“THESE” 5 Words Attract ALL Real Estate Fund Investors – Natu Myers of Raises.com
I’m back again with another video. In this one, I’ll be discussing why using neutral language can help you raise millions of dollars. We are currently living in a post-trust era, where many people have a lack of trust in institutions worldwide. This trend is evident in surveys, where people have a lack of trust in large corporations and organizations. This mistrust can be seen in various forms such as people who identify as spiritual but not religious, mistrust of governments, and the emergence of cryptocurrencies like Bitcoin during the 2008 financial crisis. All of these examples are symbols of a mistrust of large established institutions such as banks and companies. (where to find investors for real estate)
When it comes to raising money and building trust in a post-trust era, using neutral language can be a powerful strategy. Many companies that are successful in this era use neutral language to avoid creating sales pressure. When people assume the sale or assume that an investor will fund a deal, they use assumptive language which can put pressure on the prospect or investor. This can make them feel like they have to make a decision or take action, instead of creating a sense of trust and understanding. (where to find investors for real estate)
Using assumptive language can create a form of discomfort and pressure for the person you are trying to persuade. For example, when booking a call with an investor to discuss a fundraising deal, instead of assuming they will agree to it and asking when they want to talk about it, a more neutral approach would be to say something like, “The next steps from here, if you feel it’s appropriate, is to book a call with you to discuss more about what the deal is. So, would that be appropriate or what are the next steps from here?” or “Would it make sense to do X by X, or perhaps we can do this and this, or maybe we can do this and this.” Using words like “maybe” or “perhaps” can make you sound less confident, but it will also reduce the pressure on the person you are trying to persuade and avoid assuming they will take a certain action, such as investing in your deal, signing an NDA, or looking at your data room. (where to find investors for real estate)
And when it comes to strategy, many companies that operate in the post-trust era use neutral language. This is because when people use assumptive language to persuade others to make investments or decisions, it can create a form of pressure known as sales pressure. For example, when booking a call with someone, instead of saying, “When do you want to talk about it? Tuesday or Wednesday,” it’s better to say something like, “The next steps from here, if you feel it’s appropriate, would be to book a call with you to discuss more about the deal. So, would that be appropriate or what are the next steps from here?” Using words like “maybe” or “perhaps” can also help to neutralize and diffuse the sales pressure. It’s important to remember that when it comes to investments or any other actions, you shouldn’t assume that someone will take a certain action. Instead, you should focus on what’s in the other person’s best interest. (where to find investors for real estate)
When it comes to sales strategies, many companies today are operating in a post-trust era. To be more effective, using neutral language is important. Assumptive language can create a pressure on the prospect, and make them feel uncomfortable. For example, if you say, “When do you want to talk about it? Tuesday or Wednesday?” you are giving them pressure because you are assuming they have agreed to it. Instead, you could neutralize and diffuse the sales pressure by saying something like, “The next steps from here, if you feel it’s appropriate, would be to book a call with you to discuss more about what the deal is. So would that be appropriate or what are the next steps from here?” Additionally, it’s important to make sure that the persuasive language used serves the other person and their best interest, rather than just serving yourself. It’s important to not assume you know what the person is looking for and to explicitly get it from them. (where to find investors for real estate)
For example, if their end goal is to preserve capital to hedge inflation, it’s like, okay, so the next step from here, if you feel it’s appropriate, is there would it make sense? Would it be appropriate to arrange a time to talk about how the deal can help you hedge against inflation? So because that’s way better and just using different neutral like neutralizer, like, oh, would it be appropriate to book a call to discuss how this deal can help you hedge against inflation? Or what would you like to do from here? You know, and if you give them sort of or what would you like to do from here? The reason why some people throw that in is because you can if you give them one path to take and one action to take, for example, book a call with me or wire the funds here or whatever you want to give. You want to have an or so that you don’t put them on a mandatory path. Because if you put them on that mandatory path and they feel pressure and they don’t want to be rude to you because sometimes they have their calls recorded and sometimes like their boss is listening. So sometimes they’ll just agree with you just to get you to shut up and leave them alone. But in truth, they probably hate you and it probably feel really uncomfortable and they probably never want to talk to you again. (where to find investors for real estate)
To ensure success in sales, it’s important to use neutral language and not assume you know what the other person’s best interests are. For example, when trying to get an investor to wire funds to your deal, instead of using highly pressured language such as “when are you going to wire the funds,” a more sophisticated approach would be to say “the next step from here would be to send you the wiring form, and insert the result they want here, or ask them what they would like to do next.” This approach allows the investor to feel in control and not pressured, and also allows you to better understand their goals and tailor your approach to align with them. Additionally, it’s important to give them an out or an alternative option, so they don’t feel forced into taking a certain action. (where to find investors for real estate)
You never want to be so attached to getting the investor to fund your deal that you don’t give them an out. So you want to give them an option to opt out as well. By doing this, you can increase conversion rates because they feel less pressured and trust you more. When they trust you, they can tell you what they want, and you can then show them how your offer will give them what they want. But if you force things on them, they will likely run away. A lot of investor relations is just basic sales, but in the post-trust era, the key is not to force people to do anything and always be willing to walk away and give them an out. This can be achieved through using language like “maybe,” “possibly,” “potentially,” or by giving them an “or” statement to opt out, or by using words that don’t force them into any corner. That’s the strategy, and the tactics can be in using words like giving them a “maybe” or “or” statements for them to opt out or just using words that are neutral and not pressured. (where to find investors for real estate)