Strengthening Investor Relations

It’s in a way something that I think I’ve just always kind of done naturally but when you look at it, you know, closing a deal, bringing someone’s equity into the picture or just establishing that relationship. I think it take a certain, maybe not even necessarily amount of skill but an amount of awareness. One phrase that I like to use that I took from someone who is really good at marketing on LinkedIn. Actually, Joe Applebaum, he always uses the phrase; “If you're going to be selling, you’re going to be smelling.” In this world of business, in this world of life, really, in building relationships, you have to kind of take a look at the idea of what can this individual do for me now versus what can this individual do for me for life? I could say it’s something that personally I find a challenge that you have to work on every day, you kind of get stuck sometimes thinking about now, now, now — closing this deal now. The more you’re able to make it a habit to think about, for example, you and I just kind of meeting for the first time right now, Whitney. You know, looking forward to the next 10 years of us knowing each other. 20 years or whatever instead of looking forward. All right, this episode’s going to go out on September 15th, okay bye. Some people actually do have that mindset and I can’t speak for the level of success that they have. Maybe people are successful in doing business that way. I have just found that when you meet someone for the first time, when you’re interacting with someone for the first time, if you have that idea of can I sit down and have dinner with this person for the next 10 to 20 years? Because a lot of the times, the deals that we’re going into in this industry, you know, sometimes they last that long. I guess that’s a brief breakdown of the approach that you want to have in regards to getting someone on the phone and talking about a deal with them is always, when you make that first impression, get ready to at least anticipate a long term relationship with the individual.

Listen to full episode:https://lifebridgecapital.com/2019/09/ws329-strengthening-investor-relations-with-adam-carswell/

I think again, what I found most successful is it’s always best to – if you are going to maybe present a deal or talk about a deal to an investor, to make sure that you actually have something in advance before even thinking about mentioning it so if I’m at a networking event for example and I know that, for example, right now, we have a workforce housing deal syndicatio. I can’t think of any time that I just walked up to someone and say, “Hey, we have a deal.” You know, I talk to them, I get to know — actually, you know, you prioritize what their why is, you prioritize what they’re interested in.

In my opinion, you — really just keep it as casual as possible. Obviously professional but casual and just say something like, “Hey, you know, we’ve got this offering going on right now, would you like to take a look at it?” I’d say, more than 9 times out of 10, 9.5 times out of 10, the individual, if you’ve built that report, if you’ve taken interest in what gets them going first, they’ll say, “Sure, go ahead, send it over,” and then from there, more questions will hopefully come and once those questions come, you know, because I’m still relatively new to this industry to begin with, Hunter and Michael who I work with have a lot more experience so I’ll go ahead and say these are great questions, would you mind hopping on a call with Michael or Hunter? Thankfully, those two guys have a lot of respect with the industry so again, usually the individuals like, “Yes, please, I want to talk to these guys.” I’d say that’s really how my approach has worked and I have no reason to – I want to improve it but changes a – I don’t know which ones I’d make right now, it’s gone pretty well.

Listen to full episode: https://lifebridgecapital.com/2019/09/ws329-strengthening-investor-relations-with-adam-carswell/