Mortgages & Creative Financing

How to Get a Series of “Yeses” When Raising Money For Real Estate Deals

Expertise: Business Management, Commercial Real Estate, Landlording & Rental Properties, Real Estate Deal Analysis & Advice, Mortgages & Creative Financing, Personal Development, Real Estate Investing Basics
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So you’re trying to raise money from private individuals to fund your next house flip or multifamily buy and hold? Good for you!

But make sure you get a series of “yeses” so you don’t strike out and exhaust your personal network prematurely.

The Mistake That Leads to Dead Ends

Many newbie syndicators make the mistake of trying to get a potential investor’s commitment to invest too early. I’ve seen too many eager syndicators approach their circle of influence like this:

“Hi, Frank! I’m getting into apartment building investing, and I’m looking for investors. The minimum investment is $25K, and you can get a 10%-15% return on your money. Are you interested?

The problem with this approach is that it’s too direct and will likely lead to a “no” that then becomes a dead-end. And you only have a finite number of people in your circle of influence. You don’t want a series of dead-ends; you want your circle of influence to introduce you to as many new people they know as possible.

You want to EXPAND your circle of influence.


The Better Way to Get to a Series of “Yeses” to Expand Your Circle of Influence

Instead of going for the close early on, try to get introduced to as many people as possible. Focus less on the money-raising part and more on building new relationships.

Related: The One Simple Thing Required to Raise Unlimited Money From Private Investors

Here’s what this conversation might sound like when you speak with a friend or acquaintance:

“Hi Frank, I’m getting into apartment building investing. I think it’s really going to change the life of my family. Would you mind taking about five minutes so I can tell you more about it? I’d really like to hear your feedback!”

Your friend will probably reply, “Sure, whatcha got going on?”

Now you have your first “yes.”

You might continue, “It’s pretty cool. I’m looking for buildings with about 15 units, and I’m going to buy it with investors. The minimum investment is $25,000 per investor, and they’re getting a 10%-15% return per year on their money. They can invest with cash, of course, but also with their IRA or 401(k). Would you happen to know someone who might be interested in a five-minute phone call to talk about this more? [Even if you don’t think they have the money, they might know someone.] So at this point I’m just looking for anyone you think might be interested in taking a phone call with me.”

Your friend might say, “Yeah, I might be interested!” And BINGO, another yes.

Or he might say, “Well, my boss might be. He’s been talking about investing in real estate, and I think he bought a rental a little while ago.”

You: “That’s great. Would you feel comfortable in asking him if he’d be interested in a five-minute phone call with me?”

Friend: “Sure, I don’t think that would be a problem.”

Another yes.

Instead of asking for any kind of financial commitment, all you’re asking for is a five-minute phone call. Because they presumably know and trust you (at least to some degree), your friend or acquaintance will do you a favor of introducing you to someone else they know who might be interested.


Related: How Do I Raise Money for My Deal? Considerations Investors Should Take Into Account

Even if they think that person doesn’t have any money.

Remember: you want to expand your network. That’s your priority.

Then you might ask your friend for another referral. As many as they can come up with.

Always follow these steps:

  • Don’t discriminate against anyone.
  • Talk to everyone.
  • Always ask for referrals.
  • Follow up with every referral.
  • And then ask every referral for other referrals.

If you follow this approach, your sphere of influence will ALWAYS keep growing. With persistence, you will eventually raise as much money as you want.

What has been experience in raising money?

Let us know about your struggles and successes with a comment!

Michael Blank is a leading authority on apartment building investing in the United States. He’s passionate about helping others become financially free in 3-5 years by investing in apartment building deals with a special focus on raising money. Through his investment company, he controls over $30MM in performing multifamily assets all over the United States and has raised over $8MM. In addition to his own investing activities, he’s helped students purchase over 2,000 units valued at over $87MM. He’s the author of the best-selling book Financial Freedom With Real Estate Investing and the host of the popular Apartment Building Investing podcast Apartment Building Investing podcast.

    Curt Smith Rental Property Investor from Clarkston, GA
    Replied about 4 years ago
    Hi Mike, glad you mentioned Syndication. You captured but one issue, going too fast. I still feel (for the interests of a short article) the example was still way too fast. Needing to cover Accredited investor status, the 10% rule or is it not in play etc etc. Much more. New folks don’t have any understanding of what constitutes selling a security. Your example inferred “pooling” of funds from many investors. Also that investors are probably passive (not actively managing the business). For other readers, you might read the two “related links” the scratch the surface of what is a security, how to advertise… An SEC Attorney is a good source of what these details are. You can google: Jilian Sidoti . She’s easy to find on the internet and offers lots of talk for free,.
    Ryan Butler Wholesaler from Washington, District of Columbia
    Replied about 4 years ago
    Curt, what is the 10% rule you mentioned? I’m not familiar.
    Karen Rittenhouse Flipper/Rehabber from Greensboro, NC
    Replied about 4 years ago
    Hi Michael: The number one asset an investor needs before trying to raise private money is success. It’s pretty hard to get anyone to commit to lending money for a dream. And those 10-15 percent returns from a newbie can be optimistic without some concrete examples to back them up. Conversations about plans and asking for input is a great way to start the conversations. I’d wait until later in the process to bring up the “needing money” discussion.
    Zanovuyo Xoko Investor from Sandton, Gauteng
    Replied about 4 years ago
    Thank you Mike its as if you knew my challenge going for the kill has been my problem.
    Steve Dinges
    Replied about 4 years ago
    May I just say Karen Rittenhouse said it best. Having successs first is key,then the money comes it seems. It is all about the ice breaker and who that will be and how much skin you got to throw in the game!! You got to find the killer deal with a slew of equity, then they will come from everywhere to be your friend. Those are hard to find these days! After we experience this next bust that is coming, they will be around!
    Ken P. Rental Property Investor from Northville, MI
    Replied about 4 years ago
    Two questions I would ask a potential lead investor who was soliciting funds; 1) What is your previous experience and demonstrated success with this type of project? If you don’t have experience with this exact type of project, what have you done that’s similar that makes you believe you will be successful with this new type of investment? 2) What is your previous experience as a passive investor in this type of investment? Those are the same things I would bring to the table before asking people I know to trust me with their hard-earned money. It’s all about the track record. Even if it’s not in real estate, I want to know that a potential lead has done big and complex undertakings well.
    Mary B. Real Estate Investor from Lansdowne, Pennsylvania
    Replied about 4 years ago
    This blog is priceless. Thanks a million, Mike. Kudos, Mary
    David White from Edgewood, Maryland
    Replied about 4 years ago
    Great article. I enjoyed reading it. I’ll have to revert back to this article when trying to network with others, let alone raising money.
    Andrew Syrios Residential Real Estate Investor from Kansas City, Missouri
    Replied almost 3 years ago
    Very good article! I think a lot of people are just afraid to say what they do and then ask if others are interested when it comes to raising private money.