with that, just let us know. We— the CRM.dealfire.ai. CRM.dealfire.ai. You all have access to that. Okay, social content. So, uh, building launch assets. We want to have 3 LinkedIn posts, 3 Facebook posts, 3 Instagram posts, 2 investor emails, 1 webinar invitation. Again, I give you scripts or give you templates here for those as well. But obviously AI, using our templates, all that stuff, right? What do we talk about in the beginning? You gotta create attention. So think outside the box. Think of how can I add value Think of all these things, like use these prompts and everything like that to get you started, but change it up. Be real, be relatable. One of the biggest things I see is, is, um, you know, when people are sharing about what's actually happening in their life, it feels real, it feels in, in real time, right? That's what actually moves the needle, you know. So, uh, Public Launch Blitz. So post daily across all platforms with a 7-day cadence. Using deal announcements, site visit photos, market insights, due diligence updates, and webinar invitations, email blast sequence. We're live webinar reminder, deal update and allocation. Book investor real estate and business podcasts to expand to reach. And and just one one last thing on that, like your your social media posting. It's it's really going to come down to because we have a team. That helps with ours, but really the best, the best is just your two thumbs. The best employee on your team is your two thumbs, right? So like just get in there and post, right? Get in there and do things that are actually you know you, right? So I would just encourage you, yeah, share, be real, be raw, get in there and and and share. Um, and if, and if there's other funnels you want to use, like we're very strong in ads, so that's kind of our primary focus. You know, we're good at running ads, we're good at, uh, uh, I, I don't think there's many people in the industry that's doing capital raising ads as well as we do. Um, and, uh, so we kind of go all in on that. So we're not necessarily, you know, building Building the most strongest organic social following, right? Or social posts, but it's still a massive makes a massive difference. Okay. All right. So social media, just to reiterate jab jab right hook. How many of you heard that? I believe that's Gary Vee. I'm not promoting him, but jab jab right hook is value value value ask, right? So you're giving constant value, you're constantly drilling your, your audience and sharing value, helping people, what resonates with people. And then you ask, right, the right hook, right? Then you ask for them to book a call or jump into your investment, right? So it's just you keep giving value for every 4 posts you do, make 3 of them just value. Now, I would still probably say, hey, if you want to learn how If you want to get a free guide or some free PDF, I'll talk to you about that in just a second. But if you want to get a free guide, comment deal, I'll shoot that to you, right? Or comment something in the post or, you know, in the comment section, and then you can connect with them, DM, and help them out. So that's going to help. So I would still use that. So valuable content over perfection. All right, we don't need it perfect, we just need value, right? Imperfect action beats perfect inaction. That's for everybody, that's not just for social media. Imperfect action beats perfect inaction. Amen. Are you guys still awake? Amen. All right, good. Consistency over valuable content, uh, CTA with every post, comment. Uh, for engagement or comment for value, webinar registration link, one-on-one call link, stay updated link. Start today. Take a picture in the room. Take a picture with the people you're here with. Share it on social media. Share about what you're doing. You know, share that you're here talking about buying real estate, you're buying multifamily. It's an easy way to do it. You're in the room, you're doing the, the deals right now. There we are. Everybody look back. Woo! Yeah! All right, see? He took action. That's what I'm talking about. Look, everybody get out your phone. Do it. Everybody get out your phone. I'm gonna do it right now. Here we go. Everybody say REI. Woo! Let's go.

Let's go.

All right, make a post, share what you're doing, get yourself out there. All right, conversion process is life or death. So here we're going to transition a little bit from marketing to converting. All right, I'm telling you, if you focus, uh, uh, 60% of your time on making sure your conversion process Actually converts. You will do far less effort on social media. You will you will be able to do far less effort, especially for your first deal. If all we're optimizing for is our first deal, I promise you this is going to be most important because you're gonna you're gonna be able to drum up enough people to fund your first deal, right? You're in the right room. You've got I mean I guarantee you don't have just 100% broke people that you know. If you— if that's you, you probably wouldn't be here, right? Yeah, yes, 100% of the people on your phone aren't broke, right? So, so for your first deal, if you need a million, a million and a half, you may partner with somebody. I promise you, the first deal, you need to focus more on conversion process, uh, than anything else. However, get the systems going for marketing and all that kind of stuff. What we're going to do before we jump into this Last half of the presentation is we're going to take a five ten minute break. We're going to go use the restrooms and whatever you got to do. Okay, so let's take a five minute break. We'll be right back. Oh, perfect. Oh, perfect. You're always moving in the unseen.