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Your palms are sweaty, knees
weak, arms heavy, what are you

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doing? You are about to make a
pitch to an investor. And you're

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a little bit nervous. Well,
these are some tips that should

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help you make that process of
selling your Regulation D

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security a little bit easier

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I've been right there with you.
I've been in your shoes about 10

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years ago, I did my first deal.
And I sat across from my first

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prospect to invest in my deal.
Now what happened to that? He

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didn't invest. That's not the
point. I got back up on my feet

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pitched another person, and they
invested a lot. So there you go.

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So these tips are here to help
you hopefully, get over not only

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that anxiety, but kind of put it
in context. How are you selling,

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because at the end of the day,
we want to do a, we want to be a

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syndicator, or we want to be a
fund manager. But a lot of the

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job also does involve selling no
matter what you think about

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selling and seller salespeople.
You're still selling people.

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Yeah, there's a fear of
rejection, there's this thing

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that happens in our guts. I
don't know why. But somehow we

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get nervous by it. So let's go
through some tips to make it the

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process a little bit easier. And
my last tip is probably going to

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be for me, it's the most useful,
it's like, wow, that's a big aha

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moment. And I hope it will be
for you, too. But let's get

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started with with all these
tips. So that first tip is know,

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your offering. Gotta know your
offering, because that's what's

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making you nervous, you're
making you're nervous, you're

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gonna say something really
ridiculous, like, No, you're

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never gonna get your money back.
Or no, it says that you've got

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all this and that's you find out
you didn't and then suddenly you

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look like a like a complete
idiot. You got to know your

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offering. So what does that
mean? Read all the marketing

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material you've got because you
don't want to be caught off

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guard, read the BBM read the
operating agreement, you don't

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have to know every little legal
nuance in there. But you got to

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know what it's doing. You got to
know about the underwriting. I

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had a partner long ago, who
every single time they would

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pitch somebody, my phone would
ring. And it was a question that

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was so obvious, if they had just
spent a single time like looking

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at something they would have
known the answer to, I didn't

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work with that person again. So
don't do that. You got to know

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the offering. You gotta be or
you just look like a complete

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idiot in front of everybody. So
just know it. Little mistakes,

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fine. Just know it. And if you
do make a mistake, or if you

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don't know something, just say
it, just say, Oh, I made a

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mistake there or oh, you know, I
don't know that. Let me find

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out. And I'll check with you.
And I'll get right back to, you

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know, something like that.
Nobody, that's totally

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legitimate thing to do. So
you'll feel a lot better. If you

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just know, you can make a little
mistakes, you can make things

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just don't like, think you have
to know everything, but try to

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know everything. And if you
don't admit it. Number two,

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highlight your fat founder
investment theory is the most

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critical thing, it's the most
critical sales tool that you

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have. This is your reason for
talking to this person. You want

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them to buy into the story of
your founder investment theory

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for them to invest. If they buy
into the story, and they trust

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you, they will invest. If they
don't invest, there's a mismatch

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between what they're looking for
and your founder investment

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theory. That's just not it's
just, it's just not the right

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fit to use the same word, right?
So it's not the same thing. And

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it's okay, if that happens, but
highlight your fit. That is your

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crutch that is your best tool
for selling. Plus, it's easier

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to remember, right? So it's easy
to remember what your founders

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investment theory is your reason
for doing it. The story behind

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it, it's harder to remember like
new numbers. Number three,

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understand your investor. You
got to know what they're looking

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for. Are they driven by cash
flow? Are they driven by

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appreciation? Do they want some
crazy exciting thing? Or do they

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want something very safe and
simple? Understand what they

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are? Find out what they've done
before find out what they're

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investing in. Right? Find out
what those things are. If

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there's somebody well known,
then there's probably media

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about what they like and what
they're you know, do Get to know

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that person before you get to
know that person as much as you

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can visit their LinkedIn page at
the very least, why not? All

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right, next one is similar to
what we're talking about. Be

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transparent. Be honest, tell
people what the truth is, you

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know, little lies, they show up
real quick, big lies, they show

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up even worse. So just be
transparent. If you don't know

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something, say you don't know
it. And then that you'll find

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out and get right back to them.
If there's a problem in your in

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your offering, if there's some
big hairy problem with it, let

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people know what friend this is
what it is, and fine and explain

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why it's still a good
investment. Explain why it fits

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into your founder investment
theory. Be transparent. Prepare

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materials. Materials are a great
crutch. So if you got a slide

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deck, great, that's a great
crutch is a great thing to weigh

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to remember where you're at.
It's, it's one of the ways to

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really be prepared and show up
like a professional. I've talked

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about that a lot on these
videos, is showing up like a

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professional shows the them that
you are to be trusted. It shows

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your your prospect hey, look, I
know what I'm doing here, I'm a

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pro, you're in safe hands. This
is why it's good for you want to

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come along for the ride. You're
welcome to practice. Practice

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pitching, gets it get your
spouse, your, your dog, your

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anybody and just practice
pitching it to them. The more

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you repeat it, the more the
words that are a little bit

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complicated, not the words that
that you have a problem

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pronouncing and like kind of
thing, but how they all fit

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together in the story, it comes
together in a more natural way.

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So practice it is just practice
it five, six times, practice it

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in the car, hey, what am I what
bla bla bla bla bla bla, right.

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So practice. Next, discuss the
framework

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you need to know a little bit
about securities rules, you need

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to know if it's a 506 b offering
or a 506 C offering if it's

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under Regulation D if you can
have only accredited investors

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and if they're accredited that
they need to be verified or not.

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Whatever those things are, you
need to know what those are. You

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don't need to know the nuances
of it. You don't need to know

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the intricacies and what went
wrong in 1935. And how we don't

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need to know those things. But
you need to know the basic

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framework that allows you to do
this. So that way, if it comes

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up great, or if there's any, any
reason for you not to be

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confident in talking to them,
you need to know what those are,

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so you can feel comfortable.
Next, this is a biggie. Showcase

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your team. Highlight all the
people that are working for you.

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They're the people that you're
also leaning on. You're leaning

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on your experience on your fit,
but also your team. So why your

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team is the best people to earn
the trust of your investors

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money. It's absolutely critical.
external parties are common to

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us too. So property managers, a
lot of people include me when

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they hire me in their materials
as well. It's fine with me. You

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know, as long as they don't say
Tilden Moschetti said, this is

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an amazing deal. And you have to
invest it, which I don't say. So

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showcase your team. Follow up
promptly. And often. So let

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people know that you'll be
following up and then do follow

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up. It shows that you're a
professional. But it also makes

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sure you stay top of mind and
are right there. Be prepared for

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rejection

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my first pitch rejection,
there's other videos about that.

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It's actually the development of
the federal investment theory

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was came a lot from that first
rejection. So good things happen

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out of out of rejection. And you
know what, it wasn't really a

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rejection. It was very nice. You
didn't say you're a jerk get out

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of here. It just says that's
just not for me. Which is what

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99.999% Of the people that
you're talking to are and the

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ones that are the ones that are
real jerks to you. You don't

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want them in your investment
anyway, so who cares about that?

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All right, and now the big
important one that I want to

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talk about. So we're gonna
switch back to full screen mode

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here. Here's the big lesson too.
So as listening to a podcast

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with Dr. Ian Robertson. So Dr.
Ian Robertson is a neuro

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neuroscientist. He is a clinical
psychologist. And what he does

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is he studies the brain. And
really his memory of interest is

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where that brain that structural
piece meets with the emotional

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part, or the mind part, right
where that that crosses the

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line. And he was talking about a
very interesting study by Alison

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Brooks out of Pittsburgh
University, and Alison Brooks

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had an idea. So it's been known
for quite a while that the

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emotions of fear, anger,
anxiety, and excitement and

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happiness, extreme happiness,
all have exactly the same

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physiological mechanisms. So you
can look at like an EKG, you can

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look at brainwave patterns, and
they'll look exactly identical,

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whether they're angry, or
they're happy, whether they're

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excited, or they're anxious,
right, there's two those

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different things. So what
Allison Brooks did is she did a

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study where she created and this
sounds like a torture study to

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me. But in this study, she puts
people up on stage. And she

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gives them a very, very hard
math problem that they have to

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solve in their heads in the
audience, is very critical group

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of people. So they're actually
the researchers, but they're

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trained to be very, very kind of
mean and critical. Like, you

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know, making mistakes is not
allowed, all those sorts of

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things. Now, that certainly
makes people will make somebody

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anxious, because you don't want
to look like an idiot in front

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of all these people. You know,
they wanted to put it make it

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even worse, put the girlfriend
in the audience too. And so now

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they really have to do it, oh,
my God, they're gonna be so

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nervous. Now, to make it worse,
right behind them displayed is

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their EKG. So their heart rate
is being displayed to the whole

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audience to make it just like
the stato fear thing, right. So

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what they did is they had the
people come up, they would give

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them the math problem. And then
they would the, the participant

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would say, either, I'm very
anxious about this, and then

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start working on solving the
problem. Or they'd say, I'm very

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excited about this. Turns out
the people who say that they're

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very excited, solved it much,
much, much faster, and had a

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much more pleasurable time than
the people that said, I'm very

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anxious about it. Now, nothing
else was different. The math

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problems were the same, the
level of scary stuff out there

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was exactly the same. The only
difference was how they labeled

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it vocally to themselves. So
when you are about to do your

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presentation, be excited. It's
an exciting time. I mean, when

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you have a prospect now in front
of you, who you're either going

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to learn from, you're either
going to learn about how to

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pitch from right, that's just
like my first mistake, my first

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pitch, I learned a lot from it,
I developed a whole theory of

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investing out of it. That's what
comes out of failure. Not

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something really bad. So be
excited, because you're either

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gonna walk away with money, or
you're gonna walk away with a

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great lesson. Now, my name is
Tilden, Moschetti. I am a

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syndication attorney with the
Moschetti syndication Law Group.

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What we do is we help
syndicators, investment funds,

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things like that, to raise money
by helping them with their legal

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documents. So we do the PPM the
operating agreements,

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subscription agreement
questionnaire, but beyond that,

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I'm also there as a consultant,
I need my clients to be

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successful, I really, really
want them to be successful, not

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only because they keep hiring
me, but I think that's how I can

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add good and value to this
world. So it's very important me

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that they're successful. And if
I can do that, by contributing

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to their success, that's
fantastic. I love when my

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clients call me and say, we just
closed, we just finalized this

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deal. We raised these investors,
you know, are they we've closed

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our deal out, it's been fun, we
return their money, and we made

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them more than than we thought
we would. I love those stories.

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It's great. It fills me up. So
that's why we make sure that we

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give the advice. If you take it
fantastic. If you don't take it,

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that's great too. It's up to
you. But what we do is make sure

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that you have that information.
So again Tilden Moschetti

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00:14:40,170 --> 00:14:44,490
Moschetti syndication Law Group,
visit our webpage if we think

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00:14:44,490 --> 00:14:48,210
there's a chance we can help you
just give us a call setting up

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00:14:48,480 --> 00:14:51,090
an appointment, and we'll go
through what you're working on.