10 things I learned from raising $1M in two weeks
1) Partner w/ Experts (Credibility) - Partnering with someone that has a track record helps a ton. My credibility as a person yes but had I said this was my first project, I'm sure my success would not have been so swift.
2) My Learning & Development - I became an expert on the market, project and team by talking w/investors, reviewing everything on the deal deck, going to the property (3hrs away), talking w/the current property manager, going into the units and reviewing the property, surrounding neighborhood and validating what I knew about it already. I got better the more I discussed it by researching and answering their questions. More confidence led to more closings w/investors.
3) Great project is key: The market, deal and team was so compelling I did not have to feel like I was selling something. It was more discussing logically in these 3 key areas why the deal makes a ton of sense. Do not sell that's a turn off for about everyone. Be confident, logical and ask.
4) Contact list established in advance - My contacts list had 150 folks that I felt had the means, might have an interest that took about 3 months of accumulations. I did not know if they all were accredited but that would not stop me from having a high level conversation to gauge interest, then could ask that question before more details needed to be shared. Network and grow this list continually. It's dynamic, folks are dropping out and I'm adding more as I learn about them.
5) Relationships are key. I had 3 main buckets (former work contacts, friends and family; local MF group; and BP network). By far, the best source were people that had a longer relationship w/me in some capacity. BP ironically was not the best source for me. Building relationships and trust take time and physically seeing the person I think helps.
6) Raise 20% to 30% more than you need. Life happens between someone saying yes and 30 days later when they have to wire funds. Be honest with people when you are taking backups. You cannot guarantee they can get in but remain hopeful w/them. If you have a big investor who is putting up say 30 to 40% of the money, keep them very warm and raise 50% more money just in case. It just takes one sneeze to put you back in hustle mode w/a big investor de-commit.
7) First Come, First Serve - I made sure that in my communications they understood that this was an exclusive opportunity, only for them, confidential (after I knew that they were accredited) and most importantly, a First come, First serve opportunity. This helped them come to conclusions and take action sooner. Incidentally, once they knew I had raised $1M, my closure rate and investment amounts were higher. I believe psychologically that folks felt they may be missing out.
8) Referrals - It's a good idea to ask for a referral especially after someone commits. I had a couple friends in my neighborhood and the lady told me during the meeting had just got her yearly bonus. When I heard that and only after they gave me a verbal commitment did I ask if she had another doctor friend that might have an interest. I have a meeting w/her referral on Monday.
9) Timing is everything. I have a lot of great folks in my network that are accredited and have the means, but something was happening in their life or w/their money (unwinding an investment that would take time; just invested in something else; job change, etc). Even if you know that, I would try to get some time w/them so they knew what I was doing and get them interested enough to put them on my warm list for the next deal when timing is better. It will be easier after every deal IMO.
10) Total Focus / Family support - This was one of the most intense experiences of my life for this long of time. For two solid weeks I ate, slept and thought about how I was going to get there. I actually lost weight and got very little quality sleep. You must have a great family team unit and situation around you so you can totally focus on money raising. If you have not raised money before, make sure when you start the clock your family unit knows what to expect. Do not try to raise money w/distractions. It's total focus, communications, scheduling coffee meetups, phone calls, email followups. Verbal commits need to know the next steps, communicate and keep them warm as they need to review and sign the PPM, wire money and in some instances you may need to advise on where they can setup a self-directed IRA. Help them get to the finish line. Make it easy.
This is not exhaustive, but was curious for those who have gone down this path what else you may have learned so we can continue the education process for others. Just thought of a 11th one, networking never stops. Like a radar, I'm seeking out opportunities to put myself into harms way and share w/other what I'm doing so they may be a future investor.