Private Money Partnering

Presenting The Deal

Chapter K. (continued)

What You Say Makes A Difference
Words To The Wise

Forms:
Flip chart Presentation
Flip chart Presentation With Script

ALLEN: Because, I think I know what’s right for each of these neighborhoods. I'll tell you the way I typically work these situations. I generally like to do a partnership. Someone puts up the money, I do the work and then we split the profits. So you’re kind of a silent partner, but I would love for you to go look at the house so you know where your money is going while the work is in progress. What I do ask, is don't tell me how to do my job, because I've done that enough times and I think I can convince you that I know how to do it. Basically all you have to do is write a check in the beginning and I'll give you a check at the end.

JOHN: That sounds pretty simple. Have you done this with other partners in the past that maybe I could contact and talk to and see what their experience was?

ALLEN: Absolutely. I’d be willing to give you a list of names and phone numbers, and they’re all people here in the Atlanta area.

JOHN: Oh wonderful, well that would be great. That would make me feel much, much better.

ALLEN: I want you to fee comfortable. This really ought to be something you can do and sleep comfortably at night. And if you can't, to tell you the truth I don't want you as a partner. I don't want you calling me up at two o’clock in the morning, worried about your investment. I sleep well at night and I want you to do the same.

JOHN: That sounds great. I think if you could give me that list and I could just contact a few of your previous partners and if they had good experience that I certainly would be interest.

ALLEN: OK, great, I'll get you that list tomorrow.

JOHN: Thanks.

Preparations Beforehand

√ Know that marketing yourself is at least as important as the product

√ Have a mind set of personal marketing

√ Dress appropriately to convey the image you want

√ Be clear about your objective, to obtain a financial friend with whom you can do business with a number of times

√ Practice your presentation talking to strangers if you need to

√ Learn as much as possible beforehand about the personal background of your prospect in order to be able to build rapport initially

√ Nurture as many possible future business relationships as you can … you never know when you'll need them

√ Be completely prepared so you don't fumble or need to make apologies.

Presenting The Deal - Chapter K (continued)