Raising Finance Talks
Helping property developers raise finance from private investors so they can grow and scale their property business!
Raising Finance Talks
Use your values to quickly connect with property investors
In this episode we discuss:
· How to use your values to connect quickly with investors
· How do you know when to bring your values to life
· Sharing what you value the most can trigger change in someone else
· Finding common ground
· Knowing who you are and what you want to achieve
· The power of being intentional about your values
· Why I chose to do a maximum of 2 build projects at once
· Building long lasting relationships with investors
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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: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. Good morning, owl.
Al:Good morning, Sam. This is London again, for another podcast episode,
Sam:another instalment of this week's raising finance talks with Sam and now
Al:this one is all about how to use your values to connect quickly. with potential investors. This is something that Sam and I did loads of work on in the beginning of our journey all those years ago. And they've stuck with us. And when we started up the RFC, we went deep into going into the values to and it's really, really important, it's a key subject in terms of really connecting with people and building those relationships. So
Sam:yes, and having those few techniques, we're going to talk about how you connect with people quickly, whether you're at a party with, you know, family, friends, whether you're a bit of a business do or whether you're at one of those networking events, you know, we're going to
Al:network. Now, we know you have to I know we've done an episode on never ever going to network. And that's just because we don't like him. But that's cool. And we understand that it's a big part of some people's journey. So, you know, you might need to slide some values into the conversation at some point with someone at a networking event to Indies. So let's have a chat may about sort of mainly it's our observations, and our experience of this subject. And, you know, you did an amazing job of our Thanks, mate. You did an amazing job of connecting with people quite quite well. It's one of your top skills, I'd say top top three,
Sam:that's what it says on my LinkedIn profile.
Al:Connector. Report Builder,
Sam:rapid see rapid connects. See,
Al:I like it, you know, and it's just key in there just to have the ability to connect with people build these relationships, you know, and it's kind of how we started our journey we got on really well really quickly. But that's because we just saw, we weren't holding anything back kind of sharing our journey, what we're up to really sort of in an open transparent way. And it just, it does help you really build that connection. Now, I'm not saying you know, we go out there and start laying our heart on our sleeve and crying and grabbing well, you can do that if you want. But I don't know, it just might be a bit weird. If you start hugging people you don't know,
Sam:I'll definitely be an attention grabber or your local pin. Again, people.
Al:But yeah, I think it's, I don't know, I think it is really, really important to be able to understand a bit more about you. It's one of the three things that we have talked a lot about, you know, obviously the deal is important. Obviously, the investor is very important. But you as a person, as an entity, as a business, you are massively important as well. So one of the things that we we see is that people do struggle donate to build that rapport and connection with people because they're not sort of, I wouldn't say in tune with themselves, but they're not sort of they haven't done the work. They haven't done enough due diligence on, you know, who they are, what they want, what they stand for, where they're going, all of that kind of stuff. So yeah, they don't know how to share it.
Sam:That's it. Yeah. Well, we'll, we'll know when we when we stop and think about it. And we can go through certain exercises as we do. And we did and what we do with our clients who go through certain exercises to bring all that stuff to the fore. Definitely, but it takes that for someone to really think about it or put it together. So it's at the forefront of their mind so they can have those kind of conversations where you're talking a little bit about yourself and what you're looking to achieve and also you ask him the same of other people and you can get that rapport and connection when you do that. But yeah, it's just hard if you haven't already sort of worked on that yourself and so you know, those kind of answers.
Al:Yeah, and you can you know it when you're speaking to someone as well like when you're speaking to someone and you get that sense that they have either just looked their values up or something on the internet and just like gone to like a little crossword or something and gone away. I love that one, that one and that one, which is there are loads of that out there and you can almost you can feel it when you're speaking to them because you can't create that connection and and that then makes it very, very hard for someone to find common ground in Conversation away with somebody else. And and also get that that person to sort of resonate with them. I don't mean to get them to resonate, but you know, I mean, like, just yeah, you know, when you're speaking to someone, you automatically go, I like this person I resonate with what they're talking about. Yeah. And that that's important.
Sam:Yeah. And if they're just if the other person is just talking about very generic values, and not really any details behind that, they're just like, I'm this person on that person. And but there's no real kind of, you know, specifics behind there about why they are that person or why that's a value for them. And it's all just a bit generic, you know, life Warren's kind of heard those things before. So it is harder to resonate with that person, because there's no kind of personal story behind it. Yeah. So it's harder to, you know, like you said, to find common ground and have nice conversations with people. Yeah,
Al:and nice and sometimes quite deep as well, like, you know, when you, when you hit a chord with someone, and we'll get on with, with to this part of the podcast, soon, when you hit a chord with someone, it's powerful. You know, like, it's, it sounds a little bit woowoo, but there's energy there. And, you know, when when two people are feeling that energy, they're in flow, and they're on the same frequency. And that's really, really important. Because, you know, when the conversation starts to flow, that's when you're, you know, you're sort of in there, and especially with an investor, who might be a potential investor, it's really good to be able to get to that point with people. So
Sam:yeah, I think often people as well, just when if someone maybe is listening to you speak and like what you're talking about, then they might become really interested, because they maybe want a little bit about what you're trying to achieve, you know, they might want something slightly different, but it could spark something in them, when you're talking about why you're doing things, what your values are, you know, people maybe want to piggy off piggyback off your journey a little bit and come along for the ride with you. Absolutely,
Al:is huge. And I on that sort of. On that note, I think something that we notice, isn't it a lot when we speaking, especially with people we get to work deeply with, like our clients and stuff like that. They, they generally are sceptical that an investor would want to and sort of you to share this stuff with them. And obviously, there's a way to share this stuff with people. And obviously, you're not going to, you know, walk into a room ago, my values are lifestyle, family and wealth and growth. So how to do that, but like you are going to weave it into the conversation. And that's what we do with people, we help them to sort of to get to that stage. But the one thing that we hear all the time is that while investing is that sense, like that sense that investors are on a pedestal
Sam:all about the money. They just want to know what they'll get. Yeah,
Al:robots, are they robots, I mean, there's probably investors listening to this maybe. And we know you're not like we're human beings, I invest, Sam, as everyone invests, and we're all human beings, we're all trying to go somewhere, we're all trying to move in a certain direction. And that might be in line with what we're trying to achieve. But at the end of the day, all investors are just human beings. So you know, knowing who you are on a slightly deeper level, cannot, it can't hurt you, right? It's, it's really, really key.
Sam:Exactly. And not to forget that when you're, if you do partner up with an investor, then that's a real opportunity for for them to work for you to improve their life by giving them great returns on their money for doing projects with you. So it's not to be forgotten.
Al:Yeah, no, absolutely. And I think, you know, you can't take someone on a journey with you unless you know where you're going. And I think that's really vital. So, yeah, I mean, it's, it's a huge subject. So let's, let's dive into some thoughts around, you know, what, what the solutions are? And we're sort of see where we go with that.
Sam:But yeah, let's that was a, I've got a seamless segue into our slider here, we've got which has mentioned our free doc on how to attract investors. So
Al:just to let you know, guys, we have a free doc on how to connect and attract investors. It'll be in the show notes. So check it out. Seamless,
Sam:yeah, 10 hours.
Al:It's pretty seamless. Alright, so let's have a little chat about what people can do then. So what what is it that people out there can do to start thinking about, you know, how do they start thinking about values? How do we bring that into the equation a little bit more? I mean, what are the things? I mean, we've said it in multiple podcasts, but one of the things that we always have worked on and always we'll work on is the preparation aspect of things and actually, taking the time out to delve into this kind of subject is really key. We did a lot of work and we're at the beginning of our journey. Yeah, where, you know, we had post it notes all over the wall, we were talking quite deeply about, you know, your life what you wanted to do the things that you wanted to achieve, you know why they were important to you all of that kind of stuff? I think, you know, and that took some time, that was preparation. Yeah. And I think it's really vital that, you know, you can't pluck your values out of thin air, they have to mean something to you. Yeah. And I think that's the bit that a lot of people maybe struggle with, because they pick some values based on, you know, maybe some very short exchanges with exercises. I know that when I did mine, and I know when you did yours, the thought process wasn't, it wasn't just about me, like, banging my chair saying, I want to go out and grow and be like, I want to do this, that. And the other. It was a lot about, well, what does the lifestyle look like with a family too? How is that impacted? And that's a huge conversation to be having with with yourself and your partner, if you have one. It's vital, isn't it?
Sam:Yeah, absolutely. And my experience of this was when I met up with someone who I went to school with, we grew up together hadn't seen them much, really in the previous couple of years. But when we started working together, I was in me and now and I reconnected with them, went over had a chat, we had a pub lunch together, and I got a message from them afterwards, saying, really good to catch up, make great see, and then just absolutely love, like how much focus you've got, like in talking about what you do, you just seem like a completely different person. And it's really inspiring to see you, you know, where you want to go, and you're on your way to achieve it. And that was, that was just from kind of an old friend from school. So you can you can have that impact on people, and they can really see that you, you know, you've got focus, you know, what you want to achieve, and you're going to do it. And that's what other people can feel really when you've when you do your work on your values, and you know, where you want to go,
Al:because you become a member, you know, in your instincts, and we can stick on that for the purpose of the podcast, but I do remember, and you became and quite evidently became really intentional about about your values and how you were going to, I don't want to say abide by them, but like live by them a little bit. And sort of, you know, decisions were made based on those. Absolutely. And people feel that because, you know, you're talking from an intentional sort of part of you. And that that is that is really powerful in a conversation, because it's not made up. And it comes from the heart, it comes from within you. And I think that's really, you know, again, I use the word powerful a lot, but it is powerful.
Sam:It is powerful, because, you know, people really see what you're serious about things on what you're looking to achieve and why. So for me, that was, I'm only going to do one or two projects a year, because I want to protect my family time and you know, their fishing time, holiday time. And I don't want to be completely overrun with, you know, doing two, three developments at the same time. It's not something I was interested in doing really, because that I know, the lifestyle that I wanted, would cost X amount. And I could get that from doing one project a year. So with when I do that project, I've got enough time to go on long bike rides, go on holiday and not be plagued by 10 phone calls a day with various builders and architects and everything going on at once when you've got development multiple developments going on at once. Yeah. So people could see that in me that I was really sure about what I wanted to do. Very specific type of projects and profits were good. And I wasn't going to be overrun doing loads of different projects because I wanted to have plenty of my own time as well.
Al:Yeah. And I think what what that does is again, it just it from the investor's perspective. Let's just play you know, scenario out, you know, I'm an investor say and what that makes me feel is okay, there's a good reason why he's doing what he's doing. And that begins to in some way trigger me because I'm like, Okay, wow, this guy has thought about what he wants to do. Like he's really thought about what he wants to do. What what do I want to do? Like what what's in it for me? Like, what?
Sam:What am I missing?
Al:What am I missing? Yeah, exactly. Have I, man I'm just making these decisions. And I don't really know why I'm making these decisions and it creates a little bit of a trigger. And by sharing, you know, what you're doing and what your your maybe your plan is and what your purpose is, and also, you know what you value the most through conversation and portraying that to somebody else that will trigger them to start thinking differently about their values and what they're trying to do. And, and that bridge is a connection between the two of you. Because, you know, when you start getting somebody to think like that, they're not just thinking about numbers. They're not just thinking about percentages, they're thinking about, Okay, what, what is that percentage? What is that number going to get me? Why am I why am I investing? What's the reason I'm investing? And once you get someone at that point, it's, it's the bridge is gone? Like as in the gap is just closed? It's, it's, you're
Sam:with them? They're there with you. Yeah, exactly. And you're building strong, long lasting relationships with within with potential investors. Yeah, yeah, that's the start of it. And it also, you know, really positions you as a person of value, because you've gone off and you're clear on why you're doing things and what you want to achieve, they see that. So it can resonate with them. And they can obviously see you as a person of value as well. Yeah.
Al:And I think, you know, your pitch turns to a story. And people love stories. And what that allows them to do is people become invested in you, as well as being invested in just the project. And I think this is the vital thing, and this is where, you know, Sam has had so much success in the relationships he's had with his investors. And that's why you can build an investor bank and not just fund deals, you know, by pitching to people, you build relationships, they come on board with you, they're invested in you, and the journey that you're going on that they're kind of piggybacking that too, because they are human beings, as we said, and they want to go somewhere in their lives, and you're kind of, in a way creating the opportunity for everyone to go there together. And,
Sam:and everyone turns to improve their life, you know, go on the journey together, let's not forget that. Yeah.
Al:And also, in terms of the actual investor, you're not just looking at sort of hype, I think one of my, our phrases was, we're not looking for people with halos and wings all the time, you know, they're not massive VCs, they're not like big corporate, you know, you could be working with someone who's just, you know, who's just fed up of their job, who sees that you are doing what you're doing and wants a bit of that as well in their life. And they connect to that. And I think that's really vital. You know, it's really, really vital, and a huge, huge aspect of this. So it's definitely worth thinking about your values, where you're going, you know, what your purpose is, in the journey, you're sort of moving through with property, definitely worth deep, deeply going into that, to sort of think about, you know, what all of that stuff means to you, and then how you can articulate it to somebody else in a conversation. It's really powerful.
Sam:Yeah, that's just as important as well as how you actually articulate it in a conversation. Yeah,
Al:yeah. Well, absolutely. I mean, I think,
Sam:again, do another episode on preparation and rehearsal around that, for sure. Yeah,
Al:yeah. No, it is, isn't it? And I think you can't, you know, you do have to spend time on this. And some people don't like to hear that some people won't do it. And that's okay. But even if there's a just a small handful of people that go, you know, what, I'm not really in tune with my values. And I haven't really thought about this, and making decisions based on money. Because I want to obviously, you know, progress in my life. And I want to do a development to earn money so that I can do what I want to do I get that, but what is it you want to do? That's the bet you need to figure it out. And that will help you make those decisions for yourself and your, for your family. If you have one. Whatever it might be. It's
Sam:really good skin overall is going to just help you get really good quick connections with potential investors. That's what it's all about. Yeah,
Al:no, definitely. So guys, if there's anything you have, as always, you know, we're on Instagram. We're on Facebook at raising finance club. And from our experience, like I said, this, this stuff really, really works. So if you're resonating with it, you like it. Thanks for listening and subscribe, and we'll see you on the next one.
Sam:Yeah, see on the next one. 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