The two jobs of any size fund
manager or syndicator, is this

is finding deals to invest in,
or number two, finding investors

to invest. So in this video,
we're going to do a blast from

the past from my coaching days,
where I do a rapid

implementation call on how to
find investors offline, I know

you'll find it useful, because
it's got so much information and

please review it, and I hope you
enjoy

it we are gonna go deep into
finding investors offline. And

so you're gonna find a lot of
value in this program, I hope,

because we're gonna go really
deep, like I said, but we're

also going to be exploring, like
what all those steps are. So at

the end of today's call, you
should have an action plan of

exactly what you need to do in
order to move forward and take

those next steps in order to get
investors ready and lined up.

Alright, so let's go ahead and
get started. I want to start

with basically a principle of
spheres of influence. Now, we've

talked about this before, but it
bears repeating, and it bears

repeating, because it's so
incredibly important. And the

more that this is just ingrained
in your DNA, the more successful

you're going to become. So let's
start with your inner circle.

These are the people that you
know, they're your friends,

they're your family. They're
your partners, they're people

who are very, very close to you.
And that you know, so well.

Outside of that we have the
people who were your previous

clients stood.

Right, so those are the people
who you've worked with before

the people who've you've
actually done business with.

Now, both of these categories,
our mark would qualify for being

unaccredited. Investors, if you
chose to do a Reg D, rule 506 B.

So these are the people who you
either are in your inner circle,

and so are so close to you that
it's presumed you've done

business with or your previous
clients, those who you really

have done business with, could
all qualify probably as you're

under 506, B for unaccredited.
Investors. So these people, you

don't need to worry about
talking about your investments

to now, I mean, you don't need
to worry about, you can just

talk to them about the
investments, and they can

subscribe if you are not in a
506 C where you're allowed to

advertise. So then we have the
category of the people that

you've met with. So these are
people who know who you are. And

they know what you do, you just
don't really have a business

relationship with. So if you're
a real estate agent, you may

have met with them before and
you may have done a listing

presentation for or you may have
cold called them a few times or

met them at several events,
these with people in that

category. So you've met with
them, you just haven't done

business with now these people I
do not believe would qualify for

the 506 B so that's where we
start taking a step outwards.

And I mentioned that just to
give you a point of reference,

then we have the the target
people

you haven't met so these are the
whales in your community that

you think would be excellent
investors for you. Or referral

sources. You just never have
spoken to them. You just don't

know them. Or you just know them
so little that they don't know

your name. And then finally we
have the public these are the

people that you have never met
with you don't know who they

are. They're just way A way
outside of here. So this is the

categories that we've got,
right, we've got the public,

we've got target people that you
haven't met, met with and

previous clients. Now the goal
here is to move for each one of

these them down to the next
category, right. So those

people, we want to become closer
and closer, ultimately to your

inner circle, or that become
major, major clients. Now,

obviously, if you don't like any
of these people, and you don't

want to do business with you
don't bring them into your inner

circle, I shouldn't need to say
that. But I will just to, to

cover all bases. So for each
level, there is a different kind

of program on how we deal with
these people. So your inner

circle, let's, let's actually
start with the public. So this

is your advertising. Right, so
you may choose to do advertising

and to, you know, bring people
into Okay, those people might be

target, maybe I'd like to do
business with this is the

mechanism that you would use is
advertising. prospecting, on the

other hand, is for those people
that are targets for you. So the

ones that you know, are gold
nuggets that you want to bring

in closer that you've met with
and become clients of yours. And

then inside of inside the met
with category, most often times,

we're talking about some sort of
drip campaign. And I'm gonna go

through a specific about what
that would look like in a

minute. And then, in our
previous clients, we or we could

say clients, those are that
would be something like a call

and email campaign, you spending
more and more time nurturing

these people, the closer that
you get them into your inner

circle, and your Inner Inner
Circle really is your one on

one. items. So let's change to
exactly what who these people

are a little bit more
specifically. So here we are

talking about me, too. So we've
we've done this discussion

before about whales versus,
versus fishermen. And so that's

an important place to start
because there's actually two

different kinds of people. So
we've that worth looking for.

Right? So we're looking for oops

that's still too big. Oh, geez.

So fishermen, right? What is a
fisherman, they're the ones with

the big rod. Looking for the
next person for you. So this is

the one to many resource that
you may have the strategy where

those fishermen can bring you
deals and bring you investors.

And then, on the other hand, we
have whales. And I can't draw a

whale, so we're just going to
draw fish. But pretend that's a

whale. And so the whales are
those big, the big cone as the

ones that you really want to be
part of your investment. So for

fishermen and whales, there's
actually two categories of of

these kinds of people that we
would be interested in. So we

are interested in referrals.

And we are interested in
investors. And there's actually

whales in both. And there's
fishermen in both, right? I

mean, there are fishermen in the
investment community, the guys

who talk a lot about their,
around the golf games with their

buddies about what they're into.
Who can bring knew all of their

friends. You know, many of the
investors who I've had in my

syndications have come through
referrals from people who are

already invested in the
syndication. So those people

were acting as fishermen. And
anytime they were whales as

well, for referrals, we can have
fishermen, who bring us lots and

lots of investors. Or maybe it's
just one that that has a

relationship with someone really
big one, like a whale that you'd

really like to bring in. So if
you think like a personal

manager, or a family office, or
something like that, that whole

person could bring in a gigantic
wave for you. And so that

referral source might even be
just a whale themselves. So

there are principles going into,
into building referrals to go

through. And so first, we have,
we want to educate and add

value. I mean, we, in order to
build a good relationship, you

need to be giving into that
relationship, right. And so we

do that through our our ability
to educate about the real estate

industry, about investments
about those things that you

know, and, and really add value
to their lives. So this can be

in the form of, you know, if
you're coming from the

residential community, this
could just be you know, they

providing information about what
homes are, or real estate in

general, or, versus if you're a
commercial agent, maybe you're

giving very specific information
about what's going on with a

particular development in the
area. It's that education and

adding value that builds that
relationship. Number two, what a

lot of people don't do is ask
for help. So most people make

the mistake of building referral
relationships. And they

completely failed to ask for
help at all. So they go into

that relationship with not
really getting anything that

they need, because they never
asked for it. So the Bible says

Ask, and you shall receive and
it's that ask that's required,

right? So we got to ask. Third
is we reward. Now we've talked

before, we can't give fees,
referral fees, necessarily on to

our referral partners on when
we're doing syndication. But

what we can do is make sure that
they're rewarded in some way,

maybe it just take him to
dinner, or maybe you take him to

the golf, get a golf game, or to
the some sporting event or

something, just to say, thank
you so much, there's nothing

that's stopping you from just
impromptu sending a bottle of

wine or doing something in order
to give a gift to say thank you

for that referral. And you
should be doing that reward

always. So you should always be
doing that. If they if they

provided a referral to an
investor for you. you reward

them, and you make sure you
reward them whether or not the

investor actually did decide to
invest because they they did

what you're asking them to. So
you're teaching them to do

what's important, by giving them
that reward. The fourth

principle is this idea of givers
get to build a great

relationship and a great
referral source. It's that idea

that if you put everything into
that relationship, and you give,

give give, you're going to start
getting back in return. So one

of my, one of my coaches, early
on, gave an idea about how to do

this. How do we even begin the
givers get idea when building

refers referrals? And he said,
what you do is when you're

sitting down for coffee with
them at the very end of the

conversation, you say to them,
Look, if I run into somebody

who's a perfect candidate for
you, or if there's somebody on

the street, who's, you know,
just write for you? How will I

know that person when I see them
so that when I see them? I know

I should give that referral to
you? Who's your perfect client?

I mean, who are you looking to
find as get referrals for? So

that's the question that you
give, and so that you can give

that referral out. Now, you may
not know somebody right off the

bat who needs that service. It's
there but it's gonna go in your

mind and it's gonna be something
that you generally can think

about and use certainly should
be keeping track of this and

your CRM as well. So that idea
of, of, you know, who's that

ideal person is, is a is an
important question to ask. It's

probably the most important
question when you're beginning a

referral relationship. Now, why
is it the most important,

because what you're actually
doing is you're offering value

upfront. But secondly, it's a
weeding out process. So it's a

filtering process that takes
place. Because I know if I ask

that question, and I get the
answer, and then if the person

who's across from me doesn't
say, Well, why don't you tell me

who the perfect person is, who
you are looking for? If they

don't respond back and ask me
the same question, that's a

relationship that's going
nowhere. So that's a

relationship, it's not worth
even keeping them in your

Rolodex. So givers get, so let's
talk about the steps to build

these relationships. So

there are five steps in building
referral relationships. Step one

is you build a list. And so you
generally think through all of

the categories of those people
who you think would add value to

you is that your wealth managers

these are the ones most common
for for syndicators, wealth

managers, accountants

small business, consultants and
the big kahuna. Real estate

agents. So while most of you are
real estate agents yourselves,

and they may think of these
people as competitors, they're

actually not. We've talked about
that before on finding

properties. And they're also
great resources in order for you

to find investment investors,
because they're talking to

people about real estate all the
time anyway. So you build that

list. Next, you make contact.
And so those are your calls. You

drop by bys. Meet on Zoom. So I
know we've gone over this

before, these are the steps that
you need to be making right now.

So we're going to as part of the
work that we're going to do and

the email that will come out
about this, these are the steps

that I want you to identify and
I want you to start laying them

out exactly what you're going to
do in order to build your

referral relationships. So yes,
we are repeating to some extent,

but the point of it is to make
sure that that there's that

forward progress, because these
reforms, referral sources are

critical. So step number three
is follow up. And this can be

nodes, calls, whatever. So
follow up but now we'll talk in

a little bit about a follow up
program, different follow up

programs and I'm going to give
you actual specific programs

that you can implement
immediately and that you can

design and make just perfect for
you. We'll provide those

templates for you as well. Okay,
step number four is you provide

access Excellent. Service it's
nothing worse than giving a

referral to somebody and the
service that that that your, the

person you referred is getting
from them is awful. And they and

you will never get another
referral from them. Again, if

you don't provide exceptional
service. This is as simple as

you care. And you communicate
and you communicate to both

people you communicate to who
was who was referred to you and

you communicate to who was
referred, who referred that

person to you. And then five,
show your appreciation In

always, always, always go the
extra mile. Okay, so these are

the steps for building a
successful referral network. Now

we're going to put this into a
list, so that you can have

basically a template. So now
you'll have your own template

for building your own action
plan. And that will come along

with the notes for this call. So
under investors now, there are

some principles that are a
little bit different. And there

are some principles that are the
same. The first principle is

exactly the same. Educate. Guys.
So I was at a Tony Robbins event

maybe four years ago, and Tony
said, something that still

sticks with me every time I
write like something like

educator of add value down and
snapped into my head today. And

that's in order for people to
listen to you or want, you know,

listen to you cold and want to
do it, they want to know what's

in it for them. So give them
something that's in it for them.

And those people want to have a
better life, they want to level

up, they want more money, they
want more love, they want more

something, and they think and
one of the tools for doing that

is knowledge and value. And so
by offering that knowledge,

offering that value, you can
create that for them, and

they'll want to speak with you.
So it's first offer to help. And

then we go from there. Number
two, and this one is absolutely

critical. Show up like no one
else. You are not the only

option out there for people to
invest in, you does not there

are other investment
opportunities out there. And

there are other, you know, fit
places that people can place

their money. So you need to show
up like no one else. So we talk

about show up like a
professional all the time, in

our pamphlets and our marketing
materials and our PPM and our

operating agreements. Everything
we do we show up like a

professional, we show up ready
and prepared. And already that

puts us showing up like a lot of
other people don't. But now it's

show up like absolutely no one
else by providing exceptional

value and exceptional service. I
mean, think about how Disneyland

does it. When you go to
Disneyland? Is there any other

place like it on Earth? There
really isn't. It shows up like

no one else. I mean, it's
designed to just be absolutely

different than the world that we
live in. And that's what people

remember. And that's what makes
people that your raving fans.

And that's what will get people
to want to invest with you.

Because it's not great enough to
just have them think you're

interesting you need them to
want to invest with you.

Principle number three is care.
Ask what they are looking for

it goes down to the the idea
that we're born with one mouth

and two years. So we need to do
twice as much listening and that

we do with talking. So ask what
they're looking for really kind

of explore that and really just
care about what your investors

are wanting. It'll come across
instantly to them. Number four,

again, givers get if you do
these steps, one, two, and

three, you're going to be giving
a tremendous amount of value and

you're gonna start getting so
what are the steps in order to

to really start caring and
nurturing and finding your

investors. So let's go through
those. And again, this will also

come in a template and I want
everyone in the group to be

working through that template
and filling it out. You will be

using it, it will add value to
you, and it's gonna help you get

investors right away. So step
number one, what do you think it

is? It's build a list. Right, we
got to build the list, we're

starting to identify targets, to
start thinking about who

everybody is, and all those
categories, who are all those

people who are in the, in your
inner circle, who are all of

your past clients, who is
everybody that you know, who

does real estate or is
interested in real estate or

cares about real estate, comb
through your LinkedIn, comb

through everything, and try and
figure out who those people are.

Then, once we've done that,
let's we categorize them. And so

we put them in, okay, this
person is in our inner circle,

this person is in our clients
bases. This person is in met

with this person is in our, our
target, but I'm going to use the

term that we used before here in
our dream 100. You know, or is

there a certain demographic that
you're interesting, interested

in marketing to, you know, who
is that put them in the public?

You know, I want to reach out to
small business owners in this

category, I want to be reaching
out to people in this area

who've had a liquidity event,
there are ways to get that

information. Alright, so once
we've identified once we've

started building out that list,
then we need to put together

different programs in order to
communicate. And so the first

program is the one on one
program.

These are people primarily for
your inner circle. And so this

is making a conscious decision
of, you know, how often are you

going to go out to coffee with
people? How often are you going

to take them to dinner? How
often are you going to take

people to golf games or sporting
events? How often are you going

to do that, put it on your
calendar, is it every Monday and

Wednesday, whatever it is, put
it on your calendar, and just

make sure that you fill those
spots. And then also, regular

phone calls.

And how often you cycle through
that list, if you've got your

list of say 50 people, you
should be able to go through, be

able to call them once a month,
maybe you don't want to call

them once a month, maybe it's
once every other month or once a

quarter or once every six
months, whatever it is, make a

conscious decision on whatever
it is. And then make sure that

you're showing up like no one
else. And always ask them how

they're doing if they need
anything. And then you can

filter in some of the the
information of what you're

working on. But really, it's to
make sure that you are top of

mind that you are one of the
givers so that you get number

three step is a is your call or
email program.

So I put together a program that
I actually stole from Gary

Keller. So this isn't, this
isn't my brilliant idea, but it

is a brilliant idea.
Nonetheless, so he has two

different programs. We'll put
him here. He has what he calls

the eight by eight and he has 36
touch or 32 touch I don't

remember how many touches he
has. So the eight by eight

program in short is a program
where you are actively every

week doing one proactive thing
in order to touch that prospect.

So typically, we are doing this
on our on our either our

prospect list or we're doing it
with people that we are clients

or that we've done business with
just to make sure we've got a

nice solid relationship with
them. And so the eight by eight

program looks like this

Alright, so the eight by a
program says for is that you've

got the eight weeks.

And for every one of those
weeks, you're doing one very

specific thing. And it can be
any sort of specific thing. But

it's something that you've
actually planned out and is

ready to go. We're trying to
make a system here. So not

something that's just not
something that you kind of do ad

hoc, say, oh, yeah, we're, I'm
in now on week three, I need to

figure out what to do. No,
you've got it all planned out.

So this is just a sample a buy
eight, we're going to do right

here. So you do not need to do
this. This is just to give you

the idea about what it exactly
looks like. So we've got

12345678. So say, week one, you
make a phone call, and you talk

about the market or you talking
about whatever is going on in

their lives, you add some value
into that phone call. The second

is you do a letter, send a
letter of introduction.

Obviously, if you know them,
they know who you are, but they

may not know what you're doing,
and try and add some value in

there. And I would say even more
than just like a business

letter, send it in a card. So
it's actually interesting and

actually gets opened. Number
three would be maybe it's a

flyer about your fit you know,
something of interest there.

Right? We're always trying to
make it more and more

interesting, make it engaging,
make it something memorable.

Number four, maybe it is you you
provide some market info you

know, you're all in real estate
or in the market somehow provide

them some some market info of
value. You know why? Maybe it's

why doing investments is good,
maybe put together a flyer about

why it makes sense to to invest
in syndications. Number five, is

maybe an update about what you
do.

Number six, maybe it is
something of value, maybe it's

maybe it's more information,
maybe it's a comps, maybe it's

something that something that
you know, that adds value to

their lives. Number seven, maybe
it's more market info. Number

eight, maybe you call them
again, it's not important, what

I put here as the eight things.
What's important is that you

develop your own system of eight
things that you're doing that

you're going to do every week,
and you keep track of these in

your CRM, you definitely can use
the one that app dot how to two

dash syndication.com. The,
that's a great system. In order

to keep track of these people,
you can build out a pipeline of

12345678 you can even build it
out. So it will tell you and it

will remind you of when those
things are due. Okay, we're in

one so we need to make that
phone call. Okay, we're in two,

I need to send them that letter
and three, I need to send them

the flyer and number four, I
send them market info, I can

build out all those tasks so you
never have to keep track of all

of this in your head. It's just
all automated into a system. So

the other idea is this idea of
36 touch so once they people

have gone all the way through
the eight the eight weeks, you

they now know who you are. So
these people know that you exist

and so that you are somewhat on
their mind. So the 36 touch is

really just okay now how are we
going to stay in their mind and

again, we're showing up like no
one else because other than some

residential real estate agents
who happen to be in my area and

probably are with Keller
Williams and got the book from

Gary Keller. There's no one
showing up let like this There's

no one, even those best agents
in my neighborhood are not

showing up like they could be,
they're not showing up as good

as this. And so if you want to
this absolutely applies to to

your regular to your day job as
well. So, so we in the 36 touch,

we break it apart into a
calendar year.

All right, so now we've got a
whole calendar year. And so once

people are done with that eight
by eight, they just come into

this wherever they're at. So
maybe, so what's what are things

that make sense to do? The first
of the month, is maybe it's a,

it's the new year. Either like a
strategy mailing or New Year,

Happy New Year's card, because a
lot of people get holiday cards,

but no one seems to get new
year's cards. Maybe on the 10th,

maybe you send a you know, your
market forecast.

On the 20th, you do something,
and then I'm just gonna write

these really quick.

And you don't have to do these
dates, they just make sense,

right?

It can be whatever.

And so we just make it equal 36.

You know, et cetera, et cetera.
So maybe on the first email, a

holiday card, so I always put
down, you know, what are those

holidays or things like that,
because they are getting holiday

cards from everybody. And you
might as well do holiday cards,

as well. If you're coming need
to come up with ideas. First is,

you know, Fourth of July card.
And then start thinking about,

well, what are these other
things that are going on that I

can I can give people some
interesting information for,

maybe I can give them some
information on taxes, or

something like that, maybe I can
give them something, you know,

the, the co star reports come
out in maybe in around the 10th,

well, actually, they come out
around the first maybe I give

them the co star or report on
what's going on in the market

that you're serving. Or say
recon is in May, maybe I and I

do retail, maybe I give them
notes, on recon. Whatever it is,

as you're part of your day to
day activity, you're coming up

with this list, in order to add
that value. The template is

going to be sent out in along
with the emails. And so I want

to just reiterate, this is this
is building your system. And if

you do this, right, you can
actually automate so much of

this, these kinds of
interactions, you could automate

it with by combining what we've
got for your tool for your CRM.

Now, to automatically send
holiday cards, I can let me know

if you want to go over that in
detail exactly how you can do

it. You can set this up to do
very, very, very little work for

you, except maybe making a call
every now and then and and have

everything very systematized and
automated. So you don't need to

worry about your maintaining
that relationship with your

clients other than what really
matters. I mean, getting to know

them getting to understand them,
not having to write out the card

and send that to them. So that
is the idea of the 32 touch and

the eight by eight. So let's go
back over here. So this was

where we were at talking about,
about investors and what steps

you do. So that I hope that
helped, we'll send those

templates to number four is his
prospecting and coming up with a

prospecting game plan. And then
doing it. I mean, first is how I

mean are you going to be doing
cold calls? Therefore definitely

can, you know there, you can
definitely do cold calls, if I

was going to be cold calling
right now, who would I be

calling I would be calling I
would call small business

owners.

And I would be calling anyone
with liquidity events

and maybe I be be looking at
news. And let me go through

that. So small business owners
What I mean is calling smaller

businesses in the area, one of
my best investors who's been in

multiple syndications with me,
was a cold call in, they just

happen to own a company that any
add extra cash sitting around

one, another one also came out
of a cold call. And he owned a

company that spit off so much
cash, and he needed to just

place it. Another small business
owner, who's been a major

investor, for me, was somebody
who I knew only as my, my eye

doctor, and he turned out to be
a major prospect for me, and

ultimately invested in a lot,
put his wife in a lot. They

invested quite a bit. So that's
what I mean by small business

owners, you can get that list, I
can even help you with that

list. If you want to say, hey, I
really would like to find small

business owners, primarily
doctors, or dentists or people

with that kind of cash flow in
my area? And can you make me a

list of it? Yeah, I can. So all
you have to do is ask. So just

let me know, I can get that all
set up. And we can do it

together, I can show you how to
do it. Same idea here. Anyone

with liquidity issues. So just
like here, I can help you with

this, and I can help you with
this. The caveat is you have to

promise to use it. So I mean, it
does take me a little bit of

time to do. And so I am happy to
do it beyond happy to do it, if

you use the work if you use the
data. But if you're not going to

use a dump, don't ask so that
way. I'm not don't spend my

time. But there are tools out
there that identify people with

liquidity issues. So for
example, I can through a tool

that I have, it's called a
identified it, what it does is

it's combs through all the SEC
filings, all of the news

filings, everything that's out
there in order to build this

idea of who is having a
liquidity event anytime soon.

And it's surprise and who
they're connected to how and and

how they're connected to you. It
uses LinkedIn as as kind of its

back end of database of who they
who these people are. But then

they've got their own
proprietary data about what's

there. But anyway, that program
is there. And, and we can

certainly explore it together. I
actually haven't used it too

much. But as I build my list for
the syndications I'm doing now,

it's absolutely going to be key
for part of our prospecting

game. The second is news. I
mean, the third is news. And

that can be just anyone that you
read about who's also having

those liquidity events or it's
that, you know, you see that

somebody mentioned in the paper
that's with a small family

office or something like that,
clip the article out, you send

it to them and say, Hey, I saw
this, I thought it would be a

value to you. I thought it was
really great. I'm going to give

you a call next week and talk
and I'd love to hear about you

know, what your what happened
here. You know, whatever people

like talking about this sort of
thing. So if it's cold calls,

fantastic. If it's direct mail,
fantastic. But who's that list?

Because direct mail can get
expensive, it could sometimes

can be anywhere from 50 cents to
$1 a mailing. And so you know,

who are you going to be sending
that to, you only want to send

it to the real real prime top
prospects, right. But maybe

there are people who are just on
your list that have gotten so

cold people who you helped out a
long time ago, but you think

they still might recognize your
name, maybe you start with

direct mail, rather than cold
call. So it all depends on how

you feel about cold calling. So
this is our this is our list of

the steps for investors. Now,
again, on just even this, I'm

gonna send you a template, so
you can fill it out, I really

hope that everybody spends some
time and fills these things out,

because this is what is going to
set you apart. This is going to

get you investors if you put in
the work, because it's all

there. And you're taking this
craziness of all this thing and

all this information you're
getting, and now you're

compacting it and putting it
into a system in order to see

who's there and make the whole
thing work. Because when you

have people coming in, through
your funnel, if you decide to do

an online funnel, you know, you
can start allocating them to

different lists, oh, this person
is now in a met with or this

person was on that my dream 100
list. And now I called them and

now I've met with them. And hey,
what do you know, they hired me

and now you're, you're keeping
track of who they are and where

they on the list. You can keep
track of oh, they're now they

start in in my eight by eight
from week one. And now they're

in week two. And now they're in
week three, all the way till

when they're in week eight.
Okay, now we're coming in on

modern and February, on into my
36 Touch program. And I'm

tracking how this came. And I'm
also tracking on where they came

from. I mean, maybe they were a
cold Facebook lead. Maybe they

were a direct mail, person, you
know, where did that person come

from, so that you can do more of
it. Maybe it was a referral. And

so you need to make sure that
you give that you really reward

who it is on that referral, and
then let them know how things

are going. Oh, man, you referred
Joe Smith to me, let me tell

you, he's such a great guy. I've
met him I've had coffee with

him. He's already says he wants
to invest in the in with us.

We're gonna do a really great
job with him. Thank you so much

for introducing me. Simple as
that. So other ideas for

contacting, for building out or
for doing things with these

people? So events, I wanted to
talk about events.

Events are great places for
marketing one to many. Now. I

believe the webinar world is
kind of slowing down that people

are not watching as many
webinars as they used to just

because with COVID, we got
inundated with so many webinars

over and over. We still use
webinars for altitude marketing.

I don't think I'm going to be
using webinars for my for

investment marketing, for my
syndications. But I'm not

entirely convinced because it
also is a great way to market

one to many and not have to be
there all the time. So events,

first thing to do is think about

who, and I don't mean who's
coming, I mean, think about who

is presenting. If it's just you,
that's great. If it's, if it's

someone else, okay, well
identify who that person is, and

start talking to them. As soon
as you have any chance of doing

it. Set the date. I am going
under the assumption if you are

in this program, that you are
actually a human being, which

means you may need a ticking
clock in order to pressure you

to get things done, just like
the rest of us. If you're not

one of these people, then you
probably aren't human. And you

don't need a ticking clock.
It'll just You'll get it done.

Well, kudos to you. But set the
date as quickly as possible. And

then start thinking about well,
okay, what's the actual agenda

going to be? Because you're
going to need to know this

before you do anything else
before you start inviting

people, you got to know what
you're talking about. So am I

going to be doing investing? In
real estate? The first small

business person I mentioned,
invited him to an event. And it

was one of these events, it was
on investing in real estate. And

he did end up investing. What
did we talk about? We talked

about the different kinds of
real estate they can invest in

single family homes. Apartments.
This is just how we broke it

out. Not the way I talked about
it. But this is the I totally

butchered the spelling,
commercial. And then ultimately,

what we really wanted from them
was investing in syndications.

This was this was the what we
talked about, you know what the

pros and cons of each one. But
it's not the only thing that you

can present on, you could just
do present on the market update.

And how do you do that? The best
way in the world to do market

update is you find your wealth
manager, and you partner with

them. You get them to co sponsor
the event with you. And they

will talk very intelligently
about market update. This is the

best way to do it. They do a
terrific job. And it takes all

the pressure on you off you but
you get all the kudos for it,

which is great. So in return,
they get to market themselves to

a wide base. But they also will
and this is outside of agenda.

This is also a answers the
question. But how do we feed

them or give them booze? Because
that definitely helps. So you'll

get more people if you have
alcohol, and you'll get more

people if you have food. And
many times your wealth managers

will pay for that. Now, on who
those wealth managers are, they

are a strictly regulated
industry. And so they need to be

very careful. They want to
sponsor an event where they're

not speaking or are the main
speaker, but they will sponsor

an event if they are the main
speaker. And it's very clear

what you are, what your role is
going to be. So just FYI. So

that also goes under the
category of figuring out who

pays. And then lastly, you got
to market it, you got to tell

everybody, because not a lot of
people are going to show up,

it's going to be a lot less than
you think, even if you're

feeding them and buying them
booze. So the if you're not

feeding them or buying them
booze, then then very few people

show up. If you do, people will
show up, you'll get a good

turnout, especially if you've
got a really great speaker.

Sometimes the market update can
be a really super, they have

wealth managers oftentimes have
people in their industry that

are really, really great
presenters and can do a terrific

job. And so they may talk about
the market themselves, they may

bring in the tax guy to talk
about, about how taxes are going

to be for the next year. We're
kind of getting to the to the

point and we've got a while. So
we've got a few more months

until that becomes a really hot
topic again. But that will

certainly be one or any other
kind of local issues there. If

there's a public speaker, even
if it's not on point, they can

be terrific to there. I mean,
what you're trying to do is

you're trying to get the butts
in the seats. You're trying to

get people to show up. So this
is a events, other things you

can do

Is, is mailers, cold call coffee
items like that. Now the last

thing I want to talk about is
part of show up like no one

else.

And we do that through what we
call, shock and awe. In this day

and age, everybody is expecting
to get an email and a PDF. And

that's it. And they're not
expecting to get anything

physical and they're not
expecting to get anything real.

But when they do, the shock and
awe package can really make you

stand out and make you show up
like no one else. And what goes

into a shock and awe. I mean,
there's a lot of great ideas

that of what you can do. You
know, I would definitely do some

sort of letter, like typed out
and then hand signed by you. I

mean, we've you know, you've
seen notepads and pens before.

flyers. And that can be flyers
about either it could be flyers

about properties you're working
on, it could be flyers of past

deals, or syndications that
you've done it can be a it could

be a flyer about why they should
invest in syndications, things

like that. Sometimes people use
like gift cards.

You can actually get cards made
at Starbucks that are

personalized, I did this. I got
these $15 Starbucks cards that

are personalized, actually will
show once. All right, so how's

this for reality? So I did this
for my law practice. So in here,

we've got a custom gift card.
Right? It's it's got my logo on

it. And then it says this was
done right during COVID. So we

couldn't really meet. It says
thanks. Well, normally we'd buy

you a cup of coffee, it's just
hard to do that on the phone or

on Zoom. So please accept this
gift card is our way of saying

we look forward to working with
you. How do you think this shows

up people were like stunned at
how cool this was. I mean, it's

got it's a Starbucks card with
your logo. And you also get the

kind of, Wow, these guys are big
enough that they work with

Starbucks, which is just an
added like awesome benefit now

that it cost more than just the
than the value of the cart,

because you're paying for the
printing of the envelope and

you're paying for the printing
of the card. But you know, at

the end of the day, it's a very
cool way, especially to push

someone across the threshold.
And if you're putting together a

shock and awe package, think
about it, because it's it's

pretty cool and very impressive
when they get it. And it's

something that they'll use and
think about when when they see

it. You know other people do
pens and things like that. But I

think the gift cards is probably
the coolest thing we've done.

The other thing that's also
great is books. Now, you've

probably heard about some great
book programs before where

people I've identified they're
big whales, and they send a book

a month to to their big whale
and just with maybe a little

note card put in you absolutely
are going to be remembered. And

it doesn't need to be I mean,
it's certainly great if it's a

book you wrote. But it doesn't
need to be it can just be some

other kind of book. I mean,
books by Malcolm Gladwell are

great or just anything that is
that you think would really kind

of meet your your community now
I wouldn't go I would not do

anything political unless that
you're really just trying to

reach investors who are bullied
have certain political feelings

one way or another I would not
do religion I would not do any

sort of comedy that is edgy.
Boy, that's comedy meets edgy

together. But I think business,
I think personal development

Skrei anything like that Oh, is
just works out really well. Or

it could be, you know, on the on
the market specifically if

there's a in so in my area right
now there are books that are put

out, I don't think I have one in
here. There are books that are

put out just on our geographic
areas. So it's something like

the history of the San Fernando
Valley, which is a really cool

thing to just get and send to
somebody. And if they're in this

area, it's like, Oh, that's
pretty cool. So that's got all

time photos and things like
that. So that would be another

book that if it was very local,
that you were marketing to be

totally appropriate to center.
But do think about what your

shock and awe package is going
to look like now it's gonna cost

you money. But this money is
going to come around. So these

people are much more likely to
invest with you. I mean, don't

you think that if you received
this very cool set of things,

especially a giftcard of $15 Law
of Reciprocity says they are

probably going to be thinking
very highly of you, and may very

well do it as well. And I would
also think about doing a shock

and awe package for your
fishermen because this is how

they can keep you top of mind
and be confident that you're

going to appreciate the
referrals that you give them.

Wow, we went over a lot of
topics today we went over

fishermen and whales, referrals
investors, the eight by a

program the 36 touch program
events, other things showing up

like no one else in shock and
awe. So this was a big call. I

hope you found that video
useful. My name is Tilden

Moschetti. I am a syndication
attorney with the Moschetti

Syndication Law Group. If we can
help you with your syndication

or fun, all you have to do is
give us a call set up a meeting

and let's talk about what you're
working on.