Private Money Partnering

Presenting The Deal

Chapter K. (continued)

Preparations Beforehand
During The Presentation
What You Say Makes A Difference
Words To The Wise

Forms:
Flip chart Presentation
Flip chart Presentation With Script

Creativity Matters

Show creativity in your presentation. If you present the concept that several scenarios are possible with this deal, that it could be fixed up and sold retail, or it could be wholesale as is, or held for a certain time, you will show that you have done your homework and that you’re on top of it.

Show Your Knowledge Selectively

You'll need to show knowledge of all the specifics without crossing the fine line of presenting too much information. In other words, if you do a “data dump” on someone who is not familiar with real estate, they'll just get confused. And a confused mind usually says no. In other words, know who you’re talking to. Learn what it is that they want and what they need in order to make a decision.

Professionalism Matters

Be professional in your presentation and your approach. If you
were going to a bank for relatively inexpensive 12% money but
a whole lot of paperwork, wouldn't you have pictures? Wouldn't you have a nice presentation and a binder? Do no less for a private investor who can become your private bank. What does professionalism buy? It buys credibility. And the less experience you have, the more professionalism you'll need in order to look credible. In the following dialog, John, an experienced real estate investor, is approaching Allen about the possibility of Allen’s investing in real estate.

JOHN: Allen, how are you doing today?

ALLEN: I'm doing OK, John, how about you?

JOHN: Great. I understand you have some interest in investing in the real estate area.

ALLEN: I don't really know much about the real estate, John, I do
have interest in investing. I'm retired now and I've got some income that I would like to live off of and enjoy my retirement years. I want to earn some income and interest on that money I've accumulated, but I don't know much about real estate.

JOHN: Well, I've been investing for a number of years. Real estate is a good, solid, conservative investment because everybody need a place to live. People tend to pay their mortgage before they pay anything else, right after food on the table. I have, as I said, been investing for a number of years and I’d love to show you the numbers on some of the houses I've invested in, maybe even drive around town and show you some of the houses. As a matter of fact on some of them I took some before and after pictures that we could review and I could show what the house looked like before and then what the house looked like afterwards. Let me tell you what I do in the real estate area and see if that tweaks your interest.

ALLEN: OK, sure.

Presenting The Deal - Chapter K (continued)