Your palms are sweaty, knees
weak, arms heavy, what are you

doing? You are about to make a
pitch to an investor. And you're

a little bit nervous. Well,
these are some tips that should

help you make that process of
selling your Regulation D

security a little bit easier

I've been right there with you.
I've been in your shoes about 10

years ago, I did my first deal.
And I sat across from my first

prospect to invest in my deal.
Now what happened to that? He

didn't invest. That's not the
point. I got back up on my feet

pitched another person, and they
invested a lot. So there you go.

So these tips are here to help
you hopefully, get over not only

that anxiety, but kind of put it
in context. How are you selling,

because at the end of the day,
we want to do a, we want to be a

syndicator, or we want to be a
fund manager. But a lot of the

job also does involve selling no
matter what you think about

selling and seller salespeople.
You're still selling people.

Yeah, there's a fear of
rejection, there's this thing

that happens in our guts. I
don't know why. But somehow we

get nervous by it. So let's go
through some tips to make it the

process a little bit easier. And
my last tip is probably going to

be for me, it's the most useful,
it's like, wow, that's a big aha

moment. And I hope it will be
for you, too. But let's get

started with with all these
tips. So that first tip is know,

your offering. Gotta know your
offering, because that's what's

making you nervous, you're
making you're nervous, you're

gonna say something really
ridiculous, like, No, you're

never gonna get your money back.
Or no, it says that you've got

all this and that's you find out
you didn't and then suddenly you

look like a like a complete
idiot. You got to know your

offering. So what does that
mean? Read all the marketing

material you've got because you
don't want to be caught off

guard, read the BBM read the
operating agreement, you don't

have to know every little legal
nuance in there. But you got to

know what it's doing. You got to
know about the underwriting. I

had a partner long ago, who
every single time they would

pitch somebody, my phone would
ring. And it was a question that

was so obvious, if they had just
spent a single time like looking

at something they would have
known the answer to, I didn't

work with that person again. So
don't do that. You got to know

the offering. You gotta be or
you just look like a complete

idiot in front of everybody. So
just know it. Little mistakes,

fine. Just know it. And if you
do make a mistake, or if you

don't know something, just say
it, just say, Oh, I made a

mistake there or oh, you know, I
don't know that. Let me find

out. And I'll check with you.
And I'll get right back to, you

know, something like that.
Nobody, that's totally

legitimate thing to do. So
you'll feel a lot better. If you

just know, you can make a little
mistakes, you can make things

just don't like, think you have
to know everything, but try to

know everything. And if you
don't admit it. Number two,

highlight your fat founder
investment theory is the most

critical thing, it's the most
critical sales tool that you

have. This is your reason for
talking to this person. You want

them to buy into the story of
your founder investment theory

for them to invest. If they buy
into the story, and they trust

you, they will invest. If they
don't invest, there's a mismatch

between what they're looking for
and your founder investment

theory. That's just not it's
just, it's just not the right

fit to use the same word, right?
So it's not the same thing. And

it's okay, if that happens, but
highlight your fit. That is your

crutch that is your best tool
for selling. Plus, it's easier

to remember, right? So it's easy
to remember what your founders

investment theory is your reason
for doing it. The story behind

it, it's harder to remember like
new numbers. Number three,

understand your investor. You
got to know what they're looking

for. Are they driven by cash
flow? Are they driven by

appreciation? Do they want some
crazy exciting thing? Or do they

want something very safe and
simple? Understand what they

are? Find out what they've done
before find out what they're

investing in. Right? Find out
what those things are. If

there's somebody well known,
then there's probably media

about what they like and what
they're you know, do Get to know

that person before you get to
know that person as much as you

can visit their LinkedIn page at
the very least, why not? All

right, next one is similar to
what we're talking about. Be

transparent. Be honest, tell
people what the truth is, you

know, little lies, they show up
real quick, big lies, they show

up even worse. So just be
transparent. If you don't know

something, say you don't know
it. And then that you'll find

out and get right back to them.
If there's a problem in your in

your offering, if there's some
big hairy problem with it, let

people know what friend this is
what it is, and fine and explain

why it's still a good
investment. Explain why it fits

into your founder investment
theory. Be transparent. Prepare

materials. Materials are a great
crutch. So if you got a slide

deck, great, that's a great
crutch is a great thing to weigh

to remember where you're at.
It's, it's one of the ways to

really be prepared and show up
like a professional. I've talked

about that a lot on these
videos, is showing up like a

professional shows the them that
you are to be trusted. It shows

your your prospect hey, look, I
know what I'm doing here, I'm a

pro, you're in safe hands. This
is why it's good for you want to

come along for the ride. You're
welcome to practice. Practice

pitching, gets it get your
spouse, your, your dog, your

anybody and just practice
pitching it to them. The more

you repeat it, the more the
words that are a little bit

complicated, not the words that
that you have a problem

pronouncing and like kind of
thing, but how they all fit

together in the story, it comes
together in a more natural way.

So practice it is just practice
it five, six times, practice it

in the car, hey, what am I what
bla bla bla bla bla bla, right.

So practice. Next, discuss the
framework

you need to know a little bit
about securities rules, you need

to know if it's a 506 b offering
or a 506 C offering if it's

under Regulation D if you can
have only accredited investors

and if they're accredited that
they need to be verified or not.

Whatever those things are, you
need to know what those are. You

don't need to know the nuances
of it. You don't need to know

the intricacies and what went
wrong in 1935. And how we don't

need to know those things. But
you need to know the basic

framework that allows you to do
this. So that way, if it comes

up great, or if there's any, any
reason for you not to be

confident in talking to them,
you need to know what those are,

so you can feel comfortable.
Next, this is a biggie. Showcase

your team. Highlight all the
people that are working for you.

They're the people that you're
also leaning on. You're leaning

on your experience on your fit,
but also your team. So why your

team is the best people to earn
the trust of your investors

money. It's absolutely critical.
external parties are common to

us too. So property managers, a
lot of people include me when

they hire me in their materials
as well. It's fine with me. You

know, as long as they don't say
Tilden Moschetti said, this is

an amazing deal. And you have to
invest it, which I don't say. So

showcase your team. Follow up
promptly. And often. So let

people know that you'll be
following up and then do follow

up. It shows that you're a
professional. But it also makes

sure you stay top of mind and
are right there. Be prepared for

rejection

my first pitch rejection,
there's other videos about that.

It's actually the development of
the federal investment theory

was came a lot from that first
rejection. So good things happen

out of out of rejection. And you
know what, it wasn't really a

rejection. It was very nice. You
didn't say you're a jerk get out

of here. It just says that's
just not for me. Which is what

99.999% Of the people that
you're talking to are and the

ones that are the ones that are
real jerks to you. You don't

want them in your investment
anyway, so who cares about that?

All right, and now the big
important one that I want to

talk about. So we're gonna
switch back to full screen mode

here. Here's the big lesson too.
So as listening to a podcast

with Dr. Ian Robertson. So Dr.
Ian Robertson is a neuro

neuroscientist. He is a clinical
psychologist. And what he does

is he studies the brain. And
really his memory of interest is

where that brain that structural
piece meets with the emotional

part, or the mind part, right
where that that crosses the

line. And he was talking about a
very interesting study by Alison

Brooks out of Pittsburgh
University, and Alison Brooks

had an idea. So it's been known
for quite a while that the

emotions of fear, anger,
anxiety, and excitement and

happiness, extreme happiness,
all have exactly the same

physiological mechanisms. So you
can look at like an EKG, you can

look at brainwave patterns, and
they'll look exactly identical,

whether they're angry, or
they're happy, whether they're

excited, or they're anxious,
right, there's two those

different things. So what
Allison Brooks did is she did a

study where she created and this
sounds like a torture study to

me. But in this study, she puts
people up on stage. And she

gives them a very, very hard
math problem that they have to

solve in their heads in the
audience, is very critical group

of people. So they're actually
the researchers, but they're

trained to be very, very kind of
mean and critical. Like, you

know, making mistakes is not
allowed, all those sorts of

things. Now, that certainly
makes people will make somebody

anxious, because you don't want
to look like an idiot in front

of all these people. You know,
they wanted to put it make it

even worse, put the girlfriend
in the audience too. And so now

they really have to do it, oh,
my God, they're gonna be so

nervous. Now, to make it worse,
right behind them displayed is

their EKG. So their heart rate
is being displayed to the whole

audience to make it just like
the stato fear thing, right. So

what they did is they had the
people come up, they would give

them the math problem. And then
they would the, the participant

would say, either, I'm very
anxious about this, and then

start working on solving the
problem. Or they'd say, I'm very

excited about this. Turns out
the people who say that they're

very excited, solved it much,
much, much faster, and had a

much more pleasurable time than
the people that said, I'm very

anxious about it. Now, nothing
else was different. The math

problems were the same, the
level of scary stuff out there

was exactly the same. The only
difference was how they labeled

it vocally to themselves. So
when you are about to do your

presentation, be excited. It's
an exciting time. I mean, when

you have a prospect now in front
of you, who you're either going

to learn from, you're either
going to learn about how to

pitch from right, that's just
like my first mistake, my first

pitch, I learned a lot from it,
I developed a whole theory of

investing out of it. That's what
comes out of failure. Not

something really bad. So be
excited, because you're either

gonna walk away with money, or
you're gonna walk away with a

great lesson. Now, my name is
Tilden, Moschetti. I am a

syndication attorney with the
Moschetti syndication Law Group.

What we do is we help
syndicators, investment funds,

things like that, to raise money
by helping them with their legal

documents. So we do the PPM the
operating agreements,

subscription agreement
questionnaire, but beyond that,

I'm also there as a consultant,
I need my clients to be

successful, I really, really
want them to be successful, not

only because they keep hiring
me, but I think that's how I can

add good and value to this
world. So it's very important me

that they're successful. And if
I can do that, by contributing

to their success, that's
fantastic. I love when my

clients call me and say, we just
closed, we just finalized this

deal. We raised these investors,
you know, are they we've closed

our deal out, it's been fun, we
return their money, and we made

them more than than we thought
we would. I love those stories.

It's great. It fills me up. So
that's why we make sure that we

give the advice. If you take it
fantastic. If you don't take it,

that's great too. It's up to
you. But what we do is make sure

that you have that information.
So again Tilden Moschetti

Moschetti syndication Law Group,
visit our webpage if we think

there's a chance we can help you
just give us a call setting up

an appointment, and we'll go
through what you're working on.