The Step-By-Step Guide to Raising Money from SDIRA Investors

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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.

Good morning, good afternoon and good evening, everybody. Hey. Welcome to this episode of Money Monday and the Note Closure show. As we talk about different ways in raising capital. I've had quite a few questions concerning this topic today and I'm really excited to go through it. It's something we kind of update about once a year on this process. We tweak it, you know, as things change in the industry, as ch things change in the mark markets out there. But the biggest question I get and I I'm amazed at this that this isn't covered more in other people's workshops or other people's connections. It seems that we're the only really people that teach this aspect of raising capital. And that's always the number one question, besides how do you find notes? How do you raise capital, especially coming from a spot where you don't have your own money. Now if you've got your own money, that's great. Kudos to you. Nothing wrong with it all. Use your own money. But at some point you're going to run out of funds. Now there are some things that you could do in raising funds. If you've got some experience, you can get lines of credit like you can leverage like our friend Meryl Chandler from getfundable.com and helping you get lines of credit and warehouse lines or credit cards, stuff like that, that's great. That's going to cost a little bit of money. But one of the things that we have found is that connecting with IRA investors, self directed IRA investors, people who have money already and have already pulled the trigger in buying a piece of property or funding a note deal or lending money. Their IRA are some of the most ideal candidates for you guys to reach out to to fund your note deals. And it can be a true win win process out there. Okay. It's not meant to be difficult. This is stuff that we do on a regular basis. We just dropped 100 letters out actually this past week. We do that pretty often. It's one of the few direct mail campaigns that we do. But I'll get to that in a second. But let's first let's dive into stuff here. So, and like I said, there's no dumb questions. If you're watching this here on Zoom or catching the live, we're glad to have you. Don't be afraid to ask a question as long as it's relevant to what's going on. All right? Now, if you're asking some oddball question, then probably wait till the very end when we open it for Q and A for you.

Okay?

But ladies and gentlemen, raising capital is not meant to be difficult. Seriously, if. If you realize that the worst thing has already happened before you go in networking or talking with investors, you'll feel a whole lot better. What am I talking about? Well, the worst possible thing has already happened. And what's that? They haven't invested with you. So what's worse going to think going to happen them say no. Okay? You're already walking in a good situation. So that when I walk into that or I'm talking investors, that's what I always think. Well, the worst thing is they've all. What's the worst thing that's going to happen? They're going to not talk to me. Okay, fine. Or we're going to part as friends. That's the way I look at. Maybe they don't want investment. That's totally fine. And I have the whole next, next, next attitude when it comes to, okay, what can I find? What can I. How many people do I need to talk to to make things happen? And that's what you have to keep in mind is it's a process. It's not gonna. They're not gonna fall over with their credit cards or their checking accounts or their IRA accounts, wavy in the air for you to use. You've got to build a little rapport. It's a process. But if you understand the process, if you understand what goes into this, it is not a difficult thing to do to raise capital. Okay, so let's talk about what's. How people have raised capital in the past in comparative to what's going on in today's market.

Okay.

Now the past is pretty simple. Used to be you go meet people at the local real estate investors association and meet up groups and really network with people. Wait, wait, still do that? You still need to be doing that, especially if you don't have a network. If you're starting off, that's the first thing you go to your local rea club, go find when there's either lunch or evening meetups or breakfast meetups. BNI is a good kind of thing to go to as well, and just get out and start networking. Rubbing shoulders with People, usually most of these groups will have a have and wants or haves and needs session where they get up and talk about either deals that people have closed or that you're working on. A deal that gives you an opportunity to kind of pitch your deal to other people in the event, and that's okay. That's a great thing to do. But a lot of people are scared to do that or they don't pitch it the right way. They don't have a flyer on the deal. They don't have all the numbers. And I get it. It can be intimidating. Obviously, public speaking is one of the biggest fears of a lot of people out there. And it can be intimidating getting up in front of other investors to talk about the deals that you're working on. People post to social media, Facebook groups. I'm not the biggest fan of posting social media on Facebook groups because it's a dumpster fire. Facebook controls who sees and who doesn't see your stuff. So it's not nearly as effective as it used to be. Yes, you can post on LinkedIn and you still need to have these. By all means. If you're trying to raise capital, you have to get the word out what you're doing. And so if you're posting a LinkedIn, you might as well post it to Facebook groups and other things out there. Okay, still should be doing that as well, but it's not as effective as you'd be. Now you can run some ads. I've done that. Upload a list of contacts and then drip marketed or does use Facebook ads to target investors or look alike audience to an updated list to raise capital. And that's worked before too. But that takes some money and we all know the algorithms. And the ad spend on Facebook is evolving every day and doesn't always stick the same. Okay. So that's one thing you got to keep in mind. Most people are scared to sell their deal. Lack of experience investor, lack of closed deals. I need to prove my concept. I hate hearing that. Okay, Or I only want to use my own money. Okay, if you only want to use your own money, that's fine, but you're going to run out of capital at some point. But they also use the excuse, I don't have any money, so I can't do that. Well, this is designed to take away that BS excuse. Okay? We all got to start somewhere. And a lack of closed deals, a lack of experience investor, I understand that can be intimidating. But you have to realize, especially in the note business, when you're Buying non performing notes or even buying performing notes that are giving you a good yield. You have vendors, you have servicing companies, you have people on your team to help you avoid doing a crappy deal. Can we agree to that? Yes, we can. All right. Your servicing company, your attorney is going to help you in case something happens along the way. And you, you know, during your due diligence process, make sure something happened. Now if a borrower doesn't pay, then you foreclose. The bar pays. Right. You cash out after a while. This is not, this is not meant to be difficult in a lot of cases. All right? So don't let these internal fears because guess what? Everybody has them. Everybody has a bit of a fear when they get up in front of an audience to talk about a deal. That I have all the right information, my numbers. Right. Understand that. And the more you do it, the better off you're going to be talking to people. Just embrace it and realize it's really literally just a one on one conversation for the most part. If people raise their hand, they talk to you. It's really a one on one conversation. Somebody responds to your LinkedIn refreshes or somebody's ugly on. Just go and block them. It's. That's the easiest thing. Just go ahead and block them. That's the easiest thing that you could possibly do is just go ahead and block them. They're gonna be ugly to you. Okay, now today's world, what do you need in today's world to really be successful at raising capital? Okay, well you really need a website with social media profiles. Okay, yes, you need a website. Yes, you can have a free website like Wix is not a bad thing. Something to send people to or refer people to to find out more information about you. LinkedIn can work initially. I don't, I'm not a big fan of Facebook. You're going to use YouTube. Honestly for some things that we talk about, you need to be sharing video on there. It just is what it is. It's. It's 2025. Sharing case studies and sharing all about what you do or sharing at least your pitch deck video they will talk about is important. But also an email someplace that you can capture an email address with them opting in or something. If you email to them they can go check out more information about what you do. Okay, you need a team of vendors. We all talked about this and note investing especially we talk about do is rely on your vendors. Share that your servicing company services 5,000 notes. You know, right now share that Your attorneys are our expert in foreclosing. Have done so many foreclosures across the country are here in Texas.

Okay.

Those are some things to take a share that you've got a team of vendors on your due diligence side like Baldwin Advisory Group or your BPO company, your Realtors.

Okay.

I'm a big fan of using an executive summary to kind of outline what you do. An executive summary talks about you and your focus is kind of a short three paragraph, four paragraph kind of thing with a picture of yourself talking about what your LLC or your company is doing, a little bit of experience or background or its focus about you, your background and the kind of about what your focus is in leading the team. You've all seen it on the about you pages at people stuff. And if you've got a business partner or team, guess what, put them on there, talk a little about you, it's okay. But that actually, that shows a level of professionalism a lot of time that shows people who are honestly shows you that you know what the hell you're talking about versus something else. And look, I get it. You're gonna screw up. Like I found a couple. I did not find it. Steph found it where I'd made a couple errors in updating it. You know, if, if you've got it done and it's 99 of the way done, a few spelling mistakes, grammatical errors, send it out, you'll get better. Version two, version three that you get going on. You know what I mean? Let's see, we got a question here. All right, no problem. Moving on. All right, now you want to talk about deals that make sense, past or present. Case studies. Case studies. It didn't say your deals. Okay, your deal's always better. But if you got a friend, a coach, somebody's got some deals and case studies are willing to share about the types of deals that you're doing. That always works. Well, I often will send out like on the second or third time I'm contacting somebody or I have on my website, I'll have a short term deal. Like we got an REO or deed loan. It turned into quick cash. We had a longer one was a foreclosure or a third one would be where we got the loan. Reperforming turned into cash flow for a period of time. Those are kind of the three staples of the note business, especially non performing. Those are great things. You could talk about individual deals that you're working on, but talk about true deals that make sense. Don't over Exaggerate the numbers. Be specific here. These types of deals that a friend of mine did or here's the deal that we're working on and here's what we expect. A simple pitch deck, 10 to 15 minutes that you can record and talk about what you're doing, about you, your focus, your vendors, your team, the types of deals that you do and what you're looking for. Doesn't need to be long. This is the gold right here, the 10 minute pitch deck video that we do a lot of work with our one on one coaching students and stuff like that. That actually will answer most of the questions. If you're contacting people, that's something to share with them. Hey, here's a little bit more about what we do. We'll talk more how we utilize it. But start connecting with investors now. Don't wait till the end of the quarter, don't wait till next year, don't wait till you're ready. Oh, I got to get all my ducks in a row before I do this. Start that process of reaching out to people now. There's a lot of things you can put together. If you've got a one page website. You don't have a one page website, make sure your LinkedIn is completely filled out.

Okay?

LinkedIn is free. You might want to get paid for the upgraded version a little bit more. But leveraging LinkedIn as your website to start things off with is what we had to do. If you've got to do it while your website's being built, then do that. Or while you're creating a website. But make sure you've got a good photo of you, you've got a background image, make sure it looks like you're actually there versus just part time, okay? And if you've got your own money, don't wait till you run out of funds to start connecting with people. That's like the biggest number one mistake I see. People that come into the note business have their own money. They only use what they have until they run out of capital. Now if you got $10 million, it's a different story. But if you got a 50 grand, 100 grand, don't let that say, oh, I'm just going to use that first. Well, you're going to use that pretty fast because if you have that and then you run out of money, you're going to let deals go or you're going to start trying to sell from a desperate standpoint. You're not desperate, okay? He who has the gold makes the rules. Well, the Gold in today's world isn't the actual IRA money or the funding amount. It's actually deal flow, ladies and gentlemen. It's literally your deals are gold. Now where do you find investors? You can go to self directed IRA clubs and meetings. Now there are 50 plus custodians and trustees out there across the country and a lot of them will have regular meetings. We used to go to the Quest Expo, the Quest IRA meetup groups and a lot of times, well, Quest is no longer around. They've changed their names. I don't know if they're going to be still doing that stuff or not. But a lot of others are kind of stepping into the gap that Quest did because Quest really was one of the better education networking conferences or events to go to in here in Texas specifically. But go out, start your own meetup group is what we've done in different parts of the country as well. Attend in person or online, follow their profiles, you know, go look at their profiles. If they've done, if some of these companies have done live streams, they'll see people that comment. Connect those people that comment. You probably have something in common with them. But follow up with people, hey, I saw that you were on this webinar together. You know, message them. Are you looking, you know, what are you looking for? As we come across, I'm always looking to connect with other investors. If you go and meet with somebody at an ira, get their business card. If they don't have their business card, take some paper and write down their name and contact information. Text them.

All right.

Your email list is one of the most valuable things and, and people are like, I'm always amazed that people don't carry business cards. Oh, I don't want to do everything on my phone. Well, that's great. But if you put things in a phone or you connect with somebody and don't have a follow up or who they are, that's going to be hard to do. I'm still a big fan of taking the business cards and putting them in a spreadsheet, then uploading it to my CRM and then I have, I can tag them or create a list just for that event that I can reach out to. If, you know, when I started doing this I would just put people in Excel spreadsheet. That's still kind of, it's. That's all that you've got. That's all you've got. It's better than nothing. Putting people in a spreadsheet with their contact name and email address. So you can drop em an email every once in a while. Okay, LinkedIn search is pretty easy. Jump on LinkedIn, do a search for self directed IRA investors. One of the things that we show folks is how to use a service like Octopus CRM to start connecting with investors. Real estate investors in your state or states that you're investing or looking in your top three to five states. Pretty easy to do that, you know, Real estate investor Georgia, real estate investor Texas. And then start connecting with those people. Hey, my name is Scott Carson, I'm an investor also in Texas. Just looking to connect with other investors. What are you buying? What are you looking to do? Okay, Octopus CRM, it's automatic, all right, you can automate a lot of that connection request at a hundred people a day. Reaching out, you know, if you've got any LinkedIn profiles, I don't let you do 100 a day, but it's something is better than nothing. If you can connect with 10 new people each day, guess what? That's 300 some odd people at the end of the month. That's over 3, 600 new investors at the end of the year. Okay, but if you're going to be posting or connecting people on LinkedIn, post something on there regularly. Add value to the conversation. Share an article, share a deal that you're working on. I mean there's plenty of websites out there. There's plenty of periodicals like HousingWire.com Real Deal, the Real Deal.com. all these different real estate periodicals and websites can allow you to change some things. And then also one of our favorite ways to connect with actual IRA investors. People have used their ira, their self directed IRA to buy property to lend out of their IRA is by going to the county appraisal and county recorder's office, the county appraisal. You do a search for like Equity Trust. It'll tell you everybody that has a. The equity trust camp that bought a piece of property, you know by searching name Equity Trust, just Equity Trust, not FBO, not IRA because you'll get a lot of IRAs, not IRAs. Okay, Equity Trust, Quest, Advanta, whatever. Or you go to the county recorder's offices. That's a document search. And you could do a deed search for the same thing. Equity Trust, deed search for equity Trust, release of lien search. Because if somebody's using their IRA to lend money, there's going to be a deed lien attached to it. So that's an easy search to find. Now the appraisal districts a lot of times will make it easier for you to download a list.

Okay.

Download that list, may have the mailing address on it. You can do pretty easy mail merge to send a letter out to them.

Okay.

Still do this. But you have to realize you have something in common with these IRA investors, something that all real estate investors have in common. All right? There's a lot of stuff, okay. That you're an investor. And I'll get to that in a second. But people take that list, they scrub it, they'll do a mail merge. We did. So we took it a step further.

Okay?

Now, the great thing is if you take that list that you download from Travis county or Williamson county or Miami Dade or, you know, St. Charles county, whatever it might be, it's going to give you a lot of relevant information. A lot of times if you. It'll give you the owner of the IRA name and it'll give you a mailing address. Now, if you look at the mailing address, if it's not like Equity Trust mailing address in the year Ohio, it's probably the actual investor's mailing address, their home. If it doesn't give you a Scott Carson or John Doe or whatever name, you could skip, trace it, look at that address to see what. Who pops up as owner. That's probably them. Okay, so now that you have a name and an address, you can do some skip traces looking for emails, phone websites or contact information. All right, you got a phone number on them or an email address that pops up from searching. Guess what? Drop them an email, shoot them a text message, put them in your drip marketing list. Hey, you know, send them an email blast. Hey, I saw that you use your. My name is Scott Carson, I'm a local investor. Saw that you. Based on county records, you use your IRA to fund a transaction. Are you looking for more deals? Let's talk. I'd love to share with you what we're working on.

Okay.

If they've got a common enough name, reach over to LinkedIn and connect with them on there. Shoot them a private message, show them an email.

All right.

Sometimes if they've got a profile on there, they'll show where it's at. So, like, if you're looking for like a John Smith, which is kind of a neutral name, but let's just say John Smith is kind of a unique name. Unique name. And put in this, the city or the county that they're in and you can do that search to help narrow that, that fine. Do the same thing on YouTube or. I'm not YouTube. Google search. You'll find websites, contact information, work profiles, shoot them a message.

Okay?

The whole idea is to get the conversation started. Look, hey, Jim, I'm not trying to sell you anything. I'm just looking to connect with other investors. Wanted to see if you'd ever be interested in getting a cup of coffee or reaching out or jumping on a call to talk about what you're investing. And maybe we can come across some deals for you. Okay, what's the worst thing that these people are going to say to you? No, that's the worst thing.

Okay?

That's the worst thing. Somebody leaves you a voice message, answer the phone. Okay? Reach out to people. Just start talking to people. Give them your cell phone. Give them somewhere that they can actually reach out to you to make the most of what you're doing. It's not difficult. Don't be afraid to let them know that you're, you're, you've got deals, you're looking to connect. Aren't we all doing that, ladies and gentlemen? Can I hear an amen on that? Right. We're all looking to connect with people to make some things happen. And if you hire a virtual assistant for 10 to 20 hours a week, guess what? They could exponentially speed up your marketing. Not only can they scrub the list, I mean find the list. They can scrub the list, they can search the list, they can market to the list for you if you give them access to your LinkedIn or access to your Facebook. It's not that difficult. And you don't have to be afraid if you're using a reputable VA company like Reva Global RevaGlobal.com that's who we like to use. They're phenomenal. They've got a manager. They're trained. Actually, Reva is trained in the IRA postcard marketing side of what we teach because we've actually sent them our training videos to go through the process. So it's much cheaper for you to hire a VA for 10 hours a week or 20 hours a week part time. Get a buddy of yours to mark, pair up. So you're doing 20 hours. 10 and 10.

Okay.

They can help design the postcard. They can actually do everything except to help you print it and mail it. Okay, now what did our give you? A bit of a case study in what our virtual assistant did a couple years ago that we're still marketing office.

Okay.

I said okay, go to the self directed IRA counties. I'm gonna go to the counties here on Netra online. NHR online. Go to these counties and Texas has 230 counties.

Okay.

I don't need her to go to all230 because a lot of them are small. So I said, okay, go to these 25 counties. These are the biggest ones and with the biggest populations. And search for Equity Trust and Quest Trust. That's what we had to do. Just those two names.

Okay.

Were there other companies here in Texas? Yes, but those are the two biggest here in Texas. So that's why we focused on the two biggest.

Okay.

Equity Trust is usually going to be your number one across the country for the most part. And search. And out of that, they. She was able to pull 25, 10 unique individual names or more than 2500 deals. But when you combine names and stuff like that, you know the guy that has five IRA properties in his IRA. Well, we only need one contact info right near that, down to 25, 10 individual names. Okay. And mail addresses. And we also. She went out there and skip traced and looked individually for people out there. We found 408 emails that were working with this list. Now there was some other emails that weren't good that bounced back that were expired or worked and moved on. That's okay. But we found 408 working emails. Now, does that make this a whole lot cheaper to market to? Yes, it does, because I start drip marking just whatever I'm paying for my CRM. I pay a lot for my email service CRM because we use it on a regular basis. But could you upload the list into like a mailchimp or Constant contact or take 50 people at a time and email it through Gmail? Yeah, you could do that. It's not as effective emailing through Gmail or some of you using Yahoo or a few of you using AOL still, because there's no way to track who opened the email. And that's what we wanted. When we send an email out, we want to see who's opened the emails and what emails bounce back.

Okay.

So out of that the first email blast we sent, we got a 25 open rate. 103 people opened that email.

Okay.

The others, that was just the first one. Now others we got another like 10, 15% of people open those emails and sometimes our emails go into spam, which is a. Okay, okay. Well, that list was 103 people. That's a pretty good warm list.

Okay.

That is an effective list to market to drip market to. Now, did we set a lot of appointments? No, we did not set a lot of appointments. Well, we said better than direct mail. Five people connected with Me off of that and booked appointments on my calendar to talk.

Okay.

Now one of the thing when they went to my website, we were we use another tool to track who went to such a such website. So like I could see if, you know, Cal went to my website and looked at it for the first time. We've got an IP grabber that will grab that first name, last name and I or that IP address and go find a first name, last name and email associate. We can see that other people clicked on it. All right. And that's okay. That's great. It may give us a different email than it but we give the first name and last name is pretty easy to match up.

Okay.

But out of those appointments, it helped us raise capital. Got people like, yeah, I've got 50 grand or 200 grand or 100 grand that I'm working on or I got a couple of deals I'm closing out of that. I can reach out to you when we're done. And that's the whole point. The idea here is that I didn't expect to raise capital on the first go. 80% of sales is made after the fifth contact. Okay, fifth contact. So I wanted to touch with more these people more than just the 1. Emails 1. That's great. That's the cheapest.

Okay.

LinkedIn is 2. Sending a postcard or letters 3 and then starting that process over a second email. I send out next month, my weekly email in a case study. See, that's the thing is you want to try to build this drip marketing campaign because everybody's not ready when you are. That's why you can't wait around until you run out of capital to market for money. Get the process going, get people into your database, into your, you know, gravity, all right. Of your situation, in your atmosphere around you start paying attention. I need to follow up with this guy.

Okay?

Now let's just face it. People that have a self directed IRA are I consider a warm connection, not a cold connection where you're just calling them, email them out of the blue. It's actually a warm connection because a, they are real estate investors, just like you and me. That's number one overall.

Okay?

They're people looking for deals, okay? They have money to invest, they're looking for deals to fund. And guess the most important thing is they have purchased or lent the money. They've pulled the trigger on a deal. This is why we like to target these more than just general public people. Yes, you can go buy a general list of people that have an ira. But there's no, you know, you don't know if they. With like a quest or an equity trust or like Charles Schwab. Okay, now, yes, you can go buy that list. It's going to cost you like a thousand bucks for, at a minimum, for like 16,000 names, contact and email. But you, you're going to have a hard time uploading that list into a CRM. So you might as well start with a warmer connection list. And for less than for a thousand bucks, I could pull a list of 300, 400 names and send out a postcard. Because an average postcard or letter campaign, if you're doing the letter yourself and printing like we sent out 100, I'll give an example. When we sent out the hundred, it cost me basically a $25 per mail campaign. Okay, $25 on average. Between the printing, the stamp on the envelopes. Okay, 100 envelopes cost me. I got the peel stick. So it was easy. Thing was like a dollar. It was like three bucks.

Okay?

And then the stamp was 60 cents each. And then the printing for 100 was like 50. Did we do. It was front and patch. It was less. It was like 25 bucks for the printing.

Okay.

Front and back, one page of the letter. Second page is the executive summary. That's what I sent out with a couple links to contact me.

Okay?

The idea here, ladies and gentlemen, is just that it's a warm connection. And how do you know it's a warm connection? Because they're like these things. They're real estate investors. They have money, are looking for deals to fund. They've pulled the trigger. And guess what? You know a property, that's the warm lead. You know, the property that they bought with their ira. You don't have to reach out and teach these people all things investing or how the value of real estate investing works in their favor. They understand that they got an IRA and they've got money sitting on the sidelines. If you realize 67% of people with an IRA have money sitting in the sidelines making nothing. And start with your warm audience. And what does that warm audience mean? It means people around where you live, okay. Or around areas that you invest. It's like if you're in California and you can't go to the county records of polish in California, but if you're investing, say, in Georgia or investing in Missouri, okay, Kansas, you can go to the county records and do this. If you're invested in Florida, do that. Start pulling that information. It's pretty easy. So what do we do? All right, so like I said in LinkedIn we send out a connection invite request. Hey Blank, I'm a fellow real estate investor and I love to connect with you and other investors in your area. I'll let you find out what kind of deals you're looking for. As we come across different types of deals all the time. I love to connect and talk. Now put a link in there. You know these might need to shorten this up a little bit because LinkedIn will only allow you to send out a connection request that's 300 characters and that might be a little bit long. Okay, so shorten up a little bit. Pretty easy to do. You can follow when they accept your connection request. You see you're connected to your list, send a longer private message to them.

Okay, thanks for connecting.

Would you be able to jump on a quick call to connect to see and share more of what you're looking for? If not, no biggie. Here's a blanks and something that we did. You might find us in your market. Depending on what you're investing. This might be your pitch deck video, it might be executive summary. You're not trying to sell them on something. Don't pitch, slap them. Hey, fund my deal, fund my deal. Hey, here's just some stuff that we're working on. Just thought I'd like to share with what we're doing.

Okay.

If you're interested, great. If not, it's a no biggie. Okay, so what do we do? Second part is after you have some sort of email with them, I then send them a copy of my ebook or add them to my email list.

Okay, I have an ebook.

You may want to write a one page article or a couple case studies. A short like white pages, something pretty simple to do these days. A video, you know, hey, I've done that before. Hey, my name is Scott Carson, President. We close notes dot com. We buy and invest in non performing notes on residential commercial properties all across the country. If you're looking to put some lazy assets work, we'd love to talk to you how we can create a win win scenario for you.

Okay.

Or share a video on a deal that you did before or after. It's all variety of whatever you want. If I have their addresses, which I should to pull their information, I can send them a thank you card. I can send them a letter in the mail that looks like a card. You know, copy my book, sample case studies. You know, if you get in the habit of sending out 50 per week, you do this for a month. That's 200 people you sent out. That's probably all that you're going to need to do to raise a million dollars in private capital.

Okay.

And then I use Octopus or posting, you know, Octopus CRM to share articles or posting LinkedIn if I'm connected with on their videos and podcast along with case studies. And this is just an ongoing marketing funnel.

Okay.

I put in my profile how to connect with me. Hey, book a call to talk more. Now in my mind, ladies and gentlemen, this is the biggest thing that people get upset about in a lot of people's minds. They're like, oh, I'll send one letter campaign out or one email blast. And if nobody reaches out, this doesn't work. If you think that that's the problem, people are not going to fall over. Like I said, dying to find your deals. It takes a little while for them to warm up. You gotta build rapport, okay? And you realize if you follow up with people at least five times, you're gonna have a better success rate. Cause according to the American Marketing association, only about 2% of people respond the first time you send out a touch an email blast campaign text. And the reason I mix mix it up with not only email, LinkedIn and text blast via their phone number is it gets a difference. Like your email has about a 20% open rate, but still very effective. Text messaging has a huge open rate, like 95%. But we all know there's a lot of scams going around with text message people. Like, you know, so I always try to say, hey, I just reaching out. If you're looking for a deal, love to talk with you, okay? But that's the thing is just start touching base with people shooting a text message, doing a text blast. It's not meant to be difficult. It adds value and it speeds up your thing. If you're only sending an email blast out once a month to your contacts, it's going to take you five or six months and they're not going to remember you. Like, I had a local fund reach out to me, ask me these questions. I said, well look, you should be sending. I said, how often are you sending an email out to your email, Davis? Oh, just once a month. I'm like, well, that's your problem. You're getting a 20% open rate, but they're not remembering you. Oh, I need to reach out to Jim or Bob or Robert, whatever. Once a week is better. Oh, like you're. How are you spamming them if they've opted into your list Or B they're already real estate investors and you're adding value opportunities.

Okay.

It's not sending them a letter campaign like a realtor does. Oh the menu of the week or the decorating thing for fall or the best ways to get your house ready to list whatever you're actually giving some good stuff to take a look at and people like that.

Okay.

Now when we send a letter out, it's pretty simple. We keep it simple. KISS method not too difficult, one page. Pretty simple what we do, who I am, why am I contacting them. And it's pretty simple. Hey, like this one.

Hey.

Hello. Blank came across your information that you might be a real estate investor looking to do deals and your lazy assets to work. My name is Blank and I'm the owner of Blank Co. Which is a real estate investing company out of Maryland that's focused on buying and investing in distressed real estate and mortgages. We work with a variety of investors who are looking for the above average returns on the funds and their self directed IRA seconds account. I've been an active investor for such and such and 30 years since such and such. We focus on attention, focus our attention working direct with a network of banks to buy their distressed mortgages. And we'll say why am I emailing you? Well we were always looking for partner with other investors, help us take down more deals at bigger discounts you put in there. Hey, we came across your online information, came across that you bought this property with your ira. Let's talk pretty much a simple sample letter that we sent out this for IRAs and raise some capital for Donald. And there's kind of the aspect of it a little bit closer up for you and there's a stack of postcards that going out now. You should always put your retrain return address up here. People always ask me well Scott, why would you do a mail in, you know, mailing label? Wouldn't it be better to hand address? It's always better to hand address but if you don't have the time then do a mail merge to a million address. Put your address on here. People aren't opposed to that. This person actually put this gold seal on it for some reason and I guess it was good. But they did a stack and I like the multi colored envelopes. Multicolored envelopes always seem to work better for people because it looks like a party of it but doesn't look like direct mail campaign or a bill. Okay, now postcards. We've been using this postcard for years because we bought 8000 of them from postcard. But you can't really see it. But it's the front. Okay. Something similar to that. And it's mostly black. I mean blank on the backs up for my email and website address up here. I can customize this for whatever it needs. Hey Check out this Ira or I check out this deal. We just closed. Your background. It basically is your piggy on track to retirement. Let's get your IRA back on track. But we've used this as not only as a business card for events where we go to like Ira to hand out to people where they can connect with us. Where they can give us their information. This is pretty good thing to have.

Okay.

Other people. Paul used this postcard we sent out where he kind of created it. He put a couple sample deals that he's done in the back of it. The great thing is he put this QR code where people can scan it and it goes directly to his website or his opt in. He grabs their information to talk with him.

Okay.

Same thing. You know. Here's who it's going to dill inflation. And Paul did a pretty good job with this.

Okay.

Linda Martin took something similar like this. I was out of California. And this is what she created. She put her face on there. So people what it is a scan code. It goes their website. A couple of the previous deals that she did. Yeah. She invites them to meet for coffee. Her website. Some more information on the backside. A testimonial and then the mailing address. Pretty simple to use. I think you can order. You can order like 50 postcards from Vistaprint and do something very similar to start the ball off rolling. But I don't want to send letters. Okay. Reaches a sample pitch deck slide. PowerPoint slide. It's we say the 102030 method.

Okay.

You don't want to be where it takes longer than 20 minutes because if you do 10 minutes 10 slides that equals about 20 minutes of content.

Okay.

That's what 1020 mean. 30 is. You want things to be a 30 point font or bigger. If you have to squeeze all this information on and go below 30 point font it's too much. Do a different slide or summarize it.

Okay.

Talk about you and your business. Your focus. Your vendors and how you can help them. Just like we talked about before. Record it on a video. Upload it to YouTube website. Put it on your socials. It's something that people see. That's a great thing to do. Now sharing that video. Don't just upload it to your YouTube, you need to go and put a description in a good thumbnail, but send it out. If you're going to send out postcards or letters, send out a QR code or somewhere that people will go. Watch it, share to your LinkedIn connections, LinkedIn, Facebook groups, bigger pockets, your website, everywhere. Rinse and repeat. That's how you get people to see them multiple times. Think about, we just had the Super Bowl. While we had a lot of great commercials in it, guess what we see most of the time, all the time, Fast food and medical devices or prescriptions or drugs, pharmaceutical drugs. Right. They hit you over and over. If I've seen another diabetic, DD, diabetes or McDonald's, you know, Wingstop, all those advertisements, they're hitting people over and over and over again. Do the same thing on your socials, upload it, repost it, share on a regular basis. Okay, now, how many investors do I need? Let's talk about the direct mail has a 1 to 4% response rate if it's cold. Email warm list will see about a 10 to 25% response rate if it's a warm list. Now, your IRA investors can't fall somewhere between that warm and cold list if you're local, warmer. Okay, so if you get a 10% response rate and you send out to 200 IRA investors, that's 20 investors. If you have a 25% conversion rate, it's about four investors that you'll talk to really about first time out.

Okay.

If you figure that 67% of investors have 150k or more in their accounts, you take three, three of those. Okay. Two thirds of the four roughly say just three times 150, that's 450. And then one person maybe has 50k. That's a total of 500k in private money. Really? From your first blast out.

Okay.

You can do a lot with 500k. Well, Scott, only 2% of your people, I get it. That's the first time American market system. The fact that you're hitting them as a warm contact as an IRA investor. And it works best to mention property that they have. Postcards are great, all right, but you can't mail merch. I've seen some of those, like send out cards. You can customize it. But that's why I like sending a letter campaign up first versus a postcard campaign. But guess what? Doing something is better than nothing. Great thing about postcards, they always get read.

Okay.

QR code, pretty easy to put on there and customize it and go for it. So you could do that, you know. Hey, regarding your property, 1 2, 3 Main street in the, in the thumbnail. Totally could do that. Okay, now what do I offer them? What kind of interest? Look, ask them what, what have you invested in the past? Besides your Iraq, what else have you invested in? Okay, but shut up and listen. Okay, if they say no real estate, but they start talking about 401ks, like CDs, bonds and 401k, it's probably a low ROI, because when I, they tell me what they've invested in, if it's not real estate, I always like that. Well, how did that work out for you? Okay, now if they talk about stocks, bitcoin, it can be hit and miss. Oh yeah, I'm getting 6 to 12 return in the stock market. That's great. Awesome. If they're, you know, active, you know, they're doing active real estate. Oh, I've got a bunch of apartments and doing fix and flips. What kind of return are you looking for? I'm looking for a 12% return. Okay. Or if they did one deal. Well, I did one deal that I made 12% of my money two years ago. Okay. Have you done anything since? No. Okay, so that really made you 6%. Has it been two years since you did something? You get what I'm saying? Listen to what people say. Cause they'll tell you, like if you're dealing with more consistent real estate investors, they will want a double digit return. We're greedy. All right, we are, but they're not consistent or they've not invested or not active. Don't give them 12% return. Give them, you know, 6 to 9%, 6 to 10%. How did that go for you? Let them talk. All right? Listen, talk. With the ratio that God gave, you should be listening twice as much as you're talking. Part of what we have that pitch deck for is to get them to watch it so they can ask educated, educated questions. Now repeat after me. If I could show you double, triple that for a short period of time, say two to three years, secured by real estate at 70% of the value or less, would you be interested, yes or no? They say, no, I'm not interested. No problem, then move on somewhere else. Okay, if they say yes, then move to the next level, which by that would be so great. If you'd like to. I've got a couple deals that I'm working on.

Okay.

The whole idea of email, letters, pitch deck, text message blast is to get them to ask for more info or book a call with You Okay. They identify themselves. Well, Scott. What? They've already booked a phone call. That's great. Then take it to the next step. If you're interested in want to proceed. Here's a couple of deals we're working on. Once you know that they're interested, then share with them the new deal or case study. This is what I'm working. If you don't have a new deal right now and they said yes, they're interested. Awesome. Well, I've got, I'm working through a couple of deals right now and I'm going through due diligence as I get closer. Do you mind if I reach out to you to find something? What's the best way to contact you?

Okay.

You know, I'm working on a list of 100 notes that just came in.

Okay.

Share with them a copy and say if I'm going through three or four made offers. Here's what I'm working on.

All right.

They say yes and request for the investor questionnaire, pledge email, proof of funds. These are three things that you must all get and require them to fill that stuff out in 40 years. I'm going to send you an investor questionnaire. Fill it out, send it back to me. I require that with a proof of funds and then just send an email to me that has that stuff attached to. Hey, my statement for my IRA account has 500. I'm pledging 50k to you. We'll start off small to get the ball rolling, but require that to them in 48 hours and remind them, hey, can you get that to me? I know you've probably been slammed, but can you get this back to me?

Right.

Because I'm working through the process. As I find something, it's going to make sense. We're going to need to get rock and roll now securing with the lending agreements and other ways how you structure that deal. You can do this a variety of ways. We'll talk more about that later on.

Okay.

But they're going to need, if they've got an IRA is the money sitting there in their self directed IRA account with Quest, trusted to fund the deals that you're working through. If they don't have money in there, then they need to start moving that money over to the IRA and help them fill out that paperwork. As you're going to have them fund a deal, fill out the direction of investment form for them.

Okay.

Help them see how the process you gotta follow up with them and hold their hand through this process a few times.

Okay.

Now that's One thing we'll go through at a different time on different stuff. We're actually a scheduled webinar with Kyle Moody from American ira. I think later this week or next week going through some of that stuff, how easy it is to fill that stuff out and the different accounts and stuff like that for you. But one of the great things you guys have really, if you've enjoyed this, hey, check out our upcoming workshop. It's actually this coming Friday, Saturday, Sunday. If you're watching this live, if you're watching the replay and it's after that date, guess what? Go to we close notes.com check out our next scheduled class. First day is all about finding deals. Day two is all about raising money. We'll go through more specific case studies and samples and helping people craft what they say in the list that they pull and how to find that kind of stuff. It's raising capital is not difficult if you know how to dive into it and you've got somebody holding your hand through the process. And day three is about putting those deals and your money together and your marketing together to make money and or understanding how to leverage IRA investor money besides your own and the different exit strategies to make money. What's going to work? What should you look for? How do you should what deals should you make offers on? What are deals and avoid the duds. So still got some discount tickets. We go to Note buying for dummies.com that'll get you registered for the class. Get get signed up today, Friday, Saturday, Sunday. We love to have you and help you take your business to the next level. Any questions, any comments, any concerns before we let you guys go for the day. All right. Well, thank you so much for those that joined in listening live, joining on the zoom here or if you're watching this replay, feel free to shoot me a message at Talk with Scott Carson or book a call on my schedule@talkwithscott carson.com that's talk with carson.com but go out, take some action everybody, and we'll see at the top. Bye. Thanks, Paul. Let's see who else is on here. Thanks, Paul. S.K. he called you. I did call you, so I didn't get a phone call back, but hope you're doing well. Y' all have a great day. We'll talk to you later.

Bye.

Foreign investors. My name is Scott Carson. I'm known across the country as the note guy. And for over 20 years I've been an active real estate investor focused on buying distressed real estate, distressed notes, distressed mortgages, and foreclosures and working with other investors who are either brand new or experienced to put their money to work in amazing deals. And one of the greatest tools of wealth building that we have here in the United States is a self directed ira. That's right, a self directed individual retirement account that you can put to work in buying real estate, in buying notes or lending money to other real estate investors to make above average returns. And our preferred IRA company is American IRA right here guys. They do an amazing job. Customer service second to none, they're out of North Carolina. And Kyle, Janice, the whole team over there are there to support you and help answer your questions when it comes to your investing needs. Now if you're leaving a job, you've got a 401k or an IRA from a previous company. You can't use that to buy notes or real estate. Now yes you can buy and be self directed in the funds the company, but you don't have the opportunity if you're with a Schwab or Fidelity to go put that your hard earned money to work, to buy your rental property, to buy a performing note, to buy cash flow to help you get ahead of your retirement. Your kids education have helped your spouse retire, your your parents retire. Self directed IRAs like I said are one of the greatest resources for you to put the power of compound interest to work to help you get to that end goal. What it might be, maybe it's living more higher on the hog or just taking it easy. But if you need a self directed IRA company, American IRA is the number one self directed IRA company. The best customer service there to help you take advantage of the different loops where you can grow tax free or to tax deferred wealth depending on what you and how you structure. They can even set up self directed HSAs, health savings accounts, educational IRAs for your kids, your grandkids, your cousins.

All right.

SEP IRA solo 401ks besides just your traditional or Roth IRA. Check them out at American IRA.com tell them that Scott Carson sent you. You will not be disappointed. You have a wide variety of self directed IRA companies but they're not all created equal. If you're looking for great customer service to help answer your questions, to hold your hand through buying a property or buying a Note with your IRA. Then check it out. American ira.com Tell them that Scott sent you and they'll take good care of you. Sam Sa.