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Welcome:
Raise Smarter Capital: Insights THEY Didn’t Teach You
B. Wayne ‘BW’ BarkleyPPM Capital ExpertE: [email protected] Twitter @ppmexpert
Value of a PPM Capital Expert:
Smarter Fundraisingby
Empowering Startups
Lowering Costs +
Effective Education+
Overcoming Challenges+
Removing Risks
Challenge:You CAN’T find investors.
orYou DO find investors, but CAN’T close deals.
Solution:
LEARN to find! &
LEARN to close!
Why Failure:
MISSING / LACK OF
ACTION / DOING!
(Mitigates Risk of Failure)
“Know how”Tools
ConnectionsMoney
Natural talentLuck
All the Above
Simple Secret:It’s…
Common Knowledge… but 99.9% Missing. Considered Unimportant. Underused and Misused.
Grossly Neglected.Misunderstood.
Undervalued.Misdirected. Forgotten. Not Honed.
It’s…DEEP BURNING DESIRE
YOUR STORY (Speak it!)
Money-Making
IDEAYOU BRAIN
TRUST*BUSINESS
PLANPPM INVESTORS!
D E E P B U R N I N G D E S I R E
Preparing for Investors: Six Steps
*You cannot be a one-person operation. Recruit your ‘above & beyond’ team NOW.
What Investors Want:
To allocate as little money as possible, and make 10x ROI tomorrow,
without any risk.
The IRRESISTIBLE Reward.
Add “The Dream” Ingredients:
Specially selected. “Exclusivity” Makes a Difference. “Feel-Good
Investment” Inner Circle. “Ground-floor level” Long-term relationship. “ROI Forever”
Shift: Mentality There is money everywhere. Everyone is an investor. There is no such thing as a permanent ‘NO.’ A deal can be closed at any stage.
Fundraiser aka Closer:
Professional Fundraiser aka Master Closer:
“any person with the ability to TALK a qualified individual into allocating funds to a worthy project.”
“any person with the ability to TALK qualified individuals
into repeatedly allocating funds to a worthy project regardless of circumstances.”
Ceaseless creative & original persistence is a by product of
DEEP BURNING DESIRE
Your Target Audience: Big Hearts – they buy YOU Big Dreamers – they buy your STORY Big Greed aka Risk Takers – they buy UPSIDE
Avoid Opposites
BIG HEADS: analytical, detail oriented -- CPAs, Attorneys, Engineers, Cynics. Overage of questions and demands.
REALISTS: people who are very practical – non believers.
CONSERVATIVES: too careful, cautious and fearful.
Over Analysis = Paralysis.
Super Niche: Revealed HOW?
Never play to the exception. Stay focused on your target investor.
Super Niche Example: widowed 60-65yo women active with a non-profit… and do not have (or communicate with their) children.
Common Super Niche Characteristics (to name a few)
alone / isolated / introverts little if any family ties retired / work at home invests ‘here and there’ often self-made, self-employed, entrepreneurial opponents of Big Brother proponents of Free Enterprise / capitalism spiritual / new-age / ‘different’ / ‘unusual’
Get Empowered: Learn Investor Updating: Robot / Text Messaging /
Fax / Emails / Conference Calls. Closing Techniques: Take Away / T.O. /
Contest Close / Check Close. Finders: Finding / Qualifying / Managing /
Motivating / Compliance. Tracking Progress / Self-Motivation. Handling Disgruntled Investors. Avoiding Strokes & Flakes. Buying/Using Lead Lists. Writing Effective Scripts. Referrals from Investors. Credit Card Acceptance. Prospect Peking Order. Reloading Investors. Equity for Services. Avoiding Burnout. Regulator Issues. Road Shows. And more.
Become the Best: Grow
Talk the Talk• Learn to find investors• Learn to qualify investors• Learn how to use the supporting tools• Live & think like a Master Closer
Walk the Walk• Pitch the various pitches• Ask for the money & close deals• Maximize your investor database• Become a Master Closer• Do everything yourself!
A.S.K.
Attitude. Skills. Knowledge.
Your Formula for Success!
Your Speaking Tools:Front Script: FIRST CONTACT! (required)Verify/Jack Script: SECOND CONTACT (optional)
PR Form: CLOSING TOOL #1 (required)
Closing Script: CLOSING TOOL #2 (required)w/ Book Close: CLOSING TOOL #3 (required)w/ Website(s): CLOSING TOOL #4 (optional)
Nos. Pitch (for ‘NO’s): CLOSING TOOL #2 (optional)
All TrustLinked PPM clients receive more than a dozen proven sales tools needed to find, qualify and close deals with private accredited investors.
Game Changer!
JOBS Act
Blessings Mass Advertising General
Solicitations
What once was illegal is now legal!
ETA: 4th Quarter 2012
Get Ready. SEC Rules Change Soon. Tools Required for Success:
Fax & Website too!Ad Campaign(s)Leads: In/Out/FieldScripts: Front/ClosePR FormFile Management SysShipping Service TrustLinked PPMSecurities Counsel
