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Speaker 1: Earners.

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Speaker 2: all from one simple system. If you're a business owner

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Speaker 2: This episode is brought to you by P and C Bank,

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Speaker 2: a lot of people think podcasts about work are boring,

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Speaker 2: National Association Member FDIC.

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Speaker 3: When I started raising money, I was doing everything wrong.

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Speaker 3: And one of the first rules that I say in

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Speaker 3: my book Fundraising is, uh, don't say you're fundraising. As

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Speaker 3: the second you say that you're fundraising and you're on

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Speaker 3: the clock, meaning people are gonna be like, all right,

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Speaker 3: well his round should blow up and be over soon.

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Speaker 3: Because if this is a hot company, I'm gonna have

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Speaker 3: a limited window. So if in two weeks your round

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Speaker 3: isn't done, people are gonna be like, why aren't others investing?

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Speaker 3: And so they're gonna you know, they're gonna walk away.

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Speaker 3: And if you build up a bunch of no's around

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Speaker 3: your company people are not investing, then that's you know,

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Speaker 3: the network becomes aware that all these people didn't invest,

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Speaker 3: and you're kind of screwed. So, you know, one of

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Speaker 3: the first lessons that I learned from a great mentor

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Speaker 3: of mine, his name is Michael Cartery, as this company

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Speaker 3: play Co, very successful gaming company. He was giving some

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Speaker 3: talks on fundraising, and he taught me this, just don't

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Speaker 3: say you're fundraising. Just go build relationships first. Go and

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Speaker 3: meet investors and get them excited about who you are

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Speaker 3: as a person, and casually get them excited about your

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Speaker 3: idea instead of going and saying I'm pitching you, which

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Speaker 3: automatically puts them on a pedestal versus you.

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Speaker 1: Right, you're not peers anymore.

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Speaker 3: Now they're on a pedestal, and so it sets the

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Speaker 3: dynamics incorrectly from the beginning. You're not building a relationship

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Speaker 3: and you can get this domino effect of nose which

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Speaker 3: could really screw you before you even begin.

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Speaker 1: So I did that in the beginning. I learned from

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Speaker 1: those mistakes.

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Speaker 3: I had some great mentors who helped me reshape my

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Speaker 3: fundraising strategy.

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Speaker 4: So you said something, or you say when you said,

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Speaker 4: if you want money, ask for advice. If you want advice,

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Speaker 4: to ask for money. Yep, that's how I said it correctly. Yeah,

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Speaker 4: so can you elaborate on that.

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Speaker 3: Yeah, it's a pretty common adage in Silicon Valley and

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Speaker 3: so I certainly didn't invent that. But uh, if you

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Speaker 3: go to someone and you say, hey, I want, you know,

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Speaker 3: to pitch you for funding, They're most likely going to

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Speaker 3: give you advice. It's going to say, hey, you know,

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Speaker 3: I'm not able to fund you right now, but how

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Speaker 3: about I give you some advice. Whereas if you go

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Speaker 3: to them and you show a genuine interest in their advice,

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Speaker 3: but also, potentially even more importantly, you really impress the

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Speaker 3: shit out of them with who you are, and that

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Speaker 3: person has money or is an investor, they're going to

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Speaker 3: organically want to invest in you.

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Speaker 4: So let's say I have a company and I'm trying

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Speaker 4: to raise money. I know a very wealthy guy. Instead

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Speaker 4: of saying, hey, do you want to you know, hand

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Speaker 4: my pitch to give me money to put my startup,

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Speaker 4: and we say, you know, I have this idea, da

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Speaker 4: da da, And I really respect, your your opinion. Would

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Speaker 4: you want to just hear about it just to kind

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Speaker 4: of give me some feedback on it? And then you

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Speaker 4: just do a really great job presenting it, and then

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Speaker 4: they're like, damn, I gotta be involved in this situation,

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Speaker 4: but you're not. You don't look like you're so eager

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Speaker 4: to just only get their money. You really genuinely want

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Speaker 4: their advice. But then by you not wanting to take

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Speaker 4: their money, they want to give you money even more.

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Speaker 3: Exactly, this approaches a win win makes it more comfortable

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Speaker 3: for them, right because they don't like saying no to you.

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Speaker 3: It makes it more comfortable for you because if if

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Speaker 3: you're doing a good job, they're gonna want invest. If

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Speaker 3: you're talking to an investor whose job it is to invest,

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Speaker 3: who invests, they need you just as much as you

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Speaker 3: need them. So if you're sitting in front of them

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Speaker 3: and they're like, oh shit, this dude is gonna fucking

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Speaker 3: kill it, they will pro actively say how can I

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Speaker 3: get involved? And they're going to be just as likely,

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Speaker 3: if not more likely, than if you came to them

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Speaker 3: explicitly trying to pitch.

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Speaker 2: How intentional are you about it? Before you even go

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Speaker 2: to get the advice. Are you strategically targeting the people

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Speaker 2: that you want to get the advice from? Like, is

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Speaker 2: there a list? And it's like if I could meet

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Speaker 2: or get in front of this ten or twenty people

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Speaker 2: this month, that's my target. Like how did you go

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Speaker 2: about it?

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Speaker 3: Well, in the beginning, you know, beggars can't be choosers, right,

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Speaker 3: so you kind of will try to get meetings with

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Speaker 3: anyone who has money, right.

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Speaker 1: I mean, now you.

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Speaker 3: Can be as you go later, Sage, you could be

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Speaker 3: a little more picky, and you should be picking. I mean,

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Speaker 3: you should try to avoid putting sharks on your cap

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Speaker 3: table who are at odds with you or who are

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Speaker 3: very short termistic and they're going to create issues for you.

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Speaker 1: You should avoid.

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Speaker 3: Those to the maximum extent possible. But you know what

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Speaker 3: I would do is I would try to build my

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Speaker 3: network in a very strategic way, so I would host

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Speaker 3: like happy hours or dinners. I'd do this on a

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Speaker 3: college budget. I mean I didn't spend I spent minimal

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Speaker 3: money on it. It's like a couple hundred bucks that

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Speaker 3: i'd throw together after a few this VC would sponsor them,

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Speaker 3: so they'd throw down three four hundred bucks on these

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Speaker 3: dinners right and be at my place or you know,

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Speaker 3: I didn't spend a lot of money and so I

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Speaker 3: was building network. So first step is build network if

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Speaker 3: people have interconnectivity to investors and play the long game.

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Speaker 3: Build a relationship with these folks casually, make sure all

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Speaker 3: these people in your network are impressed by you, right casually,

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Speaker 3: and then at some point you can make the asks

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Speaker 3: or you can say, hey, I know this person invests

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Speaker 3: in your company. I think they have this relevant experience

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Speaker 3: what I'm doing. Do you mind making the intro? And

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Speaker 3: so you do that with you know, all founder friends.

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Speaker 3: People will raise money before you're trying to build this

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Speaker 3: network to cultivate and then eventually make the ask for

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Speaker 3: the introductions and uh, you know you're just doing this

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Speaker 3: on repeat as much as possible.

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Speaker 4: So you said something also where it's like you always

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Speaker 4: want to avoid try and get it know.

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Speaker 1: Yes, you don't. You never want to get to know.

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Speaker 3: This is a little bit of the opposite advice that

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Speaker 3: some would give you.

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Speaker 1: Oh you want to get to know quickly. Yeah, that's

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Speaker 1: that's what I've heard.

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Speaker 4: I need not know because I come from sales, So

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Speaker 4: that's what I heard all the time. Was like a

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Speaker 4: no is always one step quicker to a yes, or

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Speaker 4: get to the know early or stuff like. But so

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Speaker 4: that's an interesting.

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Speaker 1: It even it feels contradictory.

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Speaker 2: It's like because you're going this is trial, right, Like

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Speaker 2: you're saying this because you've got nos.

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Speaker 3: Yeah exactly nos uh spread. So you know, investor community

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Speaker 3: or the community you're raising within is small, and so

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Speaker 3: you don't want somebody to go to someone you just

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Speaker 3: pitched and that person say be like I passed, right you. Now,

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Speaker 3: if you follow this strategy, you may have had a

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Speaker 3: meeting with that person, it may not have went well,

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Speaker 3: so they may not have invested, but you were never

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Speaker 3: pitching them, so they don't have the ability to say

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Speaker 3: I passed because you never went to them officially asking

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Speaker 3: them for money.

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Speaker 4: No, it's actually makes a lot of sense psychologically, because,

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Speaker 4: like you said, it becomes a virus once one person

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Speaker 4: says no and then another person acts. This person even

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Speaker 4: if they want to say yes, it's like, well why'd

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Speaker 4: you say no?

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Speaker 1: Right?

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Speaker 4: And then it's like I don't want to be the

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Speaker 4: person that says yes and be an idiot when my

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Speaker 4: friend who I'm I have a high level of respect

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Speaker 4: for said no, so more likely to lean towards the

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Speaker 4: know because that's just where the crowd is going exactly.

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Speaker 3: And so what you're trying to create is a crowd

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Speaker 3: momentum behind you. The hardest one to get the fall

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Speaker 3: is the first one. And you have to get this

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Speaker 3: person to fall just through your character and your pitch

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Speaker 3: and this strategy that I'm outlining, and then that one

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Speaker 3: will hopefully turn to two or three once you have

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Speaker 3: like three people is the magic number where three people

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Speaker 3: have now casually without you saying you're fundraising, have told

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Speaker 3: you they want to get behind you. Now you can

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Speaker 3: start a fundraising round with the wind at you're back.

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Speaker 3: Because you could say, the way I like to sequence

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Speaker 3: it generally is even when these people say I want

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Speaker 3: to back you, I won't say, okay, how much, here's

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Speaker 3: the docs you want to then take a step back

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Speaker 3: once again and say, okay, I'm honored. I'd love to

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Speaker 3: work with you. Let's do another meeting. I'd love to

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Speaker 3: get your advice on these other things. I'd love to

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Speaker 3: learn how you work with founders. I like to, you know,

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Speaker 3: have this discussion on what working together will look like.

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Speaker 3: I asked for references say hey, can I speak to

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Speaker 3: a couple other founders you've worked with? So, uh, you know,

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Speaker 3: when someone expresses interest, you don't.

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Speaker 4: Just automatically jump and say hey, yeah, I'm ready.

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Speaker 1: Yeah exactly.

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Speaker 2: Yeah. I think that probably feels like the biggest mistake

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Speaker 2: that most people make because you're in so much desperate

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Speaker 2: not desperate need, but you're in need of the funds.

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Speaker 2: And so once you feel it inklink of somebody who's interested,

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Speaker 2: it's like, I gotta jump, you got it.

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Speaker 3: Desperate, you can't. You can't show the desperation, even if

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Speaker 3: you are. I've been desperate many times in my career,

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Speaker 3: even beyond us our seed round, But you can never

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Speaker 3: show it because this is what investors are. Just their

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Speaker 3: job is to sniff desperation, right. They're experts at this,

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Speaker 3: so they can get the best deal possible, So.

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Speaker 1: They can get the best deal possible. Exactly.

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Speaker 3: So, no matter what desperate situation you're in, I mean,

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Speaker 3: you've got to come in with confidence. It's as simple

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Speaker 3: as that. I mean, most people won't give this advice,

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Speaker 3: but I mean it's just the truth.

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Speaker 5: An illegal alien from Guatemala charged with raping a child

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Speaker 5: in Massachusetts, an MS thirteen gang member from Al Salvador

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Speaker 5: accused of murdering a Texas man of Venezuelan charged with

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Speaker 5: filming and selling child pornography in Michigan. These are just

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Speaker 5: some of the heinous migrant criminals caught because of President

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Speaker 5: Donald J. Trump's leadership. I'm Christy Noman, the United States

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Speaker 5: Secretary of Homeland Security. Under President Trump, attempted illegal border

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Speaker 5: crossings are at the lowest levels ever recorded, and over

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Speaker 5: one hundred thousand illegal aliens have been arrested. If you

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Speaker 5: are here illegally, your next you will be fine nearly

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Speaker 5: one thousand dollars a day, imprisoned, and deported. You will

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Speaker 5: never return. But if you register using our CBP home

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Speaker 5: app and leave now, you could be allowed to return legally.

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Speaker 5: Do what's right. Leave now. Under President Trump, America's laws,

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Speaker 5: border and families will be protected.

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Speaker 2: Sponsored by the United States Department of Homeland Security,