Turning Events into Goldmines: Proven Strategies for Working the Room and Following Up

Hello and welcome to the Raise Capital Legally podcast and YouTube channel, your go-to source for insights on raising capital the right way. We dive into topics that matter most to real estate syndicators and fund managers with live Q&A opportunities before we wrap up. I'm Krisha Young, your co-host and business development director at Syndication Attorneys, and joining me is attorney Kim Lisa Taylor, the founder of Syndication Attorneys. Now, before we get started, Please note that audio and video from this event will be posted on our podcast platform, YouTube channel, website, and social media and will be made available to the public. You can go ahead and ask questions at the end of this broadcast by raising your hand or typing it in the Q&A. And please note that information discussed during this event is of a general educational nature and should not be construed as legal advice. Now, today's topic is Turning Events into Gold Mines: Proven Strategies for Working the Room and Following Up. Please join Kim Lisa Taylor and Krisha Young as we interview David Lindahl while he shares his insider playbook for turning networking events into powerful deal-making opportunities. From mastering first impressions to building authentic connections, David reveals how to navigate a room with confidence, approach VIPs without awkwardness, and leave with partnerships that can change your business. You'll also learn his best practices for post-event follow-up that ensures your new relationships turn into real results. Whether you're attending your first conference or you're a seasoned pro, this conversation will give you the strategies you need to make every event pay off, starting with the Ultimate Partnering Event.

Hello.

Hey, Dave. Hey, thanks, Krisha.

Yeah. Hello.

Thanks for coming. So let's, let's talk about the Ultimate Partnering Event. That's coming up pretty imminently. I've been going and we've been sponsoring this since the very first one ever.

I think that was way back in 2004.

New Orleans, right?

2006.

Was New Orleans the first one?

It was.

Yeah, I remember that. You actually played on the stage. Remember?

Yeah. What did you play?

I got the old band back together. I was in a rock and roll band for about 8 years when I was younger.

Lead vocals. Vocals. Okay.

That was a great time.

And also, that was 20 years ago. Like, I just learned recently that 2004 was 20 years How did that happen?

Time flies when you're having fun and making money.

What? Yeah.

Yeah.

So, um, we had, uh, the other thing that happened at that that changed my world a little bit was, um, I was speaking at that event for you and you had all the speakers come together and gave us like a little prep talk. Uh, and I learned some of those things. In fact, I learned a lot of things, more than you know, at that little, you know, 20-minute talk you give us, and some of them are in my book. Uh, so I actually did a whole chapter in here, chapter 27, on how to, uh, give an effective, you know, presentation. And I, I gave you credit in there, Dave. I said I learned stuff from David Lindahl, and, uh, I'm on my own. But, uh, yeah, I mean, I remember things that you told us. And in fact, we just talked about that on our mastermind the other day, and I, and I said, hey, I learned a bunch of this stuff from Dave Lindahl. He's given thousands of presentations. So, uh, it's really helpful, you know, for us and for our clients. And so we thank you for that.

Yeah. I spent 12 years of my life on stages and then I had kids. And I started changing diapers.

Yeah. Right.

Now they're 9 years old. It's been 9 years since I really traveled. You know, the, the only stages I'm really on now is Ultimate Partnering and Insiders, my Insiders group.

Yeah.

I'll do, I'll do virtual teaching. You know, which I, when I don't have to leave home. But Ultimate Partnerships, you know, for those that don't know, is all about getting money for your deals, getting partners for your deals, getting partners for your business. And there's great education on stage, but most people come because of the great networking. And it's filled with alumni students that have been with us since we started in 2002. So they'll come back, you know, like it's, it's like a high school reunion. And then we got about 40% of the people are brand new. The great thing about it is, you know, they just— all the alumni just open up their arms, you know, to the newer people. It's like, what can we do for you? How can we help? And it's just an awesome place to be.

Yeah, it's been an amazing event. We didn't miss it. We wouldn't even consider missing it because we see so many of our clients there. We get to see all the Ari Mentor family. And we just make so many really great connections there. There's a ton of other vendors. So you get to learn about all the different stuff. grab a lot of podcast guests from that event. And, you know, so that we can reach our audience. And then we meet just such great people that, you know, new people, you know, people, and everybody's so excited and enthusiastic. And that, you know, there's just so much energy in the room that, you know, you don't want to leave. I mean, at the end of it, it's hard to get people to go.

Yeah, it is. And it's a lot of fun. Usually on the last day, you know, there's a wedding or something coming in behind us. And everybody has to leave, and the hotel has the hardest time to get the people out.

You just crash the wedding and stay.

I usually hang around, see if I can see— get a piece of that cake. Yeah, it's my favorite part of weddings.

I think the dates are September 26th through 28th, and it's in Dallas, right?

Yep, yep, September 26th to the 28th in Dallas. And, and we forgot to say, it's a whole lot of fun. Damn, it's fun. It's a good time.

It is fun.

Excellent.

I love what you said about the alumni too. I just— I've— we've experienced this so many times. It's just like, this is such a generous and wonderful community of people who want to teach other people what, what's happening and what's up and, and how to do things and how not to do things. So I love that you touched on that because I've witnessed this. We witness this all the time.

You know, the biggest, uh, the biggest comment we get from the new people that come is I can't believe the amount of people that are doing deals in this room. Yeah, that's a good thing. That's a good representation of the company itself.

And I tell people, like, I get approached a few times by passive investors and they're like, hey, where can I go and meet syndicators and stuff? You got to go to Ultimate Partnering because there you're going to be able to meet the people that are actually doing the deals and meet them face to face. You can connect with them, you can follow up later and, you know, just make those connections. So yeah, that's amazing. So what are the latest projects you've been working on in your education investing business?

Well, you know, in the middle of the market started to change, you know, I've been saying it for a while that like a Jiffy Pop popcorn, you know, it was going to start to pop, pop, pop, you know, which it had been popping. But in the last couple of months, it's really been popping. You know, we've got a couple of deals we think we're going to get under contract. We You know, the Insiders Group that I have, my mastermind group, there's several people there that are in deals now. And also they're talking about the fact that deals are starting to pencil out for the first time in a while. Hunter Thompson's a good friend of mine. He just sent out an email yesterday, my first deal in 8 months. You know, it's just the market's starting to move. This is it. I mean, this is the, this is the ready, set, go time.

Yeah. We also, though, unfortunately, are seeing some people that are struggling. And, you know, so I think that there's some opportunities there either to come in and co-invest with them before they lose the deal because they already got it. And usually a lot of times they just need to get through a hump, finish some repairs, and either get the project sold or get it, you know, up to par and ready so that they can get a refinance loan on it. So, you know, sometimes there's opportunities even before a deal Fails. And then there's also the opportunities, of course, that come after some of these deals do fail, where there's opportunities to buy them at a reduced rate from the banks. You know, we'd love to be able to help everybody save and preserve all of their investors. What do you think really led to the current state that we're in right now, Dave? I know I've got some opinions.

Bridge loan financing. You know, the— when bridge loan, the interest rates went less than Freddie Mac, Fannie Mae, and people could pencil out their disregarding the fact that those loans were going to come due in 3 years. And several of my clients came to me and asked me if I'd partner on different deals. And I was like, well, you're doing bridge loan financing in this? And they're like, yeah, because there's less than Freddie Mac and Fannie Mae. Can you believe it? And I'm like, no, I can't believe it, number one, because I'd never seen it before. But number two is like, that's short-term. It's due in 3 years or it's due in 4 years. What if the interest rates rise? Well, they haven't risen since 2010. It's like, yeah, but what if they do? You know, then do you have enough value add there to, to cover the refi? And that's what led to it, because a lot of people get into these things and the interest rates did rise, unfortunately, and they just don't have the NOI to support the higher interest rates.

Yeah. And so, and then this is a little bit different than what went on in 2008, 2010. Can you talk a little bit about that?

Yeah, well, you know, that was the financial crisis. You know, the thing that led to that were these— and I get caught in this as well— is the banks used to have clauses where they could change the interest rates at any time, right, going into deals. And, you know, we had a refinance that we were 2 days before the closing, and even though we had a quote-unquote rate lock, the bank changed the rate. And then there were several instances like that where deals fell out. And then you had Lehman Brothers that just collapsed. And the housing market was way overvalued, and you had the CMBS mortgages that you know. I think there was I saw a report the other day that they had written three times the mortgages or the derivatives three times the derivatives on the actual amount of mortgages or the actual amount of properties. That's how many times they resold the derivatives or the CMBS mortgages on those, and that's what led to the total collapse of that market.

That is it. Yeah. And I saw a lot of people, you know, that were doing these short-term, right? So the problem was they were getting caught in the short-term, you know, where their loans were due. They couldn't refinance. The property values were depressed, and then they had to go out and, you know, just let it go because they couldn't manage getting a refinance at that time. So I always tell people, try to get a longer term, pay extra to get the fixed rate, right? That would have solved this problem that we're having right now. Don't do bridge debt if, you know, if you can avoid it. You know, the only way to do bridge debt is if you need it.

You know, you got a property with a problem, you can't get agency debt, Freddie Mac or Fannie Mae, you know, and then fix that problem quick. And I mean, one of the best programs out there is the Fannie Mae bridge financing where they'll actually do the bridge and then they'll do the refi into the conventional. And it costs a lot less to do it, and you're under the same umbrella, which it's a great program.

Yeah, I don't I don't know if a lot of as many people take advantage of that as they could. You know, so you know, and that's probably maybe working with the wrong mortgage broker that doesn't know about or understand that program and doesn't offer.

Maybe they don't make as much.

That could be they don't make as much as if they put you into a traditional bridge. They get higher points or something. So you've got to ask about it because if you ask and you know, then they're obligated to tell you, but they don't. necessarily have to volunteer, I guess.

Um, all right, what are they specifically asking for? So if they were to, to go and ask for this, what's, what's the terminology that they would be asking for?

Well, if a lender should be going out and getting term sheets, so typically they get anywhere from 4 to 7 term sheets for the loan that you present to them, and then they'll read through them and they'll give you the 2 or 3 that they think are the best. You have the opportunity to read through all 7. So it's really the relationship that you have with your broker. You know, I've been using Eric Stewart since 2006, I think. Trust him 100%. So, if you trust your broker, you know you're going to get the best deal. If the broker is new to you, then you might want to read all 7, you know, and ask a bunch of questions. Or even now, what you can do is just put it into ChatGPT AI, you know, put in the right prompt and it will tell you which one is the best for your particular deal.

Yeah, there's a company out there that we've done some work with called Janover. And they've created a database, AI database of, you know, like 10% of all the lenders in the US. And so if you want to sign up with them, then they'll go out and you might get 100 offers. And then if you want to pay them to be— to represent you as a broker, then they can even act as the broker and help you sift through those, find the best one for you. So if you want to know more about Janover, go to our syndicationattorneys.com and we have an affiliate link there. on our trusted vendor page. So if you use our affiliate link, then, you know, they'll know what you're trying to do. They know who our clients are and, and, you know, hopefully they'll give you some special treatment. But wow, that's, you know, there's so many things happening with AI. It's just insane. And I learned something. I gotta share this with you. So, and know this, Dave, that AI is eating us as users.

What?

AI is us as users. So you can ask AI, how do you rate me as a user? And I was interested because they'll give you, you know, I'm sure there's a little bit of, you know, backpatting out there where they'll, oh, you're the best ever.

Yeah.

But what they did come back, this, I asked ChatGPT this and it came back and it said, well, you're, you know, I got a 9.7 out of 10, I'll have to say. But it said, oh, would you like the other 0.3%? I can tell you how to get it. And some things that I was doing, it's like, hey, you're good at this, but you could do this more effectively. And, you know, just even gave me like a little cheat sheet. Would you like a cheat sheet to put on your phone? So you're— when you're asking me questions, you can remember to do this. And so it was really kind of cool, you know. But yeah, so we're all— so be nice, right?

You know that prompt, what do you know about me? Have you heard about— have you heard of that one?

Yeah. No, you said that and I have been afraid to do that.

I did it.

Here's another thing I did the other day, right? And it has nothing to do with real estate, but it's fun. Um, and I've always been into palm reading. I've never had the time to like actually learn how to do it. So what I did is I took, I took pictures of both of my palms and I put it in the ChatGPT and I said, tell me about myself. And it nailed me. I mean, it really nailed me. Then I was with a friend and I had him do it, right? And it nailed him too. And we're like opposite personalities. And I said to him, is that you? He says, that is me.

I'm doing this now.

Yeah, it was a lot of fun.

Now, who am I?

I could do that for a long time too. My mom used to read palms, and I'm like, oh, I'd love to learn how to do this. I picked up a book and it's like, oh my God, you have to remember like a lot of time. I mean, you have no idea how many things there are on your hand that say things about you. It's like, you know, and lines and segments and how big they are. And yeah, it was crazy. So I'm like, well, yeah, maybe this is a better way. Just let AI do it.

I love it. I love it.

All right. So how do you think that networking strategies in real estate have evolved over the last decade? And if so, how do you think that's what's happening now?

I think the biggest involvement has been the fact that social media can 10x your Networking strategy simply by putting content out there. With that content out there, people will watch it, they'll learn to trust you, they'll get to know you, and then they'll come to you because, you know, you'll be talking about the fact that you do deals, and then eventually people will come and go on your list. It's the easiest— it's the easiest way now to build your list is to be a content generator.

Yeah, and when, when you're talking content generator, We're not talking about sales pitches all the time, right? We're talking about education. Yeah.

Oh yeah, we're talking about education. Yeah. You become, you become a trusted educator.

Yes.

Somebody where somebody can go to and, you know, the whole idea is when somebody leaves, uh, an information, a platform that, that you were on, like whether it be a, a YouTube or a blog or whatever, they leave there thinking that was good, that was good stuff. And then they wanna go back and get more good stuff when they see you pop up again.

Yeah, yeah, absolutely. You've got to be able to give good content. And that's, that's how we've built our business over the years is just, you know, generating content. And a lot of it just comes from the questions people are asking you. So if you're talking to a prospective investor and they're asking you a question, other investors have that question. They just didn't know to ask it. So, you know, turn it into a little blog, turn it into an FAQ, something that you can publish, put on your website, and, you know, maybe send out to your list in your next newsletter and, you know, just share those nuggets with them. You don't want to identify person that asked, but you can say, hey, we, you know, we've been getting asked this question and, you know, here's the answer. Um, that's, that's, we've built a database of several hundred FAQs that way, that exact way.

Nice. Yeah.

So it's pretty good. And, you know, it doesn't matter if you already answered the FAQ, the same FAQ a different, you know, last time, because you're gonna answer it in a different way. You're gonna frame it in a different question. It might resonate with somebody differently. Than the previous one. So you just keep, you know, putting the information out there and, you know, making sure it's good and relevant. And people will—

You can even, you can prompt the, the AIs to give you what people are searching for. You know, what questions are people searching for regarding this topic? And then you get a list of them and you answer those questions.

Yeah. Just make sure you read and edit every single thing that AI gives you. Like when we do AI summaries of our Zoom calls, it often It's exactly the opposite of what I said. It'll say, oh, Kim said to do this. And I'm like, no, I said not to do that. You know, so you be careful what you get from AI. It's, you know, it's like 90% there, but that 10% could be really, really bad.

There's gotta be a human involved somewhere.

Yeah, be a human. But you also have to know the right questions. And, you know, you could probably even ask AI, what questions should I be asking?

You know, So, well, that's a really good point because at the, at, at the end of every prompt, you know, where you're going in and telling it to act as, as it, and this is what I'm looking for, and then you go through all the context, and then, then at the very end, you should be saying, what questions do you need from me in order to give me the best result? And then they'll give you a list of like 10, 15 questions, which are great. And then what I do is, and then I say, before you give, do not start to answer until I give you the next prompt after they answer that one. And then because I don't want them to start going into the answer, because then I want to ask them, what's the best way to prompt you for this information so I can get the best answer? So now I've just asked that question twice for 2 different, you know, 2 different information points. But I get, you know, really good results. So that's the whole idea behind these AIs is you, if you know how to prompt them properly, you know, you know, garbage in, garbage out. That's what they say about underwriting. Same thing about AI.

Well, and sometimes just adding one extra word can get you the result you want versus the one you don't. And a perfect example of this, and we've had this happen multiple, multiple times, is we're using a lot of series LLCs for people that are replicating their model over and over and over again. And what we do is we create a master PPM, and then every time they do a deal, they just create a series for that deal and just talk about the stuff that's related to that deal. It just becomes cheaper, shorter, faster for us to be able to do that for them. And, but series LLCs aren't recognized in every state. So people will, you know, in whatever state they live in, they'll ask the question, can I do this in my state? And the answer is no, you can't because your state doesn't recognize it. But the right question would have been, how can I use this in my state? Because then AI would have come back and said, oh, well, you have to form it in a state that recognizes series LLCs, and then you're going to use a title holding entity in the state where the property is located. The series is just going to own it. And that's, you know, exactly how it works. So, yeah, so just ask How can I do something versus can I do something is going to get you a very different answer.

Kim, Kim, that is the secret to a successful life.

Yeah, it's true.

Yes. Think about it, right? It's not how can I, not can I do it or can't I, you know, yes or no. It's like, how can I do it to help me figure it out and then do it? I love it. That is great. Okay. So what mindset shift is needed to scale from a handful of You know, units into thousands?

It's, it's the belief. It's the belief that you can do it. It's the belief, um, it's the belief that people are going to, um, invest with you. It's the whole belief system. You know, I've been educating since 2002, right? And I tell people all the time, and, and at the beginning of, of my courses or boot camps, it's like, if you believe you can do it, you will. If you don't believe you can do it, you won't. It's that simple shift. So you, and I tell 'em, you gotta realize that things are difficult. You know, it's like, it's like running a marathon or, you know, doing something that's gonna take a long time to do where you're gonna run into problems. There's no doubt about it. I mean, it's work. There's gonna be problems. You just gotta be determined that you're gonna get through the problem. No matter what problem comes up, you're gonna get through it. And once you change that mindset, and that usually, that usually goes to limited beliefs. Everybody has a set of limited beliefs, right? And you've gotta figure out what they are. AIs can help you with that as well. You know, you could prompt it as to, you know, I'm trying to discover what my limiting beliefs are. Give me a series of questions so we can, you can help me determine them, right? And then you go through that and then at the end you say, how do I overcome these limiting beliefs? And now you've got, you know, a step-by-step process. First of all, most people have blind spots, you know, so you don't know what your limiting beliefs are because you have this blind spot. Um, and if you've got honest friends, you know, you can go to them and say, hey, what are my blind spots? You know, what, what don't I know about myself? Um, or be honest with me, tell me about myself. Um, there's this, there's this other thing called the 360 review. Have you ever done one?

No.

A 360 is a, actually a pro— a professional will come in, somebody who knows how to run it. Um, and they will talk to like your 5 to 10 closest friends or closest, uh, employees or, uh, people that you work with. And then they'll give you a series of questions, and then they'll come back and they'll tell you about yourself. And then that, that's where all your blind spots are. This guy had everybody in the office do it here 2 years ago. Everybody got a 360, which was great. A lot of, a lot of things popped up that people were just shocked about and like, that's not me. Right? And then everybody say, oh yes, it is.

You know?

Yeah. And so did it change the way that your staff interacted with each other after that?

Yes. It changed the way we communicated with each other.

Yeah.

And, you know, we could go to everybody's 360 and just say, you know, this is, see, this is either, this is happening again. Right? And what do we need to do to change it? So it solved a lot of problems because everybody was really open with each other, more open than before. But to get back to your question, it is those limiting beliefs that, that's the mindset shift that people need to take. You gotta do the hard work. You've gotta confront them. You know, and people that aren't willing to do the hard work, what, what do they call that? Victim mentality, right? Victim mentality. Those are the people that always believe that, you know, things aren't gonna happen for them. And when they don't happen for them, it's not their fault. It's always somebody else's fault, right?

Mm-hmm.

Those are the people that have blind, big blind spots.

Mm-hmm.

And, and have big limiting beliefs. So, again, the answer to the question is find out what your limiting beliefs are. Once you understand them and once you work them out, the whole world changes. If you've ever wondered how to reach your potential, that's how you reach your full potential.

It's true. This is it. This is the work. Yeah.

Well, and Tricia knows a bit about this. She has a mindset coaching program in her own right that she does. And she's— I've seen her do some amazing things with people just because of that, right? With the limiting beliefs or, you know, just kind of changing your mindset.

Yeah, yeah. I've been coaching people on this for like 15 years now, and everything you say is so true, you know. And I mean, some terminology is like shadow work, right? Like what you're talking about when these blind spots, when people don't want to look at it, it's it's it's called shadow work, right? And it's like because it's in the shadows, we can't we can't see it. And so often having that reflection back, if you have a growth mindset, then you're like. Okay, yeah, I can see that. And it's hard to process through that, but allowing that to be there and just being like, okay, tell me more about this. How am I like this? And, and then working through and processing through the patterns that got you there and making that mindset shift is what makes all the difference in the world from going from a victim mindset into something that's more empowering. Yeah, and somatic work is a big part of it too. So like getting into the nervous system and working your body and your nervous system around, like tying the mindset and the body together is really the key in order to make big changes.

Does that involve tapping?

Tapping is a form. Yep. Yeah, there's a lot like somatic, like breathwork, movement, anything to do with your nervous system. Tapping is is definitely a nervous system reframe, retrains your nervous system. Yeah.

Excellent.

Yeah.

And Kristen has a book that's gonna be coming out about this within the next few months. She's, she's close. She's getting closer. So we're all gonna be excited to see that. What's the title?

Pardon me?

What's the title of the book?

It's called The Gracious No. So I Started to realize that a lot of the issues that were occurring in my clients' lives had to do with people pleasing, the disease to please, right? And then underneath that is what we're talking about here is these patterns, you know, and how they play out. But the book specifically is about how to overcome the disease to please, and but looking at it from this psycho-spiritual somatic perspective.

Excellent.

Yeah. Yeah.

I'll look for it. Yeah. All right. So back to you, Dave. How do you, you know, how does someone go about identifying and choosing the right partners?

You know, I've been through good partnerships. I've been through bad partnerships. I learned I've got a list of 15 integrity questions that I go through, and I'm looking for, you know, the answers. If somebody is constantly blaming other people or blaming other things, or they're not being truthful, I mean, one of the questions, if I'm looking for a partner that has some real estate experience and I'll ask them, you know, tell me about, you know, a bad deal that you've done, you know, and if they say they've been in real estate for any length of time and they haven't done a bad deal or a difficult deal, then they're probably lying. Because as you know, anybody that's been in real estate for any length of time has had a difficult deal. They usually come at the very beginning.

Yes.

They're there. And then when they do talk about one, it's how did you handle it? And then you listen for, are they blaming other people? You know, for the bad deal? Or did they, did they, they learn a lesson and then change, you know, change going forward, learn that lesson and move forward? So that's, so I really listen in between the lines when I'm asking questions for partners. And, and here's a very simple thing, right? You're looking like at, at Ultimate Partnering, you know, you find somebody and you think they're, you know, a good partner, go out to dinner with them, right? See how they treat the waiter or the waitress.

Mm-hmm.

That, that's a good indication on their integrity, how they treat people. And their true values. So you're always observing.

Yes, yes, yes, yes. I so agree with that.

Yeah, somebody who's not nice— I saw the sticker one time that said someone who isn't nice to the waiter isn't a nice person. Exactly. Yeah, yeah. And I, and I actually dated somebody like that for a while, and it's like, oh my gosh, it was horrible. I didn't want to go out with them, you know. I didn't want to go anywhere. I knew they were gonna be abusive to people. It's like, yeah, yeah, let that one go.

And it's only a matter of time that they turn that on you. So no thanks.

Is that the Krishna client?

Yeah. Yeah.

Yeah.

Well, I don't know that I wanna work with somebody like that.

You think how rewarding it would be when you change, when you help them to change themselves?

Yeah.

If they don't blame me for all the problems.

When it didn't work, they blame me for when it didn't work out.

But I love the integrity questions and the red flags. You know, like, it's like dating, right? Like, you're, you're, you're kind of looking to see, like, how are they— how are they— how do they treat other people? And how do they respond to life? How are they responding to life? You know?

So I actually did write a book just recently, but I have not promoted it at all. And I wrote it under a pseudonym because I didn't— it was all about my, like, all my ex relationships before I met my current husband. And so I didn't want to embarrass any of those, affect any of those. So I—

it's called Dating for Adults.

And it's like how to spot flags and find long-term compatibility. It's on Amazon. You can all buy it. Probably nobody's bought it yet.

What's your— what's your— what do they call it? Pen name?

Elaine. Elaine Broddington. It was just a name I made up. Elaine Broddington. So Dating for Adults. And it's just, you know, and one of them was talking about people are not nice to the waiter. You know, it's only a matter of time before they turn it on you.

So.

That must have been a very therapeutic write for you.

Yeah, I joined this publishing program and they said, hey, write a book in a week. And I'd started writing it like, you know, 15 years ago. And I'm like, hey, I got one already halfway done. I'll just finish it, you know, and just put it out there. What the heck? You know, somebody benefits from it. That's great. Someday I might promote it. All right. So we've really gone some great circles.

Yeah, we've gone off the rails a couple of times.

Wait, wait, what were we talking about again? Ultimate Partnering. And how do you form relationships there? I mean, I think this is all related though.

All right, Dave, how do you identify opportunities before they become obvious to everybody else?

Uh, you know, I am just a consumer of information, so I'm constantly reading, listening, and, uh, then I'm taking action. And I'll, you know, I hear something and it will be like a spark to, to get information somewhere else. So I'm always looking at information as a resource to get other information, and, uh, I build on it. I, you know, I don't listen to music in my car. I listen to stuff. I listen to information. It might sound weird, but I'm a consumer. Even, you know, I, you know, when TikTok came out and I started watching TikTok and everybody thought I was crazy— this is like 4 years ago, 5 years ago— and, uh, I was like, TikTok's just not about crazy people dancing. You know, this is really good information on TikTok, especially when they get your algorithm down. You get really good stuff. So, I mean, it comes in very short form. So, so, but yeah, that's what I typically do. I mean, the world now is so full of content now. You have to be selective on where you get it, you know, and but I'm just continuously filling myself with information.

Yeah. And you have to be careful to make sure that, you know, what you are getting is real and not somebody's manufactured version of something that, you know, is deliberately misinforming you. So, always be cautious about that. All right. So, what are some overlooked asset types and deal structures that you're seeing right now?

You know, the big overlooked asset right now is RV parks, which, you know, we started to roll up and started buying them about a year and a half ago, 2 years ago. And it only came about because I started taking my kids camping and I took them to a Jellystone Park. It's a yogi-themed park. And being a real estate guy, I just kept noticing all of the different cash flows that they were getting from this park. And I was happy to pay all those cash flows because it made my kids happy. They weren't gouging me. But I thought, man, they must be making a fortune. So, I started looking deeper into it. And then there was a park that I thought maybe I'll buy a park. It was about an hour from my house. And so, I had booked it and they picked up the phone. They said, And they said Jellystone. And I was like, oh, I said, did Jellystone just buy this park? Because that's a franchise. And she says, yes. And I said, you know, I go to the one up in New Hampshire and North Conway. And she said, oh yeah, we own that one too. I said, oh. I said, well, how many do you guys own? And she said, 28. And I said, 28? And I thought, proof of concept right there, right? They weren't all Jellystones. They owned some Jellystone franchises, then some independent. They were into some KOAs as well. And I thought, that is proof of concept if somebody owns 28 of them. And then we started buying them. And it's true, they're cash cows. RV parks are cash cows. Even the ones that are up here in the north that are closed 6 months out of the year, they're still in season. The cash that you generate during the season covers you for the entire year. They're good, really good. And it's one of these things where I don't want to own RV parks for the rest of my life, but I'm going to roll them up and I'm going to sell them to— there's large corporations in now. Starwood's in, Berkshire Hathaway is in. starting to do their own roll-ups. So, if you do like a certain size, you know, basically the size is it's 150 lots, it's 35+ acres, and have some sort of a water source. If you meet those 3 criteria and you have a bunch of them, Starwood or Berkshire Hathaway will buy that portfolio from you. So, that's our goal there.

And I wanted to tell you where you could learn more about Dave's RV park program. So, in June, we did an event, Vinky Lumba, who's another client, and I and Dave was one of our sponsors and we— it was called Go Beyond Multifamily. You can still go there. All of the sponsors that had offers at that event are still posted. Everybody can look at them. So go to gobeyondmultifamily.com, gobeyondmultifamily.com, and you can, you can see Dave's RV park presentation. And if you want to see any of the other, you know, great guests that we had for 2 days, it was so action-packed. Then, you know, you can buy our— I think it's $97 to get access to all of the interviews. But I know that all the sponsor interviews are available and all the offers that were made are available to everybody to look at. So go beyondmultifamily.com, check that out. Check out Dave's RV park program. It was an awesome interview, and I think you'll be interested to hear what Dave has to say about RV parks in detail. So thanks for that, Dave.

Thank you.

Um, all right. So if you go to an event, can you share what your recommended step-by-step approach for someone to work a room?

Well, here's the deal. The problem with me is I'm an introvert, you know, so I'm, I don't like talking to people I don't know. It seems strange, you know, people see me on stage, but I really don't. Um, so I've got like different techniques that I'll use. Like for instance, I never go, I, if a group is already formed, I never try to get into a group, but I'll look for like individuals to pick off. You know, I will get to— I will go to— go into the room early, you know, and get to a seat, and I'll strategically place myself between people or around people because that's a seated area and you gotta, you know, talk to those people. I never sit in the same place twice. But then when— during the times where people are outside in the hall, you know, I'm looking for people that are walking over to the coffee by themselves. You know, I'm looking for people that got there early, and that way I can get them on a one-on-one. Instead of feeling the awkwardness of trying to get into a group. The other thing I do, and this came off of the top of my head when I was in Europe at a Family Office Conference like 5 years ago. And when I say I'm an introvert, I am so introverted that I have to talk myself out of getting out of the hotel room to go down and network, right? And sometimes I don't even do that. So, I was in Europe and it was like a day and a half into the event and I really hadn't gone to the event. And so, I'm thinking to myself, I got to go. I spent all this money to go to Europe, meet these wealthy family offices from Europe. I got to talk to somebody. So, I forced myself to go at the very end of the day to the open session there during the break. And I was like, in desperation, I said to this guy, my goal is to meet one person during this break. Would you be willing to be that one person? And then he lit up, a big smile on his face. He said, absolutely. I'm Heinrich. Blah, blah, blah, blah. And I was like, wow, that was really easy. So that's like my go-to line now. Every time, you know, I'm out, my goal is to always— is just to meet one person. Would you be that one person? And it works. And then I go to another person, I'll say the same thing during a break. I'll do that as many times as I can, but it's the easiest opening line that I've found.

It's so sweet.

Well, the thing is, everybody else is in this— they, they feel just as awkward as you do. So as soon as you recognize that they're just as uncomfortable as you are, then all of a sudden it, it's— they're like happy that you've talked to them. They're grateful that you've talked to them, and now it's It's like you're not imposing, you're actually doing them a favor. And all of a sudden now those connections are made because they're like, well, thank you for, thank you for talking to me. But I'm the same way as you. I'm a complete introvert. You wouldn't know it from talking to me. I, you know, I can talk to people in front of the room on Zoom all day long, but, you know, send me to a networking event where I'm supposed to go out and gather contact information, I'll stand in the corner and, you know, be on my phone. And so, you know, my husband is really great at it. He'll just walk up. Kind of insert himself into a group, stick out his hand. Hi, I'm Chris. Nice to meet you. What are you going to do? You know, strikes up a conversation. He's really good at it. So I try to emulate him, but it's hard. It is very hard to do that.

So another thing I started doing too was, you know, you go to a family office event or other different events and the person that you're talking to isn't interested in multifamily and they— and you realize that you're not a match. Right. But I started listening, really listening and taking notes on what the other person was. And I would even take their card and write it down. on what they did. Because if I found somebody else in that group that was looking for that, I'd put the two together and that would create a symmetry where those people would now be looking for people that match my criteria without me even asking, you know? And I would get it, you know, I'd get a call from them saying, hey, you might want to talk to this guy because— and that works out really well as well.

Yeah, that rule of reciprocation, right? You do something for somebody, they feel like they want to do something for you. And whether it's at the event or later on, they're going to remember, hey, this guy connected me. Let me, you know, connect him with this other person. And now you've got these, these great connections. So the other thing I think that people, you know, used to do, I don't think it's as prevalent anymore because a lot of people are getting away from business cards. But for the longest time, business cards was the thing. And, you know, we used to kind of mistakenly believe that our goal was to go and hand out all the business cards we could. And it's actually the opposite. Your goal is to go and collect all the business cards you can. But then what you do with them afterwards is key because for years, you know, I'm sure there's a whole bunch of people listening to us right now that have them sitting in a drawer, right? And for years I did that too. But you can't do that. You've got to actually, you know, get those, get them into your contact database, get out some follow-up information to them, start calling them back, start scheduling calls. And see where your synergy lies. And it may not just be, hey, I'm only looking for passive investors because you're not. You're syndicating properties. You're looking for people who have deals. You're looking for people that know people with money. You're looking for people that can help guarantee loans and you're looking for passive investors. But you're also looking for people to be on your management team that can help put up all the management funds needed to get the deal to the closing table as well as do all the jobs that are necessary to get the deal to the closing table. So you've got a lot of jobs to fill in your company and if If you start approaching people like that, you're gonna realize that you're talking to them and kind of interviewing them about where they might fit in your organization. And it's not just one place. So I think, I think that's important to realize.

Yeah. Here's a key too. Are you familiar with the McKay 66, Ivan McKay's book?

No.

How to swim. He, he was, he's an old timer. He wrote the book How to Swim with the Sharks Without Getting Eaten Alive. Never trust, what was it? What They Don't Teach You in Harvard Business School. Um, and books like that. But he had the— and he owned an envelope company and it became huge. And basically because he made all these different contacts and he had a list of 66 pieces of information that he tried to get from every contact, not all at once, but, you know, piece by piece. And he would always use that. So when he, when he like followed up, he would use a piece of the information that, that didn't involve the business that they were in so that That person would feel special, and the so I started doing that, and that works really really well. So those business cards, you know when they when somebody says go can you bump me? And I'm like oh they don't get a business card because what I do is I try to find out information then I'll write it on the back of their business card, you know and then that's how I'll follow up. So here's an interesting follow up to that story. So way back in 2010 during the 2008 financial crisis, you know the aftermath of that maybe 2009, the Bush government actually invited about. I don't know, 15 of us people that at one time I was on Fannie Mae's largest lender list. I was one of the top 10 lenders on Fannie Mae. So, because of that, they invited me and a bunch of other guys to Park City, Utah. It was the Department of Labor and they wanted to figure out how— they knew they couldn't prevent a commercial real estate crash, but they wanted to know how they could potentially soften it. So, it was like a groupthink. And when I was walking into the room, I looked and there was Harvey McKay.

Wow.

And I was like, Harvey Mackay, I've read all of your books. And we started talking. He was a really nice guy. And sure enough, like 3 days later, he does a follow-up and he hits like certain points. My dog, you know, my dog's name, you know, all these different things. I'm like, wow, he does it. You know, he's a man of his word.

There you go. Yeah. Well, that's valuable information for all of us. So, when you're at the Ultimate Partnering event, Then you need to go out and collect as much contact information as you have, and then you need to have a marketing and investor marketing plan for how you're going to follow up with them. And that's something that we offer our clients. We have free investor marketing plan that we give to all of our pre-syndication clients. So we have a pre-syndication program. You can join us and get on our weekly masterminds. You can get a bunch of templates from us. But one of the ones is this investor marketing plan that you can sit down with your team and say, okay, what are we going to do? How are we going to do this? Who's Who's gonna be at the event? How are you gonna— what are you gonna do at the event? How are you gonna follow up? What kind of, you know, materials do we need to be able to send to people later on? And we need a newsletter. Do we need brochures to take to the event? What is it that we're gonna do to keep in contact with these people, make meaningful connections, get them, invite them to a webinar, teach them about who we are, what we do, you know, all that stuff. It's— you've gotta plan that out. If you don't plan it out in advance, In advance, you're gonna bring home that contact information. It's gonna sit in your computer or sit in a drawer, and you're not gonna— you're not gonna get what you needed out of that event. So, you know, make a plan before you go, know what you're gonna do, and be prepared to, you know, get, you know, get in contact with everybody that you've met.

And have a system.

Yeah, have a system. And personalize it.

Yeah.

Let's go ahead. I'm gonna get the, um, the link here out. Just typing it in right now so that you can use our affiliate link to go to UP.

And, um, yeah, we gave you a $200 off coupon code.

Nice.

It was $100. We increased it to $200 for you, Kim.

That's so awesome, David. Thank you.

Yep.

Yeah, well, I put the, I put the event link in there already, so we need, we need a coupon code.

Oh, Kim, do you have your coupon code? I think it's your name.

Yeah, yeah.

In your affiliate package.

Nice.

Make sure you use our affiliate link. Use this one right here. Okay, in the https://m160.isrefer.com slash go slash up twenty slash k Taylor and the coupon code is Taylor. So use that. And also, I know that there's a room block that's going to be expiring pretty soon. And so if you want to do it, I would suggest you do it today and get in there and get that room block ASAP because that's going to go away and then the rates go up. And we've seen them go up like two or three times. Or we actually had a situation last year where you know one of the main sponsors. One of our sponsors, Bob Bowman, some of you guys might know Bob, he couldn't even get a room. And so if you don't want to be in another hotel somewhere and miss out on the action, then, you know, get your room right away and get signed up so that you guys can all be there. And I trust you, you know, trust us, it's going to be a really valuable event for you. You're going to make some great connections and you're going to know now how to work the room. And Dave, I have to tell you that we just You know, we were kind of late in scheduling this. Usually we schedule these things a couple weeks out, but you said, hey, let's just do it this Thursday. And so we got out our notice, but I don't think we were able to send out the notice until like yesterday afternoon. But we still got like record attendees on the call. So thank you for paying attention to your notices and showing up today for Dave. It's super important that, you know, we can share all this information with you. And Dave, thanks so much for coming so that people can get it. So let's see, couple— do we have any questions, Krisha?

Yeah, we've got just a couple here, but we do have a lot of attendees. So this is amazing. All right. So Jose said, I met someone and I wanted to see if UP would be a good event for them to attend. They work with developers by creating architectural models, photorealistic renderings, and VR experiences. To help showcase their upcoming properties and then also provide a platform to manage interested people all the way through the sale process?

They would— it would benefit them if there are developers at the site, which there are. We've got people— the majority of the people are buying value-add, value-add multifamily, but there are developers there as well, like J. Durer. He does development. So there could be some benefits there for him.

Yes. I talk to people all the time too on sales, like business development calls that are doing development projects. It's—

there's a lot of development clients right now, and we do get a lot. So, all right.

Yes, Ramon, we will be sharing the recording. This is being recorded. I've triple-checked. Sometimes we miss that. And what, what are the questions? Or would it be easier to ask ChatGPT? Ramon, can you give us a little more context on that one? I'm not sure what, what you were referring to there. That's, that's it for the questions so far. Does anybody have any questions?

You want experience on ChatGPT? It's got all these little— I don't know if they're called agents, or they're kind of like mini apps within ChatGPT. And I just discovered some of them the other day. But there's this one called Monday. I'm sure there's a name for it. But Monday is like totally sarcastic. And their little description of it says it may not like you and you may not like it. Ask it a question, it's going to give you like a super sarcastic response. I only did it once. I didn't have the courage to do it again. But it is kind of fun if you like that stuff, go for it. So here's a question from Ramon, right? David asked to find a good-hearted person, same as I've been searching for. Yeah, well, you know, you do, you have to find people that have high integrity if you want to partner with them and not just even in your passive investors, right? You want to get to know them well enough to know that they are also high-integrity people. Because not everybody is. And there's some people that might look to sabotage you, take over your deal, you know, just create problems just because that's their nature. And you don't want those people in your deals because they're going to really make your life—

I can give you the rule of thumb on that. The person that puts in the least amount of money in your deal is going to be the biggest pain in the ass in your deal. So high minimums.

Yeah, yeah. And keep in touch with your investors. Have a communication plan, right? I've had so many clients that have just gotten in trouble because they failed to communicate and there were problems at the property. And they— and I quote you all the time on this one, Dave. I learned at the first Multi-Millions Boot Camp that I ever went to, you said, if you have a problem and you don't tell anybody, it's your problem. If you have a problem and you tell everybody, it's everybody's problem. And I constantly quote you on that one.

Yeah. Whenever there's a problem, overcommunicate because people, uh, appreciate that. Number one, they feel like they've, they, you know, they've gotten, they can get input to help with the problem. Um, and it, it goes a lot easier. I mean, if you, if you hide a problem, that's what people do. They think they can fix the problem, but it gets worse and it gets worse. And by the time they tell, you know, then people are really pissed off.

Exactly. And I had that situation just, uh, this last week with someone who said, you know, oh, well, this thing's going on. And I'm like, hey, when did this start? And they said, oh, last August. And I'm like, you should have been telling people about it then. They're like, yeah, now what do we do? And I said, well, you can tell people, but don't be surprised if you get some negative reactions because they're going to say, why didn't you tell us before? We might have made some different decisions with the property then. Well, we thought we were going to resolve it. Well, you didn't. And now what?

So, the lessons from the trenches, because everybody goes through the beginning period, but if you could just listen to people that have been gone through the beginning periods and are willing to honestly tell you about it, Like, the reason I know to overcommunicate is because I didn't communicate on a deal that had a problem. And boy, was that a pro— did that become a problem, you know? And then I learned that, overcommunicate on a problem. There's so many different things you learn on deals. And, but if you can learn from other people before you make the, before you make the mistake, it's, you're much better off.

Yeah.

And there's even this kind of mindset, well, we'll just put our own money into the deal. Don't ever do that. Never ever do that. Because if you, you know, oh, we'll just fix it with our money. You need to go to communicate it to your investors first. Give them the opportunity to put in that money. Because they might want to. And especially if you're going to offer a different deal than what everybody else invested with, and now all of a sudden it's better terms for them, you might get some takers on that as well. So, you know, we've always got to look at your operating agreement to see what's allowed, whether or not you got to offer first right of refusal to everybody else. Manager always has the right to loan money to the deal. But if you keep loaning, loaning, loaning money to the deal and eventually, you know, you're like, hey, I'm done, I can't do it anymore, we're just going to sell it at a loss. Now the investors are going to be upset. Why didn't we know? Why didn't you tell us what was going on? What gave you the right to give all this money to the deal? And now you're going to get paid back first before us? That doesn't sound fair to them. So you should tell them upfront, hey, we need this much money. We can loan it, but if we do, here's how it's going to work out. Or if you guys want to put up the money, then, then you can put up the money. So, you know.

And there's one big caveat to that as well. And if all of those investors are not accredited, You've got an even bigger problem because that's when you get by the sophisticated and I call them man-on-the-street investors.

Yeah, but we have a lot of clients that have a lot of non-accredited investors in their deal. And as long as they keep them informed, you know, they're no different than any— they just want to know what's going on and they understand that not every deal is going to work out. And if you explain to them, hey, this is what's happening, here's all the things we're trying to do to fix it, and you keep them apprised every time you try to do one of those things, whether it works or not, They at least know you're working hard for them and you're really trying, and they're not going to sue you. They're not going to fault you as long as they see that you've been taking as much proactive action as you can to try to help them. And you know, and then there's just sometimes there's just nothing that can be helped. But if you wait until the end and like, okay, hey, we were letting the property go back to the bank, and they're like, whoa, what happened? What's going on? Why didn't you tell us this a long time ago? Don't don't get in that situation. And if there is anybody out there that needs help, kind of trying to brainstorm a workout or whatever. Call us and schedule a call. You know, we're happy to talk to you, try to help you figure it out. Maybe we even know people that might be able to help solve the problem. Or we can at least look at what you got, see what you have to do, help you work through the steps and figure out a plan. You know, so do that. All right. So let's see. We've got any other questions, Krisha?

There's a couple little comments here. And I just want to say, like, just looping back to our mindset conversation earlier too, like some of this fear of, like, it's fear of confrontation. It's, it's fear that lives inside of us, right? Like not wanting to look stupid or the shame that comes up of making mistakes or whatever, right? So there's sometimes there's deeper things at play here, why people don't communicate. Dave said, I'm blown away by all the golden nuggets you all have shared today. Thank you so much. You're welcome. Let me move that screen away. Um, I don't know if we really touched on this very much, but I think we did a little bit. Ramon was just clarifying his question about what are the clarifying questions you asked David about how to find the good people. And then it looks like there might be an issue with rvparkriches.com. Your ClickFunnels isn't quite working. They can't enter the contact information.

I'm gonna go there right now.

I haven't tested it myself yet. And then for anybody on here live, I put my email address. It's krisha@syndicationattorneys.com if you want to speak with us, um, you know, more about, uh, what we've been talking about here today.

I'll tell you what I'll do, Kim. I'll send you over— I've got 2 special reports. One of them is the 15 questions that I use, and the other one is how to do a background check on a potential partner. So I'll send them over to you, um, you can disperse them out to anybody that wants them. And, uh, for those that sign up for Ultimate Partnering, take those with you to Ultimate Partnering and you will You'll be able to vet out your partners very— you'll find the good ones easy.

Well, and thanks so much for agreeing to share that list, Dave. That's going to be huge. I'm gonna share that for sure. Um, but I do want to tell you guys that you can get background checks, bad actor and background checks done at our website. So we've, uh, we don't do them, but we have set up, uh, an affiliate group with, with another group that will do them for our clients. And we actually even require Just because we've had some bad apples try to slip through. And we now require, if you come to us to do a syndicate, we are going to require that every member of your management team undergoes a bad actor and a background check. And we're doing that to protect you from each other as much as we can. And what we learned, and when we started requiring this a couple years ago, is that the people that know they're bad actors, they'll bow out. And that's good. You want them to, right? So they'll be like, oh no, I'm never going to pass that, so I'll just get out of here. I'm not going to do the deal. They'll come up with an excuse. That's all right, let them go. Um, the people that stay in the deal, they know they're clean. They're not, they're not afraid to do a bad actor background check. We don't share it with the group, but what we do do is if somebody comes back with a bad report, then we're going to talk to them and say, okay, here, this is an issue. Either you can't do Oh, and most of the time that's not the case. It's most of the time is you can do it, but you're going to have to disclose it. So you now have to talk to all the other members of the management team and let them know we're going to have to put this in the risk section of our document that I've got this pending litigation or I have this past judgment or whatever it is that is one of those disclosable items. Because if you hide it and you don't tell people about all these things that might affect their investment decision, then you're committing fraud by omission. Which is illegal under securities laws. So you're really required to do that. So, you know, use that at our website. There's a Get Verified page at syndicationattorneys.com. Go there, let people do their own bad actor checks. It's like $125 and they pay their own. It comes to us. So if you're one of our clients, then we're going to, you know, we're going to counsel them or it goes to them and then you can ask them to provide it to you. But, you know, they do have to do their own because they're going to put in Sensitive information about themselves, date of birth, you know, Social Security, all that. You don't want to hold on to that. So, all right, 2 last minutes here. Any last-minute nuggets you want to share, Dave?

Geez, caught me off guard. I think everybody should do that palm reading trick.

I love that.

Yeah, yeah.

Sure. Have some fun at it.

Have some fun at your next gathering.

Yeah, that would be definitely doing that.

By the way, uh, I'll give you a nugget. Uh, if you do go to Ultimate Partnering, there's pre-registration on the Thursday night before. There's a lot of great networking at that pre-registration, so you want to, you want to be there for that.

That's, that's something good to know. Uh, yeah, for sure, get there early enough you can do that. You can network before, you know, if you want to stay a little after. Usually a lot of people clear out, but there's a handful of people that hang out, uh, afterwards. And you know, you can still network even after the event in person. But anyway, make some connections, follow up, have a plan before you go on how to follow up. If any of you are our pre-syndication clients, please, please, please schedule a call right away with us before you go to the event. Krishna can walk you through that investor marketing plan that we have if you have questions about it. Something that you and your team can do in an hour or 2. Doesn't have to be super detailed. It's a 4-page document with help text. It tells you what to put in there and can make it easier for you. So, you know, you use whatever services you have. If you're not a pre-syndication client of our firm, go check out our website, syndicationattorneys.com. We do have a Capital Raisers Masterclass. Talk about our different pre-syndication programs that we have, and we'd love to have you all Uh, as clients and help you go from where you are right now to where you want to be. And I know Dave's also committed to that with the different programs he offers. So I encourage you to get involved with his group as well.

Yeah. Wow. What a podcast.

This was great stuff. So good.

And the dates are September 26th to 28th, right?

Correct.

2025.

Yep. Just to be clear, pretty soon coming up.

Pretty soon.

Awesome. Thank you so much.

All right.

Great to be with you guys again.

Yeah.

Yeah.

Take care, everybody out there.

Bye, everyone.

Thank you, Kim. Thank you, David. Bye-bye.

Thank you.