Ep 525: Raising Billions With Brad Blazar

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[Music] hey welcome to the Hess podcast I'm your host Dan Martinez today I have a special co-host Kyle Thompson and we have a
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special guest Mr blad Brad
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Blazer Brad Blazer Brad there you go alrighty everybody it's great to be here
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with you guys hey Kyle hey Daniel so we actually had the the we actually met you
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two weeks ago in Phoenix Arizona we had an amazing time and uh one of the things that you said Is You doing podcast so
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here we are I have a podcast 500 episodes and we're we're going to have some fun here today I'm excited love it love it so I see you
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have a two comic Club award for people that don't know who you are you can give people the 30 second 30 second sales
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pitch and we'll jump right into the podcast yeah you know I'm kind of known around the world as the guy that's raised over two billion dollar through
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uh my efforts and the efforts of teams we've LED and so we run a global platform basically coaching and
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mentoring people in about 28 countries today how to do one thing and I believe we do it better than anybody else we've
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ever met and that is how to attract how to raise and how to close capital from high net worth investors so that you can
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build by or scale your business or as I like to say do something big in life there you go so two billion is is a big
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number is is three coming up soon uh it is uh hopefully you know it's really
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interesting I have no idea how much our students globally have raised okay it's
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going to be uh you know well in excess of a billion as well we've launched hundreds of funds uh you know we hear
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from people that are raising tens of millions of dollars um so yeah I mean you know I'm still raising money
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actively myself I'm involved in deals um I'm really not you know raising money
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for quote other people like I was before but um you know it's just a lot of exciting things going on right now um
Chapter 2: The Journey to Capital Raising.)
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seeing a lot of opportunities in the market speaking on a lot of stages we're actually working on book number four uh
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which we hope to come out with in a couple months so uh you know that's being reviewed edited polished up um
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it's just about you know continuing to move forward and just continuing to do bigger uh
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things so you uh are you so you're about to a billion dollars what your students have raised across the board are do you
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have a kpis of like goals or you kpis of like uh total um funds raised for
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yourself and that point or like how do you keep track of this I feel like your skill set is definitely raising money but do you have like it's it's really
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hard because we have so many thousands of people today that have you know
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participated in our boot camps you know bought my books signed up for our coaching and mentoring launch funds Etc
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and you know it's not like everybody reaches out and says hey I just raised $10 million or you know hey we did this
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um the people that do stay in touch with us or that we do connect with pretty regularly uh we kind of do keep some
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metrics on that uh so I'm sure the number's probably a lot bigger uh than we think it is um but you know when
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you've got a global community of people that are actively out there raising Capital daily for all kinds of projects
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I mean we got people not just in real estate you know we got people that are raising money for things like Broadway shows major Motion Pictures Tech uh we
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got people obviously that are doing some pretty cool stuff in crypto cannabis U and so when you look at kind of this
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huge ecosystem of what I just call capitalist uh that number is pretty big
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but I think the real reason that you know we wake up every day and do what we do it's because I believe people have a
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need and a desire to do more in life and a lot of times they can't get that project or that big idea off the ground
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and usually it's just due to a lack of money you know they just lack the capital and uh it's unfortunate that
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when we wake up every day we're surrounded by pretty much all the money we need to do everything in life we want desire we just call these other people
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investors but uh they don't teach us how to approach or work with investors in Traditional School and so that's why we
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launched Capital School awesome Brad you're obviously doing this at a at a large scale scale can you quickly touch
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for um the audience on how you got involved with capital raising and and how you got started yeah sure you know I
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I kind of fell into it um I was actually growing up to be an architect and I went to college actually studying
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architecture and um you know in Austin Texas at the University of Texas there uh there a Longhorn I ended up going to
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work for a very small oil company I was in my fourth year in a 5-year degree
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program and just you know looking for a part-time job circling ads in the newspaper you know sending out resumés
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and lo and behold I got a call one day from the small oil company went in and after a couple meetings with the CEO he
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said look you know I'd love to hire you you can think fast on your feet you're pretty cocky little kid and so you know
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I went in between classes after school they showed me how to do do this they
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gave me structure they gave me list of high net worth individuals and so I just started code calling these people you
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know using the system that they taught me and uh you know was now raising millions of dollars uh you know between
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class after school and then I went to work for a second Oil Company doing exactly the same thing for them uh then
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after about two and a half years raising capital for others I went out in my own and printed up some letterheads some
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business card and at the age of 23 launched my own oil company and uh the history as they say it's amazing man
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it's amazing you're not many 23 year olds out there running oil companies right the first that that's
Chapter 3: Effective Sales Framework for Raising Capital.)
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incredible absolutely not uh I wanted to ask you if you can cover your sales framework and to whatever you
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want to cover to an extent because I know you have some Hightech information some high level information you protect
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but um one thing I got from the from your your live in person training was
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the sales process and Confirmation to make the offer you kind of cover what that flow is and I think that's it's
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very it's a very good topic to kind of like if anybody gets this one thing I think you should get this and I answer
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that question for me I think it's really good topic yeah um this is kind of what I call the the Golden Nugget of you know
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the session today uh because the biggest mistake that most people make when they go out and try to raise capital is
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they're in front of somebody that could be a potential investor they they got a deal they've got a fund or they got whatever it is that they're raising
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capital for and they start talking about it you know just too early in the process it might be in the first Meetup
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or it might be in the second and think of this kind of like a pitcher and a catcher right you're you're pitching
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your deal and the other person is the catcher and uh you know what they're naturally going to say after you pitch
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is hey it sounds like it could be a pretty interesting deal David can you send me some information so I can take a closer look at it and they're saying
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that because that is the next logical thing in a Time line that happens and so
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you know you send them everything and you follow up in a week or whatever and you get all kinds of excuses and what's
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really happening at a very subconscious level is that other person is really
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just telling you that they don't trust you enough to move forward in the process because you didn't invest enough time you got to kind of think of this
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like dating and so uh you know the best advice I give to people when it comes to raising capital is understand that there
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is a series of events that do need to to take place you need to build trust you
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need to create a relationship the way that we do that is we ask people a lot of questions but everything that I do is
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based on many many years of raising you know hundreds of millions of dollars taking all this knowledge all this
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experience and codifying that and then creating key Concepts and so you know a
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lot of times people hear me talking about these key fundamental concepts like the four step blueprint or the
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trust sequence or the validation phrase and you know much like Jordan Belford who's one of the top sales trainers that
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talks about his thing called the straight line method this gives people the road map and the blueprint so that
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in every interaction you're having with the potential investor you know exactly
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why you're there you know exactly what the outcome should be and so we always ask people typically after the second or
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third call what I call the validation phrase this teas me up so to speak to
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now pitch somebody on the next call and I just say you know hey David I've really enjoyed getting to
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know you buddy but like I've explained right now I just don't have a deal that I can openly discuss with you and the
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reason is I like to give my existing investors the right of first refusal on any new opportunities that come our way
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but here's what I'd love to do David I keep a list of people on my desk I'd love to add you to that list and just
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give you a call back in the future if I have an opening on something I think you get real excited about does that logically make sense you see when David
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says yeah please do that what he's doing is he's confirming that he's ready now
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to move to the next step in the process but more importantly he's now teting me up and he's asking me and technically
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inviting me to come and Pitch him so what do you think I'm doing the next time I'm calling David I'm pitching my
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deal yeah now I send the information then I follow up then I close and I just
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rinse and repeat that cycle so that's really you know the biggest mistake
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people make but it is a four-step process which is why I call it the four-step blueprint think of it as an
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introductory Meetup or an introductory call followed by a followup where you're
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just going real deep with the person the validation phrase the third calls the pitch and then the fourth call boom
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you're signing them up you're getting a check and uh you're moving the process forward to the next step you know yeah n
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that that was that was one of the biggest things that you kind of go through that process because a lot of people they kind of kind of blow their
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their opportunity to even pitch money or they kind of ruin that relationship because they pitched it too early without getting that confirmation that's
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it biggest mistake people make they pitch too prematurely I call it you got premature
Chapter 4: Strategies for Engaging High Net Worth Investors.)
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presentation girls don't like that no they don't no they don't but say um your
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biggest struggles were when you first started Capital raising versus now with your uh when you're more experienced and
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and doing this at the highest level I think I think the big difference was
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you know the the I won't say the
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grudging speaking to lots of people uh we were raising money from individuals
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back then you know these are the doctors the professionals you know that make a couple hundred grand a year you know
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might be worth a million two three million bucks what really changed things for me big time um was one of my friends
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in Austin who was actually a small boutique uh kind of a private wealth manager uh that was kind of watching me
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from the sidelines he said you know hey you're obviously successful you know here you are driving around in a nice
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Porsche you know you live in a nice home uh he said I think what you're doing might be suitable for some of the clients whose money I manage and so we
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met up we got together and he did his due diligence on me and uh he finally
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suggested you know hey why don't we co-host an event I'll get 12 to 20 my better clients together you know you
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kind of come in explain it is you do so we did that and um he did all the work he followed up with each family and in
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about two weeks he sent me $2 and A5 million and This little light bulb went off in my head and it said why am I out
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here fishing for minnows like I just landed a blue marlin so I got my sales team together and I said hey everybody
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we got to go out and find four to six more guys just like him and so what we did is we started focusing our marketing
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and building trust and relationships with the one person that could that introduce us to the masses and so that's
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another concept that I talk about that's a little bit more advanced it's really designed for people that have a little
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bit of a track record that you know have raised some Capital before but the concept of marketing to the one to get
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to the masses is realizing you know these Ras these small boutique private
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wealth managers manage hundreds of millions of dollars for the same families that we're trying to get in
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front of and so if you can build a relationship with that one or maybe a small office of two or three boom
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they'll open up their whole damn Network to you and invite you into that Network
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and now that can easily become a five or10 million relationship and so you now
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have the ability to maybe 3x or 5x your Capital racing over the next 12 months
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by simply focusing on this more advanced strategy that we talk about so you mentioned Ras I've never heard of a IR
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Ria till I went to your event so I know a lot of people are going to be lost that can you kind of explain what it
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means and what they do in the marketplace sure you know most people are familiar with the term financial advisor you know stock broker register
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rep so in the financial services industry we have people that are called raas that stands for a registered
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investment advisor think of them as wealth managers money managers they're not like Brokers that are transactional
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based meaning they do not get paid commissions to buy or sell Securities they're more an allocator people come in
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they give these wealth managers their money to manage and they're simply allocating money and moving it around
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based on things that they see might be a shift in the economy might be inflation might be interest rates so you know
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they're always looking for places to park and alate capital too but the best
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thing for the person raising Capital I.E us is they don't charge commissions so
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they get paid by their clients to manage their clients money and so they become
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really really great strategic allies because if they know like can trust you they can allocate some of their clients
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money to your fund or to your deal and that's how we build these strategic
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relationships but an RA stands for registered investment adviser they're just advising people on their
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Investments and they're really kind of that the the upper end of what we call Private wealth management
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firms no it's good I have I have a personal stuff that came up U with a
Chapter 5: Advanced Techniques and Overcoming Challenges.)
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information bias so we're talking to somebody in our network over the past couple days and he said people with
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money know what they have so they try and control a large portion of deals and
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try and get more equity and we me my me and my partner were kind of thinking
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like hey I think it goes the other way where if you have a good plan that produ good Roi you can control and produce
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good Roi so I think it's kind of like information bias I want to ask your opinion on it because this is a conversation we're having with one of
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our one of our friends literally uh yesterday so I your opinion on on on that because I know you've dealt with a
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lot of situations with people with high Capital that worse and what they want out of deals out of
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transactions I think that when you're dealing with larger investors that are
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bigger check writers to some degree not all the time but to some degree they can
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negotiate or dictate the terms you know if you're doing a deal and uh they like
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it they might push back a little bit and say you know hey we're looking at investing million bucks like you know we're not investing 50 or 100,000 like
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most everybody else and so you know we don't like the fee structure okay great
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well let's do a JV or let's do a little sidecar deal you know what's within the
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realm of what you do like and so those larger you know investors you know that
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might be a family office or it might be a Institutional Investor you know I've
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raised money from institutions before they're going to push back a little bit and so it's kind of a more negotiation
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to you ultimately work out a deal that's amicable to both sides yeah when you're raising money from what we traditionally
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call retail High net worth investors these are typically what we call the
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accredited investors right that business owners the entrepreneurs but as you start notching up the ladder and you
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start raising big money that's where it's more negotiated as it relates to
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the terms of the investment oh that's good that's good it's a different it's a
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it's a it's a information bias depending on each individual person exactly one
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one thing I I like I like about like the syndication models you can go you can raise and do different agreements with
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different people based off of whatever their allocation and preference is yep absolutely you bet you bet so it's kind
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of formula it's kind of crafting your package to that individual to create the
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best results yep y That's amazing no I think he answer that question for for
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sure now um where where where is the best place to find family offices if you
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are trying to get to that next level and maybe we can answer the question of where can we find high net worth individuals a lot of people they they I
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think they struggle with like thing the easy the easiest an is like right in front of them they are you know there
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there's lists online that are free or available for very little cost to family
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offices you know all these investor groups and so you know understanding that you can find
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these lists pretty easily but here's the problem you know these larger investors
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they have Gatekeepers right so you know you call the Family office more than likely you're going to be speaking to a
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secretary or yeah to an admin or you know to some Junior analyst you're not really talking to the decision maker and
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so I try to tell people if you're going to try to raise money in the family office space the best thing to do is to
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go to many of the events that they attend throughout the year to create the proximity to actually get to meet these
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people to sit down and have breakfast at lunch and enjoy a cocktail and network with them so that you're actually
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building the real relationship with the key principles or the people that are ultimately decision makers and so you
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know I go to a lot of events over the course of the year we were just at an event in Chicago and you know there in
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the room were many of the students from my community that we Mentor we had professional athletes we had n NASCAR
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drivers we had some family office people there some of these uh private wealth
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management people there and it was a great event everybody came away with new relationships and networking and then of
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course there's going to be another event and then another event and so it's really just understanding that you know
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as you raise money from these larger audiences yes you can call them but it's
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much easier to facilitate the process by attending the events to now meet in person person uh in understanding kind
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of what's in their wheelhouse what is it that they like to invest in you know what's their time Horizon what's their
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risk tolerance and um you know you find all these things out by asking good questions but you know there's a lot of
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lists that are available online uh the bigger question is okay great you got a list now do you know what to do with it
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yeah do you know how to have a productive conversation with an investor at that level and unfortunately most
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people don't so that's what we try to teach and explain is that these bigger investors are going to ask harder
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questions and so you need to be prepared to ask those harder questions so that
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now you can move the process forward to the next steps and start thinking like these bigger investors to make sure that
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the areas within your business that they're going to question or they're going to want to know something about
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you've given some thought to because they're going to ask you tell me about your investor relations department talk to me a little bit about your accounting
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what does that look like talk to me about your compliance department and so when you think about all of the
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different uh things that make up being an investment sponsor and more
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importantly one that these larger investors would want to commit Capital to you got to really have the right
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answers I remember saying at your event um that when you start to show up to these family office events they start to
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to recognize you and they start to say hey this guy's consistent this guy's consistently showing up yeah
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consistently showing up what would you say when going to these events helps you stand out to these people to um
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ultimately you know get get get in front of them and and you know ultimately get to the end goal I think there's really
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two things um I think you want to always create kind of a memorable impression uh
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I've always found that when you meet somebody you know that is obviously you know uh very affluent or you know
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Celebrity Status uh you always want to leave with value so a lot of times what
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I'll ask people uh is what they're working on what are you working on right now K maybe I can help you with right
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and you know they'll open up you know well we're doing this or we're doing that well great you know I think that's something maybe that I can help you with
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and by offering help there's now a sense of reciprocity because I'm not going to
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them asking for money I'm not you know going to them like most everybody else they've ever met and they're like wow
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this is a little different right like this guy stands out you know he's not asking us to write a check he's not
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approaching us asking us to invest he's actually asking how can I help you and
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uh you know if I can offer some assistance or I can make some introductions now there's a little bit
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of reciprocity where you know I can now go back to them and say you know hey I'm working on this deal really would value
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your opinion do you have 20 to 30 minutes where we can chat about it and I first seek their advice on what I'm
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doing and then I just follow up with the question might this be something you'd also take like to take a look at from an
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investment perspective that's awesome I feel like that's such a simple principle to have um and it's something you know
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it's in such a such a basic book of like how to wear Friends and Influence People on how to just you know take care of the
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person first and provide value before ever you know P making it perceive that you're trying to get something out of it
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first so exactly that 100% you know uh and that's really the
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key to building strategic relationships it's you know saying hey I'm here I got this great Network I know a lot of
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people what are you working on though that you know you might need some help with uh and if I can offer any help
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great because now we're we're building a a kinship a relationship and uh you know
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now I can go back to them with the deal and I can say you know hey we're working on a big deal I really value your opinion we'll have to get your opinion
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do you have 20 or 30 minutes and when I present the deal I'm doing it through
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the lens of I'm seeking your advice right right and so you know they give me some advice or they tell me what they
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think and I'm like you know now that you know what we're doing might this be something that you'd like to look at from an
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investment right there's a quote I've heard a couple times and it's kind of solidifies it is that if you want money
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ask for advice and if you want advice ask for money you got it absolutely 100% Daniel absolutely
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100% no it's it's I think that that kind of solidifies that I I've heard it so many times in different places but I
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think it um one thing I think is uh you you meet a lot of celebrities you said
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like NASCAR I think you have to like protect your um star
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struck yeah oh my God it's Jordan Paparazzi you know yeah absolutely no I
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mean you do you know you gotta kind of play it cool like hey I'm a cool cat this is what I do every day when I wake
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up you know but um yeah you know you're around obviously you know Celebrity level people I mean I've shared the
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stage with you know Floyd Mayweather you know Undisputed champ known all over the world uh you know people like Brandon
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Dawson Jesse yler you know one of the most famous authors on the planet uh John Maxwell you know and I can go on
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and on and on uh you know you I won't say you kind of get insulated or you
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kind of get used to it it's always exciting to meet these people backstage or you know talk to them in the Green
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Room uh but what you start to realize is just normal people like any one of us you know it's kind of like the uh thing
24:32
cowbell that was on Saturday Night Live with Will frell you know where he's banging the cowbell and Christopher Walkin comes in it's like oh my God it's
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his famous producer and he says no not really man I put my pants on just like you guys every day it's just that when
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my pants are on I manufacture platinum records so you know they're they're normal people they're just operating at
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a level way up here which is really cool because by being around them you kind of
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get pulled up to that level right you learn from them and so um you know you
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realize that hey man I'm the average of the five to seven people I spend most of my time with and so I choose to spend my
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time with people that are doing big things that are talking about Big Ideas and you know one thing that I found in
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life is that weak people talk about other people it's like man did you hear what Daniel did yesterday they're
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gossipers you know average people talk about events they went to the big- time people talk about the ideas and the
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execution of those ideas and so you know for my daughter you know who's in middle school you know she's at
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an age now where the girls are gossiping the boys are bullies and I just said man they're weak people they're projecting
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their insecurities on you and I heard Ed my lap who I absolutely love talking about all the haters and all the
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naysayers and all the he said you know hurt people hurt other people he said when somebody reaches out to
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something I've said you know where I am way up here I just reach back and I said man you know I really empathize with you
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you must be so insec in yourself to have to project your insecurities onto somebody else to make you feel good in
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that moment but if you always remember that when you're bullied or when your kids are bully that hurt people hurt
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other people it just really helps insulate you from all that that's out there no that's huge
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huge um I wanted to ask um a lot of people have this this theory that they
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cannot raise money if they don't have experience or track record can we kind
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of address the the chicken and egg in this situation for Capital razors whether they have experience or not
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absolutely well first of all you know how could a 23-year-old College Dropout that had never drilled an oil well go
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out and raise millions of dollars to go out and drill oil wells so your track record your prior performance the color
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of your skin really has very little bearing on your ability to raise capital
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and uh you know I always tell the story about this guy named Jack that came to work for me when I was in the oil
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business we were looking to hire salespeople uh guy comes in for an interview and he looked like Joe Dirt I
27:07
mean the guy showed up with a flannel shirt jeans that had holes in the knees you know workbooks covered of dust and
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mud a mullet for a haircut a big old Fu Man chew mustache and uh you know this
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is for a job interview and in a you know high-rise office building where most everybody's dressed up in professional
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business attire but uh you know he uh he answered the questions properly and um I
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gave him shot of a lifetime we hired him up and he came back to work the following week dressed exactly the same
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way and so I'm thinking I made a big mistake because how's this guy that looks like Joe Dirt GNA ask people to
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send us checks for 50 and $100,000 but um I invested in him I gave
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him a Hollywood makeover treated him to two suits then gave him the scripts gave him the same training that year he
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raised $25 million which is huge so I tell people look if I
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can train Joe Dirt how to get on a phone and raise $25 million pretty much anybody can do this it's just based on
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systems and structure and knowing what to say and understanding all these Concepts that I talk about right and so
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once you understand these key Concepts and then you apply them to the conversations and the meetups that
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you're having with people money comes out the other end uh you know people always say well you know what's the
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percentage of people that have raised capital in your program I said pretty much damn 100% if they do the work I
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said it's not going to work if you don't do the work but you know I've been doing this long enough and I've trained
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literally thousands of people that if you show up you put in the effort you do the work I guarantee you'll have success
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you'll raise millions of bucks amazing bra what would you say that you're currently uh raising capital
28:49
for what what are you what are you doing currently so I'm raising money right now for some multif family projects that
28:56
we're pursuing and chasing and then also actively raising money now for a cool
29:02
project with a friend of mine that's a two-time Grammy award-winning musical artist uh we're doing something here in
29:07
Houston that's pretty cool putting on a huge show that's going to be at the convention center kind of very similar
29:13
to like America's Got Talent you know bringing in some top talent some great judges so we're putting together the
29:19
budget and everything for that U and so that's really just about it you know I've got another company in addition to
29:24
what I do here uh called five star capital and so what we do there is we reach out to investors we uh we
29:31
aggregate capital and then we participate in deals either as a general partner or we sponsor deals of our own
29:38
awesome what would you say like your bread and butter strategy is right now for raising Capital um it's really you know social
29:45
media uh it's hosting events we we do investor meetups and hosting events and
29:50
then the other really is just networking you know reaching out the people that we already have in our Network and saying
29:56
uh who are you connected with that we should also be speaking to you know I think that so many people not just in
30:03
raceing capital but even in sales always Overlook the lwh hanging fruit like if
30:08
you built trust and you've got a bunch of investors that are satisfied with the work you've done for them and you're not going back and asking who they're
30:14
connected with that you should also be speaking to you're missing one of the easiest opportunities to go out and
30:20
raise more money uh because now that is a referral you know now their friend or their business associate has the trans
30:27
transference of trust and it makes your job rates and capital literally that much easier exactly
30:34
awesome no I'm glad I'm glad you said that I did not expect that to come out in this conversation but I'm glad you said that you always ask for the
30:40
referral always always ask for the referral you bet such an easy one um now
30:47
one thing I've noticed is uh we kind of covered like you go to events where hi individuals are going to these
30:53
IRAs what where can people find like what those events are called like a lot of
31:00
times it's like you don't know the information on where to find it so like is there is there like uh companies that
31:06
set up these events and where do you find them to check out their schedule like how do you how do you get a hold and find these groups because you you
31:12
you kind of found them over time and distance but for a new person like where do they find these groups and what like
31:18
how do they how do they find out their schedule and stuff like that for their events well I mean one easy way is um we
31:23
post a lot of these just on my website you know there's an event page on my website and uh I kind of share with
31:30
people where I'm going to be and uh you go to the events page you'll see some of the events that we attend uh the other
31:37
is just you know Google family office events and boom there you go uh you know
31:43
there's all the family office events whether it's opal that takes place in Newport Rhode Island or you know whether
31:48
it's the imn events that take place or you know DC Finance there's all these events going on all over the world for
31:56
family offices and registered investment advisors and you know there's varying
32:01
costs uh associated with attending these things you don't have to go to each and everyone but if you really want to learn
32:08
how to raise money from family offices you want to create the proximity and get to meet these people that is the easiest
32:14
way to do it is just to go Network and build those relationships um but you know it's just
32:21
being out there you know in in using the search engines to find out where these events are and then looking at the
32:27
website and say well that looks like a pretty good event you know it's in my backyard or uh you know it's reasonable
32:34
travel where I can get there in a couple hours and then once you go to one of them you're kind of on their mailing
32:40
list like you're going to be notified of every other event they do forever and that's kind of how I built
32:46
my event calendar is just you know going to one then asking people that I meet what other events do you go to
32:52
throughout the year that you'd recommend and by talking to them I now find out what other events they might be at and
32:59
it just kind of goes back and forth that way asking good questions that's all it
33:06
is exactly um is there a is there a a
33:12
closing question that you ask every time in part of your closing process there's not really a closing
33:19
question Daniel it's more how I ask people there is some psychology to
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asking people to invest um what I have found and I think what a lot of psychologists have proven is that
33:34
when you give people the ability or the option to say no to something they don't
33:40
do it and so you know most people that are raising cital have a minimum
33:45
investment or the deal is structured in shares or units or you know some
33:50
incremental amount might be $50,000 might be $100,000 and so you know after I've
33:57
answered the person's questions and after we've you know had a couple of meetups I just say you know hey kle now
34:03
that you know what we're doing how many units in this do you see yourself wanting to take today do you see yourself doing one unit two units three
34:10
units or of course the other options col you can do Now units and then I just pause and I wait
34:16
for an answer and a lot of times the person might come back and say well tell me again Bradley if I do two units what
34:21
does that look like what does that represent in your deal and I answer that question and I tell them you know it's
34:27
$100,000 each unit's 50,000 bucks it gets you x% ownership is that something
34:32
you're comfortable with today and if they say yes boom they're done they close themselves and so I say in the
34:39
packet of information that we sent you you'll notice there's some paperwork if you get that out I'll walk you through
34:45
that to make sure we get you onboarded properly kind of welcome to the family and then of course you know have a cool
34:50
down to tell them what to expect and then I just go out and repeat the process but I usually offer people the
34:56
ability to to say no and very rarely do they do that so you know if it's priced
35:02
on an investment amount like 50,000 per unit or minimum investment I'll just say
35:08
the same thing but I'll say you know how much of this do you see yourself wanting to take today do you see yourself doing 50k is it more like 100 maybe $200,000
35:16
of course the other option call is you can choose to do absolutely nothing and then they usually come back
35:22
with an answer no let me do 50,000 okay great let get you signed up
35:27
awesome and I remember you touching on it too um where after you close or a lot of people after you after they close
35:34
they try to keep going they're like no no no close already exact well that's that yeah that would be salese that you
35:40
know might work for you a lot of people of course you know they hire sales people they have uh you know people that
35:46
aren't as skilled or haven't been doing this as as long as I have you know the other thing too that we always have to
35:52
realize about sales doesn't matter whether we're raising money doesn't matter whether we're selling a product
35:57
is you've got to kind of create this this positive tension you know your job is to help people make a decision and
36:04
the word decide actually means to kill off so if you look up the root of the
36:10
word decide it means to kill off that's why it's in pesticides and insecticides
36:15
right but you know our job is to help people make a decision a lot of times people are indecisive they have fear or
36:22
they have reasons that they don't want to move forward and so you know I remember when I was in the oil business many years ago I was talking to a very
36:30
rich wealthy doctor and he was on the fence and he was probably apprehensive and scared because one of the big risks
36:37
potentially in investing in on oil wellth is you you drill a dry hole there's just nothing there and I I just
36:44
finally said to him one day look Dr snackman it just takes two things to invest in oil well and he said what I said big balls
36:51
lots of money which of the two don't you have and after about 30 seconds he said
36:56
tell me again how much of three units in your program I said welcome aboard go get your checkbook and he became one of my best investors but uh you know I I
37:04
just had to kind of smack him between the eyeballs and talk to him like one of his buddies and said look boy you know I
37:09
do this every day like you know either you want to do it or you don't and um that was literally a clothes that worked
37:15
for him and I still use the clothes because it works uh you know most these big uh business Executives that have
37:22
lots of money want to kind of you know prove that they got some konas but you know most people in their 20s or even in
37:29
30s are not going to say something like that I was a cocky little kid didn't know any better but once it worked man I
37:36
used it over and over and over again to close more people uh because sometimes
37:42
that's what people need it's like there's always going to be obstacles there's always going to be risks and you
37:49
know one of the things I teach people in raising Capital you always want to share the risks with investors because they're
37:57
thinking of all the possible things that can go wrong and so if you're forthright
38:03
and as you're pitching your deal and as you're presenting the opportunity you say something like you know hey Kyle I'd
38:08
be real remiss and I wouldn't be doing my job if I didn't talk to you about some of the potential risks as well this
38:15
could happen and this could happen but once I share some of the risks and then
38:20
I respond how we would handle those things in the event those things happen
38:26
what that investor starts to think at a very subconscious level is well if they thought of all those risks they
38:32
probably also thought about the ones that I was concerned with as well right then they never ask about
38:38
them so by by being open about it you're putting to rest all of their fears and
38:44
concerns because very subconsciously they're like well they probably thought of the ones that I was thinking of too
38:51
because they've already thought of those and so see most people that raise Capital they don't talk about the risk
38:57
we want to hide those and kind of sweep those under the rug but in reality that's actually the very best thing that
39:03
we can do when we're out there trying to race Capital exactly a it's disclosures
39:09
yeah yes exactly it's being transparent it's being basically very upfront
39:15
because that's what's going to build trust in the in the process but it's also controlling the conversation too in
39:21
a in a positive way because you already know they're thinking about it so when you address them they're like the curve
39:27
he knows exactly what I was about to say and it's like we have a good fit and then they they start to relate to you
39:33
and then they start to correlate with you and you're like actually like this guy because he he already knows what I'm thinking and people like to work with
39:39
people you know people that are like them you know soes exactly just remember you know the key is people invest with
39:45
people they know like and Trust so if you understand this and you understand
39:51
that you're simply moving people forward you know Grant Cardone has a great phrase Money Follows motion Money
39:57
Follows motion so if you think about that and you look at you know moving people forward through this process you
40:04
know I call it basically the four-step blueprint you take somebody that got money you put them on a conveyor belt
40:10
boom you're moving them forward maybe next week I'm hosting a free webinar you know so I tell the person hey next week
40:17
I'm hosting a free webinar on how you can invest passively in commercial real estate might that be something you'd
40:22
like a link to sure they show up at the webinar now they look at me as an expert
40:28
because I'm knowledgeable the webinar went great I added value you know then I might move them forward to hey you know
40:34
next week we're HST in a get together or meet up at this nice little upscale restaurant would you like to come to
40:39
that sure before you know it man they're writing me a check now a lot of times
40:45
you can't move people forward like this so what you might create is a lead magnet you know hey download my free PDF
40:51
for my free book on this and so now you're getting their name their email
40:56
the phone number number now you can reach out to them and say you know hey thank you so much for downloading my free ebook on this what is it about that
41:04
that's most interesting to you and you just start building that relationship you just start working that relationship
41:10
over the phone or schedule a zoom or if they live demographically in proximity to you just schedule a one-on-one
41:16
meeting where you get to meet them in person nothing is better than meeting a potential Prospect or an investor in
41:24
person yeah definitely there's always something about an in person rather than a phone call or even just a zoom call
41:30
there's just something about it body language energy you could feel it yep I
41:35
think people just like to meet the person that ultimately they're going to be investing with you know you you build that trust when people can shake your
41:42
hand and look you in the eye and and really you know ascertain whether you're
41:47
a credible individual or not yeah yeah so uh I have your website Brad
41:54
blazer.com can you tell us a little bit about what services you Prov provide what people can can join that maybe that
42:00
that that boot camp training that you do yeah kind of cover like your Basics product and services and what what your
42:06
all in all goal is yeah I mean think of us basically as a One-Stop shop for
42:11
anything you need related to raising Capital you know we create presentations and Pitch decks we help people launch
42:18
funds uh you know obviously a lot of people follow my competitor Bridger but you know I think we do a better job so
42:24
if you need to launch a fund we can help you with all that we do all the legal work we got four law firms that we work
42:31
very closely with that review the documents draft the documents handle the filings all that stuff and like I said
42:37
earlier man it's pretty much in any industry that you're in you know whether it's Tech theater you know crypto
42:44
cannabis real estate so it doesn't really matter think of us as a One-Stop shop for anything related to the world
42:49
of capital we also have a I guess you call it a CRM all-in-one solution that
42:56
basically we Market as capital stack so you know as leads come in it creates the
43:02
the followup the nurturing the emails the the creation of your funnel we can do all that too we got a marketing
43:08
company and then in addition you know we have various levels of Consulting and coaching so if you're new to this and
43:15
you just need a coach or a mentor you know you get to work directly with me I mean think about what it would be like to have a guy that's raised two billion
43:22
dollar as your wingman making introductions teaching you how to do this being your SHP by taking you to
43:28
events and so you know we are the only platform that takes people with me to
43:33
these events and I'm right there alongside you each step of the way I don't see any other coach or Mentor that
43:39
I know of that actually does those types of things and so the boot camps are a great way to connect we're doing a boot
43:45
camp in Toronto later next month in June on the 22nd 23rd if you're listening and
43:50
you want some information in our Toronto boot camp great and the one after that is going to be in Nashville Tennessee
43:57
and that's going to be August the 9th and 10th and so that's going to be another you know great event we keep
44:02
them small so that you know they're intimate so that you get the benefit of asking really really good questions you
44:08
know you guys have obviously been to the one in Scottdale where we met but that's you know that's for a lot of people
44:13
where it starts it's just getting to know us knowing what we do and from there just you know taking the capital
44:19
raising to the whole Next Level absolutely I'm excited like I said I
44:24
took a lot of information from the boot camp so I definitely can to give a thumbs up for the boot camp
44:29
because I did not know 100% that we're already taking actionable plans on and
44:35
getting some some of our teasers and decks finalized and formated so a lot of
44:40
stuff that you need to know is stuff you learned from Brad and from games I definitely recommend
44:45
those thanks for thanks for coming in thanks for coming in and sharing information Brad and thanks for all your time and I hope people will get a lot of
44:52
knowledge and definitely reach out to you in the future what is a question or quote that you resonate with that is
44:57
yours or somebody else's oh boy you know I think the biggest quote that I love uh you know I
45:04
just heard this recently I think that so many people you know kind of get stuck
45:09
and they wait and they think oh it's got to be just perfect it does not you know
45:15
I I favor activity over Perfection every day of the week because it will never be
45:20
perfect but you know Tim Grover who was the coach to people like Kobe Bryant you know Michael Jordan working with the top
45:27
1% he said you think the price to pay for success is huge wait till you get the bill for a
45:33
regret and at some point you know you're going to be old in life and you're going to look back and say man I totally had
45:39
all these opportunities I would have should have could I could have raised millions of dollars like Brad could have trained me could have built a legacy for
45:46
my family now it's too late and so I think that that comment or that quote
45:51
right there man is just get off your ass just think of something big and just get out out there and do it it's like Nike
45:58
man just do it you know I've done it we got thousands of people all around the
46:03
world that are doing it and I tell people you can do it too I believe in you you know other people believe in you
46:10
a lot of times you just got to look yourself in the mirror and just say man I'm going to put my amateur ways behind and go pro and you start going pro in
46:18
every area of your life your life changes you become a better person you start making more money so uh you know
46:24
don't don't get to a point in life where you look back and have that regret get to work it is hard work there's no doubt
46:30
about it but it's worth it I'm the first one to tell you man you don't get on big stages like I've been on without showing
46:36
up every day and putting in the effort absolutely thanks for coming on this has
46:41
been an amazing episode for ever everybody here go check out Brad blazer.com thank you coming on thanks for your time thank you for helping us
46:48
out everybody here we'll see you next time thanks for tuning in thanks guys if you like this video go like subscribe
46:53
and please follow us for more informational content [Music]