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How to Maximize Your Private Placement Leads

Once you have purchased private placement leads it is important to maximize them and to start closing deals. Reaching accredited investors is an important step in promoting your private offering. More money is raised through private offerings than on the stock market every year. Your company can benefit from this, as long as you are able to reach investors and inform them of what you have to offer.

The first step is to make sure that you are buying a qualified lead list. Working with a reputable lead broker, like www.accreditedinvestorleads.com is important. Your private placement leads can be narrowed down by geographic area and demographic data to ensure that you are targeting people that are the most likely to want to invest in your particular offering.

With a lead list in hand, create a strategy for how you will close the deal. Reaching prospects is not enough. You must take them through the process, capture their interest, and walk them through closing. This is a key that many salespeople and business owners miss – you have to close the deal.

Here are some things to consider when working your private placement leads:

  • Create a value proposition. What value are you offering to the investor? They can put money into a million different deals so what benefit do they receive from working with you? Be as specific as possible and use compelling language.
  • Make it special. People are motivated to act more quickly if they feel they are getting something special or unique for their involvement. Consider how you can reward someone for getting in on the ground floor or investing early. Speak with your securities attorney about the best way to structure this.
  • Gather market data. Your sales strategy should include sending an investor information on how amazing the market is for your particular offering. This can be articles that were recently published in the newspaper, industries studies, professional opinions and more. Provide them with data that backs up your claims so that they can feel comfortable about investing.
  • Listen. When you get an investor on the phone, ask questions and listen for queues. It is important that you hear the emotion behind the words that they are saying. This is key for being able to sell the benefits of your investment in terms that will directly impact them.
  • Follow up. Whatever you do, don’t forget to follow up. When someone is interested enough to listen to what you have to say and request more information, make sure you follow up in a timely fashion so that you can close the deal. This part of the process cannot be postponed; otherwise they may lose interest.

When working your private placement leads, know where every prospect is in the process. You should be able to look up a name and read notes about what you have discussed, what they have been sent, what they have been offered and any additional information. Read your notes before making your follow up calls so that you can be as personable as possible. Stay focused, and you will increase your success.

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Accredited Investor Lists and Reg D

Use accredited investor lists and raise money by issuing a private placement memorandum under Regulation D.  This is an exemption from registration with the SEC that allows companies to raise capital without doing the paperwork that is required to go public.  Under Regulation D, there are several rules, most of which require companies to work with accredited investors.

An accredited investor is defined by the SEC as someone that has made over $200,000 on their own in the past two years or someone who has made $300,000 jointly with their spouse.  They may also have a net worth of $1 million outside of their personal residence.  It can be difficult to identify this type of investor because there is no way to know how much money someone makes when you meet them.  You can obtain accredited investor lists from www.accreditedinvestorleads.com.  This is a tool you can use to reach the right type of investors and start raising money.

Reg D and a Private Placement Memorandum

Regulation D has several distinct rules that you can use to raise capital.  There are advantages and disadvantages to using each one, so it is important to consider your goals prior to deciding which rule you want to use and issuing your private placement memorandum.

  • Rule 504. This is designed for small companies that are trying to raise $1 million or less in a calendar year.  The disclosure requirements are low, and a limited number of non-accredited investors may participate.
  • Rule 505. Companies can raise up to $5 million using this rule.  This is ideal for mid-sized offerings and companies that need to raise more can always do another round in the following twelve months.  You can use accredited investor lists to identify potential investors.
  • Rule 506b. This has been the most common rule used when raising money simply because there is no cap on what you can raise, and it provides protection against blue sky laws.  Only sophisticated and accredited investors can participate.
  • Rule 506c. This is a new rule that the SEC created in response to the JOBS Act.  The big difference is that companies can advertise their offering and only accredited investors may participate.  There are stricter rules for verifying someone’s accreditation status and earlier filing deadlines.

Once you know which rule you want to use you can issue your private placement memorandum.  This document should contain the following information (at minimum):

  • Background on the company
  • The leadership team
  • What you are doing currently
  • What you will do in the future
  • How much money you are trying to raise
  • What you will do with that money
  • What an investor gets in exchange for their investment
  • Financial data, both current and projected
  • Market conditions
  • Marketing strategy
  • Operational strengths
  • Risk factors and disclosures

Include as much information as you need in order to tell your story and give accredited investors information on why they should participate.

With your accredited investor lists in hand, start calling investors.  Use the initial phone call to establish a relationship and get them excited about your opportunity.  When they want to know more information, you can provide them with your private placement and walk them through the closing process.

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How to Market Your Lead List

When raising money through a private offering, an investor lead list can give you the tools you need in order to pitch your investment opportunity and successfully raise capital.  Without a list of investors or an existing database, it will be difficult to promote your offering.  We can help you to reach accredited investors and deliver a quality list that you can use both now and in the future.

Once you have obtained an investor lead list from www.accreditedinvestorleads.com it is time to market to those investors.  Creating an overall marketing strategy is essential for ensuring that prospective investors learn about your opportunity and get excited enough to engage with you.  Here are our suggestions for running an effective marketing campaign.

  1. Create your pitch deck. This should include all of the key points about your opportunity.  Use your private placement as a starting point and pull out key data, facts, information, talking points and industry jargon.  Create a short, yet effective pitch deck that you can use as a reference tool going forward.
  2. Build your website. Unless you are issuing an offering under Reg D 506c you are not allowed to advertise your offering.  You can, however, create a website or landing page for your specific company that provides information on the industry.  You can direct people from your investor lead list to the site for more information.  By showing them information on the booming nature of your industry, they will likely become more inclined to learn about what you are specifically trying to do.  Include a call to action buttons so they can request more information.
  3. Make sales calls. Contact your investor lead list and start to cultivate relationships over the phone.  This is an easy way to start approaching people and open up a dialogue.  Remember, every call you make should be about the investor and how participating in your opportunity will benefit them.  Whether discussing their retirement goals, dreams of the future, or desire to grow their portfolio.  Take the time to understand who they are and what makes them tick.  This will help you to be a better sales person in the long run.  Use a tracking software to document whom you have spoken to, where they are in the process, and what you need to do to close the deal.
  4. Send out letters. Mail a letter out to everyone on your investor lead list. A letter isn’t intimidating and gives people the opportunity to research the industry and your company.  Include key points, using bold font to make them stand out.  This can be about industry growth, market trends, or anything else you think will be exciting and useful.  Follow up with a phone call a couple of days later.  Your name will still be fresh in their mind, and you can ask if they received your letter.
  5. Ask for referrals. Whether an investor pulls the trigger or not, ask if they know anyone that would be interested in learning more about your opportunity.  You can grow your investor lead list and secure more capital by simply asking for it.

Create your plan, buy your investor lead list, and start calling today.  Follow a set strategy and experience success.

investor lead list

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Building Your Database

An Accredited Investor Database can help you to raise money for your private offering.  When using Regulation D to raise capital, you need to be able to reach accredited investors that may be interested in your unique opportunity.  One of the greatest challenges that a company has is locating these investors.  Those working with a broker dealer may benefit from their established connections, which can make it easier to raise funds.  The challenge, however, is that they will typically take a fee and commission, pricing themselves out of the market for smaller companies.

If you are raising money for your private offering without the help of a broker dealer, you need access to an Accredited Investor Database.  Fortunately, you can purchase accredited investor leads from www.accreditedinvestorleads.com.  This is a great starting point because it gives you the ability to contact investors.

The key to building a solid Accredited Investor Database is being able to refine the information and categorize it for future use.  When you order your lead list start by putting demographic and geographic qualifiers on the list.  For example, if you are promoting an opportunity that would most likely appeal to the over 60 crowd, ask for a lead list of older accredited investors.  By putting these qualifiers onto your lead list, you can create a database of investors that can be sorted based on their likelihood to invest in each type of transaction.

When you start making investor calls, keep detailed notes of the conversation.  Learn about prospective investors, what they like, what they are interested in, what their risk tolerance is, and if they are actively investing.  You can gather a lot of information by asking open ended questions and listening for ques.  For example, an investor may ask if you have hear of a recent technology or an oil and gas deal.  These types of questions will give you an idea about their interest and how they feel about certain types of transactions.  You will learn the most about an investor by engaging them in conversation, then listening.

Place the information you have gathered into your Accredited Investor Database.  You can use a sales tracking system or a robust excel sheet.  When you learn about your investors, you can create alerts and reminders to contact them if a particular opportunity arises.  This will save you time and money in the future, by allowing you to connect with prospects faster.   It can also save you time by telling you who not to call.  For example, if you contact an investor about an opportunity in consumer goods and they tell you they only like to invest in real estate, you can make a note to only call them about real estate transactions.  This prevents you from wasting time and making a potential investor angry.

When you have an investor on the phone, ask them if they know of anyone else that may want to learn about your private offering.  In other words – ask for referrals.  You may be surprised at how many people will be willing to share their excitement with friends and family.  If you ask for a referral during every interaction, you will build a larger Accredited Investor Database in no time.

For now, start by ordering your lead list from www.accreditedinvestorleads.com.

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