| Many entrepreneurs or real estate investors new to | | | | after a 60 sec interaction which consisted mostly of |
| the game of raising private capital think that the | | | | you pitching you deal or your business to them? |
| quality of their deal or business is the key to getting | | | | Real networking is about building successful and |
| private money. The private investors who read this | | | | mutually beneficial relationships with people. The |
| are smiling, because this attitude is so typical and so | | | | questions the successful networker asks when he or |
| far from the truth. The truth is that success in raising | | | | she meets someone is |
| money from private investors has a lot more to do | | | | - Who are you? |
| with you, your team and the relationships you build. It | | | | - How can I serve you? |
| is a process that I incorporate into my GRAD formula | | | | "Serve" is the operative word. No matter how much |
| (Get Ready, Attract, Deliver). | | | | you think you know about a person, or his business, |
| I want to discuss the "Attract" part of the formula, | | | | or the organizations she belongs to, the only one |
| because unless you are talking to the right people, | | | | who can answer the question "how can I serve |
| the best preparation, and best pitch are going to fall | | | | you?" is the person themselves. |
| on "deaf" ears. And the world of private capital is all | | | | Don't make assumptions. Don't try to figure out what |
| about relationships. | | | | you have to gain. Most people want to have personal |
| Think about it. If someone came to you asking for a | | | | and business relationships with "givers" not "takers". |
| $100,000 investment, would you even give them a | | | | Don't you? |
| minute of your time if you didn't know them and | | | | Since this is a forum, and I know there are many |
| your colleagues or friends didn't know them either? | | | | incredibly successful networkers on LinkedIn, I'd like |
| Not likely. | | | | to ask: |
| And most "networking" meetings don't even deserve | | | | "What networking techniques have been successful |
| that name. Contrary to common practice, the | | | | for you?" |
| successful networker is Not the one who collects the | | | | And |
| most business cards. How many people do you think | | | | "How may I serve you? |
| will remember you (or even want to remember you) | | | | |