EP NNA 112 - Finding Investors To Fund Your Deals: The Steps and The Marketing Tools Used

Foreign.

This is the no Closer show where you get the latest developments in distressed note investing and learn the secrets of how you can control millions of dollars worth of property for panties on the dollar. Get educated and entertained by someone who has closed thousands of deals and lives to support you in achieving the same. Now here's your host CEO of We Close Nodes, Scott Carson.

All right, everybody. Well, hey, hope you are doing well this Monday night. Welcome to Note Night in America. It is April 18th. Hard to believe that the year's already more than a fourth away done. And who knows what's going to be like in a third of the way Done. And we see things happening here before the end of this month. It's just kind of hard to believe. Things are rock and rolling. But hopefully you've all had a great Easter weekend. It was fun for each and every one of you. Hopefully it's safe and happy for everybody. But anyway, we're glad to have you all here here on Night in America. Welcome, welcome, welcome. I think you guys will enjoy tonight's conversation topic. Obviously just glad to have each and everybody here because we got people join us from all across the country. We have people internationally joining us from across the world joining in and watching this. So if you're joining us live, glad to have you here. But catch the replay. Honored to have you watch this stuff and you know you will have some questions I'm going to ask you to make sure you keep your questions on topic with where we're at as we get diving into tonight. But anyway, guys and gals, welcome to Note Night in America. Like if it's your first time, welcome. We've been doing these calls for over 11 years now. Hard to believe 11 plus years of doing this stuff. But it just goes to prove something. Consistency builds a lot of great stuff and we're always glad to do this with you guys. One of my favorite things during the week the market is this call and they are recorded. I did hit the I do see the red button recording. You can catch the replays of all of our Night in America's going to our YouTube channel at Weclose Notes TV and catch everything there on the note and just look for the playlist Note Night in America. And then of course we do have our Note Night in America podcast. I've got to upload quite a few of these episodes of that. So that's not exactly updated all the way. But you can catch a lot of the great stuff for the last two years. The most relevant stuff on the Note Night in America Podcast. Also encourage you to check out the Note Camp Podcast and the no Closer show podcast. But we have so much information available for you guys out there. Make sure you check out our website for updated events, teaching and things like that that are available for you to help you take your business to the next level. But as always, if you're watching this on the replay, you can go ahead and RSVP to every Note Night America for the year by Simply going to Notenight in America.com and that'll take you directly to our Zoom link to rsvp. And that way you don't have to worry about rsvp. You just got to make sure you attend. And of course if you're booked a spot here on tonight, you will get a replay sent to you the next day. So we're really good about getting out by noon on the following Tuesday. So anyway, glad to have you. Lots of great stuff. We're just south of 500 people registering for the night in America this year. So really excited. Always never know what's going to happen, how active people are going to be. But when I looked a few minutes ago we were like at 480, 485 as far as people registered for the year. So just honored that you guys keep showing up. You keep showing up and we'll keep rolling this information out for you. This last Saturday we had our note weekend class. It was great, really great insight, lots of great people there. I struggled through a bit of a cold but we got it done and we spent a really great hour session on the last session of the day there on Saturday, breaking down a tape with 73 assets. If you're looking to learn a little bit about if your first time to Note Night in America and you want to learn a little bit more about investing in notes, I would check out noteweekend.com when you get signed up for it. You get a ticket to the next live class on the third Saturday of the month and then you also get the replays the class. So if you're missing out, miss the Saturday because the family stuff, don't worry, get signed up tonight@noblekim.com and we'll send you the replays tomorrow. But that's the thing. I did want to let you guys this coming Saturday we do have our upcoming due diligence masterclass where I'll spend the full day on Saturday, April 23rd starting at 9am going through the full due diligence process that we do on how do we look at actually got a couple vendors coming on we'll talk about some systems, we'll talk about some of the forms that we use. Diet into the due diligence side of our property and the collateral. How to identify, making sure that everything is there, all your dots are, your eyes are dotted and your T's are crossed. Making sure you've got a good deal. Normally a master class like this is 199. We are running a special. If you sign up before Saturday at 12am, get it at 50% off. So for 99.50 you can grab a ticket. So go to WCNMasterclass.com that's WCNMasterclass.com to get signed up for that. And here's the thing guys, ladies and gentlemen, if you're part of our WCN crew, you're good. It's already included with that for you. So that's the nice thing. But I'll put it here in the chat roll just so you have it. WCN masterclass.com you don't even have to enter any discount code. It's automatically figured for you to drop it by 50. So normally 199, but you get it for half price. And if you're a one on one coaching student in a WCN crew member, you're already, you don't have to do anything. You already got a ticket to it. You just gotta click on the zoom link when we send it to you. But anyway, excited about that. A lot of people have been asking, hey, can you spend more time on due diligence and walk us through the process? And we're so glad to do that for you this Saturday, April 23rd. So for those of you that were signed up before, Hey T. Miller, I think you were one of those, hey, we'll get the link out to you as well so you don't have to do anything else. You're still good from the time that you were RSVP for it a couple weeks ago before we had to push it back. So anyway, but let's get into the meat and potatoes tonight. You know, it's April 18th, you know, we want you guys taking some action. And one of the number one questions I get when people reach out to me to book a call with me by going to talk with Scott Carson. It's always about how to raise capital. It's always how do I find investors to fund my deal. How do I get people interested in actually becoming an investor with me passively to find my deals, whether it's one or more. You know, it's all about the relationships all build a rapport what you do. But tonight we're going to talk about the key steps to actually finding people. That's the first thing. Now you need to have a deal or case study or past studies or somebody's deals or case studies and that's one of the great things we'll get into. But let's talk about this. So let's talk about the past and then what we're doing it right now. Okay, the past. Most people were going to your local rias and meet up groups and I've done that for years. When I'm out of town, if there's a local rea meeting, I'll go to it if I can. You know, I don't go to much here locally in Austin because we do so much more outside of state. We don't buy a lot of stuff here in Austin, Texas, but we do in other areas. But it's still worth going to local. Your local meetup group, your local real estate investment club association. If you've got a self direct IRA company that meets live on a regular basis, it's good to go to and many of these will have you needs and wants or haves and needs session before they get into the main content. That's literally hey, what do you have? What do you need? You know, give a deal that you work and pitch. But what's sad is that a lot of people are scared to get up and pitch their deals. Okay, they're scared to get up and talk. Now you could post a social media post your deal. Social media is a lot of these meetup groups also have groups. But we all know that Facebook is a bit of a dumpster fire. You don't see a lot of activity on these groups. People are really tired of meta or when you do post you'll often have a lot of trolls that'll get on there. So people are a little shell shocked to sell their deal. Now by selling their deal, you're not really bragging. I want you to know that you are sharing what you need. That's the whole point of haves and needs. People are looking for deals. And you can't be a secret agent, you can't be a James Bond as a real estate investor and expect to raise capital.

All right?

And here's the thing. If you want to do big things in 2022 and beyond, you got some big goals. You need not wait till you close your first deal to start raising capital. You need to start marketing for capital today.

Okay?

People are scared because I don't you know, I need to prove the concept, which is a bunch of crap. The concept works has been around for a lot longer than you and I have. People are nervous about what to say because they're a lack of experience or what do I say when somebody asks me what type of, have you have any of these deals you've done? Here's the thing, ladies and gentlemen, people don't list. Don't you know, hire you to hire a house, to sell a house. You know, if you've only done, they want you to be a realtor. You know, if you haven't sold 100 houses, they work with you because guess what, you have vendors, you've got team, you've got a broker, you got somebody that can help walk you through that sold thousands and thousands of properties. And that's the thing that you guys may not realize is that you have, that you do have a network of investors to help. You have vendors, you've got your servicing company, you've got attorneys to foreclose your insurance companies. Hey, this little guy right here who's lose thousands of deals as well is here to help you.

Okay?

Now I get some people like I just want to use my own money. I get that. But at some point you're going to run out of your own money sooner than later. And then you're going to sit there and be needing to raise capital to make things happen. And that is the, that's the first kiss of death. I'm just going to use my own money. Well, that's great. But if you only got five grand or ten grand or twenty grand in the bank account, you automatically, your brain shuts down into seeing and doing bigger things.

Okay?

So that's the past. We don't want that. And you have to realize that your conversations when you're talking about your deal or sharing it, yeah, you may be talking in front of 20 people or 60 people or 100 people. But the whole idea is with sharing what you're doing is to get into those, what those one on one conversations. And if you know your deal, know the benefits of it, what could go wrong? Which most of you are smart enough to figure that out. Most of you are 95. You're smarter than 99% of most people out there.

Okay?

It's just knowing what's going on with it. If you don't understand the deal, guess what? Hey, somebody asked you a question. Let me check into that and I'll get back to you. And the only way you get better at having conversations with investors is to have more conversations with investors. So you might as well start now and work with somebody who can coach you through it and get rocking and rolling. And so here's some of the things that we like to help our students with and we've gone through some of the stuff on previous webinars. If you're part of our WCN crew, you've got access to some of the stuff here as well for you. But in the world of April 18, 2022, okay, you've got to have some things out there to get rock and roll. And you really need a website of some sort, can be a one page landing page. And you need to have social media profiles. Now, I joked with some of my students today. We have a coaching call at Monday at noons with my WC crew and we went through some LinkedIn profiles and some of them were great, some were just horrendous with nothing on them. They hadn't posted anything in six years. All right, you've got to have a LinkedIn profile where you're sharing something regularly, a Facebook account. Secondly, you need to have a YouTube channel because you probably need to start embracing the aspect of sharing your story or case studies. And then you got to have an email account like keep.com or worst case, mailchimp, something to communicate with your audience. But you got to have a website that's kind of your mothership, where people go back to, to really see who the hell you are.

Okay?

And that. And you got to realize this. If you're raising capital or you're finding deals or trying to get deals from asset managers, the first place people can go off at times is going to your LinkedIn profile and then it's your website or vice versa.

Okay?

Now here's the thing. I don't care how experienced you are or lack of experience you have. If you have no experience and you haven't done any deals, guess what? You need to talk about your vendors and their experience. Like how many modifications has your attorney done? Or how many modifications or loans is your service you're dealing with? They're the big heavy lifters in the note business, not you. You need to know how to find a deal and you know how to break down a deal and direct your vendors to do that. So that's why we often talk about, okay, talk about your team of vendors, your experts, your people that are looking at your deals and help holding your hand. You got to have an executive summary. These days you're going to have people say, well, tell me about your business. Well, you're going to tell them about your business, but you know what, they're going to forget about it. So you know what we do? We have an executive summary that we often will print out. Especially we go out to events or stuff like that. Or if I'm talking with investors or IRA investors, we'll literally send a copy of our executive summary. It's a one page thing that talks about you and our focus.

Okay.

And the questions that we like to do. One thing we also like to do is we like to make this very simple. You know, we want our deals that make sense. We want to share deals, case studies. You got to have some, some, something that makes sense. Past or present case studies deal. These are the types of deals that we do. You know, when we're sharing with investors for the first time and they're thinking about potentially funding. With me talk. We buy performing notes, we buy non performing that can lead to performing or if they don't turn to performing notes, we then either look to foreclose or do deed and lose. So you may have three or four case studies. I talk about the different exit strategies. And we're not talking 30 years. People got invested because that's what they think when they hear about buying a mortgage is 30 years. No, it's a short term 24 to 36 month. This is why it makes sense to maybe, and we're not going to say maybe is that everybody that wants to do this long term, you really need to put a simple pitch deck together. And a pitch deck is what? Well, it's a PowerPoint video going through 10 to 15 slides about what your business is. Your focus is types of deals you do. It's literally kind of the stuff put together. Talks about your vendors, your executive summary and deals that make sense. It all pull together in 10 to 15 minutes max. And it's on YouTube, it's on your LinkedIn, it's on your website. That helps people raise capital. It helps you raise capital.

Okay.

And the whole goal of having these things together is to help you start connecting with investors now. But more importantly to help you stand out from the audience, help you stand out from everybody else out there that's not doing anything. If you do these couple things, it's going to help you attract honey, it's going to help you attract investors. Like whoa, he's got a logo, he's got a, she's got a website. Oh, what is this is a video talking about their business. Wow, they actually know what the heck they're doing.

Okay.

And like I said, don't wait till you have a deal or need funds.

Okay?

And that's what I say. Most people like, oh, wait till they have a deal, then they scramble trying to find funds or they've used their own money, now they don't have any funds and they haven't put these things together and they give up. And we don't want you to do that. You don't have to do that.

Okay?

Investors can tell when you're desperate. Investors can tell when you need deals and that's when they start looking at things like, oh, well, this is your first deal and you're desperate. You're probably, this is how you're going to react. And the whole idea is if you're talking to investors is to act as if you don't need it. Hey, I'd love to have your money, but I'm not desperate. These are the types of deals that we do, but I'm not desperate for your funds because there's a lot of opportunity and he who has the gold makes the rules. Now you can either hold the gold in the deal flow and make the rules or you could be desperate and need the funding and then they're dictating terms. I'm a big believer that you have the ability, especially in today's world with the craziness of inflation and lack of deal flow in a lot of cases for traditional investors, we as note investors, we see a lot of stuff you don't have to sell yourself or sell your business or sell your deal from a desperation aspect. You can be in the power position and start taking things to the next level immediately. Don't wait till you need it because then it's too late. Now let's talk about this. Where do you actually find investors that are going to fund your deal? And I'm just going to take a second to see on here. Who's all on tonight? Great. Got some, oh, see some new folks. See some folks that have been on a while. That's awesome. Great stuff. Good to have all of you on here. Good, good stuff. So where do you find investors? Well, you can go to self directed IRA meetings or clubs meetings and there's literally 50 plus different IRA custodians and trustees across the country. Some of them will host stuff weekly, some will host it monthly, some will do once a quarter, some will do. You know, there's a variety of different things to do. That's not a bad place to go. The thing about it, when it's an easy network event like that you often have a lot of people there looking to raise capital just like you can, like you're needing. And so it's not often very cheap money and often attending and personalized break. But the whole goal with going is to not try to sell them. They're on a deal over a glass of wine and cold sandwich. It's just to build relationships and honestly grab cards. It's to meet as many people as you possibly can and then schedule them in some sort of fashion afterwards. Add them to your email list so you can drip market them later on.

Okay.

If you don't want to go networking because you're scared of the world of COVID or you're in an area that doesn't have a lot of regularly scheduled events like that is, then jump on LinkedIn and do a search. If you typed in SDIRA investor, there's going to be like I just looked a few minutes ago to update my number. There's over 307,000 people that show up as self directed IRA investor.

Right?

Do the same thing. SDIRA investor for Oklahoma or Florida or Utah, wherever you're located. Ohio, you know, start connecting with investors in your state there. Do a search and just say what do I say, Scott? Well, hey, I'm a real estate investor here in Utah where we live. Love to connect with other investors here locally. Just want to talk, you know, if you're looking for stuff, I'd love to find out what you're looking to do. Okay, now you can automate some of that process with Octopus CRM. You can pull over a thousand profiles at a time on LinkedIn into Octopus and really kind of customize that through merges and field merges to make it really sound and look like you're personalizing, which is what you really are. The idea here is Octopus is going to work well with LinkedIn. LinkedIn is the hottest social media profile there. It is business. You don't have as many trolls on there. Just start sharing what you're doing. It's a business profile. And start adding value by sharing articles, sharing case studies, something doing on a daily basis. Only 3% of people on LinkedIn actually post something on a daily basis. And if you do something articles, you will add followers pretty fast. Now my favorite way and a lot of times that we teach is to jump on the county appraisal websites or the county recorder's websites and do a search for folks that either own property in their self directed IRA or or have lent money out of their self directed ira.

Okay.

Now most counties allow for you to search by the IRA custodian's name like Equity Trust, Request trust, stuff like that. Some states like Maryland, Virginia, California, I think Arizona is also the same way. Won't let you search by just a generic name like Equity Trust. Now why do we search by Equity Trust or Quest Trust or Pensco Trust? Because if somebody's used their ira, self directed IRA to fund a purchase of real estate like a property, that's how it has to be titled at the county. Same thing as using money out of their ira. It's usually be titled that on the deed search to the county recorder's office. Now this is the easiest conversations you're going to have for the most part because if they pull the trigger, we know they bought or funded deals and you've got several things in common with them. And what are those things that you have in common? Well, you really. It's a warm connection. It's not a cold connection. Some people shy away from talking with these people because, oh, Scott, their investors are ready. They're going to want a high above average return. Not always. They may have owned that property for a couple of years. They may have money sitting in their coffers, you know, their checking or savings or other accounts. That's losing value. You just have to start the conversations with them. But the beautiful thing is that the things that you have in common with self directed IRA investors are these. First and foremost, they're real estate investors like you. And you know what? We as real estate investors, we're a little bit more flexible with working with new people. And we often start off the same way, finding one deal, working to find other investors. So real estate investors are going to be friendlier with you. That somebody's the cold. And guess what? We know that they have money to invest. Why? Because they've already used it. They've disclosed it by the fact it's an IRA transaction. That also means that they're looking for, you know, I've never found a real estate investor who wasn't looking for more deals to fund. Okay? They want to put every dollar to work as best as they can getting out there. If it's sitting in their accounts making 0%, they're not making money. They're more like losing money. So you have to understand that's a positive. If you bring a deal that makes sense to them, that's not long term. We're talking less than three years. You could probably fund it. Now the biggest thing is this. They've also pulled the trigger. This is not trying to convince somebody who's never pulled the trigger to pull the trigger with you.

Okay.

And I'm always amazed when people are like, oh, I'm going to reach out to this group of people out here that I know haven't done any real estate, you know, and we often want to work with our warm market. I get it, our friends or families or colleagues, you know, stuff people around the water cooler. But if we're working with people trying to give us somebody around the water cooler to fund a deal with us, here's the thing, they don't see us as the real estate investor mobile. They see us as Larry Hoffman, IT guy. They see us as Jessica the social media expert, not the real estate guru. So it takes a little bit of time to take time to help overcome those objections. Like, wow, why are you doing it? Are you just trying to sell me something like soap on a rope?

Okay.

Because with those individuals that aren't in real estate, they're not with a self directed hire, you're going to have to teach them how to invest. You got to teach them investing to these individuals. And you don't want to do that. You want to work with people that are familiar with deals.

Okay?

That's why you really, truly want to start with a warm audience of people that understand it. They have money and they're ready to rock and roll and pull the trigger. If you've got to go to your warm audience that's never done anything, it's going to be a rocky road of raising capital. And oftentimes you're going to be hurt the most when those people don't flake or when they do flake on you and don't fund your deal. So don't do that. Trust me, if you're going to start building, start now with a warm market that's going to help you. Yes, you can raise money from friends and families. I get that. I'm not just talking about that. That's gonna be the easiest thing. But you also need to start connecting with other investors out there who are ready to pull the trigger and want to fund your deals. Okay, so what do we do? What do we do here@weclosenotes.com what do we do here to come to raising capital for our deals and a variety of things. Well, first of all, we do spend a lot of time on LinkedIn. I bring this up because we do it on a regular basis. We use Octopus CRM. I was connecting with 100 note investors today, just connecting with them automatically this morning. Last week I was connecting with self directed IRA investors. We use Octopus to automate it, but you can don't need to pay that $21 a month or $22 a month. You could go out there and just look for them and start sending that connection bikes. Hey John, I'm a fellow REI real estate investor and I'd love to connect with you and other investors in your area. I'd love to find out what kind of deals you're looking for as we come across different types of deals all the time. I'd love to connect and talk and then your email, phone number or calendar. Very simple. And when they actually do connect, then follow up with a personal message. Hey, thanks for the connection. Would you be able to jump on a call to connect to share more what you're looking for? If not, no biggie. Here's an article newspaper that you might find a senior market depending on what you're missing. And that's the thing, you may want to have something available. Hey, here's a. Here's a little bit about what we do. Here's my pitch deck video. Here's a case study that we just closed on. Here's an article about note vesting. You know, here's a blog that I wrote. Here's a podcast that I appeared on. Sharing a little bit more what we do. And this is not meant to be rocky. It's literally using one thing again and again and again and again. You can use a two minute pitch video talking about what you do. Hey, thanks for connecting with me. I appreciate it. I really love networking, expanding my network of investors across the country, whatever. Just get in the habit of taking to that next step. But yes, we all get those LinkedIn invites where spy. Bye, bye bye. Or I've got a perfect job for you even though you're not that industry anymore. Right? I have 12 of those today alone. That's not what I'm looking at. Hey, senior investor, what do you. What type of deals are you doing? You know, love to connect with you, talk about the market, kind of go from there. Thanks to the connection. Here's a little bit more about B. All right, because that's one step with LinkedIn and anybody on here could do this. This doesn't cost you anything. You know, if you want to go with Octopus CRM to help you automate it, that's 21 bucks a month, something like that. But many of you could just do this individually at night on your basic profile by connecting with investors. So that's the first part we've Been doing that for years. That's why we have 27. That's why I've got 27,000 followers and LinkedIn connections right now, all the way to 30.

Okay.

Now the second step is not that much more advanced.

Okay.

It's also going to be the biggest bang for your buck when it comes to actually raising capital. You can actually hit that cha Ching button when you do this. Right now, if I have people that I connect with and they've given me their email and comp, you know, clicked on something or something like that from LinkedIn, I'll send them a copy of my ebook and add them to my email list. Hey, if you got, if you want to make a, you know, schedule, call my calendar, let's talk rate. I just, you know, do a zoom phone call or zoom call or a quick phone call just to chat with somebody. Like, I had conversations today with two investors of it just to talk, like five, 10 minutes. You know, I asked them about what they do, what they're focused on. I always make it about them. And then they go, well, tell me about what you do. Well, this is what I do. We're always going to. Wow, that's really interesting. That's interesting. I said, yeah, I've got an ebook that I wrote. Would you like to see it? Yeah, I'd love a copy of it. Okay. Here you go. Or hey, I've got some case studies that we do. Would you like to see? So the case studies, you know what, everybody says yes. Nobody says no to that.

Okay.

If I have their address, if they've opted in and give me their address or I could find it, I will send them a thank you card. Hey, it was great talking with them. It's a little touch. Hey, thank you for meeting with me. Or if I don't have their email address, you know what I do? I pull out my smartphone and I record a short 1 minute to 2 minute video and I send them that via text. It's just little things to do. Now if I can, I like to send out thank you letters. It's always a nice little touch, but it will help you stand above and beyond what most people are doing.

Okay.

Now I'll also continue now that I've connected with them through octopus or through LinkedIn. I'll share articles, videos, podcast episodes along the way with case studies and I'll do this on a regular basis. Okay. I say in bulk, but it's. I'm planning out my touches. Okay. Because you want to set realistic expectations and you have to Understand this, ladies and gentlemen. You're not going to send out one email or do one marketing piece and suddenly you're going to be bombarded with 100 people with their IRA checkbooks ready to rock and roll. It doesn't work that way. You have to market and touch base with them because honestly, they don't know you from anybody. If you're trying to work with people in the same industry that you are, that's an even longer road of hope. But if you deal with investors, it takes them a little while to start to recognize you. Oh, this guy always posts pretty stuff. Oh, I like that article. Maybe they don't read everything, but the thing is, if you start doing this, you're separating yourself from the 97% of people who don't do shit on a daily basis.

Okay?

And you on here want to find success. I know that's why you're here. That's why you're here on a Monday night with me. That's why you've been on note weekend. It's why you show up on a regular basis, is to take action. You want to find success. Well, you determine your success by doing these things on a regular basis. Now when we send a letter out to IRA investors, somebody asked me what the letter says, pretty simple. And we keep it simple. Keep it simple. Stupid kiss method. Okay, what do we do? We talk about what we do. You know who I am. We literally talk about why am I contacting them. Now if I pulled their information off the county records, I tell them, hey, why am I contacting you? Because you bought a property with your self directed IRA and I'm assuming that you're a real estate investor and I would love to talk with because I am also a real estate investor who comes across deals and looking for people I can either sell my deals to or potentially partner up in some sort of fashion. You fund it and we take it down. Okay, that's why I'm contacting you. I'd love to talk with you. And here's a great letter from one of our students. We actually helped Donald Ellington write this. He's out of Maryland, retired from military. In his basic hello and it would mail merge in that person's name. Came across information that you might be a real estate investor looking for deals to put your lazy to work. My name is Donald Ellington. I'm managing member of Trinity Clear Choice llc which is a real estate investment company out of Maryland that is focused on buying and investing in distressed real estate mortgages. We work with a variety of investors who are looking for an above average return on the funds in their self directed IRA or savings account. I've been an active investor since 2018 after retiring from 30 years in the military. We focus our attention on working directly with a network of banks to buy their distressed mortgages, non performing first liens and real estate single family homes at large discounts. So why am I mailing you this letter? Well, we are always looking to partner with other investors to help us take down more deals at bigger discounts. If you are interested in finding out more information on how we work with other investors, just like you, feel free to shoot me an email or give me a phone call and you see his information. I look forward to hearing from you. And we put Donald's smiling face at the bottom. He's just a great guy. P.S. i put my photo on this letter to let you know that I'm a real person with real deals.

Okay.

Created the logo in Canva. We basically tweaked the letter that we have in our manual for our three day workshop and we sent these out. And you get phone calls, people will call you. You send 50 letters out. You probably get two or three phone calls immediately in the first couple days. We've seen that this type of letter, when you combine it with like an executive summary, one page summary, a little bit about what you're doing in a case study or two, it has success. You will get people that call you. Now besides this letter, here's it in big bold print. It talks about what have you done. You know, he's been 30 years in the military. Well, 30 years in anything is going to build success for you. He's been investing for four years now. Okay, great. He sounds a lot like me. And I'm looking for opportunities. I'm looking for deals in this market. Wow, I'd love to talk with this guy. Okay, now you could also do you know, postcards like this is Demetri, one of my coaching students. He took a picture, he sent them out. And what we tell you to do is send these letters out, you know, in postcard. Not postcard, but letters that look nice, like party envelopes, you know, they're multicolored. Now the one thing that's not on here is Dimitri didn't put his return address and he did it, did this before taking the phone. But putting the return address of who you are. I also like to tell people, like put it in a plastic envelope and then take some your. Your favorite smelling perfume or smell good and squirt a Couple skirts, you know, squirt a few sprays into the bag so it smells good. So when it comes in the mail, like, oh, this smells good. Now guys, you know, you got to be careful there. It'll get people to open it, but you want to make sure that nobody's getting punched. Like why some girl send you a letter with a perfume over it. But it works. This works. It gets people to call. This is 20 years of marketing experience and coaching from some of the best the game. Roland Frazier, Jim Rome, just a lot of people out there, you know, Brian Tracy, all sorts of people out there that I've learned these little tricks from. And this is the only direct mail that we do. You're not talking dropping a thousand postcards or a thousand letters. We're talking about 50 to 100 IRA investors. Okay. Now you can send a postcard. Postcard's pretty simple. This is what the front of my postcard looks like. I buy these in bulk from Postcard Mania. We'll have them on a podcast here in the next few weeks. We buy these in bulk. On the other side, it's got my contact information. This is actually the second step. We send a letter first, first month, couple weeks later, we send a postcard on the backside. Hey, we just closed on this deal. We'd love to talk with you, make sure you got my information. Now, Larry, I think might be on here tonight. Larry, he took it a little bit different. He took the letter and put it on the front of the postcard, which I thought was genius.

Okay.

He put his photo and then he put the scam me a little catch which if you scan this, it'll take you directly to his website. Now let me do this. Let me do a new share here. I hadn't planned to do this, but I'm going to do this right now. Let's pull this up. If you scan it, it should take you straight here to LJH Investments. And it's a one page website that this is a basically a 10 minute pitch deck with it. Okay, Pretty simple. Let's talk about the types of deals, his vendor team and then he gives a couple case studies of what they're looking for. Their focus. I just absolutely love it. Six important things that they do to protect their investors. So that's LJHI investments dot com. But we go back here, that's on his postcard. It's literally makes people now people like don't know, are scared of scamming. That's fine. But on the opposite side a little bit More information. It's a picture of a deal or two. Here you go. Scan with your phone or camera. He actually tells him what to do. He's also put pictures of case studies on the back here to help people understand some things. And this works. Larry's done a really good job setting out letters and postcards and raising quite a bit in private capital, giving pledges for it. Not difficult. Now our buddy Paul Riley, who just closed on his first note deal. Kudos to Paul. What did he do? This is the front of his postcard. He did the same thing. Get your IRA working again. Privately lend through your IRA for steady returns. You can buy real estate. We find vet manage the deal. We provide the capital fund. You provide the capital to fund the deal, getting above average return on your money. And he puts three pictures of properties awareness. Kalamazoo, Michigan house is a deal that he's closed on. And he also put a picture of a previous deal in Charlotte done in Columbus, Georgia. Same thing. You scan it, it takes it to a website with his pitch video, gives you his contact information. Not bad. And this is on the backside of it.

Okay.

Most people have capital, have the capital, but have the opportunities, time or experience to invest in real estate themselves. This is a powerful statement. He put his logo, he put the signature on it, where he basically scanned over his signature, put it, and it goes out, and it just goes out to people on his postcards. So he's doing 20 to 50 a week. He's raising money for it. Very, very easy to look.

Okay.

But then the question is like, wow, that seems like a lot of looking expensive. It's not expensive. Here's the thing. If you had a deal that was going to pay you 20 grand on a note deal, but you didn't have the money, how much did that deal cost you? 20 grand. If you sent out 50 letters, it might cost you $1.50 a piece to send out a letter for 50 letters, how much does that cost you? $75. Okay, well, $75. You decided to be cheap and not send out 50 letters or do a little bit of work, an hour of work to pull these lists off the records and then follow up another hour, put together another hour to order postcards or something like that for Vista Print or something like that. That's basically about five hours of your time to design and market them. That's 75 bucks at 15 bucks an hour.

Okay.

Or 50 letters at $1.50 a piece at 75 bucks, really, 150 bucks is stopping you from making 20 grand. Because you only need one investor to really reach out to who will fund a deal at 25 grand or 50 grand. But I don't want to send letters, Scott. I don't want to send postcards. Okay? They create you this simple pitch deck slide show. 10 slides that are 20 minutes long in 30 point font and record yourself giving your pitch just like kind of Larry did, like we've done before. Note Night America. We're talking 10 to 15 minutes at the most. You may be up to 20, but it's best to keep it at around 10 to 12 minutes. And then you're talking about your business, your focus, your vendors, your teams and how you can help them. You record it to video through Zoom or something like that, and upload to YouTube, your website, LinkedIn, share it on your platforms, and then you know what to share the short video to your LinkedIn connections. When you send a connection out, your Facebook groups, your LinkedIn groups to go to bigger pockets and just put a keyword search for 50k or 75k or 100k, because people are literally going on LinkedIn or bigger pockets or Facebook groups or connected investors saying, I've got 50 grand, what should I do with I got 100 grand, what should I do? Send them a connection invite. Hey, saw that you said that you had 50 grand to invest. Here's what I do. Maybe you might be interested. We could partner in some deals. Just share it everywhere on a regular basis.

Okay.

Once a month. You probably should go back and repost it to LinkedIn groups, to Facebook groups, because those things get bombarded a lot of times with stuff and you just need to reshare it on a regular basis. Remember, not everybody's sitting at their computer waiting for you to send somebody. Okay, now how many investors do I need to make this happen? Okay, well, I think I screwed up on here. Okay, we know that direct mail has a 1 to 4% response rate. That's a cold, cold, generic response rate. Well, if you're sending it to a little bit warmer rate, you're gonna see somewhere between a 10 and 25% response rate, which is what we've seen because you're hitting them hard with a deal, you know, an asset that own. Okay, if you pull A list of 200 self directed IRA investors, county appraisal or county clerk, you could do that in minutes. Honestly, you could do that all very quickly. All right, a 10% response rate equals 20 investors. If you talk to 20 investors and have only a 25% conversion rate at roughly Less than that, you're going to talk to four investors. That's actually about a 20% now, when we know that 67% of investors out there have 150 grand or more in their accounts. If you figure that, okay, 67% of four people, okay, that's, you know, all right. Yeah, yeah. Two thirds. Okay, we'll figure it. There's three people times 150k. 150k equals 450k. All right? And then one that maybe has 50k. All right, so that with that alone, you've raised 500,000 in private money. Really just talking to four people, actually talking to 20 people and really getting four people to convert with you. Okay. And the question is, what are you waiting for? Is 75 bucks hurting your budget?

Yeah.

Okay. If you're on a tight budget, I get to then go on and create a free PowerPoint presentation on Zoom for free, download it and then upload it. It's not that hard to do. Okay, now you offer them. Here's the thing. You don't offer an interest rate. You're all trying just to get the conversation going. And here's what you. Here's the magic formula to get low interest rates, loans of where you're only borrowing money at 6, 7 or 8%. Ask them what they have invested in in the past. What have you invested in the past? Tell me about it and shut up. Too many times we feel inferior and we have to talk over people. We have to interrupt them.

Okay?

Just ask some questions and shut up and then listen. If they tell you that they're in a CD certificate of disappointment or a 401k, they're probably getting a low return on investment right now. Savings account. Oh, yeah, you're definitely getting low. You're losing money right now, Right? Stocks, Bitcoin, we all know, can be hit and miss. All right? Fact beast one day, famine the next.

Okay.

And we know that we don't really control what goes on with the stock market.

Okay?

Real estate, okay, They're a little bit more aggressive. They invested in real estate. Have you done anything in the last year or two? They've done it continuously and they're doing it on a regular basis, then they're going to want to probably a 10 to 12% return. That's okay. They may not be the right person for you or they might be if they've got money sitting on the sideline that know they need to do something with. They're looking for returns. Okay. You know, if they've done one deal in the last two years. Guess what? How did that go for you? Oh, you made 12% in the year. Great. You did it. How long? Six months. Did you do anything else the second six months? No. Oh, so you really only made 6% interest? Annualized interest. I could give you that.

All right.

Real estate investors obviously are more consistent double digit returns if they're active. There's plenty of people with self directed IRA accounts out there not doing anything that they're wanting to do something.

Okay.

They don't believe they go out, buy a rental property or invest something because they only got 50 grand in IRA. They don't think they can go do it because notes, for the most part, they don't. They understand something, but they don't understand it. And it's ideally for you guys. You guys come and buy something at a huge discount and get somebody a decent return on investment and they'll love you.

Okay?

How did that go for you? That's one of the big things. How did that deal go for you? How did it turn out for you? And shut up and listen. Okay, and here's what you want to repeat after me. If I could show you double to triple that for a short period of time of 2 to 3 years to care about real estate, would you be interested? It'd be at 70% of fair market value or less. Would you be interested? You're going to come up with your own conclusion of not too long. But if I could show you double, triple that you got 2% or 3% annualized. If I can show you double, triple that for a short period of time or two to three years and it's secured by real estate at a discount, would you be interested? You know what they're going to say, Yes, I would be interested. They say, no, I would be interested. No problem. Thank you for your time and move the hell on. Okay, if they say no, they're just being okay, just move on. Next, Take them off your list and keep marketing to the other people out there. They say yes, move to the next level. What's the next level? Well, then you go to first base, baby. No, the next level. Here's the thing, the whole idea of setting out email or LinkedIn or pitch deck to get them to ask for more information, they're going to say this is interesting. I want to. Can I find more information? Right. Let you know they're interested, then share with them. New deal or case study. Right? This is, and this is what you're going to say. This is what I'm working here's. A deal that I'm working on right now. Are you interested? They say yes, then request, then next. Okay, great. You like the deal? This is the deal I'm working on. We're going to get this funded in the next two weeks. Will that work for you? Roughly. Great. Then let's move to the next level. Let's. Let's lock you in as the investor on this. If you want to. This is where you would then request for them to fill out an investor Pro questionnaire, send you a pledge email, pledge letter and provide a proof of funds that they have. You must get all three of these. And here's the thing, guys require it from them in the next 48 hours. Great for me to get moving on this. I've got other people I meet with. But if you really want to lock this up and get involved. Great. Let me get you to fill out this investor questionnaire. Send it to me. Send me a bank statement showing you have this. You cross out the account number. Just need to show that you have the funds and where the money's coming from. And then we get rock and rolling for you. You can send them a lending agreement. We can go through the nuances of how you secure that investment. Either they're in an LLC with you. They're named on the assignment. You put the equity from another deal, a lien. There's a variety of ways to get them secured. You're always going to use. They're using a self directed ira, right? You want to make sure it's coming from a self directed ira because each IRA company is going to have its own set of funding paperwork that you need to figure out. Go from there, but help them fill out the paperwork. Help them fill out the transfer docs.

Okay?

They don't have a self directed IRA that they're using now. Then help them set a new one up.

Okay.

You're just holding their hands. The whole idea of this, ladies and gentlemen, is like what we shared at the beginning. What is that? Start the conversation. Get them to start talking with you. And you can spend time on LinkedIn if you're cheap or you can spend a little bit of money. That's gonna have a big term investment if you do it at least a couple times. And with any type of direct mail or LinkedIn or letter, you're gonna have to do it multiple times. So yes, you send out 50 letters, send it out five times, that's 250 letters. It says it costs you a buck and a half a piece. Guess what that is? Buck and a half a piece times 200 is what, 350 bucks? You just fund you 25 grand. 20 grand, 50 grand. It all pays for itself for the full year. So any questions about that stuff, literally going to the county records, the county recorders is very, very simple to do. You know something, we've done many a time on these webinars for you questions that you have might have about what we discovered tonight or what we discussed tonight. Guys, hey. Adriana Arpin, Brian. Carmela. Greenbox Realty. Jill. John. John. Ken. Kim, Larry, Phil, Susan. Sunday, Suze. You got so many people on here. Tony, Anthony, Tim, Wayne. Good to see you, Wayne. You know, the great thing is this stuff works, ladies and gentlemen. You just have to follow through and do this on a regular basis and put some systems in place. We're not sending a thousand postcards. You pull a list, you got 50 people in your county, send it 50 this month, send them 50 next month or two weeks, 52 weeks later. Just follow up. There's so many different options out there. If you, if you questions about that process, you always go to talk with Scott Carson.com and schedule a call with me to discuss it to show you some concepts. I mean, if you look in our three day workshop and our manual, stuff like that, we've got plenty of options for you things that we use on a regular basis. So Adriana, thank you. Thank you so much. So there are any other questions? Guys, once again, just want to remind you we do have our due diligence masterclass coming up this Saturday starting at 9am Let me just go back to this slide there for you guys. If you have any questions about that. We'll spend a chunk of the day going through property due diligence, going through the borrower, how we perform due to the borrower, and then also the collateral flops. We'll talk about what to look for, what you need to make sure is there, how to read a PACER report, how to check, look at an OD report, those kind of things. Glad to have you all there. If you go to wcnmasterclass.com pretty simple. Get registered discounts already taken care of. So for less than 100 bucks, you can really learn due diligence from somebody who's closed on thousands of deals, ladies and gentlemen. And so I'm just going to share my step by step process, how we look at it. I'll pull up some actual deals that we're working through and so you can follow along and ask questions right there. So anything else for me, guys. If there's no other questions, we'll let you get to your back to your Monday night if you're watching the replay. Thank you so much. Make sure if you get a chance, guys, go check out you're not subscribed to our YouTube channel. Do so we're just a few short of hit that 6,000 market. Go to we close notes TV. I'll put the link in there, hit the subscribe button there. Follow along. You'll be alerted every time we upload a new video there for you as well. Help us at that 6,000 mark this week and we're pretty excited about that. So anything else, questions, comments, concerns before we let you go on Monday night? All right, everybody. Well, hey, have a great rest of your week. If you joined us late, the replay will be out by noon tomorrow. Great. Wayne, glad to have you back as well, buddy. We'll talk to y' all later.