Table of Contents - #FreeFlowFriday: Show Don’t Sell with Dave Dubeau
Welcome to Free-Flow Friday, powered by the Property Profits Real Estate podcast, I'm Dave Dibble and I'm very excited to give you an over the shoulder learning experience around raising capital, as well as other tips, tricks and strategies to help you on your real estate investing journey. So let's start let's discover together again it's Dave Dubow with another raising capital concept for you today and today I want to talk about show. Don't sell what I mean by that. Well, a lot of us, when we start raising capital, we think we need to sell people on the idea of investing with us. We think we need to be, you know, like the movie Glengarry Glen Ross, where Alec Baldwin is pounding it into the sales guys. Always be closing, always be closing, grind him, do whatever you need to do to sell the deal. All right. I think that's a bad idea when it comes to raising capital for several reasons. First of all, most of us are not naturally gifted salespeople. So if you're in that lot and you don't feel like learning about all those manipulative high pressure type sales tactics, you're going to love this. If you are a gifted salesperson, you should love this, too, because it makes your life so much easier. And what I'm talking about is let's educate people about what we're doing with real estate investing instead of selling them on it, educate them, allow them to make their own educated decision as to whether it makes sense for them or not. All right. So what I always recommend for our clients is let's do what I call edu taining, marketing, educating, marketing. What does that mean? It's a little bit of education and hopefully a little bit of entertainment to make it enjoyable to consume for the other person. And then that is going to get people, if we have a good call to action, that's going to get people to self identify, raise their hand and say, hey, I'm interested. Tell me more about this. And then that's when we can show them about our deals and we don't have to sell them on the deal. We can allow them to make their own mind up if it makes sense for them or not. And we can also see if they make sense for us or not because it's a two way street. All right. So we want to entertain people. The job of our marketing when it comes to tracking versus raising capital is to compel people to reach out and book a meeting with you. That's the end goal of all of this marketing. It's not to try and sell a deal, per say, is to sell the other person on the idea of meeting with you. That's the whole goal. And if that's a goal, then we don't have to push it as hard as traditional sales say we would. Does that make sense? All right. So we want to entertain people. Here's why we want to entertain people. And we want to keep it high level, we want to keep it pretty light, and this is the fact. Ninety five percent of the people that, you know, outside of real estate circles have never purchased an investment property in their lives. Their own house doesn't count. All right. So chances are the vast majority of people in your prospective investor contact list are not really up to speed on real estate investing. And quite frankly, they don't want to be. All right. So a big mistake I see a lot of people making is when it comes to the market, they overeducated. They just make it to data intense, too many charts, graphics, all this kind of stuff, because we're really into real estate investing and we think other people should be as well. What we should do instead is understand where they're at and meet them, where they're at right now, psychologically. And right now, where they're at psychologically is they really don't care about real estate investing. They might be interested in a way to get a better return on their money, but it really doesn't matter to them what that is. So what we want to do is we want to educate people about what we're up to and we want them to understand that we know our stuff. And that is the beauty of effective investor marketing. All right. So, again, remember that show people when we show people what we're up to and we make it educating, then we don't have to sell them on what we're doing. All right. If you like this idea, if you like the idea of attracting investors and their capital to you instead of chasing after them. And I'd like to invite you to join me at one of my upcoming one day virtual workshops. You can find out all about that. Grab a ticket at Investor Attraction Workshop dot com or click on the button on the screen. Take care. Talk to you next time. Well, hey there. Thanks for tuning into the Property Profits podcast. If you like this episode, that's great. Please go ahead and subscribe on iTunes. Give us a good review. That would be awesome. I appreciate that. And if you're looking to attract investors and raise capital for your deals, that may invite you to get a complimentary copy of my newest book right back there. There it is, the money partner formula. You get a PDF version at investor attraction book, dot com again, investor attraction book, dot com ticker.