Stealth Strategies for Finding Investors and Raising Capital

[Dan Handford]

I have been speaking to physician groups across the country for several years and I typically am in front of groups of private practice physicians. I usually speak on Strategic Patient Marketing or Relentless Implementation as it relates to business. 

One day it hit me....that I should start discussing my multifamily real estate syndication business during my talks. I didn't want it to come across too direct so I just started randomly showing pictures of apartment complexes throughout my talk (usually 2 pics during a 1 hour talk). It would remind me to mention what I am doing with the real estate syndication for apartments and I briefly cover the tax advantages for high net worth individuals such as physicians. Now after every talk I typically have 3-4 physicians come up to me to discuss how they can invest with me. Recently I had 8 physicians come up to me after the talk. Pretty awesome!

You should start thinking of topics that you can talk on to get in front of other high networth people. If you have something that is valuable to them, you should start trying to get on their stages at various trade show and annual conventions.

I am on my way to Beverly Hills, CA today to speak with 250+ physicians at another conference. I'm actually sitting in the Delta SkyClub right now in Atlanta waiting for my 8:30AM flight to LAX. I have my 6 yo daughter in tow since I always like traveling with family. I have 4 children now so each gets a turn to travel with daddy. It's the first time my daughter is riding in first class cross-country. Hopefully it doesn't spoil her...wink...wink...maybe it will and it will turn her into a real estate queen so she can afford to fly in first class. :-)

Anyway...I shared a unique way that I reach high net worth people. 

What other ideas/strategies do you have to reach more investors to raise more capital?

[Jonathan Twombly]

Originally posted by @Dan Handford:

I have been speaking to physician groups across the country for several years and I typically am in front of groups of private practice physicians. I usually speak on Strategic Patient Marketing or Relentless Implementation as it relates to business. 

One day it hit me....that I should start discussing my multifamily real estate syndication business during my talks. I didn't want it to come across too direct so I just started randomly showing pictures of apartment complexes throughout my talk (usually 2 pics during a 1 hour talk). It would remind me to mention what I am doing with the real estate syndication for apartments and I briefly cover the tax advantages for high net worth individuals such as physicians. Now after every talk I typically have 3-4 physicians come up to me to discuss how they can invest with me. Recently I had 8 physicians come up to me after the talk. Pretty awesome!

You should start thinking of topics that you can talk on to get in front of other high networth people. If you have something that is valuable to them, you should start trying to get on their stages at various trade show and annual conventions.

I am on my way to Beverly Hills, CA today to speak with 250+ physicians at another conference. I'm actually sitting in the Delta SkyClub right now in Atlanta waiting for my 8:30AM flight to LAX. I have my 6 yo daughter in tow since I always like traveling with family. I have 4 children now so each gets a turn to travel with daddy. It's the first time my daughter is riding in first class cross-country. Hopefully it doesn't spoil her...wink...wink...maybe it will and it will turn her into a real estate queen so she can afford to fly in first class. :-)

Anyway...I shared a unique way that I reach high net worth people. 

What other ideas/strategies do you have to reach more investors to raise more capital?

 Dan, this is a great practical example of what I always advise people to do - figure out how to get into the rooms where you are the only person there who knows anything about real estate.

It's totally pointless to be in a room full of other real estate investors who are also looking for money for deals.

You want to be in a room full of people with money and no competition from other real estate guys.

So, skip the REI and BP meetings and join the country club or the local Chamber of Commerce or a BNI group. Figure out where the local business people hang out and hang out with them.

Don't pitch your deals to them.  Just talk to them about what you are doing.  Talk about it with passion and excitement.  

What so many people here don't realize is that rich people have a unique problem:  what to do with all that money.  Good investment opportunities are few and far between.  Good investment opportunities run by trustworthy people with integrity are even fewer.  And good investment opportunities run by people with integrity with whom those wealthy people have personal relationships are even fewer still.

That's where you want to be:  the trustworthy real estate investor with integrity, who is the only real estate guy in a room full of rich people he knows personally, with no competition from any other real estate guys.

Go find those rooms.  They exist.

REI meet ups are great for learning from other investors. But if you want to find money for deals, you need to go elsewhere.