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Building Your Capital Raising Pipeline with Trevor McGregor · The Academy Presents podcast

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Did you know that 90 % of the world's millionaires
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invest in real estate? Well, I'm Angel with the
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Academy Presents Real Estate Investing Rocks,
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and I'm here to help you if you want to go for
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your piece of that pie. Are you new? Are you
0:19
new to this and you just don't know where to
0:20
start? It's okay. Are you someone that has invested,
0:25
but you feel stuck, you feel like you've lost
0:27
momentum, you don't know where to really head
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from here? Are you a seasoned real estate investor
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who is doing great but maybe you just want to
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hone a few skills here and there? This is the
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place for you. The Academy Presents Real Estate
0:41
Investing Rocks podcast will connect you with
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industry experts so that you can save time, avoid
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costly mistakes, and begin living the life you've
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dreamed of all through real estate investing.
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You're already taking the first step. just by
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joining us here today. Absolutely. And I would
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even say that, like, if you were raising capital
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in 2020, 2021, 2022, that's how we learned. And
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thinking about where are we going to be in two
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years? I remember talking to Ryan McKenna one
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night, which if you don't know that name, look
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it up. You're going to be impressed. And I told
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him, I said, you're doing these amazing things.
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He said, Angel, I got 15 years on you. You're
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going to get there. And I think back on that
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conversation because it meant a lot to me. And
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I think about how Jason and I have learned how
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to raise capital in the middle of a pandemic.
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We've raised over a million dollars two different
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times on our two deals, and we learned how to
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do that during a stinking pandemic. What's it
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going to be like for us five years from now?
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Does it mean I'm not discouraged today? Not at
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all. I'm absolutely discouraged today. But at
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the same time, I can flip that coin because discouragement
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and happiness, they're on the same coin. I can
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flip that coin and realize five years from now,
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holy crap. Where are we going to be? Because
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we took the time to learn how to do it right
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now. I love that. Yeah, congratulations and a
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million dollar capital raises, not a small amount
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of money and huge props to you for staying consistent
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and resilient and courageous through those capital
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raises. But you know, you're opening up a couple
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of loops. Number one is Never compare where you're
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at in your journey to someone else like a Ryan
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McKenna or a Joe Fairless or a Dan Hanford, who's
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just a few years down the road ahead of you because
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you lose. In fact, Tony Robbins says it gives
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you what we call a comparison hangover. It's
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like drinking too much. You know, you know what?
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The night before and the next morning you feel
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a little bit hung over, right? And you know,
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we always say that comparison is also the thief
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of joy because you're either going to feel like
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you're not enough. to be a big time capital raiser,
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or what I would suggest you do is get inspired
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by Angel and Jason raising a million dollars,
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get inspired by the Joe Fairluses, the Ryan McKenna's,
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the Dan Hanford's, the people that have literally
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started at zero because all of them started at
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zero at one point, and then started to climb
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the steps of capital raising. And when you get
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up steps one and two, you start to see patterns.
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In fact, I am a pattern recognition specialist.
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If you really want to know what a coach and a
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high performance coach does, that really sees
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what worked in steps one and two and what didn't.
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And then you retool for steps three and four,
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and then you scramble up those steps. And then
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you start to do things a little differently.
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That by the time you get to steps five, six,
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seven, eight, nine, 10, you start to see here,
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feel and know. that there's a way to raise capital
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and there's a way not to raise capital. How would
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you speak to that? And have you learned and have
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Jason learned on the way and maybe share with
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us the biggest lesson you've learned as you've
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scrambled up these steps and fallen down the
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steps and got up and dusted yourself off and
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kept climbing up the steps. Angel, how would
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you speak to that? Well, I would just say you're
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for us. We are incredibly relationship driven
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and our investors are our friends. And so A friend
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doesn't like to tell a friend no. And so we face
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that a lot. Instead of telling us no, we just
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get ghosted. So that's when you have to reach
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back out and say, hey, whether or not you invest
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with me has zero effect on our friendship. Zero.
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Because you have to get them talking to you again.
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Because you don't want this wedge driven between
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you. So that's kind of like, I guess that's my
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number one thing that I've learned throughout
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all of this. And the number two thing is you
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have to set up a system for phone calls. It sounds
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really goofy. But if you're always calling this
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person and they never pick up you got to kind
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of pick up the dang phone So you do like I have
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the double dial you call if they don't answer
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wait 30 to 60 seconds and call them right back
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because just like Eric and Neil told me she was
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like, oh my god I answered because I saw this
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number and I thought it was important She spoke
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exactly what I knew she was gonna speak because
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that's what people do They're like me and what's
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this number? It's called me two times in a row.
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This must be important and they'll pick up If
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they don't pick up on the second call, you have
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to leave a voicemail. You cannot forget to leave
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the voicemail, because if you call three times,
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you look like a psycho, so you gotta call them
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the next day. You gotta leave the voicemail after
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the second phone call, and then immediately follow
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that voicemail with a text that says what the
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voicemail is. Because then by the time you get
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on the phone, you've got the voicemail, touch
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one, the text, touch two, the phone call, touch
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three. That's phenomenal. And I know that that's,
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yeah, that's really worked well for you. And
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I think you're one of the people that have shared
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that with more people that are now doing it,
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right? Just like I share best practices. That's
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what this summit's about. That could be one little
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thing that you do differently, right? To leave
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your law familiarity of getting ghosted or calling
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and going, Oh my God, they're not picking up.
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They mustn't like me anymore. But you know, really
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realize that, you know what? Persistence is the
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key. And sometimes you got to really access courage.
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And the courage is what is needed to keep on
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calling or send that text or send that email
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and not be defeated if it takes 234568 times.
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Now, you don't want to badger people. But at
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some point, it's almost selfish if you stop calling
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them because you assume that they don't like
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you or they assume that all you want is their
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money or you assume. And we all know what happens
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when you assume. So I love that. And that's a
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great share. But what are we doing in this winter
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to build a bigger list? Let's say somebody out
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there has exhausted their family and friends,
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you know, and now they're going, gosh, where
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do I go from here? What do I do? Well, there's
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a whole potpourri of things that other people
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have already done, where again, success leaves
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clues and you could start doing right, getting
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on podcasts, going to summits, going to meetups,
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you know, really getting on stages, you know,
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getting into different you know, community events,
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you know, I know our most of our listeners might
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have kids or nephews or nieces and ultimately.
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You know, we've met a lot of other investors
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and I've got many of them going to be in attending
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the next couple of conferences that I'm at that
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were literally, you know, playing soccer with
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my three sons or baseball or swimming or something
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where the dads and the moms get talking. They
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say, who are you and what do you do for a living?
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And it's pretty casual. And then not that far
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after they're investing in real estate syndications
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in deals that you know what we're doing in Texas,
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in Florida, in the Carolinas. in Nashville, Indiana,
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Colorado. And what's really amazing is it's wonderful
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to share the wealth, because a lot of people
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don't know what you know about real estate. And
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that's, again, a common misconception that we
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don't know enough to go outside of family and
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friends, or we have doubt, fear, worry and anxiety
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that well, what if we lose their money? Or what
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if we look stupid? Or what if we get criticized?
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Well, it's a numbers game. Because the number
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of people you ask, if you think about asking
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100 people, there's no way I've ever seen any
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of even the best capital raisers get 100 for
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100 to come in and invest. It's usually more
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like you might get 10 out of 100. And then when
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you get really good, you might get 15 out of
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100, then 20 out of 100. And if you could get
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to 30%, or 35%, and even that's a tall order.
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Come, you know, I'll hire you. Come work for
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me. Because again, the steady eddies that we
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know are really committed to getting to that
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10 to 15 to 20 % or one or two out of 10. And
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if you go beyond that, you're starting to really
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climb steps 12, 15, 18 and 20. What do you think,
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Angel? Well, and I think that that is 100 % true.
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Like just sticking to it, being consistent, going
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through your follow ups. And another thing I
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would add is this is a really great time to be
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working on your pipelines. Yep. I'm not saying
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like curating your investor list, working on
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your vessel. I'm talking about where else can
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you move to? So like we like to invest in our
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backyard and we have some local investors, but
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we've really been putting a lot of thought into
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how do we really grow our local investor base?
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You know, what are the events that we can put
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on? Who can we talk to? And I was talking to
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Peeley just the other day and she was like, man,
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somebody ought to put on an event for real estate
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agents. And I was like, Ding, ding, ding, ding,
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ding, ding. And I was like, well, my friend who's
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an EXP agent wanted me to teach her about syndication,
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her and her team. So that was six people right
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there. And that was just EXP. We've got other
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people here in town. And so if I can do something
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to teach them about syndication, that's another
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pipeline, because just like you want to have
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revenue streams coming in so that you're not
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relying on one or two things to really propel
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you. If you can have more than one pipeline.
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to which you can go through to get your capital
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or you can go through to get advice, whatever
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it is you're getting. Because I also heard when
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you ask for advice, you get money. When you ask
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for money, you get advice. So you've got all
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these pipelines going. This is a really great
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time to sit back and just think of who else can
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I reach out to? What other investor pool can
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I create? So ours, like I said, is really working
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on a local investor pool. Maybe yours is at school
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sports. the other parents on travel teams, travel
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teams cost money. And people are just going to
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spend a bunch of disposable income they don't
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have. So think about places where you're at that
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is more cost prohibitive, because those are probably
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great places to start another pipeline. I love
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that. And you know, I'm a big believer in, you
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know, multiple pipelines flowing to you as a
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capital raiser. And again, like we're saying,
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some of it can be in your local community. Some
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can come from Facebook. or LinkedIn, or maybe
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you put out a newsletter, getting on podcasts.
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I mean, there's so many different ways to get
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out there and become what we call a micro celebrity
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or somebody that's just a few steps ahead of
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where these other people are that maybe don't
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even know what that passive investing and making
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a little bit of mailbox money exists. But you
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remind me of an old story that Tony tells about
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his coach, Jim Rowan. And for anyone that's a
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big Tony Robbins fan. I highly recommend you
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listen to him or go to some of his events. But
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he learned a lot of what he knows from his coach,
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Jim Rohn, who back in the day got started selling
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this little product called a Bunda Vida, right?
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It was a little health product that his family
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sold. I think it was network marketing. And instead
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of Jim Rohn going, geez, I got this product.
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Who should I sell it to? And just casting a wide
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net on everybody. what he did is he gamified
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it and gamification is a fun thing that we can
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do where one week he said you know what i'm going
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to go visit all the fire halls in his community
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right or in his county and the next week he did
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school teachers and the next week he did nurses
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right and he literally played this little game
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where not only did he you know make tremendous
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things happen but he came the number one salesman
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in all of Texas for the product. And that's really
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when other people started to bring him in. And
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he started a speaking career and the rest is
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history. So think about yourself, what group
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or what entity have you not checked in with?
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Or maybe you don't want to go to chase all those.
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Another thing I've got a lot of clients doing
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is putting on investor dinners. I mean, what's
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wrong with going to a local restaurant or a local
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winery? You know, and you know, maybe have some
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of your investors already there. and then they
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get to bring a friend in or they get to bring
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a business associate in. And that is catching
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on like wildfire for a lot of my high level,
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you know, real estate investors, doctors, attorneys
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that I coach because, you know, they're literally
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doing an investor dinner in their local community,
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but they're also doing things, you know, in Florida,
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in New York, in Chicago, in San Francisco, in
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Colorado. And again, it's really expanding that
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potential investor list. that then becomes a
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numbers game because we know a certain number
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of those investors are not going to be on your
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potential list. They're going to go on your investor
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list. What do you think of that, Angel? No, I
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think that's just amazing. And I've gotten so
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comfortable in the virtual space that I've been
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reluctant to do face -to -face events. And we
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are absolutely in 2023 doing a bus tour. I'm
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putting it out here on another level. I think
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I've said it like 20 times because I keep saying
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it because Clive was like, Angel, you're going
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to do this. And so I keep saying it to make myself
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accountable for it. But we are absolutely going
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to have a best tour where we drive to some of
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our properties and we're going to end it at the
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winery that's in the same town as one of our
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properties and do a dinner, do some discussion,
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have some wines. It's going to be catered. It's
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going to be really nice. And we're hoping to
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not only draw in some of our current investors
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But again, building that local pool, building
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the local pipeline, having some of those ladies
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from EXP and other area agencies come in so that
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we can share what we're doing. And hopefully
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there'll be some interest and they'll ask us
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questions at the end. But we're pretty low pressure.
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And I think that's just kind of our style. We're
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pretty laid back and low pressure. And we want
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people to become interested and come to us because
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those warm leads are so much nicer to deal with.
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Yeah, yeah. And it's the really, it's the right
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thing to do. I mean, we've all experienced a
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lot of uplift in our, you know, wealth and our
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health and our prosperity through real estate.
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And again, there's just the numbers are staggering
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how many people have always wanted to get into
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real estate. But let's be honest, life gets in
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the way, or they get busy, or they've got their
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W two, or they've got kids. And you know, I applaud
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people like you. like Joe, like Dan, like Vic,
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like Tyler, like Annie Dickerson and Julie Lamb,
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all people that I coach, because they're not
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only in it to win it for themselves, but they
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know that the secret to living is giving and
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giving somebody an education or explaining something
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or inviting them out. And again, you can, you
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know, do these little zoom rooms now anywhere
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in the world. You know, there's no reason why
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we can't be a cause to create the effect. So
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I'm super proud of you and Jason. And I know
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that that's going to go well. And ultimately,
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I think the other thing is, you know, people
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are still starving for community. People are
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still starving to find a tribe. I mean, we've
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come out of the pandemic with lockdowns and masks
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and homeschooling. And it's really been a couple
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of difficult years for a lot of people where
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they would be so excited to find a like minded
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community or group or tribe. that's doing something
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in real estate that they become an LPN or something
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that would allow them, you know, to move towards
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their ultimate outcomes. Because let's be honest,
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Angel, we always talk about something that I
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call the five freedoms. And the five freedoms,
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you'll hear from other people out there that
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are repurposing it and sharing it one because
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I give them permission. But two, because after
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doing 30 ,000 coaching sessions, I know that
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all of us are after these same five things. So
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let's go over them again, because just think
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of yourself building pipelines through some of
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the things Angel and I are talking about here
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that help people get to number one, which is
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the number one thing most high performers want,
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which is what we know as financial freedom, right?
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Financial freedom. You know, Tony's got this
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great quote that I'll share, and he says that
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the best way to help the poor isn't to be one
16:35
of them, right, which means that we all have
16:38
a unique opportunity to take a little bit of
16:40
capital and invested in real estate. And in three,
16:44
five, seven years, you know, in some cases, almost
16:47
double or even triple our money in some really
16:49
good deals. So why wouldn't you want to be a
16:52
bridge or a conduit or a pipeline to someone
16:55
or a family or a couple or a group that wants
16:58
that first of the five freedoms that financial
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freedom? Does that make sense? 100%. You bet.
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That takes us to number two, which is time freedom,
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time freedom, because once we've got more financial
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freedom, then we get a little bit of our time
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freedom back where maybe somebody can leave their
17:16
W two early, or maybe somebody can quit their
17:19
W two faster than they ever thought possible,
17:22
and start making more passive income or leave
17:25
their W two and become a real estate investor
17:28
and an online entrepreneur. And I'm seeing this
17:31
more and more and more with layoffs. And I know
17:34
that just in the last two months alone, roughly
17:36
one hundred and ninety thousand people mostly
17:40
in tech jobs have been laid off. Ten thousand
17:43
at Microsoft, six thousand at Twitter, seven
17:47
thousand at Salesforce or something like that.
17:49
And we're not done. So as people continue to
17:53
get booted out of their office. or their home
17:56
office and have to reinvent themselves. You know,
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some of those people are sitting on a little
18:00
bit of capital that they love to start putting
18:03
money into a syndication. So that's really number
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two. Does that resonate with you that time freedom
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we all crave? Absolutely. I mean, that's what
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we're after too. You bet. Number three is what
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we call geographical freedom, geographical freedom,
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because once you've got some financial freedom
18:20
and some time freedom, you go travel across the
18:23
US or go to Florida or go to California or take
18:26
your family to Italy or Paris, you know, take
18:29
that dream trip to an African safari like I've
18:32
got a client leaving tomorrow for or even me.
18:36
I live in Vancouver, British Columbia, Canada,
18:38
but I also live part time down under I'm coming
18:41
to you live from Australia where my wife Lisa
18:45
and I and our boys have committed to spending
18:47
a certain amount of time in North America year.
18:49
and a certain amount of time down under a year
18:52
and we're blessed and grateful to have done a
18:54
lot of work over the last many years to be able
18:57
to be in both places right but there's nothing
19:00
like having financial freedom time freedom and
19:04
geographical freedom as the first three of the
19:06
five freedoms