#051: Looking to Raise Money? No More Elevator Pitches and No More Selling!

1:12 – Introducing Willie and the topic for today’s show. 

1:33 – Some of Willie’s background in business, raising capital, and coaching others. 

2:51 – What Wilie sees as one of the biggest challenges that real estate entrepreneurs face in raising money for projects. 

5:40 – How he approaches opening up the conversation about what problems people are facing. 

7:55 – Taking away the feeling of trying to sell and focus more on what the other person needs or wants. 

11:22 – Working with people based on relationships rather than trying to sell on price. 

12:17 – The second obstacle Willie sees that real estate entrepreneurs face. 

15:32 – Building trust as a foundational element of investing with people and demonstrating that you care about the people you want to work with and their goals. 

17:39 – Focusing on demonstrating that your primary goal is helping your potential partners. 

19:24 – Building the relationship before introducing an ask at all and crafting your story in a way that builds the relationship. 

22:45 – Willie’s perspective on elevator pitches and alternatives to the traditional approach. 

25:48 – The third point on Willie’s approach to problems real estate entrepreneurs face and an exercise he does with his coaching clients around their beliefs.  

29:30 – Stretching comfort zones incrementally and becoming comfortable with growth.  

34:24 – A story from Willie’s book that encapsulates all of the three components he talks about.  

36:37 – How he works with investors on being problem solvers instead of salespeople.  

39:38 – Finding Willie’s book or getting in touch with him.  

41:02 – Wrapping up today’s episode and Willie’s final thoughts.  

Resources and Links Mentioned: 

Episode #034 – Willie Hooks 

The Inner Game of Raising Private Money 

Willie’s books 

Contact Tom at tom@tombraegelmann.com or feedback@tombraegelmann.com