How to build confidence

In this episode you'll learn:

 - How to get over the fear of speaking to people about money 
- How to be confident about everything that you do
- The importance of believing in your opportunity
- Sam’s mindset before and after an investor call
- How to change your perception of an investor 
- How to turn investors into normal people
- Selling yourself on what you offer

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Transcript

Al: 0:02

Hey guys, you're listening to arrays in finance talks with Sam UNAL, we are on an absolute mission to help developers raise their first billion from investors. So they can go on and do deals with six figure profits.

Sam: 0:14

So if you're not moving forward with your property business, or a lack of cash, then this podcast is for you. We're going to seek dive into all aspects of raising private finance. So thanks for listening, and let's dive in.

Al: 0:33

Welcome to episode eight. So, if boosting confidence is what we're after here, that has to come from within. So the over view and the overarching thing around Today's episode is to help you boost that confidence. And there's going to be lots of discussion points. But the overarching thing is selling yourself on what you offer and getting excited about it. Because if you're not excited about what you're offering the investor, because you are offering something, let's make no mistake about that, how can they get excited. So if you're not excited about, you know, the opportunity you're bringing to someone, I can tell you now that there's no way that they're going to get excited about it. So you know, we know it to be true, you've got to be excited about what you're offering. And that translates to your communication with someone which obviously they feel they get that frequency from you. And that comes from your language, and that be your spoken language, your body language, it really changes when you genuinely genuinely believe that you have something of value for somebody else that can change their life. And that's really what we're looking at here. So I think it's really important. So let's talk a little bit about how we can get excited, mate. I get excited, too many times too many times.

Sam: 1:57

So I know you're very excited now. But I think it's worth taking a little step back here. Ray, me and son, me, slow down Soulja. So I think it's worth mentioning that quite often what we see with our clients, and also something I experienced, before I went through the raising finance process was that I had I had a lot of kind of negative thoughts or, you know, I was a bit fearful about speaking to people about money or investing. And that, that just kind of held me back really and

Al: 2:40

sorry, I didn't mean to interrupt, but wouldn't have been great back then if you had a podcast that taught you how to raise money without having to ask for money, that asking for money is not actually what we're trying to achieve. Guys, the episode last week is all about that if you want to check it out. But anyway, all jokes aside, what is it that we can do? Like that is a big thing, right? It's a fear, like we were using the word fear here. It's something that hinders, it's something that stops people from going out there. And, you know, let's not be around a bush going out there and changing their lives, because that's what raising finance will do. Yeah. And that's really important. So what is it we can do to help people get over that fear of speaking to people let's let's raise the money bit, because if they go back and listen to last week's podcast, they will get some information around the fact that we're not asking for money, but just the fear of speaking to investors. Let's use that as an example. How can people sort of sort of move away from that and start to free themselves up from that, that feeling?

Sam: 3:44

Yeah, so the best thing you can do here is really get a deep, deep knowledge on everything about what you do. on yourself, what you bring, and you're knowing your deals inside out as well. Yeah, that's key really. So when you know your typical deal inside out, and you know your numbers, and you've One thing I've always done is, is put post its on the wall. In my office, whenever I'm learning something, or maybe it was a bit around preparation around like before a call. I'd always have everything that I wanted to speak about or learn about would always be on sort of bullet size points on post, it's all around so I could just look up and always be looking at that taking it all in. And always looking at you know, if you've been looking at different types of deals, and you've probably been searching around for a bit trying to find your deals and running the numbers on lots of different opportunities, then you should really know what your typical deals about. And if you don't, you need to start doing that. So you really know the percentages, the bill costs, everything like that. Once you start to know that kind of stuff. When you're communicating with people It's really gonna sound like you know your shit. And you're just like, you'll be like emanating confidence essentially. Yeah, you know, and investors potential investors will feel that.

Al: 5:13

Yeah, yeah, definitely don't want to jump in too much. But I really want to point on that like point on it press on that one is the whole idea around you. Well, first of all, you meant you didn't say deal. When you said I had post hips up. And I was looking at these, when I was preparing for calls, use the word opportunity. And also, that the whole thing around, you know, your belief in that opportunity. And what that can bring for somebody else, is the really powerful part here. So when you were like preparing for these calls, you know, you've got and I remember it really well, we did a lot of preparation, around call prep, and what you're going to do what you're going to say, how you're going to approach these calls, you know, maybe the starting point you had I remember it really well, like you had all this amazing preparation done, you practised and thought really hard about how these conversations might pan out? And what did it feel like? Like, when you're looking at those post? Its, you know, when you're about to have those conversations? Was there an I'm gonna use the word was there like an element of excitement to be able to sort of get this out and show someone you know, or talk to someone about this opportunity that you had? Or was it like, oh, man, I don't really want to do this. You know, while I kind of form is in the early days, it was a little bit like, oh, man, I don't want to do this. But I think once you got some practice in, there was a little bit more of that feeling, right?

Sam: 6:44

Oh, absolutely. Yeah, once Yeah, the style was like, you know, something, you just want to back away from a little bit because you know, you still got still got the fear or a little bit of anxiety around reaching out to people.

Al: 6:57

He is human, everyone.

Sam: 7:00

Not all raising finance robot.

Al: 7:03

Oh, man, that should be one of our programmes.

Sam: 7:07

So I Yeah, obviously, I had the I had at the start, I had a bit of a bit of fear, a bit of anxiety about going out, which is very normal. Absolutely. And when you did some great coaching around that, and we worked hard on it. But once we've done some work on that, and I was looking at the post, it's every day doing more prep the night before before call, I'd be doing prep for quite a long time. And it'll be on the wall after you know, always just taking in what I was doing. So I could just living and breathing, you know, my deals and what it was what the opportunity was really. So when I was going out to do the call, so I was genuinely, genuinely excited. Yeah, because I, I'd had a bit of a switch between, yeah, look at these numbers. Look at this deal. Look at who I am. I am a person of value, you know, with my experience and these potential returns and my access to these deals that I've got now because I've built up relationships with investors, and it's a real mind shift. For me, really?

Al: 8:13

I say mind shift.

Sam: 8:15

Anything goes? Yeah, it was it was a real mind shift for me. So I think that just changed my confidence levels are really just ramped up from there. Yeah, I you know, I done my preparation. And I was excited about taking it all out there. Yeah, for sure. Yeah,

Al: 8:32

no, I will. I remember that. And I remember that shift. And I remember how you were before and after, in terms of confidence wise, and what that did to your language, your tonality, your body language, the way you commanded a call, the way you commanded meetings, the way you went about doing things. And when I say command, I don't mean, I'm an authority. And I'm amazing. I mean, you know, Sam just just felt within himself very confident, very excited, and looked forward to having these conversations. And that's a big, big thing.

Sam: 9:06

Yeah. That's genuine as well. I really did wonder. And yes, I had a bit of trepidation on the first call. Yeah. But it went really well. And then that just gave me an even higher level of confidence. So all the calls that I've I've ever done, and meetings with investors, they've always been good, fun and relaxed, because I go into them knowing that I've done all my prep. Yeah, I know my stuff. So it's pretty easy to go and have those conversations with people

Al: 9:37

just staying on this. And I think it's really, really quite a fascinating point, as well. Is your perception of an investor and you know, who they are like, I find this really fascinating when, you know, we talk to clients in the early days of working with them, or just generally when you're having commerce he shares with people about what, you know, how are you finding, raising finance? Are you managing it? You know, what is it hard? Is it easy? A lot of people find it hard. But a lot of people have this perception of investors that they are like, some sort of godlike figure. And they only hang around with themselves. And they're not people. They're like, on a pedestal to be worshipped. And I think this needs to change in some ways, because the perception of an investor isn't like, you know, venture capitalist, corporate, you know, we're not talking about angels. Yeah, like, we're not looking for people with wings, and halos and all that kind of stuff. We're kind of trying to do business with people here, and people invest in people. And at the end of the day, when we're talking to private investors, when we're raising finance, and we're having these conversations with people, they more often than not want the same thing that we want. Yeah, we want to better our situation in some way, shape, or form, we're trying to change our life and move from A to B, where whatever your A to B is, I can't, you know, judge that or say what it might be. But we're all trying to do the same thing. And an investor's trying to do the same thing to with an investment. And if you can try to make that shift in your mind, have the perception, you have all these investors and turn them into just normal people that you might just be talking to down the pub, then you really will have a little bit more success in how you approach these conversations. And, you know, really getting excited about what you can offer them.

Sam: 11:40

Yeah. Just remembering what you said, around time, opportunity and experience that they haven't got. That's why it works. Yeah, that's why it works. Yeah, you're two people coming together. And when you come together, you have the time, opportunity, experience, and the money. That's the relationship true partnership. Yeah, exactly.

Al: 12:05

And that's what partnerships are all about is they're not one sided. The weighing scales are not uneven. You know, it's it's a relationship. And, you know, I just wanted to throw that out, I really do feel like that could be a game changer, if people take the time to actually let that one sink in and think about it, like how you perceive an investor, that we can actually talk to them, you know, like normal people, because they're all over the place. You know, they're everywhere, as we've discussed in previous episodes, but this kind of stuff and what we've talked about today, it's really going to help you speak to people with a bit more conviction and confidence. And I think that's really what we're trying to help you with here, especially over this, if we look at these three last episodes as a series is to build that conviction and confidence in in the way in which you have conversations with people. So ultimately, you can then go on to, you know, gain that interest that you're looking for, so that you can then have those further conversations that might get just a little bit deeper down towards like raising the money. And effectively that's what we're trying to achieve here. So these powerful conversations that you can get into will help you do that. So is there anything else you want to add or we have we like nailed this one in one time? Yeah, that's amazing. Right? Awesome.

Sam: 13:35

If you want to attract investors without asking for money, check out raising finance club.com for our free resources. And you can also follow us on Instagram and Facebook at raising finance Club.